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This paper introduces the development of a new type of sales promotion strategy to create more value for goods and to avoid price discounting. I use a psychological approach designed by creating consumer insight hypotheses based on in-depth interviews, which are then verified by web-motivation research and text-mining. This innovative sales promotion approach is a very hot topic as a new type of promotion development among large companies in Japan and is useful in avoiding price-discounting sales. This paper explains the concrete process used in this type of promotion and reveals the successful case of a large spice company in Japan. The process uses price sensitivity measurement (PSM) as a pricing technique. In the experiment, conducted in nine retail stores, the most successful sales promotion condition saw an increase of 900% in monetary sales without price discounting during the two weeks of the experiment, and 500% in the two weeks after that.

Networking, gatekeeper access, understanding of “localized talks,” and jargon are revealed to be influential factors on the quality and richness of case study research (CSR) data. Rapport between the researcher and the interviewee not only affect the depth of the data collected but also the credibility and completeness of the final research output. This chapter discusses these features of CSR by employing two different CSR studies. The chapter provides practical insights to promote the interviewee's confidence in revealing sensitive data, through a three-step procedure.

Purpose – This paper reflects on how does the mode, in which we ask questions, affect the responses? It explores the differences between the responses to the same questions obtained through two different modes – depth interviews and self-administered questionnaires (SAQs).

Approach – This paper is based on a series of serendipitous but enlightening insights that were obtained while conducting research that sought to examine the drivers of corporate environmentalism in firms based in Eastern and Western economies. The methodology adopted in the research project involved conducting depth interviews with senior-most managers in business organizations in India (Eastern) and New Zealand (Western). The insights that form the basis for this paper were gained when some managers treated the list of questions in the interview guide as a structured open-ended questionnaire and sent back detailed written responses.

Findings – This paper reports that the written responses obtained through SAQs in this project were different both in form and content; they were staid, reserved, clichéd and aimed at being politically correct. In contrast the responses to the same question asked in the interviews were open and candid admissions. Interview responses stood up to the triangulation tests, while the written responses did not. These differences were particularly evident in the eastern context.

Research implications – While both SAQs and interviews are prone to social desirability bias, this paper suggests that there is a greater opportunity to reduce social desirability bias in interviews. This is especially true if a trained interviewer can convince the participants of the credibility, importance and legitimacy of the study.

Originality/value – This paper contributes in two important ways:1.It addresses the issue of how responses to the same question differ across SAQs and depth interviews in strategy and management research.2.It also examines whether this effect differs across Eastern and Western organizational contexts.

This paper reports the results of a three-year-long research on business relationships, relying on qualitative data gathered through multiple-case study research of four focal companies operating in Australia. The industry settings are as follows: steel construction, vegetable oils trading, aluminum and steel can manufacture, and imaging solutions. The research analyzes two main aspects of relationships: structure and process. This paper deals with structure describing it by the most desired features of intercompany relationships for each focal company. The primary research data have been coded drawing on extant research into business relationships. The main outcome of this part of the research is a five construct model composed by trust, commitment, bonds, distance, and information sharing that accounts for all informants’ utterances about relationship structure.

We explore the effects and interplay of physical and social environments on the inaccessibility of gynecological health care for women with spinal cord injury. We also explore women’s responses to the inaccessibility of this care, in hopes of trying to understand better how women navigate their gynecological health and health care when faced with physical and social environmental constraints.

The data for this phenomenological study were gathered using in-depth, qualitative interviews with 20 women living with spinal cord injuries in or around Detroit, Michigan. Each interviewee was questioned about overall health and physical functioning, accessibility of doctor offices, interactions with health care providers, gynecological health-seeking behaviors, and complementary and alternative medicine use. In this paper we report on data on women’s difficulties in securing gynecological health care experiences and related attitudes and practices.

Findings echo past literature about the inaccessibility of doctor’s offices, including the lack of suitable exam tables and medical equipment. Office staff varied in their willingness to help transfer women from wheelchairs to exam tables as well, often creating what we term an inaccessible social environment. Individual women in our sample found different strategies for navigating the environmental contexts of a doctor’s office and the encounters that they had with providers within medical settings. These strategies had varying impacts on individuals’ abilities to secure gynecological health care.

Our findings point to the possibility of an interplay between and intersection of physical and social environments within medical settings that needs to be explored further and, potentially, the primary importance of the social environment over the physical environment in determining whether an individual’s disability makes health care inaccessible.