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This paper aims to systematically investigate the direct and indirect effects of four types of support – peer instrumental support, peer emotional support, platform business support and platform communication support – on seller trade volume in social commerce. It also aims to uncover the path of support-to-sales of the seller from a platform perspective and provides a more complete picture of the social commerce phenomenon.

This paper uses multi-source data including primary survey data and secondary data on trade volume to test the hypotheses. PROCESS mediation model is used to analyze the multi-source data set.

This study finds that the positive effects of peer instrumental support, platform business support and platform communication support on seller trade volume are fully mediated by seller collaborative information exchange. Also, peer emotional support has a significant negative effect on seller trade volume and collaborative information exchange can serve as a buffer to mitigate the negative effect.

The authors provide new insights into what types of support are or are not conducive to improving transaction volume of individual sellers and highlight the mediating role of seller information exchange in this value generation process in social commerce. These findings advance current knowledge of how seller interactions increase value in social commerce. The chosen research setting may limit the generalizability of the findings of this study.

This paper offers valuable implications for social commerce platforms on how to better serve their sellers to achieve high growth. Specifically, the findings suggest that platforms should encourage instrumental support and information exchange among peer sellers. In addition, platforms should expand seller support from a single-focus on sellers’ business to a dual-focus on both sellers’ business and socialization in social commerce.

This paper fulfills an identified need to study how sellers can better derive value from the social interactions and how social commerce platforms can effectively influence transactions, support sales and serve as a selling platform.

Given India's rapid industrial growth and burgeoning numbers of sales and marketing employees, there is an urgent need to develop India‐centric B2B sales management knowledge. However, there is little hard information about similarities or differences between sales management strategies in India and the developed economies. To shed more light on this issue, in this commentary the aim is to report the results of a novel exploratory study of recent India B2B sales job ads motivated by the idea that sales recruiting is a critical sales management function that provides insights into hiring organizations' overall business strategy.

The authors content analyze a sample of India sales job ad postings to identify the job goals, skills and additional roles sought by Indian B2B sales recruiters. Subsequently, they use latent class clustering to segment companies along these requirements.

It is found that B2B sales organizations in India appear to be recruiting according to the same core strategies, principles and criteria as those in the developed world, especially with regard to customer management.

This research develops confidence that some extant B2B sales management theories, models, and knowledge accumulated in developed markets are applicable to the Indian context, with suitable modifications to accommodate idiosyncratic cultural and economic differences.

This is the first, albeit exploratory, effort to utilize the content of India‐specific B2B sales job advertisements as a source of data and insights into sales management strategies in India.

In a story called “The Birthmark,” Nathaniel Hawthorne tells about an extraordinarily lovely woman whose beauty was perfect except for a small birthmark on her cheek. This flaw would not have mattered if found on the face of an ordinary woman, but because of this woman's near perfection, the birthmark could never be ignored. Her husband, a brilliant natural scientist, grieved over the one imperfection and took up research to discover a cure. He finally developed a potion and the birthmark began to disappear. At the moment when the birthmark completely vanished from her skin and she was perfect, she died.

The purpose of this paper is to assess Indian consumers' brand consciousness by examining their brand knowledge, purchase behaviour and perceptions of foreign brands. It provides key inputs for global retailers to harness the potential in growing consumerism in India.

A survey of 300 Indian consumers was conducted and the data were analysed using descriptive and simple regression techniques.

The study found that brand purchase in India varies across product categories. At present, consumer knowledge and use of foreign brands is low, and Indian consumers are price‐sensitive. Indian consumers are experimenting with brands and would like more foreign brands to enter the Indian market.

Due to the small sample size, advanced econometrics techniques could not be used to analyse the dataset.

The paper is the first to assess the impact of retail liberalisation on Indian consumers' shopping behaviour, particularly their brand consciousness.

The purpose of this study is to investigate the influential factors of customer loyalty to Islamic banks, namely, service quality, customer satisfaction, customer engagement and religiosity.

This study is a survey of 335 Islamic bank customers in West Sumatra, Indonesia. This research deployed purposive sampling and analyzed the data by using covariance-based structural equation modeling.

Service quality has a positive and significant impact on customer satisfaction. Religiosity has a significant and negative moderating impact on the service quality–customer satisfaction relationship. Service quality has no significant influence on customer loyalty. Customer satisfaction is a significant antecedent of customer engagement and loyalty. Finally, customer engagement has a significant and positive effect on customer loyalty.

This study is a combination of cross-sectional and a single-country case. Accordingly, the results may not be representative of other countries. Similar studies in longitudinal data collection are conducted in other countries (e.g. ASEAN countries), which would therefore be worthwhile. Some antecedents of customer loyalty have been neglected in this study (e.g. customer value co-creation and customer commitment); hence, the future study may investigate those factors.

By considering these Islamic banks’ antecedents, the Islamic banks might enhance their customer loyalty. Also, this study has revealed the moderating role of religiosity in a loyalty relationship. Therefore, it will give insights for the Islamic bank managers in decision-making.

This study has revealed the moderating role of religiosity on the link between service quality and customer satisfaction in Islamic banks, which is, to the authors’ knowledge, neglected in the previous studies. The customers with high religiosity will have a higher standard of satisfaction and demand a better service quality than the customers with low religiosity. This study has also examined the relationships between service quality, religiosity, customer satisfaction, customer engagement and loyalty as a whole, which have been limited previously.

Agri-food supply chains are facing a number of challenges, which cause inefficiencies resulting in the waste of natural and economic resources, and in negative environmental and social impacts. Food waste (FW) is a result of such inefficiencies and supply chain actors search for economically viable innovations to prevent and reduce it. This study aims to analyse the drivers and the barriers that affect the decision of supply chain operators to adopt innovations (technological – TI, organisational – OI and marketing – MI) to reduce FW.

The analysis was carried out using a four-step approach that included: a literature review to identify factors affecting the decision to adopt innovations; analysis of FW drivers and reduction possibilities along agri-food supply chains through innovations; mapping the results of Steps 1 and 2 and deriving conclusions regarding the factors affecting the adoption of innovations to reduce and prevent FW.

Results show that different types of innovations have a high potential in reducing and preventing FW along the supply chain; however, they still must be economically feasible to be adopted by decision makers in the food supply chain. TI, OI and MI are often interrelated and can trigger each other. When it comes to a combination of different types of innovation to reduce and prevent FW, a good example of combining TI, OI and MI may be observed in the retail sector in Europe. Here, innovative smartphone apps (TI) to promote the sale of products nearing their expiration dates (OI in terms of organising the sales differently and MI in terms of marketing it differently) were developed and adopted via different retailing channels, leading to the creation of a new business model.

This study analyses the drivers of FW generation together with the factors affecting the decision to adopt innovations to reduce it and provides solutions to supply chain operators to prevent and reduce FW through different types of innovations.

Literature has not systematically addressed innovations aiming at the reduction of FW yet. This paper provides a comprehensive literature review of the determinants of innovation adoption and offers a novel view on the problem of FW reduction by means of innovation, by linking factors affecting the decision to innovate with FW drivers.