bluuebunny/crossref_metadata_2025_split huggingface dataset:
Motives for and consequences of reading internet book reviews
Authors: Kuei Huang Yun , Yang Wen I. 
Published: February 2008

PurposeThis 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/approachFirst, 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.FindingsThis 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 implicationsThe 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/valueSearching 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

PurposeThe 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/approachThe 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.FindingsBased 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/valueThe 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

PurposeThe 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/approachThe paper generalizes a dyadic communications framework in order to describe the process of emotional and social exchanges between leaders and their followers.FindingsThe 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 implicationsSuggestions for the measurement and development of emotional and social skills for leaders and managers are offered.Originality/valueThe 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

PurposeThe 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/approachThis 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.FindingsSouth 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/valueThis 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

PurposeThe 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/approachThis research is based on both pertinent literature and a recent grounded theory case study on the interplay between identity and strategy,FindingsThe 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/valueCorporate 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

PurposePrevious 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/approachThis 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.FindingsIt 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/valueThe 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

PurposeThe 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/approachA vigorous analysis of extant literature and an investigation of insider dynamics within a new friend/old friend perspective.FindingsGift‐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 implicationsA 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/valueProvides 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

PurposeThe 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/approachA 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.FindingsThis 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 implicationsAs 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/valueThis 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

PurposeIn 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/approachThe effects of two loyalty programmes on customer behaviour are studied through marketwide panel data on supermarket purchases.FindingsThe impact of loyalty programme membership on customer purchase behaviour is significant.Research limitations/implicationsAll 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 implicationsRetailers may apply the findings in their attempts to segment their target market, which enables them to allocate their marketing expenditures more effectively.Originality/valueThe 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

PurposeCause‐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/approachIn‐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.FindingsLinked 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/implicationsWhilst 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 implicationsThe 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/valueA 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

PurposeThe 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/approachThe 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).FindingsThe 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/implicationsThe 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 implicationsThe 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/valueThere 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

PurposeThe 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/approachThe hypotheses are tested through a sample survey among 101 channel partners of mobile service providers in a state in India.FindingsThe results indicate the moderating variables act as quasi moderators wherein they both directly and indirectly impact the dependent variable.Research limitations/implicationsLimitations 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/valueThe 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

PurposeThe 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/approachThe paper employs survey research, structural equation modelling and t‐tests.FindingsResults 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/implicationsThe 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 implicationsChoice 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/valueThis 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

PurposeThe 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/approachFollowing 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.FindingsConsumption 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/valueUsing 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.