Volume 79, Number 6
Willy Bolander, Cinthia B. Satornino, Douglas E. Hughes, and Gerald R. Ferris
- Most sales training efforts are focused on
external customer interactions and relationships, but this research
shows that building powerful internal social networks can also
significantly enhance sales performance.
Till Haumann, Pascal Güntürkün, Laura Marie Schons, and Jan Wieseke
- The study offers a better understanding of the negative
effects of coproduction intensity and new insights into how firms can
effectively mitigate these effects by employing value-enhancing and
intensity-reducing communication strategies.
Anne L. Roggeveen, Dhruv Grewal, Claudia Townsend, and R. Krishna
products or services are presented in video rather than still images,
consumers tend to prefer (and more highly value) hedonic options (i.e.,
options that are more about fun and less about functionality).
Fabio Caldieraro, Ling-Jing Kao, and Marcus Cunha Jr.
- Upward line extensions aimed at matching a competing
product’s attributes may lead consumers to reassess their perceptions of
the brand and the attributes of products in the market, resulting in a
loss of market share and profit for the extending firm.
Timothy B. Heath, Subimal Chatterjee, Suman Basuroy, Thorsten Hennig-Thurau, and Bruno Kocher
- For iterated products (e.g., games, cars, films, etc.), carefully sequencing major and minor innovations improves success.
Junghan Kim and Arun Lakshmanan
The paper identifies a
specific property of animation -- kinetic property (trajectory changes
in motion-paths of visual elements) -- which, under certain conditions,
enhances consumer judgments of product novelty.