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The intimacy trap: Navigating the commercial friendships of luxury

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  • Jean-Baptiste Welté

    (LARGEPA - Laboratoire de recherche en sciences de gestion Panthéon-Assas - Université Paris-Panthéon-Assas, CREGO - Centre de Recherche en Gestion des Organisations - Université de Haute-Alsace (UHA) - Université de Haute-Alsace (UHA) Mulhouse - Colmar - UB - Université de Bourgogne - UBFC - Université Bourgogne Franche-Comté [COMUE] - UFC - Université de Franche-Comté - UBFC - Université Bourgogne Franche-Comté [COMUE])

  • Julien Cayla
  • Bernard Cova

    (Kedge BS - Kedge Business School)

Abstract

No abstract is available for this item.

Suggested Citation

  • Jean-Baptiste Welté & Julien Cayla & Bernard Cova, 2022. "The intimacy trap: Navigating the commercial friendships of luxury," Post-Print hal-04103608, HAL.
    • Handle: RePEc:hal:journl:hal-04103608
    DOI: 10.1016/j.jbusres.2022.02.075
    Note: View the original document on HAL open archive server: https://univ-pantheon-assas.hal.science/hal-04103608
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    References listed on IDEAS

    as
    1. Morgan K. Ward & Darren W. Dahl, 2014. "Should the Devil Sell Prada? Retail Rejection Increases Aspiring Consumers' Desire for the Brand," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 41(3), pages 590-609.
    2. Weihe Gao & Yong Liu & Liping Qian, 2016. "The personal touch of business relationship: A study of the determinants and impact of business friendship," Asia Pacific Journal of Management, Springer, vol. 33(2), pages 469-498, June.
    3. Godbout, Jacques T., 1998. "The moral of the gift," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 27(4), pages 557-570.
    4. Monique Pinçon†Charlot & Michel Pinçon, 2018. "Social Power and Power Over Space: How the Bourgeoisie Reproduces itself in the City," International Journal of Urban and Regional Research, Wiley Blackwell, vol. 42(1), pages 115-125, January.
    5. Rosenbaum, Mark S. & Russell-Bennett, Rebekah & Drennan, Judy, 2015. "Commercial friendships between gay sales associates and straight female customers in luxury settings: A proposed theoretical framework," Journal of Retailing and Consumer Services, Elsevier, vol. 27(C), pages 179-186.
    6. Bachrach, Peter & Baratz, Morton S., 1963. "Decisions and Nondecisions: An Analytical Framework," American Political Science Review, Cambridge University Press, vol. 57(3), pages 632-642, September.
    7. Godbout, Jacquest T., 1998. "The Moral of the Gift," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 24(4), pages 557-570.
    8. Debenedetti, Alain, 2021. "Luxury stores as home-like places: How domestic meanings are staged and mobilized in luxury retail," Journal of Business Research, Elsevier, vol. 129(C), pages 304-313.
    9. Joshua J. Clarkson & Chris Janiszewski & Melissa D. Cinelli, 2013. "The Desire for Consumption Knowledge," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 39(6), pages 1313-1329.
    10. Géraldine Michel & Michaela Merk & Sevgin Eroglu, 2015. "Salesperson–brand relationship: main dimensions and impact within the context of private brand retailing," Post-Print hal-01274248, HAL.
    11. Michaela Merk & Géraldine Michel, 2019. "The dark side of salesperson brand identification in the luxury sector: When brand orientation generates management issues and negative customer perception," Post-Print hal-02045833, HAL.
    12. Alain Debenedetti, 2021. "Luxury stores as home-like places: How domestic meanings are staged and mobilized in luxury retail," Post-Print hal-03171771, HAL.
    13. Joy, Annamma & Wang, Jeff Jianfeng & Chan, Tsang-Sing & Sherry, John F. & Cui, Geng, 2014. "M(Art)Worlds: Consumer Perceptions of How Luxury Brand Stores Become Art Institutions," Journal of Retailing, Elsevier, vol. 90(3), pages 347-364.
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    Cited by:

    1. Alain Debenedetti & Déborah Philippe & Delphine Dion, 2024. "Balancing exclusivity and inclusivity through the strategic domestication of the luxury retail experience," Post-Print hal-04593576, HAL.

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