EMAC 2012 PRELIMINARY PROGRAMME
EMAC 2012 PRELIMINARY PROGRAMME
EMAC 2012 PRELIMINARY PROGRAMME
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Thursday, 24 May <strong>2012</strong>, 9:00-10:30<br />
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Impact of Loyalty Program Enrollment on Consumer Purchasing Behavior<br />
Martin Boehm, Madrid Instituto de la Empresa<br />
Alberto Maydeu, University of Barcelona<br />
How Loyalty Program Design influences Customers' Value Perception - Investigating the Relationship between<br />
Motive and Value<br />
Alexander Mafael, Freie Universität Berlin<br />
Henning Kreis, Freie Universität Berlin<br />
Which benefits to provide to customers to enhance their satisfaction towards loyalty programs and their store<br />
loyalty? The particular case of multi-level membership loyalty programs<br />
Nathalie Demoulin, IÉSEG School of Management<br />
Pietro Zidda, University of Namur (FUNDP)<br />
Session 16.01: Retailing, Channel Management and Logistics<br />
Session title: Channel management 1<br />
Social Effects Of Punishment In Marketing Channels<br />
Maggie Dong, City University of Hong Kong<br />
Danny T. Wang, Hong Kong Baptist University<br />
Flora F. Gu, The Hong Kong Polytechnic University<br />
Channel Extension Strategies: The Crucial Roles Of Internal Capabilities And Customer Lock-In<br />
Jochen Binder, University of St.Gallen<br />
Dennis Herhausen, University of St.Gallen<br />
Marcus Schögel, University of St.Gallen<br />
Nicolas Pernet, University of St.Gallen<br />
Supply Chain Coordination With Different Pricing Schemes<br />
Stefan Roth, Kaiserslautern Technical University<br />
Antecedents And Performance Implications Of Misaligned Formal Contracting In Industrial Buyer-Supplier<br />
Relationships<br />
Jon Bingen Sande, BI Norwegian Business School<br />
Sven A. Haugland, Norwegian School of Economics<br />
Session 17.04: Sales Management and Personal Selling<br />
Session title:<br />
Tournaments for insurance sales agents<br />
Michaela Wedel, Erlangen-Nürnberg University<br />
Martina Steul-Fischer, Erlangen-Nürnberg University<br />
Investigating the profitability of multilevel marketing<br />
Prithwiraj Mukherjee, ESSEC Business School<br />
Arnaud De Bruyn, ESSEC Business School<br />
Solving The Paradox Of Machiavellianism: Machiavellianism May Make For Productive Sales But Poor Team<br />
Spirit<br />
Isabella Soscia, Skema Business School<br />
Richard Bagozzi, University of Michigan<br />
Paolo Guenzi, Bocconi University<br />
What characterizes companies exhibiting high vs. Low marketing sales conflict?<br />
<strong>EMAC</strong> <strong>2012</strong> – Program 36
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