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SOB - Scholarly Publications

LAUR Repository

SOB - Scholarly Publications

 

Recent Submissions

  • Hollebeek, Linda D.; Menidjel, Choukri; Itani, Omar S.; Clark, Moira K.; Sigurdsson, Valdimar (2023-01-24)
    Purpose This study investigates the mediating role of consumer engagement (CE) in the relationship between perceived behavioral control (PBC) and purchase intent and the moderating role of perceived safety in the relationship ...
  • Itani, Omar S.; Loureiro, Sandra Maria Correia; Ramadan, Zahy (2023-01-24)
    Purpose This study aims to integrate brand and retailer levels variables to examine the direct and indirect relationships between omnichannel retailing and consumer engagement. Design/methodology/approach Survey data ...
  • Dugan, Riley; Chaker, Nawar N.; Nowlin, Edward; Deeter-Schmelz, Dawn; Rangarajan, Deva; Agnihotri, Raj; Itani, Omar S. (2022-10-25)
    The response from many firms to the recent COVID-19 crisis underscores a more fundamental and overarching question: How should salespeople and their firms prepare for and respond to sales crises more generally? In response, ...
  • Gabler, Colin B.; Itani, Omar S.; Agnihotri, Raj (2022-10-24)
    Corporate environmental ethics has moved from a niche issue within business strategy to a potential source of competitive advantage. Firms, however, are comprised of individuals who vary in their personal beliefs regarding ...
  • Itani, Omar S.; Badrinarayanan, Vishag; Rangarajan, Deva (2022-10-24)
    Purpose This study aims to develop and test a process model of the effect of social media use by business-to-business (B2B) salespeople on their value cocreation and cross/upselling performance. Adopting a research ...
  • Toth, Zsofia; Mrad, Mona; Itani, Omar S.; Luo, Jun; Liu, Martin J. (2022-10-24)
    This study investigates the contemporary role of electronic word-of-mouth (eWOM) in business exchanges through buyers' signaling of observable and unobservable supplier characteristics on the Alibaba e-commerce platform. ...
  • Itani, Omar S.; Kalra, Ashish; Riley, Jen (2022-10-24)
    This study examines the effects of salespeople's social media and customer relationship management (CRM) technology use on value co-creation through knowledge and the downstream impact on sales performance. Based on ...
  • Martínez-López, Francisco J.; Gázquez-Abad, Juan Carlos; Ieva, Marco (Springer, 2022-09-23)
  • Hasni, Muhammad Junaid Shahid; Farah, Maya F.; Adeel, Ifraaz (2022-09-23)
    Purpose This paper aims to analyze the adoption of social media platforms by tourists in Pakistan. Based on an adaptation of the technology acceptance model (TAM), this study assesses the factors that lead users to adopt ...
  • Mrad, Mona; Farah, Maya; Mehdi, Nour (2022-09-23)
    The purpose of this study is to explore the pros and cons of WhatsApp communication service and its likely effects on consumer behavior and one’s perception of luxury brands. Design/methodology/approach This study ...
  • Mahdi, Ali; Farah, Maya F.; Ramadan, Zahy (2022-09-23)
    Purpose The spread of fake news on social networking sites (SNS) poses a threat to the marketing landscape, yet little is known about how fake news affect consumers’ perceptions, attitudes and behaviors. This study aims ...
  • Mrad, Mona; Farah, Maya F.; Haddad, Stephanie (2022-09-23)
    Numerous designer luxury brands have been interested in creating co-branding partnerships with the fast-fashion retailer H&M. Despite the recognition by some researchers of the value of examining whether consumer reactions ...
  • Farah, Maya F.; Mrad, Mona; Ramadan, Zahy; Hamdane, Houssam (Springer, 2022-02-18)
    The purpose of this study is to evaluate consumers’ reactions toward drone delivery service. Qualitative data was collected based on comments posted following a YouTube video. A thematic inductive analysis was used in order ...
  • Itani, Omar S.; Chonko, Larry; Agnihotri, Raj (2022-01-27)
    Purpose The purpose of this study is to examine the role of salesperson moral identity centrality in value co-creation. This study identified and tested an extended identity-based formation process of selling orientation, ...
  • Chaker, Nawar N.; Nowlin, Edward L.; Pivonka, Maxwell T.; Itani, Omar S.; Agnihotri, Raj (2022-01-07)
    The nature of inside sales has shifted, increasing in autonomy, importance, and scope. Moreover, buyers are changing their preferences from face-to-face interactions to virtual-based relationships, leading to a future full ...
  • Itani, Omar S.; Kalra, Ashish; Chaker, Nawar N.; Singh, Rakesh (2022-01-07)
    Although the effects of salesperson social media use have recently received significant scholarly attention, there remains critical research gaps that, if addressed, can further broaden our understanding of the impact of ...
  • Freling, Traci H.; Yangb, Zhiyong; Saini, Ritesh; Itani, Omar S.; Abualsamh, Ryan Rashad (2022-01-07)
    The objective of this paper is to resolve mixed findings about which type of evidence is more persuasive—statistical or anecdotal information. In a meta-analysis of 61 papers exploring the persuasive impact of evidence ...
  • Itani, Omar S.; Krush, Michael T.; Agnihotri, Raj; Trainor, Kevin J. (2022-01-07)
    Due to the increasing array of sales technology, salespeople must understand how each application assists them. This study examines how business-to-business salespeople use different forms of sales technology to meet their ...
  • Farah, Maya F.; Mrad, Mona; Ramadan, Zahy; Hamdane, Houssam (Springer, 2022-01-03)
    The purpose of this study is to evaluate consumers’ reactions toward drone delivery service. Qualitative data was collected based on comments posted following a YouTube video. A thematic inductive analysis was used in order ...
  • Farah, Maya F.; Mehdi, Nour I. (2022-01-03)
    The study explores the historical evolution of consumer ethnocentrism and consumer animosity to build an ampler understanding of the deliberated topics and identify probable future research inquiries. Four research gaps ...

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