Marketing

Article

Psychological Distance Of Consumers’ Selves: Reality Vs. Ideals

Consumers’ ideal self-concepts are rather hypothetical and related to the future as compared to actual self-concepts which are experienced in the here and now. Thus, the ideal self-concept may be Read More »

Date: 06/03/2014
Author: Lucia Malär, Bettina Nyffenegger, Daniela Herzog, Lisa Schürmann
Contributor: eb™ Research Team
Article

I Want You To Open My Letter: Effects Of Uncommon Envelope Formats And Materials

The challenge for direct mailings is to get opened by the receiver since a huge number of direct mail ends up in the trash bin without being read. Uncommon envelope formats and materials might be Read More »

Date: 06/03/2014
Author: Verena Huettl, Jana Daume, Heribert Gierl
Contributor: eb™ Research Team
Article

Understanding The Adoption Timing Of A Loyalty Program Among Business Customers: The Role Of

Loyalty programs (LPs) are a popular instrument to build profitable relationships, and achieving a successful LP launch critically depends on a firm’s ability to obtain the deepest penetration and Read More »

Date: 06/03/2014
Author: F. Javier Sesé, Manfred Krafft, Kalyan Raman, Vijay Viswanathan
Contributor: eb™ Research Team
Article

The Antecedents And Effects Of Information Technology Usage On Trade Show Performance

The advancements in information technology have raised concerns about the future of trade shows as a marketing tool. Whilst these advancements present threats and opportunities, research examining Read More »

Date: 06/03/2014
Author: Jaywant Singh, Paurav Shukla, Charles Blankson
Contributor: eb™ Research Team
Article

Collectible Free Gifts Programs As Promotional Measures In Retailing

Promotional program effectiveness relies on its design. We examine the design of a new promotional program observed in the retail industry, called a collectible free gift program, in which Read More »

Date: 06/03/2014
Author: Stephan Roth, Sascha Daniel Sohn
Contributor: eb™ Research Team
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