Search results
1 – 10 of 225Susan L. Golicic, Daniel J. Flint and Paola Signori
The purpose of this paper is to address how wine businesses build sustainability – the ability to survive and be successful over the long-term – in a complex market environment.
Abstract
Purpose
The purpose of this paper is to address how wine businesses build sustainability – the ability to survive and be successful over the long-term – in a complex market environment.
Design/methodology/approach
To understand how managers in a wine supply chain (i.e. from grower to consumer) are trying to sustain business within a hyper-competitive industry, the authors used a standard grounded theory, constant comparative research method using formal depth interviews along with additional data sources from wine businesses in nine global wine regions in the USA, Australia, Italy and New Zealand.
Findings
A framework emerged from the data to improve business sustainability and counteract the complexity in the wine market by developing resilience through innovating and experimenting, obtaining resources/developing capabilities and relying on supply chain connections.
Research limitations/implications
This conceptual framework contributes to the existing theory on institutional transitions and resilience in business, and extends and broadens it by proposing that resilience is needed to combat entropy in the wine industry for businesses in this industry to survive and thrive.
Practical implications
Managers can learn from and apply the examples mentioned in this study and follow the framework presented to implement the strategies to build resilience to increase their chances of sustainability.
Originality/value
This study is one of the first empirical studies to the authors’ knowledge that identifies the impact of entropy in the wine industry and examines resilience as a means to combat an entropic market and obtain business sustainability.
Details
Keywords
Bridget Satinover Nichols and Daniel J. Flint
The purpose of this research is to explore the experiences of women who participated in a competitive retail shopping event.
Abstract
Purpose
The purpose of this research is to explore the experiences of women who participated in a competitive retail shopping event.
Design/methodology/approach
The grounded theory approach was used.
Findings
Interpretations of the data suggest that female consumers use competitive shopping events to facilitate interpersonal bonding and create meaningful memories. Findings also reveal that female consumers value memorable retail experiences, particularly when they are contextualized by important cultural conditions.
Research limitations/implications
The study focused on one competitive shopping event and informants were exclusively women in the USA. The results imply that competitive retail shopping experiences can be important events in the lives of those involved, especially if they have cultural importance.
Practical implications
It is important for retail managers to understand the impact shopping experiences may have on customers. This paper’s findings suggest that retailers may be able to help facilitate memorable experiences by creating an environment for shoppers to bond with their shopping companions. Creating a competitive atmosphere that is enjoyable and special is one such environment. The findings are based on a focal product (wedding gown) that has symbolic importance in the lives of the women involved.
Social implications
This study highlights the social value of shopping for women, particularly as it relates to a ritualistic event (marriage and weddings).
Originality/value
This research is one of the first to specifically analyze the competitive nuances of special retail events. It uncovers a critical benefit to the people who participate in consumer competition.
Details
Keywords
Stephen L. Vargo, Robert F. Lusch, Melissa Archpru Akaka and Yi He
Tyler Milfeld and Daniel J. Flint
A growing number of consumers expect brands to take a stand on social issues. When Gillette launched its video with a social message in 2019, the popular press described it as…
Abstract
Purpose
A growing number of consumers expect brands to take a stand on social issues. When Gillette launched its video with a social message in 2019, the popular press described it as divisive and controversial. This study aims to examine themes behind the polarized consumer response, aiding brands in the development of social narrative videos.
Design/methodology/approach
The authors use an existential-phenomenological approach to investigate the meaning behind consumers’ reactions to the Gillette video. Empirical data collection consisted of 24 semi-structured, in-depth interviews. Data were analyzed using the hermeneutic method.
Findings
By viewing the Gillette video through the lens of a story, this research uncovers how marketing stories can lead to different interpretations. Specifically, the roots of polarization lie in perceived realism activation and character activation. Additionally, product placement may activate persuasive intent, interrupting immersion into the story.
Practical implications
Brand managers should consider the potential for alternative interpretations when using storytelling. By measuring a viewer’s narrative transportation, it is possible to identify different interpretations. From a tactical standpoint, brand managers should be cautious about using celebrity endorsers and prominent product placement in social narrative videos. These cues activate persuasive intent, leading to alternative interpretations.
Originality/value
While marketing research has tended to focus on storytelling’s positive outcomes, this research considers how stories can result in polarizing outcomes for brands. The concept of social narrative videos is introduced and a framework is presented that outlines facilitators and inhibitors for this type of brand communication.
Details
Keywords
Robert B Woodruff and Daniel J Flint
In today’s markets, many organizations feel pressure to become more responsive to their customers. Managing your business to deliver superior value to targeted customers may…
Abstract
In today’s markets, many organizations feel pressure to become more responsive to their customers. Managing your business to deliver superior value to targeted customers may provide a strong avenue to improved performance. The route from value-based strategies to share holder value can be complicated, however. These strategies have the most direct impact on performance with your customers in the form of customer satisfaction, word of mouth and loyalty. Successful customer performance should translate into higher market performance, as evidenced by a supplier’s higher customer retention rates and sales. Finally, market performance provides the engine for increasing company performance or shareholder value. Attaining shareholder value through customer value strategies requires committing major management attention to how best to create, deliver and communicate superior value to targeted customers.
Christopher P. Blocker and Daniel J. Flint
A recent development in customer value research is building theory that can help the field go beyond understanding what customers currently value to exploring how customers'…
Abstract
Purpose
A recent development in customer value research is building theory that can help the field go beyond understanding what customers currently value to exploring how customers' perceptions of value change. This paper seeks to extend this emerging theory of customer value change to a global context by conceptually exploring the role of national culture as a key moderator of this phenomenon.
Design/methodology/approach
The literature examining the role of national culture in business is reviewed for insights pertaining to buyers' tendencies for change in general and for clues suggesting how customers' embedded values in various cultural contexts might undergo value change in systematically different ways. Specifically, this paper employs Hofstede's cultural framework to explore how the lens of national culture might influence the value change process.
Findings
Based on this integrative review, several links between the cultural dimensions in Hofstede's framework and value change theory are found to be supported by the literature. These connections suggest a moderating role for national culture, given the tendency for cultural factors to shape buyers' interpretation of environmental change drivers and their resulting feelings of tension which research shows are closely associated with customers' desired value changes from suppliers.
Originality/value
This paper offers several theoretical propositions and conceptual models for future empirical validation. These new insights into an emerging theory of customer value change can provide the building‐blocks for a number of future research directions designed to help managers exercise strategic foresight for changing global markets.
Details
Keywords
Bridget Satinover Nichols and Daniel J. Flint
The purpose of this paper is to better understand the experiences of women who were engaged in a competitive retail shopping event.
Abstract
Purpose
The purpose of this paper is to better understand the experiences of women who were engaged in a competitive retail shopping event.
Design/methodology/approach
This study employed the discovery‐oriented grounded theory approach, in order to interpret field data from observations and interviews from 30 women who participated in a bridal gown sale event.
Findings
This paper exposes the manner in which the women shoppers shifted from competitive mindsets and behaviors, to cooperative ones, with other women shoppers. Four complimentary “trajectories” help explain how this takes place by demonstrating that the women progressed through mindsets of competition, co‐opetition, cooperation, and charity. The course of this process occurs within the realm of highly dynamic environments, which help foster the women's changing behaviors. The experiences of our participants converged such that this process of competition‐cooperation contributed to positive experiential value of the shopping trip.
Research limitations/implications
This study focused only on women shoppers in the USA and concentrated only on one retail sale event. Future studies should expand the cultural diversity of the participants and increase the contextual boundaries of the phenomenon to include other instances of competitive shopping.
Practical implications
Understanding how women consumers engage in competition, and consequently cooperation, should be of considerable interest to retailers wishing to execute competitively natured events and promotions. The paper's findings suggest that women value competitive shopping events because of the social experience they provide, not solely for the product that might be acquired. The study contributes to our understanding of how women interpret social interaction, manage relationships with one another in retail settings, and are co‐creators of intrinsic shopping value. It also offers a more favorable viewpoint of competition in the retail domain than what is often construed in mainstream media.
Originality/value
This research is one of the first to focus on women shoppers who are engaged in a competitive shopping event. For consumer theorists, this study offers insights into social behavioral processes. It provides a platform for continuing research in the area of consumer competition.
Details
Keywords
Daniel J. Flint and Susan L. Golicic
Sustainability is becoming increasingly important in supply chains, particularly in those that function in highly competitive industries. The purpose of this paper is to…
Abstract
Purpose
Sustainability is becoming increasingly important in supply chains, particularly in those that function in highly competitive industries. The purpose of this paper is to understand more deeply the role sustainability plays within supply chains based on a qualitative study conducted in the New Zealand wine industry.
Design/methodology/approach
This research followed a grounded theory methodology which used in‐depth interviews with managers from wineries, retailers, and restaurants; observations of operations; and interpretation of field documents/artifacts.
Findings
The findings show that managers within the New Zealand wine supply chains are trying to find ways to leverage sustainability‐related competencies for competitive advantage in what is now a highly competitive industry. Within this context, the emergent theme of searching for advantage through sustainability involves: pursuing and leveraging sustainability; telling a story that involves sustainability; managing supply chain relationships around sustainability; and experimenting with sustainability initiatives.
Research limitations/implications
The research is limited to the context and participants of the study. As a qualitative inquiry, findings are exploratory. The research implications, however, involve deeper studies into how wine industry firms in other nations and regions of the world are treating sustainability and searching for competitive advantages. Further validation of the models that emerge can be accomplished through future research, which would draw on aggregate data.
Originality/value
The approach and context within which sustainability is explored is unique. By seeking deep insights from managers on the cutting edge of sustainability initiatives, we are able to get close to strategic thinking and explore the impact on distribution relationships.
Details
Keywords
This study empirically explores one of the important channel issues – the relationship between various channel support given to channel partners and the perceived (by managers…
Abstract
This study empirically explores one of the important channel issues – the relationship between various channel support given to channel partners and the perceived (by managers) goal‐orientation of a firm. Results from an emerging market, India, indicate that perceived orientation towards both profitability and market share is not associated with any of the channel support considered. Growth orientation however is strongly associated with most of the channel support activities – both business (e.g., business advice, pricing and ordering assistance, and personnel training) as well as marketing (advertising support, sales promotional material, and inventory management assistance) oriented activities. In contrast, perceived sales volume orientation is only associated with advertising support and business advice, however, the relationship is negative. These findings have interesting implications for channel management and channel motivation.
Details
Keywords
Larry Giunipero and Daniel J. Flint
Purchasing practices of 11 Saudi Arabian corporations were analyzed and compared to a similar study of US‐based purchasing managers. Major findings revealed that training is not…
Abstract
Purchasing practices of 11 Saudi Arabian corporations were analyzed and compared to a similar study of US‐based purchasing managers. Major findings revealed that training is not highly formalized, provided mainly by outside experts and relies on US‐based professional associations such as NAPM and APICS. In terms of coursework, respondents were most likely to take courses in the Basics of Purchasing and Negotiations. Additionally, professional certification through attaining "Certified Purchasing Manager" status was viewed as very desirable. Currently the majority of these purchasing managers were technically educated but expected that a business degree would become more important in the future. Knowledge about quality practices and price/cost issues were more important than electronic commerce. As a group the top trends they forecasted for their profession were comparable to those forecasted by US‐based purchasing managers.
Details