All Charity Is Not Created Equally: The Role Of Target Affect And Agentic (vs. Communal)
Across 4 studies, we assess both what (time vs. money) and to whom (a sad/empathetic target vs. a happy/less empathy-provoking target) consumers are asked to give, showing communal (vs. agentic) Read More »
Dimensions And Effects Of Consumer Subjective Financial Deprivation
Subjective financial deprivation (SFD) is a psychological discomfort emerging from social ascendant comparison and/or from the perception of a loss of buying power in comparison with a salient period Read More »
Author: Laurent Bertrandias, Manu Carricano, Alexandre Lapeyre
Contributor: eb™ Research Team
When The Need For Affiliation Heightens Consumers’ Susceptibility To Persuasion Tactics
Two experiments tested whether social exclusion increases consumers’ susceptibility to advertising strategies that appeal to the need to belong. Socially excluded (vs. socially accepted) Read More »
The Moderator Role Of Self-Efficacy In The Intention-Behavior Gap
Social psychologists and marketing researchers have found great success in using Ajzen’s (1991) behavioral intention model. However, few studies have found significant support for the moderator Read More »
Author: Julio D. Vecino Gravel, María A. Ramón-Jeronimo
Contributor: eb™ Research Team
Fact Or Fiction? The Impact Of Framing Product Information On Consumer´s Attitude Towards A Food
Food marketers have to decide whether scientifically sound, but cumbersome health claims are to be preferred over claims triggering health-related associations in a non-scientific, storytelling Read More »
Author: Jessica Aschemann-Witzel, Klaus G Grunert, Lisa E Bolton
Contributor: eb™ Research Team
“You Feel Like My Blood, So I Buy Your Food” Can Consumers’ Experience Of Kinship Account For
In this study, local food consumption is viewed for the first time from the perspective of kin selection theory. Two large surveys were conducted to explore the links between consumers’ experience Read More »
Author: Harri Luomala, Hanna Leipämaa-Leskinen, Henna Syrjälä, Sami Kurki
Contributor: eb™ Research Team
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 »
Author: Elisa Martinelli, Jeffrey M. Campbell, Ann Fairhurst
Contributor: eb™ Research Team
Is There A Better Style To Negotiate? An Analysis Of Negotiation Styles And Their Impacts On Buyer
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 »
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 »
The Influence Of Negotiators’ Individualism On Disaggregated Outcomes In Multi-Issue Business
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 »