Springer Science and Business Media LLC

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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
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
Measuring willingness to pay: do direct methods work for premium durables?
Springer Science and Business Media LLC - Tập 26 Số 4 - Trang 535-548 - 2015
Michael Löffler
Do bonus payments help enhance salesforce retention?
Springer Science and Business Media LLC - Tập 3 Số 4 - Trang 331-341 - 1992
Joseph, Kissan, Kalwani, Manohar U.
Our primary aim in this research is to examine if the existence of a bonus component in the sales compensation structure can enhance salesforce retention. We also study the impact of total sales compensation, relative to industry norms, on salesforce retention. We find that bonus payments do enhance salesforce retention among firms whose total compensation is above industry average but not among f...... hiện toàn bộ
Dissecting the Random Component of Utility
Springer Science and Business Media LLC - Tập 13 - Trang 177-193 - 2002
Jordan Louviere, Deborah Street, Richard Carson, Andrew Ainslie, J. R. Deshazo, Trudy Cameron, David Hensher, Robert Kohn, Tony Marley
We illustrate and discuss several general issues associated with the random component of utility, or more generally “unobserved variability”. We posit a general conceptual framework that suggests a variance components view as an appropriate structure for unobserved variability. This framework suggests that “unobserved heterogeneity” is only one component of unobserved variability; hence, a more ge...... hiện toàn bộ
The adoption and disadoption of electric vehicles by innovators
Springer Science and Business Media LLC - Tập 34 - Trang 549-573 - 2022
Madhavan Parthasarathy, Walfried Lassar
This paper is concerned with the adoption and disadoption of electric vehicles (EVs) by its innovators. Based on existing literature on product adoption and disadoption by consumers, it considers both general (e.g., relative advantage, compatibility, complexity, and observability) and context-specific (environmental, performance/functional, and financial) motives for EV adoption. Furthermore, it a...... hiện toàn bộ
The Effect of Single and Dual Sales Targets on Sales Call Selection: Quota versus Quota and Bonus Plan
Springer Science and Business Media LLC - Tập 13 - Trang 107-120 - 2002
Richard G. Mcfarland, Goutam N. Challagalla, Michael J. Zenor
Ross (1991) demonstrated that a salesperson's quota acts as a reference point (target or goal) and influences sales call selection. Ross, however, focused only on the effect of a single reference point. The use of multiple goals is quite common in the sales environment, for example in the quota plus bonus compensation structure and in the use of incentive plans. Our study compares and contrasts ca...... hiện toàn bộ
The effect of control priming on irresponsible financial behavior
Springer Science and Business Media LLC - Tập 29 - Trang 207-223 - 2018
Mohammed El Hazzouri, Kelley J. Main
Debt has reached staggering levels among North Americans. Unfortunately, there is deficiency of research that investigates effective means of helping consumers control their debt. We examine how control priming changes consumers’ irresponsible financial behavior. We show that control priming reduces credit card spending and intentions to take credit card risk. We also demonstrate that consumers wh...... hiện toàn bộ
Gratitudes and latitudes in M.B.A. attitudes: Customer orientation and theBusiness Week poll
Springer Science and Business Media LLC - Tập 4 - Trang 267-278 - 1993
Morris B. Holbrook
A re-examination of the data on customer satisfaction with business schools reported byBusiness Week addresses questions concerning the manner in which student evaluations and recruiter assessment are weighted to determine results for the graduate and corporate polls, as well as how the latter two scores are combined to obtain the overall ranking. Further, as a measure of student satisfaction, the...... hiện toàn bộ
Product quality, attributes, and brand name as determinants of price: The case of consumer electronics
Springer Science and Business Media LLC - Tập 3 - Trang 71-83 - 1992
Morris B. Holbrook
This paper proposes and illustrates an approach to measuring one aspect of brand equity, viewed as a price premium and defined as the increment that a brand name contributes to the price of a product above and beyond that justified by its quality (where quality is determined by an assessment of the relevant attributes, features, or characteristics). Two illustrative studies apply the proposed meas...... hiện toàn bộ
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