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Brain Mechanisms of Persuasion: How "Expert Power" Modulates Memory and Attitudes

Klucharev, Klucharev, V.; Smidts, Smidts, A.; … - Erasmus Research Institute of Management (ERIM), … - 2008

Human behavior is affected by various forms of persuasion. The general persuasive effect of high expertise of the … expert and an object leads to a long-lasting positive effect on memory for and attitude towards the object. Using functional … parahippocampal gyrus) involved in memory formation. Experts also affected subsequent attitude effects in the caudate nucleus involved …

Persistent link: https://www.econbiz.de/10010731550

The Adaptive Consequences of Pride in Personal Selling

Verbeke, Verbeke, W.J.M.I.; Belschak, Belschak, F.D.; … - Erasmus Research Institute of Management (ERIM), … - 2004

Study 1 investigates the beneficial effects of experiencing pride. Pride was found to have two different effects. First, it increases salespersons' performance-related motivations. Specifically, it promotes adaptive selling strategies, greater effort, and self-efficacy. Secondly, it positively...

Persistent link: https://www.econbiz.de/10011205396

One Analogy Can Hide Another: Physics and Biology in Alchian’s “Economic Natural Selection”

Levallois, Levallois, C. - Erasmus Research Institute of Management (ERIM), … - 2008

Today, Alchian's "Uncertainty, evolution and economic theory" (1950) is hailed by evolutionary economists as a most important piece, which resumed an evolutionary brand of theorizing in economics after the eclipse of the interwar period. On the other hand, Alchian's article is also cherished by...

Persistent link: https://www.econbiz.de/10010730866

The Effectiveness of Advertising Matching Purchase Motivation

Loef, J.; Antonides, Antonides, G.; van Raaij, van … - Erasmus Research Institute of Management (ERIM), … - 2001

Percy's advertising grid (1997) recommends that the ad appeal should match the purchase motivation or attitude base. They …

Persistent link: https://www.econbiz.de/10010730868

The Effectiveness of Case-Based Reasoning: An Application in Sales Promotions

Althuizen, Althuizen, N.A.P.; Wierenga, Wierenga, B. - Erasmus Research Institute of Management (ERIM), … - 2003

This paper deals with Case-based Reasoning (CBR) as a support technology for sales promotion (SP) decisions. CBR-systems try to mimic analogical reasoning, a form of human reasoning that is likely to occur in weakly-structured problem solving, such as the design of sales promotions. In an...

Persistent link: https://www.econbiz.de/10010730879

Institutional Forecasting: The Performance of Thin Virtual Stock Markets

van Bruggen, van Bruggen, G.H.; Spann, Spann, M.; … - Erasmus Research Institute of Management (ERIM), … - 2006

We study the performance of Virtual Stock Markets (VSMs) in an institutional forecasting environment. We compare VSMs to the Combined Judgmental Forecast (CJF) and the Key Informant (KI) approach. We find that VSMs can be effectively applied in an environment with a small number of knowledgeable...

Persistent link: https://www.econbiz.de/10010730880

Why “They” never can be as good as “Us”: How other organizations must be worse off on essential features

van Rekom, van Rekom, J.; van Nierop, A.E. - Erasmus Research Institute of Management (ERIM), … - 2005

Being different from competitors, in a positive sense, is an important asset to organizations. Well-chosen emphasis on distinctive organizational features is very helpful in achieving a superior position relative to rival organizations. However, organizations often claim to be distinctive on...

Persistent link: https://www.econbiz.de/10010730881

Advertising effects on awareness, consideration and brand choice using tracking data

Franses, Philip Hans; Vriens, M. - Erasmus Research Institute of Management (ERIM), … - 2004

, we test the hierarchy of effects hypothesis. Our empirical results, based on a simultaneous equations model with pooled … model, again with pooled parameters, to see if there are dynamic effects of advertising. For the category under scrutiny, we …

Persistent link: https://www.econbiz.de/10010730897

How Cannibalistic is the Internet Channel?

Deleersnyder, Deleersnyder, B.; Geyskens, I.; Gielens, … - Erasmus Research Institute of Management (ERIM), … - 2002

During the past decade, irrational exuberance has turned into a possibly equally irrational pessimism about what the Internet can accomplish. The fear of getting ruined through cannibalization losses has recently deterred many firms from deploying the Internet as a distribution channel. But do...

Persistent link: https://www.econbiz.de/10010730898

The Role of Schema Salience in Ad Processing and Evaluation

Loef, J.; Antonides, Antonides, G.; van Raaij, van … - Erasmus Research Institute of Management (ERIM), … - 2002

Advertising grids such as the Rossiter-Percy grid (Rossiter & Percy 1991, 1997) propose that brand-matching advertising is more effective than brand-mismatching advertising. However, for the match hypothesis to hold the brand schema needs to be salient in ad processing and evaluation. In this...

Persistent link: https://www.econbiz.de/10010730905