bluuebunny/crossref_metadata_2025_split huggingface dataset:
Exploring future competitive advantage through sustainable supply chains
Authors: Markley Melissa J. , Davis Lenita 
Published: November 2007

PurposeThe paper's purpose is to outline the potential competitive advantage firms can create through the creation of a sustainable supply chain, and to describe potential measures for managers to use.Design/methodology/approachArguing that firms can increase their competitive advantage as a result of a stronger triple bottom line, propositions are created from a natural‐resource‐based view of the firm perspective that is supported using accounting theory, management strategy, green logistics and supply chain literatures. Secondary data resources that could be used for testing by managers and academicians are identified.FindingsThe paper finds that, as sources of competitive advantage for firm become scarcer, potential new areas of advantage must be explored.Practical implicationsThis research will serve to help managers in the exploration of these possible outlets.Originality/valueThis paper is the first to explore the impact of a sustainable supply chain on the triple‐bottom line of a firm. Not only does this fill a necessary gap, it also serves to bring together the supply chain, sustainability and triple‐bottom‐line literatures to create a potential advantage for future organizations.
Value‐informed pricing in its organizational context: literature review, conceptual framework, and directions for future research
Authors: Ingenbleek Paul 
Published: November 2007

PurposeIn the face of increased pricing pressure, managerial attention for value‐informed pricing (in which a price is based on the customer's value perception) is on the rise. Although value‐informed pricing in its organizational context received a great deal of attention, the body of literature is fragmented and insights are often not cumulative. It is the aim of this article to review and integrate the empirical literature on pricing practices in order to pave the road for future research.Design/methodology/approachEmpirical studies on pricing practices are collected and reviewed. Building on the resource‐based view of the firm, the findings from these studies are summarized in an integrative framework that includes testable research propositions.FindingsValue‐informed pricing is the result of the deployment of informational resources such as market research, relationships and internal knowledge on customers. Firms should not only develop these information sources, but also secure the process by which they are deployed. The latter is among others influenced by the competitive context and organizational information processing that may evolve into a routine.Originality/valueThe article integrates the insights from a stream of research that thus far has been highly fragmented. It generates insights that may help firms to establish a value‐informed pricing process and it may help to develop a more mature body of research on value‐informed pricing.
An integrated model of price, satisfaction and loyalty: an empirical analysis in the service sector
Authors: Martín‐Consuegra David , Molina Arturo , Esteban Águeda 
Published: November 2007

PurposeThe purpose of this paper is to investigate the effects of customer satisfaction both directly and indirectly (through loyalty) on price acceptance. In addition, price fairness is considered as an antecedent of customer satisfaction and loyalty.Design/methodology/approachBased on a theoretical discussion regarding the relationship among price fairness, customer satisfaction, loyalty, and price acceptance, empirical research was conducted to test the proposed relationships. Multiple‐item indicators from previous studies were employed to measure the constructs.FindingsThe results from the study provide empirical support, suggesting that perceived price fairness influences customer satisfaction and loyalty. The analysis also suggests that customer satisfaction and loyalty are two important antecedents of price acceptance.Research limitations/implicationsThe study ponders the relationship between customer satisfaction and loyalty and price acceptance, while other factors that have an influence on price acceptance are not considered.Practical implicationsThe research results suggest that perceived price fairness in service industries can be viewed as a threshold factor in order to maintain satisfied and loyal customers. Additionally, managers should consider that price acceptance depends on the level of satisfaction and loyalty.Originality/valueThe present study provides useful information on the relationship among price fairness, customer satisfaction, loyalty, and price acceptance in service industries.
The effectiveness of “scratch and save” promotions: the moderating roles of price consciousness and expected savings
Authors: Choi Sungchul , Kim Moontae 
Published: November 2007

PurposeThe main purpose of this paper is to examine consumer perceptions of “scratch and save” (SAS) promotions, which are popular store‐level promotional tools. This paper particularly focuses on investigating the moderating effects of consumers' price consciousness and savings expectations.Design/methodology/approachTwo laboratory experimental studies were employed to examine consumer responses to SAS promotions.FindingsThe results of two experiments show that SAS promotions positively affect consumer perceptions of offer value and store prices, and consumers' intentions to shop and spread positive word‐of‐mouth. In particular, the effects of SAS promotions are moderated by consumer price consciousness and expected savings. Furthermore, the first study shows that the level of claimed savings of SAS promotions does not favorably affect consumer reactions. The second study also shows that consumers' discounting of expected savings increases as the level of claimed savings of SAS promotions increases.Research limitations/implicationsAlthough SAS promotions are widely used by various types of retailers, there really is little known as to how consumers respond to SAS promotions. By providing evidence of the effectiveness of SAS promotions, this paper enables pricing researchers to extend issues related to such promotional tools.Practical implicationsFor retailers, the most distinctive finding of this paper is that the level of claimed savings may not significantly affect consumer perceptions and shopping intentions, although an SAS promotion would be an effective promotional tool.Originality/valueAs a preliminary effort to examine the effects of SAS promotions, this paper offers a discussion of the future research opportunities.
Will you care when you pay more? The negative side of targeted promotions
Authors: Tsai Dungchun , Lee Hsiao‐Ching 
Published: November 2007

PurposeThe purpose of the paper is to examine perceptions of unfairness and accompanying cognitive and emotional outcomes exhibited by present versus prospective customers when faced with targeted promotions. The targeted promotions were designed to be alternatively advantageous or disadvantageous to the targeted group.Design/methodology/approachAn experiment was conducted with a two (customers categories: present /prospective customer) × two (inequality conditions: advantaged/disadvantaged condition) between‐subject design. A total of 104 valid questionnaires were completed with a minimum of 24 participants per cell.FindingsPresent customers perceive higher unfairness than prospective customers when faced with disadvantaged conditions. However, perceived unfairness was not significantly different when faced with advantaged conditions. Further, perceived unfairness cognitively and affectively influences purchase intentions through perceived value and negative emotions.Practical implicationsAlthough prospective customers are price‐sensitive, targeted promotions should favor present customers instead of prospective customers to lower the perceived price unfairness of present customers. In addition, when relatively low prices are necessary to attract prospective customers, firms should create a type of “segmentation fence”, where present customers are exposed as little as possible to special offers designed to attract prospective customers.Originality/valueThis research contributes to three streams of literature. The first is related to perceived reference price unfairness, focusing on self/other comparisons (present versus prospective customers) rather than self/self comparisons. The second contribution is related to the outcomes of perceived price unfairness. The mediating effect of perceived value (i.e. cognitive outcomes) and negative emotions (i.e. affective outcomes) between perceived price unfairness and purchase intentions is examined concurrently. The third contribution is that this research raises echoes with the perspective of customer relationship management.
The effects of digit‐direction on eye movement bias and price‐rounding behavior
Authors: Coulter Keith S. 
Published: November 2007

PurposeThis paper aims to suggest that individuals are either consciously or non‐consciously aware of the left‐right (forward/backward) orientation of numeric digits. The purpose of the studies is to demonstrate that the “directionality” (left‐ or right‐facing nature) of numerals, and the resultant eye movement bias that this directionality creates may affect the degree to which consumers attend to, or focus upon, the various digits in a price. The degree of attention paid to these digits will, in turn, impact consumers' price‐encoding strategies. It is argued that the use of left (right)‐facing digits may increase (decrease) the likelihood that consumers will employ a truncation (i.e. rounding down) price‐encoding strategy.Design/methodology/approachThe paper contains two experiments. In Experiment 1, subjects were exposed to one of four ads containing regular and sale prices. The prices were placed at opposite ends of the Mueller‐Lyer illusion, with the prices substituting for the “extraneous stimuli” (i.e. inward‐ or outward‐facing wings) in the illusion. In Experiment 2, subjects were exposed to one of six ads containing a sale price only.FindingsIn Experiment 1, digit “directionality” was found to cause eye movement bias, which resulted in distorted physical distance perceptions. In Experiment 2, digit directionality was found to impact price‐rounding behavior.Research limitations/implicationsIt is suggested that perceived digit‐directionality creates eye movement bias, and that eye movement bias may impact the manner in which price digits are recalled and encoded. Eye movement bias can be inferred from the results of Experiment 1, but it is not directly measured. It is suggested that future research efforts might employ eye‐tracking measures to more directly confirm that this perceptual bias does indeed occur.Practical implicationsThe findings have important implications for the marketing practitioner, because they demonstrate that the use of particular digit combinations can result in a price being perceived as greater or less than its actual value.Originality/valueIn presenting the concept of “digit‐directionality”, the paper offers an entirely new rubric in which to examine matters pertaining to numerical cognition.
Developing individual and group attributes for effective learning in e‐learning communities
Authors: Webster Ray , Sudweeks Fay 
Published: November 2007

PurposeThe purpose of this paper is to explore the dynamics of individual and group factors that facilitate successful collaborative work in e‐learning environments. The aim of the paper is to develop a conceptual framework and a methodology for implementing the framework.Design/methodology/approachA theoretical framework is developed. The framework is an integration of two innovative methodologies (CEDA and RAPAD) which have been implemented in previous research.FindingsThe operationalisation of the integrated methodology enables the development of a learning environment by structured reflection and negotiation on preferred learning related characteristics.Originality/valueThe proposed approach facilitates student learning at the individual and group level. Extending the framework to training procedures locates the research to a broader societal context.
Between a rock and a hard place?
Authors: Smith Alison J. , Collins Lorna A. 
Published: November 2007

PurposeThis case study aims to describe the work of a Business Link in relation to the promotion and implementation of Investors in People (IIP) with small to medium‐sized enterprises (SMEs). Its purpose is to highlight the views of IIP advisors with regard to working with SMEs and the appropriateness of the award.Design/methodology/approachThe case identifies the particular challenges that the advisors face in trying to deliver a consultancy service to SMEs which is valuable to them and which also satisfies the government's requirement for commitment to and recognition of attainment of IIP. The research involved in‐depth interviews with IIP advisors at a Business Link which sought to understand the nature of their work, the methods they use and what they saw as the issues and challenges in meeting customer needs.FindingsThe research confirms previous studies detailing the difficulties in matching IIP requirements with the individual requirements of SMEs. It also highlights the fact that Business Links need to “play the system” in order to reach the government set targets. IIP advisors are caught in the undesirable position of trying to deliver a useful consultancy service (which may not lead to IIP recognition) to the firm and the need to achieve specified commitment and recognition rates.Research limitations/implicationsWhile it is recognised that a single case has its limitations in terms of universal applicability, this example provides an aspect of IIP which has not previously been explored.Practical implicationsThis paper suggests that listening to and consulting with those “at the coalface” could have considerable benefits in both ensuring that assistance for SMEs is appropriate and that funding is targeted appropriately.Originality/valueThe views of those charged with implementing government initiatives are rarely sought, although there has been considerable research undertaken with the firms themselves.
Tacit knowledge, heuristics, consistency and error signals
Authors: Mole Kevin F. 
Published: November 2007

PurposeThis paper aims to consider the methods used by publicly supported business advisers to assess their client businesses. These business advisers are increasingly required to diagnose the problem or opportunities that face their clients before recommending types of business support.Design/methodology/approachThe study reports semi‐structured interviews with 39 business advisers, from accountants to publicly funded Business Link business advisers.FindingsThe study suggests that one of the key to understanding the way in which advisers assess businesses is through congruence, that is does the business reflect the aims and objectives of the management in its operations and processes. Failure to be congruent can deliver error messages to advisers that suggest a problem diagnosis.Practical implicationsBusiness advice is shown to be a process that involves judgemental decision making. In turn, this may enable advisers to focus on solutions to these identified problems.Originality/valueThis paper builds on a significant gap in the extant knowledge on the processes of making diagnosis of business problems in a holistic manner.
The function and character of relationship benefits
Authors: Kelly Stephen 
Published: November 2007

PurposeThis paper aims to critique the foundations of the relationship benefits concept and develop a theoretical model that is tested and validated.Design/methodology/approachA series of exploratory in‐depth interviews were initially conducted and the results considered against extant literature. This was followed by a mail survey of the selected population that resulted in 254 usable responses that represented an effective response rate of 21.4 per cent.FindingsThe findings demonstrate that relationship benefits sought by small firms collaborating with larger partners can be classified as cost, service, image and flexibility benefits and suggest that their transfer can facilitate improved small firm competitiveness by building capabilities and resources. It is concluded that this classification of relationship benefits provides a clearer understanding of how value is transferred to small firms engaged in rich and deep relationships.Originality/valueThe classification presented in this paper provides practitioners with a framework for comparing benefit packages offered by partners. In doing so it also provides small firms with a conceptual model that facilitates the application of relationship benefits to the building of competencies underpinning competitiveness in selected markets.
Determinants of internet adoption by SME agri‐food companies
Authors: Simmons Geoffrey J. , Durkin Mark G. , McGowan Pauric , Armstrong Gillian A. 
Published: November 2007

PurposeAs evidence mounts on the importance of small to medium‐sized enterprises (SMEs) to national and international economies and the opportunities presented to them by the internet, it becomes important to understand the key issues which determine internet adoption and utilisation. With literature on SME internet adoption fragmented and incoherent, there is also a need for conceptual framework development and testing to provide more focused research in this important area. Several researchers have also highlighted a need for research which concentrates more on specific industrial sectors rather than taking a more generalist approach to SME internet adoption. Within this evolving research context, the agri‐food industry makes a particularly relevant area of study, which this paper aims to study.Design/methodology/approachThis paper addresses this purpose by conducting a study of 50 Northern Ireland SME agri‐food companies. The study utilises and tests a conceptual framework derived from the extant literature in relation to the determinants of SME web site adoption and utilisation.FindingsThe findings of this study point to the need for SME agri‐food companies to develop an awareness of the internet's efficacy for their business and a subsequent dynamic strategic approach in adoption and utilisation. However, the lack of marketing ability and negative industry norms prevalent within developed economy agri‐food industries will contribute negatively to internet adoption and utilisation. These will need to be addressed if the internet, and web site adoption and utilisation in particular, are to provide an effective business tool. The research findings support the conceptual framework's usefulness as a research tool. The findings point to the importance of marketing ability and industry norms in relation to their impact on the central determinants of internet adoption by the SME agri‐food companies studied.Originality/valueIn this paper it is contended that a lack of marketing ability and negative industry attitudes towards internet adoption and utilisation will constrain levels of awareness of the efficacy of the internet as a business tool for the individual businesses researched. The findings reveal that this will subsequently contribute to a lack of strategic web site development and subsequent utilisation.
Supporting SME e‐commerce migration through blended e‐learning
Authors: Caskey Kevin , Subirana Brian 
Published: November 2007

PurposeThe purpose of this paper is to use a blended learning environment to introduce principals in small businesses to the benefits of electronic commerce, while avoiding many of the barriers identified in recent research.Design/ methodology/approachThe paper reports results from field tests of the Virtual Product Development Workshop (VPDW) approach to introducing leaders of small businesses to the benefits and practical issues involved in adding e‐commerce capabilities to their firms.FindingsThe paper finds that the benefits to smaller business of e‐commerce are real. Even so, senior staff in smaller firms have been reluctant to invest the time and resources needed to develop e‐commerce activities tailored to their firms' strengths and needs. A training approach blending online preparation and physical participation is found to be more effective than either approach alone. This paper allows senior staff participation in tailored e‐commerce design with a lower time and monetary commitment than other sources of individualized support.Research limitations/implicationsWhile the participants in the field tests represented small business from throughout Europe, there was little participation from outside Europe.Practical implicationsThe approach described provides a route to exposing senior staff in small businesses to opportunities and solutions for e‐commerce implementation. The VPDW approach allows customized advice at a lower cost and using less time than other sources providing firm specific advice.Originality/valueThe paper provides guidelines to running a successful VPDW. Recommendations address the kick‐off, introductions, context and content, participants' experience, and the closing. Actual participant comments from the tests are included.
Perception of success and its effect on small firm performance
Authors: Reijonen Helen , Komppula Raija 
Published: November 2007

PurposeThe purpose of this paper is to provide an insight into small firm entrepreneurs' perceptions of success and how these perceptions affect the performance of a firm. The emphasis is on non‐financial measures of success and their interaction with the financial indicators of a firm's performance.Design/methodology/approachThe paper presents a comparative analysis of two separate studies conducted in the same geographical area in Finland. The studies were concerned with micro‐businesses in the industries of craft and rural tourism.FindingsThe study finds that non‐financial meters of success that are affected by the entrepreneur's motivations and goals influence the financial performance of the small firm. Making a living is important, but going beyond that is not often seen of great concern. Consequently, the entrepreneurs are likely to measure their performance by other criteria and find success, e.g. in job satisfaction and satisfied customers.Research limitations/implicationsIn the data collection process, the used questions and themes were not identical. The main themes of performance, growth and success are, however, comparable.Practical implicationsThe paper provides useful information about small firm entrepreneurs' perceptions and attitudes of success and growth and how these affect the management of the firm.Originality/valueThis paper brings empirical evidence to the studies of factors affecting small firm performance. In addition, it offers useful insight into the non‐financial measures of success.