In this paper we present a model that shows how ability, efficacy, motivation and desirability affect performance in the task of recognizing new environmental opportunities. Drawing on decades of research, ranging from Bandura’s landmark studies of self‐efficacy to Lindsley et al. model of...

We examined consumer reactions to new products introduced under four different brand naming scenarios. The results suggest that when consumers see a high degree of fit between the new product and the existing brand, brand extensions, sub‐brands, and nested brands are about equally preferred....

Previous research concerning relevant source characteristics has often confounded source expertise and source experience. This study examines whether these two source attributes have differential effects on consumer attitudes. A laboratory study based on a 2 (high/low expertise) 2 (high/low...

Despite the importance of professional services to organisations, relatively little is known about the way they are purchased. This study details the risks perceived and risk‐reducing strategies employed by purchasers in local government and examines how these vary with buying‐phase and...