bluuebunny/crossref_metadata_2025_split huggingface dataset:
Customers' willingness to purchase new store brands
Authors: Zielke Stephan , Dobbelstein Thomas 
Published: April 2007

PurposeThe purpose of this paper is to identify factors influencing customers' willingness to purchase new store brands.Design/methodology/approachThe paper develops a 3×3 design to investigate the impact of price and quality positioning on the willingness to purchase new store brands in five product groups. A total of 990 respondents completed a questionnaire about store brand perception, aspects of purchasing behavior and willingness to buy. Data are analyzed with analysis of variance and partial least squares.FindingsThe paper finds that customers' willingness to buy new store brands differs between different product groups. It is lowest for product groups associated with high social risk. Accordingly, premium store brands are preferred for these categories. The influence of price is small and nonlinear. Furthermore, the attitude towards a specific store brand has a large impact on customers' willingness to purchase, while the attitude toward store brands in general is less important. The drivers influencing customers' attitude towards specific store brands depend on the respective product group.Practical implicationsThe results indicate that price is not the only factor influencing customers' willingness to buy new store brands. Therefore, the results encourage retailers to position store brands also in premium segments, especially for product groups where social acceptance is important.Originality/valueThis paper differs from other papers in the literature in that it analyses factors influencing the success of new store brands. Furthermore, it analyzes many different potential influencing factors, namely product group, price and quality positioning, store brand perceptions, attitudes and aspects of purchasing behavior.
Processing fluency versus novelty effects in deal perceptions
Authors: Kramer Thomas , Min Kim Hyeong 
Published: April 2007

PurposeThe purpose of this study is two‐fold. First, to explore differences in consumers' deal perceptions for coupons framed as potential gains to be obtained versus equivalent losses to be avoided. Second, it seeks to demonstrate the underlying process of the effects of coupon framing on deal perceptions.Design/methodology/approachThe study used controlled experiments to test hypotheses.FindingsThe study found that participants had more favorable deal perceptions and greater usage intentions of coupons that highlight their value as a discount to be obtained versus a loss to be avoided. Importantly, while the two frames differed in perceived novelty, framing effects on deal perceptions were shown to be due to processing fluency enhancing evaluations of gain‐framed coupons. Finally, the results demonstrated that consumers' deal proneness moderated the effect of processing fluency, eliminating the advantage of gain over loss frames for low deal‐prone consumers.Practical implicationsThis research shows that consumer perceptions of deals are not just based on the information about the promotion they receive, but also on how fluently the information can be processed. It also provides evidence that consumers view coupons as potential gains, and that systematic processing is necessary for framing manipulations to be effective, which is true for high deal‐prone consumers. Lastly, it is shown that, in order for framing manipulations to increase deal perceptions, retailers need to motivate consumers to process coupons systematically.Originality/valueThis research provides useful information on consumer perceptions of deals with respect to coupons and information they receive.
Building brand equity and share of heart at Nassau Valley Vineyards
Authors: Pitta Dennis 
Published: April 2007

PurposeThe aim of this paper is to describe an innovative promotional and product development approach that has implications for new product developers in consumer industries.Design/methodology/approachThe case describes an approach to new product development and promotion. The organization's original name has been retained as well as individual managers' names.FindingsThe paper provides information and action approaches to new product developers that may reduce the risk of product failure. The subject company recognizes that third party competitive awards are public relations tools to build sales and product image. Their results offer direct implications for new product development and promotional teams in the wine industry. By extension, the implications may aid traditional companies outside of the wine industry.Research limitations/implicationsAs in all case studies, the specific conditions found in one organization may not be found more generally in others. Readers are cautioned that the conclusions drawn in the case may have limited applicability.Practical implicationsThe case depicts an innovative application of word of mouth generating quality competitions in boosting sales. It also depicts the use of consumer and expert opinions in selecting wines to submit for judging. Other organizations may find the technique of value in their own efforts.Originality/valueThe case is one of the first to describe a successful promotional technique that minimizes the reliance on advertising and concentrates on the product quality characteristics resulting from the product development process.
Universities sell their brands
Authors: Bunzel David L. 
Published: April 2007

PurposeThe paper aims to discuss the current trend of universities to engage in marketing and branding programs. The motivation is often to enhance the university's reputation and to have a positive influence on university ranking. It is unclear whether branding has been successful with little evidence in rankings to support these programs.Design/methodology/approachThe paper reviews some of the branding and image programs at universities. It looks at university rankings to determine if there has been a significant change in any of the schools that would suggest branding might be a factor influencing rankings.FindingsThe paper finds that there is no clear indication that the top brands change ranking significantly from year‐to‐year. Unlike products, a leading university brand may not find significant benefits from a marketing or branding program.Practical implicationsWhile it is inconclusive whether the leading universities can cause significant changes in their rankings through branding programs, lesser known universities may have some opportunities. The rankings often rely on reputation assessment which can be enhanced by marketing, promotion, and branding programs.Originality/valueThe paper provides useful information on universities and the changes in their rankings through marketing, promotion, and branding programs.
Managerial behaviour of small and medium‐sized family businesses: an empirical study
Authors: García Pérez de Lema Domingo , Duréndez Antonio 
Published: April 2007

PurposeThe aim of the present study is to test the main differences between private small/medium‐sized family businesses and non‐family businesses with regard to management variables such as: strategy, strategic planning, manager's training and professionalism and financial techniques implementation.Design/methodology/approachIn this empirical research, we use a sample of 639 small and medium‐sized industrial firms, distributed in 456 family and 183 non‐family firms, with the intention of determining whether family SMEs possess specific structural characteristics distinct from non‐family ones. The data collection technique used was a questionnaire obtained from a postal survey, and addressed to the manager of the company.FindingsResults show that managers of family firms use some management tools such as management accounting systems and cash budgets for the decision making process and also give less importance to strategic planning and personnel training programmes as a competitiveness factor.Research limitations/implicationsThere is a need for additional research because the findings indicate that there are different managerial behaviours between family and non‐family firms, but we need to corroborate and look for the basis of such differences, in order to address what the advantages and disadvantages of family firms are.Practical implicationsThe results lead us to support the need for family firms to focus on “management development”, which should be understood as the general enhancement and growth of management skills through a learning process.Originality/valueThe paper contributes with new empirical evidence about the management function in family businesses. It is also expected that the results of the study help policy makers to make further efforts facilitating the progress of family firms, knowing they are the real engine driving and contributing to welfare of developed economies.
Mature franchise systems use multiple unit franchising to leverage learning economies and sustain systemwide growth
Authors: Weaven Scott , Frazer Lorelle 
Published: April 2007

PurposeThis paper aims to extend current understanding of organisational choice theory through examining to what extent firm‐level factors influence the growth of franchisee‐owned mini‐chains within Australian franchise systems. In particular, this study examines how the age of the system, corporatisation of management processes, plurality of distribution, levels of intra‐firm conflict and franchise system complexity influence multiple unit franchising adoption.Design/methodology/approachA qualitative methodology was adopted to gain a clearer picture of the salient issues influencing multiple unit franchising adoption from the franchisor's perspective.FindingsThe research reveals that mature franchise systems in Australia use sequential methods of multiple unit franchising expansion in order to minimise adverse selection costs and leverage learning economies derived from previous experiences in managing intra‐firm channel relationships.Research limitations/implicationsIndustry‐specific influences and differences in managerial orientations may limit the predictive application of this study to all franchise systems. However, on balance the reflections offered by the participants provide a rich and valuable source of information about the factors influencing their willingness to encourage this growth strategy.Practical implicationsFranchisors need to consider upfront whether they are ready and able to encourage multiple unit ownership within their systems. Less experienced franchisors may need to corporatise operations, minimise channel conflict and introduce administrative support procedures to ensure the recruitment of suitable franchisee candidates who will assist in realising the franchisor's goals, thus promoting a harmonious franchising relationship.Originality/valueWhereas, previous research has investigated motivations for encouraging multiple unit franchising, this paper supplements that literature by examining multiple unit franchising within Australia.
A descriptive study of the marketing practices of Chinese private entrepreneurs
Authors: Vanhonacker Wilfried R. , Zweig David , Fung Chung Siu 
Published: April 2007

PurposeThis study is designed to describe the marketing practices of private entrepreneurs in mainland China.Design/methodology/approachPersonal interviews were conducted with 200 private entrepreneurs in China. A structured survey instrument was used and data were analyzed using SAS tools.FindingsFour key findings: Chinese entrepreneurs focus primarily on reaching an industrial client base among private companies in China; their marketing practices suggest that they prefer tight control over their operations; they use listed prices extensively and salespeople are typically given some flexibility in deviating from those listed prices; the development of sales/distribution networks is enhanced through the use of listed prices but is hurt by the flexibility salespeople have in deviating from those listed prices. Some marketing practices differ by geographic location of the entrepreneurial firm (Beijing, Shanghai, Guangzhou) and by the type of entrepreneur (returnee, local).Research limitations/implicationsIt is imposible to offer a clear reference point for Chinese entrepreneurs; hence, apart from documenting their practices, it is not certain whether these practices are significantly different from others. All data are self‐reported (including financial performance). Sampling frame: although every attempt was made to have a representative sample, there was no way to guarantee this. More comprehensive research to validate the findings is needed.Originality/valueThe major contribution is insights into the marketing practices of Chinese entrepreneurs so far not documented in the literature. Hence, this study gives a descriptive but comprehensive picture of Chinese entrepreneurs as marketers.
Symmetrical versus asymmetrical company‐investor communications via the internet
Authors: Hassink Harold , Bollen Laury , Steggink Michiel 
Published: April 2007

PurposeIn previous studies it remains unclear whether the internet is an effective mechanism for developing a symmetrical and interactive communications process that is initiated by the investor rather than the company. The purpose of this paper is to study the effectiveness of the internet to act as a mechanism to achieve a more interactive communication between companies and investors.Design/methodology/approachA “mystery investor” approach is used to test whether companies reply to e‐mails from investors. Content analysis was used to study the responsiveness, timeliness and relevance of the answers.FindingsThe quality of symmetrical communication (in terms of responsiveness and relevance) appears relatively low. Companies with high‐quality investor relations (IR) web sites do not handle e‐mails more effectively. Therefore, high‐quality asymmetrical communication between company and their investors not automatically associated with a high‐quality symmetrical type of communication.Practical implicationsCompanies that provide e‐mail facilities for investors create the impression that they welcome communications with investors. However, if companies fail to handle incoming e‐mails from investors quickly and correctly, they create feelings of dissatisfaction. As a result e‐mail facilities on web sites are counter‐productive and hamper the creation of good relationships with investors. These results emphasize the need for better internal routing, better instructions and specific training programmes for IR staff.Originality/valueThe paper provides original evidence on the potential of the internet to enhance symmetrical communication between companies and their investors. This paper contributes to a better understanding of the way the internet can be used by IR departments to enhance the communications with investors.
How do public relations practitioners perceive investor relations? An exploratory study
Authors: Hong Youngshin , Ki Eyun‐Jung 
Published: April 2007

PurposeThe purpose of this paper is to investigate how public relations practitioners perceive investor relations itself and what the potential is in terms of public relations with empirical results.Design/methodology/approachA web‐based survey was conducted by using systematic random sampling with a probability sample of 5,000 public relations practitioners drawn from the 2004 Public Relations Society of America (PRSA) Directory. The survey consisted of three sections, investor relations functions at organizations with a multiple‐answer format, perceptions on specific activities of investor relations with a seven‐point Likert scale, and demographic information.FindingsPractitioners conceived that counseling with top management the most important investor relations activity and that earning a reputation for honesty the most significant result the activity can create. Moreover, practitioners considered direct involvement with top management a highly effective investor relations strategy for achieving goals. However, for handling investor relations, practitioners showed contrary attitudes regarding qualifications and undergraduate courses, indicating that public relations qualifications would be more needed for entry‐levels, while basics for finance would be more necessary for undergraduates.Research limitations/implicationsThis research acquired an extraordinarily low response rate, 3.54 percent and targeted the US public relations practitioners only.Originality/valueThis study is the first to directly investigate public relations practitioners' perceptions on investor relations as well as fairly in accordance with the current consensus that investor relations and public relations should be convergent.
Innovation diffusion: a stakeholder and social network view
Authors: Troshani Indrit , Doolin Bill 
Published: April 2007

PurposeThe adoption of XBRL presents new opportunities for considerably enhancing the business information supply chain. However, its diffusion has proved to be very challenging. The purpose of this paper is to draw upon stakeholder and social network theories to evaluate issues surrounding the diffusion of XBRL in Australia.Design/methodology/approachQualitative empirical evidence collected via interviews is used to identify XBRL stakeholders and to assess their salience which is considered to be a key characteristic of stakeholder networks.FindingsIt was found that there is a lack of salience among the current XBRL stakeholders in Australia. While all stakeholders were found to have a legitimate basis for adopting XBRL, most lack power or centrality and none possesses urgency claims for XBRL which collectively are likely to have a significant impact on its diffusion. As a remedy, instrumental measures, such as knowledge building and deployment, subsidy, mobilisation, and innovation directive, by way of which organizational stakeholders can positively affect XBRL diffusion, are critically assessed. The need for normative action is also highlighted.Practical implicationsThis paper contributes to the existing body of knowledge by enhancing understanding of the complex phenomenon of the diffusion of network innovations, such as XBRL. This helps recognize the potential of individual stakeholders to effect innovation diffusion using their salience. Taken together, this information can help in designing proactive adoption and diffusion strategies for network innovations.Originality/valueThere is a paucity of research in the area of the diffusion of network innovations. This work constitutes, therefore, an extension to the existing body of knowledge.
Using biological models to improve innovation systems
Authors: Rice John , Martin Nigel 
Published: April 2007

PurposeA strong and fast‐cycle innovation system has been developed to counter the ongoing threat of computer viruses within computer systems employing vulnerable operating systems. Generally, however, the innovative applications that develop in response to each generation of computer virus can be seen as a reactive, rather than proactive, critical response. The paper seeks to present a critique of the innovation system that has emerged to combat computer viruses by comparing it with its natural system namesake, the human anti‐viral immune system. It is proposed that the relevance of this analogy extends beyond this case to innovation systems more generally.Design/methodology/approachThis paper discusses the biological theory related to the human body's immune system and how immune systems might be mimicked in the development of security systems and anti‐virus software. The paper then outlines the biomimicry framework that can be used for scoping the development and features of the security systems and software, including the population of the framework segments. The implications of biomimetic approaches in the wider innovation management literature are discussed.FindingsSome commercial security products that are undergoing evolutionary development and current research and development activities are used to augment the biomimetic development framework and explicate its use in practice. The paper has implications for the manner in which the objectives of innovation systems are defined. There is implicit criticism of linear models of innovation, that by their nature ignore the recursive and/or adaptive processes evident in natural systems.Originality/valueThis is the first paper, to the best of the authors' knowledge, that discusses the application of natural systems and biomimetics to broaden the scope of innovation process design, and link its findings back to the wider innovation literature.
Creativity and the fallacy of misplaced concreteness in new drug development
Authors: Sundgren Mats , Styhre Alexander 
Published: April 2007

PurposeA dominating view in the literature of organizational creativity is to treat the creativity as anex postfactoconstruct rather than a process that may be subject to systematic and thoughtful managerial practices. Drawing on Alfred North Whitehead's writing, the paper seeks to examine how creativity is conceptualized in the pharmaceutical industry.Design/methodology/approachThis study is based on a series of interviews with managers and scientists in three pharmaceutical companies.FindingsAlthough researchers and managers designate the role of organizational creativity as the most important strategic capability of the firm, there is almost no communication about it. The respondents point out a gap between understanding and action in the innovation process, i.e. what precedes it in new drug development. This gap is clearly illustrated – creativity is what makes the difference for the companies – but hardly anyone talks about it.Practical implicationsFrom a management perspective this paper concludes that organizational creativity in new drug development can become a more actionable concept by capturing images and narratives relevant to the organizational reality.Originality/valueIn contrast to the dominated individualistic centered view of creativity, this paper argues that creativity does not occur at a single point in time but is rather the outcome from a series of interconnected events and undertakings. A process‐based view of creativity can thus escape the misplaced concreteness that the mythology of creativity postulates. Whitehead's process philosophy may form a fruitful foundation from which organizational creativity can be understood and exploited.