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  2. School of Management and Law
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  4. Publikationen School of Management and Law
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dc.contributor.authorRozumowski, Anna-
dc.contributor.authorDermody, Janine-
dc.contributor.authorHari, Jürg J.-
dc.contributor.authorvan der Veen, Robert-
dc.date.accessioned2021-01-28T11:44:22Z-
dc.date.available2021-01-28T11:44:22Z-
dc.date.issued2020-
dc.identifier.urihttps://digitalcollection.zhaw.ch/handle/11475/21472-
dc.description.abstractThis 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.de_CH
dc.language.isoende_CH
dc.rightsLicence according to publishing contractde_CH
dc.subjectCompetencede_CH
dc.subjectLikeabilityde_CH
dc.subjectMarketingde_CH
dc.subjectSalesde_CH
dc.subjectStereotype content modelde_CH
dc.subjectTrustde_CH
dc.subject.ddc658.8: Marketingmanagementde_CH
dc.titleEvaluating trust based on impression formation in business encounters : how to facilitate ‘lovable stars’ in marketingde_CH
dc.typeKonferenz: Sonstigesde_CH
dcterms.typeTextde_CH
zhaw.departementSchool of Management and Lawde_CH
zhaw.organisationalunitInstitut für Marketing Management (IMM)de_CH
zhaw.conference.details49th Annual European Marketing Academy Conference (EMAC), Budapest, Hungary, 26-29 May 2020de_CH
zhaw.funding.euNode_CH
zhaw.originated.zhawYesde_CH
zhaw.publication.statuspublishedVersionde_CH
zhaw.publication.reviewNot specifiedde_CH
zhaw.author.additionalNode_CH
zhaw.display.portraitYesde_CH
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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.


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