Search results

1 – 10 of 538
Click here to view access options
Article
Publication date: 18 May 2020

Zhi Yang, Zihe Diao and Jun Kang

This study proposes a conceptual framework for analyzing customer management strategies and their effects on Internet-based platform performance based on a review of the…

Abstract

Purpose

This study proposes a conceptual framework for analyzing customer management strategies and their effects on Internet-based platform performance based on a review of the relevant literature, and provides directions for future research.

Design/methodology/approach

A literature review of relevant research articles on customer management in platform firms was conducted.

Findings

First, a framework based on the market maker view of platform firms suggests customer acquisition, customer retention and customer governance are the main customer management subprocesses toward improving platform firm performance. Second, the most studied customer management strategies for each subprocess contribute to platform performance based on the mechanisms of building customer network, developing customer network effect and managing sustainable customer networks.

Originality/value

This study proposes a framework that identifies customer acquisition, customer retention and customer governance as three key customer management subprocesses in platform firms. It also summarizes the most studied customer management strategies/actions for each subprocess. With this analytical framework, it identifies underexplored key issues in customer management for further research.

Details

Marketing Intelligence & Planning, vol. 38 no. 7
Type: Research Article
ISSN: 0263-4503

Keywords

Click here to view access options
Article
Publication date: 12 October 2020

Jun Kang, Zihe Diao and Marco Tulio Zanini

This study aims to identify appropriate strategies and actions adopted by business-to-business firms to cope with the ongoing COVID-19 crisis.

Downloads
4647

Abstract

Purpose

This study aims to identify appropriate strategies and actions adopted by business-to-business firms to cope with the ongoing COVID-19 crisis.

Design/methodology/approach

A review of business-to-business marketing responses to the COVID-19 crisis in China was conducted.

Findings

Nine marketing responses built on core business processes were classified into three categories: (1) embedded in product development management process (stretching product lines to meet urgent needs, expanding product lines to meet urgent needs and adjusting products proactively for emerging needs), (2) built on supply chain management process (coordinating suppliers to meet surging demand, migrating to digital distribution channels and solidarity with supply chain members) and (3) related to customer relationship management process (investing in advertising and promotion, cross-selling to existing customers and supporting customers).

Originality/value

This study contributes to the literature of marketing responses to COVID-19 by examining the cash flows effects of various marketing responses. It also contributes to the business processes based on marketing strategy framework by extending it to the crisis management context. In addition, it provides five practical suggestions for business-to-business firms to cope with the COVID-19 crisis.

Details

Marketing Intelligence & Planning, vol. 39 no. 3
Type: Research Article
ISSN: 0263-4503

Keywords

Click here to view access options
Article
Publication date: 19 December 2019

Sixing Chen, Jun Kang, Suchi Liu and Yifan Sun

This paper aims to build on the latest advances in cognitive computing techniques to systematically illustrate how unstructured data from users can offer significant value…

Abstract

Purpose

This paper aims to build on the latest advances in cognitive computing techniques to systematically illustrate how unstructured data from users can offer significant value for co-innovation.

Design/methodology/approach

The paper adopts a general overview approach to understand how unstructured data from users can be analyzed with cognitive computing techniques for innovation. The paper links the computerized techniques with marketing innovation problems with an integrated framework using dynamic capabilities and complexity theory.

Findings

The paper identifies a suite of methodologies for facilitating company co-innovation via engaging with customers and external data with cognitive computing technologies. It helps to expand marketing researchers and practitioners’ understanding of using unstructured data.

Research limitations/implications

This paper provides a conceptual framework that divides co-innovation process into three stages, ideas generation, ideas integration and ideas evaluation, and maps cognitive computing methodologies and technologies to each stage. This paper makes the theoretical contributions by developing propositions from both customer and firm perspectives.

Practical implications

This paper can be used for companies to engage consumers and external data for co-innovation activities by strategically select appropriate cognitive computing techniques to analyze unstructured data for better insights.

Originality/value

Given the lack of systematic discussion regarding what is possible from using cognitive computing to analyze unstructured data for co-innovation. This paper makes first attempt to summarize how unstructured data can be analyzed with cognitive computing techniques. This paper also integrates complexity theory to the framework from a novel perspective.

Details

European Journal of Marketing, vol. 54 no. 3
Type: Research Article
ISSN: 0309-0566

Keywords

Click here to view access options
Article
Publication date: 5 March 2018

Jun Kang, Thomas Brashear-Alejandro, Anthony K. Asare and Sixing Chen

This study aims to examine the role of channel strategies in value appropriation and their effects on firm value with the consideration of situational factors.

Abstract

Purpose

This study aims to examine the role of channel strategies in value appropriation and their effects on firm value with the consideration of situational factors.

Design/methodology/approach

An empirical study with secondary data is conducted in the context of public franchised channels. The authors use Entrepreneur Franchise Top 500 (2012) as the sampling frame and merge the data from three sources to create the final data set. A set of models are built to test the hypotheses in a hierarchical manner.

Findings

Value appropriation provides a solid rationale to link marketing channel strategies to firm value. Channel integration is an effective strategy driving intangible firm value. The influence of channel compression on intangible firm value depends on its interaction with other marketing environmental variables.

Research limitations/implications

First, the sample size in this study is relatively small though these samples show high representativeness. Second, the empirical analysis in this study focuses on the franchised channels because of data availability.

Practical implications

Managers should consider the role of value appropriation when developing new channel strategies. A channel strategy deserves firm-level attention and resources because of its relevance to firm value. Managers should examine channel environment carefully and deploy internal resources to augment the potential of value appropriation strategies in channels.

Originality/value

This study is among the first to investigate the value relevance of marketing channel strategies from a value appropriation perspective. It identifies profit appropriation and resource appropriation as two mechanisms of value appropriation in marketing channels and uses these two processes to link channel integration and channel compression strategies with firm value.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

Click here to view access options
Article
Publication date: 5 March 2018

Jun Kang, Anthony K. Asare, Thomas Brashear-Alejandro and Ping Li

This study aims to help resolve some of the inconsistencies of the relationships between franchisor growth and its drivers in prior literature.

Abstract

Purpose

This study aims to help resolve some of the inconsistencies of the relationships between franchisor growth and its drivers in prior literature.

Design/methodology/approach

First, this study provides a meta-analysis with bivariate correlation analysis and moderation analysis. It then offers an additional analysis of secondary data to shed further light on the relationship between franchisor growth and its drivers.

Findings

This study confirms the diverse nature of the relationship between the various measures of growth and drivers. It finds that proportion of outlets franchised and brand reputation have the strongest relationships with geographic dispersion; age and proportion of outlets franchised have the strongest relationships with outlet growth rate; and size has the strongest relationship with the number of new outlets. In addition, these multiple relationships are moderated by all three research characteristics that this study investigates, including data source, time frame and industry context.

Research limitations/implications

This meta-analysis merely offers an examination of the most commonly studied drivers and not a complete review of all potentially important variables. It calls for further research that examines the factors that lead to franchisor growth and performance in general.

Practical implications

Managers of young franchisors do not need to rush to expand their business across a wide range of geographic regions. Young franchisors instead should focus initially on gaining maturity, developing their business concept, building an attractive track record and improving their brand reputation. Beyond a strong brand and well-developed business concept, franchisors can attract potential franchisees by reassuring them and making them feel secure about their investment.

Originality/value

This study includes a bivariate analysis that was used to conduct a meta-analysis and also an empirical analysis of secondary data. By conducting the secondary data analysis, we were able to examine the extent to which the meta-analysis results of this study could be extended beyond the time period for papers included in the meta-analysis.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

Click here to view access options
Article
Publication date: 5 March 2018

Jun Kang, Anthony K. Asare, Thomas Brashear-Alejandro, Elad Granot and Ping Li

This meta-analysis aims to explore the true effect sizes of major channel performance drivers from different theoretical perspectives and how these true effects are…

Abstract

Purpose

This meta-analysis aims to explore the true effect sizes of major channel performance drivers from different theoretical perspectives and how these true effects are organized in a theoretically integrated structural analysis to predict performance.

Design/methodology/approach

First, it offers a quantitative summary on the drivers of channel performance through pairwise correlation analysis. Second, it tests an integrative framework of various performance drivers based on the relational view by using structural equation modeling. Last, it examines the potential moderation on the effects of performance drivers.

Findings

The synthesized effects of various channel performance drivers confirm the effectiveness of underlying theoretical perspectives of channel performance. The relational view is effective to identify immediate interorganizational drivers of channel performance. The contexts and methods of performance assessment have an impact on the appraisal of performance drivers.

Research limitations/implications

The performance drivers included in this meta-analysis are constrained to variables that exist in empirical channels literature and have sufficient primary data for analysis. Moderation tests are constrained by the report of research contexts and methods in original studies. Future research should broaden the theoretical perspectives on channel performance.

Practical implications

First, leveraging key routines and processes embedded in marketing channel relationships is critical to improve channel performance. Second, more targeted effort to manage channels in different markets may improve the efficiency of channel performance enhancement. Last, a comprehensive performance assessment process is necessary to avoid biased estimation of performance drivers.

Originality/value

This meta-analysis provides a systematic review of factors influencing marketing channel performance by synthesizing and correcting the effect sizes of performance drivers from different theoretical perspectives. It further develops and tests an integrative model of four immediate interorganizational drivers of channel performance.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

Click here to view access options
Article
Publication date: 14 August 2017

Naehyun (Paul) Jin, Nathaniel Discepoli Line and Sang-Mook Lee

As consumers have begun to incorporate health-related values into their purchase decisions, it has become increasingly important for marketers to understand how these…

Downloads
1983

Abstract

Purpose

As consumers have begun to incorporate health-related values into their purchase decisions, it has become increasingly important for marketers to understand how these belief systems affect the consumption experience. Accordingly, the purpose of this research is to better understand the effects of health concern on consumption behavior in full-service restaurants.

Methodology

Data were collected from 512 restaurant consumers in the USA. Structural equation modeling was used to test the hypotheses.

Findings

The results suggest that for health-conscious consumers, the availability of healthy food significantly affects the evaluation of the consumption experience in terms of both cognitive and affective response mechanisms.

Research implications

This paper identifies the mediating effects of emotion, perceived value and restaurant quality in the relationship between health concern and behavioral intention. By establishing the respective roles of quality and value, the results contribute a more complete account of the existing model of personal values and behavior, as it pertains to restaurant patronage.

Practical implications

This paper identifies the salience of health concern as a determinant of consumer behavior. Because health concern affects so many different aspects of the healthy dining experience, the results suggest that restaurant marketers need to consider their position in the market for healthy food.

Originality/value

This paper contributes an account of the effects of health concern on the value and quality perceptions that determine, at least in part, the health-conscious consumer’s evaluation of a full-service restaurant experience.

Details

International Journal of Contemporary Hospitality Management, vol. 29 no. 8
Type: Research Article
ISSN: 0959-6119

Keywords

Click here to view access options
Book part
Publication date: 7 November 2018

Brandon A. Jackson

Black professionals in predominantly white workspaces must often make use of the professional pose – styles, behaviors, and practices meant to help navigate middle-class…

Abstract

Black professionals in predominantly white workspaces must often make use of the professional pose – styles, behaviors, and practices meant to help navigate middle-class white professional settings – to assuage interactions with white colleagues and clients at work. Previous research has noted the emotional toll this often takes upon black workers. Based on two years of observations and interviews with a college organization of black men, this project builds upon previous work and investigates how collegiate black men frame those practices associated with the professional pose. Instead of framing these behaviors as only being emotionally taxing, these college men expressed that these behaviors were a necessity meant to prepare them for the real world of working alongside white coworkers, as a performance they could take pride in, and as a way to combat negative stereotypes regarding black men. These behaviors, though not necessary for their white peers, were necessary for the men if they sought to find success in the labor market they were preparing to enter.

Details

Race, Identity and Work
Type: Book
ISBN: 978-1-78769-501-6

Keywords

Click here to view access options
Book part
Publication date: 12 October 2018

Abstract

Details

Quality Services and Experiences in Hospitality and Tourism
Type: Book
ISBN: 978-1-78756-384-1

Open Access
Article
Publication date: 31 August 2016

Eun-a Im, Hyoung-goo Kang and Sang-gyung Jun

In June 2014, the asset under management of National Pension Service (NPS) of Korea reached over 444 trillion won. NPS forecasts that the asset size will gradually grow to…

Downloads
1

Abstract

In June 2014, the asset under management of National Pension Service (NPS) of Korea reached over 444 trillion won. NPS forecasts that the asset size will gradually grow to around 2,561 trillion won until 2043. The NPS investment of domestic equities and fixed income securities have been already saturated. So the NPS started to expand in global investment. Accordingly, the worries have grown that NPS's trading in foreign exchange markets may lead to the instability in FX markets. This study has analyzed the influence of NPS's foreign exchange transactions in domestic FX market. The period of study was 54 months from Jan 2010 to June 2014. For detailed research, separate analysis was performed by full year and each year. Our main findings can be summarized as follows : There are statistically plus significant influences of the NPS’s trading volume on the estimated volatility of spot rate on the first half. However, there are minus significant influences on the second half. The NPS's FX trading is known to be systematically regulated by the financial planning of the investment committee. The result of this study shows that the regulation of the NPS’s FX trading minimizes the disturbances of the currency by maintaining the stable market expectation in FX markets.

Details

Journal of Derivatives and Quantitative Studies, vol. 24 no. 3
Type: Research Article
ISSN: 2713-6647

Keywords

1 – 10 of 538