Harper A. Roehm

Revisiting the effect of positive mood on variety seeking

Prior research indicates that variety seeking (VS) behaviors increase in the presence of mild positive mood. However, extant studies are not informative about VS outcomes with more extreme positive moods. It is theorized that extreme positive moods may often be associated with decreases in VS, because the rather moderate stimulation to be gained from VS is not sufficient to meet the demands of an extreme positive mood. Two experiments and two pilot tests are consistent with an updated theoretical account of positive mood and VS that is proposed.

Valuing the Salesperson: Assessing Financial Consequences of B2B Customer Loyalty

This research attempts to assess the consequences of customer loyalty toward business-to-business salespersons, extend our understanding of B2B customer loyalty and offer a possible new performance metric for the sales force. The purpose of this research is to explore the following propositions: Customers and salespeople understand that the salesperson can add value to the relationship. The value of customer loyalty to a salesperson can be determined, just like any other asset to the firm.