... and decent jobs, and a better quality of life for everyone, contributing to lower economic, environmental and social costs in the future; strengthening economic competitiveness; and alleviating poverty (Ritchie and Mispy, 2018). Thus, sustainable consumption is frequently motivated by a wide range of factors...

... attention as underlying mechanisms. Thus, consumers with high (or low) self-esteem tend to be more motivated to present themselves positively (or to avoid social attention) when experiencing FOMO. Furthermore, Study 3 reveals the moderating role of supportive interactions; that is, the interaction between...

...Irene Garnelo-Gomez; Kevin Money; David Littlewood Purpose This paper aims to examine the role of individual action in addressing challenges of sustainability, and to help marketing scholars and practitioners better understand what motivates sustainable living. Design/methodology/approach...

... and further enhanced their LS. Findings from the experiment revealed a novel two-way interaction, in that the KA–MAT relationship was moderated by the underlying motivation for MAT. Research limitations/implications Future research may validate and extend our findings using different samples to increase...

...Atefeh Yazdanparast; Nancy Spears Purpose This study aims to investigate how comparing physical aspects of the self to fashion models in mass-mediated images result in body dissatisfaction and what mechanisms could be used to interrupt the potentially harmful emotional and motivational outcomes...

...Kathrynn Pounders; Christine M. Kowalczyk; Kirsten Stowers Purpose Social media enables consumers to regularly express themselves in a variety of ways. Selfie-postings are the new tool for self-presentation, particularly among millennials. The purpose of this paper is to identify the motivations...

...Juliet Memery; Robert Angell; Phil Megicks; Adam Lindgreen Purpose – This study aims to investigate how attributes associated with local food (intrinsic product quality; local support) motivate purchase behaviour. Previous research assumes heterogeneity in consumer motivation, but this has never...

...Caterina Presi; Charalampos Saridakis; Susanna Hartmans Purpose – This study aims to focus on the motivation of service customers to create user-generated content (UGC) after a negative service experience. In examining this relationship, the moderating role of “extraversion” personality trait...

... segmentation and tailored communication in retailing. © Emerald Group Publishing Limited 2014 Motivation Consumer behavior Retailing Communication Personality Shopping orientation Consumers go shopping for various reasons. They may, for instance, want to purchase a particular product...

...Elyria Kemp; Aberdeen Leila Borders; Joe M. Ricks Purpose The purpose of this paper is to examine the role of sales manager support in promoting the subjective well‐being of salespeople as well as the function of the sales manager in cultivating positive, motivating and productive environments...

... partners have become the norm as well. Thus, identification of inter‐firm influence strategies – such as different leadership styles – used by the channel captain to motivate international channel partners becomes increasingly important. More specifically, in administering a firm’s marketing channels...

...Utpal M. Dholakia Within consumer psychology, both product involvement and perceived risk are viewed tobe motivational constructs, influencing subsequent consumer behaviors such as information search and dissemination, as well as extensiveness of the decision‐making process. While these constructs...

... model fits the data well. Intrinsic motivation, role ambiguity, and role conflict are all significant antecedents of burnout. Job satisfaction and salesperson performance are direct outcomes of burnout, and also mediate the indirect influence of burnout on organizational commitment and intention...

...Ali K. Al‐Khalifa; S. Eggert Peterson Argues that the motivation involved in partner selection must be distinguished from the motivation to enter into a joint venture; the latter may be considered the “ends” dimension of motivation while the former is concerned with “means”. Thus it is important...

...William H. Murphy; Ravipreet S. Sohi Aims to improve understanding of an important and widely used management tool for motivating the salesforce – sales contests. Begins by introducing the question: what factors are associated with salespeople′s feelings towards a sales contest? Several potentially...

...Winston H. Mahatoo The concept of “motive” is employed very inconsistently in marketing. Some, including both general marketers and consumer behaviourists, equate it with needs, drives and wants. Others avoid any definition of the concept, while still others clearly differentiate its nature...

...David Shipley; David Cook; Eileen Barnett Shrewd channel leadership is required to maximise the benefits and to minimise the many potential problems of exporting through independent overseas distributors. Exporters need to apply effective programmes for distributor recruitment, motivation, support...

...Russell Abratt; Leyland F. Pitt This article reviews factors necessitating the application of effective selection and motivation criteria when using independent distributors. It reports findings concerning the criteria utilised by South African manufacturing companies and compares...

...David Shipley; Julia Kiely The need for effective industrial sales‐force motivation is emphasised and the theoretical relating to Herzberg's theory is discussed. Previous empirical studies are reviewed and the results of a 1985 investigation of British industrial salespeople's views on motivation...

... are motivated by the anticipated satisfaction that comes with performance, rather than by performance itself, stating that self‐esteem has a direct effect on performance. States that three main areas bear on the incentive system: monetary incentives affect goal setting; lower goals allow rewards to be obtained...