Springer Science and Business Media LLC

Công bố khoa học tiêu biểu

* Dữ liệu chỉ mang tính chất tham khảo

Sắp xếp:  
Erratum to: How buyers forecast: Buyer–seller relationship as a boundary condition of the impact bias
Springer Science and Business Media LLC - Tập 22 - Trang 423-423 - 2011
Ashwani Monga, Haipeng (Allan) Chen, Michael Tsiros, Mona Sinha
The interactive effects of goal orientation and leadership style on sales performance
Springer Science and Business Media LLC - Tập 28 - Trang 637-649 - 2017
Juliano Domingues, Valter Afonso Vieira, Raj Agnihotri
The authors develop and test a model depicting the moderating effects of different types of manager leadership styles on the relationship between salesperson goal orientations (i.e., performance orientation and learning orientation) and performance. The two surveys were set in retail work contexts in Brazil. Results from a multi-level hierarchical analysis demonstrate that (i) transactional leader... hiện toàn bộ
Defaults, Framing and Privacy: Why Opting In-Opting Out1
Springer Science and Business Media LLC - Tập 13 - Trang 5-15 - 2002
Eric J. Johnson, Steven Bellman, Gerald L. Lohse
Differences in opt-in and opt-out responses are an important element of the current public debate concerning on-line privacy and more generally for permission marketing. We explored the issue empirically. Using two on-line experiments we show that the default has a major role in determining revealed preferences for further contact with a Web site. We then explore the origins of these differences s... hiện toàn bộ
Variations in the contractual terms of cooperative advertising contracts: An empirical investigation
Springer Science and Business Media LLC - Tập 6 - Trang 15-22 - 1995
Shantanu Dutta, Mark Bergen, George John, Akshay Rao
Cooperative advertising arrangements between manufacturers and resellers contain two principal components in their payment schedules: a participation rate and an accrual rate. We analyze 2,156 cooperative advertising plans to see how they vary across consumer and industrial products, as well as between convenience and nonconvenience consumer products. We also study how participation and accrual ra... hiện toàn bộ
Does the presentation of true costs at the point of purchase nudge consumers toward sustainable product options?
Springer Science and Business Media LLC - - Trang 1-14 - 2024
Robert Wilken, Julien Schmitt, Florian Dost, David Bürgin
Do true cost campaigns (TCCs)—which display prices at the point of purchase that include social and environmental negative externalities—nudge consumers toward more expensive sustainable products? From a theoretical point of view, the answer is promising: Communicating true costs means introducing external reference prices that provide a benchmark for consumers to assess price acceptability. Showi... hiện toàn bộ
Effects of personalized e-mail messages on privacy risk: Moderating roles of control and intimacy
Springer Science and Business Media LLC - Tập 27 - Trang 89-101 - 2014
Ji Hee Song, Hye Young Kim, Sahangsoon Kim, Sung Won Lee, Jong-Ho Lee
New communication platforms have enabled firms to collect personal data on their consumers and provide more personalized services. Personalized service facilitates interpersonal communication and interactions based on consumers’ personal and preference information, and therefore constitutes a way to improve firm–customer relationships. However, such personalized services may be vulnerable to priva... hiện toàn bộ
What type of framing message is more appropriate with nine-ending pricing?
Springer Science and Business Media LLC - Tập 23 - Trang 603-614 - 2012
Jungsil Choi, Kiljae Lee, Yong-Yeon Ji
While the effect of nine-ending prices on purchases has been well documented, studies that examine the impact of this pricing technique in the context of advertisements are rare. This paper examines the joint effect of the pricing technique and message frames on the advertisement efficacy. Since a nine-ending price is compatible with gain-framed messages due to its gain image, we propose that nine... hiện toàn bộ
The value of winning: endorsement returns in individual sports
Springer Science and Business Media LLC - Tập 28 - Trang 371-384 - 2017
Dirk F. Gerritsen, Saskia van Rheenen
Using the results of 1068 different golf, tennis, and track and field (in particular: running) events, this paper examines the relation between athlete performance and stock returns of firms endorsed by athletes. We find that a tournament victory is associated with significant and positive market-adjusted stock returns for the endorsed clothing brand. Regression analysis reveals that winning is as... hiện toàn bộ
Consumer reactions to business-nonprofit alliances: Who benefits and when?
Springer Science and Business Media LLC - Tập 26 - Trang 29-42 - 2013
Caglar Irmak, Sankar Sen, C. B. Bhattacharya
We investigate the effect of increased company involvement on consumer reactions to companies and nonprofits in business–nonprofit alliances to show that consumer reactions to the two parties in such alliances can, under certain conditions, diverge from each other. Specifically, we show that increased company involvement results in more positive consumer attitudes toward companies with low (but no... hiện toàn bộ
The Pareto rule in marketing revisited: is it 80/20 or 70/20?
Springer Science and Business Media LLC - Tập 30 - Trang 139-150 - 2019
Daniel M. McCarthy, Russell S. Winer
In a recent paper, Kim, Singh, and Winer (Marketing Letters 491–507, 2017) studied the Pareto rule across 22 different CPG categories. The authors found an average Pareto ratio (PR) of .73, meaning that 73% of sales came from the top 20% of customers. In this paper, we use a unique dataset of 339 publicly traded non-CPG companies to see whether/when the Kim et al. result holds. We have additional ... hiện toàn bộ
Tổng số: 802   
  • 1
  • 2
  • 3
  • 4
  • 5
  • 6
  • 10