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1 – 10 of 669Sixing 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 for…
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.
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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.
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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.
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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.
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Jun Kang, Jingyi Lan, Hongyan Yan, Wen Li and Xuemei Shi
This study aims to investigate the antecedents of mobile Internet users’ perception of information sensitivity (PIS) and willingness to provide personal information (WTP). It…
Abstract
Purpose
This study aims to investigate the antecedents of mobile Internet users’ perception of information sensitivity (PIS) and willingness to provide personal information (WTP). It provides insights about how these antecedents influence users’ perceived information sensitivity and willingness to provide.
Design/methodology/approach
An online survey of mobile Internet users was conducted in China, generating a total of 1,000 qualified responses for analysis.
Findings
Results reveal the differential effects of some major antecedents of mobile Internet users’ perceived information sensitivity and willingness to provide (individual disposition to value privacy, age, gender, app type and privacy concerns) and such impact vary across low-, medium- and high-privacy segments.
Originality/value
This study provides insights into the antecedents of mobile Internet users’ attitudes towards personal information privacy. It also extends the understanding of users’ perceived information sensitivity and willingness to provide such information comparatively among four countries.
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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.
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.
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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 organized in a…
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.
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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 belief…
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.
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Xingyi Zhang, EunHa Jeong, Xiaolong Shao and SooCheong (Shawn) Jang
This study aims to identify effective ways to promote plant-based foods in quick-service restaurants by considering customers’ food-related health involvement.
Abstract
Purpose
This study aims to identify effective ways to promote plant-based foods in quick-service restaurants by considering customers’ food-related health involvement.
Design/methodology/approach
This study conducted a 2 (message format: myth/fact or fact-only) × 2 (message focus: benefit- or attribute-focused) × 2 (health involvement: high or low) quasi-experimental design via a scenario-based online survey. A multivariate analysis of covariance and a bootstrapping approach were used to test the hypotheses (N = 365).
Findings
The results indicated that message format and focus jointly influenced customers’ perceived health consequences of plant-based foods and purchase intentions; customers’ health involvement altered the two-way interaction between message format and focus; and perceived health consequences mediated the effects of message format and focus as and customers’ health involvement on purchase intentions.
Research limitations/implications
This study identifies the effectiveness of message format and focus in promoting plant-based foods and extends the sustainable product promotion literature by using resource matching theory and the elaboration likelihood model. Future studies should use field studies to examine how can message framing influence customers’ actual behaviors when purchasing plant-based foods.
Practical implications
This study can help quick-service restaurants better promote plant-based foods considering message format and focus and customers’ food-related health involvement.
Originality/value
This is one of only a few studies that have tested how messages containing both negative and positive information about a product could help promote plant-based foods.
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Berna Kurkcu, Eylem Üstünsoy and Bekir Bora Dedeoğlu
This study has two main purposes. First, the effects of health anxiety and perceived social value on the intention to consume functional food were examined. Second, the role of…
Abstract
Purpose
This study has two main purposes. First, the effects of health anxiety and perceived social value on the intention to consume functional food were examined. Second, the role of health knowledge levels in these relationships was identified.
Design/methodology/approach
The sample consisted of 271 restaurant consumers on the European side of Istanbul between August and October 2021. Partial least squares structural equation modeling (PLS-SEM) was used to test the research model.
Findings
Restaurant consumers revealed that health anxiety and perceived social value positively affect functional food consumption intentions. Moreover, health knowledge levels have a negative moderating effect on the relationship between health anxiety and functional food consumption intentions.
Originality/value
Thanks to the findings of this study, the roles of health anxiety, perceived social value and health knowledge in functional food consumption were determined, thus filling a vital literature gap.
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