Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory
Despite the large body of research that examines the determinants of salesperson
performance, significant variation exists regarding how scholars can operationalize …
performance, significant variation exists regarding how scholars can operationalize …
Way to success: understanding top streamer's popularity and influence from the perspective of source characteristics
Y Guo, K Zhang, C Wang - Journal of Retailing and Consumer Services, 2022 - Elsevier
Live streaming opens a new way for selling products, in which the streamer plays a leading
role. Whereas e-commerce live streaming has become ever-increasingly prevalent, how to …
role. Whereas e-commerce live streaming has become ever-increasingly prevalent, how to …
Marketing of the life sciences: A new framework and research agenda for a nascent field
S Stremersch, W Van Dyck - Journal of Marketing, 2009 - journals.sagepub.com
Although marketing scholars often seek to contribute new knowledge that is applicable
across industries, some industries have unique characteristics that require industry-specific …
across industries, some industries have unique characteristics that require industry-specific …
Examining the effects of robots' physical appearance, warmth, and competence in frontline services: The Humanness‐Value‐Loyalty model
Because of continuous improvements in their underlying technologies, customers perceive
frontline robots as social actors with a high level of humanness, both in appearance and …
frontline robots as social actors with a high level of humanness, both in appearance and …
Frontline robots in tourism and hospitality: service enhancement or cost reduction?
Robots are being implemented in many frontline services, from waiter robots in restaurants
to robotic concierges in hotels. A growing number of firms in hospitality and tourism …
to robotic concierges in hotels. A growing number of firms in hospitality and tourism …
Linking servicescape and experiencescape: creating a collective focus for the service industry
Purpose The purpose of this paper is to review what one knows–and does not know about
servicescape and experiencescape. The paper provides a comprehensive …
servicescape and experiencescape. The paper provides a comprehensive …
What and how driving consumer engagement and purchase intention in officer live streaming? A two-factor theory perspective
Y He, W Li, J Xue - Electronic Commerce Research and Applications, 2022 - Elsevier
To reduce the negative impacts of the COVID-19 pandemic, local government officers
conducted live streaming to sell and endorse local products. Understanding factors and …
conducted live streaming to sell and endorse local products. Understanding factors and …
Social media: Influencing customer satisfaction in B2B sales
Social media have changed how buyers and sellers interact, and increased involvement
through social media may yield positive results for sales organizations if salespeople utilize …
through social media may yield positive results for sales organizations if salespeople utilize …
Influencers'“organic” persuasion through electronic word of mouth: A case of sincerity over brains and beauty
Despite the growing importance of influencers' word‐of‐mouth through audiovisual content,
little is known about its effect on consumers' brand evaluation, purchase intentions, and …
little is known about its effect on consumers' brand evaluation, purchase intentions, and …
Persuasive messages, popularity cohesion, and message diffusion in social media marketing
YT Chang, H Yu, HP Lu - Journal of Business Research, 2015 - Elsevier
Social media marketing is an influential marketing method. Liking or sharing social media
messages can increase the effects of popular cohesion and message diffusion. This …
messages can increase the effects of popular cohesion and message diffusion. This …