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Companies are increasingly attempting to offer customers an experience of availability range, affordable cost, shopping convenience, and ambience. The purpose of this paper is to determine the impact of salesperson behavior on motivation, cognition, emotions, and responses of the consumers and to identify different responses to sales interaction according to their different perceptions. The purpose of this paper is to address the role of salesperson behavior and motivation mind‐set during the interactive sales encounter experience and whether they affect a consumer cognitions, emotions, and outcome behaviors.

Based on a literature review, a conceptual model is developed for this paper.

This paper has significant implications in terms of not only understanding the mechanisms that underlie selling effectiveness but also the role of consumer psychographics, sales encounter experience, and salespersons behavior influencing purchase decision making.

From a managerial perspective, the paper contributes from a prescriptive stand point in terms of enabling sales people to select effective selling behaviors based on more than overt demographic characteristics. Theoretical contributions include examining the relationship among motivation, emotion, and cognition in an interpersonal sales interaction experience.

The purpose of this paper is to explore the relationship between positive and negative emotional contagion by supervisors and innovative behavior by employees in the marketing department at China Mobile, as well as investigating the mediating roles of work engagement and surface acting in this path.

The authors analyzed emotional contagion on innovative behavior and investigated the mediation effect of work engagement and surface acting, and used structural equation modeling to test the hypotheses. Subjects in this study comprised 263 dyads of supervisors and employees (131 supervisors and 263 employees) in the marketing department at China Mobile.

The results indicated that positive emotions by employees mediated the positive effect of supervisors’ expression of positive emotions about employees’ work engagement; work engagement mediated the positive effect of employees’ positive emotions on their innovative behavior; and employees’ negative emotions mediated and did not significantly mediate the effect of supervisors’ negative emotions on employees’ surface acting and innovative behavior, respectively.

This study recommends that future studies examine emotional labor by team members and investigate the types of mechanisms (such as psychological safety and team learning) adopted by such teams to increase their members’ levels of emotional contagion.

The authors recommend that enterprises implement courses that are relevant to emotional management for supervisors to enhance their ability to regulate and manage their own emotions. The authors also suggest that organizations offer adequate job resources to employees to inspire work engagement among employees.

This study explored the role of work engagement among employees, which serves as a motivational mechanism between positive emotional labor by supervisors and innovative behavior by employees. In addition, it investigated the role of surface acting by employees, which serves as an energetic mechanism between negative emotional labor by supervisors and innovative behavior by employees.

The primary objective of this article is to investigate customer reactions to service employees with accents that differ from a non-native accent taking into account customer emotions.

This article reports on a study with a 2 (accent of service employee: Australian or Indian) × 2 (service employee’s competency: competent or incompetent) × 2 (customer’s affective state: positive or negative) between-subject experimental design to uncover the effects of service employees’ accent on customers’ reactions.

The findings revealed that hearing a service employee with a foreign accent was not enough on its own to influence customer responses. However, when the service employee is incompetent or the customer was in a negative affective state, a foreign accent appeared to exacerbate the situation.

While the findings indicate that accents are used a cue for customers to evaluate service employees, further research should also take service types, service outcomes, customer-service employee relationships, customers’ ethnic affiliation and ethnocentrism into consideration when examining the effect of accents.

Service managers need to be aware that accents will exacerbate perceptions of already difficult service situations. Providing competent service will help breakdown stereotypes and improve the acceptance of diversity at the customer–employee interface.

This article contributes to the service literature about service attributes and is particularly relevant to economies such as the USA, Canada, the UK, New Zealand and Australia where immigrants are a large part of the service work force.

The purpose of this paper is to propose a better understanding of how entrepreneurial narrative influences resource acquisition in the fundraising context.

The paper combines the literature on emotion as information theory from psychology with behavioral finance findings to develop a conceptual framework with research proposals highlighting the use of narratives in the crowdfunding process.

The proposition of the paper advocates that entrepreneurial narrative may influence crowdfunders’ attitude and decision to fund a project. It theorizes how emotions in narratives shape the funders’ attitude toward a project and, in turn, their decision to support it. This potential influence is qualified by taking into account the funders’ primary motivations. These motivations affect the degree to which funders rely on affect or cognition to form their attitude and to which they are influenced by more emotional or cognitive narratives.

This framework is the result of an effort to achieve the recognition of emotions in entrepreneurial funding. The paper creates a bridge between the narrative emotional content and the often neglected emotional arousal of funders (considered as traditional investors) to provide a framework for explaining crowdfunders’ decision making. The paper also offers nuances by taking into account the different audiences’ motivations to fund a project.

The purpose of this paper is to identify the critical success factors of emblematic hotels from the perspective of the guest, by analysing the direct activities that make up the value chain of these types of establishments.

The authors use the case study methodology to derive conclusions that contribute to the development of a theory about the success factors of emblematic hotels. The case selected is the Spanish Tourist Parador chain. The authors carried out over a period of two years a data mining analysis of the online comments posted by its guests.

The results indicate that the attributes of location and facilities are critical success factors expected a priori given the nature of the business of such establishments, based on the singular nature of the buildings. Another critical success factor is personnel, which seems to indicate that the Paradors support their business model by employing highly qualified staff, but give less attention to restaurant services or the room, according to guest perceptions.

The paper provides required evidence on the critical success factors of emblematic hotels adapting Porter’s value chain, for the tourism accommodation sector, through the analysis of direct value chain activities. In addition, the existing literature is broadened by taking a perspective scarcely studied, the guest perception of hotel establishments, online content posted by the user on the establishment’s website, rather than simply considering the traditional views of the experts/managers, through structures questionnaires. Besides, the results provide practical and useful implications for the managements of the emblematic hotels under study.

Authenticating an individual through voice can prove convenient as nothing needs to be stored and cannot easily be stolen. However, if an individual is authenticating under duress, the coerced attempt must be acknowledged and appropriate warnings issued. Furthermore, as duress may entail multiple combinations of emotions, the current f-score evaluation does not accommodate that multiple selected samples possess similar levels of importance. Thus, this study aims to demonstrate an approach to identifying duress within a voice-based authentication system.

Measuring the value that a classifier presents is often done using an f-score. However, the f-score does not effectively portray the proposed value when multiple classes could be grouped as one. The f-score also does not provide any information when numerous classes are often incorrectly identified as the other. Therefore, the proposed approach uses the confusion matrix, aggregates the select classes into another matrix and calculates a more precise representation of the selected classifier’s value. The utility of the proposed approach is demonstrated through multiple tests and is conducted as follows. The initial tests’ value is presented by an f-score, which does not value the individual emotions. The lack of value is then remedied with further tests, which include a confusion matrix. Final tests are then conducted that aggregate selected emotions within the confusion matrix to present a more precise utility value.

Two tests within the set of experiments achieved an f-score difference of 1%, indicating, Mel frequency cepstral coefficient, emotion detection, confusion matrix, multi-layer perceptron, Ryerson audio-visual database of emotional speech and song (RAVDESS), voice authentication that the two tests provided similar value. The confusion matrix used to calculate the f-score indicated that some emotions are often confused, which could all be considered closely related. Although the f-score can represent an accuracy value, these tests’ value is not accurately portrayed when not considering often confused emotions. Deciding which approach to take based on the f-score did not prove beneficial as it did not address the confused emotions. When aggregating the confusion matrix of these two tests based on selected emotions, the newly calculated utility value demonstrated a difference of 4%, indicating that the two tests may not provide a similar value as previously indicated.

This approach’s performance is dependent on the data presented to it. If the classifier is presented with incomplete or degraded data, the results obtained from the classifier will reflect that. Additionally, the grouping of emotions is not based on psychological evidence, and this was purely done to demonstrate the implementation of an aggregated confusion matrix.

The f-score offers a value that represents the classifiers’ ability to classify a class correctly. This paper demonstrates that aggregating a confusion matrix could provide more value than a single f-score in the context of classifying an emotion that could consist of a combination of emotions. This approach can similarly be applied to different combinations of classifiers for the desired effect of extracting a more accurate performance value that a selected classifier presents.

Social networks were created to connect with friends. Therefore, communication in social networks allows addressing individual contacts of each user and is often rather private by nature. Organizations can use this to communicate frequently and personally with their stakeholders. Therefore, this study investigates how organizations use personalization in their social media communication.

This study uses a quantitative content analysis of Facebook posts from ten large companies (N = 500). The posts were analyzed regarding the sub dimensions of personalization, individualization and privatization, as well as type of post, tonality, emotions, user reactions and topics.

Companies at least partially personalize their communication on Facebook. Overall, 28% of all posts were personalized. Personalized posts were almost always positive regarding tonality and mostly positive regarding emotions. While the personalized posts in this study have fewer user reactions than non-personalized posts, they still have a rather high absolute number of reactions. Regarding personal characteristics, results show that professional competence and appearance were mainly addressed. Concerning privatization, only very few posts showed an individual in a private setting.

The present work gives an overview of how personalized posts differ from non-personalized posts and looks at depicted individuals as well as the use of private elements. By applying the conceptualization of Van Aelst et al. (2012) and by looking at organizations’ use of personalization on the social media platform Facebook, it sheds light on an area that has not been the center of attention so far and helps to expand the current state of personalization research.

Drawing upon the elaboration likelihood model, this study aims to illuminate contradictory findings from previous research regarding the impact of positive and negative emotions, as well as promotions, on impulse buying (IB). Specifically, this study takes a two-faceted approach to IB, considering both affective IB and cognitive IB.

A proposed model of IB is tested using a mall intercept survey.

The findings provide evidence for the two-dimensional nature of IB. Cognitive and affective IB are affected differently by promotions and emotions, and in turn, have different impacts on cognitive dissonance (CD). Specifically, promotions have a positive effect only on cognitive IB, while positive emotions have a positive effect only on affective IB. Additionally, cognitive IB positively affects CD, while affective IB does not.

Future research could explore different types of IB and unplanned purchases, consider the valence and arousal dimensions of emotions and examine how technological changes impact IB. Additionally, studying satisfaction as a mediator between IB and cognitive dissonance can contribute to the understanding of IB post-purchase outcomes.

By tailoring promotional techniques to cognitive IB and using positive emotions to stimulate affective IB, retailers can enhance the effectiveness of strategies. Furthermore, post-purchase strategies can be developed to reduce the negative effects of CD.

By exploring the different dimensions of IB and their relationships with CD, this study enhances our understanding of the underlying processes and mechanisms that drive consumer IB behavior during and after shopping trips.

This study aims to examine the scientific publications related to leadership research in hospitality from 2000 to 2021 by conducting a systematic review (qualitative) and to discuss implications for future research.

For the qualitative approach, the authors conduct an in-depth critique of major leadership theories using 167 articles indexed in the Web of Science Core Collection.

The findings show that transformational leadership, leader–member exchange and servant leadership are the most prominent leadership topics studied from 2000 to 2021, followed by abusive supervision, empowering leadership, ethical leadership and authentic leadership. A framework is presented highlighting the mediators, moderators, outcomes, sample and research designs used in each of these lines of leadership research. Moreover, 16 areas for further research are identified and discussed.

This review uncovers scholars’ general lack of regard for how the study of leadership might benefit from examining hospitality as a special and challenging context for leadership and business performance.

This study reviews and critically analyzes leadership research in hospitality using qualitative methods. Therefore, the authors believe this review is of great value to academics and practitioners because it synthesizes and analyzes the field and identifies important research opportunities.