...Marco Francesco Mazzù; Angelo Baccelloni; Simona Romani; Alberto Andria Purpose This study aims to reveal the implications that trust, as a key driver of consumer behaviour, might have on consumer acceptance of front-of-pack labels (FOPLs) and policy effectiveness. By conducting three studies...

... they watch a TV commercial. The emotions taken into account in this study are included within the category “cognitive states” and belong to Category 7 of the taxonomy developed by Storm and Storm (1987) . Consumer behaviour Creativity Design Behaviour Advertising effectiveness Advertisements...

...Andreas Persson Purpose The purpose of this paper is to investigate how firms attempt to increase the profitability of specific groups of extant customers by achieving adjustments in customer behaviour that consequently lead to reduced costs associated with serving these customers. Design...

.... excitement of possible winning), this experience cannot be obtained when he opts to purchase the product at a “known” regular price through a non‐auction channel. It is the emotional consumer who is likely to engage in online auctions. Because emotion is an important construct that explains behavior...

...George Christodoulides; Nina Michaelidou; Nikoletta Theofania Siamagka Purpose The role of affective states in consumer behaviour is well established. However, no study to date has examined online affective states empirically as a basis for constructing typologies of internet users...

... literature reports numerous links between individual factors (i.e. personality, values, motivation, etc.) of consumers and consumption‐related behaviour, the internal market literature will significantly benefit by adopting a similar line of enquiry in relation to employees. The acquisition of such knowledge...

... Resistance Peer affiliation Perception Prom Social groups Behaviour This paper explores perceptions of anti‐consumption and the resistant practices of adolescents by their peer group in the context of high school prom attendance. If, as suggested by Cherrier, Black and Lee (this issue) anti...

... capital which they deploy in social arenas known as “fields” in order to compete for positions of distinction and status. This exploratory study aims to examine how Bourdieu's theory may explain competitive behavior in fields of interest to marketers. Design/methodology/approach A total of 61 in‐depth...

... performance Behaviour Sales force In today's highly competitive marketplace, personal selling is a critical element in the effort of modern firms to achieve organisational success based on customer satisfaction, loyalty and profitable sales volume (Anderson and Sullivan, 1993 ; Fierman, 1994...

... emphasis on behavior‐based control (Anderson and Oliver, 1987 ; Cravens et al., 1993). Coaching has been cited by sales professionals as an important means through which sales managers motivate salespeople and enhance their performance (Challagalla and Shervani, 1996 ; Corcoran et al...

..., 1,242 completed, valid questionnaires were returned, representing a response rate of 41.4 per cent. © Emerald Group Publishing Limited 2008 Customer loyalty Service levels Customers Behaviour As markets become more competitive many companies recognise the importance...

...Angela Tregear In light of critiques of structured studies of market orientation in firms, this paper reports on a qualitative investigation of market orientation amongst craftspersons. Behaviour is conceptualised as the result of interactions between individuals' value sets, goals, perceptions...

... very substantial progress in putting economic psychology on the intellectual map, that is not surprising. The intellectual style is firmly based on the psychology and economics of consumer behaviour. There is no attempt to link consumer choice inextricably to a single political or marketing system...

...Gordon Foxall Consumer theory and research are generally founded on the assumption that observed behaviour is mediated by intrapersonal events. This pervasive view now threatens to impede theoretical development by precluding the establishment of models based on alternative assumptions. Following...