Search results

1 – 10 of 25
To view the access options for this content please click here
Article

Jun Kang, Thomas Brashear-Alejandro, Anthony K. Asare and Sixing Chen

This study aims to examine the role of channel strategies in value appropriation and their effects on firm value with the consideration of situational factors.

Abstract

Purpose

This study aims to examine the role of channel strategies in value appropriation and their effects on firm value with the consideration of situational factors.

Design/methodology/approach

An empirical study with secondary data is conducted in the context of public franchised channels. The authors use Entrepreneur Franchise Top 500 (2012) as the sampling frame and merge the data from three sources to create the final data set. A set of models are built to test the hypotheses in a hierarchical manner.

Findings

Value appropriation provides a solid rationale to link marketing channel strategies to firm value. Channel integration is an effective strategy driving intangible firm value. The influence of channel compression on intangible firm value depends on its interaction with other marketing environmental variables.

Research limitations/implications

First, the sample size in this study is relatively small though these samples show high representativeness. Second, the empirical analysis in this study focuses on the franchised channels because of data availability.

Practical implications

Managers should consider the role of value appropriation when developing new channel strategies. A channel strategy deserves firm-level attention and resources because of its relevance to firm value. Managers should examine channel environment carefully and deploy internal resources to augment the potential of value appropriation strategies in channels.

Originality/value

This study is among the first to investigate the value relevance of marketing channel strategies from a value appropriation perspective. It identifies profit appropriation and resource appropriation as two mechanisms of value appropriation in marketing channels and uses these two processes to link channel integration and channel compression strategies with firm value.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

To view the access options for this content please click here
Article

Jun Kang, Anthony K. Asare, Thomas Brashear-Alejandro and Ping Li

This study aims to help resolve some of the inconsistencies of the relationships between franchisor growth and its drivers in prior literature.

Abstract

Purpose

This study aims to help resolve some of the inconsistencies of the relationships between franchisor growth and its drivers in prior literature.

Design/methodology/approach

First, this study provides a meta-analysis with bivariate correlation analysis and moderation analysis. It then offers an additional analysis of secondary data to shed further light on the relationship between franchisor growth and its drivers.

Findings

This study confirms the diverse nature of the relationship between the various measures of growth and drivers. It finds that proportion of outlets franchised and brand reputation have the strongest relationships with geographic dispersion; age and proportion of outlets franchised have the strongest relationships with outlet growth rate; and size has the strongest relationship with the number of new outlets. In addition, these multiple relationships are moderated by all three research characteristics that this study investigates, including data source, time frame and industry context.

Research limitations/implications

This meta-analysis merely offers an examination of the most commonly studied drivers and not a complete review of all potentially important variables. It calls for further research that examines the factors that lead to franchisor growth and performance in general.

Practical implications

Managers of young franchisors do not need to rush to expand their business across a wide range of geographic regions. Young franchisors instead should focus initially on gaining maturity, developing their business concept, building an attractive track record and improving their brand reputation. Beyond a strong brand and well-developed business concept, franchisors can attract potential franchisees by reassuring them and making them feel secure about their investment.

Originality/value

This study includes a bivariate analysis that was used to conduct a meta-analysis and also an empirical analysis of secondary data. By conducting the secondary data analysis, we were able to examine the extent to which the meta-analysis results of this study could be extended beyond the time period for papers included in the meta-analysis.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

To view the access options for this content please click here
Article

Jun Kang, Anthony K. Asare, Thomas Brashear-Alejandro, Elad Granot and Ping Li

This meta-analysis aims to explore the true effect sizes of major channel performance drivers from different theoretical perspectives and how these true effects are…

Abstract

Purpose

This meta-analysis aims to explore the true effect sizes of major channel performance drivers from different theoretical perspectives and how these true effects are organized in a theoretically integrated structural analysis to predict performance.

Design/methodology/approach

First, it offers a quantitative summary on the drivers of channel performance through pairwise correlation analysis. Second, it tests an integrative framework of various performance drivers based on the relational view by using structural equation modeling. Last, it examines the potential moderation on the effects of performance drivers.

Findings

The synthesized effects of various channel performance drivers confirm the effectiveness of underlying theoretical perspectives of channel performance. The relational view is effective to identify immediate interorganizational drivers of channel performance. The contexts and methods of performance assessment have an impact on the appraisal of performance drivers.

Research limitations/implications

The performance drivers included in this meta-analysis are constrained to variables that exist in empirical channels literature and have sufficient primary data for analysis. Moderation tests are constrained by the report of research contexts and methods in original studies. Future research should broaden the theoretical perspectives on channel performance.

Practical implications

First, leveraging key routines and processes embedded in marketing channel relationships is critical to improve channel performance. Second, more targeted effort to manage channels in different markets may improve the efficiency of channel performance enhancement. Last, a comprehensive performance assessment process is necessary to avoid biased estimation of performance drivers.

Originality/value

This meta-analysis provides a systematic review of factors influencing marketing channel performance by synthesizing and correcting the effect sizes of performance drivers from different theoretical perspectives. It further develops and tests an integrative model of four immediate interorganizational drivers of channel performance.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

To view the access options for this content please click here
Article

Anthony K. Asare, Thomas G. Brashear Alejandro, Elad Granot and Vishal Kashyap

The purpose of this paper is to develop an in‐depth understanding of the issues that organizations consider and experience when making the decision to adopt B2B technologies.

Abstract

Purpose

The purpose of this paper is to develop an in‐depth understanding of the issues that organizations consider and experience when making the decision to adopt B2B technologies.

Design/methodology/approach

The paper uses a qualitative approach to collect and analyze data. In‐depth interviews were conducted to help generate new themes, and ideas about B2B technology adoption. After the data were collected, the authors used an elaborate multi‐stage process to code, analyze, and interpret the data generated from the interviews.

Findings

The main theme that emerged out of this study is that an organization's response to requests from its trading partner to adopt B2B technologies is highly influenced by its marketing channel orientation. The study identifies three types of marketing channel orientations that can influence a firm's technology adoption decision and demonstrates how each of these orientations influence a firm's responses and attitudes towards B2B technology adoption.

Originality/value

The study is important to practitioners since it helps them recognize the value of understanding their trading partner's channel strategies and orientations as they develop strategies to get their suppliers to adopt B2B technologies. It also contributes to the academic literature by demonstrating the value of a firm's channel strategy orientation, a very important concept that has been ignored in the channels and B2B technology adoption literature.

Details

Journal of Business & Industrial Marketing, vol. 26 no. 3
Type: Research Article
ISSN: 0885-8624

Keywords

To view the access options for this content please click here
Article

Anthony K. Asare, Thomas G. Brashear, Jing Yang and Jun Kang

The purpose of this paper is to test the market‐based asset framework by examining the role of marketing process improvements in the relationship between a buyer firm's…

Abstract

Purpose

The purpose of this paper is to test the market‐based asset framework by examining the role of marketing process improvements in the relationship between a buyer firm's supplier‐related activities and its performance.

Design/methodology/approach

Interviews with executives who were involved in supplier development were conducted to learn more about supplier development and to help in the development of the survey constructs. A self‐report survey was then developed online to collect data for the study. In total, 338 executives responded and partial least squares (PLS) structural equation modeling was used to test the hypotheses developed in the study.

Findings

Marketing process improvements were found to mediate the relationship between a firm's supplier development efforts and firm performance, thus providing empirical support for the market‐based asset framework. The study also found that a firm's supplier development activities can lead to improvements in its marketing processes.

Originality/value

For too long, a firm's supply chain has been seen as the primary domain of the supply chain and operations department, even though supply chain decisions and errors have a considerable impact on the ability of marketing professionals to perform. The findings in this study demonstrate the value of the relationship between a firm's supply chain and its marketing activities and as such makes the case for marketing executives to be more involved in supply chain activities.

Details

Journal of Business & Industrial Marketing, vol. 28 no. 6
Type: Research Article
ISSN: 0885-8624

Keywords

To view the access options for this content please click here
Article

Anthony K. Asare, Thomas G. Brashear-Alejandro and Jun Kang

The purpose of this article is to develop and propose a comprehensive framework that identifies the factors that influence a company’s decision to adopt business to…

Abstract

Purpose

The purpose of this article is to develop and propose a comprehensive framework that identifies the factors that influence a company’s decision to adopt business to business (B2B) technologies.

Design/methodology/approach

The authors review the literature regarding technology adoption from multiple disciplines including: Supply Chain Management, Logistics, Sociology, Information Systems, Marketing and Economics. A synthesis of the review provides the foundation for developing a comprehensive model of inter-firm technology adoption.

Findings

The review and synthesis finds inconsistencies in the theoretical models and constructs used in previous studies of inter-firm technology adoption. The comprehensive framework presented identifies four major categories of antecedents to technology adoption: characteristics of a technology, organizational factors, external factors and relationships. The presented model focuses attention on the inclusion of relational factors that affect the adoption of B2B technology.

Research limitations/implications

An important area that has been ignored in the inter-firm adoption literature is the impact of inter-firm relationships on technology adoption. This paper emphasizes the importance of inter-firm relationships and identifies power, trust and justice as important relationships that influence the adoption of inter-firm technologies.

Originality/value

The expanded framework identifies the antecedents of B2B technology adoption, which can be used as a guiding framework by both academics and practitioners. The paper also offers directions for future work in the form of propositions.

Details

Journal of Business & Industrial Marketing, vol. 31 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

Content available

Abstract

Details

Journal of Business & Industrial Marketing, vol. 28 no. 6
Type: Research Article
ISSN: 0885-8624

Content available

Abstract

Details

Journal of Business & Industrial Marketing, vol. 28 no. 6
Type: Research Article
ISSN: 0885-8624

To view the access options for this content please click here
Article

Nicholas Oppong Mensah, Ernest Christlieb Amrago, Jeffery Kofi Asare, Anthony Donkor, Frank Osei Tutu and Emmanuella Owusu Ansah

The purpose of this study is to examine the perception and willingness to contribute towards food banking in the Ashanti Region of Ghana.

Abstract

Purpose

The purpose of this study is to examine the perception and willingness to contribute towards food banking in the Ashanti Region of Ghana.

Design/methodology/approach

Structured questionnaire was used to elicit primary data for the study from 385 respondents via the multistage sampling approach. The quantile regression model was used to analyse the factors that influence the willingness to contribute towards food banks across quantiles of contribution. Factor analysis was further used to examine the perception of food banking.

Findings

Gender, education and awareness influence the quantiles of contribution. Gender positively influences contribution at the 0.50 quantile. Education negatively affects contribution at the 0.25 and 0.50 quantiles whereas awareness influences contribution at the 0.75 quantiles. The benefit perception of the user and the social status perception of receiving food from food banks convey a sense of positive knowledge concerning what food banking should entail.

Research limitations/implications

The study provides insights on the determinants affecting the contribution towards food banking across quantiles of contribution. However, it worth noting that, the study uses cross-sectional data which fail to account for the changes over time. A Longitudinal study would therefore be imperative concerning the implementation of food banking.

Practical implications

The perceived positive knowledge of food banking is suggestive that, the Government of Ghana through the Ministry of Food and Agriculture (MOFA) should strengthen measures directed towards the implementation of food banking. Moving forward, non-governmental organisations on the verge of conducting a pilot implementation of food banks should give critical focus to the given area of study as the inhabitants are most likely to be attuned to such a course. Finally, to champion contribution amongst the inhabitants, leaders of food banking initiatives and other stakeholders should work in conjunction with residents that are aware of food banks at the high-income class. This procedure would aid in reducing the chances of low contributions to the implementation of food banking.

Social implications

This paper provides empirical implications for the development of food banks in Ghana. The findings emanating from this study has substantial social implications, because it serves as an instrumental guide to the implementation of food banks by the MOFA, and when implemented would assuage the poor living conditions of individuals that do not meet a three-square meal per day.

Originality/value

In this research, the authors add to the body of knowledge by employing a quantitative approach. Moreover, the authors extend the frontiers of the methodological approach by using the quantile regression model to understand the factors that influence the contribution towards food banking across quantiles of contribution. Furthermore, several studies in the developed world have been geographically limited to UK, USA, Canada and Germany with few studies in Ghana. Besides, there is limited rigorous empirical study of the perception and willingness to contribute towards food banking in Ghana.

Details

International Journal of Social Economics, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0306-8293

Keywords

To view the access options for this content please click here
Article

Richard Bannor, Anthony Kwame Asare and Justice Nyigmah Bawole

The purpose of this paper is to develop an in-depth understanding of the effectiveness, evolution and dynamism of the current health communication media used in Ghana.

Abstract

Purpose

The purpose of this paper is to develop an in-depth understanding of the effectiveness, evolution and dynamism of the current health communication media used in Ghana.

Design/methodology/approach

This paper uses a multi-method approach which utilizes a combination of qualitative and quantitative approaches. In-depth interviews are conducted with health promotion professionals in Ghana and 150 members of the general public were surveyed.

Findings

The paper finds that the general public sees social media as an effective place for health professionals to share health-related messages. They also view health-related messages on social media seriously. Health professionals see social media as an effective tool for sending health-related messages to the public and are concerned about the fact that traditional media are losing their effectiveness as means to share health-related messages.

Research limitations/implications

This study was conducted in Ghana. Future studies should be conducted across multiple countries to examine the conclusions developed in this paper and the possibility of multiple perspectives regarding the use of social media for sending health messages.

Practical implications

The results inform public health officials on developments in health communication and suggest prescriptions on how to adjust to the new media.

Originality/value

Health messaging is an area that has been relatively ignored in the literature and almost no research focusses on the effectiveness of social media and other health messaging technologies, particularly in developing countries. Although the study was conducted in Ghana, health professionals worldwide can use the findings to help improve their health messaging strategies.

Details

Health Education, vol. 117 no. 4
Type: Research Article
ISSN: 0965-4283

Keywords

1 – 10 of 25