Louis-A. Lefebvre

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  • L M Lefebvre
  • 1975
The present research is a first attempt to explore the ingratiation ingredients of non-verbal attractiveness. In particular, the ingratiator's paradox is investigated. This occurs when an increase in attractiveness of A makes B aware of an ingratiation attempt. A first experiment was set up to detect the ways in which ingratiation overtures are displayed in(More)
The intent of this paper is to capture the gradual unfolding of business-to-business (B-to-B) e-commerce adoption in small and medium-sized enterprises (SMEs). Empirical evidence was gathered in three separate but complementary phases: first, a pilot study to identify and validate metrics for B-to-B e-commerce adoption; second, an e-survey to gain an(More)
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