Articles scientifiques

An Integrative Model of the Influence of Parental and Peer Support on Consumer Ethical Beliefs: The Mediating Role of Self-Esteem, Power and Materialism

E. GENTINA, L. SHRUM, T. LOWREY, S. VITELL, G. ROSE

Journal of Business Ethics

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Départements : Marketing, GREGHEC (CNRS)

Mots clés : Ethics, Adolescent consumers, Materialism, Self-esteem, Power, Peer support, Parental support


What causes adolescents to develop consumer’ ethical beliefs? Prior research has largely focused on the negative influence of peers and negative patterns of parent–child interactions to explain risky and unethical consumer behaviors. We take a different perspective by focusing on the positive support of parents and peers in adolescent social development. An integrative model is developed that links parental and peer support with adolescents’ self-worth motives, their materialistic tendencies, and their consumer ethical beliefs. In a study of 984 adolescents, we demonstrate support for a sequential mediation model in which peer and parental support is positively related to adolescents’ self-esteem and feelings of power, which are each associated with decreased materialism as a means of compensating for low self-worth. This reduced materialism is, in turn, associated with more ethical consumer beliefs

Brand Assets and Pay Fairness as Two Routes to Enhancing Social Capital in Sales Organization

Maria ROUZIOU, Riley DUGAN, Dominique ROUZIES, Dawn IACOBUCCI

Journal of Personal Selling & Sales Management

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Départements : Marketing, GREGHEC (CNRS)


Optimizing Service Failure and Damage Control

D. HALBHEER, D. L. GÄRTNER, E. GERSTNER, O. KOENIGSBERG

International Journal of Research in Marketing

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Départements : Marketing, GREGHEC (CNRS)

Mots clés : Service Quality, Service Reliability, Service Failure, Damage Control

https://papers.ssrn.com/sol3/papers.cfm?abstract_id=2704861


Should a provider deliver a reliable service or should it allow for occasional service failures? This paper derives conditions under which randomizing service quality can benefit the provider and society. In addition to cost considerations, heterogeneity in customer damages from service failures allows the provider to generate profit from selling damage prevention services or offering compensation to high-damage customers. This strategy is viable even when reputation counts and markets are competitive

Payment Evasion

D. HALBHEER, S. BUEHLER, M. LECHNER

Journal of Industrial Economics

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Départements : Marketing, GREGHEC (CNRS)


The authenticity of the museum experience in the digital age: the case of the Louvre

Y. EVRARD, A. KREBS

Journal of Cultural Economics

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Départements : Marketing

Mots clés : Art museums, Authenticity, Digital policies, Real/virtual relationship, Cultural audiences, Measures in art

https://link.springer.com/article/10.1007/s10824-017-9309-x


The technological shift of museums is extensively documented, even if research on the impact of technologies on cultural practices and social patterns at large is still lacking. As part of a research programme conducted by the Louvre and HEC Paris, the article proposes a conceptual analysis of ‘real’ (visiting the museum) and ‘virtual’ (visiting its website) experiences of museums. It contributes to the understanding of whether the two experiences are substitutes or complements using a newly created measurement scale. In addition, the article also aims at enriching the contemporary discussion on the artworks’ aura and the authenticity of the cultural experience in the digital age


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