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Lisa Stoll - Providing a New Perspective on Understanding and Measuring of Customer Inspiration

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Lisa Stoll Providing a New Perspective on Understanding and Measuring of Customer Inspiration
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The exploration of inspiration from a scientific perspective is not easy. Due to its divine and spiritual past, the phenomenon appears mysteriously and unscientifically, although psychologists have attempted to uncover inspiration against all odds. Marketing scholars have also become interested in the topic and started to uncover customers inspiration in the marketing domain. This book aims to advance the research about inspiration in marketing by dedicating three consecutive studies to this topic. First, customer inspiration is defined and conceptualized within the marketing domain. Second, a measurement tool is developed that helps to assess customer inspiration in an actionable way. Third, customer inspiration is placed in relation to other constructs in terms of conceptual and empirical differentiation, as well as its exploratory power.

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Gabler Theses

In der Schriftenreihe Gabler Theses erscheinen ausgewhlte, englischsprachige Doktorarbeiten, die an renommierten Hochschulen in Deutschland, sterreich und der Schweiz entstanden sind. Die Arbeiten behandeln aktuelle Themen der Wirtschaftswissenschaften und vermitteln innovative Beitrge fr Wissenschaft und Praxis. Informationen zum Einreichungsvorgang und eine bersicht unserer Publikationsangebote finden Sie hier.

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Lisa Stoll
Providing a New Perspective on Understanding and Measuring of Customer Inspiration
1st ed. 2022
Logo of the publisher Lisa Stoll Mnchen Germany Dissertation Universitt - photo 2
Logo of the publisher
Lisa Stoll
Mnchen, Germany

Dissertation Universitt Mnchen

D19

ISSN 2731-3220 e-ISSN 2731-3239
Gabler Theses
ISBN 978-3-658-35893-8 e-ISBN 978-3-658-35894-5
https://doi.org/10.1007/978-3-658-35894-5
The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Fachmedien Wiesbaden GmbH, part of Springer Nature 2022
This work is subject to copyright. All rights are solely and exclusively licensed by the Publisher, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilms or in any other physical way, and transmission or information storage and retrieval, electronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed.
The use of general descriptive names, registered names, trademarks, service marks, etc. in this publication does not imply, even in the absence of a specific statement, that such names are exempt from the relevant protective laws and regulations and therefore free for general use.
The publisher, the authors and the editors are safe to assume that the advice and information in this book are believed to be true and accurate at the date of publication. Neither the publisher nor the authors or the editors give a warranty, expressed or implied, with respect to the material contained herein or for any errors or omissions that may have been made. The publisher remains neutral with regard to jurisdictional claims in published maps and institutional affiliations.

Responsible Editor: Marija Kojic

This Springer Gabler imprint is published by the registered company Springer Fachmedien Wiesbaden GmbH part of Springer Nature.

The registered company address is: Abraham-Lincoln-Str. 46, 65189 Wiesbaden, Germany

Danksagung

Diese Arbeit entstand im Rahmen meiner Ttigkeit als wissenschaftliche Mitarbeiterin am Institut fr Marktorientierte Unternehmensfhrung der Ludwig-Maximilians-Universitt Mnchen. In dieser Zeit habe ich von vielen Seiten Untersttzung erfahren, fr die ich mich bedanken mchte.

Zuallererst mchte ich mich bei meinem Doktorvater Prof. Dr. Manfred Schwaiger bedanken, der mich mit seiner scharfsinnigen Denkweise sehr geprgt hat, sodass die Arbeit an seinem Institut sehr bereichernd war. Durch sein Vertrauen in mich und meine Arbeit sowie seine Untersttzung und anregende Kritik konnte diese Arbeit erst entstehen. Prof. Dr. Anton Meyer danke ich fr die bernahme des Korreferats sowie seine wertvollen Anregungen.

Beim gesamten Institutsteam bedanke ich mich fr die gute Zusammenarbeit und spannenden Diskussionen, kurzweiligen Kaffeepausen und geistreichen Gesprche. Ganz besonderes danke ich Marion Pair fr ihre Untersttzung im Institutsalltag, aber auch fr die vielen privaten Gesprche und die daraus entstandene Freundschaft. Auch Niels Hitz, Johannes Hirschvogel, Maximilian Niederberger-Kern, Chris-Daniel Krempls und Louisa Weritz gilt mein Dank fr die vielen unvergesslichen kleinen und groen Momente, die ich mit ihnen erleben durfte. Danke auch an die IMM-Hiwis fr ihre tatkrftige Untersttzung.

Bedanken mchte ich mich auch bei meinen Interviewpartnern aus der Praxis, die sich die Zeit genommen haben, meinem Vorhaben zu widmen und meine Fragen zu beantworten, sodass das Fundament dieser Arbeit gelegt werden konnte.

Auch im privaten Umfeld begleiteten mich Menschen, fr deren Untersttzung ich sehr dankbar bin. Meinem besten Freund, Thomas H, danke ich, dass er immer fr mich da war und mich stets motiviert hat. Katja Apalkova danke ich fr den kreativen Austausch whrend etlicher Spaziergnge. Bei Sven, Alex, Maki und Hans bedanke ich mich fr ihre Gastfreundschaft im Pimpernel, dessen Besuch eine willkommene Abwechslung nach intensiven Schreibphasen war. Meinen Eltern sowie meinem Bruder Simon danke ich fr ihre Geduld. Und ganz besonders gilt mein Dank meinen beiden Katzen, Ted und Rosa, die im pandemiebedingten Homeoffice stets fr Aufheiterung sorgten.

Mnchen

September 2021

Introduction

When I needed inspiration on the presidential campaign, I often turned to music.

It was rap that got my head in the right place.

Barack Obama

There are certain moments in life when people are seeking inspiration. Barack Obama did so when he developed his presidential campaign in 2008 (Obama, 2020). Already in ancient Greece, poets asked for inspiration, symbolized by the Muses that were asked for their divine assistance during the writing process (Murray, 1981). Since then, inspiration has been associated with a higher power (Clark, 1997, p. 3) and spiritual influence (Eliade & Adams, 1987, p. 256), which evokes creative products or ideas (Hymer, 1990, p. 17). In the case of the 44th president of the United States, it was rap that got [his] (my) head in the right place (Clarke, 2020). It seems that companies also try to get the heads of their customers in the right place nowadays. Indeed, at least, that is what their offerings suggest when companies dedicate entire landing pages to inspiration (e.g. Ikea, 2020; Siemens Home, 2020; Tassimo, 2020). Some business models are even grounded on the idea of inspiring consumers (e.g. Pinterest, 2020) or they publish a magazine named after it (Aldi inspiriert, Aldi Sued, 2020). Inspiration pops up everywhere in marketing communication and the question arises why so many companies talk about inspiration. Is inspiring customers a legitimate driver for brands and companies success?

The exploration of inspiration from a scientific perspective is not easy. Due to its divine and spiritual past, the phenomenon appears mysteriously and unscientifically, although psychologists have attempted to uncover inspiration against all odds. Inspiration is a psychological state that involves evocation, motivation and transcendence (Thrash & Elliot, 2003, p. 872) and it is characterized by a shift in energy, clarity, openness and connection (Hart, 1998). The state of inspiration enables the actualization of creative ideas, and it can predict the creativity of ideas (Thrash, Maruskin, Cassidy, Fryer, & Ryan, 2010). Writers can profit from inspiration as it is associated with efficiency, productivity, and the use of shorter words (Thrash, Maruskin, et al., 2010). However, not only writers can benefit from inspiration, as it also enhances general well-being for the inspirational experiencer (Thrash, Elliot, Maruskin, & Cassidy, 2010). Even advertisers can benefit, since ads that evoke inspiration are more likely to go viral (Tellis, MacInnis, Tirunillai, & Zhang, 2019).

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