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On Feelings as a Heuristic for Making Offers in Ultimatum Negotiations

Stephen, Andrew T. - 2011

This research examines how the reliance on emotional feelings as a heuristic influences the proposal of offers in negotiations. Results from three experiments based on the classic ultimatum game show that, compared to proposers who do not rely on their feelings, proposers who rely on their...

Persistent link: https://www.econbiz.de/10012756629

Blame the bot : anthropomorphism and anger in customer-chatbot interactions

Crolic, Cammy; Thomaz, Felipe; Hadi, Rhonda; Stephen, … - In: Journal of marketing 86 (2022) 1, pp. 132-148

Persistent link: https://www.econbiz.de/10012794738

Are close friends the enemy? : online social networks, self-esteem, and self-control

Wilcox, Keith; Stephen, Andrew T. - In: Journal of consumer research : JCR ; an … 40 (2013/14) 1, pp. 90-103

Persistent link: https://www.econbiz.de/10009777330

The past, present, and future of innovation research

Lee, Byung Cheol; Moorman, Christine; Moreau, C. Page; … - In: Marketing letters : a journal of research in marketing 31 (2020) 2/3, pp. 187-198

Persistent link: https://www.econbiz.de/10012301445

How word-of-mouth transmission encouragement affects consumers' transmission decisions, receiver selection, and diffusion speed

Stephen, Andrew T.; Lehmann, Donald R. - In: International journal of research in marketing : IJRM ; … 33 (2016) 4, pp. 755-766

Persistent link: https://www.econbiz.de/10011634055

Spillover effects in seeded word-of-mouth marketing campaigns

Chae, Inyoung; Stephen, Andrew T.; Bart, Yakov; Yao, Dai - In: Marketing science : the marketing journal of the … 36 (2017) 1, pp. 89-104

Persistent link: https://www.econbiz.de/10011645777

Smart phones, bad calls? : the influence of consumer mobile phone use, distraction, and phone dependence on adherence to shopping plans

Sciandra, Michael R.; Inman, J. Jeffrey; Stephen, Andrew T. - In: Journal of the Academy of Marketing Science 47 (2019) 4, pp. 574-594

Persistent link: https://www.econbiz.de/10012107242

When posting about products on social media backfires : the negative effects of consumer identity signaling on product interest

Grewal, Lauren; Stephen, Andrew T.; Coleman, Nicole Verrochi - In: Journal of marketing research 56 (2019) 2, pp. 197-210

Persistent link: https://www.econbiz.de/10012177298

In mobile we trust : the effects of mobile versus nonmobile reviews on consumer purchase intentions

Grewal, Lauren; Stephen, Andrew T. - In: Journal of marketing research 56 (2019) 5, pp. 791-808

Persistent link: https://www.econbiz.de/10012177648

Online shopping and social media : friends or foes?

Zhang, Yuchi; Trusov, Michael; Stephen, Andrew T.; … - In: Journal of marketing 81 (2017) 6, pp. 24-41

Persistent link: https://www.econbiz.de/10011776886

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