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
Tracking The Evolution Of Theory On Marketing-Sales Relationship: Past, Present And Future
Marketing-Sales relationship is an important field of study as these two units are considered the customer-centric team. Scholarly, it was originally addressed in the 90s while today the relevant Read More »
What Works In Facebook? Content Versus Relational Communication: A Study Of Their Efficiency
Developments in the Internet over the last few decades years have led to changes in the role played by consumers vis-à-vis their exposure to communications. Despite the widespread inclusion of Read More »
Author: Carmen Camarero, María José Garrido, Rebeca San José
Contributor: eb™ Research Team
Consumer Reactions To Likes And Comments Received In Social Network Sites
Consumers increasingly post comments on brand profile pages and quite often they also get feedback either as likes or as comments to their posts from other consumers. In this research we analyze how Read More »
Author: Salvador Ruiz De Maya, Maria Sicilia, Mariola Palazon
Contributor: eb™ Research Team
Online Consumer Behavior In E-Stores And Social Networks: An Exploratory Approach For Apparel
Retailers need to examine consumer behavior in and out the store in order to take effective marketing decisions. Regarding the consumer behavior out the store, the interactions of consumers with the Read More »
Author: Marta Frasquet, Alejandro Molla, Mª Eugenia Ruiz-Molina, Enrique Navarro
Contributor: eb™ Research Team
The Effect Of Economic Crisis On Consumer Preferences Of Foreign And Domestic Goods: A
This research examines the shifts in consumers’ propensity to purchase domestic versus foreign goods before and during an economic crisis. Five potential consumer ethnocentricity models are Read More »
Author: James Reardon, Donata Vianelli, Irena Vida, Viltė Auruškevičienė
Contributor: eb™ Research Team