Search results

1 – 10 of 362
Content available
Book part
Publication date: 30 July 2018

Abstract

Details

Marketing Management in Turkey
Type: Book
ISBN: 978-1-78714-558-0

Open Access
Article
Publication date: 30 September 2022

Wen-Hong Chiu, Zong-Jie Dai, Hui-Ru Chi and Pei-Kuan Lin

This study aims to explore the innovative strategies of business model of the free-to-fee switch, the relationship between the business model innovation and customer knowledge and…

1678

Abstract

Purpose

This study aims to explore the innovative strategies of business model of the free-to-fee switch, the relationship between the business model innovation and customer knowledge and further develop a conceptual model.

Design/methodology/approach

This study adopts a multiple case study method with abductive research logic, following the replication logic to select samples. A total of eight outstanding companies with altogether 312 free-to-fee switch events were selected from 1998 to 2021.

Findings

A strategic matrix with four innovative business models for the free-to-fee switch is generated. The parallelism between the models and customer knowledge orientations is also found. Further, the study develops the conceptual model regarding customer knowledge orientation as a key mediation.

Research limitations/implications

The study highlights the conceptualization definition of customer knowledge orientation and its mediation effect to the business model innovation of free-to-fee switch, which is a new issue compared with previous research. Furthermore, it reveals that there exists organizational ambidexterity, which brings a new definition of customer knowledge orientation.

Practical implications

This study suggests how to integrate customer knowledge orientations to support the marketing process of the business model of free-to-fee switch. It also proposes a specific mechanism to conduct the free-to-fee switch with the introduction of four innovative strategic models and eight evolutional paths.

Originality/value

This study creatively proposes the strategic matrix and the conceptual model of business model innovation of free-to-fee switch. Moreover, a new conceptual definition of customer knowledge orientation is specified.

Details

Journal of Knowledge Management, vol. 26 no. 11
Type: Research Article
ISSN: 1367-3270

Keywords

Open Access
Article
Publication date: 16 May 2023

Noora Arantola and Mari Juntunen

This study aims to increase the understanding of the emergence of a values-based (VB) premium private label (PL) brand reputation within a multiple-tier PL brand portfolio in…

23589

Abstract

Purpose

This study aims to increase the understanding of the emergence of a values-based (VB) premium private label (PL) brand reputation within a multiple-tier PL brand portfolio in retailing.

Design/methodology/approach

By building on the research on PLs, brand image, brand reputation and consumer values, this study creates a conceptual foundation for the emergence of VB PL brand reputation within a multiple-tier brand portfolio among consumers and examines the emergence of such reputation empirically using interpretive exploratory qualitative laddering interviews in the context of fast-moving consumer goods.

Findings

The findings of this study illustrate that the VB reputations of the premium PL product brand and the PL brand store intertwine, ultimately relating to two terminal values: pleasure and doing good. These reputations differ remarkably from the VB reputations of the economy PL brand and the umbrella brand of the retail chain (not doing good and financial security).

Research limitations/implications

This study explains the emergence of VB brand reputation within a multiple-tier brand portfolio and introduces the use of the laddering technique in such research.

Practical implications

This study reminds brand managers to carefully design the relevant brand strategy for brands and their relationships under a brand umbrella.

Originality/value

Although much is known about PL brands and brand reputation, to the best of the authors’ knowledge, this study might be the first to increase the understanding of how a VB premium PL brand reputation emerges and accumulates from brand images within a multiple-tier brand portfolio.

Details

Journal of Product & Brand Management, vol. 32 no. 7
Type: Research Article
ISSN: 1061-0421

Keywords

Open Access
Article
Publication date: 7 November 2023

Sarah Franz, Axele Giroud and Inge Ivarsson

This study aims to analyse how multinational corporations (MNCs) organise value chain activities to penetrate new market segments. It contributes by expanding traditional…

Abstract

Purpose

This study aims to analyse how multinational corporations (MNCs) organise value chain activities to penetrate new market segments. It contributes by expanding traditional decisions regarding the vertical fine-slicing of value chain activities (whether performed internally or externally) and the consideration of resource-sharing decisions (integration or separation) for each value chain function.

Design/methodology/approach

The authors draw on primary data collected from two case study firms operating in the large emerging Chinese market: Volvo Construction Equipment AB and Epiroc AB. In-depth cases illustrate how foreign MNCs expand into new market segments and simultaneously target both the lower-priced mid-market and the premium segments in the Chinese mining and construction industry.

Findings

The results reveal that product diversification creates challenges for managers who must oversee new (vertical) value chains, often simultaneously. Beyond geography and modes of governance, managers must decide whether to integrate or separate value chain activities for the new product lines. The study identifies four main strategic choices for firms to address this complexity, focusing on the decision to internalise or externalise (i.e. within or across organisational boundaries) and integrate or separate value chain activities between different product lines.

Originality/value

This study builds upon the internalisation theory and recent international business contributions that focus on value chain configurations to explain MNCs’ product diversification as a growth strategy in a host emerging market. It also sheds light on the choice of conducting new activities in-house or externally and elucidates firms’ managerial decisions to operationally integrate or separate individual value chain activities. The study provides insights into the drivers explaining managerial decisions to configure value chain activities across product lines and contributes to the growing body of literature on MNC activities in emerging economies by highlighting that product diversification impacts entry mode diversity and resource sharing across units.

Open Access
Article
Publication date: 25 June 2020

Sabine Sarlay and Barbara Neuhofer

The sharing economy (SE) has transformed the tourism industry and continues to disrupt multiple sectors in the global business landscape. This paper aims to investigate the…

3048

Abstract

Purpose

The sharing economy (SE) has transformed the tourism industry and continues to disrupt multiple sectors in the global business landscape. This paper aims to investigate the potential of the SE entering the aviation sector and examines travelers’ willingness to pay (WTP) a premium for shared private air travel.

Design/methodology/approach

The context for the empirical study was the platform JetSmarter, one of the emerging SE platforms in the private aviation sector. A quantitative survey with a random sampling method was adopted to measure customers’ WTP premium prices.

Findings

The results reveal a glaring interest of commercial air travelers in flying on a shared, private aircraft and show significant differences in the WTP for private aviation. The findings highlight a difference of WTP between customer segments, including Northern American and European customers, as well as business and leisure travelers.

Originality/value

The study makes a three-fold contribution to theory and practice. First, it bridges SE literature and the WTP construct, and with that, expands the understanding of pricing behaviors in a SE context. For tourism businesses, the study is valuable in that it offers concrete pricing suggestions for SE services when aimed at a premium rather than a budget customer segment. Third, the study is novel in that it taps into the aviation sector as a subsector of the SE ecosystem and offers critical implications suggesting the potential of the SE disrupting traditional aviation businesses.

共享经济对航空业的影响: 旅客的支付意愿

目的

共享经济不仅影响了旅游业, 更进而改变了许多产业的运作模式。本文旨在研究共享经济在航空业的发展潜力, 以及探讨旅客对于共享私人飞机的溢价的付费意愿。

设计/方法/途径

此实证研究是以一个新兴的共享私人飞机公司JetSmarter作为背景。本研究采用定量调查中的随机抽样方法去衡量客户支付溢价的意愿。

结果

研究结果显示旅客对乘坐共享私人飞机有浓厚的兴趣, 并显示出不同客群在付费意愿度上有显著的差异。调查显示北美和欧洲旅客以及商务和休闲旅客的付费意愿明显不同。

原创性/价值

此研究对理论和实践做出了三方面的贡献。首先, 藉由结合共享经济的文献和支付意愿的领域, 它扩展了我们对共享经济的定价行为的理解。对于旅游企业而言, 这项研究的价值是它为共享经济提供了具体的定价建议, 且它针对的是高端客户而非中低端客户群。最后, 这项研究的新颖性在于它将航空业定义为共享经济生态系统的一部分, 并且它提供了批判性的建议, 说明共享经济有可能对传统的航空业务造成负面影响。

Economía colaborativa que perturba la aviación: Disposición de los viajeros a pagar.

Propósito

la economía compartida ha transformado la industria del turismo y continúa afectando a múltiples sectores en el panorama empresarial global. Este artículo tiene como objetivo investigar el potencial de la economía colaborativa que ingresa al sector de la aviación y examina la disposición de los viajeros a pagar una prima por viajes aéreos privados y compartidos.

Diseño/metodología/enfoque

el contexto para el estudio empírico fue la plataforma JetSmarter, una de las plataformas emergentes de economía compartida en el sector de la aviación privada. Se adoptó una encuesta cuantitativa con un método de muestreo aleatorio para medir la disposición de los clientes a pagar precios superiores.

Conclusiones

los resultados revelan un interés evidente de los viajeros aéreos comerciales en volar en aviones privados compartidos y muestran diferencias significativas en la disposición a pagar por la aviación privada. Las conclusiones resaltan una diferencia de disposición a pagar entre los segmentos de clientes, incluyendo a los clientes norteamericanos y europeos, así como a los viajeros de negocios y de placer.

Originalidad/valor

el estudio hace una triple contribución a la teoría y la práctica. Primero, une la literatura sobre economía compartida y el constructo de la disposición a pagar, y con eso, amplía nuestra comprensión sobre los comportamientos de fijación de precios en un contexto de economía compartida. Para las empresas de turismo, el estudio es valioso porque ofrece sugerencias concretas de precios para servicios de economía compartida, cuando se dirige a un segmento de clientes premium en lugar de un segmento de clientes de presupuesto. En tercer lugar, el estudio es novedoso porque aprovecha el sector de la aviación como subsector del ecosistema de la economía colaborativa y ofrece implicaciones críticas que sugieren el potencial de la economía colaborativa que perturba las empresas de aviación tradicionales.

Open Access
Article
Publication date: 2 July 2021

Pascal Keller and Afonso Lima

This case study examines the new product development (NPD) process of digital information products (DIPs) and its critical success factors (CSFs) in a small-sized German…

1793

Abstract

Purpose

This case study examines the new product development (NPD) process of digital information products (DIPs) and its critical success factors (CSFs) in a small-sized German enterprise.

Design/methodology/approach

A case study was conducted with a small firm focused on the development of DIPs; data were obtained through semi-structured interviews, direct observation and document analysis.

Findings

The firm uses an informal and cross-functional NPD process (idea generation, idea validation, product creation and product launch) in converting an idea into a sellable product. Peculiar aspects of each stage within the process as well as ten CSFs to NPD projects were verified.

Research limitations/implications

Limitations are attributed to its qualitative nature, which does not allow generalizations, though careful attention was given to validity and reliability issues through the use of data source triangulation.

Practical implications

The paper provides a conceptual process that may benefit further initiatives for developing and launching DIPs, as well as a comprehensive list of CSFs for such projects.

Originality/value

This paper is the first one to schematize the NPD process and practices for DIPs, as well as key capabilities. It contributes to the NPD literature in discussing dynamic aspects that are typical to the firm analyzed and to others operating in a digital context. At the same time, it reinforces other traditional aspects that have become overlooked in digital business debates.

Content available
Article
Publication date: 3 April 2018

Karen A.F. Landale, Aruna Apte, Rene G. Rendon and Javier Salmerón

The purpose of this paper is to show how data analytics can be used to identify areas of potential cost savings for category managers of installation-level services. Using…

4467

Abstract

Purpose

The purpose of this paper is to show how data analytics can be used to identify areas of potential cost savings for category managers of installation-level services. Using integrated solid waste management (ISWM) as a test case, the authors also examine the impact of small business set-asides on price and contractor performance.

Design/methodology/approach

The authors use data analytics, specifically sequential regression, the Wilcoxon rank-sum test and ordered logistic regression to investigate the influence of service- and contracting-related variables on price and contractor performance.

Findings

The authors find that service- and contracting-related variables influence price. Specifically, they identify that a service-related variable, number of containers, significantly affects price, and that two contracting-related variables, one type of small business set-aside and the number of offers received, also significantly affect price. The authors quantify the price premiums paid for using various types of small business set-asides.

Research limitations/implications

Although the findings were significant, the authors believe that the robustness of the conclusions could be enhanced if the Air Force captured more data. Additional observations would increase the generalizability of the results.

Practical implications

This empirical experiment demonstrates that detailed analyses are required to gain insights into services’ price drivers to craft more appropriate category management strategies for installation-level services.

Originality/value

This empirical study shows how historical data can be used to assess price drivers of installation-level services. It is also one of the first to quantify the impact that small business set-asides have on price.

Details

Journal of Defense Analytics and Logistics, vol. 1 no. 2
Type: Research Article
ISSN: 2399-6439

Keywords

Open Access
Article
Publication date: 30 November 2020

Madan Mohan Dutta

Health insurance is one of the major contributors of growth of general insurance industry in India. It alone accounts for around 29% of total general insurance premium income…

43185

Abstract

Purpose

Health insurance is one of the major contributors of growth of general insurance industry in India. It alone accounts for around 29% of total general insurance premium income earned in India. The growth of this sector is important from the perspective of overall growth of general insurance Industry. At the same time, problems in this sector are also many which are affecting its performance.

Design/methodology/approach

The paper provides an understanding on performance of health insurance sector in India. This study attempts to find out how much claims and commission and management expenses it has to incur to earn certain amount of premium. Methodology used for the study is regression analysis to establish relationship between dependent variable (Profit/Loss) and independent variable (Health Insurance Premium earned).

Findings

Findings of the study indicate that there is significant relationship between earned premium and underwriting loss. There has been increase of premium earnings which instead of increasing profit for the sector in fact has increased underwriting loss over the years. The earnings of the sector is growing at compounded annual growth rate of 27% still it is unable to earn underwriting profit.

Originality/value

This study is self-driven based on secondary data obtained from insurance regulatory and development authority site.

Details

Vilakshan - XIMB Journal of Management, vol. 17 no. 1/2
Type: Research Article
ISSN: 0973-1954

Keywords

Open Access
Article
Publication date: 31 July 2023

Lala Hu, Marta Galli and Roberta Sebastiani

The Chinese market represents an increasingly popular destination for wine firms and recent opportunities derive from the growth of e-commerce. The aim of this paper is to…

1445

Abstract

Purpose

The Chinese market represents an increasingly popular destination for wine firms and recent opportunities derive from the growth of e-commerce. The aim of this paper is to understand the impact of digital platforms on wine firms' internationalisation in China by adopting the service ecosystems approach.

Design/methodology/approach

The authors carried out a case study of Italian premium wine firms from the Valpolicella area by collecting 27 semi-structured interviews with key informants that operate at the micro-, meso- and macro-levels of the internationalisation ecosystem. Italian wine firms were selected as the focus of the analysis, given the recent sales growth of their products in the Chinese market.

Findings

Results show that digital platforms hold a key role in the wine firms' internationalisation in China, intervening with resource integration mechanisms, alignment to the cultural context and mediating firms' digital presence in the market. The platformisation dynamics also reveal the existence of enablers and constraints in the firm internationalisation through digital platforms.

Research limitations/implications

The authors aim to contribute to the marketing literature by analysing how digital platforms influence the wine firms' internationalisation in China through an original perspective, i.e. the service ecosystems lens.

Originality/value

The study adopts the service ecosystems approach to understand the internationalisation of wine firms in the Chinese market through digital platforms.

Details

International Journal of Retail & Distribution Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0959-0552

Keywords

Open Access
Article
Publication date: 16 October 2023

Guilherme Henrique Vieira Noveletto, Jailson Lana, Raul Beal Partyka and João Roberto Rocha Lemos

This teaching case aims to encourage reflection on the formulation of the strategic repositioning of an automotive dealership.

Abstract

Purpose

This teaching case aims to encourage reflection on the formulation of the strategic repositioning of an automotive dealership.

Design/methodology/approach

Built on the teaching case method, it portrays the situation of the Premium Motors automotive dealership in the face of a strategic repositioning. Management and the board discuss ways to minimize the impact of the coronavirus disease 2019 (COVID-19) pandemic on sales figures. The situation presents the possibility of entering a new product segment.

Findings

How to make consumers correctly understand the new positioning? The case is structured to enable reflection and teaching of marketing strategies, with each student having the possibility of putting themselves in the role of company managers. The environment and trajectory are also portrayed, broadening the perception of the studied company and providing devices for solving the emerging problems of the case.

Originality/value

The case becomes a tool to promote knowledge, from the implementation to the management of strategic repositioning. Thus, the teaching notes offer directions on how professors can use the teaching case with their undergraduate and graduate students in disciplines related to strategy and marketing.

Details

Revista de Gestão, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1809-2276

Keywords

1 – 10 of 362