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Typescript (photocopy). / Digitized by Kansas Correctional Industries

There has been scarce research into the topic of B2B in the context of social media. Due to this, the aim of this study was to explore how social media is used within B2B in the initial phase of building relationships. The research questions regarded; attracting new customers, which channels that were used and potential drawbacks of using social media. An analytical framework was presented with the factors reputation, familiarity, similarity and knowledge of alternatives from literature within attraction. In order to collect the empirical data, semi-structured interviews were conducted with consultancy agencies. The results showed that social media was used to increase familiarity through third party sources, which was enabled by companies networks. Channels used for this were LinkedIn, Twitter, and Facebook. Regarding similarity, companies used social media to promote its personality that could attract customers both in a business and personal manner. The channels used for this were LinkedIn and Facebook. Furthermore, it was important that the type of information that was shared represented the company, and companies worked to improve this type of information. Further on, companies encouraged people in their network to share content in order to enhance reputation by third party sources. Channels used for this were LinkedIn, Twitter and Facebook. Concerning knowledge of alternatives, social media were used as search-friendly channels, which enabled companies to remain on top in the search list, and make them a potential choice for customers. Channels used for this were LinkedIn and blogs. Furthermore, the major social media drawbacks for B2B companies were lack of resources in terms of time and lack of control over the information once it was posted online.

During times of economic and political uncertainty, people often feel a lack of control and security. Three studies demonstrate that the motive for a sense of control can increase the desire for a romantic partner who is likely to provide a sense of control. When the sociopolitical system is threatened, men are more interested in warm, caring, submissive women consistent with ‘benevolent’ sexist ideals of femininity (Study 1). Women, on the other hand, are less interested in men consistent with the masculine stereotype as assertive, independent, and achievement-oriented to the extent that a relationship with these men can diminish their sense of control (Study 2). Threatening beliefs in personal control produced the same effect on women’s romantic interest in stereotypically masculine men, which supports the observed effects of system threat as due to motive for a sense of control. But when women perceive these men as benevolent, external sources of control, they remain interested in these men when threatened (Study 3). Together, the studies suggest that romantic relationships can be a means of establishing a sense of control following economic and political uncertainty.

During times of economic and political uncertainty, people often feel a lack of control and security. Three studies demonstrate that the motive for a sense of control can increase the desire for a romantic partner who is likely to provide a sense of control. When the sociopolitical system is threatened, men are more interested in warm, caring, submissive women consistent with ‘benevolent’ sexist ideals of femininity (Study 1). Women, on the other hand, are less interested in men consistent with the masculine stereotype as assertive, independent, and achievement-oriented to the extent that a relationship with these men can diminish their sense of control (Study 2). Threatening beliefs in personal control produced the same effect on women’s romantic interest in stereotypically masculine men, which supports the observed effects of system threat as due to motive for a sense of control. But when women perceive these men as benevolent, external sources of control, they remain interested in these men when threatened (Study 3). Together, the studies suggest that romantic relationships can be a means of establishing a sense of control following economic and political uncertainty.

In this dissertation we used tunable particle-particle and particle-substrate attraction to achieve reversible two-dimensional crystallization of colloids on homogeneous and patterned substrates. Total internal reflection and video microscopy techniques were used to quantify the interparticle and particle-substrate interactions in these colloidal systems. Equilibrium and dynamic simulations were then utilized to link these colloidal interactions to the experimental colloidal phase behaviour. The importance of the nature of the attractive interaction in successfully crystallizing colloids has also been documented. The first set of experiments demonstrates the use of temperature and specific ion effects to reversibly control the net particle-substrate van der Waals (vdW) attraction. Colloidal stabilization was achieved via the use of adsorbed polymer brush layers. By using evanescent wave microscopy, we directly and precisely measured how temperature and specific ion effects control the dimensions of adsorbed polymer layers and hence the net van der Waals attraction in between the colloids and the substrate. However, the magnitude of the van der Waals attraction decays very rapidly with increasing surface separation and is therefore not conducive to the self assembly of colloidal crystals. We successfully used thermoresponsive polymer nanoparticles to control the depletion attraction between micron sized silica particles and thereby induced reversible crystallization of the micron sized silica colloids on homogeneous substrates. Video and evanescent wave microscopy techniques were used to measure the nanoparticle-induced attractive interaction as a function of temperature. The experimentally observed phase behaviour was verified via simulations that utilized knowledge of the measured colloidal depletion interactions. Finally, patterned surface topologies were used to position attractive colloidal crystals. Simulations were used to link the measured colloidal interactions to experimental phase behaviour as well as substrate topology. An extension of the concepts developed in this dissertation might suggest a general strategy to assemble colloidal particles into robust and annealable crystals contributing to the fabrication of photonic bandgap materials.

In physical service settings, we interact not only with the service providers but with other customers. Furthermore, the influence of other patronages was even more critical in the virtual space. However, the issue of ¡§other customers¡¨ was neglected by scholars and practitioner compared to the other components in the service environment. Although in a handful of past literature, we find that scholars have classified the behaviors which ¡§other customers¡¨ may have based on the role theory, the question that with which target customers will interact, what characteristics the targets have, and which psychological mechanism is responsible for these interactions still remain unknown. Since interpersonal attraction has been regarded as the foundations of all kinds of relationships by social psychologists, and which was also used in managerial field such as WOM, organizational behavior, and buyer-seller relationships. As a result, the researcher tries to use theories pertaining to attraction to explain the questions above. Researcher conducts two experiments to examine the relationships of antecedents¡]similarity, physical attractiveness, and valence of appraisal from others¡^, interpersonal attraction, and possible outcomes. In experiment 1, the results indicate similarity of interactive does induce interpersonal attraction which mediates the impact of WOM on subjects¡¦ attitudes and purchase intentions. In addition, the more attractive experimenters are, the more persuasive they are. In experiment 2, interpersonal attraction mediates the impact of appearance and appraisal on subjects¡¦ satisfaction in the same way of experiment 1, yet it presents the inverse relation between attraction and purchase intentions which different from the first experiment. The major contribution of this article is to provide insight into the nature of customer-to-customer interaction and the empirical evidence for the social service setting concept addressed by Tomb and McColley in 2003. On the other hand, we extend the scope of attraction research to short-term relationship between customers that becomes more and more important and complex at the same time. In the end of this article, researcher provides the managerial implication and the future research directions.

Thesis (M.A.)--York University, 1998. Graduate Programme in Psychology. / Typescript. Includes bibliographical references (leaves 49-51). Also available on the Internet. MODE OF ACCESS via web browser by entering the following URL:http://wwwlib.umi.com/cr/yorku/fullcit?pMQ27383.

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