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Article

Chih-Hui Shieh, Yingzi Xu and I-Ling Ling

This paper aims to investigate how location-based advertising (LBA) elicits in-store purchase intention. To deepen the understanding of LBA’s effect on consumers’ purchase…

Abstract

Purpose

This paper aims to investigate how location-based advertising (LBA) elicits in-store purchase intention. To deepen the understanding of LBA’s effect on consumers’ purchase decision, the research examines the role of consumers’ time consciousness in click intention in pull or opt-out LBA approaches. The study also explores how consumers react to LBA with an asymmetric dominance decoy versus a compromise decoy message.

Design/methodology/approach

Two field experiments were conducted, and a total of 363 volunteers within 3 km of a shopping mall participated. The participants were asked to turn on their global positioning system and then informed that a convenience store was planning to launch a mobile coupon subscription service. Data collected were analysed using analysis of variance, regression analysis, bootstrapping and spotlight tests.

Findings

The results demonstrate that consumers had a higher intention to click pull LBA than to click opt-out push LBA. Consumers with high time-consciousness had greater click intentions for pull LBA than for opt-out push LBA. Consumers with low time-consciousness, however, showed no difference in click intention for either LBA approach. Further, click intention mediates the effect of LBA on in-store purchase intention, and the asymmetric dominance decoy message is a more powerful strategy for LBA to increase the likelihood of in-store purchase.

Originality/value

This research provides insight into location-based services marketing by revealing how time-consciousness and decoy promotional messages affect consumers’ reaction to LBA and in-store purchase intentions. The findings offer practical suggestions for retailers on how to reach and engage with consumers more effectively through the use of LBA.

Details

Journal of Services Marketing, vol. 33 no. 4
Type: Research Article
ISSN: 0887-6045

Keywords

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Article

Wei‐guang Zhou, Ji‐run Luo, Yu‐gui Jia and Hua‐bin Wang

The purpose of this paper is to provide a solution to investigate the deception effects of the radar equipped with decoys.

Abstract

Purpose

The purpose of this paper is to provide a solution to investigate the deception effects of the radar equipped with decoys.

Design/methodology/approach

Since the attacking process of the anti‐radiation missile (ARM) is very complicated, numerical simulations are used here to analyze the effects of the operating parameters and the layout parameters of the radar and the decoys on the survival probabilities.

Findings

The survival probabilities of all the radar and the decoys can be over 99.5 percent when three decoys distribute near the radar in an appropriate way and the decoy level is set to some appropriate values.

Research limitations/implications

The movement model of the ARM is simple and should be improved further.

Practical implications

The numerical results may be applied directly in practice and the dynamic simulation algorithms may be as a reference of the radar‐decoy technique in the future works.

Originality/value

Some coordinate systems are built. Based on it, the models of the radar and decoys against an ARM are introduced, including the fields radiated by the radar and the decoys, the guidance signal and the movement of the ARM. Numerical simulations have been performed here. Some conclusions have been given.

Details

COMPEL - The international journal for computation and mathematics in electrical and electronic engineering, vol. 28 no. 6
Type: Research Article
ISSN: 0332-1649

Keywords

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Article

Ricardo Sellers-Rubio and Juan-Luis Nicolau-Gonzalbez

The purpose of this paper is to test decoy effect in the framework of sales promotion, by conducting several experiments to figure out how this decoy effect is influenced…

Abstract

Purpose

The purpose of this paper is to test decoy effect in the framework of sales promotion, by conducting several experiments to figure out how this decoy effect is influenced by the presence or absence of a store brand.

Design/methodology/approach

Several experiments have been conducted to test the validity of the decoy effect and rule out some explanations for the changes in demand that take place. The experiments consider three brands (two national brands and one store brand). All the brand names and prices employed in the experiment are real.

Findings

The results indicate that, as expected, the inclusion of a decoy in the choice set significantly increases the consumer’s relative preference for the promoted product; however, more importantly, the results also show that store brand consumers are more influenced by a decoy than national brand consumers.

Originality/value

This paper presents the first evidence of the decoy effect in the presence of store brands.

Details

International Journal of Retail & Distribution Management, vol. 43 no. 2
Type: Research Article
ISSN: 0959-0552

Keywords

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Article

Sandra J. Milberg, Mónica Silva, Paulina Celedon and Francisca Sinn

The purpose of this paper is to extend the conclusions of a previous synthesis of attraction effect research (1995), focusing on the influence of background and design…

Abstract

Purpose

The purpose of this paper is to extend the conclusions of a previous synthesis of attraction effect research (1995), focusing on the influence of background and design variables on the magnitude of the effect, and to identify additional factors that question the effect’s practical market relevance.

Design/methodology/approach

Meta-analysis and moderator analysis (meta-regression) are used to summarize the findings and assess the explanatory power of background variables on the magnitude of the attraction effect.

Findings

Analyses indicate significant effects for procedure and the pre-entrant target percentage in addition to decoy type and decoy location found in previous synthesis. These factors explain 16 per cent of the variance. Previous findings that between-subject designs result in stronger attraction effects are not substantiated. Viable decoys led to a reversal of the attraction effect.

Research limitations/implications

This research contributes conceptually by demonstrating that the attraction effect is sensitive to research design factors which in some cases reverse the effect. This suggests that the underlying theory needs qualification and that generalizability may be limited. Given the constraints of meta-analysis, design factors that are idiosyncratic to a single study or are constant across studies could not be tested.

Practical implications

This research suggests that for the attraction effect to have practical relevance, knowledge of the effect needs updating because critical realities in the marketplace have been somewhat ignored by researchers in building theories regarding this effect.

Originality/value

By focusing on background variables that can moderate the magnitude of the attraction effect, the authors open a venue to expand the theoretical understanding and the practical relevance of the attraction effect in marketing.

Details

European Journal of Marketing, vol. 48 no. 7/8
Type: Research Article
ISSN: 0309-0566

Keywords

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Article

Dennis J. Cahill

Presents a case study of software products and their firm which gothrough a bewildering series of name changes and attribute changes– often for no apparent reason…

Abstract

Presents a case study of software products and their firm which go through a bewildering series of name changes and attribute changes – often for no apparent reason. Highlights the costs of such changes and discusses a theoretical framework to prevent this sort of confusion arising.

Details

Marketing Intelligence & Planning, vol. 13 no. 4
Type: Research Article
ISSN: 0263-4503

Keywords

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Article

RECENT military conflicts have shown that aircraft and helicopters need to confront increasingly efficient and numerous defence systems. Hence the need for their self‐protection.

Abstract

RECENT military conflicts have shown that aircraft and helicopters need to confront increasingly efficient and numerous defence systems. Hence the need for their self‐protection.

Details

Aircraft Engineering and Aerospace Technology, vol. 64 no. 7
Type: Research Article
ISSN: 0002-2667

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Case study

Arti Sharma, Sushanta K. Mishra, Arunava Ghosh and Tuhin Sengupta

The learning outcomes are as follows: to understand the cultural and ethical dimensions revolving around the issue of female feticide; to apply the lens of institutional…

Abstract

Learning outcomes

The learning outcomes are as follows: to understand the cultural and ethical dimensions revolving around the issue of female feticide; to apply the lens of institutional theory with respective change management measures; and to analyze and evaluate the impact of such intervention programs such as Beti Bachao Beti Padhao in the context of emerging economies such as India.

Case overview/synopsis

This case attempts to highlight the innovative and effective governance approach by the Government of Rajasthan (India) and, in particular, the State Health Assurance Agency to curb the menace of female feticide and the rising cases of abortion and sex determination in an attempt to favor a male child. The case concentrates on mainly three dimensions of Indian societal ecosystem, namely, the grave concern of preference of male child over female child leading to widespread cases of female feticide in different states in India with specific focus on the state of Rajasthan; the role of cultural dimension which primarily drives such preferential treatment in rural and urban areas in India; and the importance of using effective policy measures in monitoring various activities, introduction of incentive schemes to patients for preventing sex determination and promoting the birth of female child.

Complexity academic level

This case can be used as a teaching material in the Public Policy course – Social Welfare and Health Policy, Policy interventions, organization theory and change management at the Graduate/MBA level.

Supplementary materials

Teaching notes are available for educators only.

Subject code

CSS 10: Public Sector Management.

Details

Emerald Emerging Markets Case Studies, vol. 10 no. 2
Type: Case Study
ISSN: 2045-0621

Keywords

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Article

Hans Hansen, Angela Randolph, Shawna Chen, Robert E. Robinson, Alejandra Marin and Jae Hwan Lee

– The purpose of this paper is to examine an entrepreneur’s attempt to gain legitimacy and change institutions in a multiple institutions setting.

Abstract

Purpose

The purpose of this paper is to examine an entrepreneur’s attempt to gain legitimacy and change institutions in a multiple institutions setting.

Design/methodology/approach

The authors conducted a qualitative case study to track an entrepreneur’s efforts to create a new financial instrument and get it accepted and traded on the New York Stock Exchange.

Findings

The authors introduce the concept of institutional judo, analogous to the martial art where a fighter uses his opponent’s forces against him. While institutional theory has focussed on how institutional pressures force actors to conform, the term judo refers to an actor using institutional pressures to their advantage in changing those very institutions.

Research limitations/implications

This qualitative research involves a single case study, but is most suited to revealing extensions of theory and subtle processes.

Practical implications

The approach allowed the authors to provide a nuanced look at the actual change efforts by an entrepreneur to gain legitimacy.

Social implications

This study provides a nuanced look at actual attempts to change institutions.

Originality/value

Institutional judo offers a new change mechanism within institutional theory.

Details

Journal of Organizational Change Management, vol. 28 no. 6
Type: Research Article
ISSN: 0953-4814

Keywords

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Article

Dennis J. Cahill

This article presents the concept of the “learning organization” as a means to establish and preserve competitive advantage. This concept, relatively new and most familiar…

Abstract

This article presents the concept of the “learning organization” as a means to establish and preserve competitive advantage. This concept, relatively new and most familiar to those who specialize in organization studies, is defined and described in practical terms. One of the most difficult aspects of developing a learning organization is maintaining an outward focus, as the marketing concept demands. Maintaining communications with the firm’s key accounts is presented as the method for achieving an easier transition to the learning organization.

Details

International Marketing Review, vol. 15 no. 3
Type: Research Article
ISSN: 0265-1335

Keywords

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Book part

Jerker Denrell

The garbage can model showed that what appears to be irrational and unpredictable choices can be explained by processes that regulate attention allocation and the…

Abstract

The garbage can model showed that what appears to be irrational and unpredictable choices can be explained by processes that regulate attention allocation and the availability of choice alternatives. Because attention to alternatives fluctuates, the model generates context-dependent choices: evaluations of alternatives depend on the mix of other alternatives considered. I re-examine the mechanisms by which fluctuating attention can cause context-dependent choices. Using insights from behavioral decision theory I demonstrate how adding fluctuating attention to a well-known model of organizational decision making generates context-dependent choices of a kind that could not be explained by a maximizing process.

Details

The Garbage Can Model of Organizational Choice: Looking Forward at Forty
Type: Book
ISBN: 978-1-78052-713-0

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