Estimating the Impact of User Personality Traits on Electronic Word-of-Mouth: Text-mining Social Media PlatformsJan 15, 2018 Panos Adamopoulos, Anindya Ghose, and Vilma Todri , 2018, 18-100
Personality is powerful when it comes to online WOM: the right sender-receiver match can boost brand appeal and sales.
Understanding the Value of Stories in Experiential ReviewsDec 15, 2017 Tom van Laer, Stephan Ludwig, and Jennifer Edson Escalas, 2017, 17-127
Like all good stories, experiential reviews encompass characters, plot, and genre. An analysis of TripAdvisor data shows how these narrative building blocks influence consumer behavior.
Winning Sales before Selling: An Investigation of Business-to-Business Salesperson Attitude towards Internal Selling ProcessesDec 7, 2017 Son K. Lam, Andrea L. Dixon, and Thomas E. DeCarlo, 2017, 17-126
Many executives do not realize the issues salespeople and customers face due to internal selling processes, but inefficient ISPs can have devastating effects on salesperson role perceptions, job satisfaction and performance, and turnover.
Service Robots Rising: How Humanoid Robots Influence Service Experiences and Food ConsumptionOct 18, 2017 Martin Mende, Maura L. Scott, Jenny van Doorn, Ilana Shanks, and Dhruv Grewal, 2017, 17-125
How do consumers feel about service encounters with highly human-like robots?
Detecting Fictitious Consumer Reviews: A Theory-Driven Approach Combining Automated Text Analysis and Experimental DesignOct 4, 2017 Ann Kronrod, Jeffrey K. Lee, and Ivan Gordeliy, 2017, 17-124
How to tell if that glowing (or scathing) consumer product review is authentic.