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Under investigation is Prosecco wine, a sparkling white wine from North‐East Italy. Information collection on consumer perceptions is particularly relevant when developing market strategies for wine, especially so when local production and certification of origin play an important role in the wine market of a given district, as in the case at hand. Investigating and characterizing the structure of preference heterogeneity become crucial steps in every successful marketing strategy. The purpose of this paper is to investigate the sources of systematic differences in consumer preferences.

The paper explores the effect of inclusion of answers to attitudinal questions in a latent class regression model of stated willingness to pay (WTP) for this specialty wine. These additional variables were included in the membership equations to investigate whether they could be of help in the identification of latent classes. The individual specific WTPs from the sampled respondents were then derived from the best fitting model and examined for consistency.

The use of answers to attitudinal question in the latent class regression model is found to improve model fit, thereby helping in the identification of latent classes. The best performing model obtained makes use of both attitudinal scores and socio‐economic covariates identifying five latent classes. A reasonable pattern of differences in WTP for Prosecco between CDO and TGI types were derived from this model.

The approach appears informative and promising: attitudes emerge as important ancillary indicators of taste differences for specialty wines. This might be of interest per se and of practical use in market segmentation. If future research shows that these variables can be of use in other contexts, it is quite possible that more attitudinal questions will be routinely incorporated in structural latent class hedonic models.

Unsafe behavior is a major cause of safety accidents, while in most management measures for unsafe behavior, the construction workers are generally managed as a whole. Therefore, this study aims to propose group management of construction workers' unsafe behavior considering individual characteristics.

A cognitive process model with ten cognitive factors was constructed based on cognitive safety theory. The questionnaire was developed and validated based on the cognitive model, and the results showed that the questionnaire had good reliability and validity, and the cognitive model fitted well. Latent class analysis was used to classify the unsafe behaviors of construction workers.

Four categories of cognitive excellent type, cognitive failure type, no fear type and knowingly offending type were obtained. Workers of cognitive excellent type have good cognitive ability and a small tendency for unsafe behaviors. Workers of cognitive failure type have poor cognitive ability and the potential for cognitive failure in all four cognitive links. Workers of no fear type have weak cognitive ability, and cognitive failure may occur in discovering information and choosing coping links. Workers of knowingly offending type have certain cognitive abilities, but cognitive failure may occur in choosing coping link.

This study formulates targeted management measures according to the potential characteristics of these four types and provides scientific theoretical support for the personalized management of unsafe behavior.

The purpose of this study is to examine the impact of key decision-making attributes on consumers’ choice of accommodation among and between hotels and Airbnb.

The study used a choice-based conjoint approach using 21 key decision-making factors that impact consumers’ choice of accommodation across five segments ranging from economy to luxury. Latent class estimation was used to identify segments of respondents who tend to have similar preferences for accommodation.

The results showed the presence of a consistent pattern of decision-making across the five accommodation segments, culminating in a hierarchy of importance in accommodation choice. The 21 key decision-making attributes comprised three tiers in order of decreasing importance: quality and service, amenities, and accessibility and safety. Further, latent class analysis indicated the presence of a hotel group and an Airbnb group of customers, which allowed us to identify how both types of providers might maximize the value of their offers to encourage customer switch.

The accommodation landscape is extremely dynamic (particularly as the COVID-19 pandemic unfolds) and complex. The present study cannot capture all of its intricacies but provides an invaluable foundation for future research on the topic of consumer choice in an evolving and competitive accommodation market.

Extant research on accommodation choice has focused on hotels or Airbnb only. Moreover, research that has considered both types of accommodation simultaneously is limited in its conceptual and methodological scope. The present study synthesizes the fragmented literature on consumers’ accommodation choices and offers a holistic and coherent schematic – the hierarchy of importance in accommodation choice – that can be used by future researchers and practitioners alike.

The purpose of this paper is to assess the performance of competing methods and model selection, which are non‐trivial issues given the financial implications. Researchers have adopted various methods including statistical models and machine learning methods such as neural networks to assist decision making in direct marketing. However, due to the different performance criteria and validation techniques currently in practice, comparing different methods is often not straightforward.

This study compares the performance of neural networks with that of classification and regression tree, latent class models and logistic regression using three criteria – simple error rate, area under the receiver operating characteristic curve (AUROC), and cumulative lift – and two validation methods, i.e. bootstrap and stratified k‐fold cross‐validation. Systematic experiments are conducted to compare their performance.

The results suggest that these methods vary in performance across different criteria and validation methods. Overall, neural networks outperform the others in AUROC value and cumulative lifts, and the stratified ten‐fold cross‐validation produces more accurate results than bootstrap validation.

To select predictive models to support direct marketing decisions, researchers need to adopt appropriate performance criteria and validation procedures.

The study addresses the key issues in model selection, i.e. performance criteria and validation methods, and conducts systematic analyses to generate the findings and practical implications.

Extant research on job insecurity has traditionally investigated this construct as a hindrance stressor, based on theoretical developments and meta-analytical results that have shown consistent negative relationships between job insecurity and a host of organizational outcomes. In this chapter, the authors take a person-centered perspective based on the transactional theory of stress and argue that employees can and do appraise job insecurity in different ways which is manifested by qualitatively distinct latent profiles. The authors also argue that certain positive psychological variables (i.e., hope, optimism, self-efficacy, and grit) might influence one’s odds to belong to specific appraisal latent classes. Using a cross-lagged dataset of 322 US-based employees, the authors found evidence of five qualitatively different latent profiles (i.e., employees who viewed job insecurity as: (1) irrelevant, (2) simultaneously moderately challenging and hindering, (3) primarily hindering, (4) both highly challenging and highly hindering, or (5) primarily challenging). Further, the results showed that higher grit was associated with higher odds of belonging to any of the appraisal profiles compared to the high challenge/high hindrance group whereas higher self-efficacy was associated with higher odds of belonging to the irrelevant group compared to any of the appraisal profiles. Hope and optimism, however, did not influence latent class membership. The authors discuss the implications for theory and practice considering seemingly paradoxical findings demonstrating sometimes positive and sometimes negative outcomes of job insecurity, as well as traditional assumptions that employees primarily view job insecurity as either a hindrance or a challenge.

This research examines the differential impact of the importance of internally and externally sourced information and knowledge and their relationship to absorptive capacity and firm performance. In addition, this analysis deals directly with the unobservable heterogeneity amongst firms that is generally viewed as the raison d'être for a unique resource-based perspective of organizational performance. Latent class, finite mixture regression models are used that show that a single model relating knowledge sourcing, absorptive capacity and firm performance is inadequate in explaining even a minor portion of the variation which is seen between firms.

The purpose of this study is to test the universality of the behavioral theory of negotiation developed in the United States, particularly the integrative/distributive models, and to find negotiators' prototypes in international negotiations conducted in a Latin American country.

An open questionnaire was administered to a convenience sample of 104 resident foreigners (expatriates) who reported the negotiation patterns of Costa Ricans. The qualitative data were coded in 52 variables (inte-rater reliability Fleiss' Kappa K= 0.65). A total of ten variables were selected to measure distributive/integrative patterns of negotiations. Latent class analysis (LCA) uncovered the latent structure of negotiations.

(1) The distributive (70% found in the sample) and integrative (30%) negotiation models hold in this culture. (2) The incorporation of handling emotions and interpersonal orientation in the integrative model seem to be an important theoretical and practical trend.

(1) A larger sample size is needed to compare with data from other countries of the region and the world. (2) The use of emotions and interpersonal orientation in the integrative negotiation paradigm require further investigation. As practical implications, detailed negotiation advice is offered to Costa Ricans as well as to expatriates working there.

To identify negotiation patterns in an understudied region of the world, the distributive/integrative models of the behavioral theory of negotiations are a key focus with which to extend the literature. There are important elements of culture within the negotiation patterns, in line with trends of an evolving paradigm of integrative crosscultural negotiations.

Verificar la utilidad en un contexto latinoamericano de la teoría del comportamiento en las negociaciones, particularmente los modelos distributivo e integrativo. Identificar prototipos de negociadores latinoamericanos en un contexto intercultural.

Se recogió una muestra de conveniencia mediante un cuestionario cualitativo a 104 extranjeros que viven y negocian en Costa Rica, quienes identificaron la manera como les negocian los locales. Estas encuestas fueron codificadas para tener una base de datos cuantitativa (coeficiente entre-evaluadores Fleiss de Kappa = 0.65) de 52 variables. Se escogieron 10 variables asociadas a los modelos integrativo y distributivo de negociación. Se realizó un Análisis de Clases Latentes en los datos (LCA en inglés) para descubrir la estructura latente de las negociaciones.

(1) Los modelos de negociación distributivo (70% encontrado en la muestra) e integrativo (30%) tienen cabida en esta cultura. (2) El modelo integrativo de negociación está asociado al manejo de emociones y la orientación interpersonal, parte de una tendencia teórica y práctica en las negociaciones interculturales.

(1) Se requiere ampliar la muestra, y comparar con datos de otros países de la región y del mundo. (2) Orientar un estudio teórico sobre el manejo de emociones y la orientación interpersonal en el paradigma del modelo integrativo. Como implicaciones prácticas, se presentan consejos de negociación para los costarricenses, y también para los extranjeros que trabajan en el país.

Reconocer los patrones de negociación en una región poco estudiada. Los modelos distributivo e integrativo de la teoría del comportamiento en las negociaciones son una base para ampliar la literatura. Añadir el manejo de emociones y la orientación interpersonal al paradigmático modelo integrativo parece marcar una tendencia teórica y práctica de la negociación intercultural.

This study aims to progress scholarly understanding of the staycation phenomenon by examining customer segments and documenting local customers’ attribute preferences.

A stated choice experiment is used to examine customer preferences for staycation package attributes. Latent class discrete choice modeling is deployed to classify customers into market segments based on their preferences. The profile of each segment is enhanced by documenting customer characteristics and consumption styles.

Six prominent market segments are identified using a combination of sociodemographics, consumption styles and staycation attribute preferences. The findings draw on consumer experiences during the COVID-19 pandemic to generate theoretical insights into preferred staycation packages. Empirically, the estimation results from the research framework and choice experimental method demonstrate that staycation market segments exhibit distinct preference structures.

Practitioners and policymakers can incorporate the findings of this study in designing and/or assessing staycation packages. This can ensure differentiated products for defined segments that resonate within local communities through positive word of mouth, thus offering prospective spillovers to visiting friends and relatives.

This is a pioneering study on preference heterogeneity from the customer perspective, with a focus on staycation markets. The findings can encourage and assist hotel sector leaders to capitalize on local market developments to achieve a more resilient hospitality business model.

Online auctions, which have become an important aspect of online sales, are generally regarded as stand‐alone events. However, in contrast to offline auctions, online auctions can be subject to the presence of simultaneous competing auctions. The purpose of this study is to model and estimate determinants of elapsed time to switch across concurrent auctions, with special attention to unobserved heterogeneity among bidders.

Since auctions are dynamic and since the current winning bid progresses over time, the authors study time dependency over the course of an auction with hazard function models. To account for unobserved heterogeneity, the paper uses a latent class approach, which identifies bidder segments based on both observed and unobserved factors.

The findings show significant heterogeneity across bidders, revealed by their varying degrees of propensity to switch across auctions. The three segments of bidders are The Inerts – about 30 percent, The Switchers – less than 10 percent, and The In‐Betweens. According to the findings, bidders can induce other bidders to switch to a concurrent auction by responding quickly to the current high bid. Moreover, the paper finds a surprisingly high degree of inertia and reluctance to switch towards the end of the auction when bidding is most critical.

To the authors' knowledge, this study is the first to model elapsed time to switch from one auction to a simultaneous auction for an identical product, and to investigate determinants of the time required to switch, with special attention to unobserved heterogeneity across bidders.

This paper aims to explore consumer preference for fresh vegetables labelled as organic in combination with health and environment related quality traits. The study decomposes organic farming into its main quality aspects and measures consumers' preference structure for organic, in general, and for specific organic quality traits in particular.

By means of stated choice preference modelling, the following hypotheses are tested: consumers prefer health over environment related quality traits; the organic label plays a significant role in consumers' choice for organic products; organic farming is perceived as healthier and more environmentally friendly than conventional farming; purchase intention is mainly driven by health related quality traits; both health and environmental concerns influence purchase frequency, though to a different extent. The choice experiment was completed by 527 participants, with four repetitions per participant.

The health‐related traits score better than environmental traits in shaping consumer preference for organic vegetables. Consumers prefer organic products over B‐branded products, but not over A‐branded products, which suggests that consumers classify organic products among other quality niche products. However, they attribute a better score to the health and environment related quality traits of organic products, indicating a difference in quality cues between organic products and quality products in general. Price becomes less important, whereas presence of an organic label becomes more important with increasing buying intensity of organic vegetables. Undesirable traits, such as pesticide residue levels trigger a stronger response than desirable traits, such as environmental or health benefits.

The measurement of the role of health and environment quality traits in consumers' decision to buy organic or not is of relevance given the current debate on the factual differences between organic and conventional vegetables. Furthermore, the use of the stated choice preference to test the hypotheses is original and relevant.