Doug Walker

TL;DR: This paper examined the effect of product characteristics and retailing factors on the likelihood a consumer makes an impulse purchase and found that the hedonic nature of the product has the greatest influence on impulse buying.

Abstract: Even in difficult economic times, many consumers consider the social implications of the goods they select and therefore take into account whether those goods carry a luxury brand label—which for some will be authentic, for some counterfeit. While previous research has investigated influences on the authentic vs. counterfeit choice, this study adds a third possibility: rejecting both types of luxury brands to show that one has better claims to status than “buying the label.” This study tests a model of three alternative brand type choice processes and finds support for the importance of status considerations in the selection or rejection of luxury brands.

TL;DR: In this article, the authors identify a process by which a firm's entrepreneurial orientation impacts profits and show that it is dependent on marketing capabilities, and discuss resource allocation implications for managers as they attempt to maximize profits through innovation.

TL;DR: In this paper, the authors investigated the impact of connectedness on salesperson performance and revealed the processes by which this relationship occurs, and the conditionality of the process itself, revealing that connectedness increases performance by one of two paths or both, depending on internal volatility.

TL;DR: In this article, the authors examined whether and how manager physical attractiveness influences salespeople's perceptions of manager credibility, and found that experienced salespeople rely more on manager's physical attractiveness than their inexperienced colleagues do when assessing manager credibility.