This paper, published in large part in Ciaramitaro’s (2011) Virtual Worlds and E-Commerce, reflects how gaming and virtual worlds have impacted on ecommerce in recent years. A dynamic commercial environment with massive growth in user numbers and an overspill into real worlds through...

Purpose – The purpose of this paper is to report on a study which aims to identify the characteristics and determinants of client sophistication within the UK corporate legal services market and to investigate its effect in determining the nature and essence of client‐solicitor...

Purpose The characteristics of the Internet of Things (IoT) are such that traditional models of trust developed within interpersonal, organizational, virtual and information systems contexts may be inappropriate for use within an IoT context. The purpose of this paper is to offer empirically...

Despite a multitude of papers on selling and even negotiation, there has been very limited investigation of what leads to successful negotiation. This paper begins to tackle that shortfall and outlines the findings of exploratory research into negotiation styles of customer‐supplier dyads...

Purpose – This study aims to provide empirically generated insights into a gamification approach to online customer engagement and behavior (CE and CEB). There is a substantive discrepancy between popular coverage and empirically based research as to the effectiveness of virtual brand...