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Articles by Lena Steinhoff
Putting Data Privacy Regulation into Action: The Differential Capabilities of Service Frontline Interfaces
Abstract Service frontline encounters between customers and service providers have been subject to fundamental changes in recent years. As two major change agents, technology infusion and data privacy regulations are inextricably linked and constitute a critical ethical and societal issue.
Putting Data Privacy Regulation into Action: The Differential Capabilities of Service Frontline Interfaces
Get full access to this article View all access and purchase options for this article. References Acquisti Alessandro, Taylor Curtis, Wagman Liad (2016), “The Economics of Privacy,” Journal of Economic Literature, 54 (2), 442-492. Adjerid Idris, Acquisti Alessandro, Telang Rahul, Padman Rema, Adler-Milstein Julia (2016), “The Impact of Privacy Regulation and Technology Incentives: The Case of Health Information Exchanges,” Management Science, 62 (4), 1042-1063.
To Get Customers to Buy More in the Future, Help Them Buy a Gift
7.31.2019 Andreas Eggert, Lena Steinhoff and Carina Witte Companies are constantly looking for new ways to engage customers with their brands and to build deep and lasting customer–brand relationships. While gifts have been recognized as an effective means to build interpersonal relationships, we find they can also jump-start customer–brand relationships by engaging customers more deeply with the gifted brand.
Gift Purchases as Catalysts for Strengthening Customer–Brand Relationships - Andreas Eggert, Lena Steinhoff, Carina Witte, 2019
Gift purchasing is an intriguing consumer behavior with great economic relevance; in the United States alone, consumers spend an average of $1,851 annually buying gifts for their family and friends (Unity Marketing 2015). A gift purchase, or buying a product to give to another person through some form of ritual presentation (Belk 1976), constitutes a special buying occasion and a relational investment (Chan and Mogilner 2017; Liu, Dallas, and Fitzsimons 2019).
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