Global agierende Publikumsgesellschaften werden zunehmend mit dem spezifischen Verhalten einer kulturell diversen Investorenöffentlichkeit konfrontiert. Vor diesem Hintergrund werden in vorliegender Publikation entsprechende Hypothesen in Bezug auf ausgewählte kulturell bedingte Probleme an...

Commoditization of an industry is considered high when competitors in comparatively stable industries offer increasingly homogenous products to price-sensitive customers, who incur relatively low costs in changing supplier. In other words, businesses facing high industry commoditization sell...

Are competent actors still trusted when they promote themselves? The answer to this question could have far-reaching implications for understanding trust production in a variety of economic exchange settings in which ability and impression management play vital roles, from succeeding in one’s...

The 1990s were a “merger decade”. Never before did as many organizations merge or acquire other organizations, and above all, on a global basis. Cross-border mergers and acquisitions have become a major strategic tool for growth of multinational companies (Cartwright/Cooper 1993). The number...

A violation of trust can have quite different consequences, depending on the nature of the relationship in which the trust breach occurs. In this article, we identify a key relationship characteristic that affects trust recovery: the extent of relationship experience before the trust breach....

In our article (1), we present evidence that individuals low in power are more trusting than those high in power. In a letter to the editor, Wu and Wilkes argue that our finding is “subject to two caveats about the kind of power and trust being considered” (2). Although refinements of our...

How does lacking vs. possessing power in a social exchange affect people’s trust in their exchange partner? An answer to this question has broad implications for a number of exchange settings in which dependence plays an important role. Here, we report on a series of experiments in which we...

Recent industry studies suggest that customers routinely use multiple channels of the same retailer to make their purchases. However, most studies about the drivers of customer profitability only focus on customer behavior in a single channel. This research investigates customer channel...

Recent industry studies suggest that customers routinely use multiple channels of the same retailer to make their purchases. However, most studies about the drivers of customer profitability only focus on customer behavior in a single channel. This research investigates customer channel...