In the healthcare industry, it is a common practice for manufacturers to attempt to persuade customers through opinion leaders (OL) in their specialty. This conceptual paper addresses this challenge by examining the combination and linkage of OL and persuasion agents (PA). OL and PA theories are re-conceptualized in a newly developed Persuasive Opinion Leadership Model. The model´s theoretical relevance is discussed and provides a new perspective on opinion leadership in marketing. Future research is proposed.
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Dieser Datensatz wurde nicht während einer Tätigkeit an der Universität Mannheim veröffentlicht, dies ist eine Externe Publikation.