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

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Article
Publication date: 13 November 2018

Jay P. Carlson and Larry D. Compeau

Prior research has demonstrated that reference prices can affect consumer responses, but the reference prices examined have been presented along with semantic cues [e.g…

Abstract

Purpose

Prior research has demonstrated that reference prices can affect consumer responses, but the reference prices examined have been presented along with semantic cues [e.g. manufacturer’s suggested retail price (MSRP) and Compare At]. This study is unique in investigating the effects of reference prices that do not include a semantic cue (i.e. “cue-less”) on consumers’ responses. It also studies consumers’ beliefs about factory outlet stores, a seldom-studied store type in which cue-less reference prices are used.

Design/methodology/approach

One qualitative study and one experiment were carried out in this research.

Findings

The qualitative study revealed that a price tag including cue-less reference prices was unlikely to be viewed as a seller mistake or with suspicion, but nonetheless did confuse some respondents. The experiment demonstrated that while consumers find cue-less reference prices to be somewhat less believable that high MSRPs, these beliefs do not appear to come into play when consumers judge attractiveness (e.g. perceived value). Additionally, the results suggest that consumers believe that a product available for sale in a factory outlet store is likely to have been previously available at a different type of store.

Originality/value

This research advances the theory of the effects of reference prices on consumers’ responses by examining the common practice of not labeling reference prices with semantic cues. It also extends the literature regarding consumer beliefs about factory outlet stores.

Details

Journal of Product & Brand Management, vol. 27 no. 4
Type: Research Article
ISSN: 1061-0421

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Article
Publication date: 1 November 2011

Dhruv Grewal, Anne L. Roggeveen, Larry D. Compeau and Michael Levy

In this brief paper, the aim is to highlight three important pricing areas: the business strategies and pricing models that have evolved over the past 20 years of…

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4240

Abstract

Purpose

In this brief paper, the aim is to highlight three important pricing areas: the business strategies and pricing models that have evolved over the past 20 years of research, the customers that have been targeted, and the role of the internet on pricing. The advent of social media, mobile marketing and display technologies are likely to encourage researchers to pursue additional research on these topics.

Design/methodology/approach

The current paper is an essay aimed at stimulating pricing research in three major domains.

Findings

The authors review illustrative current practices and research findings pertaining to emerging pricing business models, customer target marketing and price dispersion on the web.

Research limitations/implications

The paper highlights areas that need empirical investigation.

Practical implications

Managers need to explicitly understand the role of these emerging technologies (e.g. social media, mobile media, and web‐application) and appropriately incorporate them into their pricing strategies.

Originality/value

The paper's central contribution is to stimulate additional research on key pricing areas.

Details

Journal of Product & Brand Management, vol. 20 no. 7
Type: Research Article
ISSN: 1061-0421

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Book part
Publication date: 1 August 2017

Larry D. Compeau

To examine bad credit experiences in the context of identity to understand the entanglement between bad credit and the deformation of identity.

Abstract

Purpose

To examine bad credit experiences in the context of identity to understand the entanglement between bad credit and the deformation of identity.

Methodology/approach

A qualitative method using depth interviews and hermeneutical analysis.

Findings

Bad credit is a major life event and plays a critical role in identity. By restricting or eliminating identity construction and maintenance through consumption, identities are deformed. Consumer identities are deformed as they are consumed by the identity deformation process as normal patterns of consumption that have built and supported their identities are disrupted and demolished. Bad credit is overwhelmingly consumptive of consumers – it consumes their time, energy, patience, lifestyle, relationships, social connections, and perhaps most importantly, it consumes their identity as it deforms who they are.

Research limitations/implications

Researchers need to examine more closely not just the creation and maintenance of identity, but also how identity is deformed and deconstructed through consumption experiences that can no longer be enjoyed.

Social implications

Government agencies may want to reexamine policies toward the granting of credit to reduce the incidence of loading up consumers with credit they are not able to pay for. The deformation of identity may result in anti-social behavior, although our study does not address this directly.

Originality/value

This study is different from previous work in several ways. We focus on identity deformation due to bad credit. By analyzing a crisis response that transcends the specific impetus of bad credit, we extend identity theory by developing an insight into “identities-in-crisis.” We also provide a theoretical framework and explore how consumers’ identities are deformed and renegotiated.

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Qualitative Consumer Research
Type: Book
ISBN: 978-1-78714-491-0

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Book part
Publication date: 1 August 2017

Abstract

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Qualitative Consumer Research
Type: Book
ISBN: 978-1-78714-491-0

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Book part
Publication date: 19 September 2019

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Marketing in a Digital World
Type: Book
ISBN: 978-1-78756-339-1

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Book part
Publication date: 3 July 2018

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Innovation and Strategy
Type: Book
ISBN: 978-1-78754-828-2

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Book part
Publication date: 1 February 2007

Naresh K. Malhotra

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

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Article
Publication date: 1 June 2015

Yonghoon Choi, Ying Huang and Brenda Sternquist

This paper aims to examine the influence of the salesperson’s characteristics (organizational commitment [OC] and disposition to innovate) on buyer’s behaviors in buyer …

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1295

Abstract

Purpose

This paper aims to examine the influence of the salesperson’s characteristics (organizational commitment [OC] and disposition to innovate) on buyer’s behaviors in buyer – supplier relationships. A model is proposed depicting the effects of the salesperson’s OC and disposition to innovate on buyer’s long-term orientation and opportunism through partner-specific value to the buyer.

Design/methodology/approach

Data were collected from 155 sales professionals of Japanese manufacturers. Structural equation modeling was used to analyze the data.

Findings

As predicted, the salesperson’s OC and disposition to innovate enhance buyer’s long-term orientation through providing partner-specific value to the buyer, and in turn, buyer’s long-term orientation mitigates opportunism.

Practical implications

The salesperson plays an important role for developing and maintaining Buyer-seller relationships. Based on authors’ results, firms should promote salespeople’s OC because a highly committed salesperson is likely to be more innovative when managing the relationship with the buyer and, in turn, increase the relationship-specific value to the buyer.

Originality/value

This study makes two contributions to Buyer-seller relationship literature. First, previous studies on the salesperson focus on the social aspects in the relationship. This study, however, examines the salesperson characteristics in the exchange, and the results reveal the importance of including the salesperson characteristics in studying Buyer-seller relationships. Second, this study proposes the salesperson’s partner-specific value as a key boundary-spanning aspect mediating the salesperson characteristics and buyer’s behaviors in Buyer-seller relationships. The results confirm the argument, thus providing impetus for further studying different types and dimensions of transaction-specific assets in Buyer-seller relationships.

Details

Journal of Business & Industrial Marketing, vol. 30 no. 5
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 January 2009

Tajinder Pal Singh Toor

The purpose of this paper is to highlight some of the Best Practices for Improved Customer Relationship Management.

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4852

Abstract

Purpose

The purpose of this paper is to highlight some of the Best Practices for Improved Customer Relationship Management.

Design/methodology/approach

This article describes some of the Best Practices for Improved Customer Relationship Management. Case studies, success stories, and statistical examples are used to highlight some of the Best Practices.

Findings

Case studies, success stories, and statistics.

Originality/value

This session highlights some of the Best Practices for Improved Customer Relationship Management.

Details

Business Strategy Series, vol. 10 no. 1
Type: Research Article
ISSN: 1751-5637

Keywords

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