The future of buyer-seller interactions: a conceptual framework and research agenda

Do looks matter in supply chain contracting? An experimental study

We present results of an experiment designed to reveal the "face effect" on pricing behavior in a supply chain game. In particular, we study the variation in wholesale prices driven by subjective judgments of three facial traits-attractiveness, trustworthiness, and dominance-of a retailer's face and own appearance. Our experimental data suggest that the distributions of decisions in settings whether individuals see, or not see, retailers' faces are not equivalent. Furthermore, we find the complex dependencies between decision behaviors and facial traits. Subjective evaluations of facial traits, both self-reported and others, have a significant effect on the selected decisions.

Social Media’s Role in Achieving Marketing Goals in Iran during the COVID-19 Pandemic

This article explores the impact of social media (SM) on the marketing goals of organizations in Iran during the COVID-19 pandemic. We examine the extent to which firms utilize social media marketing to promote their products in Iran compared to the pre-COVID-19 era. The validity and reliability of the 279 survey results are confirmed using internal and external validity and Cronbach’s alpha. The results show that there is a significant positive relationship between the use of SM and the distraction level. Moreover, the gender of the marketer has an impact on the perceived usefulness and application of SM. Finally, a positive effect of working hours per day on the SM usage and the marketing performance is observed. Despite a negative distraction effect, there is no evidence of reduced marketing performance. This research could help organizations to influence the purchasing processes of customers more effectively and at a lower cost.