Wirtschaft (MSB)
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Auswirkungen des Zinsanstiegs auf das Verhalten von Immobilieninvestoren und Projektentwicklern.
(2024)
Working Capital in der Kreditanalyse: Cashflow-Effekte erkennen und Risikosignale identifizieren.
(2024)
Toward a notation for modeling value driver trees: Classification development and research agenda
(2024)
This study investigates the role of individual differences in channel choice and switching behavior in a multichannel environment using latent class analysis on data from 1512 customers. Psychographic variables from five domains (risk attitudes, cognitive ability, motivation, personality, and decision-making style) serve as covariates for multichannel customer behavior. We identify six segments that differ significantly on six psychographic variables (readiness to take risks, need for cognition, autotelic and instrumental need for touch, and rational and intuitive decision-making styles). The results advance the theory-building of multichannel customer behavior and present insights for proactively managing customer journeys of distinct segments.