bluuebunny/crossref_metadata_2025 huggingface dataset:
Nature of virtual teams: a summary of their advantages and disadvantages
Authors: Bergiel Blaise J. , Bergiel Erich B. , Balsmeier Phillip W.
Published: February 2008

Purpose

This paper aims to extend knowledge about virtual teams and their advantages and disadvantages in a global business environment.

Design/methodology/approach

Based on a literature review and reported findings from interviews with experts and practitioners in the field, the paper has identified and discussed the advantages and problems associated with creating and managing virtual teams.

Findings

In today's competitive global economy, organizations capable of rapidly creating virtual teams of talented people can respond quickly to changing business environments. Capabilities of this type offer organizations a form of competitive advantage.

Originality/value

By identifying the advantages and problems associated with virtual teams, organizations will be better able to successfully establish and manage such teams.
Private label competition: the perspective of Swedish branded goods manufacturers
Authors: Hultman Magnus , Opoku Robert A. , Salehi‐Sangari Esmail , Oghazi Pejvak , Thong Bui Quang
Published: February 2008

Purpose

This paper aims to gain a better understanding of how Swedish branded goods manufacturers (BGMs) deal with the increased usage of private labels.

Design/methodology/approach

The approach takes the form of answering the three research questions of this study: how private labels are viewed by BGMs on the Swedish market; how Swedish BGMs strategically respond to the increases in private labels; and how the benefits and drawbacks of these strategic responses are perceived by Swedish BGMs. A contrasting multiple case study of four Swedish companies in the fast‐moving consumer goods (FMCG) industry was used.

Findings

The perceived advantages of private labels are connected to their overall control of the market in which they operate, whereas the advantages of BGMs are seen to be linked to product development and superior brand reputation. BGMs respond to private labels by taking them seriously and striving to increase the perceived distance of their brands from private labels in the eyes of the consumers. The overall benefit of these strategies is perceived to be preparedness for increased private label competition, while the drawbacks vary between companies.

Research limitations/implications

In addition to empirical testing based on previous research on private label competition in a new setting, the study also presents suggestions for future research and the implications of the findings for managers.

Practical implications

Findings indicate that BGMs should take the emergence of private labels seriously, while at the same time striving to maintain good business relationships with the retailers.

Originality/value

The study provides insights into the competitive situation between private labels and the manufacturer brands in the Swedish FMCG market.
Random walk, capital market efficiency and predicting stock returns for Hong Kong Exchanges and Clearing Limited
Authors: Jarrett Jeffrey E.
Published: February 2008

Purpose

This paper seeks to study capital market efficiency, because results may infer that there are predictable properties of the time series of prices of traded securities on organized markets in Hong Kong, the third largest exchange in the Pacific‐Basin of Asia.

Design/methodology/approach

The weak form of the efficient markets hypothesis is examined to indicate its usefulness in terms of the results of this study. Do the data indicate that the times series of closing prices is a random walk or are their predictable properties?

Findings

It will be noted from the results that the model identifies predictive short‐term properties that exist in the data of returns of Hong Kong Exchanges for the period studied.

Research/limitations/implications

Conclusions are limited to those firms studied and the time period covered.

Originality/value

For the securities exchanges in Hong Kong, evidence indicates that the weak form of the efficient markets hypothesis does not characterize the trading market.
Self‐directed social learning: the role of individual differences
Authors: Tams Svenja
Published: February 2008

Purpose

This study aims to examine the influence of individual differences on self‐directed social learning and self‐efficacy. Inter‐dependent self‐construal, agreeableness, and extraversion were expected to predict five ways of self‐directed social learning: relating, benchmarking, modeling, identifying, and distancing.

Design/methodology/approach

The sample consisted of 356 responses from professionals to a questionnaire survey. Using step‐wise regression analyses, the effect of individual differences on social learning and self‐efficacy, as well as the mediation of the latter relationship by the five ways of social learning, were examined.

Findings

Inter‐dependent self‐construal predicted social learning and self‐efficacy. Its negative effect on self‐efficacy was mediated by relating. Agreeableness and extraversion predicted high self‐efficacy. Extraversion predicted modeling, identifying and distancing. Surprisingly, women appeared more likely to engage in social learning.

Research limitations/implications

The cross‐sectional design does not permit conclusions about causality and results may be biased by the exclusive use of self‐report measures.

Practical implications

Understanding how individual differences influence self‐directed social learning and self‐efficacy assists managers and organizations in providing more personalized coaching. Since the link between an inter‐dependent self‐construal, social learning, and low self‐efficacy is more likely among minorities from collectivist cultures, they may be less inclined to pursue opportunities for professional growth. They may be systematically disadvantaged in organizations that value assertiveness over attention to one's social environment. In contrast, individuals whose self‐efficacy judgments are grounded in extraverted or agreeable dispositions may ignore feedback and social referents that indicate a need for adaptation.

Originality/value

This article indicates that individual differences predict self‐directed social learning and self‐efficacy.
The networked firm: a framework for RBV
Authors: Wills‐Johnson Nick
Published: February 2008

Purpose

This paper aims to examine a potential approach to introduce a topology to the resource‐based view (RBV) of the firm to address the issue of the formation of intangible assets and predictions of the growth of the firm by RBV, both issues that have been identified in the literature as shortcomings of the RBV approach.

Design/methodology/approach

The paper is a conceptual paper. It provides a brief review of and introduces concepts from the social networks literature, suggesting ways in which viewing the firm as a connected network of resources might usefully augment RBV theory.

Findings

Viewing the firm as a network is a potentially powerful tool for analysing the notion of intangible assets in the RBV and for providing a theory of the growth of the firm.

Originality/value

The paper provides a useful framework for further work in the RBV field to assist in understanding what makes assets strategic and how firms grow through the accumulation of strategic assets, and highlights possibilities for cross‐fertilisation between the social networks and RBV literature.
Developing and measuring the emotional intelligence of leaders
Authors: Groves Kevin S. , Pat McEnrue Mary , Shen Winny
Published: February 2008

Purpose

The purpose of this study is to empirically test whether it is possible to deliberately develop emotional intelligence (EI) as conceptualized in the Mayer and Salovey model.

Design/methodology/approach

This empirical study utilized a sample of 135 fully‐employed business students in a treatment/control group research design in which treatment group participants underwent an intensive 11‐week EI training program. Additional samples of 270 and 130 fully employed business students were utilized to develop an EI measure appropriate for EI development.

Findings

The results indicate that EI can be deliberately developed; the treatment group demonstrated statistically significant overall EI gains and across each EI dimension, while the control group did not show any significant pre‐/post‐test differences.

Practical implications

In addition to illustrating EI training best practices, a new EI measure is described that is appropriate for leadership development.

Research limitations/implications

Research implications are discussed for the role of EI training in leadership development programs and fertile research directions for EI training.

Originality/value

Emotional intelligence training has emerged into a popular and lucrative field, but empirical evidence on the deliberate development of EI has been substantially more elusive. This study provides an empirical EI training study that overcomes the conceptual and methodological limitations of extant research on the EI development process.
An empirical study of relationship quality in a service setting: a Chinese case
Authors: Xiong Chen Zhen , Shi Yizheng , Dong Da‐Hai
Published: February 2008

Purpose

The paper's aim is to investigate the antecedents and outcomes of the relationship between providers and consumers of a “high‐credence” service, in Hong Kong.

Design/methodology/approach

A model of antecedents and outcomes was constructed. Relationship quality was conceptualized as the degree of trust in and satisfaction with the service provider. Data collected in face‐to‐face interviews with over 200 clients of 12 health‐care clinics questionnaire survey were analyzed by confirmatory factor analysis and structural equation modelling, to test six hypotheses.

Findings

The findings support the hypotheses and show that the service providers' expertise, empathy, likeability, and communication effectiveness significantly influenced relationship quality, leading in turn to the likelihood of re‐patronage and word‐of‐mouth recommendation.

Research limitations/implications

The study suggests ways in which service providers can improve the quality of the customer relationship. Findings can be generalised only with caution, given the focus on health‐care delivery in a Chinese society. Future research could usefully investigate other high‐credence service sectors.

Originality/value

Empirical data have examined the association between four possible antecedents and relationship quality in a real‐world setting, and suggest practical actions for planners of customer relationship strategy in the high‐credence context.
The moderating effect of brand image on public relations perception and customer loyalty
Authors: Hsieh An‐Tien , Li Chung‐Kai
Published: February 2008

Purpose

The purpose of the paper is to investigate the relationship between customer perceptions of public relations (PR) and customer loyalty; to test for the moderating role of brand image in that relationship.

Design/methodology/approach

Data were collected in a survey of customers of the insurance industry in Taiwan, using a questionnaire designed on the basis of focus‐group discussions with 30 consumers. Hierarchical regression analysis of data from 367 respondents was used to test two hypotheses.

Findings

The results show that consumers' perception of an organisation's PR practice is an antecedent of loyalty. The impact of public relations perception (PRP) on customer loyalty is stronger and more significant when the brand image is favourable. If it is unfavourable, the effect of PRP on customer loyalty is negligible.

Research limitations/implications

This study extends previous research by examining the moderating role of brand image. Further research is indicated, to identify the key moderators of the driving force of PR in relation to customer relationship marketing.

Originality/value

This paper proposes an original eight‐item scale for the assessment of customer PRP activity, which can be applied in practice to measure its effectiveness under different brand‐image conditions.
Marketing Intelligence & Planning: past, present and future
Authors: Thomas Michael J. , Crosier Keith , Brennan Ross , Harker Michael
Published: February 2008

Purpose

To reflect on the stewardship of Marketing Intelligence & Planning (MIP) over the past 25 years with special attention to the purpose and mission of the journal.

Design/methodology/approach

A viewpoint contribution from the past, present and future editors of MIP, with considerations of the journal's focus, scope and rationale.

Findings

The requirement for academic research in marketing to be relevant to the practise of marketing is just as great as it was when the journal was founded.

Originality/value

Considered advice for contributing authors – especially those at or near the beginning of their academic careers.
Lessons learned: usability testing a federated search product
Authors: George Carole A.
Published: February 2008

Purpose

Usability testing using think aloud protocols was conducted on the MetaLib interface, a new federated search product soon to be offered by the university libraries. The object of the testing was to find problems users might experience with the MetaLib interface in order to improve site usability.

Design/methodology/approach

Based on responses to a demographic questionnaire, a representative sample of eight volunteers, diverse with respect to affiliation, discipline, gender, language, and computer expertise was selected. Using the MetaLib interface and guided by a moderator, participants completed real‐world tasks while verbalizing their thoughts. Participants also completed a questionnaire and answered three open‐ended items. Transcripts provided the data for the study, which were used to determine problems and difficulties with the interface.

Findings

The usability testing revealed one critical issue, that is, problems with the login. Other issues included problems with primary and secondary navigation, confusing terminology, and inconsistency with the site design and user expectations.

Research limitations/implications

This was a qualitative study and results should not be used to generalize to a larger population, but rather to identify issues with usability.

Practical implications

The issues identified will provide feedback that will be used to address the usability of the software and the design of training, tutorials, and quick guides.

Originality/value

Results of this study will add to the body of information about the usability of a federated search product and can help others to select and/or design a usable product. This study can also be used for the future improvement of the MetaLib product.
User diversity: as demonstrated by deep log analysis
Authors: Nicholas David , Huntington Paul , Jamali Hamid R.
Published: February 2008

Purpose

The purpose of this paper is to demonstrate a novel form of deep log analysis by linking questionnaire data with transactional server log data generated by the same users; and to provide a richer understanding of the information‐seeking behaviour of a strategic community of virtual scholars.

Design/methodology/approach

Usage statistics were obtained from logs for an 18‐month period: 16,865 sessions were covered and 110,029 pages were viewed. Searching behaviour was studied in regard to number of returned hits and number of searches in a session. A questionnaire survey was also conducted to identify ScienceDirect users according to the subject/discipline to which they belonged and attitude towards some scholarly communication issues. The answers of more than 750 ScienceDirect users to the questionnaire were linked to the usage logs of the same users through matching internet protocol (IP) addresses.

Findings

The study reveals large differences between scholars in different subjects in terms of information‐seeking behaviour and their interaction with electronic journal systems.

Practical implications

The findings can be utilised to improve electronic journal systems such as ScienceDirect in order to provide more suitable service for users in different subjects.

Originality/value

The originality of the paper lies in its methodology that links questionnaire attitudinal data to the web log data of the same users at individual level to gain a better understanding of users' behaviour.
A review of the major projects constituting the China Academic Digital Library
Authors: Shen Xiangxing , Zheng Zhong , Han Shuguang , Shen Chong
Published: February 2008

Purpose

This paper aims to provide an overview for the main project details of the China Academic Digital Library (CADL) with focused introduction on China Academic Library and Information System (CALIS), China Academic Digital Library and Information System (CADLIS), China‐America Digital Academic Library (CADAL) and China Academic Humanities and Social Sciences Library (CASHL).

Design/methodology/approach

The paper first gives a literary review on CADL and then analyzes the existed and existing problems of China digital library construction using graphical presentation and tabular comparison.

Findings

After reviewing CADL and the major related projects developed in the last decade, it is shown that the digital library (DL) construction effort in China is divided into three phases: concept introduction phase, technical exploration phase, and application deployment phase. The first phase of CADL gave a solid preparation in terms of concept introduction while the DL soon began to be recognized and accepted as a practical proposal among industries. In the second phase, various potential technologies for DL realization were substantially investigated, tested, and implemented. The related projects cover subjects including DL architecture, information retrieval, information description, digitization, e‐Book, Digital Rights Management, etc. During the last phase, standards, protocols and specifications that help DL to interoperate with one another were widely discussed and deployed.

Originality/value

This paper expatiates on the background, development and future trend of the CADL project for the first time in the literature. It is concluded that researchers and the public from China as well as other countries thus may benefit from both positive and improvable DL construction experiences.
Converting PDF files to XML files
Authors: Zhang Wende
Published: February 2008

Purpose

The purpose of this paper is to develop a system that can convert PDF files to XML files.

Design/methodology/approach

The system works with XML as an information display model and XSLT as an information extraction rule. The process is illustrated by converting a scientific and technological paper in PDF to a valid XML file.

Findings

Because the PDF file adopts the self‐descriptive definition, its content information and the display information exists in different objects; therefore, it is not easy to directly extract information from the PDF source file. The undirected way to solve this problem in the system design was to convert the PDF source file to a relatively easy processing intermediate format, which can then be automatically converted to the target file in accordance with relevant rules.

Originality/value

It is important to be able to easily and conveniently extract information from PDF files and this paper shows how it can be done. The design ideas contained in the paper can also be applied to information extraction from other types of files.
Women and the web
Authors: Riahinia Nosrat , Azimi Ali
Published: February 2008

Purpose

This paper aims to examine the use of the internet among the females of Tarbiat Moalem University (TMU) in Tehran. It further aims to consider their favourite sites, issues and their attitude toward using the internet in Iran.

Design/methodology/approach

The study was implemented through a descriptive survey methodology. A self‐designed questionnaire was distributed and 80 valid samples were collected. The population were all females affiliated to TMU including 21 academic staff, 40 masters and doctoral students and 19 staff members.

Findings

The study found that there is a significant relation between academic females' use of the internet and their social ranking. As social ranking increases the use of the internet grows. The findings also revealed that as users navigate more through the internet they would find more hidden threats and vague content.

Practical implications

Some suggestions provided by this study include providing suitable web pages for females according to their needs and culture; enhancing internet access especially from their homes; providing good information pertaining to internet security and proper use; and seeking to refine Iranian attitudes to international web pages.

Originality/value

The paper provides insight into a group of Iranian academic females' use of the internet. It will help researchers to achieve a closer view to such women's conditions and it is therefore of use to web developers who might design better content related to female interests especially in Iran.
Motives for and consequences of reading internet book reviews
Authors: Kuei Huang Yun , Yang Wen I.
Published: February 2008

Purpose

This paper aims to present an exploratory investigation that was used to understand consumer motives for reading internet book reviews as well as the effects of these reviews on purchasing behavior.

Design/methodology/approach

First, focus group interviews of 45 subjects who regularly read internet book reviews and have purchased online books were conducted. Then, content analysis was used to document the rich and diverse experiences and viewpoints of the interview participants.

Findings

This exploratory study uncovered five main motives behind the reading of internet book reviews by consumers and illustrated the effects of these reviews and opinions on consumers' purchasing and communication behavior.

Practical implications

The results of this study can help online booksellers to understand the role played by consumers' motives for reading internet book reviews in the book‐purchasing process, and the resulting influences on purchases. At the same time, the results can serve as a reference in establishing book review management and marketing strategies.

Originality/value

Searching online word‐of‐mouth reviews has become an important link in consumers' purchasing decision making. The present study investigates consumer thoughts on motives for reading internet book reviews and their effects, and puts forward several management suggestions.
Incentive schemes in the financial services sector
Authors: Foo Min‐Hui , Douglas Gary , Jack Mervyn A.
Published: February 2008

Purpose

The purpose of this paper is to show that new technologies have significantly changed the way that customers interact with their bank. Whilst a trip down to the local branch was mandatory in the past for a customer to do their banking, all that is required now in many situations is simply to send a text message or log on to the internet. However, the idea of exploiting customer competency with new technologies to create new distribution channels has become a double‐edged sword. Although the distance between the bank and its customer is shortened in that direct contact can be established within a matter of seconds with these new technologies, the impact on the customer's perceived relationship with the brand remains an issue of strategic importance that needs to be evaluated. In order to exploit the advantages of technology, a full understanding of the factors and processes involved in the customer‐brand relationship associated with use of self‐service banking channels is necessary.

Design/methodology/approach

The methodology is an empirical study using bank customers as participants, which was conducted to examine the impact of salient relationship norms on customers' perceptions of their relationship with their bank.

Findings

Based on the experiment data, the paper establishes the relevance of the concepts of communal and exchange relationship norms in the study of customer‐brand relationships in a business context.

Originality/value

The implications from the findings provide insights into the importance of relationship theory in explaining customers' perceived relationship with brands, specifically that of their bank.
The emotional and social intelligences of effective leadership
Authors: Riggio Ronald E. , Reichard Rebecca J.
Published: February 2008

Purpose

The purpose of this paper is to describe a framework for conceptualizing the role of emotional and social skills in effective leadership and management and provides preliminary suggestions for research and for the development of leader emotional and social skills.

Design/methodology/approach

The paper generalizes a dyadic communications framework in order to describe the process of emotional and social exchanges between leaders and their followers.

Findings

The paper shows how emotional skills and complementary social skills are essential for effective leadership through a literature review and discussion of ongoing research and a research agenda.

Practical implications

Suggestions for the measurement and development of emotional and social skills for leaders and managers are offered.

Originality/value

The work provides a framework for emotional and social skills in order to illustrate their role in leadership and their relationship to emotional and social intelligences. It outlines a research agenda and advances thinking of the role of developable emotional and social skills for managers.
The significance of cultural norms in the evolution of Korean HRM practices
Authors: Miles Lilian
Published: February 2008

Purpose

The purpose of this paper is to consider recent changes to human resource management practices in South Korean firms (traditionally influenced by Confucian ideology) as they respond to the demands and pressures brought by liberalization and globalization.

Design/methodology/approach

This paper critically analyses a range of recently published (2000‐2006) works on South Korean human resource management practices with a view to predicting future trends in company practices.

Findings

South Korean firms are breaking with tradition and experimenting with western style HRM practices. Changes to traditional practices indicate a move away from Confucian style company management, which may have repercussions for its society.

Originality/value

This paper fulfils an identified information/resources need and contributes to the study of recent changes and developments in corporate governance in South East Asian countries.
Corporate identity/strategy interface: implications for corporate level marketing
Authors: He Hong‐Wei
Published: February 2008

Purpose

The purpose of this paper is to examine the latest development of a crucial sub‐area within the field of corporate identity (CI): the interface between CI and strategy. Moreover, this paper presents the marketing implications of identity/strategy interface.

Design/methodology/approach

This research is based on both pertinent literature and a recent grounded theory case study on the interplay between identity and strategy,

Findings

The findings from literature review suggest that more theoretical and empirical studies are essential to advancing CI/strategy interface, whose progress in turn is critical to the field of corporate identity and corporate level marketing. The case study finds that: CI/strategy dissonance is a key construct to examine CI/strategy interface; and managers utilise a range of defence mechanism to make sense of CI/strategy dissonance.

Originality/value

Corporate identity research has paid generous attention to the potential mismatch between identity‐image, identity‐communication, identity‐culture, but limited attention has been directed to the potential breakdown of the CI/strategy link. The study suggests that companies should pay more attention to the potential negative effect of their market strategies, such as market choices and diversification, on identity and image. On the other hand, the dissonance between identity and strategy could be great opportunities for proactive reputation management and organizational change.
Contribution of immigrant employees to international marketing standardisation strategies selection
Authors: Chung Henry F.L.
Published: February 2008

Purpose

Previous studies on the contribution of immigrant employees (IE) have mainly focused on immigrants from non‐Western industrialised countries. Few studies have explored the contribution of immigrants from the European Union (EU). The purpose of this commentary is to present the outcomes of a recent study on immigrant employees from the EU region.

Design/methodology/approach

This paper examines the experience of 77 New Zealand firms operating in 11 EU markets. Only 10 percent of the firms investigated hired IE to assist or manage their firms' marketing activities in the EU region, suggesting employment of IE is still in its infancy stage. The EU is the largest immigrant source region, which contributes more than 30 percent of total immigrants to New Zealand in 2005. This study uncovers the profile of firms which have, or have not, utilised such a strategy.

Findings

It was found that, at present, the users of IE are larger in size, equipped with higher international business experience, FDI mode users and operate more in the consumer durable and industrial product sectors. Among marketing environmental factors examined, competitive environment accounted for the most variation. The extent of standardisation difference of price and place was the highest.

Originality/value

The findings of this study imply that the choice of IE from the EU region might relate to a firm's size, international business experience, market entry mode selection, product type and host market environment and characteristics (e.g. market size). IE might also have contributed to a firm's choice of pricing and place standardisation strategy. However, these relationships need to be verified by future research.
Cronyism
Authors: Leung T.K.P. , Heung Vincent C.S. , Wong Y.H.
Published: February 2008

Purpose

The purpose of this paper is to determine a model of how a foreign businessman obtains and maintains cronyism from his Chinese counterpart that emphasizes on an insider perspective to convert him from a new friend to an old friend of his Chinese counterpart through aguanxiadaptation mechanism.

Design/methodology/approach

A vigorous analysis of extant literature and an investigation of insider dynamics within a new friend/old friend perspective.

Findings

Gift‐giving is strategic and a foreign businessman must manage its monetary value very cautiously in order to alleviate the “face” and providerenqingso as to generategangingand to obtain cronyism from his Chinese counterpart. In saying that, relativism prevails. A foreign company must establish a zone of ethical tolerance so that its executive knows the limits when practicing gift‐giving. In China, an old friend is a supporter and therefore a foreign business should not openly criticize his Chinese counterpart. Frequent visits to China must be maintained.

Practical implications

A foreign businessman needs to understand theguanxidynamics ofrenqingandgangingand their sequential arrangement in the adaptation mechanism. He should use gift‐giving to offerrenqingso as to establishgangingwith his Chinese counterparts.

Originality/value

Provides a depth analysis of two emotional aspects in theguanxiadaptation mechanism, i.e.renqingandgangingwhich is a definitive device to convert a foreign businessman from a new friend to an old friend of his counterpart in the Chinese market.
Towards an integrated model of low attention advertising effects
Authors: Grimes Anthony
Published: February 2008

Purpose

The purpose of this paper is draw together the different explanations of low attention advertising effects in the related, yet traditionally separate, paradigms of low involvement processing and mere exposure effects. Further to this, the paper aims to integrate these perspectives into a more holistic theoretical framework for researching and explaining low attention advertising effects.

Design/methodology/approach

A critical review of the consumer literature in the related areas of low involvement processing and mere exposure effects is undertaken. This reveals very different explanations of the psychological processes that underpin research within these paradigms, and gives rise to a conceptual problem in the understanding of how advertising creates effects under conditions of low attention.

Findings

This paper argues that these two streams of research should not be seen as competing theories, however, but that collectively they explain the different routes by which advertising creates effects under conditions of low attention. Specifically, the paper proposes an integrated model of advertising effects that identifies two distinct routes to the creation of advertising effects under conditions of low attention. This model is founded on the notion that mere exposure effects are essentially driven by perceptual processes, whilst low involvement processing is almost universally seen to be underpinned by conceptual processes.

Practical implications

As the two routes incorporate different psychological processes, it is argued that such a distinction gives rise to important implications for advertising design and research. These are discussed in detail.

Originality/value

This paper draws together the various strands of research from related, yet traditionally separate, fields of research and provides a framework in which to develop further empirical and theoretical work into low attention advertising effects.
The influence of loyalty programme membership on customer purchase behaviour
Authors: Meyer‐Waarden Lars
Published: February 2008

Purpose

In the retailing sector, consumers typically patronize multiple outlets, which leaves outlets striving to earn a greater portion of consumer expenditures. The purpose of this paper is to improve theoretical and empirical knowledge about the impact of retailing loyalty programmes on customer purchasing behaviour.

Design/methodology/approach

The effects of two loyalty programmes on customer behaviour are studied through marketwide panel data on supermarket purchases.

Findings

The impact of loyalty programme membership on customer purchase behaviour is significant.

Research limitations/implications

All behavioural indicators show that members and non‐members of loyalty programmes demonstrate significantly different purchase behaviours, irrespective of other factors. The purchase intensity of cardholders, in terms of total and average shopping baskets, share of purchases, purchase frequency and inter‐purchase time, is significantly higher than that of non‐members throughout the entire three‐year period and the trading areas. The findings require confirmation in other retailing sectors before they may be considered fully generalisable.

Practical implications

Retailers may apply the findings in their attempts to segment their target market, which enables them to allocate their marketing expenditures more effectively.

Originality/value

The study contributes to more “generalisable” knowledge by investigating marketwide scanner panel data about competitive purchasing, loyalty programmes and store locations.
Linking products to a cause or affinity group
Authors: Mekonnen Aster , Harris Fiona , Laing Angus
Published: February 2008

Purpose

Cause‐related and affinity marketing are based on the assumption that linking a commercial organisation's product with a non‐profit organisation enhances the product's appeal and provides differentiation from rival offers. The purpose of this paper is to examine the efficacy of this premise.

Design/methodology/approach

In‐depth qualitative research was conducted to explore the construction of consumer value in affinity credit cards, followed by large‐scale quantitative research to assess the prevalence of the perceptions and behaviour patterns identified.

Findings

Linked products offer a range of individual and group benefits, both functional and symbolic. However, the value placed on these benefit categories varied according to the type of affinity group.

Research limitations/implications

Whilst encompassing a wide range of affinity categories, all of the affinity credit cards were issued by one financial services organisation. Variation is therefore possible between the benefits offered by other financial services organisations operating affinity schemes.

Practical implications

The findings demonstrate the need to identify the value perceived by different groups of consumers of affinity products and to tailor affinity products to the type of affinity organisation with which they are linked.

Originality/value

A key strength is the research's access to card holders from a wide spectrum of affinity categories. This has proved elusive in prior research. The paper challenges the assumption that linking a product to a non‐profit organisation enhances its appeal and provides a basis for differentiation. The efficacy of this premise depends on the type of cause or affinity group, with the value placed on benefit categories varying accordingly.
Manufacturer's characteristics that determine the choice of producing store brands
Authors: Gómez Mónica , Rubio Benito Natalia
Published: February 2008

Purpose

The purpose of this paper is to study the rationale for the production of store brands and the possible existence of different store brand manufacturer segments according to their competitive position, size, advertising investment, sector concentration and type of product.

Design/methodology/approach

The method to obtain information is a survey developed in Spain and answered by manufacturers of consumer packaged goods. The methods applied are descriptive (Crosstabs and Anova) and multivariate techniques (correspondence analysis, chi‐square automatic interaction detector (CHAID), and cluster).

Findings

The article provides empirical evidence in favour of the rationale for the production of store brands by non‐leading medium to small‐sized firms and against this practice by leading manufacturers. It also shows the existence of different manufacturer segments.

Research limitations/implications

The main disadvantages of this research are based on their exploratory nature and on the method to obtain information (postal survey): self‐selection, small sample size and measuring of the variables (perceptual bias). Additionally, the goodness of fit of the CHAID applications is not very high.

Practical implications

The insights presented here can be used by manufacturers from other countries with a less developed store brands market, such as Eastern European or Latin American. Leading manufacturers or mid‐size manufacturers with high advertising investment can still compete head to head with store brands. The other manufacturers must adapt their strategies to collaborate with retailers in order to produce store brands.

Originality/value

There are no previous studies that empirically assess the rationale for the production of store brands. Moreover, no empirical research has focused on the manufacturers' group identification regarding their decision to produce store brands. This study determines the most significant variables in the identification of manufacturer groups.
Economic satisfaction and relationship commitment in channels
Authors: Sahadev Sunil
Published: February 2008

Purpose

The purpose of this paper is to focus on the linkage between economic satisfaction and relationship commitment in distribution channels. The moderating effects of three variables are considered: the use of behavior based coordination strategy; the perceived level of environmental uncertainty; and the use of collaborative communication strategy.

Design/methodology/approach

The hypotheses are tested through a sample survey among 101 channel partners of mobile service providers in a state in India.

Findings

The results indicate the moderating variables act as quasi moderators wherein they both directly and indirectly impact the dependent variable.

Research limitations/implications

Limitations of the sampling methodology and sample size restricts the scope for generalizing the hypothesis. Further, data were collected from only one side of the dyad.

Originality/value

The paper endorses and attempts to establish the view that channel satisfaction is a multidimensional concept and there are different routes to channel commitment.
Is the marketing concept always necessary?
Authors: Ward Steven , Lewandowska Aleksandra
Published: February 2008

Purpose

The purpose of this paper is to examine which particular marketing strategies will work best in which particular business environments. It also aims to test a series of propositions that the choice of marketing strategy needs to be carefully considered so that it is appropriate for a set of environmental conditions, or business conditions.

Design/methodology/approach

The paper employs survey research, structural equation modelling and t‐tests.

Findings

Results in this study of 217 companies from Australia, Singapore, The Netherlands and China finds general support for the hypotheses that different environmental situations provide the suitable conditions for a customer, competitor or societal orientated strategy. In particular, customer‐oriented strategies are most effective in placid clustered and turbulent environments, while competitor orientated strategies work best in a placid‐clustered environment. Societal marketing based strategies were shown to be most effective in placid random and placid clustered environments. This suggests that firms may use social marketing strategies in a pre‐emptive manner to maintain favourable environmental conditions for the organisation.

Research limitations/implications

The findings are limited somewhat by the size and nature of the sample, although this compares well to other studies in the area of marketing orientation. The research shows the importance of the match of the environment type with the business strategy, as certain strategies are most effective in particular environmental conditions.

Practical implications

Choice of an appropriate business strategy is moderated by the environment. Marketing‐based business strategies are not always the most effective. In turbulent environments, customer‐oriented strategies seem to be most effective. Societal marketing strategies seem to be used to manage and maintain placid environments or business conditions. Competitor‐based strategies are best suited to placid‐clustered environments, business conditions, which are favourable and therefore attract greater competition.

Originality/value

This study also introduces an important measure of the societal orientation of the firm. It provides empirical supports the thesis that marketing strategies need to be tailored for the environment and so adds to the understanding of the interplay between the effectiveness of business strategies in different business conditions. There is not a great deal of research which suggests what type of marketing strategy is best suited to what type of environment. This paper makes an important contribution to this area.
Consumption attitudes and adoption of new consumer products: a contingency approach
Authors: Wang Guangping , Dou Wenyu , Zhou Nan
Published: February 2008

Purpose

The purpose of this paper is to further current understanding of the relationship between consumption attitudes and new product adoption and how the relationship may be contingent upon consumers' other characteristics.

Design/methodology/approach

Following a contingency framework, five consumption attitudes derived from Schwartz's value systems framework were examined, along with demographic variables, for their associations with consumer new product adoption (NPA). Negative binominal regression models were estimated using syndicated data from a large urban Chinese consumer sample to test the main and interactive effect hypotheses.

Findings

Consumption attitudes have significant effects on NPA. Consumers' adoption of market innovations is associated negatively with their attitude toward existing products and positively with independent decision making and preference for high‐tech products. Further, the magnitude of the effects of consumption attitudes depends on consumers' demographic characteristics. The effects are stronger among consumers who are older and have lower income.

Originality/value

Using syndicated data from a large random sample of urban Chinese consumers, this study offers a deeper understanding of the attitudinal and personal antecedents of consumer new product adoption.
Strategic management accounting: how far have we come in 25 years?
Authors: Langfield‐Smith Kim
Published: February 2008

Purpose

The purpose of this paper is to provide a review of the origins of strategic management accounting and to assess the extent of adoption and “success” of strategic management accounting (SMA).

Design/methodology/approach

Empirical papers which have directly researched SMA and prior review papers of the adoption and implementation of SMA or SMA techniques are reviewed. As well as assessing the extent of adoption of SMA and the reasons underlying an apparent low adoption rate, the role of accountants in adopting and implementing SMA is considered. Finally, the success or otherwise of SMA is discussed.

Findings

SMA or SMA techniques have not been adopted widely, nor is the term SMA widely understood or used. However, aspects of SMA have had an impact, influencing the thinking and language of business, and the way in which we undertake various business processes. These issues cut across the wider domain of management, and are not just the province of management accountants.

Research limitations/implications

There is limited value in conducting future surveys of the adoption and implementation of SMA or SMA techniques. Rather, the focus should be on how SMA‐inspired techniques and processes diffuse into general practice within organizations.

Originality/value

Twenty‐five years after the term strategic management accounting was first introduced in the literature, this paper brings together disparate literature and provides a broad assessment of the “state‐of‐the‐art” of strategic management accounting to inform researchers and practitioners.
Enterprise culture and accountancy firms: new masters of the universe
Authors: Sikka Prem
Published: February 2008

Purpose

This paper aims to argue that enterprise culture is producing negative effects. Companies and major accountancy firms are increasingly willing to increase their profits through indulgence in price fixing, tax avoidance/evasion, bribery, corruption, money laundering and practices that show scant regard for social norms and even laws.

Design/methodology/approach

The paper locates business behaviour within the broader dynamics of capitalism to argue that hunger for higher profits at almost any cost is not constrained by rules, laws and even periodic regulatory action.

Findings

The paper uses publicly available evidence to show that accountancy firms are engaged in anti‐social behaviour. Evidence is provided to show that in pursuit of higher profits firms have operated cartels, engaged in tax avoidance/evasion, bribery, corruption and money laundering.

Practical implications

The paper seeks to bring the anti‐social activities of accountancy firms under scrutiny and thus extend possibilities of research in social responsibility, ethics, accountability, claims of professionalism, social disorder and crime.

Originality/value

It is rare for accounting scholars to examine predatory practices of accounting firms. It shows that predatory practices affect a variety of arenas and stakeholders.