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.
The Long Reach of Sponsorship: How Fan Isolation and Identification Strength Jointly Shape Sponsorship PerformanceSep 28, 2017 Marc Mazodier, Conor M. Henderson, and Joshua T. Beck, 2017, 17-123
For brands with global ambitions, sports teams with a large diaspora of strong fans may offer a promising sponsorship investment.
Social Media’s Impact on Consumer Mindset: When to Use Which Sentiment Extraction Tool?Sep 21, 2017 Raoul V. Kübler, Anatoli Colicev, and Koen Pauwels, 2017, 17-122
Which method should marketers use to gauge consumer feelings? This study compares sentiment extraction tools and offers practical guidance.