Quotation van Osselaer, Stijn M.J., Fuchs, Christoph, Schreier, Martin, Puntoni, Stefano. 2020. The Power of Personal. Journal of Retailing. 96 (1), 88-100.




Technological advances, originating in the time of the industrial revolution and accelerating today, have alienated workers from consumers, and vice versa. We argue that this alienation and accompanying feelings of being objectified as a mere interchangeable source of profit are aversive to workers and consumers. These feelings reduce the meaningfulness and satisfaction workers find in their work and make products less attractive and consumption less meaningful to consumers. We propose simple and inexpensive interventions that can be used to make business more personal, with powerful effects on workers’ job satisfaction, product quality, and product attractiveness to consumers. Paradoxically, these interventions often rely on the same technological advances that otherwise facilitate the alienation. We specifically highlight how disclosing personal information (e.g., name, personal background) about workers and consumers can impact the motivation and performance of workers. We also highlight how disclosing personal information about workers and consumers can impact consumers’ satisfaction, preferences, and willingness-to-pay. We argue that providing personal information about workers to consumers and vice versa will often yield a win-win-win effect. As more satisfied customers buy more at higher prices, more satisfied workers do a better job, and personal information can be disclosed cheaply using information technology, companies benefit from increased sales at higher prices and at very little extra cost.


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Publication's profile

Status of publication Published
Affiliation WU
Type of publication Journal article
Journal Journal of Retailing
Citation Index SSCI
WU Journalrating 2009 A
WU-Journal-Rating new INF-A, MAR-A+, STRAT-A, WH-A
Language English
Title The Power of Personal
Volume 96
Number 1
Year 2020
Page from 88
Page to 100
Reviewed? Y
URL https://www.sciencedirect.com/science/article/pii/S0022435919300946?via%3Dihub
DOI http://dx.doi.org/10.1016/j.jretai.2019.12.006
Open Access N


Schreier, Martin (Details)
Fuchs, Christoph (TUM School of Management, Germany)
Puntoni, Stefano (Erasmus University Rotterdam, Netherlands)
van Osselaer, Stijn M.J. (Cornell University, United States/USA)
Institute for Marketing Management IN (Details)
Marketing DP (Details)
Competence Center for Experimental Research WE (Details)
Research areas (ÖSTAT Classification 'Statistik Austria')
5320 Marketing (Details)
5350 Innovation research (Details)
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