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Article
Publication date: 10 March 2020

Kishore Gopalakrishna Pillai and Charles F. Hofacker

Studies on consumer knowledge calibration have used different measures of calibration. The purpose of this paper is to undertake a comparative assessment of important…

Abstract

Purpose

Studies on consumer knowledge calibration have used different measures of calibration. The purpose of this paper is to undertake a comparative assessment of important measures. In addition, it seeks to identify the best performing measure.

Design/methodology/approach

The paper reports on three studies. The first study uses eight survey data sets. The second and third studies use experiments.

Findings

The study found that the Brier score component measure is most responsive to feedback and is the most suitable measure of knowledge calibration. The results also indicate that researchers should use measures that use item-level confidence judgements, as against an overall confidence judgement.

Research limitations/implications

By documenting the relationship between the different measures of knowledge calibration, the study enables proper interpretation and accumulation of results of various studies that have used different measures. The study also provides guidance to researchers in psychology and education where this issue has been noted.

Practical implications

The study provides guidance to managers in knowledge intensive industries, such as finance and insurance, interested in understanding their consumers’ knowledge calibration.

Originality/value

This is the first study in consumer research that examines this issue.

Details

European Journal of Marketing, vol. 54 no. 5
Type: Research Article
ISSN: 0309-0566

Keywords

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Article
Publication date: 4 November 2020

Smitha R. Nair, Kishore Gopalakrishna Pillai and Mehmet Demirbag

This paper aims to develop a conceptual model that examines the role of an individual’s confidence in the transferred knowledge in realizing benefits from such transfers…

Abstract

Purpose

This paper aims to develop a conceptual model that examines the role of an individual’s confidence in the transferred knowledge in realizing benefits from such transfers. In so doing, the paper attempts to address the gap in the knowledge transfer (KT) literature pertaining to the inability of recipients to gain benefits from incoming transferred knowledge.

Design/methodology/approach

The conceptual model has been developed by drawing from the literature on socio-cognitive approaches by using psychological variables (individual-level differences in need for closure, regulatory focus and self-efficacy) and contextual factors that include the perceived novelty of knowledge and positive feedback from social interactions, which influence confidence in incoming knowledge.

Findings

The conceptual model builds on the socio-cognitive perspective and explores some of the important issues that could contribute to the individual’s adeptness (or lack thereof) in deriving benefits from transferred knowledge, thus addressing a vital gap in strategy and management literature.

Originality/value

The paper introduces the concept of confidence in knowledge to the KT literature, which could lend valuable insights pertaining to deriving benefits from transferred knowledge. In addition, by highlighting the role of important individual-specific constructs in determining the ability to gain benefits from KT, the paper makes a significant contribution to the stream of research on the micro-foundational bases of strategy. Finally, exploring perceived novelty as a knowledge attribute in this paper adds an interesting perspective to the individuals’ perception of the target knowledge quality and the resulting confidence in the incoming knowledge, which could in turn be moderated by individual differences.

Details

Journal of Knowledge Management, vol. 25 no. 5
Type: Research Article
ISSN: 1367-3270

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Article
Publication date: 19 May 2020

Charles Hofacker, Ismail Golgeci, Kishore Gopalakrishna Pillai and David Marius Gligor

This study aims to introduce the special issue on digital marketing and business-to-business (B2B) relationships. In general, only modest attention has been devoted to the…

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4037

Abstract

Purpose

This study aims to introduce the special issue on digital marketing and business-to-business (B2B) relationships. In general, only modest attention has been devoted to the study of digitalization in the B2B sector and even less on the importance of the perils and promises of digitalization for B2B relationships. This study’s goal is to help focus scholarly attention on the implications of digitalization on B2B relationships.

Design/methodology/approach

In this conceptual paper, the authors’ approach is to carefully review relevant literature, and to lay out the field of digital marketing and B2B relationships, conceptualizing it for future research.

Findings

The authors find that the following areas are critically important to understanding future trends in digital marketing and B2B relationships: coopetition, value co-creation, B2B branding, servitization, innovation networks, relationship dynamics and power and trust.

Originality/value

The intersection of digitalization and B2B relationships is an under-researched topic. With this paper and the accompanying special issues papers, the authors hope to begin to fill this critical gap.

Details

European Journal of Marketing, vol. 54 no. 6
Type: Research Article
ISSN: 0309-0566

Keywords

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Article
Publication date: 1 January 2014

Yue Meng-Lewis, Des Thwaites and Kishore Gopalakrishna Pillai

This study investigates Chinese consumers' responses to foreign and domestic sponsors engaged in the Beijing Olympic Games. It identifies direct causalrelationships…

Abstract

This study investigates Chinese consumers' responses to foreign and domestic sponsors engaged in the Beijing Olympic Games. It identifies direct causal relationships between consumer ethnocentrism, attitudes towards the sponsor and product judgement. Findings reveal that event involvement mediates the positive relationship between consumer ethnocentrism and attitudes towards the domestic sponsor. Attitudes towards foreign sponsors are found to be a significant mediator in the relationship between consumer ethnocentrism and judgements of the sponsors' products. Theoretical and managerial implications are discussed.

Details

International Journal of Sports Marketing and Sponsorship, vol. 15 no. 2
Type: Research Article
ISSN: 1464-6668

Keywords

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Article
Publication date: 9 February 2015

Kishore Gopalakrishna Pillai, Michael Brusco, Ronald Goldsmith and Charles Hofacker

This paper aims to introduce knowledge discrimination to consumer research. It also examines the antecedent effects of objective knowledge and confidence in knowledge on…

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1299

Abstract

Purpose

This paper aims to introduce knowledge discrimination to consumer research. It also examines the antecedent effects of objective knowledge and confidence in knowledge on consumer knowledge discrimination. Research in psychology has sought to distinguish between calibration and discrimination, two related skills in probabilistic judgments. Though consumer research has sought to examine knowledge calibration, the construct of knowledge discrimination has not attracted any attention.

Design/methodology/approach

The paper reports on three studies which use a cross-sectional design using a structured questionnaire. The hypotheses are tested using regression. In addition, the paper also reports the results of an experimental study.

Findings

The paper finds that the objective knowledge has a positive effect on discrimination. But confidence in knowledge does not have a consistent effect on discrimination. The paper also finds that feedback improves discrimination.

Research limitations/implications

The study adds a new dimension to the examination of metaknowledge and metacognitions in the consumer domain.

Practical implications

The study suggests some ways in which companies/government agencies can improve consumer knowledge discrimination.

Social implications

Knowledge discrimination is expected to reduce consumer vulnerability and enhance consumer competence.

Originality/value

This is the first study to examine knowledge discrimination in the consumer domain. Prior research has observed that there could be a trade-off between calibration and discrimination. Hence, the study of knowledge discrimination can inform the study of knowledge calibration.

Details

European Journal of Marketing, vol. 49 no. 1/2
Type: Research Article
ISSN: 0309-0566

Keywords

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Article
Publication date: 11 November 2013

Yue Meng-Lewis, Des Thwaites and Kishore Gopalakrishna Pillai

The study aims to explore the novel issue of how consumers perceive sponsorship initiatives by foreign companies and how the sponsors' country-of-origin (COO) cue may…

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3400

Abstract

Purpose

The study aims to explore the novel issue of how consumers perceive sponsorship initiatives by foreign companies and how the sponsors' country-of-origin (COO) cue may influence sponsorship outcomes.

Design/methodology/approach

The measurement model and proposed relationships were tested based on a sample of 811 Chinese consumers using confirmatory factor analysis and structural path analysis.

Findings

The results reveal that attitudes toward the sponsor completely mediate the effect of event involvement on willingness to buy from the sponsor (WBS). Attitudes toward the sponsor also partially mediate the relationship between economic animosity towards a specific sponsor's COO and WBS. Additionally, the level of a country's economic competitiveness found to moderate the negative relationship between economic animosity, attitudes toward the sponsor and WBS.

Research limitations/implications

The nature of the product type and the desire of the consumer to own such a product may have influenced the measurement of willingness to buy.

Practical implications

The research adds to the existing knowledge by identifying the opportunities and potential biases that a foreign company may encounter when considering sponsoring a mega sport event in a different cultural context. The study helps managers to understand how sports sponsorship could be used effectively in emerging markets.

Originality/value

The proposed conceptual model advances the application of classical conditioning theory, the consumer animosity model of foreign product purchase and the belief-attitude-intention hierarchy in the sponsorship arena. It is the first investigation of the role of event involvement and economic animosity in understanding sponsorship responses.

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Article
Publication date: 1 June 2005

Larry C. Giunipero, Kishore Gopalakrishna Pillai, Stephen N. Chapman and Ronald A. Clark

To examine the changes in just‐in‐time (JIT) purchasing practices over time.

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2360

Abstract

Purpose

To examine the changes in just‐in‐time (JIT) purchasing practices over time.

Design/methodology/approach

The evaluation of changes in JIT purchasing practices was done through a longitudinal study. The first study was performed in 1989. The second study was performed almost a decade later. The empirical studies measured the managerial perceptions of the importance of nine different areas of JIT purchasing activities. Regression and bootstrapping were used for comparison between time periods.

Findings

The study found similar results from a decade earlier on all but 17 out of a total of 103 JIT purchasing practices. The only significantly more important item was the contract provision for delivery frequency. It appears that purchasing professionals have learned and are more familiar with JIT purchasing practices. As a result four problem areas were significantly lower and 12 other practices deemed less important.

Research limitations/implications

Sample size is a limitation for the study. The analysis suggested certain influences of SCM on JIT practices. More rigorous measurement of SCM needs to be undertaken to explore the degree of integration of JIT with SCM philosophy.

Practical implications

The study identifies best JIT practices from a decade of practice.

Originality/value

This is a longitudinal study. It tracks the changes in practices and identifies best practices for managers.

Details

The International Journal of Logistics Management, vol. 16 no. 1
Type: Research Article
ISSN: 0957-4093

Keywords

Open Access
Article
Publication date: 6 April 2020

Jonna Pauliina Koponen and Saara Rytsy

Currently, online chat is in common use in e-commerce. By adding social interaction to the online context, companies hope to increase customers’ purchasing intentions…

Downloads
2178

Abstract

Purpose

Currently, online chat is in common use in e-commerce. By adding social interaction to the online context, companies hope to increase customers’ purchasing intentions. However, previous studies have not investigated how social presence is embedded in online business-to-business (B2B) chat conversations between buyers and sellers. Moreover, the functions of online chat in B2B sales have not been investigated.

Design/methodology/approach

The data was collected at a case company over the course of four years, from which the authors analyzed 157 online chat conversations between buyers (n = 157) and sellers (n = 9) with a theory-driven thematic analysis. In addition, data from the company’s customer relationship management system was collected to specify buyer types.

Findings

The results reveal that social presence was embedded in online B2B chat via buyers’ interactive, affective and relationship maintenance responses. Social presence differed depending on the type of buyer, with only existing customers having relationship maintenance responses. E-commerce B2B chat functions can be described as multiple and changing depending on the buyer–seller relationship stage.

Research limitations/implications

Having data only from one case company limits the results to one type of industry.

Practical implications

The results can be used in sales training and when developing online chat services.

Originality/value

Results bring scientific utility to B2B sales and marketing research, as the authors build a bridge between social presence, the existing theoretical model on B2B buyer–seller relationship development and online chat as a communication medium. Other researchers may use this understanding when exploring B2B buyer–seller interaction in different digitalized communication media.

Details

European Journal of Marketing, vol. 54 no. 6
Type: Research Article
ISSN: 0309-0566

Keywords

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