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Review of Marketing Research
Type: Book
ISBN: 978-0-7656-1305-9

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Article

Geraldine Rosa Henderson, Tracy Rank-Christman, Tiffany Barnett White, Kimberly Dillon Grantham, Amy L. Ostrom and John G. Lynch

Intercultural competence has been found to be increasingly important. The purpose of this paper is to understand how intercultural competence impacts service providers 

Abstract

Purpose

Intercultural competence has been found to be increasingly important. The purpose of this paper is to understand how intercultural competence impacts service providers’ ability to recognition faces of both black and white consumers.

Design/methodology/approach

Two experiments were administered to understand how intercultural competence impacts recognition of black and white consumer faces.

Findings

The authors find that the more intercultural competence that respondents report with blacks, the better they are at distinguishing between black regular customers and black new shoppers in an experiment. The authors find no impact of intercultural competence on the ability of respondents to differentiate between white consumers. These findings hold for respondents in the USA and South Africa.

Research limitations/implications

One limitation of this research is that the studies were conducted in a controlled lab setting. Thus, one could imagine additional noise from a true consumer setting might increase the effects of these results. Another limitation is the focus on only black and white consumer faces. In this paper, the authors focused on these two races, specifically to keep the factorial design as simplified as possible.

Originality/value

The implications of this research are important given that the ability of employees’ recognizing customer faces can affect customers’ day-to-day interactions in the marketplace.

Details

Journal of Services Marketing, vol. 32 no. 5
Type: Research Article
ISSN: 0887-6045

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Review of Marketing Research
Type: Book
ISBN: 978-0-85724-723-0

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Review of Marketing Research
Type: Book
ISBN: 978-0-85724-727-8

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Review of Marketing Research
Type: Book
ISBN: 978-0-85724-723-0

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Review of Marketing Research
Type: Book
ISBN: 978-0-7656-1306-6

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Article

John G. Lynch and Barbara Lind

Is the average M&A adventure just an executive ego trip? Is it management folly, or can it be done so that it reliably produces growth? A model presented here may help…

Abstract

Is the average M&A adventure just an executive ego trip? Is it management folly, or can it be done so that it reliably produces growth? A model presented here may help executives who are engaged in making acquisitions and making them work navigate the shoals of mergers and acquisitions more successfully.

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Strategy & Leadership, vol. 30 no. 2
Type: Research Article
ISSN: 1087-8572

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Article

Hsiu‐Yuan Tsao, Leyland F. Pitt and Albert Caruana

Previous research has focused on identifying factors that influence buyers who uses price as a cue to quality. However, little work has been done to explain the theory of…

Abstract

Previous research has focused on identifying factors that influence buyers who uses price as a cue to quality. However, little work has been done to explain the theory of association and the psychological processes behind the buyer’s price‐quality association. This study examines the process from a psychological perspective and examines some antecedent variables in the formation of a price‐quality inferential belief. Data is collected for two product categories among a sample of young respondents. Results show that (1) the link between perceptual and inferential belief about the price‐quality association is stronger when the perceptual belief is based on direct purchase experience rather than on advertising; (2) buyers that lack direct purchase experience of a product category tends to rely on advertising to form their inferential belief. Implications are discussed, limitations are noted and directions for future research are indicated.

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Asia Pacific Journal of Marketing and Logistics, vol. 17 no. 1
Type: Research Article
ISSN: 1355-5855

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Article

Kara Chan

Presents research into materialistic values among Chinese children, in the context of Chinese culture and rapid economic growth, contrasting materialistic values with both…

Abstract

Presents research into materialistic values among Chinese children, in the context of Chinese culture and rapid economic growth, contrasting materialistic values with both communistic and Confucian values. Reviews the literature, which shows that children understand the concepts of possession and value from a very young age, and also shows the importance of collectivist values in Chinese advertising. Outlines the research method, which involved interviews with 15 students at a Beijing elementary school, and asked them to respond to pictures of children with and without new and expensive toys and games. Finds that there was a surprising negative attitudes to possessions: children with fewer possessions were perceived to have more friends, whereas those with lots of “cool stuff” would look down on other children; this type of attitude was present even among the younger children, who were naturally more egocentric, and other negative attitudes were that owning lots of toys was wasteful and would have an adverse effect on academic achievement. Concludes that Chinese society and parents both appear to discourage materialistic values, and makes suggestions for further research and for marketing campaigns.

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Young Consumers, vol. 6 no. 1
Type: Research Article
ISSN: 1747-3616

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Article

Elizabeth Cowley

Considers the issue that Chinese people are more confident than Americans when answering general knowledge questions. Suggests that this over‐confidence may be indicative…

Abstract

Considers the issue that Chinese people are more confident than Americans when answering general knowledge questions. Suggests that this over‐confidence may be indicative of other biases, such as over‐confidence in the ability to retrieve information accurately from memory. Presents empirical results demonstrating that the Chinese subjects were not over‐confident in their estimate of retrieval accuracy. Suggests the accuracy‐confidence correlation for Chinese subjects was significantly higher than the correlation for Western subjects. Discusses implications for current theories of judgement research and consequences for marketing.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 13 no. 2
Type: Research Article
ISSN: 1355-5855

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