Examining The Conditions Under Which Salespeople Experience Frustration At Work
Frustration in the sales force has been identified as one of the primary inhibitors of sales performance. Drawing on role theory and social identity theory, the authors examine how dimensions of role Read More »
Author: Alexander Leischnig, Bjoern Ivens, Stephan Henneberg
Contributor: eb™ Research Team
The Beneficial Effect Of Resilience On Sales Performance In The Presence Of Role Ambiguity
Personal sellers oftentimes experience ambiguity-based role stress, which can diminish sales performance. The process that leads to this adverse effect, however, is not fully understood. We propose a Read More »
Author: Sebastian Pyka, Steffen Jahn, Cornelia Zanger
Contributor: eb™ Research Team
The Personality Of Luxury Brands
This paper argues for and develops a new luxury brand personality measure. Drawing on recent criticisms of the applicability of Aaker’s (1997) brand personality scale, an attempt is made to develop Read More »
Proactive Personality And Resistance To Change. A Study Of The Moderating Effects Of Corporate
The main goal in this paper is to analyse the moderating effects of proactive personality and resistance to change in a model of corporate identity management (CIM). The model is applied to the Read More »
Discursive Brand Solidarisation - An Action Net Perspective
This article combines literature on consumer brand engagement with Action Net Theory in order to understand the discursive construction of brand solidarisation in the case of a traditional, national Read More »
Author: Verena E. Stoeckl, Sabrina Gabl, Sylvia Von Wallpach, Andrea Hemetsberger
Contributor: eb™ Research Team
Depositors’ Withdrawal Behaviour In Times Of Economic Crisis: A Matter Of Trust
A paradigm shift in consumer behaviour has been witnessed as a result of the enormous increase of uncertainty in the global banking industry and the significant disruptions in various financial Read More »
Author: Magdalini Soureli, Ioannis Chaniotakis, Constantine Lymperopoulos
Contributor: eb™ Research Team
Antecedents Of Customer Loyalty In Emerging Economies: An Empirical Study In The Nigerian Mobile
Using empirical data from the Nigerian mobile telecommunication sector, this study attempts to model the antecedents of customer loyalty in an emerging market context. This study’s contribution Read More »
Author: Ioannis Rizomyliotis, Dandison Ukpabi, Kleopatra Konstantoulaki, Giannis Kostopoulos, Carmen Lopez
Contributor: eb™ Research Team
Analysing The Fulfilment Of Service Recovery Paradox In Retailing
The literature dealing with the Service Recovery Paradox (SRP) is vast, but some results are confusing and contradictory. This paper aims at verifying the compliance of the SRP in the context of Read More »
Author: Teresa Fayos Gardó, Beatriz Moliner Velázquez, Mª Eugenia Ruiz-Molina
Contributor: eb™ Research Team
Reward Redemption Effects In A Loyalty Program When Customers Choose How Much And When To Redeem
Redemption of loyalty program (LP) rewards may have an impact on LP members’ behavior, particularly on purchase behavior before and after redeeming a reward. However, little is known about the Read More »
Author: Matilda Dorotic, Peter C. Verhoef, Tammo Bijmolt, Dennis Fok
Contributor: eb™ Research Team
The Impact Of Consumer Confidence On The Relationships Between Store Attribute Perceptions And
For retailer managers it is crucial to understand the relationship between consumers’ store attribute evaluations and customer satisfaction and how this relationship changes over time depending on Read More »
Author: Auke Hunneman, Peter C. Verhoef, Laurens Sloot
Contributor: eb™ Research Team