To successfully market their products, industrial vendors must determine who participates in an organizational purchase decision and what their influence is. Previous research has shown that participation and influence can vary across products and purchase situations. Though industrial marketing...

Purpose – The purpose of this paper is to investigate the relationships between attractiveness of athlete endorsers, match‐up, and consumers' purchase intention embedded in the China context. Design/methodology/approach – The authors used a 3×2×2 between‐subject experimental design....

Purpose – This research aims to investigate how consumers differ in their interpretation of advertised and “surprise” (or unexpected) next‐purchase coupons as delayed rewards or immediate losses based on promotion context and coupon start date restrictions. Design/methodology/approach...