Purpose: The aim of this study is to investigate the influence of sustainability certifications on consumer preferences. The study investigates whether product certifications have a significant influence on consumer preferences and examines which certificate groups work best from a marketer's...

Purpose: This study aims to examine the effect of individuals’ roles, as providers or consumers, and sharing intensity on willingness to participate in access-based hospitality markets. Design/methodology/approach: The research draws from the theories of psychological ownership and prospect...

Purpose: This study explores the effect of gender stereotyping and issue advocacy on consumer sentiment toward advertising and brands. Design/methodology/approach: Drawing from the literature, the study hypothesizes about the impact of gender stereotyping and consumer advocacy on consumer...

We study a channel relationship in which manufacturer(s) use independent sales representatives (rep firms), which employ salespeople to do the actual selling. We show that commission-only payments by manufacturers to rep firms lead to suboptimal outcomes for the manufacturer relative to those...

In this research, we show that the interaction between territory allocation and sales force compensation—two key drivers of sales productivity—strongly affects the firm's profitability. We analyze an agency-theoretic model that jointly considers the degree of negative or positive correlation...