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Article
Publication date: 26 September 2022

Esi Elliot, Robert Spencer Smith and Pelin Bicen

The purpose of this paper is to explore and understand how Chambers of Commerce enhance networking among ethnic small businesses and enable the co-creation of value. This study…

Abstract

Purpose

The purpose of this paper is to explore and understand how Chambers of Commerce enhance networking among ethnic small businesses and enable the co-creation of value. This study contributes to extant research through the emergence of the concept of cultural networking competence. This study highlights how Chambers of Commerce in the USA ensures the continuation, growth and replication of ethnic small businesses through cultural networking competence.

Design/methodology/approach

This study investigates the research question by conducting qualitative research and adopting an interpretive approach of investigation in the Hispanic Chamber of Commerce in Chicago. Subjects were recruited using purposive sampling techniques via community links.

Findings

Findings show the existence of four different types of value in line with Holbrook’s typology of value – utilitarian, social, emotional and altruistic value. Because these values are culturally related, this study regards these values as cultural networking competence, which differs from general networking competence due to its focus on culture. With cultural networking competence, ethnic firms benefit from access to new domains, the creation of new opportunities, an improved effectiveness in achieving objectives beyond their own ethnic networks and the resources of other actors that can be leveraged for wider impact.

Originality/value

This study contributes to extant research through the emergence of the concept of cultural networking competence. This study highlights how Chambers of Commerce in the USA ensures the continuation, growth and replication of ethnic small businesses through cultural networking competence.

Details

Journal of Research in Marketing and Entrepreneurship, vol. 25 no. 1
Type: Research Article
ISSN: 1471-5201

Keywords

Content available
Article
Publication date: 2 June 2010

Pelin Bicen

346

Abstract

Details

Journal of Product & Brand Management, vol. 19 no. 3
Type: Research Article
ISSN: 1061-0421

Keywords

Content available
Article
Publication date: 3 August 2010

Pelin Bicen

366

Abstract

Details

Journal of Consumer Marketing, vol. 27 no. 5
Type: Research Article
ISSN: 0736-3761

Keywords

Article
Publication date: 18 January 2016

Naveen Gudigantala, Pelin Bicen and Mike (Tae-in) Eom

This study aims to theorize and empirically examine the relationship between “purchase intention and conversion rate”, “website satisfaction and conversion rate” and “purchase…

4958

Abstract

Purpose

This study aims to theorize and empirically examine the relationship between “purchase intention and conversion rate”, “website satisfaction and conversion rate” and “purchase intention and conversion rate”. E-Commerce conversion rate represents the percentage of visits to an e-tailer’s website that includes a purchase transaction. Despite the importance of conversion rates for e-tailers, prior research predominantly used purchase intention and website satisfaction as main dependent variables and implicitly assumed that these variables will influence the actual purchase.

Design/methodology/approach

Data on 85 US retail websites were used to test the hypotheses. The unit of the analysis is the online retail website. Regression analysis was used to perform the data analysis.

Findings

The results indicate that both purchase intention and website satisfaction positively influence conversion rates. It was also found that website satisfaction positively influences purchase intention.

Research limitations/implications

Only data from 85 US e-tailers from the top-100 US online retailers are used to test the hypotheses. Also, conversion rate is only one of the several important success metrics used by e-tailers.

Originality/value

This study not only examines antecedents of e-commerce conversion rates, but also theorizes and tests if there is a statistically significant relationship between “purchase intention and conversion rate” and “website satisfaction and conversion rate”. This is because, although previous studies used purchase intention and website satisfaction as main dependent variables and proxies for actual purchase behavior, they did not validate this relationship. This study shows that: there is a statistically significant relationship between “purchase intention and conversion rate” and “website satisfaction and conversion rate”, there is also a statistically significant relationship between “website satisfaction and purchase intention” and this study used firm-level data to theorize, measure and analyze the data, whereas prior literature used only individual-level data.

Details

Management Research Review, vol. 39 no. 1
Type: Research Article
ISSN: 2040-8269

Keywords

Article
Publication date: 17 August 2012

Pelin Bicen and Shelby D. Hunt

This study aims to examine the role of market orientation as a relationship property. This property, labeled “alliance market orientation”, is at the inter‐firm level and is…

2470

Abstract

Purpose

This study aims to examine the role of market orientation as a relationship property. This property, labeled “alliance market orientation”, is at the inter‐firm level and is related to the new product development (NPD) activities of alliances. The main objectives of this article are: to define the alliance market orientation; to argue that it is a major factor in NPD alliance success; and to argue that the resource‐advantage (R‐A) theory of competition can provide a theoretical foundation for this concept and explain its contribution to alliances' NPD success.

Design/methodology/approach

The paper is conceptual in approach.

Findings

In their efforts to strengthen relationships, alliances may tend to focus so much time on the relationship factors that they miss market opportunities. As a spanning process, NPD should be informed by both external and internal activities. alliance market orientation assists alliances in guiding NPD activities from outside to inside and vice versa. As a dynamic and disequilibrium provoking process, the R‐A theory of competition can theoretically ground the concept of alliance market orientation and explain its role in NPD alliance success.

Research limitations/implications

This study contributes to business marketing theory in three ways: it extends the concept of intra‐organizational market orientation to an inter‐organizational context; the alliance market orientation concept contributes to understanding the role of idiosyncratic resources in alliances; and the R‐A theory of competition can theoretically ground the concept of alliance market orientation and provide insights to develop it further.

Originality/value

This study is the first to extend the concept of market orientation into inter‐organizational NPD framework and to examine the role of alliance market orientation in NPD alliance success.

Article
Publication date: 15 February 2008

Tillmann Wagner, Pelin Bicen and Zachary R. Hall

Corporate social responsibility is becoming increasingly important in the retailing industry, whereby retailers are frequently criticized for socially irresponsible business…

6544

Abstract

Purpose

Corporate social responsibility is becoming increasingly important in the retailing industry, whereby retailers are frequently criticized for socially irresponsible business practices by mass media and consumer advocacy groups. The purpose of this research is to find out which retail business practices lead to perceptions of corporate social irresponsibility (CSIR) from the customers' perspective and to develop a measurement scale for this construct.

Design/methodology/approach

Using quantitative data from a paper‐based and an online survey, a higher‐order, multi‐group confirmatory factor analysis was conducted.

Findings

The research identifies 14 factors which represent perceptions of CSIR in retailing. A measurement scale of this construct is proposed and empirically validated. Demographic differences among consumers' CSIR perceptions are revealed.

Research limitations/implications

The scale remains to be validated in varying cultural settings other than the USA.

Practical implications

The findings provide retailers with a detailed account of business practices that consumers regard as socially irresponsible. The scale can be adopted by retailers in surveys to measure consumers' perceptions.

Originality/value

The paper is first in providing a conceptualization and measurement scale for CSIR which is of increasing importance for both retailing theory and practice.

Details

International Journal of Retail & Distribution Management, vol. 36 no. 2
Type: Research Article
ISSN: 0959-0552

Keywords

Article
Publication date: 7 June 2019

Shelby D. Hunt

The purpose of this paper is to provide a retrospection on the importance, origins and development of the research programs in the author’s career.

Abstract

Purpose

The purpose of this paper is to provide a retrospection on the importance, origins and development of the research programs in the author’s career.

Design/methodology/approach

The study uses an autobiographical approach.

Findings

Most of the articles, research monographs and books that constitute this research and publishing efforts can be categorized into seven distinct, but related, research programs: channels of distribution; marketing theory; marketing’s philosophy debates; macromarketing and ethics; relationship marketing; resource-advantage theory; and marketing management and strategy. The value system that has guided these research programs has been shaped by specific events that took place in the author’s formative years. This essay chronicles these events and the origins and development of the seven research programs.

Originality/value

Chronicling the importance, origins and development of the seven research programs will hopefully motivate and assist other scholars in developing their own research programs.

Details

Journal of Historical Research in Marketing, vol. 11 no. 1
Type: Research Article
ISSN: 1755-750X

Keywords

Article
Publication date: 20 September 2022

Fernando Gimeno-Arias and José Manuel Santos-Jaén

Within the fast-moving consumer goods (FMCG) supply chain, one of the problems facing the distribution channel strategy is the presence of the gray market. The article shows two…

Abstract

Purpose

Within the fast-moving consumer goods (FMCG) supply chain, one of the problems facing the distribution channel strategy is the presence of the gray market. The article shows two novel antecedents of the participation of official distributors in this gray channel: Negative impact on distributor performance and the relationship with their supplier. Knowledge of this background helps to preserve the strategy outlined for the official distribution channel.

Design/methodology/approach

Data were collected from 172 Spanish wholesale distributors and analyzed using PLS-SEM.

Findings

The authors found that the damage through negative affectation in the official distributor's performance and the cooperation provided by the manufacturer, have different effects. While affectation is shown to be a powerful antecedent of participation in the gray market, the effect of perceived manufacturer cooperation does not show strong results.

Practical implications

In business practice, these findings lead the manufacturer to keep transactions carried out in the gray market at low levels and provide cooperation to official distributors to guarantee the official channel strategy aimed at efficiency in the distribution of branded goods.

Originality/value

The background of the gray market discussed in the study has not been previously analyzed in the literature. In this way, the authors contribute to the knowledge of such a common problem as the presence of the gray market in the segmentation of distribution channels of high-demand products.

Details

International Journal of Physical Distribution & Logistics Management, vol. 53 no. 7/8
Type: Research Article
ISSN: 0960-0035

Keywords

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