Perceived Servicescapes: A Configural View & Implications For Behavioural Intentions
The extant literature in services provides ample evidence of the significant impact servicescapes have on consumers’ emotions, perceptions, and behaviour. Nonetheless, many empirical studies have Read More »
Author: Christos Koritos, Spiros Gounaris, Kalipso Karantinou
Contributor: eb™ Research Team
Emotional Attachment Influence On Service Perception Among Opinion Leaders. Evidence From An Art
Conventional opinion leadership theory has traditionally dealt with the characteristics of an opinion leader and the domains where this behavior appears. Art organizations agree on the importance of Read More »
Author: Javier Flores-Zamora, Jesus Garcia-Madariaga
Contributor: eb™ Research Team
Implementing An Ambidextrous Sales Strategy At The Front Line: An Internal Marketing Perspective
Ambidextrous sales strategies, wherein managers pursue the concurrent sale of new and existing products, often fail at the front line. A proposed internal marketing perspective accounts for the role Read More »
Author: Michel Van Der Borgh, Ad de Jong, Edwin Nijssen, Michael Ahearne
Contributor: eb™ Research Team
Shift Of Consumer Attitude Towards The Brand By Means Of Heider’s Balance Theory
Consumer attitudes toward a brand are largely determined by the behavior of the sales staff. This on-brand behavior has been interpreted as a dyadic relationship between customer and brand. This Read More »
Moral Equity And Ethical Climate: Relevance To The Relational Selling Behavior And Sales
In this paper we address two ethical issues relevant to the relational selling behavior and its outcomes: ethical climate within the company and moral equity of individual salesperson. Using primary Read More »
Author: Selma Kadic-Maglajlic, Irena Vida, Milena Micevski, Nathaniel Boso
Contributor: eb™ Research Team