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Article
Publication date: 1 December 2004

Mercedes Marzo‐Navarro, Marta Pedraja‐Iglesias and Ma Pilar Rivera‐Torres

Globalization, competition and market saturation have caused a growing interest by firms in developing strategies directed at creating brand loyalty among their customers…

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Abstract

Globalization, competition and market saturation have caused a growing interest by firms in developing strategies directed at creating brand loyalty among their customers, especially in markets with low growth rates. In order to reach this objective, relationship marketing must be applied, which considers the mutual benefits derived from the creation of stable relationships between buyers and sellers. The study herein developed analyses the existence of groups of customers from the service sector who value the offer of relational benefits by the organisation, in which benefits are centred basically on the relationship with the contact personnel. As a result, the customers state greater levels of satisfaction with and loyalty to the organisation.

Details

Journal of Fashion Marketing and Management: An International Journal, vol. 8 no. 4
Type: Research Article
ISSN: 1361-2026

Keywords

Article
Publication date: 13 February 2017

Francisco José López-Arceiz, Ana José Bellostas Pérezgrueso and María Pilar Rivera Torres

Social economy organizations (SEOs) are a hybrid model where relations with stakeholders are managed using transparency mechanisms. The purpose of this paper is to analyze the…

Abstract

Purpose

Social economy organizations (SEOs) are a hybrid model where relations with stakeholders are managed using transparency mechanisms. The purpose of this paper is to analyze the role that online accessibility (which is understood to be a tool to implement transparency) has in raising financial resources and to assess its impact on economic and social achievements. Moreover, the authors study the interaction between online accessibility and external verification.

Design/methodology/approach

This study analyzes the behavior of 1,400 SEOs between 2009 and 2012 using a structural equation model and the MPLUS 7.4 software, which is based on covariance analysis.

Findings

The results show that transparency, which is understood as online accessibility, assists in raising financial resources and enhances SEO economic and social achievements. The authors also note that external verifications favor the economic achievements of SEOs but do not improve their social achievements.

Research limitations/implications

This research has two limitations: this study refers only to Spanish SEOs and no consensus exists on how to measure economic and social performance. Therefore, the conclusions should be considered with caution in other regulatory and cultural fields. The main implications of this work are the criteria the authors provide to help decision makers decide on the transparency model that SEOs should develop according to their management needs.

Originality/value

This study bridges a gap in the current research by increasing understanding of the role of accessibility as being the most important tool for an organization that strives to embody transparent behavior.

Details

Online Information Review, vol. 41 no. 1
Type: Research Article
ISSN: 1468-4527

Keywords

Article
Publication date: 20 November 2017

Han-Chiang Ho, Nora Lado and Pilar Rivera-Torres

The purpose of this study is to examine consumer attitude toward a new type of co-branded products, which encompass attributes of high-technology and luxury. The authors named…

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Abstract

Purpose

The purpose of this study is to examine consumer attitude toward a new type of co-branded products, which encompass attributes of high-technology and luxury. The authors named these kinds of co-branded products as “high-tech luxury co-branded products” (HLCPs). Current theoretical approaches used to study co-branding strategies cannot completely explain consumer attitude toward HLCPs. In this study, the authors apply the ABC (affect-behavior-cognition) model of attitudes (as opposed to attitude as a whole) to explore how affect and cognition drive consumer behavior toward HLCPs.

Design/methodology/approach

Questionnaires were used and the respondents totaled 483 in period 1 and 331 in period 2. Respondents were collected using convenience sampling technique in one university in Spain and analyzed using structural equation modeling.

Findings

The authors finding revealed that consumers use both affect and cognition simultaneously when forming an attitude toward HLCPs. Also, consumers’ perception of product fit represents a more relevant driver of consumer behavior with respect to brand fit. Appropriate theoretical and managerial implications are derived from these results.

Originality/value

This study contributes to the understanding of consumers’ preferences toward high-tech luxury co-branded products.

Details

Journal of Product & Brand Management, vol. 26 no. 7
Type: Research Article
ISSN: 1061-0421

Keywords

Article
Publication date: 1 June 2005

Javier García‐Bernal, Ana Gargallo‐Castel, Mercedes Marzo‐Navarro and Pilar Rivera‐Torres

Human resources management directed at improving job satisfaction has become a subject of growing interest in both the professional world and the academic world, and is justified…

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Abstract

Purpose

Human resources management directed at improving job satisfaction has become a subject of growing interest in both the professional world and the academic world, and is justified by the impact that satisfaction has on business performance. The main objective of this work is to determine empirically the factors that have an impact on the satisfaction of Spanish workers, as well as to compare the existence of differences in the key dimensions of satisfaction according to workers' gender.

Design/methodology/approach

Of the study sample, only information pertaining to Spain was selected. Of 413 specific cases, 668 per cent were male and 33.2 per cent female. A factor analysis was conducted on those variables which could impact on an individual's job satisfaction. These aspects were considered through an 11‐item questionnaire.

Findings

The results obtained in this research show that the job satisfaction of Spanish workers is an element that is susceptible to improvement. Moreover, it is observed that the level of job satisfaction is determined by four factors: “economic aspects”, “interpersonal relations”, “working conditions”, and “personal fulfilment”. A subsequent analysis according to workers' gender shows that although men and women take into account the same dimensions, the degree to which each dimension has an impact is different for each sub‐sample.

Research limitations/implications

The sample used refers to a Spanish case. In the future it would be interesting to extend this and include other countries.

Practical implications

The main results of this study are a knowledge of the variables that affect the level of employee satisfaction, which should be useful to the management of companies, and those that should be considered in order to take better advantage of the competitive opportunities that can provide a company with motivated to committed staff.

Originality/value

This study analyzes factors that determine job satisfaction according to the worker's gender.

Details

Women in Management Review, vol. 20 no. 4
Type: Research Article
ISSN: 0964-9425

Keywords

Article
Publication date: 2 March 2012

Concepción Garcés‐Ayerbe, Pilar Rivera‐Torres and Josefina L. Murillo‐Luna

This study aims to learn more about the relationship between managers' perception of stakeholder pressure related to environmental matters and the degree of proactivity of firms'…

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Abstract

Purpose

This study aims to learn more about the relationship between managers' perception of stakeholder pressure related to environmental matters and the degree of proactivity of firms' environmental strategies. It seeks to analyse the moderating effect that managers' perception of environmental issues as competitive advantage opportunities can have on this relationship.

Design/methodology/approach

Structural equation modeling (SEM) is applied to verify the research framework.

Findings

The results indicate that, only in the least polluting firms, managers' competitive advantage expectations derived from environmental management moderate the relationship between the degree of environmental proactivity and stakeholder pressure. However, it is not effective in high polluting firms, perhaps as a consequence of the high degree of stakeholders' environmental pressure perceived by managers.

Practical implications

The results highlight the relevance of managers' subjective perceptions of the potential of environmental protection measures to generate competitive advantages. They suggest that the consideration of this variable is fundamental in order to better understand the degree of proactivity of firms' environmental strategies, as well as the influence of stakeholder pressure on environmental proactivity. The main limitation is the low response rate of the survey.

Originality/value

This is an original contribution because, although there are studies analysing how stakeholder pressure and managers' perceptions and values affect choice of environmental strategy, none of them analyse the combined impact of both issues.

Details

Management Decision, vol. 50 no. 2
Type: Research Article
ISSN: 0025-1747

Keywords

Article
Publication date: 24 April 2013

Teresa Vallet‐Bellmunt and Pilar Rivera‐Torres

This work has two main objectives: to obtain a set of scales for measuring the patterns, attitudes and practices of integration that can be extrapolated to different scopes (both…

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Abstract

Purpose

This work has two main objectives: to obtain a set of scales for measuring the patterns, attitudes and practices of integration that can be extrapolated to different scopes (both internal and external) and participants (supplier and customer) within the supply chain; and to evaluate the relations between the different components of integration.

Design/methodology/approach

Based on previous literature on the content, measurement and scope of the concept of integration, a model is presented and tested using structural equation modelling. Data were collected from 450 enterprises from the Spanish construction materials sector.

Findings

The authors' results suggest that integration is a multidimensional concept that covers the different organisational levels of the company: corporate through attitudes; strategic through patterns; and operative through practices. These components have a different structure and, although attitudes and patterns behave similarly, practices do not, and so there is no single dimension of integration that includes the three levels. With regard to scope, internal and external integration are related but do not constitute one single concept of integration. It therefore cannot be measured as a single dimension in order to relate the integration of the firm with its (corporate, logistic or marketing) performance.

Research limitations/implications

From a methodological point of view, data were collected from a single sector, in a single moment in time and with a single respondent in each company.

Practical implications

Patterns and attitudes have a complete, corporative and strategic content, whereas practices are independent from each other and have a more operational vision.

Originality/value

Unlike studies that analyse integration and its relationship with outcomes, this work focuses on the concept of integration itself by analysing its three components. Thus, it extends the study of internal and external integration and focuses on the behaviour of the enterprise with two different members of the supply chain (suppliers and customers), thereby extending the analysis beyond the dyad.

Article
Publication date: 6 March 2007

Rossano Eusebio, Joan Llonch Andreu and M. Pilar López Belbeze

This is the second of two papers which examine the Italian and Spanish textile‐clothing sector. The purpose of this paper is to focuse on the key factors in the international…

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Abstract

Purpose

This is the second of two papers which examine the Italian and Spanish textile‐clothing sector. The purpose of this paper is to focuse on the key factors in the international performance of textile manufacturing companies.

Design/methodology/approach

In order to compare Spanish and Italian cases, the empirical study used a standardized questionnaire for collecting data. The cases analysed are respectively geographical zones with a great tradition in textile‐clothing industry in their country, Catalonian (in the Spanish case) and Lombardian business (in the Italian case).

Findings

It was found that international experience is the main factor in the export performance for both cases but investment in R&D and export experience have been the keys for explaining the major export performance of the Italian businesses.

Research limitations/implications

The sample is formed basically from small textile‐clothing business (with less than 500 employees).

Originality/value

The paper is of value in that it provides a comparative study of the main factors that have affected the export performance of the Spanish and Italian businesses. A wide range of factors has been studied, including characteristics of the business, such as size, dispersion of sales and export experience.

Details

Journal of Fashion Marketing and Management: An International Journal, vol. 11 no. 1
Type: Research Article
ISSN: 1361-2026

Keywords

Article
Publication date: 25 October 2019

Pavleen Soni

Given the importance of relationship benefits in creating customer satisfaction, the purpose of this paper is to investigate the moderating role of relationship benefits (special…

Abstract

Purpose

Given the importance of relationship benefits in creating customer satisfaction, the purpose of this paper is to investigate the moderating role of relationship benefits (special treatment benefits and confidence benefits) on relationship quality and word of mouth (WOM) for online retailers. The conditional mediating role of relationship quality between customer satisfaction and WOM is also examined.

Design/methodology/approach

A sample of 700 MBA students from two universities in Punjab (North India) has been used to collect data. Structural equation modelling and PROCESS Macro (Hayes (2017) have been used for data analysis (mod mod mediation).

Findings

When customers perceive high confidence benefits, special treatment benefits moderate the mediational role of relationship quality between customer satisfaction and WOM. Specific conditions under which use of confidence benefits and special treatment benefits are successful for online retailers have also been identified.

Practical implications

Tailored use of special treatment benefits with confidence benefits in appropriate combinations will help the online retailers in segmenting the customers and differentiating amongst them according to the customers’ receptivity towards these benefits. Marketers can devise communication strategies, create customer segments and position their services using the results obtained in the study.

Originality/value

The present study is the first of its kind which clarifies as to why the previous literature considered special treatment benefits as less relevant to customers. It also establishes the situations in which these benefits successfully moderate the effect of customer satisfaction in developing relationship quality and eliciting positive WOM in the Indian internet retailing context.

Details

Marketing Intelligence & Planning, vol. 38 no. 6
Type: Research Article
ISSN: 0263-4503

Keywords

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