Publications des institutions partenaires
Managerial Decision Making in Open Innovation: The Effect of Individual Hierarchy Level on the Evaluation of Customers’ and Employee’s ideas
The present research deals with the influence of managers’ construal level on evaluations of customers and employee’s ideas in innovation contexts. While prior research found one’s situational construal level associated with creativity and feasibility ratings of ideas, we provide theory and evidence to suggest that the true hierarchy level of managers can alter evaluations of ideas...
Institution partenaire
English / 29/09/2017
Brand Disruption: Decoding the Contingency of Clashing Stakeholders
The present research project aims to overcome conventional branding theories assuming brand meanings to be under exclusive control by the legal brand owners. Due to the utilization of a practice-theoretical perspective systematic understanding on how and why unintended brand meanings emerge is pursued. The two distinct brand cases Birkenstock and NewBalance are investigated to study...
Institution partenaire
English / 10/07/2017
Video: The New Rules of Communication
Although video communication offers the potential to engage with employees and consumers, many established firms adopt video as a new communication medium quite slowly and with little enthusiasm. Based on our experience with leading national and international firms, we introduce a four step approach to help companies in adopting a video communication strategy, summarize the main...
Institution partenaire
English / 10/04/2017
Ability2Delight - Entwicklung organisationaler Kompetenzen zur Kundenbegeisterung
Im Zuge der Digitalisierung sehen sich Unternehmen mit einer zunehmenden Notwendigkeit zur Differenzierung konfrontiert. Um Kunden stärker an das eigene Unternehmen zu binden, konzentrieren sich viele Initiativen auf die Gestaltung besonderer Kundenerfahrungen. Der vorliegende Beitrag stellt auf Basis eines Innovationsprojektes der SAP einen ganzheitlichen Managementansatz für die...
Institution partenaire
English / 01/02/2017
When Does Customer-Oriented Leadership Pay Off? An Investigation of Frontstage and Backstage Service Teams
The service literature highlights the importance of organizational leaders in creating an organization-wide customer orientation (CO). Yet some open questions remain regarding this relationship: Are organizational leaders from different hierarchical levels equally effective in creating a CO? Does the functional role of employees affect the importance of certain leaders? More...
Institution partenaire
English / 01/01/2017
The interplay between employee and firm customer orientation: Substitution effect and the contingency role of performance-related rewards
This paper identifies and explains a potential tension between a firm’s emphasis on customer orientation (CO) and the extent to which employees value CO as a success factor for individual performance. Based on self-determination theory and CO implementation research, we propose that firm CO may represent both autonomous and controlled motivations for CO, but that employees’ CO is...
Institution partenaire
English / 01/01/2017
JAMS-D-16-00030R3, Gamified interactions: Whether, when, and how games facilitate self-brand connections
Institution partenaire
English / 01/01/2017
Unfolding the ambidextrous effects of proactive and responsive market orientation
Investigating the ambidextrous effects of its proactive and responsive dimension offers a fresh perspective on market orientation. Drawing upon the ambidexterity literature, the author derives hypotheses on the joint effects of combining and balancing proactive and responsive market orientation. He examines his hypotheses with two-wave panel survey data from 167 strategic business...
Institution partenaire
English / 03/07/2016
Intention to re-exhibit -- when does it translate to actual trade fair attendance? : Analyzing the Organizer - Exhibitor Relationship
The purpose of this study is to enhance the knowledge base about rebuying decision processes in B2B-service industries. The professional organization and realization of trade shows and exhibitions is an important service industry globally with over 31'000 exhibitions taking place annually (UFI, 2014). Business with exhibitions is flourishing for a long time not only for...
Institution partenaire
English / 17/02/2016
What is it that Design Thinking and Marketing Management can learn from each other?
Marketing and Design Thinking are rarely associated with each other because they stem from very different fields of science and application sources: thus, different paradigms. In this paper, fundamental similarities between the two approaches are discussed and it is shown systematically how the two points of view can benefit from each other. Design Thinking can effectively help...
Institution partenaire
English / 01/01/2016
Integrating Bricks with Clicks : Retailer-Level and Channel-Level Outcomes of Online-Offline Channel Integration
This research examines the impact of online-offline channel integration (OI), defined as integrating access to and knowledge about the offline channel into an online channel. Although channel integration has been acknowledged as a promising strategy for retailers, its effects on customer reactions towards retailers and across different channels remain unclear. Drawing on technology...
Institution partenaire
English / 20/10/2015
The 7 sins of brand management - and how to avoid them
Institution partenaire
English / 31/07/2015
Is more always better? : An investigation into the relationship between marketing influence and mangers' market intelligence dissemination
How does the influence of the marketing department within an organization affect marketing managers' dissemination of market intelligence (i.e., knowledge about customer needs and competitor activities) to managers of other departments? Three studies with 711 executive managers and integrated survey and experimental data offer insights. Rather than the positive relationship...
Institution partenaire
English / 01/06/2015
Rethinking Privacy Decisions: Pre-Existing Attitudes, Pre-Existing Emotional States, and a Situational Privacy Calculus
As a potential explanation to measured inconsistencies between stated privacy concerns and actual disclosing behavior, denoted as the "privacy paradox", scholars have proposed a systematic distinction between situational privacy considerations and pre-existing, superordinate factors that shape the decisive situation without being directly connected to the situation itself....
Institution partenaire
English / 27/05/2015
Managerial Empathy Facilitates Egocentric Predictions of Consumer Preferences
Common wisdom suggests that managerial empathy (i.e., the mental process of taking a consumer perspective) helps executives separate their personal consumption preferences from those of consumers, thereby preventing egocentric preference predictions. The results of the present investigation, however, show exactly the opposite. First, the authors find that managerial empathy...
Institution partenaire
English / 01/04/2015
Thinking Styles and Privacy Decisions: Need for Cognition, Faith into Intuition, and the Privacy Calculus
Investigating cognitive processes that underlie privacy-related decisions, prior research has primarily adopted a "privacy calculus" view, indicating privacy-related decisions to constitute rational anticipations of risks and benefits connected to data disclosure. Referring to psychological limitations and heuristic thinking, however, recent research has discussed notions...
Institution partenaire
English / 06/03/2015
Energizing Companies through Customer Compliments
While complaint management has received much attention, customer compliments and their systematic handling have been largely ignored. Based on two empirical studies, this article suggests that customer compliments bear great potential for benefiting firms, and gives recommendations on how managers can enable, stimulate, and amplify positive customer feedback.
Institution partenaire
English / 01/03/2015
Privacy Paradox Revised: Pre-Existing Attitudes, Psychological Ownership, and Actual Disclosure
Prior research has pointed to discrepancies between users' privacy concerns and disclosure behaviors, denoted as the privacy paradox, and repeatedly highlighted the importance to find explanations for this dichotomy. In this regard, three approaches have been proposed by prior literature: (1) use of actual disclosure behavior rather than behavioral intentions, (2) systematic...
Institution partenaire
English / 15/12/2014
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