Purpose: This study is the first to examine consumer’s neural reaction to different merchandising communication strategies at the point-of-sale (PoS) by applying functional near-infrared spectroscopy (fNIRS). By doing so, the purpose of this study is to extend consumer neuroscience to retail...

Purpose: The purpose of this paper is to investigate whether and under what condition does affective orientation (AO) drive salesperson performance (SP) and whether there is a tradeoff between affective orientation and the need for cognition (NFC). Using career stage theory, this research...

While negative interest rates stimulate the real economy by enhancing credit supply and improving the wealth situation of firms and households, they might come with side effects with regard to banking and financial stability. In an assessment of the trade-off between the ability of a central...

Angesichts sich polarisierender Märkte erschien die Entscheidung für eine Premiummarke lange Zeit als der Königsweg für Markenhersteller. Der ausgeprägte, auf Genuß und Geltung ausgerichtete Wandel des Konsumverhaltens in Verbindung mit einer gestiegenen, frei verfügbaren Kaufkraft - so...

Negative interest rates remain a controversial policy for central banks. We study a novel signalling channel and ask under what conditions negative rates should exist in an optimal policymaker's toolkit. We prove two necessary conditions for the optimality of negative rates: a time-consistent...