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Article
Publication date: 5 May 2021

Henry Boateng, George Oppong Appiagyei Ampong, Diyawu Rahman Adam, Kwame Simpe Ofori and Robert Ebo Hinson

The purpose of this paper is to examine the role of social interaction ties, trust and business networks in the acquisition of foreign business knowledge and foreign…

Abstract

Purpose

The purpose of this paper is to examine the role of social interaction ties, trust and business networks in the acquisition of foreign business knowledge and foreign institutional knowledge. It also assesses the effect of these types of knowledge on small and medium enterprises’ (SME) export performance. Furthermore, this study determines the moderating role of absorptive capacity in the relationship between foreign business knowledge, foreign institutional knowledge and export performance.

Design/methodology/approach

This study used a survey research design using data from nontraditional SME exporters in Ghana. There were 257 respondents who were employees (managers/owners) of SMEs in Ghana. The model was analyzed using structural equation modeling.

Findings

Social interaction ties, trust and business networks have a significant effect on the acquisition of foreign business knowledge and foreign institutional knowledge. Furthermore, foreign business knowledge and foreign institutional knowledge have a significant positive effect on export performance. The path between foreign business knowledge and export performance is also moderated by absorptive capacity. However, the moderating role of absorptive capacity in the relationship between foreign institutional knowledge and export performance is not significant.

Originality

This study uses social capital to explain how SMEs acquire foreign business knowledge and foreign institutional knowledge, and how both affect SMEs’ export performance. Furthermore, it tests the moderating role of absorptive capacity in the relationship between foreign business knowledge, foreign institutional knowledge and export performance.

Details

VINE Journal of Information and Knowledge Management Systems, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2059-5891

Keywords

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Article
Publication date: 11 February 2019

Henry Boateng, John Paul Basewe Kosiba and Abednego Feehi Okoe

Consumers’ intentions to participate in the sharing economy have received much attention from researchers in recent times. However, little attention has been paid to…

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2120

Abstract

Purpose

Consumers’ intentions to participate in the sharing economy have received much attention from researchers in recent times. However, little attention has been paid to consumers’ actual participation in the sharing economy. The purpose of this paper is to examine the factors that drive customers in Ghana to use Uber.

Design/methodology/approach

The authors used surveys as the research design. There were 500 participants who were users of Uber. Data were collected through self-administered questionnaires.

Findings

The findings of this study show that trust, customer return on investment and search convenience are the key factors that contribute to riders’ usage of Uber service. Furthermore, this study shows that consumers’ need for prestige and social connection do not play a significant role in consumers’ (riders’) usage of Uber services.

Originality/value

Studies investigating consumers’ participation in the sharing economy from an emerging economy context using the social exchange theory is limited. This study identifies elements of the economic and socio-emotional dimensions of the social exchange theory and the strength of their impact on people’s participation in the sharing economy.

Details

International Journal of Contemporary Hospitality Management, vol. 31 no. 2
Type: Research Article
ISSN: 0959-6119

Keywords

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Article
Publication date: 11 February 2019

Franklin Gyamfi Agyemang and Henry Boateng

The purpose of this paper is to ascertain the factors affecting tacit knowledge transfer from a master to an apprentice in the informal sector among hairdressers in Ghana.

Abstract

Purpose

The purpose of this paper is to ascertain the factors affecting tacit knowledge transfer from a master to an apprentice in the informal sector among hairdressers in Ghana.

Design/methodology/approach

A case study was used as the research design. Convenient sampling technique was used to select 47 master hairdressers. Semi-structured interview guide was used for data collection. Data were analysed using the thematic technique.

Findings

The study found that apprenticeship fee, fear of competition, delegation reasons, joy and pride of mentorship, apprentices’ attitude and time, to be significant factors influencing tacit knowledge transfer from a master to an apprentice. It was also evident that time spent with master as he/she performs or works is crucial to learning as most of the learning is through socializing with the master.

Research limitations/implications

The main limitation of the study is the use of the convenient sampling technique in choosing the participants. The results of this study, if it has to be generalised to all hairdressers in Ghana, it may have to be done with caution since the participants were not drawn from a pool of all master hairdressers in Ghana.

Practical implications

The paper provides what apprentices must do to acquire the tacit knowledge of master hairdressers.

Originality/value

This paper focuses on the holder of tacit knowledge (master hairdressers) and reveals their motivations to transfer or hoard their tacit knowledge.

Details

Education + Training, vol. 61 no. 1
Type: Research Article
ISSN: 0040-0912

Keywords

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Article
Publication date: 15 September 2017

Kwame Simpe Ofori, Henry Boateng, Abednego Feehi Okoe and Igor Gvozdanovic

The purpose of this paper is to identify factors that affect continuance intention towards internet banking usage using the institutional trust theory.

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1690

Abstract

Purpose

The purpose of this paper is to identify factors that affect continuance intention towards internet banking usage using the institutional trust theory.

Design/methodology/approach

Data were collected from 481 internet banking users from a bank in Ghana using a questionnaire. The respondents were internet banking users. Data were analysed using partial least square-structural equation modelling.

Findings

The results from the analysis revealed that information quality, service quality, privacy and security concerns were significant predictors of both trust and satisfaction. Structural assurance and situational normality were also found to significantly affect trust. Other factors that were found to be significant of continuance intention included satisfaction and trust.

Originality/value

Studies investigating customers’ continuance intention towards internet banking usage using the institutional trust theory in an emerging economy like Ghana is rare. Hence, this study provides a model for banks operating in Ghana to understand internet banking customers’ continuance intention towards internet banking usage.

Details

Marketing Intelligence & Planning, vol. 35 no. 6
Type: Research Article
ISSN: 0263-4503

Keywords

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Article
Publication date: 3 August 2021

Fortune Edem Amenuvor, Ho-Taek Yi and Henry Boateng

This paper examines the antecedents of adaptive selling behavior empirically from the salespeople's, customers', and firms' perspectives.

Abstract

Purpose

This paper examines the antecedents of adaptive selling behavior empirically from the salespeople's, customers', and firms' perspectives.

Design/methodology/approach

Survey design was used for this study. Data from 219 salespeople and their visiting customers in selected cosmetics companies in Korea are used to test the conceptual model using structural equation modeling.

Findings

Findings show that intrinsic motivation, empathy, and product knowledge are germane to adaptive selling behavior among salesperson-level factors. Similarly, among the customer-level factors, the length of the relationship between salespeople and customers positively affects adaptive selling behavior. Also, while supervisory empowerment among the organizational-level factors significantly predicts adaptive selling behavior, supervisory control has a negative effect on adaptive selling behavior. The study finds that emotional intelligence and customer value demandingness do not significantly affect adaptive selling behavior.

Originality/value

Even though there is extant research on adaptive selling behavior, our research differs from previous research because our research focuses on door-to-door personal selling channels. Furthermore, this study departs from previous research because it uses customer-reporting of the salespeople and salespeople's self-reporting responses.

Details

Asia Pacific Journal of Marketing and Logistics, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1355-5855

Keywords

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Article
Publication date: 18 August 2021

Fortune Edem Amenuvor, Ho-Taek Yi and Henry Boateng

This paper aims to assess the effect of adaptive selling behavior on customer outcomes, mutual outcomes and salesperson outcomes.

Abstract

Purpose

This paper aims to assess the effect of adaptive selling behavior on customer outcomes, mutual outcomes and salesperson outcomes.

Design/methodology/approach

The respondents were salespeople and customers in selected door-to-door cosmetics companies in South Korea. A questionnaire was used to collect the data. Structural equation modeling was used to analyze the data in this study.

Findings

Findings show that adaptive selling behavior positively affects customer satisfaction, customer loyalty, sales performance, job satisfaction and relationship quality. These findings suggest that adaptive selling is crucial for the firm's survival depending on the industry and the product. Additionally, unlike previous studies, the authors use salespeople's self-reporting responses and customer-reporting of salespeople, which further enhances the richness and uniqueness of the results.

Originality/value

Studies investigating mutual outcomes of adaptive selling behavior are scarce. The study also emphasizes that adaptive selling behavior enhances salesperson outcomes and customer outcomes and primarily uses dyadic data between door-to-door salespeople and their customers, which is not very common.

Details

Asia Pacific Journal of Marketing and Logistics, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1355-5855

Keywords

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Article
Publication date: 17 June 2021

Kwan Soo Shin, Fortune Edem Amenuvor, Henry Boateng and Richard Basilisco

The current study aims to empirically examine the impact of formal salesforce control systems on salespeople and customer behavior.

Abstract

Purpose

The current study aims to empirically examine the impact of formal salesforce control systems on salespeople and customer behavior.

Design/methodology/approach

Data are collected from 704 salespeople and their respective visiting customers (704) in Ghana. The suggested hypotheses are tested through the structural equation (SEM) modeling technique.

Findings

The study results show that all three formal control mechanisms have positive and significant effects on customer-directed problem-solving and adaptive selling behaviors. Similarly, the study finds that salespeople's customer-directed problem-solving behavior increases, respectively, customer-directed opportunism and relationship continuity. Adaptive selling behavior also has significant positive effects on both customer-directed opportunism and relationship continuity, respectively.

Practical implications

The study offers practical and theoretical insights into understanding salesforce control dynamics, customer-directed opportunism, adaptive selling behavior, customer-directed problem-solving behavior and continuity of relationships. The results also have significant consequences for sales organizations as they can help sales managers decide on the best form of salesforce control systems to deploy.

Originality/value

The current research demonstrates how control mechanisms can influence both adaptive selling and customer-directed problem-solving behaviors and how these could generate both customer-directed opportunism and relationship continuity.

Details

Marketing Intelligence & Planning, vol. 39 no. 7
Type: Research Article
ISSN: 0263-4503

Keywords

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Article
Publication date: 10 May 2019

Petra A. Nylund, Nuria Arimany-Serrat, Xavier Ferras-Hernandez, Eric Viardot, Henry Boateng and Alexander Brem

Successful innovation requires a significant financial commitment. Therefore, the purpose of this paper is to investigate the relation between internal and external…

Abstract

Purpose

Successful innovation requires a significant financial commitment. Therefore, the purpose of this paper is to investigate the relation between internal and external financing and the degree of innovation in European firms.

Design/methodology/approach

An empirical investigation is carried out using a longitudinal data set including 146 large, quoted, European firms over ten years, resulting in 1,460 firm years.

Findings

The authors find that only firms in the energy sector will be more innovative when they are profitable. For the sectors of basic materials, manufacture and construction, services, financial and property services, and technology and telecommunications, profitability is negatively related to innovation. External financing in the form of debt reduces the focus on innovation in profitable firms.

Research limitations/implications

The authors analyze the findings through the lens of evolutionary economics. The model is not valid for firms in the consumer-goods sector, which indicates a need for adapting the model to each sector. We conclude that the impact of profitability on innovation varies across sectors, with debt financing as a moderating factor.

Originality/value

To the best of authors’ knowledge, this is the first study that analyzes the internal and external financing and the degree of innovation in European firms on a longitudinal basis.

Details

European Journal of Innovation Management, vol. 23 no. 2
Type: Research Article
ISSN: 1460-1060

Keywords

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Article
Publication date: 17 July 2018

Diyawu Rahman Adam, Kwame Simpe Ofori, Abednego Feehi Okoe and Henry Boateng

The purpose of this paper is to ascertain the effects of structural and bonding attachment on brand loyalty. The authors identified network quality, network coverage and…

Abstract

Purpose

The purpose of this paper is to ascertain the effects of structural and bonding attachment on brand loyalty. The authors identified network quality, network coverage and mobile number portability (MNP) as structural elements of attachment that affect brand loyalty. Similarly, the authors identify brand trust and social interaction ties as elements of bonding-based attachment that affects brand loyalty.

Design/methodology/approach

The authors employed a survey as the research design. There were 500 respondents who were customers of telecommunication network brands in Ghana. Data collected were analyzed using the partial least square approach to structural equation modeling (PLS-SEM) on SmartPLS 3.

Findings

The findings indicate that structural and bonding-based attachments affect the brand loyalty. Specifically, the authors found that network coverage, network quality, brand trust and social interaction ties have positive effects on brand loyalty while MNP has a negative effect on brand loyalty.

Originality/value

This study conceptualizes attachment from both structural and bonding perspectives, which are rare in the marketing literature. Thus, this study advances the conceptualization of attachment in the marketing literature.

Details

African Journal of Economic and Management Studies, vol. 9 no. 3
Type: Research Article
ISSN: 2040-0705

Keywords

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Article
Publication date: 13 November 2017

Raphael Odoom, Henry Boateng and Bismark Omane Asante

The paper aims to examine the nexus between perceived relational benefits and brand engagement within a restaurant setting in a developing economy context.

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1025

Abstract

Purpose

The paper aims to examine the nexus between perceived relational benefits and brand engagement within a restaurant setting in a developing economy context.

Design/methodology/approach

This paper used a survey research design, obtaining data via self-administered questionnaire from 500 customers of 25 restaurants. A five-stage analysis involving exploratory factor analysis, ANOVA, multiple regression, cluster analysis and multinomial logistic regression was carried out using SPSS 22 for Windows.

Findings

Results from the study show that three relational benefits (social benefit, exploration and entertainment) contribute significantly to consumers’ brand engagement in a restaurant service setting. Variations across consumers with low, medium and high brand engagement levels are also provided.

Originality/value

The paper extends the current understanding of brand engagement from a restaurant setting. It provides evidence to issues of potential research and managerial interests and offers insightful implications to the academic and practitioner communities.

Details

International Journal of Contemporary Hospitality Management, vol. 29 no. 11
Type: Research Article
ISSN: 0959-6119

Keywords

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