Firms often employ personalized recommendations to help customers make purchase decisions. To improve the effectiveness of their personalized recommendations, some firms use cues to offer transparency on how they collect and use data to derive recommendations. We draw on attribution theory to...

Serving as a social glue in interactions, consumer empathy takes center stage in shaping a pleasant customer experience. Our holistic framework of an empathic customer experience, rooted in the perception–action model of empathy and established customer experience conceptualizations, unveils...

Die CX spielt nicht nur in B2C- sondern auch in B2B-Märkten eine zentrale Rolle. Mithilfe von Experteninterviews und der bestehenden Literatur wurde erläutert, dass kognitive, verhaltensbezogene, relationale, emotionale und sensorische CX-Reaktionen auch für eine B2B-CX von grundlegender...

Self‐discrepancy between the actual and ought self‐concept is harmful to individuals, causing them to experience psychological discomfort. Previous consumer research has repeatedly demonstrated that self‐discrepancies motivate consumers to cope with their negative psychological...

Team and individual incentives are ubiquitous in sales, but little is known about their impact on collaboration when they are applied simultaneously. The presence of both types of incentives creates a "coopetitive" environment, where forces of collaboration and competition coexist. We examine...

Business-to-business (B2B) practitioners are increasingly interested in capabilities to holistically manage touchpoints along B2B customer journeys (CJs) to remain competitive. Research in the B2B context, however, has investigated neither what constitutes such a customer journey management...

Digital transformation of the marketing organization forces firms to develop new digital marketing capabilities (DMCs) to remain competitive. However, despite considerable academic and managerial interest, the value relevance of DMCs beyond the value achieved through classic marketing...

Sales faces the second-largest gender gap of any corporate function, with women's underrepresentation even more pronounced in business-to-business (B2B) sales and at higher hierarchical levels. Concurrently, the call for a more gender-diverse sales force is gaining momentum for social and...

Team and individual incentives are ubiquitous in sales, but little is known about their impact on collaboration when they are applied simultaneously. The presence of both types of incentives creates a “coopetitive” environment, where forces of collaboration and competition coexist. We...