Supplier improvement and supplier development are relevant management activities for
industrial buyers. Supplier development programs require investments by both parties and may …

Extant literature suggests, but has not tested, explanations as to why the proposal of a complex
contract, compared to a simple contract, may harm or foster a new business partner's trust…

Appeals in environmental advertising often refer to the caring aspect of the eco-friendly behavior
they promote, such as “Take care of our planet.” Being caring, however, is perceived as …

This research studies goal framing, which focuses on the communication of either the potential
benefits associated with performing an action or the potential negative consequences of …

Risk messages inform consumers about relevant risks and typically recommend preventive
behaviors such as being more physically active or taking out occupational disability …

This paper explains that if a brand experience is supposed to create the feeling of brand
attachment, mental representations of the brand experience need to be available at times of …

Persuaders can frame a message positively or negatively. Positively framed messages
accentuate the advantages of following the recommended course of action (that is, of message …

Vaccine skeptics do not trust immunization recommendations and cause problems for public
health. Using negatively framed anecdotal messages, we test how adding information …

… Sandra Praxmarer-Carus and Constanze Gathen (both at the … Based on their findings,
Praxmarer-Carus and Gathen argue … Given the findings by Praxmarer-Carus and Gathen in the …