Predicting the Intention to Buy Locally Produced Food: The Role of Attitudes and Store Atmosphere
The research aims to investigate the predictive role of attitudes and perceptions of store atmosphere in explaining consumers’ intentions to purchase locally produced food. Survey methodology and
Read More »
06/03/2014
• #Consumer Protection
Is There a Better Style to Negotiate? An Analysis of Negotiation Styles and their Impacts on Buyer Seller Negotiations
Given the importance of negotiation outcomes on profits, companies are increasingly investing in negotiation training to optimally prepare their sales and procurement teams and to improve their
Read More »
06/03/2014
• #Education and Training
Renegotiations in Business-To-Business Practice: A Qualitative Status Quo Analysis
In recent years, renegotiations have become more prevalent in business-to-business transactions. Although renegotiations have a strong impact on business efficiency and relationships, marketing
Read More »
06/03/2014
• #Business Practices
The Influence of Negotiators’ Individualism on Disaggregated Outcomes in Multi-Issue Business Negotiations
We investigate bargaining teams’ level of individualism as an antecedent of disaggregated outcomes on high- and middle-priority issues (HPIs and MPIs, respectively). French vs. German-French vs.
Read More »
06/03/2014
• #Collaboration and Partnership
Pattern Your Concessions? An Analysis of Concession Behavior in Buyer-Seller Negotiations
Concessions are critical in buyer-seller negotiations, since they influence the (non-)achievement of a contractual agreement. Existing research has extensively studied concession behavior in
Read More »
06/03/2014
• #Business Practices
Are global brands trustworthy? The role of brand affect, brand innovativeness, and consumer ethnocentrism
Multinational companies essentially manage their brands globally (e.g. Red Bull, Coca-Cola, Louis Vuitton), mainly because consumers tend to have similar tastes, preferences, and expectations around
Read More »
10/14/2019
• #Globalisation
Positive and Negative e-WoM of Hedonic and Utilitarian Consumption
Positive (negative) electronic word-of-mouth (eWOM) is likely (unlikely) to motivate consumers’ purchase decisions. Negative information cues are stronger than positive information cues to affect
Read More »
06/03/2014
• #Marketing Messaging
The Effect of Blurbs on Consumers’ Response
Blurbs on books have become a common advertising practice in bookstores, but their effectiveness is still questioned by the practice and no evidence can be found in the literature. As an
Read More »
06/03/2014
• #Marketing