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- W4289767806 abstract "Behavioral experiments are a sound method for establishing causality and investigating how firms' actions can impact the beliefs and attitudes of recipients. However, the use of this method in research on B2B topics remains limited. In this chapter, I provide some guidelines and a blueprint for conducting and reporting behavioral experiments in B2B settings in the hope of expanding researchers' toolkits. This expansion can provide two advantages. First, behavioral experiments can aid in addressing concerns of endogeneity that arise from field studies. Second, behavioral experiments can contribute to theory as organizational papers often do not open the black box of managers' thinking even though the theories rely on the same." @default.
- W4289767806 created "2022-08-04" @default.
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- W4289767806 date "2022-07-15" @default.
- W4289767806 modified "2023-09-27" @default.
- W4289767806 title "Establishing causality in B2B research with a behavioral experimental approach" @default.
- W4289767806 doi "https://doi.org/10.4337/9781800376878.00046" @default.
- W4289767806 hasPublicationYear "2022" @default.
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