Pub Date : 2021-12-06DOI: 10.1108/mip-05-2021-0164
R. Ahmed
PurposeThis study investigates the impact of social media marketing activities (SMMA) on shoppers' store love and the impact of store love on store loyalty in grocery retail. Moreover, it explores the mediating and moderating role of store love and social media usage intensity (SMUI).Design/methodology/approachA survey was conducted among grocery shoppers and social media users in Norway. A total of 177 valid responses were collected and analyzed using partial least squares structural equation modeling (PLS-SEM).FindingsThe study discovered that SMMA impacts store love, and store love affects store loyalty. Store love serves as a mediator between SMMA and store loyalty. SMUI positively moderates the relationship between SMMA and store love; however, the relationship between store love and store loyalty is not moderated by SMUI.Research limitations/implicationsDespite having limited generalizability from a cross-sectional study, this study provides literary additions to the body of knowledge in grocery retail and enhances the cognitive appraisal theory (CAT) and the attachment theory (AT).Practical implicationsThe findings of this study will help grocery shoppers, store managers and grocery chain marketers to comprehend the role of SMMA in building emotional attachment with a grocery store and help make better decisions.Originality/valueFor the first time, this study incorporated SMUI as a moderator in the relationship between SMMA, store love and store loyalty in grocery retail. The study also proposes a new explanation for the relationship between SMMA and store loyalty by highlighting the mediating role of store love.
{"title":"Social media marketing, shoppers' store love and loyalty","authors":"R. Ahmed","doi":"10.1108/mip-05-2021-0164","DOIUrl":"https://doi.org/10.1108/mip-05-2021-0164","url":null,"abstract":"PurposeThis study investigates the impact of social media marketing activities (SMMA) on shoppers' store love and the impact of store love on store loyalty in grocery retail. Moreover, it explores the mediating and moderating role of store love and social media usage intensity (SMUI).Design/methodology/approachA survey was conducted among grocery shoppers and social media users in Norway. A total of 177 valid responses were collected and analyzed using partial least squares structural equation modeling (PLS-SEM).FindingsThe study discovered that SMMA impacts store love, and store love affects store loyalty. Store love serves as a mediator between SMMA and store loyalty. SMUI positively moderates the relationship between SMMA and store love; however, the relationship between store love and store loyalty is not moderated by SMUI.Research limitations/implicationsDespite having limited generalizability from a cross-sectional study, this study provides literary additions to the body of knowledge in grocery retail and enhances the cognitive appraisal theory (CAT) and the attachment theory (AT).Practical implicationsThe findings of this study will help grocery shoppers, store managers and grocery chain marketers to comprehend the role of SMMA in building emotional attachment with a grocery store and help make better decisions.Originality/valueFor the first time, this study incorporated SMUI as a moderator in the relationship between SMMA, store love and store loyalty in grocery retail. The study also proposes a new explanation for the relationship between SMMA and store loyalty by highlighting the mediating role of store love.","PeriodicalId":48048,"journal":{"name":"Marketing Intelligence & Planning","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2021-12-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48443820","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-12-02DOI: 10.1108/mip-05-2021-0159
Li Zhou
PurposeThis paper aims to identify the key antecedences contributing consumer similarity perception toward store branded lookalikes (SBLs), testing to what extent each of the antecedences influences the overall similarity perception.Design/methodology/approachTwo empirical studies were conducted. Study 1 was an online experiment to test the relative importance of packaging features on similarity judgment of SBLs. Study 2 examined the impacts of consumer characteristics and store related elements on similarity perception through a Qualtrics web-based questionnaire covering seven product categories.FindingsThis research yields two key findings. First of all, it revealed that all three packaging attributes studied (i.e. size and shape, image and color) exert positive influence on similarity judgment of SBLs, among which color shows the most significant importance, followed by size and shape, and then color. Then, it showed that brand loyalty fully mediated the effect of brand familiarity on consumers' similarity perception, giving that no direct effect was found from brand familiarity to similarity perception but consumers' brand loyalty increased as they become more familiar with the NBs. As consumers become more loyal to the brands, they would perceive the SBLs to be less similar to imitated national brands.Practical implicationsThis research confirmed the significance of proper manipulation of packaging design, either to the SBLs or to the imitated NBs. It also reveals the critical role of gaining high familiarity and strong loyalty for the NB manufacturers. For retailers, the research highlights the need to maintain a better store image in order to take advantage of SBLs to help with marketing competition.Originality/valueThis research contributes new knowledge on the lookalike phenomenon by uncovering the prerequisites that cause similarity perception between two products.
{"title":"Antecedents of similarity perception for store-branded lookalikes","authors":"Li Zhou","doi":"10.1108/mip-05-2021-0159","DOIUrl":"https://doi.org/10.1108/mip-05-2021-0159","url":null,"abstract":"PurposeThis paper aims to identify the key antecedences contributing consumer similarity perception toward store branded lookalikes (SBLs), testing to what extent each of the antecedences influences the overall similarity perception.Design/methodology/approachTwo empirical studies were conducted. Study 1 was an online experiment to test the relative importance of packaging features on similarity judgment of SBLs. Study 2 examined the impacts of consumer characteristics and store related elements on similarity perception through a Qualtrics web-based questionnaire covering seven product categories.FindingsThis research yields two key findings. First of all, it revealed that all three packaging attributes studied (i.e. size and shape, image and color) exert positive influence on similarity judgment of SBLs, among which color shows the most significant importance, followed by size and shape, and then color. Then, it showed that brand loyalty fully mediated the effect of brand familiarity on consumers' similarity perception, giving that no direct effect was found from brand familiarity to similarity perception but consumers' brand loyalty increased as they become more familiar with the NBs. As consumers become more loyal to the brands, they would perceive the SBLs to be less similar to imitated national brands.Practical implicationsThis research confirmed the significance of proper manipulation of packaging design, either to the SBLs or to the imitated NBs. It also reveals the critical role of gaining high familiarity and strong loyalty for the NB manufacturers. For retailers, the research highlights the need to maintain a better store image in order to take advantage of SBLs to help with marketing competition.Originality/valueThis research contributes new knowledge on the lookalike phenomenon by uncovering the prerequisites that cause similarity perception between two products.","PeriodicalId":48048,"journal":{"name":"Marketing Intelligence & Planning","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2021-12-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41744285","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-11-23DOI: 10.1108/mip-10-2020-0460
Piyush Sharma, Ricky Y. K. Chan, Nebojsa S. Davcik, Akiko Ueno
PurposeThis paper explores the moderating effects of four personal cultural orientations or PCOs (independence, interdependence, risk aversion and ambiguity intolerance) on the relationships among counterfeit proneness, subjective norms, ethical judgments, product evaluation and purchase intentions for counterfeit products.Design/methodology/approachA field study with 840 consumers in Hong Kong using a self-administered structured questionnaire is used to test all the hypotheses.FindingConsumers with high (low) scores on interdependence (independence) show stronger positive effects of counterfeit proneness on subjective norms and its effects on the counterfeit evaluation and purchase intentions. In contrast, consumers with high (low) scores on independence (interdependence) show stronger positive effects of counterfeit proneness on ethical judgments and its effects on counterfeit evaluation and purchase intentions. Consumers with higher scores on risk aversion and ambiguity intolerance show negative moderating effects on most of the relationships in the unified conceptual framework.Research limitations/implicationsThe authors collected data in Hong Kong, which is predominantly Chinese in culture. Hence, future research in other parts of the world with more diverse cultural values would help test the validity and generalizability of the results.Practical implicationsThe findings would be useful for managers of genuine brands to learn more about the process that explains deliberate counterfeit purchase behavior.Originality/valueThe authors extend the unified conceptual framework for deliberate counterfeit purchase behavior by incorporating four PCOs to explore cultural differences in the socio-psychological decision-making process underlying this behavior.
{"title":"Cultural differences in deliberate counterfeit purchase behavior","authors":"Piyush Sharma, Ricky Y. K. Chan, Nebojsa S. Davcik, Akiko Ueno","doi":"10.1108/mip-10-2020-0460","DOIUrl":"https://doi.org/10.1108/mip-10-2020-0460","url":null,"abstract":"PurposeThis paper explores the moderating effects of four personal cultural orientations or PCOs (independence, interdependence, risk aversion and ambiguity intolerance) on the relationships among counterfeit proneness, subjective norms, ethical judgments, product evaluation and purchase intentions for counterfeit products.Design/methodology/approachA field study with 840 consumers in Hong Kong using a self-administered structured questionnaire is used to test all the hypotheses.FindingConsumers with high (low) scores on interdependence (independence) show stronger positive effects of counterfeit proneness on subjective norms and its effects on the counterfeit evaluation and purchase intentions. In contrast, consumers with high (low) scores on independence (interdependence) show stronger positive effects of counterfeit proneness on ethical judgments and its effects on counterfeit evaluation and purchase intentions. Consumers with higher scores on risk aversion and ambiguity intolerance show negative moderating effects on most of the relationships in the unified conceptual framework.Research limitations/implicationsThe authors collected data in Hong Kong, which is predominantly Chinese in culture. Hence, future research in other parts of the world with more diverse cultural values would help test the validity and generalizability of the results.Practical implicationsThe findings would be useful for managers of genuine brands to learn more about the process that explains deliberate counterfeit purchase behavior.Originality/valueThe authors extend the unified conceptual framework for deliberate counterfeit purchase behavior by incorporating four PCOs to explore cultural differences in the socio-psychological decision-making process underlying this behavior.","PeriodicalId":48048,"journal":{"name":"Marketing Intelligence & Planning","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2021-11-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45795322","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-11-23DOI: 10.1108/mip-07-2021-0225
Piyush Sharma, Deepak Sardana, N. Gupta, D. Arli
PurposeThis paper aims to explore the role of spiritual leaders as celebrity business founders and brand endorsers by investigating the mediating role of perceived value in the impact of normative community pressure and perceived brand credibility on purchase intention.Design/methodology/approachThe authors collected data from two studies in India, one with urban (N = 307) and another with rural (N = 206) consumers of fast moving consumer goods brands being endorsed by popular celebrity business founders. The authors tested all our hypotheses using partial least squares structural equation modeling (PLS-SEM) approach with SmartPLS software.FindingsPerceived value mediates the positive impact of normative community pressure and perceived brand credibility on purchase intention for the brands endorsed by celebrity business founders, and these mediating effects are stronger for urban (vs rural) consumers.Research limitations/implicationsThe results from Indian consumers may not be generalizable to other emerging markets with diverse cultural and socio-economic conditions.Practical implicationsThis research would help international marketers understand the unique branding and marketing strategies used by local players to learn how to successfully target both urban and rural consumers in the emerging markets.Originality/valueThis paper extends the celebrity endorsement literature by exploring the role of spiritual leaders as celebrity business founders and brand endorsers, a growing trend in the emerging markets with high cultural and religious diversity (e.g. India and Indonesia).
{"title":"Exploring the role of spiritual leaders as celebrity business founders and brand endorsers","authors":"Piyush Sharma, Deepak Sardana, N. Gupta, D. Arli","doi":"10.1108/mip-07-2021-0225","DOIUrl":"https://doi.org/10.1108/mip-07-2021-0225","url":null,"abstract":"PurposeThis paper aims to explore the role of spiritual leaders as celebrity business founders and brand endorsers by investigating the mediating role of perceived value in the impact of normative community pressure and perceived brand credibility on purchase intention.Design/methodology/approachThe authors collected data from two studies in India, one with urban (N = 307) and another with rural (N = 206) consumers of fast moving consumer goods brands being endorsed by popular celebrity business founders. The authors tested all our hypotheses using partial least squares structural equation modeling (PLS-SEM) approach with SmartPLS software.FindingsPerceived value mediates the positive impact of normative community pressure and perceived brand credibility on purchase intention for the brands endorsed by celebrity business founders, and these mediating effects are stronger for urban (vs rural) consumers.Research limitations/implicationsThe results from Indian consumers may not be generalizable to other emerging markets with diverse cultural and socio-economic conditions.Practical implicationsThis research would help international marketers understand the unique branding and marketing strategies used by local players to learn how to successfully target both urban and rural consumers in the emerging markets.Originality/valueThis paper extends the celebrity endorsement literature by exploring the role of spiritual leaders as celebrity business founders and brand endorsers, a growing trend in the emerging markets with high cultural and religious diversity (e.g. India and Indonesia).","PeriodicalId":48048,"journal":{"name":"Marketing Intelligence & Planning","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2021-11-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41732649","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-11-22DOI: 10.1108/mip-04-2021-0128
Purvendu Sharma
PurposeThe present research aims to introduce and understand the promising nature of destination evangelism in the context of social media-based tourism communities (SMTCs). Further, factors that influence evangelism and information-seeking behaviors on SMTCs are examined.Design/methodology/approachA conceptual model is developed that features an interplay of destination distinctiveness, destination evangelism, travel commitment and information-seeking engagement. Data were collected from 215 active users of SMTCs and analyzed using structural equation models.FindingsThe research findings indicate that destination distinctiveness and information-seeking positively lead to destination evangelism. Information-seeking is found to mediate the relationship between (1) destination evangelism and travel commitment and (2) destination evangelism and distinctiveness.Research limitations/implicationsThe research offers meaningful insights into exploring constituents of destination evangelism. The research also understands and highlights the critical role of information-seeking engagement about distinct destinations.Practical implicationsThis research highlights key areas to build, improve and inspire destination evangelism on SMTCs.Originality/valueThis study offers a fresh contribution to tourism literature by investigating destination evangelism and its drivers. This is explained by closely uniting vital research streams of evangelism, tourism and engagement. It further highlights the dual mediating role of information seeking, suggesting that these engagements are critical to evangelizing destinations.
{"title":"Understanding destination evangelism: a social media viewpoint","authors":"Purvendu Sharma","doi":"10.1108/mip-04-2021-0128","DOIUrl":"https://doi.org/10.1108/mip-04-2021-0128","url":null,"abstract":"PurposeThe present research aims to introduce and understand the promising nature of destination evangelism in the context of social media-based tourism communities (SMTCs). Further, factors that influence evangelism and information-seeking behaviors on SMTCs are examined.Design/methodology/approachA conceptual model is developed that features an interplay of destination distinctiveness, destination evangelism, travel commitment and information-seeking engagement. Data were collected from 215 active users of SMTCs and analyzed using structural equation models.FindingsThe research findings indicate that destination distinctiveness and information-seeking positively lead to destination evangelism. Information-seeking is found to mediate the relationship between (1) destination evangelism and travel commitment and (2) destination evangelism and distinctiveness.Research limitations/implicationsThe research offers meaningful insights into exploring constituents of destination evangelism. The research also understands and highlights the critical role of information-seeking engagement about distinct destinations.Practical implicationsThis research highlights key areas to build, improve and inspire destination evangelism on SMTCs.Originality/valueThis study offers a fresh contribution to tourism literature by investigating destination evangelism and its drivers. This is explained by closely uniting vital research streams of evangelism, tourism and engagement. It further highlights the dual mediating role of information seeking, suggesting that these engagements are critical to evangelizing destinations.","PeriodicalId":48048,"journal":{"name":"Marketing Intelligence & Planning","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2021-11-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45565462","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-11-01DOI: 10.1108/mip-03-2021-0076
Fernando de Oliveira Santini, W. Ladeira, D. C. Pinto, M. Herter, A. Mattila, M. G. Perin
PurposeAlthough academics and retail managers share a common belief that crowded stores generate more sales, there is a growing concern about the negative impact of retail crowding on customer relationship management (CRM). This research aims to understand the underlying processes driving the effect, and it explores potential moderators that may mitigate the negative effects on consumer satisfaction.Design/methodology/approachThis research employs a meta-analysis on retail crowding effects and potential moderators.FindingsThe integrative model of retail crowding reveals that social needs, crowd similarity, crowd expectation and uncertainty avoidance mitigate the negative retail crowding effects on satisfaction.Research limitations/implicationsThe authors advance the retailing literature by synthesizing recent studies on retail crowding. The findings also provide a clearer understanding of the mediating role of negative emotions in the relationship between retail crowding and satisfaction.Practical implicationsThis research offers guidance for retail managers on how to mitigate the harmful effects of crowding on customer satisfaction.Originality/valueThis research contributes to the retailing literature and offers guidance for retailers on how to mitigate the harmful effects of crowding on cvustomer satisfaction. Our moderation analyses provide insights into how and when crowding drives consumer satisfaction.
{"title":"Retail crowding: meta-analysis of contextual and cultural moderators","authors":"Fernando de Oliveira Santini, W. Ladeira, D. C. Pinto, M. Herter, A. Mattila, M. G. Perin","doi":"10.1108/mip-03-2021-0076","DOIUrl":"https://doi.org/10.1108/mip-03-2021-0076","url":null,"abstract":"PurposeAlthough academics and retail managers share a common belief that crowded stores generate more sales, there is a growing concern about the negative impact of retail crowding on customer relationship management (CRM). This research aims to understand the underlying processes driving the effect, and it explores potential moderators that may mitigate the negative effects on consumer satisfaction.Design/methodology/approachThis research employs a meta-analysis on retail crowding effects and potential moderators.FindingsThe integrative model of retail crowding reveals that social needs, crowd similarity, crowd expectation and uncertainty avoidance mitigate the negative retail crowding effects on satisfaction.Research limitations/implicationsThe authors advance the retailing literature by synthesizing recent studies on retail crowding. The findings also provide a clearer understanding of the mediating role of negative emotions in the relationship between retail crowding and satisfaction.Practical implicationsThis research offers guidance for retail managers on how to mitigate the harmful effects of crowding on customer satisfaction.Originality/valueThis research contributes to the retailing literature and offers guidance for retailers on how to mitigate the harmful effects of crowding on cvustomer satisfaction. Our moderation analyses provide insights into how and when crowding drives consumer satisfaction.","PeriodicalId":48048,"journal":{"name":"Marketing Intelligence & Planning","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2021-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44210819","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-08-31DOI: 10.1108/mip-05-2021-0143
Kevin Teah, B. Sung, I. Phau
PurposeThe purpose of this study is to examine how perceived corporate social responsibility (CSR) motives may influence situational scepticism towards luxury brands and its effects on brand resonance, resilience to negative information and consumer advocacy of luxury brands. The moderating role of perceived fit towards luxury brand CSR initiatives is also investigated.Design/methodology/approachAn experimental approach on a 2 × 2 matrix was used. Data are collected through a consumer panel.FindingsValues-driven motives were found to lead to lower consumer situational scepticism and egoistic-driven motives would lead to higher levels of consumer situational scepticism. While higher consumer situational scepticism leads to lower brand resonance, there is no significant relationship between scepticism and resilience to negative information and consumer advocacy. The findings also suggest that perceived fit moderates the relationship between consumer situational scepticism to resilience to negative information and consumer situational scepticism to consumer advocacy.Originality/valueThe key originality of the study is that it provides empirical insights into situational scepticism of CSR initiatives and its influence in consumer and management outcomes in luxury brands.
{"title":"CSR motives on situational scepticism towards luxury brands","authors":"Kevin Teah, B. Sung, I. Phau","doi":"10.1108/mip-05-2021-0143","DOIUrl":"https://doi.org/10.1108/mip-05-2021-0143","url":null,"abstract":"PurposeThe purpose of this study is to examine how perceived corporate social responsibility (CSR) motives may influence situational scepticism towards luxury brands and its effects on brand resonance, resilience to negative information and consumer advocacy of luxury brands. The moderating role of perceived fit towards luxury brand CSR initiatives is also investigated.Design/methodology/approachAn experimental approach on a 2 × 2 matrix was used. Data are collected through a consumer panel.FindingsValues-driven motives were found to lead to lower consumer situational scepticism and egoistic-driven motives would lead to higher levels of consumer situational scepticism. While higher consumer situational scepticism leads to lower brand resonance, there is no significant relationship between scepticism and resilience to negative information and consumer advocacy. The findings also suggest that perceived fit moderates the relationship between consumer situational scepticism to resilience to negative information and consumer situational scepticism to consumer advocacy.Originality/valueThe key originality of the study is that it provides empirical insights into situational scepticism of CSR initiatives and its influence in consumer and management outcomes in luxury brands.","PeriodicalId":48048,"journal":{"name":"Marketing Intelligence & Planning","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2021-08-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48161057","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-08-31DOI: 10.1108/mip-03-2021-0100
Nils M. Høgevold, R. Rodríguez, G. Svensson, M. Roberts-Lombard
PurposeThe purpose of the study is to confirm a conceptualised framework regarding organizational and environmental indicators of sales performance on sellers in a business-to-business environment. The study is based on the meta-analyses of sales performance by Churchill et al. (1985) and Verbeke et al. (2011).Design/methodology/approachA research instrument was used to establish whether three categories that were positioned into a framework of six dimensions can be perceived as valid and reliable. These categories related to organization and environmental indicators of sales performance. A wide variety of organization that are representative of different sectors and organizational sizes were included in the study. These industries and sectors are representative of the commercial sector of Norway.FindingsA six-dimensional framework of organizational and environmental indicators was tested with success in the study. The different dimensions encompass a focus on the external environment, market orientation (internal environment), teamwork (internal environment), positive behavioral feedback (supervisory leadership), transformational leadership (supervisory leadership) and positive feedback (supervisory leadership).Originality/valueA foundation is provided to structure the assessment of sales performance in business-to-business settings through the development of a business-to-business framework of organisational and environmental indicators in sales performance. In addition, a foundation for further studies on sales performance is delivered. Therefore, the study secures a practical orientation to organise and structure the process of business-to-business environmental and organisational planning through verified categories of organisational and environmental indicators, divided into six categories.
目的本研究的目的是确认一个概念化的框架，关于企业对企业环境中销售业绩的组织和环境指标。该研究基于Churchill et al.(1985)和Verbeke et al.(2011)对销售业绩的荟萃分析。设计/方法/方法使用一种研究工具来确定定位在六个维度框架中的三个类别是否可以被认为是有效和可靠的。这些类别涉及到组织和环境指标的销售业绩。各种各样的组织，代表不同的部门和组织规模被包括在研究中。这些行业和部门是挪威商业部门的代表。研究成功地测试了组织与环境指标的六维框架。不同的维度包括关注外部环境，市场导向(内部环境)，团队合作(内部环境)，积极的行为反馈(监督领导)，变革型领导(监督领导)和积极反馈(监督领导)。原创性/价值通过制定企业对企业销售业绩的组织和环境指标框架，为企业对企业环境中的销售业绩评估提供了基础。为进一步研究销售绩效奠定了基础。因此，该研究确保了一个实际的方向，通过组织和环境指标的验证类别，分为六个类别，组织和构建企业对企业的环境和组织规划过程。
{"title":"Organisational and environmental indicators of B2B sales performance","authors":"Nils M. Høgevold, R. Rodríguez, G. Svensson, M. Roberts-Lombard","doi":"10.1108/mip-03-2021-0100","DOIUrl":"https://doi.org/10.1108/mip-03-2021-0100","url":null,"abstract":"PurposeThe purpose of the study is to confirm a conceptualised framework regarding organizational and environmental indicators of sales performance on sellers in a business-to-business environment. The study is based on the meta-analyses of sales performance by Churchill et al. (1985) and Verbeke et al. (2011).Design/methodology/approachA research instrument was used to establish whether three categories that were positioned into a framework of six dimensions can be perceived as valid and reliable. These categories related to organization and environmental indicators of sales performance. A wide variety of organization that are representative of different sectors and organizational sizes were included in the study. These industries and sectors are representative of the commercial sector of Norway.FindingsA six-dimensional framework of organizational and environmental indicators was tested with success in the study. The different dimensions encompass a focus on the external environment, market orientation (internal environment), teamwork (internal environment), positive behavioral feedback (supervisory leadership), transformational leadership (supervisory leadership) and positive feedback (supervisory leadership).Originality/valueA foundation is provided to structure the assessment of sales performance in business-to-business settings through the development of a business-to-business framework of organisational and environmental indicators in sales performance. In addition, a foundation for further studies on sales performance is delivered. Therefore, the study secures a practical orientation to organise and structure the process of business-to-business environmental and organisational planning through verified categories of organisational and environmental indicators, divided into six categories.","PeriodicalId":48048,"journal":{"name":"Marketing Intelligence & Planning","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2021-08-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48583325","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-08-26DOI: 10.1108/mip-09-2020-0404
D. Arli, R. Pentecost, Park Thaichon
PurposeDespite the importance of sustainability, some conservative religious groups do not believe and support climate change. There is a continuous debate on the role of religion on people’s attitudes toward the environment. Hence, the purpose of this paper is to (1) explore the impact of consumers’ religious orientation on motivation and commitment toward recycling; (2) examine the impact of economic motivation, commitment and love for nature toward intention to recycle; (3) investigate the mediating effect of motivation, commitment and love for nature on the relationship between consumer religiosity and their intention to recycle; and (4) examine the impact of consumers’ intention toward its subsequent behavior.Design/methodology/approachUsing convenience sampling methods, participants were recruited through an online survey platform (MTurk). The total completed respondents are 827 participants.FindingsThe results show consumers’ religiousness influence their motivation, commitment and love for nature. This study shows that consumers with high intrinsic and extrinsic religiousness are more likely to be motivated by economic motivation. Being religious does not make consumers more environmentally friendly.Research limitations/implicationsThis study did not separate religion and between religious and non-religious consumers. Each religion may perceive environments differently. Future research may investigate each religion separately.Originality/valueThis paper has several contributions: (1) it contributes to the debate on the impact of religiousness on consumers’ attitudes toward sustainable-related behavior such as recycling. Does it matter? (2) the results show the most effective way to increase people’s intention to recycle; and (3) the results of this study will have implications for government, religious institutions on how to increase positive attitude toward the environment especially among religious consumers.
{"title":"Does religion make consumers more environmentally friendly?","authors":"D. Arli, R. Pentecost, Park Thaichon","doi":"10.1108/mip-09-2020-0404","DOIUrl":"https://doi.org/10.1108/mip-09-2020-0404","url":null,"abstract":"PurposeDespite the importance of sustainability, some conservative religious groups do not believe and support climate change. There is a continuous debate on the role of religion on people’s attitudes toward the environment. Hence, the purpose of this paper is to (1) explore the impact of consumers’ religious orientation on motivation and commitment toward recycling; (2) examine the impact of economic motivation, commitment and love for nature toward intention to recycle; (3) investigate the mediating effect of motivation, commitment and love for nature on the relationship between consumer religiosity and their intention to recycle; and (4) examine the impact of consumers’ intention toward its subsequent behavior.Design/methodology/approachUsing convenience sampling methods, participants were recruited through an online survey platform (MTurk). The total completed respondents are 827 participants.FindingsThe results show consumers’ religiousness influence their motivation, commitment and love for nature. This study shows that consumers with high intrinsic and extrinsic religiousness are more likely to be motivated by economic motivation. Being religious does not make consumers more environmentally friendly.Research limitations/implicationsThis study did not separate religion and between religious and non-religious consumers. Each religion may perceive environments differently. Future research may investigate each religion separately.Originality/valueThis paper has several contributions: (1) it contributes to the debate on the impact of religiousness on consumers’ attitudes toward sustainable-related behavior such as recycling. Does it matter? (2) the results show the most effective way to increase people’s intention to recycle; and (3) the results of this study will have implications for government, religious institutions on how to increase positive attitude toward the environment especially among religious consumers.","PeriodicalId":48048,"journal":{"name":"Marketing Intelligence & Planning","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2021-08-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47288590","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-08-25DOI: 10.1108/mip-07-2021-0235
Madugoda Gunaratnege Senali, H. Cripps, Stephanie Meek, M. Ryan
PurposeThe rise of digital transaction technology has been transformative for businesses however consumer attitudes to this technology can vary. The comparison of Australians, Chinese and Sri Lankans’ consumers salient attitudes toward payment methods at the Point-of-Sale (POS) provides businesses with insights into the factors impacting consumers' payment preference.Design/methodology/approachA qualitative methodology was employed for data collection from Australian, Chinese and Sri Lankan participants. A combination of focus groups and individual interviews were carried out with a total of 35 participants.FindingsResults indicate that factors of perceived relative advantage, perceived compatibility, perceived risk, perceived rewards, perceived situations and social influence impact consumers' payment preference at POS across all three countries, however the degree of impact varies in importance across the three countries.Practical implicationsIn the cross-cultural comparison of the consumers' payment preference, this research highlights the complex interplay of factors that shapes these payment preferences. The findings, given the growing digitization of transactions, provides banking and financial institutions with a foundational model that can be used to improve their services and business model.Originality/valuePrevious studies failed to distinguish between payment choice at the time of the transaction and payment preference which is repeated behaviour. This study is the first to compare the consumers' payment preference across Australian, Chinese and Sri Lankan consumers and responds to calls for additional research that generalises consumers' payment preferences across cultures.
{"title":"A comparison of Australians, Chinese and Sri Lankans' payment preference at point-of-sale","authors":"Madugoda Gunaratnege Senali, H. Cripps, Stephanie Meek, M. Ryan","doi":"10.1108/mip-07-2021-0235","DOIUrl":"https://doi.org/10.1108/mip-07-2021-0235","url":null,"abstract":"PurposeThe rise of digital transaction technology has been transformative for businesses however consumer attitudes to this technology can vary. The comparison of Australians, Chinese and Sri Lankans’ consumers salient attitudes toward payment methods at the Point-of-Sale (POS) provides businesses with insights into the factors impacting consumers' payment preference.Design/methodology/approachA qualitative methodology was employed for data collection from Australian, Chinese and Sri Lankan participants. A combination of focus groups and individual interviews were carried out with a total of 35 participants.FindingsResults indicate that factors of perceived relative advantage, perceived compatibility, perceived risk, perceived rewards, perceived situations and social influence impact consumers' payment preference at POS across all three countries, however the degree of impact varies in importance across the three countries.Practical implicationsIn the cross-cultural comparison of the consumers' payment preference, this research highlights the complex interplay of factors that shapes these payment preferences. The findings, given the growing digitization of transactions, provides banking and financial institutions with a foundational model that can be used to improve their services and business model.Originality/valuePrevious studies failed to distinguish between payment choice at the time of the transaction and payment preference which is repeated behaviour. This study is the first to compare the consumers' payment preference across Australian, Chinese and Sri Lankan consumers and responds to calls for additional research that generalises consumers' payment preferences across cultures.","PeriodicalId":48048,"journal":{"name":"Marketing Intelligence & Planning","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2021-08-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42948065","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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