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Article
Publication date: 6 March 2017

Pablo Farías, Eduardo Torres and Roberto Mora Cortez

The purpose of this paper is to propose a new salesperson valuation model. This paper presents a calculation method for estimating both the individual lifetime value of a…

Abstract

Purpose

The purpose of this paper is to propose a new salesperson valuation model. This paper presents a calculation method for estimating both the individual lifetime value of a salesperson and the sales force equity.

Design/methodology/approach

This is a conceptual paper supported by a case study.

Findings

The authors contribute to the literature by operationalizing the salesperson lifetime value concept and introducing new important aspects in comparison with previous discussions, including peer effect, recruitment/hiring cost and termination costs.

Originality/value

This manuscript theoretically and practically contributes to personnel value management in the organization and sales force financial control. The authors introduce peer effects, hiring/recruitment costs and termination costs, which are missing as a set in previous research. In addition, this paper offers a simple but robust model to practitioners’ use.

Details

Journal of Business & Industrial Marketing, vol. 32 no. 2
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 23 February 2021

Manuel Alonso Dos Santos, Maria Huertas-Serrano, Manuel J. Sánchez-Franco and Eduardo I. Torres-Moraga

The academic literature debates the desirability of sponsoring alcohol products at sporting events, a discussion that increases as major sporting events approach. This…

Abstract

Purpose

The academic literature debates the desirability of sponsoring alcohol products at sporting events, a discussion that increases as major sporting events approach. This study aims to examine the influence that sponsorship of an alcoholic product such as beer has on the sports spectator, and the level of efficacy with respect to congruent, alcohol, and incongruent sponsorship.

Design/methodology/approach

The experiment was performed on 180 subjects considering three variables 3 × 3 × 2 (congruency type vs alcohol; sport discipline; placement). The experiment consisted of exposure to sponsored sports posters. Visual attention was recorded through eye tracking and then a self-reported questionnaire.

Findings

Through an experiment using eye tracking the results showed that the recall variable is higher among alcohol sponsorships and incongruent sponsorship, but it cannot be concluded either that the intention to buy or the attitude toward the brand differ among the sponsorships analyzed.

Practical implications

Alcohol brand is perceived as an incongruous brand in the context of sports sponsorship. Congruent sponsors attract more attention and recall, but no differences in terms of intention to buy. If purchase intent and consumption does not increase, perhaps sports sponsorship by alcohol brands should be reconsidered.

Originality/value

This research makes at least three relevant contributions to the scientific literature. (1) It examines the response to sponsorship in the media of the sports poster. (2) It analyses the consumer's response using neurophysiological means and provides new indicators in this area and (3) It compares performance indicators such as purchase intent, recall and brand attitude for alcoholic and non-alcoholic brand sponsors. These contributions could introduce new information about sponsorship performance.

Details

British Food Journal, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0007-070X

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Article
Publication date: 1 August 2008

Eduardo Torres‐Moraga, Arturo Z. Vásquez‐Parraga and Jorge Zamora‐González

Studies on customer satisfaction and loyalty have focused on brand rather than product. It is not that brand is not important, but the process of loving a brand starts…

Abstract

Purpose

Studies on customer satisfaction and loyalty have focused on brand rather than product. It is not that brand is not important, but the process of loving a brand starts with a product. Customers appreciate products by themselves, independent of the brand, as shown in their pursuit of satisfaction and development of loyalty. Such appreciation seems to be prominent regarding innovative products when compared to traditional products. This paper aims to investigate this issue and provide a product‐brand typology.

Design/methodology/approach

The paper takes the form of empirical research on a partial application of the typology.

Findings

Results show that the relationship satisfaction‐loyalty is significantly present when evaluating products alone albeit a weaker presence than when evaluating brand alone. Such unequal presence is corroborated in both traditional (bottled wine) and innovative (electronic) products even though it is much stronger in innovative products. The relationship satisfaction‐loyalty is also present when evaluating product and brand combined, indicating that there is an intermediate position between product and brand. In contrast, the literature treats brand and product‐brand as being in the same category thereby diminishing the importance of a useful difference between brand and product‐brand.

Practical implications

There are practical consequences of applying the typology and examining the findings. The relationship satisfaction‐loyalty starts with the product, includes the product‐brand, and culminates with the brand. This process is significantly more important regarding innovative products, such as electronics, as compared to traditional products such as wine.

Originality/value

This study introduces a typology underscoring the pursuit of satisfaction and development of loyalty in three conditions of product presence versus brand presence, that is, product alone, brand alone, and product and brand combined.

Details

Journal of Consumer Marketing, vol. 25 no. 5
Type: Research Article
ISSN: 0736-3761

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Article
Publication date: 1 August 2004

Carlos Flavián, Eduardo Torres and Miguel Guinalíu

The study and measurement of image especially in the Internet banking field has become an important tool to help the management of the banks operating on the Internet to…

Abstract

The study and measurement of image especially in the Internet banking field has become an important tool to help the management of the banks operating on the Internet to make decisions. As there are no previous scales in existence to enable the image of this type of bank to be measured, our paper is centered on developing and proposing a reliable and valid scale that enables us to measure the corporate image of a bank in the context of the Internet. The results obtained show that an Internet bank's image is a multidimensional construct composed of its reputation and security as perceived by the consumer, as well as of the services offered and access to them. These results provide a management tool to measure the Internet bank's image. Similarly, the new scale shows in detail which aspects need to be acted on in order to improve the bank's image with its clients.

Details

International Journal of Bank Marketing, vol. 22 no. 5
Type: Research Article
ISSN: 0265-2323

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Article
Publication date: 7 April 2015

Luis Eduardo Torres, Carlos Enrique Ruiz, Bob Hamlin and Andres Velez-Calle

– The purpose of this study was to identify what Colombians perceive as effective and least effective/ineffective managerial behavior.

Abstract

Purpose

The purpose of this study was to identify what Colombians perceive as effective and least effective/ineffective managerial behavior.

Design/methodology/approach

This study was conducted following a qualitative methodology based on the philosophical assumptions of pragmatism and the “pragmatic approach” (Morgan, 2007). The critical incident technique was used to generate data from a purposive sample of 27 managers and non-managerial employees located in Medellin and Bogota, Colombia.

Findings

The results of this study suggest that effective managers in Colombia are those who are supportive, caring, considerate, participative, understanding, communicative and flexible, and are also good problem solvers.

Research limitations/implications

This study focused on the perceptions of Colombian managers and non-managerial employees only. Therefore, the description of effective and least effective/ineffective managers in Colombia could be highly value-laden from the national cultural perspective. Hence, it is recommended that further research should be carried out to explore the perceptions of international managers who have frequently interacted or worked with Colombian managers.

Originality/value

The results of this study have practical implications for Colombian managers and international managers who manage the Colombian workforce. For Colombian managers, this study provides insight into what is considered effective or least effective/ineffective managerial and leadership behavior. The findings provide useful information on foreign multinational corporations (MNCs) that have operations in Colombia. MNCs can use the results of this study to create effective management development models for their expatriates in Colombia.

Details

European Journal of Training and Development, vol. 39 no. 3
Type: Research Article
ISSN: 2046-9012

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Article
Publication date: 1 October 2006

Carlos Flavián, Miguel Guinalíu and Eduardo Torres

This paper analyzes how consumers’ perceptions of their traditional bank influence their decision to adopt the services offered by the same bank on the internet.

Abstract

Purpose

This paper analyzes how consumers’ perceptions of their traditional bank influence their decision to adopt the services offered by the same bank on the internet. Design/methodology/approach – The data required in this paper were gathered by means of a personal survey conducted with customers of various banks totaling 633, which distribute their services by traditional channels as well as on the internet. A Binomial Logistic Regression process was analyzed to assess the influence of trust, incomes, age, sex, education and employment on the adoption of the financial services offered by a traditional bank on the internet. Findings – The results in the paper showed that consumer trust in a traditional bank, as well as incomes, age and sex are factors that influence consumers’ decision to work with the same bank via the internet. Research limitations/implications – The paper shows that, turning to the limitations of the work, it is necessary to point out that the majority of individuals who participated were Spanish speaking, so that it would also be a good idea to carry out a new validation of the model with a wider sample of consumers, particularly in terms of different nationalities. Practical implications – Throughout this paper the importance of trust in online banking adoption has been shown. The results show that there is a clear relationship between consumer trust in the traditional channel and the likelihood of using services provided by the same bank on the internet. The results of the research also show the need to target marketing actions on certain segments of the population. Originality/value – This paper offers an innovative approach, since it analyzes how consumers’ perceptions of their traditional bank influence their decision to adopt the services offered by the same bank on the internet. This analysis perspective has not been previously used in the literature.

Details

International Journal of Bank Marketing, vol. 24 no. 6
Type: Research Article
ISSN: 0265-2323

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Article
Publication date: 1 September 2005

Carlos Flavián, Miguel Guinalíu and Eduardo Torres

To analyze the relationship between corporate image and consumer trust in the context of financial services distribution.

Abstract

Purpose

To analyze the relationship between corporate image and consumer trust in the context of financial services distribution.

Design/methodology/approach

This paper analyzes the causal relationship that exists between corporate image and consumer trust in the financial services distribution through traditional channels, as well as over the internet. This paper also analyzes the moderating effect of relationship duration on the influence of the corporate image on trust.

Findings

The results obtained show that in distribution through traditional channels no significant differences exist in the intensity of the effect of the image on trust in terms of the relationship duration. Nevertheless, significant differences in the financial services distribution over the internet have been observed.

Practical implications

The significant influence that image exerts on consumer trust shows us that corporate image becomes a key tool for the management of trust in financial services distribution.

Originality/value

Despite the importance that researchers have assigned to the variables of corporate image and trust, much of the work so far is in the initial phase of development. Thus, the majority of the works have been approached from a fundamentally theoretical perspective, or else the empirical testing has been carried out in an indirect way, based on factors that form part of the image or are related to it. Because of this, today there is no research that has empirically evaluated the role played by corporate image in the levels of trust of the consumer of financial services.

Details

Internet Research, vol. 15 no. 4
Type: Research Article
ISSN: 1066-2243

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Book part
Publication date: 26 November 2019

Richardson Kojo Edeme, Nelson C. Nkalu, Ebikabowei Biedomo Aduku and Azu Benedict

This study is motivated by the fact that even though many African countries have witnessed rapid growth, they have also experienced high volatility in the form of severe…

Abstract

This study is motivated by the fact that even though many African countries have witnessed rapid growth, they have also experienced high volatility in the form of severe financial crises, especially in the last two decades. These developments naturally lead to the issue of whether, in a more integrated global economy, the relationship between growth and output volatility has changed. The phenomena have also raised questions on whether the growth–output volatility relationship can be linked to the growing pains seemingly associated with rising trade and financial integration. This chapter attempts to provide answer to these questions by providing insights on how trade and financial integration affect the relationship between growth and output volatility using data from selected Africa countries. The study explores in detail the relationship between growth and the volatility of output components (consumption and investment). Our main result is that there is a positive growth and output volatility impact of trade openness and integration with the international financial market. The relationship between growth and financial integration and investment volatility is stronger in the long run than in the short run, while the consumption volatility impact of trade openness is higher in the long run than in the short run, suggesting that countries that are more open to trade appear to face less severe trade-off between growth and volatility.

Details

The Gains and Pains of Financial Integration and Trade Liberalization
Type: Book
ISBN: 978-1-83867-004-7

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Book part
Publication date: 10 November 2016

Raúl Cadaa

This chapter analyzes the development of the relationship between the social sciences and sport in Argentina – from its first steps, to the present, and to possible future…

Abstract

This chapter analyzes the development of the relationship between the social sciences and sport in Argentina – from its first steps, to the present, and to possible future issues. The description of Arbena (1999) from the last part of twentieth century about the situation of the social sciences and sport in Latin America in general and Argentina in particular could not be more precise:

Latin America has produced little scholarly analysis of sport and society, though information and insights are found in other types of writings, journalistic accounts such as club histories and popular biographies. What has been focused on soccer normally treats only the author’s own country, and is rarely available in English. Nowhere does a single author or academic group dominate. (Arbena, 2000, p. 548)

Latin America has produced little scholarly analysis of sport and society, though information and insights are found in other types of writings, journalistic accounts such as club histories and popular biographies. What has been focused on soccer normally treats only the author’s own country, and is rarely available in English. Nowhere does a single author or academic group dominate. (Arbena, 2000, p. 548)

We also make reference to how the anthropologist Eduardo Archetti breaks that mold described by Arbena and how he becomes the undisputed referent in the study of the social sciences and sport in Argentina, and how his immense contribution is recognized in the region. We analyze the present status of this topic, its major changes, the development that the area has undergone so far, and the issues that are being studied today. Moreover, we mention the importance of sociology of sport in the academic field and its formalization. Finally, this chapter also considers possible future trends in the sociology of sport in Argentina.

Details

Sociology of Sport: A Global Subdiscipline in Review
Type: Book
ISBN: 978-1-78635-050-3

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Article
Publication date: 2 July 2018

Robledo de Almeida Torres Filho, Vanelle Maria da Silva, Lorena Mendes Rodrigues, Paulo Rogério Fontes, Alcinéia de Lemos Souza Ramos and Eduardo Mendes Ramos

The purpose of this paper is to evaluate the classification ability of pork quality by cluster analysis in relation to reference criteria proposed in the literature…

Abstract

Purpose

The purpose of this paper is to evaluate the classification ability of pork quality by cluster analysis in relation to reference criteria proposed in the literature. Verify if clusters were theoretically significant with major pork quality categories. Verify if classificatory parameter values of quality attributes determined “a posteriori” may be used for following categorization.

Design/methodology/approach

In total, 60 pork loins were classified into pale, soft and exudative, reddish-pink, soft and exudative, RFN and dark, firm and dry by reference criteria and hierarchical cluster analyses were performed to identify groups of samples with different attributes, based on only pH45min and on pHu, L* and drip loss.

Findings

Cluster analysis divided total samples into different (p<0.05) smaller groups. Two groups were formed based on only pH45min and five groups were formed based on pHu, L* and drip loss. By these five groups, L* of 44 and 52 distinguished between dark, reddish-pink and pale meat colors and drip loss of 2 and 6 percent distinguished between dry, non-exudative and exudative meats. Cluster analyses identify pork groups with different attributes and the proposed parameters can be used to distinguish between groups theoretically similar to major pork quality categories.

Originality/value

To decide the best destination to pork carcass and to reduce economic losses, the correctly classify of the pork quality is decisive. This study proves that cluster analysis is able to classify pork into groups with significantly different quality attributes, which are significant with major pork quality categories, without unclassified samples.

Details

British Food Journal, vol. 120 no. 7
Type: Research Article
ISSN: 0007-070X

Keywords

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