B. Wiratama, A. Wijaya, Dorojatun Prihandono, A. Wijayanto, U. Suhud
The fashion business has a dynamic that adapts to the trends that are lighthearted and favored. A store can survive by providing clothes that fit the trend and adapt to the wishes of consumers. Word of mouth has not been investigated much in providing information to consumers that a store is following the trend. The study aims to examine the role of word of mouth in mediating the effects of store atmosphere and brand loyalty toward purchase decisions. The research employs a quantitative approach, with 118 respondents appropriate as the research sample. The results indicate that brand loyalty, brand image, and word of mouth directly affect purchase decisions; however, store atmosphere does not affect consumer purchase. The result also indicates that word of mouth mediates brand loyalty, brand image, and store atmosphere towards consumer purchase decisions. Based on the result, word of mouth is a prominent aspect of determining purchase decisions. Consumers decide to purchase based on information suitable to the fashion trend. Positive information leads consumers to purchase; hence, the store should emphasize and utilize word of mouth to create consumer purchase decisions.
{"title":"EXAMINING THE ROLE OF WORD OF MOUTH IN PURCHASE DECISION: AN INSIGHT FROM FASHION STORE","authors":"B. Wiratama, A. Wijaya, Dorojatun Prihandono, A. Wijayanto, U. Suhud","doi":"10.3846/btp.2022.12554","DOIUrl":"https://doi.org/10.3846/btp.2022.12554","url":null,"abstract":"The fashion business has a dynamic that adapts to the trends that are lighthearted and favored. A store can survive by providing clothes that fit the trend and adapt to the wishes of consumers. Word of mouth has not been investigated much in providing information to consumers that a store is following the trend. The study aims to examine the role of word of mouth in mediating the effects of store atmosphere and brand loyalty toward purchase decisions. The research employs a quantitative approach, with 118 respondents appropriate as the research sample. The results indicate that brand loyalty, brand image, and word of mouth directly affect purchase decisions; however, store atmosphere does not affect consumer purchase. The result also indicates that word of mouth mediates brand loyalty, brand image, and store atmosphere towards consumer purchase decisions. Based on the result, word of mouth is a prominent aspect of determining purchase decisions. Consumers decide to purchase based on information suitable to the fashion trend. Positive information leads consumers to purchase; hence, the store should emphasize and utilize word of mouth to create consumer purchase decisions.","PeriodicalId":40066,"journal":{"name":"Business: Theory and Practice","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-06-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41708024","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
J. Fernandes, Eduardo Barbas Albuquerque, Amândio F. C. da Silva
In the competitive environment that companies operate today, there is a need to adopt internationalization strategies to enable consolidation in diversified markets. The internationalization process is part of a relevant strategy for companies, has several implications and is influenced by innumerable specific aspects, namely by the behavior of companies, by their culture and structure, as well as by their leadership, but it is on the organization structure that we find one of the most relevant features: the dimension (size) of companies. Based on a qualitative methodology, we interviewed managers of the furniture manufacturing industry. We concluded that companies value increase in size; nevertheless, for cultural reasons, they are still resistant to such an increase. For increasing their size, companies value several instruments, such as: strategic alliances/corporate cooperation; fusions and acquisitions; and risk capital interventions. This work is an eye opener about the need to educate and train entrepreneurs in the Portuguese industrial sector and to bring about an awareness of the benefits of formation, training, expansion and diversification in order to be able to compete on a global basis.
{"title":"THE INFLUENCE OF COMPANY SIZE ON ITS INTERNATIONALIZATION CAPACITY: A COMPREHENSIVE VIEW ON PORTUGAL","authors":"J. Fernandes, Eduardo Barbas Albuquerque, Amândio F. C. da Silva","doi":"10.3846/btp.2022.15639","DOIUrl":"https://doi.org/10.3846/btp.2022.15639","url":null,"abstract":"In the competitive environment that companies operate today, there is a need to adopt internationalization strategies to enable consolidation in diversified markets. The internationalization process is part of a relevant strategy for companies, has several implications and is influenced by innumerable specific aspects, namely by the behavior of companies, by their culture and structure, as well as by their leadership, but it is on the organization structure that we find one of the most relevant features: the dimension (size) of companies. Based on a qualitative methodology, we interviewed managers of the furniture manufacturing industry. We concluded that companies value increase in size; nevertheless, for cultural reasons, they are still resistant to such an increase. For increasing their size, companies value several instruments, such as: strategic alliances/corporate cooperation; fusions and acquisitions; and risk capital interventions. This work is an eye opener about the need to educate and train entrepreneurs in the Portuguese industrial sector and to bring about an awareness of the benefits of formation, training, expansion and diversification in order to be able to compete on a global basis.","PeriodicalId":40066,"journal":{"name":"Business: Theory and Practice","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-06-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48692777","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
This study investigates auditor attributes that may influence an auditor’s judgment in a financial audit. The purpose of this study is specified to show the impact of auditor’s attributes on professional judgment on the financial auditing process. An empirical research methodology is carried out to show the impact of the attributes on professional judgments. With this approach, hypotheses have been formulated and tested using empirical data and existing theories. A quantitative survey method was followed to collect the data for this study. A questionnaire was sent to selected auditors in Myanmar SAI to collect the data relating to the factors that influence auditors’ judgment, such as gender, age, education, knowledge, position level, experience, training, location, and job cognition. The findings of this study show that variables such as age, professional degree, education level, and knowledge are highly significant in auditor judgment. The limitation of this research is the sample size, and sample characteristics are different in Myanmar SAI from other SAIs. Almost 85% of respondents are female in Myanmar SAI. Therefore, it is considered a limitation of this study.
{"title":"DOES AUDITOR’S ATTRIBUTES IMPACT ON PROFESSIONAL JUDGEMENT IN A FINANCIAL AUDIT? EMPIRICAL EVIDENCE FROM MYANMAR SAI","authors":"Aye Khaing Soe, B. Gavurová, J. Oláh, M. Hasan","doi":"10.3846/btp.2022.12976","DOIUrl":"https://doi.org/10.3846/btp.2022.12976","url":null,"abstract":"This study investigates auditor attributes that may influence an auditor’s judgment in a financial audit. The purpose of this study is specified to show the impact of auditor’s attributes on professional judgment on the financial auditing process. An empirical research methodology is carried out to show the impact of the attributes on professional judgments. With this approach, hypotheses have been formulated and tested using empirical data and existing theories. A quantitative survey method was followed to collect the data for this study. A questionnaire was sent to selected auditors in Myanmar SAI to collect the data relating to the factors that influence auditors’ judgment, such as gender, age, education, knowledge, position level, experience, training, location, and job cognition. The findings of this study show that variables such as age, professional degree, education level, and knowledge are highly significant in auditor judgment. The limitation of this research is the sample size, and sample characteristics are different in Myanmar SAI from other SAIs. Almost 85% of respondents are female in Myanmar SAI. Therefore, it is considered a limitation of this study.","PeriodicalId":40066,"journal":{"name":"Business: Theory and Practice","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-06-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42898675","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Rita Remeikienė, Ligita Gasparėnienė, Özlem Yorulmaz, Greta Gagytė, Gabriela Menet
Money laundering is the process of hiding or disguising the unlawful origin of property and hiding or disguising the true nature, origin, source, location, disposal, ownership or title of property. In other words, money laundering means “laundering” dirty money until it becomes clean. Corrupt officials and other criminals use money laundering techniques to hide the true nature of their income. Research shows that cigarette smuggling is linked to money laundering. The purpose of the article is to determine how money laundering is related to cigarette smuggling and which public authorities have a key role in combating these phenomena in Georgia and Serbia. Methods used in the study: literature analysis and focus group methodology. In addition, the EU member states were clustered into three categories by their HDI, CPI, GDP per capita and transaction reports indicators. Clustering indicated that the states attributed to the third cluster are most vulnerable to money laundering. An effective factor in the fight against smuggling is to increase the population’s intolerance to illicit goods and services, therefore, it will seek to extend the empirical study to the population’s perspective on money laundering and cigarette smuggling.
{"title":"IS MONEY LAUNDERING THE MAIN FUNDING SOURCE FOR CIGARETTE SMUGGLING IN (NON) EUROPEAN COUNTRIES?","authors":"Rita Remeikienė, Ligita Gasparėnienė, Özlem Yorulmaz, Greta Gagytė, Gabriela Menet","doi":"10.3846/btp.2022.14820","DOIUrl":"https://doi.org/10.3846/btp.2022.14820","url":null,"abstract":"Money laundering is the process of hiding or disguising the unlawful origin of property and hiding or disguising the true nature, origin, source, location, disposal, ownership or title of property. In other words, money laundering means “laundering” dirty money until it becomes clean. Corrupt officials and other criminals use money laundering techniques to hide the true nature of their income. Research shows that cigarette smuggling is linked to money laundering. The purpose of the article is to determine how money laundering is related to cigarette smuggling and which public authorities have a key role in combating these phenomena in Georgia and Serbia. Methods used in the study: literature analysis and focus group methodology. In addition, the EU member states were clustered into three categories by their HDI, CPI, GDP per capita and transaction reports indicators. Clustering indicated that the states attributed to the third cluster are most vulnerable to money laundering. An effective factor in the fight against smuggling is to increase the population’s intolerance to illicit goods and services, therefore, it will seek to extend the empirical study to the population’s perspective on money laundering and cigarette smuggling.","PeriodicalId":40066,"journal":{"name":"Business: Theory and Practice","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-05-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48274367","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
L. Šimanskienė, D. Labanauskaitė, Deimena Montvydaitė
Changes in travellers’ behaviour are among the most significant issues in the recent revolution of the tourism industry. The perception of perceived value and quality lead to rethinking priorities and choices while travelling. The purpose of the article is to analyse the expression of travellers’ behaviour orientation towards the key elements of responsible tourism in the countries of the Baltic Sea Region. The findings of quantitative research, which has been carried out in the form of survey, reveal that the behaviour of travellers of the Baltic Sea Region confirms that responsible tourism has become a way of thinking. The transition to responsible tourism is primarily driven by tourism destination-related elements and the strength of the impact related to maintaining the quality of life of local people, redistributing the benefits of tourism for travel destinations, enhancing the value and distinctiveness of the travel destination product, and maintaining long-term attractiveness, within the capacity of the travel destination and efficient use of its tourism resources. It may be the direction towards more sustainable and responsible future of traveling.
{"title":"THE BEHAVIOUR OF TRAVELLERS IN THE TRANSITION TO RESPONSIBLE TOURISM: THE CASE OF THE BALTIC SEA REGION","authors":"L. Šimanskienė, D. Labanauskaitė, Deimena Montvydaitė","doi":"10.3846/btp.2022.16151","DOIUrl":"https://doi.org/10.3846/btp.2022.16151","url":null,"abstract":"Changes in travellers’ behaviour are among the most significant issues in the recent revolution of the tourism industry. The perception of perceived value and quality lead to rethinking priorities and choices while travelling. The purpose of the article is to analyse the expression of travellers’ behaviour orientation towards the key elements of responsible tourism in the countries of the Baltic Sea Region. The findings of quantitative research, which has been carried out in the form of survey, reveal that the behaviour of travellers of the Baltic Sea Region confirms that responsible tourism has become a way of thinking. The transition to responsible tourism is primarily driven by tourism destination-related elements and the strength of the impact related to maintaining the quality of life of local people, redistributing the benefits of tourism for travel destinations, enhancing the value and distinctiveness of the travel destination product, and maintaining long-term attractiveness, within the capacity of the travel destination and efficient use of its tourism resources. It may be the direction towards more sustainable and responsible future of traveling.","PeriodicalId":40066,"journal":{"name":"Business: Theory and Practice","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-05-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46619718","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
O. Ilyash, R. Lupak, M. Kravchenko, O. Trofymenko, N. Duliaba, I. Dzhadan
The system of indicators for assessing the impact of the components of technological growth on economic security is generalised. This task is carried out by selecting a system of indicators (40 indicators), which, on the one hand, are consistent with one another and with key indicators used in analysing the state of economic security, and which are identified by the components of technological development, on the other hand. The standardisation of the values of initial data i.e. indicators, the determination of the degree of their deviations from the reference parameters and further integral assessment helped to find a generalised indicator of the state of development and the influence of technological growth on the parameters of the system of economic security. The purpose of the study is to test tools for forecasting modelling of the results of assessing the impact of technological growth on economic security. In accordance with the purpose, the level of relationships between the indicators of technological growth and the level of economic security is assessed. High, average and low levels of their relationship is revealed. The obtained results made it possible to forecast the rates of technological growth, perform exponential smoothing of the forecast estimates of the impact of the components of technological growth on economic security and employ damping measurement of the forecast level of the dependence of technological growth and economic security. Taking into account trends in technological growth, the system of indicators of the forecasting model for assessing economic security is expanded. The accuracy of the forecast is determined by the limits of the analysed period of the dynamics of the indicators – from 2013 to 2019, considering the impact of changes in the methodology for calculating individual input data according to statistical sources for the period under study. The use of forecasting models to assess the impact of technological development on Ukraine’s economic security will help identify political, economic, social and technological factors that will stimulate investment, strengthen economic openness, increase the volume and share of domestic high-tech exports, and thus, strengthen economic security.
{"title":"A FORECASTING MODEL FOR ASSESSING THE INFLUENCE OF THE COMPONENTS OF TECHNOLOGICAL GROWTH ON ECONOMIC SECURITY","authors":"O. Ilyash, R. Lupak, M. Kravchenko, O. Trofymenko, N. Duliaba, I. Dzhadan","doi":"10.3846/btp.2022.15298","DOIUrl":"https://doi.org/10.3846/btp.2022.15298","url":null,"abstract":"The system of indicators for assessing the impact of the components of technological growth on economic security is generalised. This task is carried out by selecting a system of indicators (40 indicators), which, on the one hand, are consistent with one another and with key indicators used in analysing the state of economic security, and which are identified by the components of technological development, on the other hand. The standardisation of the values of initial data i.e. indicators, the determination of the degree of their deviations from the reference parameters and further integral assessment helped to find a generalised indicator of the state of development and the influence of technological growth on the parameters of the system of economic security. The purpose of the study is to test tools for forecasting modelling of the results of assessing the impact of technological growth on economic security. In accordance with the purpose, the level of relationships between the indicators of technological growth and the level of economic security is assessed. High, average and low levels of their relationship is revealed. The obtained results made it possible to forecast the rates of technological growth, perform exponential smoothing of the forecast estimates of the impact of the components of technological growth on economic security and employ damping measurement of the forecast level of the dependence of technological growth and economic security. Taking into account trends in technological growth, the system of indicators of the forecasting model for assessing economic security is expanded. The accuracy of the forecast is determined by the limits of the analysed period of the dynamics of the indicators – from 2013 to 2019, considering the impact of changes in the methodology for calculating individual input data according to statistical sources for the period under study. The use of forecasting models to assess the impact of technological development on Ukraine’s economic security will help identify political, economic, social and technological factors that will stimulate investment, strengthen economic openness, increase the volume and share of domestic high-tech exports, and thus, strengthen economic security.","PeriodicalId":40066,"journal":{"name":"Business: Theory and Practice","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-04-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41263525","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
This research proposes a framework linking supply chain management (SCM) practices to customer relationship management (CRM) objectives through better organizational performance. First, critical review was conducted to identify the relationship between SCM practices and organizational performance. Then, a systematic review of published research work on CRM objectives for last two decades was conducted with the purpose of identifying key variables for CRM objectives and their impact on SCM practices through managing organizational performance. The review revealed a set of main variables for CRM objectives (customer satisfaction and customer loyalty). Upon which, a theoretical framework has been developed linking SCM practices to CRM objectives through enhancing organizational performance. This work brings together the concepts of SCM practices and organizational performance. It also provides a comprehensive review on CRM objectives over a time span (2000–2019) in order to develop the framework between SCM practices and CRM objectives through better organizational performance. The proposed framework can help practitioners to understand SCM practices that can lead to better CRM and hence better organizational performance.
{"title":"LINKING SUPPLY CHAIN MANAGEMENT PRACTICES TO CUSTOMER RELATIONSHIP MANAGEMENT OBJECTIVES: A PROPOSED FRAMEWORK","authors":"N. Saad, S. Elgazzar, Sonja Mlaker Kač","doi":"10.3846/btp.2022.15475","DOIUrl":"https://doi.org/10.3846/btp.2022.15475","url":null,"abstract":"This research proposes a framework linking supply chain management (SCM) practices to customer relationship management (CRM) objectives through better organizational performance. First, critical review was conducted to identify the relationship between SCM practices and organizational performance. Then, a systematic review of published research work on CRM objectives for last two decades was conducted with the purpose of identifying key variables for CRM objectives and their impact on SCM practices through managing organizational performance. The review revealed a set of main variables for CRM objectives (customer satisfaction and customer loyalty). Upon which, a theoretical framework has been developed linking SCM practices to CRM objectives through enhancing organizational performance. This work brings together the concepts of SCM practices and organizational performance. It also provides a comprehensive review on CRM objectives over a time span (2000–2019) in order to develop the framework between SCM practices and CRM objectives through better organizational performance. The proposed framework can help practitioners to understand SCM practices that can lead to better CRM and hence better organizational performance.","PeriodicalId":40066,"journal":{"name":"Business: Theory and Practice","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-04-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44685826","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
The current study aims to determine the effect of interest rate risk on financial performance through the banking security degree as a mediating variable. The study population includes 13 Jordanian commercial banks from 2011 to 2018. To achieve the current study objectives, a descriptive and analytical approaches were used. Furthermore, Baron and Kenny’s test (1986) were adopted to examine the current study hypotheses. The results found that the banking security degree partially affects the relationship between interest rate risk and financial performance. Accordingly, this study provides a set of recommendations. Among them, we encourage policymakers and bank owners, and managers to develop efficient interest rate risk policies continuously in addition to strengthening the monetary and financial policies of the banking sector. They should strive to achieve a balance between each of the risks of interest rate, performance, and banking security degree.
{"title":"EFFECT OF INTEREST RATE RISK ON FINANCIAL PERFORMANCE THE MEDIATING ROLE OF BANKING SECURITY DEGREE: EVIDENCE FROM THE FINANCIAL SECTOR IN JORDAN","authors":"Zaher Abdel Fattah Al-Slehat","doi":"10.3846/btp.2022.13884","DOIUrl":"https://doi.org/10.3846/btp.2022.13884","url":null,"abstract":"The current study aims to determine the effect of interest rate risk on financial performance through the banking security degree as a mediating variable. The study population includes 13 Jordanian commercial banks from 2011 to 2018. To achieve the current study objectives, a descriptive and analytical approaches were used. Furthermore, Baron and Kenny’s test (1986) were adopted to examine the current study hypotheses. The results found that the banking security degree partially affects the relationship between interest rate risk and financial performance. Accordingly, this study provides a set of recommendations. Among them, we encourage policymakers and bank owners, and managers to develop efficient interest rate risk policies continuously in addition to strengthening the monetary and financial policies of the banking sector. They should strive to achieve a balance between each of the risks of interest rate, performance, and banking security degree.","PeriodicalId":40066,"journal":{"name":"Business: Theory and Practice","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-04-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43346116","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Reny Nadlifatin, S. F. Persada, Josua Hasiholan Munthe, Bobby Ardiansyahmiraja, A. P. Redi, Y. Prasetyo, P. F. Belgiawan
In the service sector, such as tourism and hospitality, a traveler often tries to find information about their destination digitally, comparing it to alternatives available to have the best option. This demand businesses that are in the tourism and hospitality sector to advertise their destination more creatively and informatively, such as using a travel influencer. The present research was conducted to explore how the public adopts information advertised by a social media influencer that promotes travel or leisure places, better known as a travel influencer. The Information Adoption Model (IAM) was used to explore the factors that could affect people’s perception of Information Usefulness (IU), which then affects Information Adoption (IA). Several hypotheses that were built from the IAM theoretical framework were tested using Partial Least Square Structural Equation Modelling (PLS-SEM) with 150 people as respondents; four out of the seven hypotheses were accepted. From the accepted hypotheses, it was revealed that more dimensions in the Source Credibility construct influence Information Usefulness compared to the dimensions from the Argument Quality constructs.
{"title":"UNDERSTANDING FACTORS INFLUENCING TRAVELER’S ADOPTION OF TRAVEL INFLUENCER ADVERTISING: AN INFORMATION ADOPTION MODEL APPROACH","authors":"Reny Nadlifatin, S. F. Persada, Josua Hasiholan Munthe, Bobby Ardiansyahmiraja, A. P. Redi, Y. Prasetyo, P. F. Belgiawan","doi":"10.3846/btp.2022.13149","DOIUrl":"https://doi.org/10.3846/btp.2022.13149","url":null,"abstract":"In the service sector, such as tourism and hospitality, a traveler often tries to find information about their destination digitally, comparing it to alternatives available to have the best option. This demand businesses that are in the tourism and hospitality sector to advertise their destination more creatively and informatively, such as using a travel influencer. The present research was conducted to explore how the public adopts information advertised by a social media influencer that promotes travel or leisure places, better known as a travel influencer. The Information Adoption Model (IAM) was used to explore the factors that could affect people’s perception of Information Usefulness (IU), which then affects Information Adoption (IA). Several hypotheses that were built from the IAM theoretical framework were tested using Partial Least Square Structural Equation Modelling (PLS-SEM) with 150 people as respondents; four out of the seven hypotheses were accepted. From the accepted hypotheses, it was revealed that more dimensions in the Source Credibility construct influence Information Usefulness compared to the dimensions from the Argument Quality constructs.","PeriodicalId":40066,"journal":{"name":"Business: Theory and Practice","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47104167","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
The role of salespeople is increasingly important in relation to improving sales performance. Sales may increase if it is supported by reliable, smart and hardworking salesperson. To create a professional salesperson, enterprises need to provide a guidance, for example, in the form of practical training that can support their works. The ability to adapt when interacting with the customers plays a critical role in relation to improving salesperson performance. However, there are inconsistencies in research findings between adaptive sales and salesperson performance. This research was conducted on salesperson in small and medium enterprises. Our sample consists of 300 respondents who lived in the Special Region of Yogyakarta. To obtain proper data, we carried out screening and trimming. The tests include: bias non-response test, logical connection test, and confirmatory factor analysis. This study uses structural equation model. A Sobel test was conducted to test the role of moderating variable. The findings of the research indicate that niche based relational capability was influenced by customers trust orientation, salesperson’s expertise and adaptability when interacting with their customers. The higher customers trust and the more intelligence of salesperson are, it will increase the niche based relational capability. In addition, salesperson’s performance may increase if it is supported by extensive customers relation based on market gaps, trust and salesperson’s intelligence. This research also discusses managerial implication, limitation and the directions for future research.
{"title":"NICHE BASED RELATIONAL CAPABILITY TO INCREASE SALESPEOPLE PERFORMANCE IN SMALL AND MEDIUM ENTERPRISES","authors":"I. B. Udayana","doi":"10.3846/btp.2022.13012","DOIUrl":"https://doi.org/10.3846/btp.2022.13012","url":null,"abstract":"The role of salespeople is increasingly important in relation to improving sales performance. Sales may increase if it is supported by reliable, smart and hardworking salesperson. To create a professional salesperson, enterprises need to provide a guidance, for example, in the form of practical training that can support their works. The ability to adapt when interacting with the customers plays a critical role in relation to improving salesperson performance. However, there are inconsistencies in research findings between adaptive sales and salesperson performance. This research was conducted on salesperson in small and medium enterprises. Our sample consists of 300 respondents who lived in the Special Region of Yogyakarta. To obtain proper data, we carried out screening and trimming. The tests include: bias non-response test, logical connection test, and confirmatory factor analysis. This study uses structural equation model. A Sobel test was conducted to test the role of moderating variable. The findings of the research indicate that niche based relational capability was influenced by customers trust orientation, salesperson’s expertise and adaptability when interacting with their customers. The higher customers trust and the more intelligence of salesperson are, it will increase the niche based relational capability. In addition, salesperson’s performance may increase if it is supported by extensive customers relation based on market gaps, trust and salesperson’s intelligence. This research also discusses managerial implication, limitation and the directions for future research.","PeriodicalId":40066,"journal":{"name":"Business: Theory and Practice","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48437574","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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