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Article

Pilar Fernández-Ferrín, Belén Bande-Vilela, Jill Gabrielle Klein and M. Luisa del Río-Araújo

Consumer ethnocentrism and consumer animosity provide marketing management with two useful concepts to understand the reasons behind consumers’ purchase decisions…

Abstract

Purpose

Consumer ethnocentrism and consumer animosity provide marketing management with two useful concepts to understand the reasons behind consumers’ purchase decisions concerning domestic vs imported products. The purpose of this paper is to investigate the antecedents and consequences of animosity and ethnocentrism within a single model, and respondents’ evaluations of a specific product category are solicited.

Design/methodology/approach

The study is conducted within an ideal context for the study of consumer animosity: data were collected in Belgrade shortly after the US-led NATO bombings of 1999. The surveys were carried out in person at the interviewees’ home. The sample was part of a regular omnibus panel composed of 270 adult respondents, of which 92.2 percent agreed to participate.

Findings

The findings indicate that animosity and consumer ethnocentrism are distinct constructs. Also consistent with previous research, results obtained confirm that each construct has unique antecedents and consequences.

Practical implications

Once consumer animosity and ethnocentrism levels have been measured, managers can then make decisions about whether to promote their country of origin or, alternatively, create more powerful local connections for their products. Thus, the consideration of animosity and ethnocentrism can be part of a firm’s international strategies.

Originality/value

Previous studies on consumer animosity have demonstrated through structural equation modeling that the two constructs are distinct and have distinct antecedents, but research has not examined both the antecedents and the consequences of animosity and ethnocentrism in the same study. Thus, this study investigates the antecedents and consequences of animosity and ethnocentrism within a single model.

Details

International Journal of Emerging Markets, vol. 10 no. 1
Type: Research Article
ISSN: 1746-8809

Keywords

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Article

Belén Bande Vilela, José Antonio Varela González, Pilar Fernández Ferrín and M Luisa del Río Araújo

Despite the recognition that the subordinate's influence is a particularly noteworthy feature of the social context with considerable potential to affect the performance…

Abstract

Purpose

Despite the recognition that the subordinate's influence is a particularly noteworthy feature of the social context with considerable potential to affect the performance evaluation process, there are almost no studies that consider this influence in a selling context. Attempting to contribute to address these needs, the model presented here depicts a number of social and situational factors influencing supervisor's rating of salesperson's performance, primarily operating through affective processes.

Design/methodology/approach

Data were collected from 122 salespeople and their immediate managers from 35 firms pertaining to nine different industries.

Findings

SEM results indicated that supervisor‐focused impression management was positively related to the supervisor's liking of the salesperson. Consistent as well with prior research is the positive influence of supervisor's affect towards salesperson on the supervisor's ratings of sales performance, both directly and indirectly, through the effect on salesperson's perceived interpersonal skills. Finally, a salesperson's physical attractiveness demonstrated significant positive effects on performance ratings, through the influence on supervisor's liking and salesperson's interpersonal skills.

Practical implications

These results have important managerial implications: sales managers should be aware that salespeople might be using impression management tactics and that the use of these behaviours might influence the way that they evaluate their employee's performance. Managers should also remain vigilant to the potential bias based on physical appearance in hiring and supervising salespeople.

Originality/value

This study contributes to the knowledge of the social and affective variables that influence the sales performance appraisal process, an area of research that is almost unexplored.

Details

European Journal of Marketing, vol. 41 no. 5/6
Type: Research Article
ISSN: 0309-0566

Keywords

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Article

Naveed Iqbal Chaudhry, Sajawal ali Mughal, Javed Iqbal Chaudhry and Usman Tariq Bhatti

This study aims to check the impact of consumer ethnocentrism (CE) and animosity on brand image (BI) and brand loyalty (BL) of Indian made cosmetic products in Pakistan…

Abstract

Purpose

This study aims to check the impact of consumer ethnocentrism (CE) and animosity on brand image (BI) and brand loyalty (BL) of Indian made cosmetic products in Pakistan and to check the mediation role of product judgment (PJ) related to Indian made cosmetic products in this relationship.

Design/methodology/approach

In this study, the researcher used quantitative techniques to collect data. Online survey strategy was used for data collection and the technique of purposive sampling was used to select 280 consumers as respondents of said study. SPSS-20 and AMOS-21 were used for data analysis and to test the hypotheses of the study.

Findings

The results indicate that there is a positive relationship between CE and BL that is the novel result of this study because past studies proved negative relation in CE and BL and there is no direct relationship between CE and BI. The results also indicate that consumer animosity (CA) has a negative impact on BI and BL of Indian made cosmetic products in Pakistan. The results of mediation indicate that PJ is playing partial mediation in this relation.

Originality/value

This study is for the first time that is conducted in the context of India and Pakistan. Similarly, PJ is tested as a mediator for the first time in the relationship between CE and CA and BI and BL. This study would be beneficial for foreign brands generally and for Indian cosmetic brands specifically. In addition, it may provide help to business students and scholars to further understand and explore these variables in the context of developing countries.

Details

Journal of Islamic Marketing, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1759-0833

Keywords

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Article

Vaibhav Chawla, Teidorlang Lyngdoh, Sridhar Guda and Keyoor Purani

Considering recent changes in sales practices, such as the sales role becoming more strategic, increased reliance on technology for sales activities, increased stress from…

Abstract

Purpose

Considering recent changes in sales practices, such as the sales role becoming more strategic, increased reliance on technology for sales activities, increased stress from adding technological responsibilities to the sales role and decreased avenues of social support (such as traditional forms of community) to cope with work-related stressors, there is a need to reconsider Verbeke et al.’s (2011) classification scheme of determinants of sales performance, which was based on literature published before these critical changes became apparent. This paper aims to conduct a systematic review of sales performance research published during 1983–2018 to propose an extension to Verbeke et al.’s (2011) classification.

Design/methodology/approach

This paper followed a systematic approach to the literature review in five sequential steps – search, selection, quality control, extraction and synthesis – as suggested by Tranfield et al. (2003). In total, 261 peer-reviewed journal papers from 36 different journals were selected for extraction and synthesis.

Findings

The findings make the following additions to the classification: strategic and nonstrategic activities as a new category, technological drivers of sales performance and job-related psychosocial factors as a broader category to replace role perceptions. Derived from the job demand–control–support model, three subcategories within the category of job-related psychosocial factors are psychological demands (encompasses role perceptions and digital-age stressors such as technostress creators), job control and work-related social support.

Research limitations/implications

This paper identifies that manager’s role in facilitating technology skills, providing informal social support to remote or virtual salespeople using technology, and encouraging strategic behaviors in salespeople are future research areas having good potential. Understanding and building positive psychology aspects in salespeople and their effect on sales performance is another promising area.

Practical implications

Newly added technological drivers draw the attention of sales firms toward the influence of technology and its skilful usage on salesperson performance. Newly added strategic activities makes a case for the importance of strategic participation in salesperson performance.

Originality/value

This review extends Verbeke et al.’s (2011) classification scheme to include recent changes that sales profession and literature have undergone.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 8
Type: Research Article
ISSN: 0885-8624

Keywords

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