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The latest information from the magazine chemist is extremely valuable. He has dealt with milk‐adulteration and how it is done. His advice, if followed, might, however, speedily bring the manipulating dealer before a magistrate, since the learned writer's recipe is to take a milk having a specific gravity of 1030, and skim it until the gravity is raised to 1036; then add 20 per cent. of water, so that the gravity may be reduced to 1030, and the thing is done. The advice to serve as “fresh from the cow,” preferably in a well‐battered milk‐measure, might perhaps have been added to this analytical gem.

This paper deals with a model for the numerical calculations of thermal fields in superconducting a.c. magnet coils. The solution is based on Poisson's partial differential equation solved by the finite difference technique with the Guass‐Seidel (Liebmann) iteration method. The model contains numerical solutions for the magnetic field and calculations of heat losses generated by the coil winding. The computer program is briefly described and some results of calculations are presented.

Previous research on advertising in digital contexts has emphasized its persuasive and information processing roles for the customer. This paper aims to problematize this point of view and argues that the converged and interactive nature of digital media makes all advertising content into potential points of engagement in a digital media journey.

The paper is conceptual in nature and applies service logic (SL) and customer engagement to reconceptualize digital advertising and selling.

The authors present digital advertisements and digital media content as elements that contribute to a digital media journey, which ideally leads to a purchase. Advertising content is regarded as a resource used by consumers in their underlying value-creating processes. Thus, the digital advertising process is conceptualized as a customer-driven process of engaging with digital media content, where a purchase is incorporated in (and naturally follows from) the theme of engagement.

The paper introduces the concept of contextually embedded selling, which refers to a process where digital advertising content is thematically congruent with the surrounding editorial content, so that both contribute to the same consumer journey. Otherwise, consumers experience a contextual jump – a disconnect in theme, place or time during the consumer’s process of engagement with the digital content.

The paper contributes to advertising theory on advertising, engagement and the emerging research on consumer journey design by presenting an approach based on SL, namely, contextually embedded digital selling.

The purpose of this paper is to apply protection motivation theory (PMT) to brick-and-mortar salespeople's responses to customers' fear appeals.

The approach is to develop a conceptual model for the effect of customers' fear appeals on brick-and-mortar salespeople.

PMT relates to the influence of customers' fear appeals on brick-and-mortar salespeople's behaviours. The salesperson's decision whether to follow a retail manager's suggestion about ways to mitigate a customer's fear appeal depends on believed threat severity, believed threat susceptibility, response efficacy, self-efficacy and response costs.

PMT is applied to a new domain: brick-and-mortar salespeople. Although a powerful yet universal emotion, only limited research has examined fear within this group.

Understanding salespeople's fears will help retail managers identify strategies for encouraging adaptive behaviours and deterring maladaptive behaviours by salespeople.

A model relating customers' fear appeals to salespeople's behaviours is introduced.

Information security has increasingly been in the headlines as data breaches continue to occur at alarming rates. This paper aims to propose an Information Security Preparedness Model that was developed to examine how SME executives’ perceptions of security importance, implementation challenges and external influences impact their awareness and commitment to security preparedness.

Funded by the Department of Justice, a national survey of SME executives’ perceptions of information security preparedness was conducted. Using PLS-SEM, the survey responses were used to test the proposed Information Security Preparedness Model.

The results indicate that as perceptions of security importance and external influences increase, SME executives’ awareness and commitment to information security also increases. In addition, as implementation challenges increase, awareness and commitment to information security decreases. Finally, as security importance and awareness and commitment to information security increases, executives’ perception of security preparedness also increases.

Executive perceptions of information security were measured and not the actual level of security. Further research that examines the agreement between executive perceptions and the true state of information security within the organization is warranted.

Prior information security studies using Roger’s (1975, 1983) Protection Motivation Theory have produced mixed results. This paper develops and tests the Information Security Preparedness Model to more fully explain SME executive’s perceptions of information security.

This study aims to analyse the effectiveness of a static promotional banner located on a hotel reservation website in terms of capturing the visitor’s visual attention by exploring how this impact depends on the user’s degree of internet experience.

An experiment was conducted using the eye-tracking methodology, in addition to a self-administered questionnaire. Through eye-tracking technology, eye movements were recorded whilst participants explored a generic hotel website. The factors used in the analyses were the position of the banner on the website and participants’ experience as internet users.

The findings showed that positioning a banner at certain locations on the webpage may lead to a better recall, which, in part, seems to result from the visual attention that such locations attract. The mediation analysis showed that the bottom-right and bottom-left positions have a negative effect on banner recall due, in part, to the shorter attention times and the smaller number of fixations those positions induce. Although the visitor’s level of internet experience affected his/her visual attention towards the banner, its impact on banner recall was non-significant. Results are discussed considering which variables produce greater effectiveness in capturing the user’s attention.

The paper draws several implications for the marketing literature, hospitality management and society in general.

The study is the first to analyse the impact of the position of a static ad on users’ visual attention and memory, considering the user’s degree of internet experience.

Este estudio analiza la eficacia de un banner promocional estático ubicado en un sitio web de reservas de un hotel en términos de captación de la atención visual del visitante examinando cómo este efecto depende del grado de experiencia del usuario en Internet.

Se llevó a cabo un experimento utilizando la metodología de seguimiento ocular (eye tracking), junto con un cuestionario autoadministrado. A través de la tecnología de eye tracking, se registraron los movimientos oculares mientras los participantes exploraban el sitio web genérico de un hotel. Los factores considerados en los análisis fueron la posición del banner en el sitio web y la experiencia de los participantes como usuarios de Internet.

Los hallazgos mostraron que colocar un banner en ciertas ubicaciones de la página web puede conducir a un mayor recuerdo, lo que, en parte, parece ser el resultado de la atención visual que atraen tales posiciones. El análisis de mediación mostró que las posiciones inferior-derecha e inferior-izquierda tienen un efecto negativo en el recuerdo del banner debido, en parte, a los tiempos de atención más cortos y al menor número de fijaciones que provocan esas posiciones. Aunque el nivel de experiencia de Internet del visitante afectó su atención visual hacia el banner, su impacto en el recuerdo del banner no fue significativo. Los resultados son discutidos considerando qué variables producen mayor efectividad a la hora de captar la atención del usuario.

El artículo presenta una serie de implicaciones para la literatura de marketing, la gestión hotelera y la sociedad en general.

Nuestro estudio es el primero en analizar el impacto de la posición de un anuncio estático en la atención visual y la memoria de los usuarios, considerando el nivel de experiencia del usuario en Internet.

本研究分析了位于酒店预订网站上的静态促销横幅在吸引访问者视觉注意力方面的效果, 并探索了这种效果如何受到用户的互联网体验程度的影响。

本文除了采用自填问卷的方式, 还使用眼动追踪方法进行了实验。通过眼动追踪技术, 记录了参与者在浏览一般酒店网站时的眼动情况。分析中使用的因素是网站上横幅的位置和参与者作为互联网用户的体验。

调查结果显示, 将横幅定位在网页上的某些位置可能会导致更佳的记忆, 这种效果在一定程度上是由于横幅的位置吸引了视觉注意力。调解分析表明, 横幅在右下角和左下角的位置对的回忆有负面影响, 部分原因是这些位置引起的注意时间较短、固定次数较少。虽然访问者的互联网体验水平影响了他/她对横幅的视觉注意力, 但其对横幅记忆的影响并不显著。讨论结果时考虑到了某些变量在吸引用户的注意力方面具有更明显的效果。

本文对市场营销文献、酒店管理和社会都具有一定的借鉴意义。

本次研究是第一个分析静态广告的位置对用户视觉注意力和记忆的影响的研究, 考虑到用户的互联网体验程度。

This paper aims to examine the economic efficiency of Vietnamese 172 higher education (HE) institutions within the 2012–2016 inclusive period through the Data Envelopment Analysis (DEA) approach. The authors also compare public and private, multidisciplinary and mono-disciplinary, non-autonomy and autonomy, non-international and international HE Institutions’ efficiency.

This study derived from an unique dataset from the Ministry of Education and Training (MOET) of Vietnam. The data set comprises financial and academic annual reports of higher education institutions (HEIs). The authors achieved totally 204 Vietnamese HEIs, and the sample for analysis is 172 after the elimination of missing units, accounting for 84.3% entire of Vietnamese HEIs. The authors estimate the efficiency scores relying on these selected inputs and outputs by using the DEA method.

Overall, HEIs in Vietnam decreased their operational efficiency during the 2012–2016. It also seems that public universities operate in the absence of market mechanism so that they tend to be less efficient than their counterparts in private sector. Based on our analysis, the authors observe that the HEIs including the international programmes have higher efficiency scores rather than these without international programmes.

This study contributes to the theoretical aspects as follows. First, it enriches the existent efficiency literature on HE using the DEA approach. This stands out among similar studies in Vietnam in terms of duration (from 2012–2016) and data size (172 entities). Second, the research is the first to examine HEIs in terms of disciplinary (mono or multi-disciplinary) and autonomy (autonomous and non-autonomous), internalization (international programmes). These aspects have been silent in previous studies of HEIs in Vietnam.

This paper aims to identify any relation between the strategies defined in Chilean higher education institutions strategic planning and the compliance with both national accreditation criteria and the dimensions of an integrated internationalization approach, allowing to determine if standards and funding policies shape internationalization processes.

Strategic plans of 29 universities were analyzed using a nonexperimental qualitative–quantitative methodology. The institutions were categorized according to the scores obtained through the revision of objectives, aims and goals of their strategic plans. Key elements of integrated internationalization were used to identify the assimilation of such dimensions and the actions executed. Data were collected through documentary revision and scrutinized through content analysis using two dichotomous instruments. Results were examined using principal component and cluster analysis.

Chilean universities’ internationalization processes aim to fulfill national accreditation criteria but do not follow a comprehensive internationalization model, as shown by a 53.2% of compliance with the number of elements relating to internationalization accreditation criteria and a 27% of adherence with an integrated internationalization approach. Institutions are slowly evolving, blending isolated internationalization strategic elements and focusing on external guidelines.

This study was performed through documentary analysis. The derived conclusions could further be complemented through interviews or the inclusion of institutional self-assessment reports for institutional accreditation purposes.

This paper demonstrates why Chilean universities need to take a qualitative step toward implementing an integrated internationalization approach, to make an even more tangible contribution to their internal and external communities.