bluuebunny/crossref_metadata_2025_split huggingface dataset:
Diversity and intercultural issues in library and information science (LIS) education
Authors: Abdullahi Ismail 
Published: September 2007

PurposeThe purpose of this paper is to suggest to move successfully beyond the fragmented and cursory treatment of diversity that prevails in library and information science (LIS) education should articulate a vision of teaching and learning within the diverse society we have become. That vision must then be used to guide systematically, the inclusion of intercultural issues throughout the LIS education. Presents four salient characteristics that define the culturally responsive LIS educator. Recommends that LIS educators examine critically the curriculum and revise it as needed to make issues of diversity central rather than peripheral.Design/methodology/approachUsing four salient characteristics, the paper discusses the approach LIS educators should use in order to create the interconnectedness of the themes that are made up of knowledge, skills, and disposition. Using this framework as theoretical bases an analysis is then presented for changing nature of LIS education.FindingsIt was found that to prepare future library professionals for a multicultural society, educators in LIS schools must first articulate a vision of teaching and learning in a diverse society. The four salient characteristics identified will serve as the framework for infusing cultural diversity issues in LIS education.Originality/valueThe paper presents, how LIS educators could promote a more equitable and just society through inclusion of diversity issues in the education of future library professionals.
Supervisor's attitude and employee's performance
Authors: Topper Elisa F. 
Published: September 2007

PurposeThe employee‐supervisor's relationship is crucial to a library's success. The purpose of this paper is to explore how supervisors interpret staff traits and behaviours including the “setting up‐to‐fail syndrome.”Design/methodology/approachThe approach is a literature review of the set‐up‐to‐fail syndrome.FindingsSupervisors are not aware that their first impressions of an employee is formed within the first few days of employment. Labeling the employee may be setting the employee up for failure from the start. Supervisors should be aware of this syndrome.Originality/valueThe paper makes library supervisors aware of the set‐up‐to‐fail syndrome and how to alleviate this syndrome in their workplace.
BOBCATSSS 2007
Authors: Matthias Eiriksson Jonas , Manuel Retsloff Jose , Ulletved Jørgensen Marie 
Published: September 2007

PurposeTo provide a flavour of the content of the BOBCATSSS Symposium, held in Prague, Czech Republic in January 2007.Design/methodology/approachAn outline description of the issues, content and participants of this conference.FindingsThis conference covered marketing of information services in terms of marketing the profession, marketing strategies, marketing tools, branding, customer satisfaction, networking, the electronic environment, competitive intelligence, and marketing and LIS education.Originality/valueA brief conference report of value to library and information professionals regarding marketing of information services.
Mistaking demographic segments for people: another source of customer abuse
Authors: Rotfeld Herbert Jack 
Published: September 2007

PurposeThe article's purpose is to note the misuse of the planning tool of segmentation for a priori improper judgments of individual customers when sales staff in stores treat men and women who walk in the door based on their demographic group membership instead of as people.Design/methodology/approachThe article notes that segments are merely statements of what is “more likely” from certain types of group members, and that dealing with individuals requires a different mind set.FindingsThe pragmatic business need is to understand how to attract and retain customers of all types, not just those that might fit a profile. What might be attractive to many young people could at the same time discourage older customers, or even “different” young people. Certain types of potential customers might appear out of place in a particular store, but that does not translate into them being undesirable parts of store traffic.Originality/valueThis article notes an important observation that many store clerks, restaurant servers, or store specialists in atmospherics might ignore, forget or maybe were never told: all people of any type could be high‐spending customers, regardless of the demographic group that is the business' primary target market. At best, people who quickly walk out the door are lost sales. At worst, they could make complaints of racial discrimination.
The effect of framing on willingness to buy private brands
Authors: Gamliel Eyal , Herstein Ram 
Published: September 2007

PurposeThis research seeks to demonstrate the effect of framing on consumers' willingness to buy private brands.Design/methodology/approachUsing an experimental design, 500 participants answered a questionnaire addressed to examine their willingness to buy four private brand products framed either in positive (save) or negative (lose) terms.FindingsConsumers' willingness to buy private brands was higher when the information was presented in negative (loss) framing relative to presenting the very same information in positive (save) framing.Research limitations/implicationsThis research examined the effect of framing on willingness to buy private brands. Future research is needed to examine the effect of framing on actual purchasing behavior and regarding other products retailers wish to promote, other than private brands.Practical implicationsRetailers typically try and promote sales of private brands using messages suggesting that consumers will save money by buying their brand. The results of this study suggest that retailers could improve their marketing of private brands by framing their products negatively in terms of the loss consumers incur when not purchasing private brands.Originality/valueThe paper suggests adopting Levin et al.'s typology that distinguished between various types of framing. The typology explains apparently contradictory results found in the literature. While goal framing more accurately describes the more effective messages discussed in this study, attribute framing would better describe the more effective messages mentioned in other contexts.
Tweens and new media in Denmark and Hong Kong
Authors: Andersen Lars P. , Tufte Birgitte , Rasmussen Jeanette , Chan Kara 
Published: September 2007

PurposeThe purpose of this paper is to present a study that compares ownership and usage of new media among young “tween” consumers in Denmark and Hong Kong. Further, it shows the ways of finding new interesting web sites.Design/methodology/approachIn 2004‐2005 a survey was conducted in Denmark and Hong Kong of 434 fourth, fifth and sixth class students. Questionnaires were distributed in six elementary schools. Hypotheses about new media ownership and usage in the two societies are formulated based on the economic development and individualistic/collective cultural dimensions of the societies.FindingsHousehold ownership of new media, ownership of mobile phone and heavy use of the internet were found to be more prevalent among Danish tweens than among Hong Kong tweens. Danish tweens were more likely to use mobile phones and the internet for interpersonal communication and for enjoyment than Hong Kong tweens. Hong Kong tweens used the internet more for educational purposes than Danish tweens. The results seem to support that adoption and consumption of new media are motivated differently in cultures of individualism and collectivism, and consequently that the tween consumer segment is not as globally homogeneous as it is claimed to be.Research limitations/implicationsThe study was based on a convenience sample, thus it may be problematic to generalize from the findings.Practical implicationsThe study can serve as a guideline for marketing communication targeting tweens. The emphasis on the hedonic use and social function of new media may be suitable for a highly developed, individualistic society. In collective societies, marketers may need to put emphasis on the instrumental values of new media, such as improving academic performance.Originality/valueThis paper offers insights into designing communication strategies for Danish and Hong Kong tweens, particularly when incorporating new media. Findings are compared with existing preconceptions of the tween segment in the marketing literature.
Navigating a hybrid cultural identity: Hispanic teenagers' fashion consumption influences
Authors: Chattalas Michael , Harper Holly 
Published: September 2007

PurposeThe purpose of this paper is to report research which explores the effects of a hybrid cultural identity on the fashion clothing behavior of Hispanic – particularly, later aged – teenage girls. The study examines differences in need for uniqueness and family referent influence among Hispanic and non‐Hispanic teenagers. In addition, the relevant impact of acculturation processes is examined.Design/methodology/approachA survey of 76 Hispanic and 52 non‐Hispanic later aged teenagers was administered in March 2006 to a sample of girls at a Catholic (all girls) high school in a large, ethnically diverse US metropolitan area (New York) with a high Hispanic population.FindingsThe empirical results show a significantly higher need for uniqueness for Hispanic teenagers. Furthermore, Hispanic teenagers exhibited a lower family influence than non‐Hispanics. Finally, high‐acculturated Hispanics exhibited a relatively lower family referent influence than low‐acculturated Hispanics.Research limitations/implicationsFuture cross‐cultural studies should examine the robustness of this finding among various other Hispanic and ethnic (i.e. Chinese‐American) markets in the USA and other nations.Practical implicationsThe advanced model and empirical findings hold important managerial implications for marketers that target teenagers. The higher need for uniqueness observed for Hispanic teenage girls could lead to successful advertising appeals to non‐conformity and independence from both family and non‐Hispanic peers.Originality/valueThe higher need for uniqueness exhibited by the Hispanic teenagers is a novel and counter‐intuitive finding that holds important theoretical and practical implications.
Relations among attractiveness of endorsers, match‐up, and purchase intention in sport marketing in China
Authors: Tingchi Liu Matthew , Huang Yu‐Ying , Minghua Jiang 
Published: September 2007

PurposeThe purpose of this paper is to investigate the relationships between attractiveness of athlete endorsers, match‐up, and consumers' purchase intention embedded in the China context.Design/methodology/approachThe authors used a 3×2×2 between‐subject experimental design. Specifically, in this 12‐scenario study depicting a purchase experience they manipulated endorser attractiveness levels (high/middle/low), endorser‐product match‐up (high/low), and product type (to prevent single product bias).FindingsThe results showed that no matter whether the attractiveness is high, middle, or low, the high endorser‐product match‐up could produce higher purchase intention than the low endorser‐product match‐up could. Moreover, the purchase intention generated by the high‐attractive endorser with low match‐up would be higher than that generated by low‐attractive endorser with high match‐up.Originality/valueThis research demonstrates that endorsers' attractiveness, even compared to match‐up factor, and could affect consumers' purchase intention more significantly in China sport market. Practically speaking, the result suggests the companies which are related to sports should try their best to choose a highly attractive athlete endorser with outstanding performance and good morality in order to increase consumers' purchase intention.
Reconceptualising the strategic role of loyalty schemes
Authors: Rowley Jennifer 
Published: September 2007

PurposeThe purpose of this paper is to report a case study analysis of the major retail loyalty scheme, Tesco Clubcard, with a view to exploring how loyalty schemes can be used to add brand value.Design/methodology/approachThe paper provides a literature review that establishes the limitations of the present research on loyalty schemes and thereby establishes the rationale for this article. The methodology section explains the case study approach adopted and the reasons for focussing on the specific case, Tesco Clubcard. A content analysis of a recent book which “tells the story” of the development of Tesco Clubcard is used to surface and explore a number of key characteristics of the scheme and its development.FindingsKey characteristics of Tesco Clubcard are summarised under the following headings: commitment and championing, being integral to business processes, innovation and evolution, multi‐dimensional reward design, alignment with brand strategy and values, customer contract and value, and customer focus in information systems design and use.Research limitations/implicationsFurther research is needed to explore the complexities associated with designing loyalty schemes that work for different organizations with a range of different types of interactions with their customers.Originality/valueThe article suggests that current research on loyalty schemes is too preoccupied with the relationship between loyalty and loyalty schemes and the design of rewards. Through a case study analysis of the reward scheme of a major UK retailer the article demonstrates the way in which loyalty schemes can be used to enhance and tailor an organisation's offering, and thereby enhance customer value and loyalty.
Being known or being one of many: the need for brand management for business‐to‐business (B2B) companies
Authors: Kotler Philip , Pfoertsch Waldemar 
Published: September 2007

PurposeThis analysis aims to examine the need of business‐to‐business companies for branding and analyzes the options for success by means of the stock performance.Design/methodology/approachThe paper consists of a qualitative and quantitative pilot study and a quantitative main survey.FindingsLong‐term branding strategies, brand performance and firm's business performance are found to be positively correlated with stock increase. Current brand focus and use of guiding principles can lead to improved business performance.Research limitations/implicationsThe study has possible location‐ and industry‐specific limitations.Practical implicationsManagerially, the findings encourage firms to adopt a long‐term branding strategy, focusing not only on brand development.Originality/valueBy systematically examining relationships between branding strategy and performance of the global firms, this study adds knowledge to the field of B2B brand research.
Branding in B2B markets: insights from the service‐dominant logic of marketing
Authors: Ballantyne David , Aitken Robert 
Published: September 2007

PurposeThis paper aims to explore how the service‐dominant (S‐D) logic of marketing proposed by Vargo and Lusch impacts on business‐to‐business branding concepts and practice.Design/methodology/approachVargo and Lusch argue that service interaction comes from goods‐in‐use as well as from interactions between a buyer and a supplier. Their key concepts are examined and the branding literature critically compared.FindingsGoods become service appliances. Buyer judgments about the value‐in‐use of goods extends the time‐logic of marketing. The exchange concept is no longer transaction bound. Service‐ability (the capability to serve) becomes the essence of a firm's value propositions. Service experience becomes paramount in developing and sustaining the life of a brand.Research limitations/implicationsS‐D logic highlights the need for rigour and clarity in the use of the term “brand”. It also opens up for consideration a variety of previously unexplored contact points in the customer service cycle, expanded to include customer assessments of value‐in‐use.Practical implicationsS‐D logic encourages extending brand strategies into a wider variety of communicative interaction modes.Originality/valueSome of the issues raised are not new but currently compete for attention in the shadow of media‐dominant approaches to branding.
Branding implications of partner firm‐focal firm relationships in business‐to‐business service networks
Authors: Morgan Felicia , Deeter‐Schmelz Dawn , Moberg Christopher R. 
Published: September 2007

PurposeBy outsourcing or partnering with two or more firms to perform certain activities targeted toward customers, firms are engaging in service networks. This research begins to examine how customers evaluate firms in a strategic, B2B service network and how their assessment of firms involved in co‐producing after‐sales service affects their evaluations of a focal selling firm. These evaluations include the key relational outcomes of brand image, satisfaction, and behavioral intentions.Design/methodology/approachThe conceptual model examines the effects of partner firm performance on customers' evaluations of a focal selling firm. Key factors such as focal brand strength and the strength of the relationship between the partner firm and the focal selling firm are proposed to influence this relationship.FindingsPost‐sale business services provided directly to the customer are likely to play an important role in building a firm's brand image and equity, whether those services are provided by the firm or its partners.Research limitations/implicationsThe individual firm to individual customer dyad approach that currently dominates the literature does not adequately capture the complex nature of today's B2B service relationships. This research develops a conceptual model that directly addresses the way customers evaluate service when it is performed by multiple partners.Practical implicationsDiscovering how customers evaluate service experiences in which multiple firms co‐produce the service within a B2B service network can provide firms with the guidance needed to improve the performance of the entire network and the overall service experience of network customers.Originality/valueThis paper presents new theoretical developments in the area of business‐to‐business service networks. This research also addresses several gaps in the industrial marketing literature, particularly B2B services and branding.
The importance of brand in the industrial purchase decision: a case study of the UK tractor market
Authors: Walley Keith , Custance Paul , Taylor Sam , Lindgreen Adam , Hingley Martin 
Published: September 2007

PurposeWith brands being an important source of competitive advantage, knowledge of branding is needed to inform their management. After reviewing the literature, the article aims to report the findings of a case study that investigated the role of branding in the industrial purchase of agricultural tractors in the UK. The study's overall conclusion is that branding can play an important role in industrial purchase decisions.Design/methodology/approachVarious attributes, together with levels of these attributes, were identified from the literature and a series of semi‐structured interviews with three farmers and farm contractors. Subsequently, conjoint analysis was employed to reveal how purchasers made their purchase decision. A total of 428 farmers and farm contractors (a 28.7 per cent response rate) ranked 25 cards that had been constructed to profile various hypothetical tractor designs.FindingsFive attributes appeared from the literature review and interviews – brand name, price, dealer proximity, quality of dealer's service, and buyer's experience of the dealer. The conjoint analysis revealed that brand accounts for 38.95 per cent of the purchase decision, ahead of price (25.98 per cent) and service (14.90 per cent). The importance of brand varies according to the tractor brand. Also, the overall utility varies, with John Deere and New Holland brand names appearing as marketing assets and Valtra, Massey Ferguson, and Case IH as marketing liabilities. Among the study's other findings are that UK tractor buyers are brand loyal.Research limitations/implicationsThe study focuses on tractors in the UK, so while it provides an insight into the role of branding in an industrial purchase situation, further research is required in other product categories before the findings can be generalised.Practical implicationsManufacturers and distributors need to maintain a strong image. Also, they may charge higher prices for tractors, using the extra revenue to reinforce their brand image. On‐farm demonstration of new tractors is suggested as an experiential marketing strategy. Special attention should be given to the location of dealers and the service they provide.Originality/valueResearch concerning branding in an industrial purchase context is limited, dated, or contradictory. This article contributes with empirical findings on industrial brand management in an important and relevant context.
Branding the business marketing offer: exploring brand attributes in business markets
Authors: Beverland Michael , Napoli Julie , Yakimova Raisa 
Published: September 2007

PurposeThe paper seeks to provide a framework identifying key attributes that business marketers can use to build a strong brand identity.Design/methodology/approachThe article is theoretical with case examples.FindingsDrawing upon the business marketing offer, five potential strategies for building brands in business markets are outlined.Practical implicationsThe paper identifies a contingent approach to brand identity in business markets.Originality/valueThis is the first paper to identify a relationship between positioning, the buying process and brand identity in business markets.
Sources of brand benefits in manufacturer‐reseller B2B relationships
Authors: Glynn Mark S. , Motion Judy , Brodie Roderick J. 
Published: September 2007

PurposeThe aim of the paper is to develop a conceptual framework that explores the sources of manufacturer brand benefits for resellers.Design/methodology/approachThe paper reports a qualitative investigation where packaged goods resellers were interviewed about the benefits of manufacturer brands for their businesses. The qualitative data is analysed to develop several research propositions about the role of brands in reseller B2B relationships.FindingsA conceptual framework is developed that shows that manufacturers' brands provide financial, customer and managerial benefits for resellers. These benefits have an impact on reseller relationship outcomes with the manufacturer's brand, which include satisfaction, dependence, cooperation, commitment and trust.Practical implicationsThe conceptual framework provides a model that manufacturers of both major and minor brands can use to understand and manage these brand benefits in order to enhance the relationship outcomes with resellers.Originality/valueThe paper responds to a need for empirical research to understand the role that brands play in channel relationships. It presents a conceptual framework that links manufacturer brand benefits to reseller relationship outcomes. The framework also includes major and minor brands as moderating variables and thus provides a basis for further quantitative research.