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 »
Author: Birte Kemmerling, Markus Voeth, Uta Herbst, Tatjana Becker
Contributor: eb™ Research Team
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 »
Author: Hung-Pin Shih, Liang-Chih Yang, Jian-Shiun Hu, Cheng-Hsiung Chiang
Contributor: eb™ Research Team
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 »
On The Persuasiveness Of Opinions Versus Advice: An Information Diagnosticity Perspective
Consumers can share information about products in the form of either opinions—whereby they merely communicate whether they like or dislike a product—or advice—whereby they also provide explicit Read More »
Author: Matteo De Angelis, Andrea Bonezzi, Derek D. Rucker, Alessandro M. Peluso
Contributor: eb™ Research Team
Can Evoking Nature In Advertising Mislead Consumers? The Power Of ‘Executional Greenwashing’
‘Executional greenwashing’ refers to the use of nature-evoking elements in advertisements to artificially enhance a brand’s ecological image. Based on classic models of persuasion, a first Read More »
Author: Beatrice Parguel, Florence Benoît-Moreau, Cristel Russell
Contributor: eb™ Research Team
Green Marketing Orientation: Introducing A New Construct
The literature reflects little effort to develop a framework that embodies all organizational prerequisites that companies should satisfy in order to build a green marketing strategy. The authors Read More »
Author: Karolos - Konstantinos Papadas, George J. Avlonitis, Kalipso Karantinou
Contributor: eb™ Research Team
Consumer Perceptions Of Greenwashing: The Role Of Third-Party Labels, Brand Positioning, And Type
Numerous companies today engage in greenwashing, which tends to create confusion for consumers and leads to negative consumer responses. Yet, current literature seldom investigates how consumers’ Read More »
Author: Valérie Swaen, Catherine Janssen, Barbara Dupont
Contributor: eb™ Research Team
Experiential Marketing In An Entertainment Service: Event-Brand Transfer
The main aim of this research is to evaluate the effects that experiencing an event has on experience with the promoting brand. The study analysed the musical event MTV winter festival, considering Read More »
Author: Natalia Vila, Ines Kuster-Boluda, Mª Carmen Rodriguez-Molina, Lisa Scribner, Asuncion Hernandez-Fernández
Contributor: eb™ Research Team
Brands As Socialising Agents
The paper focuses on the growing aspect of consumer-brand communities in the online context and the manner that the engagement of individuals in brand communities can actually support the broadening Read More »
Towards A Re-Conceptualisation And Measurement Of Services Brand Identity
The paper focuses on conceptualizing and measuring brand identity in services. We develop a valid and reliable scale to measure services brand identity. The lack of a consumer-based conceptualisation Read More »
Author: Vandana Pareek, Tina Harrison, Dahlia El-Manstrly
Contributor: eb™ Research Team