Pub Date : 2023-04-12DOI: 10.1108/mip-10-2022-0467
K. Chandrasekar, Varisha Rehman
PurposeThe brand crisis literature remains unilateral and scattered, necessitating academic effort to comprehend the extant body of knowledge. This study aims to provide the required comprehensive overview of the domain, by outlining its significance, progression and future research directions.Design/methodology/approachFollowing the PRISMA approach, journal articles for review are selected. The study uses a hybrid (structured and bibliometric) review, to provide a systematic insight and graphical visualization of the existing literature. It applies VOSviewer software to analyse bibliographic data through citation and co-occurrence analysis.FindingsThe hybrid review outlines most-cited articles, authors, frequently used theories, methodologies and data analysis techniques in this domain. Findings are further presented as integrative framework that distinctly highlights prior studies from a dichotomous perspective and across three stages of crisis. Finally, research opportunities and directions for future research are presented.Research limitations/implicationsThe study is useful for scholars and practitioners to understand the brand crisis literature and to cognize the inferences drawn by distinct researchers. It provides contemporary research agendas using the theory, context and method (TCM) framework, to augment future investigations through interdisciplinary approach.Originality/valueTo the best of our knowledge this is the first study that synthesizes the academic work of brand crisis using a hybrid method. Also, the novelty of the work lies in presenting the future research direction in the form of multiple (macro, meso and micro) levels with inter-disciplinary theoretical underpinnings.
{"title":"Synthesis of forty years of brand crisis literature","authors":"K. Chandrasekar, Varisha Rehman","doi":"10.1108/mip-10-2022-0467","DOIUrl":"https://doi.org/10.1108/mip-10-2022-0467","url":null,"abstract":"PurposeThe brand crisis literature remains unilateral and scattered, necessitating academic effort to comprehend the extant body of knowledge. This study aims to provide the required comprehensive overview of the domain, by outlining its significance, progression and future research directions.Design/methodology/approachFollowing the PRISMA approach, journal articles for review are selected. The study uses a hybrid (structured and bibliometric) review, to provide a systematic insight and graphical visualization of the existing literature. It applies VOSviewer software to analyse bibliographic data through citation and co-occurrence analysis.FindingsThe hybrid review outlines most-cited articles, authors, frequently used theories, methodologies and data analysis techniques in this domain. Findings are further presented as integrative framework that distinctly highlights prior studies from a dichotomous perspective and across three stages of crisis. Finally, research opportunities and directions for future research are presented.Research limitations/implicationsThe study is useful for scholars and practitioners to understand the brand crisis literature and to cognize the inferences drawn by distinct researchers. It provides contemporary research agendas using the theory, context and method (TCM) framework, to augment future investigations through interdisciplinary approach.Originality/valueTo the best of our knowledge this is the first study that synthesizes the academic work of brand crisis using a hybrid method. Also, the novelty of the work lies in presenting the future research direction in the form of multiple (macro, meso and micro) levels with inter-disciplinary theoretical underpinnings.","PeriodicalId":402197,"journal":{"name":"Marketing Intelligence & Planning","volume":"45 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-04-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"123286375","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}
Pub Date : 2023-04-11DOI: 10.1108/mip-02-2022-0073
Nitin Soni, Jagrook Dawra, Kanupriya Katyal
PurposeThis study shows the influence of consumers' goal and strategy of maximization on the process behind their behavioral response to price.Design/methodology/approachData was collected through a 2×2 experimental design involving 314 respondents and analyzed using PLS-SEM.FindingsThe results show that when buyers maximize, their transaction value and acquisition value perceptions predict their behavioral response to deals and discounts. Further, these buyers do not consider sales price information to form their internal reference price. On the other hand, when buyers satisfice, their transaction value perceptions predict the behavioral responses to price deals, and the relationship between transaction value and the behavioral response is not mediated by acquisition value. Further, such buyers consider sales price to form their internal reference price.Originality/valueThe theory of purchase value assumes that consumers seek to maximize their value. Our work relaxes this assumption to show how value maximizers (and satisficers) differ in the process of value formation and their responses to price promotions.
{"title":"Maximization, internal reference price and consumers' response to promotions","authors":"Nitin Soni, Jagrook Dawra, Kanupriya Katyal","doi":"10.1108/mip-02-2022-0073","DOIUrl":"https://doi.org/10.1108/mip-02-2022-0073","url":null,"abstract":"PurposeThis study shows the influence of consumers' goal and strategy of maximization on the process behind their behavioral response to price.Design/methodology/approachData was collected through a 2×2 experimental design involving 314 respondents and analyzed using PLS-SEM.FindingsThe results show that when buyers maximize, their transaction value and acquisition value perceptions predict their behavioral response to deals and discounts. Further, these buyers do not consider sales price information to form their internal reference price. On the other hand, when buyers satisfice, their transaction value perceptions predict the behavioral responses to price deals, and the relationship between transaction value and the behavioral response is not mediated by acquisition value. Further, such buyers consider sales price to form their internal reference price.Originality/valueThe theory of purchase value assumes that consumers seek to maximize their value. Our work relaxes this assumption to show how value maximizers (and satisficers) differ in the process of value formation and their responses to price promotions.","PeriodicalId":402197,"journal":{"name":"Marketing Intelligence & Planning","volume":"54 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-04-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125614402","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}
Pub Date : 2023-04-04DOI: 10.1108/mip-12-2022-0568
Hafizah Omar Zaki, D. Fernandez, Omkar Dastane, A. Aman, S. Sanusi
PurposeThis study unravels the intellectual structure of virtual reality (VR) in digital marketing (DM) research, identifies core research gaps and presents future research avenues. The study also conducts a performance analysis of publications in the field and identifies the most important stakeholders of the stated topic.Design/methodology/approachThe Web of Science database was used to retrieve the publications that were relevant to the topic between 2012 and 2022. Biblioshiny, a shiny app for the Bibliometrix R package, is used to conduct a bibliometric analysis by decoding the results into several visual representations.FindingsThis report includes the most prolific contributors, keyword analysis results, productive nations, authors and connections, as well as the most often cited publications on VR in DM. In DM research, numerous perspectives on VR were looked at, explored and revealed.Practical implicationsThe findings provide a new perspective and understanding of the issue for researchers in order to improve their research insights in the field. This study will also benefit marketing practitioners in ensuring the sustainability and innovativeness of technology used to run their DM campaigns.Originality/valueThis research provides the first bibliometric analysis of the citation works and productivity in the field of VR in DM using Biblioshiny, identifies core research gaps and provides future research agenda which can be useful to advance the research understanding in this context.
目的本研究揭示了虚拟现实(VR)在数字营销(DM)研究中的知识结构，确定了核心研究差距，并提出了未来的研究途径。该研究还对该领域的出版物进行了绩效分析，并确定了所述主题的最重要利益相关者。设计/方法/方法使用Web of Science数据库检索2012年至2022年间与该主题相关的出版物。Biblioshiny是Bibliometrix R软件包的一个闪亮应用程序，它通过将结果解码为几个视觉表示来进行文献计量分析。本报告包括最多产的贡献者、关键字分析结果、生产国家、作者和联系，以及最常被引用的VR在DM中的出版物。在DM研究中，许多关于VR的观点被观察、探索和揭示。研究结果为研究人员提供了一个新的视角和理解，以提高他们在该领域的研究洞察力。这项研究也将有利于营销从业者确保可持续性和创新的技术用于运行他们的营销活动。原创性/价值本研究首次使用Biblioshiny对DM中虚拟现实领域的引文工作和生产力进行了文献计量分析，确定了核心研究差距，并提供了未来的研究议程，这有助于促进对这一背景下的研究理解。
{"title":"Virtual reality in digital marketing: research agenda based on bibliometric reflection","authors":"Hafizah Omar Zaki, D. Fernandez, Omkar Dastane, A. Aman, S. Sanusi","doi":"10.1108/mip-12-2022-0568","DOIUrl":"https://doi.org/10.1108/mip-12-2022-0568","url":null,"abstract":"PurposeThis study unravels the intellectual structure of virtual reality (VR) in digital marketing (DM) research, identifies core research gaps and presents future research avenues. The study also conducts a performance analysis of publications in the field and identifies the most important stakeholders of the stated topic.Design/methodology/approachThe Web of Science database was used to retrieve the publications that were relevant to the topic between 2012 and 2022. Biblioshiny, a shiny app for the Bibliometrix R package, is used to conduct a bibliometric analysis by decoding the results into several visual representations.FindingsThis report includes the most prolific contributors, keyword analysis results, productive nations, authors and connections, as well as the most often cited publications on VR in DM. In DM research, numerous perspectives on VR were looked at, explored and revealed.Practical implicationsThe findings provide a new perspective and understanding of the issue for researchers in order to improve their research insights in the field. This study will also benefit marketing practitioners in ensuring the sustainability and innovativeness of technology used to run their DM campaigns.Originality/valueThis research provides the first bibliometric analysis of the citation works and productivity in the field of VR in DM using Biblioshiny, identifies core research gaps and provides future research agenda which can be useful to advance the research understanding in this context.","PeriodicalId":402197,"journal":{"name":"Marketing Intelligence & Planning","volume":"182 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-04-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"115759993","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}
Pub Date : 2023-03-31DOI: 10.1108/mip-07-2022-0332
Idoya Ferrero-Ferrero, M. Muñoz-Torres, J. Rivera-Lirio, Elena Escrig-Olmedo, M. A. Fernández-Izquierdo
PurposeThis study aims to empirically analyze a sound commitment and a consistent integration of sustainable development goals (SDGs) in the corporate reporting and management systems of companies that have a leading position in sustainability.Design/methodology/approachThe study applies a content analysis procedure based on a proposed analytical framework to codify the commitment and the SDG integration. In order to analyze the consistency of the integration, this study has provided a “SDG integration” score based on fuzzy inference systems methods. The companies in the sample have been identified as benchmarks in terms of sustainability in a specific region of Spain.FindingsThe findings show a lack of formality regarding the SDG commitment at the highest decision-making level and a low level of SDG integration in the reporting and management systems. These results are mainly explained because the most companies do not prioritize according to the materiality analysis and those SDGs more reported have not been deployed along targets and KPIs in a consistent way.Research limitations/implicationsThe results provide practical implications that help to overcome the limitations in terms of comparison and consistency of the SDGs-reported information. It also illustrates how the leading sustainable companies are doing the SDG reporting and suggests which elements could be improved to promote a consistent integration of the SDGs in the management systems.Originality/valueThis study provides new work lines in the promotion of an effective SDG-business reporting based on a robust management structure that allows an alignment among the SDG-business decisions based on a normative, strategic and operational approach.
{"title":"SDG reporting: an analysis of corporate sustainability leaders","authors":"Idoya Ferrero-Ferrero, M. Muñoz-Torres, J. Rivera-Lirio, Elena Escrig-Olmedo, M. A. Fernández-Izquierdo","doi":"10.1108/mip-07-2022-0332","DOIUrl":"https://doi.org/10.1108/mip-07-2022-0332","url":null,"abstract":"PurposeThis study aims to empirically analyze a sound commitment and a consistent integration of sustainable development goals (SDGs) in the corporate reporting and management systems of companies that have a leading position in sustainability.Design/methodology/approachThe study applies a content analysis procedure based on a proposed analytical framework to codify the commitment and the SDG integration. In order to analyze the consistency of the integration, this study has provided a “SDG integration” score based on fuzzy inference systems methods. The companies in the sample have been identified as benchmarks in terms of sustainability in a specific region of Spain.FindingsThe findings show a lack of formality regarding the SDG commitment at the highest decision-making level and a low level of SDG integration in the reporting and management systems. These results are mainly explained because the most companies do not prioritize according to the materiality analysis and those SDGs more reported have not been deployed along targets and KPIs in a consistent way.Research limitations/implicationsThe results provide practical implications that help to overcome the limitations in terms of comparison and consistency of the SDGs-reported information. It also illustrates how the leading sustainable companies are doing the SDG reporting and suggests which elements could be improved to promote a consistent integration of the SDGs in the management systems.Originality/valueThis study provides new work lines in the promotion of an effective SDG-business reporting based on a robust management structure that allows an alignment among the SDG-business decisions based on a normative, strategic and operational approach.","PeriodicalId":402197,"journal":{"name":"Marketing Intelligence & Planning","volume":"45 2 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-03-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129855866","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}
Pub Date : 2023-03-31DOI: 10.1108/mip-06-2022-0222
Marta Olivia Rovedder de Oliveira, Rodrigo Heldt, Cleo Schmitt Silveira, Fernando Bins Luce
PurposeAlthough brand equity (BE) is a widely accepted concept, its definition is still elusive, and researchers have not reached a consensus about which measures provide the best estimates of this complex and multi-faceted construct. Hence, the authors propose a BE chain that incorporates consumer-based BE (CBBE) and firm-based BE (FBBE) measurement approaches, advocating in favor of a holistic approach and encouraging theoretical and empirical studies that assess the BE chain.Design/methodology/approachThe methodology entailed an extensive literature review on the subject. The authors included many different sources and the most accepted ones for measuring CBBE and FBBE.FindingsThe authors present 10 propositions to build the BE chain, encompassing the different approaches of BE and including its antecedents and consequences.Originality/valueConceptualizing BE is a complex problem given the different viewpoints describing several aspects of this intangible marketing asset. Thus, this study aims to foster discussions about such viewpoints and provide a framework to support the sedimentation of BE conceptualization.
{"title":"Brand equity chain and brand equity measurement approaches","authors":"Marta Olivia Rovedder de Oliveira, Rodrigo Heldt, Cleo Schmitt Silveira, Fernando Bins Luce","doi":"10.1108/mip-06-2022-0222","DOIUrl":"https://doi.org/10.1108/mip-06-2022-0222","url":null,"abstract":"PurposeAlthough brand equity (BE) is a widely accepted concept, its definition is still elusive, and researchers have not reached a consensus about which measures provide the best estimates of this complex and multi-faceted construct. Hence, the authors propose a BE chain that incorporates consumer-based BE (CBBE) and firm-based BE (FBBE) measurement approaches, advocating in favor of a holistic approach and encouraging theoretical and empirical studies that assess the BE chain.Design/methodology/approachThe methodology entailed an extensive literature review on the subject. The authors included many different sources and the most accepted ones for measuring CBBE and FBBE.FindingsThe authors present 10 propositions to build the BE chain, encompassing the different approaches of BE and including its antecedents and consequences.Originality/valueConceptualizing BE is a complex problem given the different viewpoints describing several aspects of this intangible marketing asset. Thus, this study aims to foster discussions about such viewpoints and provide a framework to support the sedimentation of BE conceptualization.","PeriodicalId":402197,"journal":{"name":"Marketing Intelligence & Planning","volume":"77 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-03-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"131458753","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}
Pub Date : 2023-03-30DOI: 10.1108/mip-12-2021-0452
Marta Olivia Rovedder de Oliveira, I. Sonza, Tamires Silva da Silva
PurposeMarketing and brand managers are under more pressure than ever before to demonstrate the impact of the managers' strategies and actions on company value, especially in an emerging market. In this context, the authors investigate the relationship between brand equity and company performance using the rankings of most valued brands from Brand Finance (BF), Brand Analytics (BZ) and Interbrand (IB).Design/methodology/approachThe authors use used a panel from the period between 1990 and 2018 (29 years), consisting of a sample of 689 companies with shares traded in an emerging market representing 7,970 observations with unbalanced data. The authors applied a dynamic Differences-in-Differences Ordinary Last Squares (DID OLS) method.FindingsThe main finding of this study is that brands ranked as valuable significantly increased the brands' companies' intangible assets, return on assets, free cash flow (FCF) and market value.Research limitations/implicationsThe present study helps brand and marketing managers show to chief executive officers (CEOs) and shareholders the importance of brand development. In addition, valuable brand companies of an emerging market may represent an interesting opportunity for market investors.Originality/valueThis study contributes to the marketing literature, addressing the fields of marketing and finance, by analyzing the performance of companies separately over a long period, with different metrics, an unconventional model in the marketing area and different rankings of valuable brand names.
{"title":"Brand equity and company performance: evidence from a quasi-experiment in an emerging market","authors":"Marta Olivia Rovedder de Oliveira, I. Sonza, Tamires Silva da Silva","doi":"10.1108/mip-12-2021-0452","DOIUrl":"https://doi.org/10.1108/mip-12-2021-0452","url":null,"abstract":"PurposeMarketing and brand managers are under more pressure than ever before to demonstrate the impact of the managers' strategies and actions on company value, especially in an emerging market. In this context, the authors investigate the relationship between brand equity and company performance using the rankings of most valued brands from Brand Finance (BF), Brand Analytics (BZ) and Interbrand (IB).Design/methodology/approachThe authors use used a panel from the period between 1990 and 2018 (29 years), consisting of a sample of 689 companies with shares traded in an emerging market representing 7,970 observations with unbalanced data. The authors applied a dynamic Differences-in-Differences Ordinary Last Squares (DID OLS) method.FindingsThe main finding of this study is that brands ranked as valuable significantly increased the brands' companies' intangible assets, return on assets, free cash flow (FCF) and market value.Research limitations/implicationsThe present study helps brand and marketing managers show to chief executive officers (CEOs) and shareholders the importance of brand development. In addition, valuable brand companies of an emerging market may represent an interesting opportunity for market investors.Originality/valueThis study contributes to the marketing literature, addressing the fields of marketing and finance, by analyzing the performance of companies separately over a long period, with different metrics, an unconventional model in the marketing area and different rankings of valuable brand names.","PeriodicalId":402197,"journal":{"name":"Marketing Intelligence & Planning","volume":"4 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-03-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"127855619","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}
Pub Date : 2023-03-27DOI: 10.1108/mip-06-2022-0259
Deepa S KUMAR, K. Nair, K. Purani
PurposeAs physical evidence, servicescapes play a crucial role in tangibilizing service value. Since value creation and consumption are inseparable in many services, servicescapes also contribute significantly to consumer experiences. By reviewing the role of design factors on the physical and psychological safety of customers, particularly in different service contexts based on social factors, this paper aims to provide insights into how servicescape frameworks may be re-examined from a safety perspective.Design/methodology/approachBased on a critical review of studies in multidisciplinary domains, including environmental psychology, community medicine, architecture and engineering, this paper proposes a conceptual model anchored in stimulus–organization–response (S-O-R) theory and presents related propositions for safer servicescape designs.FindingsThe study reveals the need for re-evaluating current servicescape design frameworks by incorporating the concept of servicescape safety, discusses the significance of various interior factors and presents the moderating effects of social factors and service types on perceived safety.Originality/valueWith no robust models currently available to evaluate the impact of servicescape designs on users' physical and psychological safety, this paper provides guidelines based on a multidisciplinary review of studies. A healthy and safe servicescape requires interdisciplinary investigations, the results of which will reshape future design approaches.
{"title":"Servicescape design: balancing physical and psychological safety","authors":"Deepa S KUMAR, K. Nair, K. Purani","doi":"10.1108/mip-06-2022-0259","DOIUrl":"https://doi.org/10.1108/mip-06-2022-0259","url":null,"abstract":"PurposeAs physical evidence, servicescapes play a crucial role in tangibilizing service value. Since value creation and consumption are inseparable in many services, servicescapes also contribute significantly to consumer experiences. By reviewing the role of design factors on the physical and psychological safety of customers, particularly in different service contexts based on social factors, this paper aims to provide insights into how servicescape frameworks may be re-examined from a safety perspective.Design/methodology/approachBased on a critical review of studies in multidisciplinary domains, including environmental psychology, community medicine, architecture and engineering, this paper proposes a conceptual model anchored in stimulus–organization–response (S-O-R) theory and presents related propositions for safer servicescape designs.FindingsThe study reveals the need for re-evaluating current servicescape design frameworks by incorporating the concept of servicescape safety, discusses the significance of various interior factors and presents the moderating effects of social factors and service types on perceived safety.Originality/valueWith no robust models currently available to evaluate the impact of servicescape designs on users' physical and psychological safety, this paper provides guidelines based on a multidisciplinary review of studies. A healthy and safe servicescape requires interdisciplinary investigations, the results of which will reshape future design approaches.","PeriodicalId":402197,"journal":{"name":"Marketing Intelligence & Planning","volume":"16 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-03-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"116250280","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}
Pub Date : 2023-03-14DOI: 10.1108/mip-02-2022-0056
Yung-Shen Yen
PurposeThis study aims to explore the impact of channel integration on usage intention through mobile applications (apps) for customers in grocery retailers. Moreover, the study examines the moderating effect of customer commitment in the model.Design/methodology/approachStructural equation modeling was conducted on a sample of 536 consumers in Taiwan.FindingsThis study found that information integration, marketing integration and operational integration are three significant dimensions of channel integration in grocery retailers. Channel integration positively affects satisfaction and trust, which, in turn, increases usage intention. Moreover, customer commitment significantly moderates the relationships in the model.Research limitations/implicationsSample bias may exist because the sample was obtained from an online survey conducted on social media platforms.Practical implicationsThis study suggested that practitioners should confidently implement channel integration through mobile apps in stores. They may develop more valuable services connected with different channels or devices to assist customers in buying in-store. To improve customer trust in the service, practitioners can enhance their confidence in using mobile apps in their stores. Moreover, practitioners segment customers based on high and low levels of customer commitment to provide different strategies to increase usage intention in the retailer.Originality/valueThis study advanced the extant knowledge of channel integration theory and relationship marketing theory in the context of omnichannel retailing.
{"title":"Channel integration in grocery retailers via mobile applications","authors":"Yung-Shen Yen","doi":"10.1108/mip-02-2022-0056","DOIUrl":"https://doi.org/10.1108/mip-02-2022-0056","url":null,"abstract":"PurposeThis study aims to explore the impact of channel integration on usage intention through mobile applications (apps) for customers in grocery retailers. Moreover, the study examines the moderating effect of customer commitment in the model.Design/methodology/approachStructural equation modeling was conducted on a sample of 536 consumers in Taiwan.FindingsThis study found that information integration, marketing integration and operational integration are three significant dimensions of channel integration in grocery retailers. Channel integration positively affects satisfaction and trust, which, in turn, increases usage intention. Moreover, customer commitment significantly moderates the relationships in the model.Research limitations/implicationsSample bias may exist because the sample was obtained from an online survey conducted on social media platforms.Practical implicationsThis study suggested that practitioners should confidently implement channel integration through mobile apps in stores. They may develop more valuable services connected with different channels or devices to assist customers in buying in-store. To improve customer trust in the service, practitioners can enhance their confidence in using mobile apps in their stores. Moreover, practitioners segment customers based on high and low levels of customer commitment to provide different strategies to increase usage intention in the retailer.Originality/valueThis study advanced the extant knowledge of channel integration theory and relationship marketing theory in the context of omnichannel retailing.","PeriodicalId":402197,"journal":{"name":"Marketing Intelligence & Planning","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-03-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129613437","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}
Pub Date : 2023-03-14DOI: 10.1108/mip-09-2022-0402
Hitesh Kalro, M. Joshipura
PurposeThis study aims to examine current dynamics, consolidates knowledge, elicits trends, identifies and analyses primary research streams and suggests future research on product attributes and benefits and consumer behavior.Design/methodology/approachSequential bibliometric (447 documents) and content analysis (34 documents) methods are used to analyze Scopus bibliographic data. Content analysis helps identify research streams and future research directions, while bibliometric analysis aids descriptive analysis and science mapping.FindingsThe study shows publication trends, top authors, documents, institutions and field knowledge structures. The thematic map and bibliographic coupling reveal six main themes and three major clusters. Consumer motivation, external factors and internal factors are the main clusters. The study concludes with research directions and an integrated framework showing major cluster interactions.Practical implicationsThe study summarizes key primary streams and identifies literature gaps to help scholars and marketers understand how product benefits and attributes influence consumer behavior. Online decision aids (ODA), neuroscience data collection and consumer behavior models in developing countries may be studied in the future.Originality/valueThe first hybrid review of quality articles published over two decades on product attributes and benefits synthesizes the field's research. The study is unique because it identifies and analyses research streams, develops an integrative framework to reveal interlinkages across streams and suggests future research directions.
{"title":"Product attributes and benefits: integrated framework and research agenda","authors":"Hitesh Kalro, M. Joshipura","doi":"10.1108/mip-09-2022-0402","DOIUrl":"https://doi.org/10.1108/mip-09-2022-0402","url":null,"abstract":"PurposeThis study aims to examine current dynamics, consolidates knowledge, elicits trends, identifies and analyses primary research streams and suggests future research on product attributes and benefits and consumer behavior.Design/methodology/approachSequential bibliometric (447 documents) and content analysis (34 documents) methods are used to analyze Scopus bibliographic data. Content analysis helps identify research streams and future research directions, while bibliometric analysis aids descriptive analysis and science mapping.FindingsThe study shows publication trends, top authors, documents, institutions and field knowledge structures. The thematic map and bibliographic coupling reveal six main themes and three major clusters. Consumer motivation, external factors and internal factors are the main clusters. The study concludes with research directions and an integrated framework showing major cluster interactions.Practical implicationsThe study summarizes key primary streams and identifies literature gaps to help scholars and marketers understand how product benefits and attributes influence consumer behavior. Online decision aids (ODA), neuroscience data collection and consumer behavior models in developing countries may be studied in the future.Originality/valueThe first hybrid review of quality articles published over two decades on product attributes and benefits synthesizes the field's research. The study is unique because it identifies and analyses research streams, develops an integrative framework to reveal interlinkages across streams and suggests future research directions.","PeriodicalId":402197,"journal":{"name":"Marketing Intelligence & Planning","volume":"87 4 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-03-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"115735214","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}
Pub Date : 2023-03-09DOI: 10.1108/mip-11-2022-0501
F. E. Amenuvor, K. Mensah, A. Nkukpornu, H. Boateng, Frank Akasreku, Kwasi Owusu-Antwi
PurposeThe study examines the effects of behavior-based and outcome-based control systems on service-sales ambidexterity, role conflict, emotional exhaustion and job performance in salespeople.Design/methodology/approachData are collected from 704 salespeople in Ghana. The proposed hypotheses are tested through the structural equations modeling technique.FindingsThe study finds that both behavior-based and outcome-based controls have positive and significant effects on service-sales ambidexterity in salespeople. Similarly, the study discovers that service-sales ambidexterity has a positive and significant impact on both role conflict and emotional exhaustion in salespeople. The study also finds that role conflict and emotional exhaustion both have a negative impact on job performance. Finally, the study finds that salespeople's grit moderates the negative relationship between emotional exhaustion and job performance.Practical implicationsThe results imply that while salespeople's service-sales ambidexterity may be beneficial to their individual and firm performance, it may also lead to role conflict and emotional exhaustion.Originality/valueThe current study demonstrates how control mechanisms can lead to service-sales ambidexterity in salespeople and how this can lead to role conflict and emotional exhaustion.
{"title":"Formal salesforce controls and service-sales ambidexterity: the moderating role of salespeople's grit","authors":"F. E. Amenuvor, K. Mensah, A. Nkukpornu, H. Boateng, Frank Akasreku, Kwasi Owusu-Antwi","doi":"10.1108/mip-11-2022-0501","DOIUrl":"https://doi.org/10.1108/mip-11-2022-0501","url":null,"abstract":"PurposeThe study examines the effects of behavior-based and outcome-based control systems on service-sales ambidexterity, role conflict, emotional exhaustion and job performance in salespeople.Design/methodology/approachData are collected from 704 salespeople in Ghana. The proposed hypotheses are tested through the structural equations modeling technique.FindingsThe study finds that both behavior-based and outcome-based controls have positive and significant effects on service-sales ambidexterity in salespeople. Similarly, the study discovers that service-sales ambidexterity has a positive and significant impact on both role conflict and emotional exhaustion in salespeople. The study also finds that role conflict and emotional exhaustion both have a negative impact on job performance. Finally, the study finds that salespeople's grit moderates the negative relationship between emotional exhaustion and job performance.Practical implicationsThe results imply that while salespeople's service-sales ambidexterity may be beneficial to their individual and firm performance, it may also lead to role conflict and emotional exhaustion.Originality/valueThe current study demonstrates how control mechanisms can lead to service-sales ambidexterity in salespeople and how this can lead to role conflict and emotional exhaustion.","PeriodicalId":402197,"journal":{"name":"Marketing Intelligence & Planning","volume":"2 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-03-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"133473137","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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