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 »
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
Are Global Brands Trustworthy? The Role Of Brand Affect, Brand Innovativeness, And Consumer
Multinational companies essentially manage their brands globally (e.g. Red Bull, Coca-Cola, Louis Vuitton), mainly because consumers tend to have similar tastes, preferences, and expectations around Read More »
Author: Richard Huaman-Ramirez, Noël Albert, Dwight Merunka
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 »
