Advertising plays a major role in differentiating brands. Many advertisements attempt to create positive feelings through the use of humor, music, or attractive spokespersons. Marketers hope the positive emotions (i.e., positive affect) evoked by these types of ads will transfer to the...

The growth of Internet marketing has encouraged marketing researchers to look at how traditional consumer behavior theories and models are applied in the Internet context. This research examined how perceived risk explains the nature and scope of Internet shopping. The purpose of this study was...

To gain competitive advantage in the market, several retail banks have recently started to deploy biometric technologies in their service encounters. Biometrics is an emerging technology that authenticates individuals using their unique physical characteristics. While the application of...

Retail structure may be changing dramatically due to the diversified retail formats, increased size of retail stores, new technological developments, and the changes in consumer behaviors. It is important to understand these changes. If we can understand these changes better, we will know what...

Despite acceptance and attractiveness of discount retailing, no comprehensive patronage model for discount retailing has been developed. The primary purpose of this research was to develop a general model of retail patronage and to empirically test the relationships proposed in the model in the...

The growth of Internet technology and electronic commerce has not been matched by theoretically-guided social science research. Well-developed consumer research is needed to illustrate the nature and possible scope of the Internet retail choice in the marketplace. The primary purpose of this...

Most research that has examined preferences for relational sales approaches has considered the seller's perspective. Differences in relational preferences in the context of consumer and industrial purchases have not been considered. Empirical study of buyer preferences for relational sales...

This study attempted to assess a very basic yet still unresolved relationship between personal sales representatives and sales effectiveness. Using the arena of pharmaceutical sales this study asks the essential question, are personal sales representatives effective in increasing sales? What is...