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1 – 10 of 247
Article
Publication date: 4 January 2021

Krishnan Iyer and Jayasimha K.R.

This paper aims to investigate the dynamics of the organizational buying process of radical software innovations. Acquisition of technology innovations by early adopting…

Abstract

Purpose

This paper aims to investigate the dynamics of the organizational buying process of radical software innovations. Acquisition of technology innovations by early adopting organizations has been studied previously with scant attention being given to the actual buying process and the risk mitigation mechanism. This paper addresses these gaps in the literature and this paper finds evidence to support that the organizational buying process of radical software innovations is different from the general models of organizational buying.

Design/methodology/approach

Methods from the grounded theory approach were used to conduct 20 in-depth interviews with senior industry practitioners. Purposive sampling was used to identify the participants.

Findings

A theoretical model of the organizational buying process of radical software innovations emerged with themes and concepts that explain the dynamics of the buying and adoption processes. The paper challenges the fundamental tenet of organizational buying that needs recognition triggers the buying process. An interesting nuance was found that risk is mitigated within the buying action itself.

Practical implications

An understanding of the buyer behaviour process will help marketers of radical software innovations to formulate the appropriate marketing response. Sales personnel can attune their customer interactions when helping customers to acquire a radical software innovation. Firms that want to be early adopters and innovate can tune their buying process in line with the findings.

Originality/value

This paper develops a typological buying model. It unravels the dynamics of the adoption process by discussing how early adopting organizations buy radical software innovations. New concepts with rich explanatory powers are discussed.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 6
Type: Research Article
ISSN: 0885-8624

Keywords

Book part
Publication date: 27 June 2016

Rajan Varadarajan

The purpose of this paper is to present a conceptual framework that provides insights into major environmental and organizational forces underlying greater levels of…

Abstract

Purpose

The purpose of this paper is to present a conceptual framework that provides insights into major environmental and organizational forces underlying greater levels of organizational responsiveness to the environmental sustainability imperative by a growing number of firms, worldwide.

Methodology/approach

The paper is conceptual in its focus, and the proposed framework builds on extant literature from multiple literature streams.

Findings

Societal progress toward environmental sustainability is a shared responsibility of consumers, corporations, and the government at various levels. A potential avenue for societal progress toward environmental sustainability is fostering a macroenvironment that is conducive to the elimination of consumption certain products, reduction in consumption certain other products, and redirection of consumption of still other products from ecologically more harmful to ecologically less harmful substitute products (and relatedly, demand elimination, demand reduction, and demand redirection).

Research and practical implications

An implication for corporate sustainability responsibility is that firms while planning and formulating strategies for increasing their market footprint must also concurrently plan and formulate strategies for decreasing their environmental footprint. An implication for government sustainability responsibility is that even under conditions of high levels of commitment by a large and growing number of firms and consumers to engage in environmentally sustainable behaviors, in the absence of supporting infrastructure for engaging in such behavior, they may find it necessary to engage in environmentally unsustainable behaviors.

Originality/value

Issues relating to environmental sustainability have been the focus of a large body of recent research in a number of academic disciplines including marketing. A cursory examination of numerous articles published in scholarly journals on issues pertaining to environmental sustainability, and in the business press pertaining to the myriad environmental sustainability initiatives of firms worldwide is indicative of its growing importance.

Article
Publication date: 8 June 2021

Dan Liu and Mehdi Darbandi

Fundamental literature exists on the employment of diverse information technology (IT) innovations relied on utility computing, a little experimental literature exists on…

Abstract

Purpose

Fundamental literature exists on the employment of diverse information technology (IT) innovations relied on utility computing, a little experimental literature exists on cloud computing adoption by medium enterprises. So, this essay aims to analyze the determinants of the acceptance of cloud computing in medium-sized organizations. It also targets the impact of cloud-depended services on employers' talent management in the analysis areas of research reports, hypotheses and frameworks used by them.

Design/methodology/approach

Cloud computing is a novel and notable development in the network application field with a novel IT viewpoint. The present investigation aims to assist and enrich the scientific argument regarding the phenomenon nominated cloud computing from a managerial perspective. A quantitative study design was utilized to gather and analyze the data. In total, 345 employees from different medium enterprises reported their perspectives via an online survey. Partial least squares was used to evaluate the model of the study. The investigation was performed from April 2020 to November 2020.

Findings

As expected, the empirical analysis results revealed that cloud computing adaption drivers positively and significantly associated with talent management. The results showed that organizational level is the most important factor in the effectiveness of talent management. Further, this study established a cloud strategy that moderates the relationships between cloud computing adaption drivers and talent management. As a general result, organization managers must implement cloud computing to improve organizational performance, reduce costs, enhance organizational innovation and reduce repetitive work. So, international trade facilitates and helps the country's economy.

Research limitations/implications

There are still some drawbacks of this analysis that require addressing the findings. Initially, the authors gathered a country's data. Second, by considering multiple significant structures from four aspects, they established the study model. Third, utilizing one-time cross-sectional data, the suggested model was evaluated. As a proposal, future researchers could investigate cloud computing adoption drivers' outcomes within other organizations.

Originality/value

This research presents a straightforward and easy model for understanding the cloud's effect on employee talent management. By systematizing the unrelated studies on the subject and organizing those contributions into strong managerial literature paradigms, such an aim has been accomplished.

Details

Kybernetes, vol. 51 no. 6
Type: Research Article
ISSN: 0368-492X

Keywords

Article
Publication date: 1 December 2006

Pingjun Jiang and James Talaga

Building a customer base as an outcome of customer satisfaction has not been investigated empirically in e‐tailing industry. This paper seeks to fill this gap in the literature.

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Abstract

Purpose

Building a customer base as an outcome of customer satisfaction has not been investigated empirically in e‐tailing industry. This paper seeks to fill this gap in the literature.

Design/methodology/approach

Explores the relationship between satisfying customers and building a customer base using data envelopment analysis (DEA). Data from the e‐retailing industry related to the input variables (e.g. customers' ratings on a set of e‐store attributes) and output variables (e.g. a proxy measure of “customer base”) are analyzed.

Findings

Performance scores for developing a customer base vary across product categories. Performance score is a good parameter for predicting future change on a unique number of visitors and on the competition pattern for a particular e‐tailer.

Research limitations/implications

Further study can examine other drivers of a developing customer base (e.g. advertising, trust building, and strategic alliance) – thereby producing more robust evidence for customer base development in e‐tailing industry.

Practical implications

Good practices in the generation of customers and page view have been identified. Knowing the efficiency patterns of an e‐tailer makes it possible to guide managerial action by providing a measure of the extent to which different management actions at the e‐tailer can lead to higher future customer growth. Managers should realize that customers match realizations and expectations of product/service performance.

Originality/value

This study has identified satisfaction as the important driver of developing a customer base. It focuses on improving diagnosis of the performance of e‐tailers by assessing reach efficiency and page view efficiency separately.

Details

Journal of Services Marketing, vol. 20 no. 7
Type: Research Article
ISSN: 0887-6045

Keywords

Article
Publication date: 25 October 2013

Iris Stuart, Yong-Chul Shin, Donald P. Cram and Vijay Karan

The use of choice-based, matched, and other stratified sample designs is common in auditing research. However, it is not widely appreciated that the data analysis for…

Abstract

The use of choice-based, matched, and other stratified sample designs is common in auditing research. However, it is not widely appreciated that the data analysis for these studies has to take into account the non-random nature of sample selection in these designs. A choice-based, matched or otherwise stratified sample is a nonrandom sample that must be analyzed using conditional analysis techniques. We review five research streams in the auditing area. These streams include work on determinants of audit litigation, audit fees, auditor reporting in financially distressed firms, audit quality and auditor switches. Cram, Karan, and Stuart (CKS) (2009) demonstrated the accuracy of conditional analysis, compared to unconditional analysis, of nonrandom samples through the use of simulations, replications, and mathematical proofs. Papers since published have continued to rely upon questionable research, however, and it is hard for researchers to identify what is the reliability of a given work. We complement and extend CKS (2009) by identifying audit papers in selected research streams whose results will likely differ if the data gathered are analyzed using conditional analysis techniques. Thus research can be advanced either by replication and reanalysis, or by refocus of new research upon issues that should no longer be viewed as settled.

Article
Publication date: 7 August 2017

Sajad Rezaei and Naser Valaei

The purpose of this paper is to investigate the impact of post-usage usefulness (PUU), experiential value, and apps channel satisfaction on consumer continuance intention…

1422

Abstract

Purpose

The purpose of this paper is to investigate the impact of post-usage usefulness (PUU), experiential value, and apps channel satisfaction on consumer continuance intention in using the smartphone apps retail channel for shopping activities. The study proposes that experiential value mediates both the relationship between PUU and apps channel satisfaction and the relationship between PUU and apps channel continuance intention.

Design/methodology/approach

A total of 467 valid questionnaires were received from Malaysian experienced smartphone apps shoppers (minimum of six months experience) from pure play apps retailers to empirically test the model. For the assessment of the measurement model and structural relationships, partial least square path modelling approach was performed.

Findings

The hypotheses testing imply that all direct hypotheses between latent constructs are supported. Experiential value partially mediates the relationship between PUU and apps channel satisfaction and the hypothesis on its mediation role on the relationship between PUU and apps channel continuance intention is rejected.

Originality/value

Despite the rapid development of information technology, a few research uncovered how businesses can create value through smartphone apps channel. Rather than focussing exclusively on online retailing, physical stores and e-commerce in general as a retail distribution strategy, this study empirically uncovered that value creation process could be achieved through smartphone apps channel.

Details

Marketing Intelligence & Planning, vol. 35 no. 5
Type: Research Article
ISSN: 0263-4503

Keywords

Article
Publication date: 13 April 2018

Anu C. Haridasan and Angeline Gautami Fernando

The purpose of this study is to compare online and in-store shoppers motivations based on product type.

3955

Abstract

Purpose

The purpose of this study is to compare online and in-store shoppers motivations based on product type.

Design/methodology/approach

Means-end approach was used to extract motivational factors that drive shoppers channel choice for hedonic and utilitarian products. A total of 100 respondents were interviewed using laddering technique. Hierarchical virtual maps were constructed to determine values associated with attributes and consequences identified by the consumer.

Findings

Shopping motivations differed for online and in-store shoppers based on product type. Variety, value for money and delivery were important attributes for online shoppers. In-store shoppers looked for social interaction and personalized attention. Convenience, affordability and gratification were unique online consequences, while nostalgia and loyalty benefits were specific to in-store hedonic purchases. Self-confidence, availability of wider choices and in-store shopping experience were the values sought for hedonic products. Control of shopping experience was the desired value for utilitarian purchases irrespective of channels.

Research limitations/implications

This study contributes to shopping motivation research by comparing motives of online and in-store shoppers for hedonic and utilitarian products.

Practical implications

Retailers need to enhance online trust and strengthen in-store customer service for hedonic products. They should also work on the online delivery capabilities and in-store personalized services for utilitarian purchases.

Originality/value

Prior research on deconstructing channel choice motivations based on product type is sparse. This paper uses hierarchy of means-end elements to illustrate attributes and consequences that drive consumer motives and values.

Details

Journal of Research in Interactive Marketing, vol. 12 no. 2
Type: Research Article
ISSN: 2040-7122

Keywords

Open Access
Article
Publication date: 24 February 2020

Muhammad Sabbir Rahman, Md Afnan Hossain, Md Rifayat Islam Rushan, Mohammad Tayeenul Hoque and Hasliza Hassan

This study aims to develop and validate a scale for measuring online fashion brand recognition (OFBR).

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Abstract

Purpose

This study aims to develop and validate a scale for measuring online fashion brand recognition (OFBR).

Design/methodology/approach

Given the existing literature on brand, multiple stages of studies were conducted as a part of the scale development process. The OFBR scale was validated by a step-by-step process following the scale validation methodology suggested in the specialised literature.

Findings

The results demonstrate the 25 items of five unique factors that form the OFBR construct and confirm the strong validity of the construct. This finding suggests that the five-dimensional approach (online brand familiarity, online visual simplicity, online aesthetic attraction, online brand emotion and online social reputation) plays important role to form OFBR.

Practical implications

A valid and reliable OFBR scale provides a foundation for broadening the understanding on the important constructs that form OFBR, which is essential for online fashion retailing. Knowledge of the crucial antecedents that influence consumers towards online fashion products can enhance marketers’ capability to position their brands towards their target markets.

Originality/value

The relevance of this study lies in validating the scale for measuring OFBR for the first time in the literature on online fashion brand.

Propósito

Este estudio tiene como objetivo desarrollar y validar una escala para medir el reconocimiento de marcas de moda online (OFBR).

Metodología

Partiendo de la literatura de marca, se llevaron a cabo múltiples estudios como parte del proceso de desarrollo de la escala. La escala OFBR fue validada en un proceso de diversas etapas siguiendo la metodología de validación de escalas sugerida en la literatura especializada.

Hallazgos

Los resultados demuestran los veinticinco ítems de cinco factores únicos que forman el constructo OFBR y confirman la validez del constructo. Este hallazgo sugiere que el enfoque de cinco dimensiones (familiaridad con la marca online, simplicidad visual online, atracción estética online, emoción de la marca online y reputación social online) juega un papel importante en la formación de la OFBR.

Implicaciones prácticas

Una escala OFBR válida y fiable proporciona una base para ampliar la comprensión de los constructos importantes que forman OFBR, lo cual es esencial para la venta de moda online. Conocer los antecedentes que condicionan al consumidor al comprar productos de moda online puede mejorar la capacidad del vendedor para posicionar su marca en el mercado objetivo.

Originalidad/valor

El interés de este estudio radica en la validación de la escala para medir la OFBR por primera vez en la literatura sobre la marca de moda online.

Tipo de trabajo

Artículo de investigación

Article
Publication date: 11 November 2019

Elena Ageeva, T.C. Melewar, Pantea Foroudi and Charles Dennis

This study aims to evaluate the significance of the corporate website favorability notion and examines its factors in developing competitive advantage in the context of…

Abstract

Purpose

This study aims to evaluate the significance of the corporate website favorability notion and examines its factors in developing competitive advantage in the context of retail and service settings in the UK and Russia.

Design/methodology/approach

Based on the attribution, social identity and signaling theories, this study adopted the qualitative exploratory approach by conducting 14 interviews with retail experts and eight focus groups with retail users in the UK and Russia, combined with experts in website design, communication and marketing.

Findings

The study findings indicated that it is crucial to build and maintain a favorable corporate website that reveals the corporate identity as part of the overall company strategy. The study suggests that navigation, visual, information, usability, customization, security, availability, website credibility, customer service, perceived corporate social responsibility and perceived corporate culture are the factors of corporate website favorability that contribute to the company’s competitive advantage. The findings show that consumers from Russia as well as from the UK found the significance of a favorable corporate website (i.e. corporate website favorability), as well as the factors affecting corporate website favorability. However, consumers in the UK are more critical and demanding in the level of expectation of the website overall and put more weight than consumers from Russia on the perceived corporate social responsibility, perceived corporate culture, customer service and website credibility.

Practical implications

Corporate website favorability should be adopted by the companies, as part of the overall corporate identity management. Furthermore, it is advised to take into consideration the variations in the level of importance of the factors of corporate website favorability in different countries. The findings of this study suggest that this investigation will make a considerable managerial contribution to the understanding of a company’s decision-makers, communication professionals and website specialists about the building of a favorable corporate website in line with corporate identity strategy of the company.

Originality/value

There has been little systematic study of the effect of corporate websites on consumer evaluations of the websites; also, there is a lack of research with regard to the factors that contribute to the development of a favorable corporate website (i.e. corporate website favorability). This is the first study of its kind to find the effect of corporate website favorability in Russia, representing a non-western country, and the UK, representing a western country. Therefore, it contributes to the corporate visual identity literature by presenting the corporate website favorability construct and demonstrating the factors that influence corporate website favorability.

Article
Publication date: 12 April 2018

Angeline Gautami Fernando, Bharadhwaj Sivakumaran and L. Suganthi

Second-hand/used goods channels compete with existing traditional channels to satisfy consumers’ needs that are unmet by traditional retail networks. However, most studies…

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Abstract

Purpose

Second-hand/used goods channels compete with existing traditional channels to satisfy consumers’ needs that are unmet by traditional retail networks. However, most studies on online shopping have largely ignored online second-hand/used good purchases. This study aims to use Thaler’s mental accounting model, principal–agent perspective and contamination theory to highlight the differences in the value sought by online new goods and second-hand shoppers.

Design/methodology/approach

A conceptual framework linking perceived uncertainty, perceived acquisition value and e-loyalty was developed and tested using structural equation modelling. The moderating effects of product type (new vs second-hand) and frugality were also included.

Findings

The paper found strong support for the model. Results showed that online second-hand shoppers were more uncertain and perceived lesser levels of acquisition value when compared to new goods shoppers. They were also less frugal. Online shoppers are also more likely to buy products with sensory attributes (experience goods) in new goods websites and products with non-sensory attributes (search goods) from second-hand websites. The authors recommend various ways in which managers can increase perceived value for the online shopper.

Research limitations/implications

Future studies can extend this investigation by including transaction value or other hedonic values to verify their impact on acquisition value and e-loyalty. While the authors found support for the notion that consumers who buy used goods online are less frugal, there is some research that could point to the opposite. Hence, research can investigate this topic in depth in more countries to throw more light on this.

Practical implications

To sustain themselves in a competitive online market, retailers need to understand the value sought by consumers. This study provides empirical evidence of the importance of acquisition value for new goods and second-hand shoppers.

Originality/value

No recent research has compared the value sought by online second-hand and new goods shoppers. This study contributes to the understanding of the acquisition value perceived by consumers in online new goods and second-hand shopping channels.

Details

European Journal of Marketing, vol. 52 no. 7/8
Type: Research Article
ISSN: 0309-0566

Keywords

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