• Effect of brand social media adoption on brand performance 

    Nguyen, Tuan Nghia (University of Missouri--Columbia, 2023)
    The continuous emergence and decline of social media platforms present challenges for businesses in planning, investing, and justifying their investments in these platforms. Observations have noted that social media often ...
  • Email B2B sales negotiation : dynamic use of textual cues as influence tactics 

    Singh, Sunil Kumar (University of Missouri--Columbia, 2017)
    [ACCESS RESTRICTED TO THE UNIVERSITY OF MISSOURI AT AUTHOR'S REQUEST.] In this dissertation, I develop measures for sales influence tactics based on verbal cues and examine their joint effectiveness on sales outcomes - ...
  • Letting customers win: live chat agent effectiveness in B2C sales negotiations 

    Lin, Yufan (Frank) (University of Missouri--Columbia, 2022)
    Sales negotiations over Internet-enabled live chat portals are increasingly common in business-to-consumer (B2C) durable product sales, but little is known about sales agent effectiveness in this context. Drawing from ...
  • Voice in marketing interactions 

    Balducci, Bitty (Elizabeth) (University of Missouri--Columbia, 2020)
    [ACCESS RESTRICTED TO THE UNIVERSITY OF MISSOURI AT REQUEST OF AUTHOR.] Voice is an intrinsic feature of marketing interactions that varies among individual agents, across encounters, and throughout interactions. Despite ...