Purpose – The purpose of this paper is to review work on the power and importance of emotional appeals from a range of disciplines including philosophy, psychology, psychiatry, neuroscience, linguistics and advertising. It aims to illustrate the growing body of evidence and theory that...

Organizational buying is an active research domain with hundreds of studies grounded in one or several of the complementary theoretical models in the literature. In recent years, however, many scholars have focussed on the importance of the buyer‐seller relationship. For many research studies,...

Market leaders are constantly being forced to evaluate and modify their relationships and interactions with suppliers, buyers, and even competitors, in order to remain competitively viable in response to marketplace, technology, and competitive changes. Presents the Interdependency Cube...

Purpose This paper aims to explore the importance of the role of national business systems (NBS) in shaping human resource management (HRM) and organisational behaviour (OB) practices in the context of Asian countries. To this end, this paper presents a comparative overview of different NBS in...

Purpose – This paper aims to discuss the concepts contained in communities of practice theory (COPT) and how they might contribute to greater understanding of organizations. Design/methodology/approach – The paper draws upon COPT as a means to broaden the perspective of institutional theory....

In practice, firms measure customer satisfaction using models and theory developed for evaluating the perceptions of individual consumers rather than entire organizations. This paper develops an integrated model of customer satisfaction measurement specific to a business‐to‐business context...

Given that planned marketing strategies and observable behaviors often are contingent on buyer and third‐party (e.g. competitor) responses, deep understanding and descriptions of the thoughts and actions of marketers need to reflect the dynamic interplay of such contingencies. The same view...

Purpose – The purpose of this paper is to investigate public online consumer complaint responses from three different perspectives: the complainer, the company and third party consumers. Consumer complaint behaviour and management has been studied in various streams of literature, yet the...

Examines two distinctly different reasons for resistance to total quality management (TQM) in US corporations. One of these is that workers will perceive TQM as controlling rather than empowering: in effect, seeing it as a ploy to get them to work harder for fewer rewards. Alternatively, it may...