| Publikationstyp: | Konferenz: Sonstiges |
| Art der Begutachtung: | Keine Angabe |
| Titel: | Evaluating trust based on impression formation in business encounters : how to facilitate ‘lovable stars’ in marketing |
| Autor/-in: | Rozumowski, Anna Dermody, Janine Hari, Jürg J. van der Veen, Robert |
| et. al: | No |
| Angaben zur Konferenz: | 49th Annual European Marketing Academy Conference (EMAC), Budapest, Hungary, 26-29 May 2020 |
| Erscheinungsdatum: | 2020 |
| Sprache: | Englisch |
| Schlagwörter: | Competence; Likeability; Marketing; Sales; Stereotype content model; Trust |
| Fachgebiet (DDC): | 658.8: Marketingmanagement |
| Zusammenfassung: | This doctoral study aims to analyse how the impression of a salesperson is perceived along warmth, competence dimension, and trust perceptions. The study builds on Wood, Boles, and Babin’s (2008) and Martin’s (2014) trust models as well as the stereotype content model (Cuddy, Fiske, & Glick, 2008; Cuddy, Glick, & Beninger, 2011; Fiske, Cuddy, & Glick, 2007; Fiske, Cuddy, Glick, & Xu, 2002). This study attempts to investigate which dimension is perceived as more relevant in customer contact. Further, this research aims to contribute to the knowledge of the theorisation of how trust based on impression formation can be enhanced or undermined in business encounters. With this research, recommendations to facilitate ‘Lovable Stars’ in the marketing and sales departments who can help to enhance trust based on impression formation in business encounters are developed. A trusted salesperson can be a massive asset for a company or brand. |
| URI: | https://digitalcollection.zhaw.ch/handle/11475/21472 |
| Volltext Version: | Publizierte Version |
| Lizenz (gemäss Verlagsvertrag): | Lizenz gemäss Verlagsvertrag |
| Departement: | School of Management and Law |
| Organisationseinheit: | Institut für Marketing Management (IMM) |
| Enthalten in den Sammlungen: | Publikationen School of Management and Law |
Dateien zu dieser Ressource:
Es gibt keine Dateien zu dieser Ressource.
Zur Langanzeige
Rozumowski, A., Dermody, J., Hari, J. J., & van der Veen, R. (2020). Evaluating trust based on impression formation in business encounters : how to facilitate ‘lovable stars’ in marketing. 49th Annual European Marketing Academy Conference (EMAC), Budapest, Hungary, 26-29 May 2020.
Rozumowski, A. et al. (2020) ‘Evaluating trust based on impression formation in business encounters : how to facilitate ‘lovable stars’ in marketing’, in 49th Annual European Marketing Academy Conference (EMAC), Budapest, Hungary, 26-29 May 2020.
A. Rozumowski, J. Dermody, J. J. Hari, and R. van der Veen, “Evaluating trust based on impression formation in business encounters : how to facilitate ‘lovable stars’ in marketing,” in 49th Annual European Marketing Academy Conference (EMAC), Budapest, Hungary, 26-29 May 2020, 2020.
ROZUMOWSKI, Anna, Janine DERMODY, Jürg J. HARI und Robert VAN DER VEEN, 2020. Evaluating trust based on impression formation in business encounters : how to facilitate ‘lovable stars’ in marketing. In: 49th Annual European Marketing Academy Conference (EMAC), Budapest, Hungary, 26-29 May 2020. Conference presentation. 2020
Rozumowski, Anna, Janine Dermody, Jürg J. Hari, and Robert van der Veen. 2020. “Evaluating Trust Based on Impression Formation in Business Encounters : How to Facilitate ‘Lovable Stars’ in Marketing.” Conference presentation. In 49th Annual European Marketing Academy Conference (EMAC), Budapest, Hungary, 26-29 May 2020.
Rozumowski, Anna, et al. “Evaluating Trust Based on Impression Formation in Business Encounters : How to Facilitate ‘Lovable Stars’ in Marketing.” 49th Annual European Marketing Academy Conference (EMAC), Budapest, Hungary, 26-29 May 2020, 2020.
Alle Ressourcen in diesem Repository sind urheberrechtlich geschützt, soweit nicht anderweitig angezeigt.