Purpose – The purpose of this study is to identify key motivations for adolescents using and shopping on the internet, and to segment the sample based on these motivations. Design/methodology/approach – This research occurs in two phases: a qualitative phase involving interviews with...

Purpose – This study seeks to explain a buyer's response to a seller's violation of trust. Four negative responses (decline in trust, negative emotions, negative word‐of‐mouth (WOM) and reduction in repurchase intentions) and four explanatory variables (magnitude of violation, integrity...

Purpose: This paper aims to explore the usage of selling influence tactics across prospective customers with differing information-related needs. Design/methodology/approach: The research study uses an exploratory critical incident technique (CIT) methodology to identify and examine salesperson...