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This paper aims to investigate how the perception of physical coldness (vs warmth) influences consumers to make charitable donations.

Three experiments were conducted involving charitable donation scenarios.

Studies demonstrate that cold (vs warm) temperature cues result in greater intentions to donate to charities. Specifically, cold (vs warmth) cues activate the need for social connection which, in turn, motivate consumers to donate more money to charities. Furthermore, this effect holds even when the actual temperature instead of temperature cues is changed, and participants’ actual donation behavior instead of donation intentions is measured, thereby, strengthening the findings of this paper.

Boundary conditions associated with the effect of temperature cues need empirical investigation. Future research needs to investigate if the effect holds with variability of coldness. Future research also needs to determine whether the documented effect occur across various pro-social contexts.

The results suggest that non-profit organizations incorporate “cold” cues into advertisements (people feeling cold or cold landscapes) to increase monetary donations and that these organizations should focus on targeting donors during wintertime (vs summer time) to get more donations.

This is the first research to demonstrate the effects of temperature cues on charitable donations. The added value of this paper is the use of physical temperature change to highlight the phenomenon, and the link between cold (vs warm) temperature cue and the need of social connection.

This paper aims to investigate the influence of implicit self-theories and the change in CEO of a firm after product failure on consumers’ preference of the enhanced product.

Three experiments were conducted involving product failure and CEO change scenarios.

Studies demonstrate that incremental theorists prefer the enhanced product after the CEO change (vs no change), whereas entity theorists do not prefer the enhanced product after the CEO change. This effect is mediated by consumers’ perception of the likelihood of success of the firm after the CEO change. Furthermore, entity theorists prefer the enhanced product only when the CEO change is external (vs internal).

Future research could investigate if the impact of CEO change on product perception depends on the severity of the situation, and identify boundary conditions under which the CEO change is not beneficial.

The results suggest that organizations can take advantage of the leadership change by introducing new products strategically around the period of leadership change. Marketers can induce incremental mindset in their advertisement material during the period of leadership change to ensure that all consumers have a positive perception of the enhanced products.

This is the first research to investigate how consumers respond to leadership changes made by organizations. The findings show that different signals (internal vs external CEO change) can generate different reactions across different receivers (incremental vs entity theorists).

Marketing - value proposition and value delivery, switching cost, customer acquisition and retention, positioning, pricing, distribution and retailing, role of trust and transparency to build sustainable relationship in B2B context, and efficient service delivery.

Undergraduate and graduate students in marketing, business administration, strategy, retailing, B2B marketing, services marketing and general management courses. Also, it can be used for executive management/training programmes.

The case focuses on an existing scenario of a natural gas business in Gujarat, India, in order to provide understanding of marketing challenges, especially in the B2B context, faced by organisations in this evolving business environment. The case examines the strategies and policies implemented by the company and their impact on the customer. The case presents reactions and responses from the concerned customers. The case illustrates the criticalness of understanding customer expectations and designing and delivering customer centric strategies to sustain market leadership in an evolving and competitive market.

The case study enables the students to understand and analyse: the current business environment; the important factors impacting natural gas business; economic analysis of energy; opportunity and challenges for doing cleaner and greener business; role of cleaner fuel to reduce carbon footprint; and carbon credit impacting top line and bottom line of a customer. The case provides students the opportunity to understand and analyse the importance of switching costs to acquire a new customer; and devising and implementing marketing strategies to expand customer base and enter into new territories.

Teaching notes.

Aluminum alloy AA5083 is applicable in ship building, military, railway and industry because of its excellent properties like resistance to chemical and sea water attack. However, its performance is affected by weak wear resistance. Hence, this should be solved to improve the performance of AA5083 alloy in the aforementioned fields. The purpose of this research is to enhance the wear properties of AA5083 alloy.

In this research, AA5083 alloy was reinforced with industrial wastes such as red mud and granite particles using stir casting method. Totally, four types of composites were fabricated, namely, AA5083/3 Wt.% red mud (C1), AA5083/3 Wt.% granite (C2), AA5083/1 Wt.% red mud-2Wt.% granite (C3) and AA5083/2 Wt.% red mud-1Wt.% granite (C4). Wear properties such as mass loss and coefficient of friction (COF) were analyzed for different wear parameters. Further, the mechanical properties like hardness and tensile strength were investigated.

Results showed that the inclusion of reinforcement particles improved the wear and mechanical properties of AA5083 alloy (C0). The C2 sample displayed the maximum hardness of 87 HV and tensile strength of 317 MPa owing to the inclusion of 3 Wt.% granite particles. Furthermore, the wear study results showed that the C2 sample displayed the minimum mass loss and COF. It was concluded from this research that C2 sample could be a good candidate to be applicable in marine, military, railway and industrial applications with improved performance.

This work is original as the industrial waste is used as reinforcements in the performance improvement of AA5083 aluminum alloy.