Pub Date : 2022-09-07DOI: 10.1080/21639159.2022.2098157
Tahir Islam, Mumtaz Khan, Abdul Ghaffar, Ying Wang, M. Mubarik, Imtiaz Haider Ali, Z. Shahid, Mahmood Rehmani, Anshuman Sharma
ABSTRACT This research examines the underlying mechanism through which corporate social responsibility (CSR) influences customer loyalty in the hospitality sector. A survey conducted in three popular tourist cities in China reveals that CSR positively impacts customer loyalty through institutional-level constructs, including corporate image and sustained competitive advantage, and individual-level constructs, including customer trust and customer satisfaction. Moreover, the core capabilities of organizations moderate the effect of CSR on corporate image and sustained competitive advantage. Corporate image sustained advantage, and customer satisfaction also mediates the relationship between CSR and customer loyalty. The theoretical and practical implications of these findings are discussed.
{"title":"Does CSR influence sustained competitive advantage and behavioral outcomes? An empirical study in the hospitality sector","authors":"Tahir Islam, Mumtaz Khan, Abdul Ghaffar, Ying Wang, M. Mubarik, Imtiaz Haider Ali, Z. Shahid, Mahmood Rehmani, Anshuman Sharma","doi":"10.1080/21639159.2022.2098157","DOIUrl":"https://doi.org/10.1080/21639159.2022.2098157","url":null,"abstract":"ABSTRACT This research examines the underlying mechanism through which corporate social responsibility (CSR) influences customer loyalty in the hospitality sector. A survey conducted in three popular tourist cities in China reveals that CSR positively impacts customer loyalty through institutional-level constructs, including corporate image and sustained competitive advantage, and individual-level constructs, including customer trust and customer satisfaction. Moreover, the core capabilities of organizations moderate the effect of CSR on corporate image and sustained competitive advantage. Corporate image sustained advantage, and customer satisfaction also mediates the relationship between CSR and customer loyalty. The theoretical and practical implications of these findings are discussed.","PeriodicalId":45711,"journal":{"name":"Journal of Global Scholars of Marketing Science","volume":"33 1","pages":"107 - 132"},"PeriodicalIF":1.6,"publicationDate":"2022-09-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42613350","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 : 2022-08-15DOI: 10.1080/21639159.2022.2105245
S. Jang, Joonheui Bae, K. Kim
ABSTRACT As the importance of services grows, many business-to-business (B2B) firms are enhancing the value of customer service experience by digitally transforming services to find a point of differentiation from competitors. This study investigates the effect of service experience on repurchase intention in the capital goods industry and examines the roles of organizational agility as a mediator and customer knowledge sharing as a moderator. Data were collected from 264 customers and U.S. firms. Moreover, partial least squares structural equation modeling was used for the analysis. Results revealed a positive and significant relationship between service experience and organizational agility, and between organizational agility and repurchase intention. Additionally, organizational agility mediates the positive and significant relationship between service experiences and repurchase intention. Finally, customer knowledge sharing plays a positive and crucial moderating role in the relationship between service experience and organizational agility. These findings are a step forward from the existing conceptual study on service experience and demonstrate that the firm’s organizational agility enhances the customer’s service experience and influences repurchasing intention between the period of the customer’s initial purchasing behavior and the next repurchase. This study contributes to the literature on service experience in the B2B service setting.
{"title":"The effect of B2B service experience on repurchase intention: Focus on roles of organizational agility and customer knowledge sharing","authors":"S. Jang, Joonheui Bae, K. Kim","doi":"10.1080/21639159.2022.2105245","DOIUrl":"https://doi.org/10.1080/21639159.2022.2105245","url":null,"abstract":"ABSTRACT As the importance of services grows, many business-to-business (B2B) firms are enhancing the value of customer service experience by digitally transforming services to find a point of differentiation from competitors. This study investigates the effect of service experience on repurchase intention in the capital goods industry and examines the roles of organizational agility as a mediator and customer knowledge sharing as a moderator. Data were collected from 264 customers and U.S. firms. Moreover, partial least squares structural equation modeling was used for the analysis. Results revealed a positive and significant relationship between service experience and organizational agility, and between organizational agility and repurchase intention. Additionally, organizational agility mediates the positive and significant relationship between service experiences and repurchase intention. Finally, customer knowledge sharing plays a positive and crucial moderating role in the relationship between service experience and organizational agility. These findings are a step forward from the existing conceptual study on service experience and demonstrate that the firm’s organizational agility enhances the customer’s service experience and influences repurchasing intention between the period of the customer’s initial purchasing behavior and the next repurchase. This study contributes to the literature on service experience in the B2B service setting.","PeriodicalId":45711,"journal":{"name":"Journal of Global Scholars of Marketing Science","volume":"32 1","pages":"645 - 659"},"PeriodicalIF":1.6,"publicationDate":"2022-08-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48756667","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 : 2022-07-21DOI: 10.1080/21639159.2022.2080093
Nilesh Arora, S. Prashar, T. S. Vijay, C. Parsad
ABSTRACT The purpose of this study is to examine how brand reputation and uniqueness impact customer brand identification and purchase intent. Utilizing the survey data of 712 respondents, the research has also discovered the influence of paired personality congruencies – brand-consumer, brand-celebrity and consumer-celebrity on reputation and uniqueness of the brand, brand identification and consumer attitude towards the advertisement and the brand. The results revealed the positive influence of brand-consumer and brand-celebrity personality congruencies on brand reputation. However, brand uniqueness was only impacted by brand-celebrity personality congruence. Significant moderating effect of consumer-celebrity personality congruence was observed. By integrating all the three-personality congruencies in a single framework with consumer-celebrity personality congruency as a moderating variable, the study augurs well to the body of knowledge on celebrity endorsement. Discovering some interesting observations pertaining to the personality congruencies, brand identification and consumer behavioral intentions, the study contributes by extending business and managerial implications.
{"title":"Exploring the Effect of Personality Congruencies on Brand Identification and Purchase Intentions","authors":"Nilesh Arora, S. Prashar, T. S. Vijay, C. Parsad","doi":"10.1080/21639159.2022.2080093","DOIUrl":"https://doi.org/10.1080/21639159.2022.2080093","url":null,"abstract":"ABSTRACT The purpose of this study is to examine how brand reputation and uniqueness impact customer brand identification and purchase intent. Utilizing the survey data of 712 respondents, the research has also discovered the influence of paired personality congruencies – brand-consumer, brand-celebrity and consumer-celebrity on reputation and uniqueness of the brand, brand identification and consumer attitude towards the advertisement and the brand. The results revealed the positive influence of brand-consumer and brand-celebrity personality congruencies on brand reputation. However, brand uniqueness was only impacted by brand-celebrity personality congruence. Significant moderating effect of consumer-celebrity personality congruence was observed. By integrating all the three-personality congruencies in a single framework with consumer-celebrity personality congruency as a moderating variable, the study augurs well to the body of knowledge on celebrity endorsement. Discovering some interesting observations pertaining to the personality congruencies, brand identification and consumer behavioral intentions, the study contributes by extending business and managerial implications.","PeriodicalId":45711,"journal":{"name":"Journal of Global Scholars of Marketing Science","volume":"33 1","pages":"186 - 209"},"PeriodicalIF":1.6,"publicationDate":"2022-07-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47898332","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 : 2022-07-21DOI: 10.1080/21639159.2022.2048961
J. J. Fyles, B. Guy
ABSTRACT Among the most common entry-level sales roles available to graduates of university sales programs are those of Sales Development Representatives (SDRs) and Business Development Representatives (BDRs). These roles focus more on identifying, qualifying, and connecting with sales opportunities than on continuing the sales process and closing the buying commitment. While experiential teaching and learning methods for professional selling courses have overwhelmingly focused on skills related to ongoing selling interactions between sellers and buyers, prospecting and qualifying have garnered far less attention. This article details a multi-module, experiential digital prospecting unit best suited to an advanced course in sales.
{"title":"Teaching Integrated Digital Prospecting in the advanced sales course","authors":"J. J. Fyles, B. Guy","doi":"10.1080/21639159.2022.2048961","DOIUrl":"https://doi.org/10.1080/21639159.2022.2048961","url":null,"abstract":"ABSTRACT Among the most common entry-level sales roles available to graduates of university sales programs are those of Sales Development Representatives (SDRs) and Business Development Representatives (BDRs). These roles focus more on identifying, qualifying, and connecting with sales opportunities than on continuing the sales process and closing the buying commitment. While experiential teaching and learning methods for professional selling courses have overwhelmingly focused on skills related to ongoing selling interactions between sellers and buyers, prospecting and qualifying have garnered far less attention. This article details a multi-module, experiential digital prospecting unit best suited to an advanced course in sales.","PeriodicalId":45711,"journal":{"name":"Journal of Global Scholars of Marketing Science","volume":"33 1","pages":"429 - 443"},"PeriodicalIF":1.6,"publicationDate":"2022-07-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42050844","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 : 2022-07-21DOI: 10.1080/21639159.2022.2083000
R. Rather, S. H. Parrey, Rafia Gulzar, S. Rehman
ABSTRACT While insight into gamification, customer brand engagement (CBE), and co-creation is rapidly increasing, little remains known about the relationship of these, and related concepts, as thus investigated in this study. Rooted in service-dominant logic and protection motivation theory-informed perspectives, this study develops and tests a model which investigates the effects of destination brand-based gamification on CBE, co-creation, loyalty and positive word-of-mouth (WOM) during pandemic. This study also investigates the potentially moderating role of protection motivation and psychological fear in affecting these associations. To explore these issues, we collected tourist-based survey data using PLS-SEM analysis. Our findings suggest that gamification positively impacts CBE, co-creation, loyalty and WOM. Second, our findings confirm the CBE’s differing effects on co-creation, loyalty and WOM. Third, results revealed the gamification’s indirect effect on co-creation, loyalty and WOM, as mediated through CBE. Further, findings verify a reciprocal relationship between loyalty and CBE, which has not been reported in existing studies. Finally, our analyses revealed a significant-positive moderating role of protection motivation and significant-negative moderating effect of psychological fear in proposed associations. This study offers key theoretical and practical implications to marketing literature with valuable suggestions for destination brand managers during pandemic.
{"title":"Does gamification effect customer brand engagement and co-creation during pandemic? A moderated-mediation analysis","authors":"R. Rather, S. H. Parrey, Rafia Gulzar, S. Rehman","doi":"10.1080/21639159.2022.2083000","DOIUrl":"https://doi.org/10.1080/21639159.2022.2083000","url":null,"abstract":"ABSTRACT While insight into gamification, customer brand engagement (CBE), and co-creation is rapidly increasing, little remains known about the relationship of these, and related concepts, as thus investigated in this study. Rooted in service-dominant logic and protection motivation theory-informed perspectives, this study develops and tests a model which investigates the effects of destination brand-based gamification on CBE, co-creation, loyalty and positive word-of-mouth (WOM) during pandemic. This study also investigates the potentially moderating role of protection motivation and psychological fear in affecting these associations. To explore these issues, we collected tourist-based survey data using PLS-SEM analysis. Our findings suggest that gamification positively impacts CBE, co-creation, loyalty and WOM. Second, our findings confirm the CBE’s differing effects on co-creation, loyalty and WOM. Third, results revealed the gamification’s indirect effect on co-creation, loyalty and WOM, as mediated through CBE. Further, findings verify a reciprocal relationship between loyalty and CBE, which has not been reported in existing studies. Finally, our analyses revealed a significant-positive moderating role of protection motivation and significant-negative moderating effect of psychological fear in proposed associations. This study offers key theoretical and practical implications to marketing literature with valuable suggestions for destination brand managers during pandemic.","PeriodicalId":45711,"journal":{"name":"Journal of Global Scholars of Marketing Science","volume":"33 1","pages":"285 - 311"},"PeriodicalIF":1.6,"publicationDate":"2022-07-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42012366","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 : 2022-07-21DOI: 10.1080/21639159.2022.2033131
V. C. Duong, B. Sung, Matthew Barber, Emma Regolini, Min Teah
ABSTRACT The current study aims to use immersive technologies to examine how: (1) store design, (2) sensory pleasantness, and (3) store’s perceived luxury influence brand and product evaluation for an FMCG food brand. A total of 668 participants were immersed in a 180-degree, dome-shaped virtual reality display that simulated an FMCG flagship store. A self-reported survey was administered after the exposure to the stimulus to measure store design pleasantness, sensory pleasantness, store’s perceived luxury, product evaluation, brand evaluation, and purchase intent. The current research demonstrates the positive effects of store design and pleasantness and perceived luxury on consumer evaluations of food products and brands in the context of FMCG flagship stores. The present study indicates that flagship stores could serve as a potential alternative to traditional retail outlets for FMCG food brands. This is important for FMCG brands as they can negate their reliance on traditional retailers and stimulate positive perceptions towards brands and products.
{"title":"Exploring store atmospherics of FMCG brands flagship stores with an immersive 180-degree dome-shaped display","authors":"V. C. Duong, B. Sung, Matthew Barber, Emma Regolini, Min Teah","doi":"10.1080/21639159.2022.2033131","DOIUrl":"https://doi.org/10.1080/21639159.2022.2033131","url":null,"abstract":"ABSTRACT The current study aims to use immersive technologies to examine how: (1) store design, (2) sensory pleasantness, and (3) store’s perceived luxury influence brand and product evaluation for an FMCG food brand. A total of 668 participants were immersed in a 180-degree, dome-shaped virtual reality display that simulated an FMCG flagship store. A self-reported survey was administered after the exposure to the stimulus to measure store design pleasantness, sensory pleasantness, store’s perceived luxury, product evaluation, brand evaluation, and purchase intent. The current research demonstrates the positive effects of store design and pleasantness and perceived luxury on consumer evaluations of food products and brands in the context of FMCG flagship stores. The present study indicates that flagship stores could serve as a potential alternative to traditional retail outlets for FMCG food brands. This is important for FMCG brands as they can negate their reliance on traditional retailers and stimulate positive perceptions towards brands and products.","PeriodicalId":45711,"journal":{"name":"Journal of Global Scholars of Marketing Science","volume":"32 1","pages":"554 - 578"},"PeriodicalIF":1.6,"publicationDate":"2022-07-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47762118","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 : 2022-05-25DOI: 10.1080/21639159.2021.1986098
Leslier Valenzuela-Fernández, Ignacio Munoz Quezada, J. Merigó
ABSTRACT Purpose This research presents a bibliometric analysis of the main advertising trends used as a means of investigation in the business area. This article identifies leading journals and provides a collaborative network researcher for future use in the generation of knowledge. Design/Methodology/Approach This study examines 4,449 publications from the Web of Science Core Collection database for the 1992–2016 period. The authors analyze bibliometric indicators including the number of publications and citations, the citations per paper, five-year period analysis (quinquennial), h-index, citation thresholds and co-occurrence of authors keywords analysis. It develops bibliographical coupling and co-citations analysis by using the visualization of similarities Viewer Software. Findings Results show a growing trend in the number of advertising´s publications. The Journal of Advertising has been the most cited and the Journal of Advertising Research has the largest number of papers. In regards to the h-index, the three most relevant journals in advertising are Journal of Advertising, Journal of Advertising Research, and the International Journal of Advertising. Originality This article is the first one that contributes with a complete overview of the field of advertising research as a mean of investigation, in a 25-year period. Especially from the business scientific research area through bibliometric indicators, journal rankings, content, citations, and bibliographic coupling, co-citations, and keywords analysis.
摘要目的本研究对商业领域的主要广告趋势进行了文献计量分析，作为一种调查手段。本文确定了领先的期刊，并为未来的知识生成提供了一个协作网络研究人员。设计/方法/方法本研究检查了1992-2016年期间Web of Science Core Collection数据库中的4,449篇出版物。论文计量指标包括论文发表数和被引次数、论文被引次数、五年期分析(五年期)、h指数、被引阈值和作者关键词共现分析。利用相似度查看器软件的可视化开发了书目耦合和共引分析。调查结果显示，广告出版物的数量呈增长趋势。《广告杂志》被引用最多，《广告研究杂志》的论文数量最多。在h指数方面，与广告最相关的三种期刊是《广告杂志》、《广告研究杂志》和《国际广告杂志》。这篇文章是第一篇在25年的时间里以调查的方式对广告研究领域进行全面概述的文章。特别是从商业科研领域通过文献计量指标、期刊排名、内容、引文、书目耦合、共被引、关键词等分析。
{"title":"Mapping the most competitive journals in advertising research. A bibliometric analysis in a 25-year period","authors":"Leslier Valenzuela-Fernández, Ignacio Munoz Quezada, J. Merigó","doi":"10.1080/21639159.2021.1986098","DOIUrl":"https://doi.org/10.1080/21639159.2021.1986098","url":null,"abstract":"ABSTRACT Purpose This research presents a bibliometric analysis of the main advertising trends used as a means of investigation in the business area. This article identifies leading journals and provides a collaborative network researcher for future use in the generation of knowledge. Design/Methodology/Approach This study examines 4,449 publications from the Web of Science Core Collection database for the 1992–2016 period. The authors analyze bibliometric indicators including the number of publications and citations, the citations per paper, five-year period analysis (quinquennial), h-index, citation thresholds and co-occurrence of authors keywords analysis. It develops bibliographical coupling and co-citations analysis by using the visualization of similarities Viewer Software. Findings Results show a growing trend in the number of advertising´s publications. The Journal of Advertising has been the most cited and the Journal of Advertising Research has the largest number of papers. In regards to the h-index, the three most relevant journals in advertising are Journal of Advertising, Journal of Advertising Research, and the International Journal of Advertising. Originality This article is the first one that contributes with a complete overview of the field of advertising research as a mean of investigation, in a 25-year period. Especially from the business scientific research area through bibliometric indicators, journal rankings, content, citations, and bibliographic coupling, co-citations, and keywords analysis.","PeriodicalId":45711,"journal":{"name":"Journal of Global Scholars of Marketing Science","volume":"33 1","pages":"349 - 381"},"PeriodicalIF":1.6,"publicationDate":"2022-05-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41656587","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 : 2022-05-13DOI: 10.1080/21639159.2022.2062023
Utkarsh
ABSTRACT Several researchers have recommended utilizing tangible cues in ads to minimize perceived risk; some have favored intangible cues for service differentiation. However, studies remain scarce on the effectiveness of quality cues (tangible vs. intangible cues) in the service type context (experience vs. credence). Furthermore, studies exploring differences in consumer evaluation of quality cues when making a purchase decision under varied temporal distance (e.g. the next day vs. six months later) remain inadequate. The first experiment (n = 124) demonstrates that an experience service ad designed using tangible cues is relatively more effective when the temporal distance is not salient. The second experiment (n = 281) reveals that in a distant temporal situation, an experience service ad employing intangible cues is relatively more effective in generating positive perceptions. Furthermore, no difference was observed in the evaluation of quality cues in credence services under varied temporal distance. The study offers crucial theoretical and managerial implications.
{"title":"Tangible and intangible quality cues in service advertising: A construal level theory perspective","authors":"Utkarsh","doi":"10.1080/21639159.2022.2062023","DOIUrl":"https://doi.org/10.1080/21639159.2022.2062023","url":null,"abstract":"ABSTRACT Several researchers have recommended utilizing tangible cues in ads to minimize perceived risk; some have favored intangible cues for service differentiation. However, studies remain scarce on the effectiveness of quality cues (tangible vs. intangible cues) in the service type context (experience vs. credence). Furthermore, studies exploring differences in consumer evaluation of quality cues when making a purchase decision under varied temporal distance (e.g. the next day vs. six months later) remain inadequate. The first experiment (n = 124) demonstrates that an experience service ad designed using tangible cues is relatively more effective when the temporal distance is not salient. The second experiment (n = 281) reveals that in a distant temporal situation, an experience service ad employing intangible cues is relatively more effective in generating positive perceptions. Furthermore, no difference was observed in the evaluation of quality cues in credence services under varied temporal distance. The study offers crucial theoretical and managerial implications.","PeriodicalId":45711,"journal":{"name":"Journal of Global Scholars of Marketing Science","volume":"33 1","pages":"90 - 106"},"PeriodicalIF":1.6,"publicationDate":"2022-05-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49364267","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 : 2022-05-12DOI: 10.1080/21639159.2022.2062024
K. Tran, Lobel Trong Thuy Tran
ABSTRACT Firms facing a global pandemic need to shift to online supply to satisfy customer demand. This study develops a valid measure of the perceived effectiveness of social media platforms (PESMP) and analyzes its effect on customer satisfaction in predicting continuance intentions under the boundary condition of perceived benefit. Drawing on the uses and gratification theory and a sample of 508 customers, the authors substantiate perceived benefit’s moderating role. At high levels of perceived benefit, PESMP exerts a strong effect on satisfaction that increases continuance intention. Implications to increase strategic effectiveness are also discussed.
{"title":"How perceived effectiveness of social media platform and satisfaction affect continuance intention in a pandemic: The moderating role of perceived benefit","authors":"K. Tran, Lobel Trong Thuy Tran","doi":"10.1080/21639159.2022.2062024","DOIUrl":"https://doi.org/10.1080/21639159.2022.2062024","url":null,"abstract":"ABSTRACT Firms facing a global pandemic need to shift to online supply to satisfy customer demand. This study develops a valid measure of the perceived effectiveness of social media platforms (PESMP) and analyzes its effect on customer satisfaction in predicting continuance intentions under the boundary condition of perceived benefit. Drawing on the uses and gratification theory and a sample of 508 customers, the authors substantiate perceived benefit’s moderating role. At high levels of perceived benefit, PESMP exerts a strong effect on satisfaction that increases continuance intention. Implications to increase strategic effectiveness are also discussed.","PeriodicalId":45711,"journal":{"name":"Journal of Global Scholars of Marketing Science","volume":"32 1","pages":"627 - 644"},"PeriodicalIF":1.6,"publicationDate":"2022-05-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45083287","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 : 2022-05-10DOI: 10.1080/21639159.2022.2052340
L. Matthews, D. Edmondson
ABSTRACT Even though employers constantly solicit new sales professionals at numerous universities, students remain reluctant to pursue this career path. One intervening approach to alter the attitudes of students towards sales careers is to include a speed selling event in the introductory sales class, or perhaps even in the introductory course to overcome misperceptions about sales. One hundred sixty-two professional selling students from a southeastern public university participated in a pre- and post-event survey that assessed their attitudes toward sales careers and grit (courage & resolve to continue). Self-reflection papers from these students were a component of the evaluation. At the same time, eight participating employers completed a post-event survey of the speed selling event. Results indicate improved attitudes towards sales careers and higher levels of grit after the event. Students also frequently commented about increased confidence and job opportunities because of their participation. These results showcase how interventions such as the speed selling event can positively impact students’ attitudes towards sales careers and; therefore, increase the likelihood that they would pursue a career in sales.
{"title":"Influencing students into sales careers through a speed selling event","authors":"L. Matthews, D. Edmondson","doi":"10.1080/21639159.2022.2052340","DOIUrl":"https://doi.org/10.1080/21639159.2022.2052340","url":null,"abstract":"ABSTRACT Even though employers constantly solicit new sales professionals at numerous universities, students remain reluctant to pursue this career path. One intervening approach to alter the attitudes of students towards sales careers is to include a speed selling event in the introductory sales class, or perhaps even in the introductory course to overcome misperceptions about sales. One hundred sixty-two professional selling students from a southeastern public university participated in a pre- and post-event survey that assessed their attitudes toward sales careers and grit (courage & resolve to continue). Self-reflection papers from these students were a component of the evaluation. At the same time, eight participating employers completed a post-event survey of the speed selling event. Results indicate improved attitudes towards sales careers and higher levels of grit after the event. Students also frequently commented about increased confidence and job opportunities because of their participation. These results showcase how interventions such as the speed selling event can positively impact students’ attitudes towards sales careers and; therefore, increase the likelihood that they would pursue a career in sales.","PeriodicalId":45711,"journal":{"name":"Journal of Global Scholars of Marketing Science","volume":"33 1","pages":"231 - 247"},"PeriodicalIF":1.6,"publicationDate":"2022-05-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43188949","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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