The authors examine whether reputation concerns affect how manufacturers structure their sales organization. Using reputation theory, they examine whether reputation-related perceptions and beliefs affect whether a manufacturer that currently uses an outside selling organization {i.e., a rep)...

"Brand Admiration uses deep research on consumer psychology, marketing, consumer engagement and communication to develop a powerful, integrated perspective and innovative approach to brand management. Using numerous real-world examples and backed by research from top notch academics, this book...

While considerable research has examined information search behavior, little is known about factors that impact how individuals judge the value of the information they receive. We argue that the extent to which an information seeker judges information to be valuable depends on the breadth and...

Marketing managers and consumers who use the web as a source of information often use input from strangers to make decisions or gain knowledge. The authors propose that in such contexts the information provider's current and past behaviors, relative to those of other information providers,...