Sven Reinecke
Title
Prof. Dr.
Last Name
Reinecke
First name
Sven
Email
sven.reinecke@unisg.ch
Phone
+41 71 224 2873
Web Site
14 results
Now showing 1 - 10 of 14
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Item type:Publication, Managerial Empathy Facilitates Egocentric Predictions of Consumer Preferences(American Marketing Association, 2015-04-01); Scopus© Citations 44 - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Ihr wollt, was ich will(Manager-Magazin-Verl.-Ges., 2015-07); ; - Some of the metrics are blocked by yourconsent settings
Item type:Publication, The Model-Size Effect on Traditional and Modified Tests of Covariance StructuresAccording to Kenny and McCoach (2003), chi-square tests of structural equation models produce inflated Type I error rates when the degrees of freedom increase. So far, the amount of this bias in large models has not been quantified. In a Monte Carlo study of confirmatory factor models with a range of 48 to 960 degrees of freedom it was found that the traditional maximum likelihood ratio statistic, T ML , overestimates nominal Type I error rates up to 70% under conditions of multivariate normality. Some alternative statistics for the correction of model-size effects were also investigated: the scaled Satorra-Bentler statistic, T SC ; the adjusted Satorra-Bentler statistic, T AD (Satorra & Bentler, 1988, 1994); corresponding Bartlett corrections, T MLb , T SCb , and T ADb (Bartlett, 1950); and corresponding Swain corrections, T MLs , T SCs , and T ADs (Swain, 1975). The empirical findings indicate that the model test statistic T MLs should be applied when large structural equation models are analyzed and the observed variables have (approximately) a multivariate normal distribution.Type:journal articleJournal:Structural Equation Modeling : A Multidisciplinary JournalVolume:14Issue:3Scopus© Citations 116 - Some of the metrics are blocked by yourconsent settings
Item type:Publication, When Empathic Managers Become Consumers: A Self-referential Bias(ARC Association for Consumer Research, 2012-10-04); - Some of the metrics are blocked by yourconsent settings
Item type:Publication, When Empathic Managers Misunderstand Their Customers : Evidence for a Self-Referential BiasA core managerial task is forming accurate predictions about customer preferences. This investigation adds to the scarce research on this topic in two ways. First, our results suggest that managers use their own preferences as a cue for their customers' preferences. We label this tendency self-referential ‘bias' because managers' individual tastes are questionable predictors of customer preferences. Second, we examine how cognitive empathy, that is, the mental process of putting oneself into the shoes of customers to understand their needs, influences the bias. Although common wisdom suggests that empathy is associated with an increased customer focus and a decreased emphasis on one's own perspective, our results indicate the contrary, that is, the self-referential bias increases with the amount of empathy. This finding is in line with recent social psychological work according to which (a) empathy increases the perceived social closeness between observers (i.e., managers) and targets (i.e., customers) and (b) observers tend to assume that close others share their own preferences. In an initial experiment, marketing managers completed a case study on a product development process in the automotive industry. They were asked to steer the product development process by assigning importance weights to six product features (e.g., engine power) which were then correlated with their personal importance ratings of the features when buying a new car (as a consumer). For all product features, we find that (a) there is a positive correlation between managers' personal importance ratings and the importance weights in the management task and (b) the correlation significantly increases as managers exhibit greater cognitive empathy. Further results and implications are discussed.Type:conference paper - Some of the metrics are blocked by yourconsent settings
Item type:Publication, The Common Measure Bias in Sales Management Evaluation : Experimental Evidence and Remedies(American Marketing Association, 2011-02-20); ; Srinivasan, R.Type:conference paperJournal:AMA Educators ProceedingsVolume:Volume 22 - Some of the metrics are blocked by yourconsent settings
Item type:Publication, When Customer-Oriented Sales Efforts Lose Ground : An Experimental Study on the "Dilution Effect"(American Marketing Association, 2010-02-19); - Some of the metrics are blocked by yourconsent settings
Item type:Publication, On the dilution of customer orientation in customer-focused sales organizations - Experimental evidence(2009-05-28); - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Shaping the functional significance of loyalty rewards and its effect on self-determined customer motivationType:conference paperJournal:AMA Winter Educators ConferenceVolume:Volume 18 - Some of the metrics are blocked by yourconsent settings
Item type:Publication, The model size effect in covariance structure modeling - proposed corrections for applied marketing research(2006-05-23)