EMAC 2012 PRELIMINARY PROGRAMME
EMAC 2012 PRELIMINARY PROGRAMME
EMAC 2012 PRELIMINARY PROGRAMME
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Thursday, 24 May <strong>2012</strong>, 14:00-15:30<br />
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THURSDAY – 14:00-15:30<br />
Session 01.07: Advertising, Promotion and Marketing Communications<br />
Session title: "Everybody's Trying to Be My Baby": Message framing<br />
"Materialistic, But At Least Honest": Ways Of Addressing Materialism In Advertising<br />
Anja Spilski, Saarland University<br />
Andrea Groeppel-Klein, Saarland University<br />
Frauke Hagner, Saarland University<br />
Exploring The Effectiveness Of Existential Guilt Appeal: Durable Products<br />
Michael Lwin, Curtin University<br />
Ian Phau, Curtin University<br />
It’s Not What You Say, It’s How You Say It! The Use Of Advertising Framing Strategies Across Service Types.<br />
Kerrie McGinn, Cass Business School<br />
Chris Storey, Cass Business School<br />
Stephanie Feiereisen, Cass Business School<br />
Session 02.03: Business-to-Business Marketing & Networks<br />
Session title: Sales Force<br />
Personal Selling - An Out-Dated Sales Concept? The Effects Of Salespeople Engagement In Competitive Tenders<br />
Eva Katharina Steinbacher, University of St. Gallen<br />
Christian Schmitz, University of St. Gallen<br />
Dirk Zupancic, German Graduate School of Management and Law<br />
Conceptualization And Empirical Validation Of Key Account Management Orientation<br />
Nektarios Tzempelikos, Athens University of Economics and Business<br />
Spiros Gounaris, Strathclyde Business School<br />
Implementing Service Growth Strategies At The Industrial Sales Force Level: Key Challenges In Selecting And<br />
Managing Service-Savy Sales People<br />
Wolfgang Ulaga, IMD – International Institute for Management Development<br />
James Loveland, HEC Montreal<br />
Session 03.13: Consumer Behavior<br />
Session title: All About Colour and Vividness<br />
The Best of Both Worlds: Effects of Product Color Brightness on Food Consumption<br />
Suresh Ramanathan, Texas A&M University<br />
Adriana Madzharov, Baruch College, City University of New York<br />
Lauren Block, Baruch College, City University of New York<br />
Vices Lurking in the Dark: The Impact of Dark Color Cues on Indulgent Consumption<br />
Monica Wadhwa, INSEAD<br />
Kuangjie Zhang, INSEAD<br />
Amitava Chattopadhyay, INSEAD<br />
Displaying Product Videos on the Web: Analysis form an Information Processing Perspective<br />
Carlos Orus, University of Zaragoza<br />
<strong>EMAC</strong> <strong>2012</strong> – Program 46
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