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.
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
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
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
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
