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Article

Moez Ltifi

This study is exploratory in nature. The purpose of this paper is to examine the intention to use smartphones by mobile users for m-services in a growing market. In fact…

Abstract

Purpose

This study is exploratory in nature. The purpose of this paper is to examine the intention to use smartphones by mobile users for m-services in a growing market. In fact, it empirically studies the influence of ubiquity and immersion in the virtual context on the perceived value (utilitarian and hedonic) of the mobile user’s experience. Moreover, it is an academic embarkation upon the examination of the effect of perceived value on the intension of using smartphones by mobile users for the m-services. Finally, it tests the mediating role of the perceived (utilitarian and hedonic) value between ubiquity/immersion and the intention to use smartphones for m-services.

Design/methodology/approach

The data are collected from a sample of 300 Tunisian students and analyzed using the structural equation modeling technique.

Findings

The results show that ubiquity and immersion positively influence the value perceived by mobile internet users. They also confirm that the perceived (utilitarian and hedonic) value positively affects the intensity of smartphone usage by mobile internet users for m-services and show the mediating role of the perceived (utilitarian and hedonic) value between ubiquity/immersion and the intention to use smartphones for m-services.

Practical implications

Companies in place focus on the importance of smartphone shopping by communicating about the comparative advantages of this type of purchase to make this option a possible choice in the future. The immersive dimension in the virtual context of commerce can be exploited as a factor of differentiation, at a time when commercial trafficking is intensifying; for example, immersive merchant sites, to enrich their particular utilitarian value with an equally hedonic value. The hedonic and utilitarian dimensions of the perceived value constitute a mediator and an important lever for the distributors within the framework of the m-commerce. Due to a genuine consideration of the availability and the possibility to carry out the service at any time and any place in view of the fact that it is perceived as being useful and compatible with the needs and way of life of the individuals’ intention, the use of smartphones for the m-served is explained by the lived values which are in turn explained by the ubiquity.

Originality/value

Despite the massive adoption of information and communication technology, especially the internet, in distribution and service delivery, very little research has focused on the intensity of use of smartphones by mobile internet users for m-services. This exploratory study is the first to test the effect of ubiquity and immersion in the virtual context on the perceived (utilitarian and hedonic) value of the mobile internet users’ experience as well as the effect of the perceived value on the intensity of use of smartphones by mobile internet users for m-services in the Tunisian context. Moreover, it puts under scrutiny the mediating effect of the perceived value in the determination of the intention to use smartphones by mobile users for the m-services in the Tunisian context.

Details

Management Decision, vol. 56 no. 11
Type: Research Article
ISSN: 0025-1747

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Judith M. Harackiewicz, Yoi Tibbetts, Elizabeth Canning and Janet S. Hyde

We review the interventions that promote motivation in academic contexts, with a focus on two primary questions: How can we motivate students to take more STEM courses…

Abstract

Purpose

We review the interventions that promote motivation in academic contexts, with a focus on two primary questions: How can we motivate students to take more STEM courses? Once in those STEM courses, how can we keep students motivated and promote their academic achievement?

Design/methodology/approach

We have approached these two motivational questions from several perspectives, examining the theoretical issues with basic laboratory research, conducting longitudinal questionnaire studies in classrooms, and developing interventions implemented in different STEM contexts. Our research is grounded in three theories that we believe are complementary: expectancy-value theory (Eccles & Wigfield, 2002), interest theory (Hidi & Renninger, 2006), and self-affirmation theory (Steele, 1988). As social psychologists, we have focused on motivational theory and used experimental methods, with an emphasis on values – students’ perceptions of the value of academic tasks and students’ personal values that shape their experiences in academic contexts.

Findings

We review the experimental field studies in high-school science and college psychology classes, in which utility-value interventions promoted interest and performance for high-school students in science classes and for undergraduate students in psychology courses. We also review a randomized intervention in which parents received information about the utility value of math and science for their teens in high school; this intervention led students to take nearly one semester more of science and mathematics, compared with the control group. Finally, we review an experimental study of values affirmation in a college biology course and found that the intervention improved performance and retention for first-generation college students, closing the social-class achievement gap by 50%. We conclude by discussing the mechanisms through which these interventions work.

Originality/value

These interventions are exciting for their broad applicability in improving students’ academic choices and performance, they are also exciting regarding their potential for contributions to basic science. The combination of laboratory experiments and field experiments is advancing our understanding of the motivational principles and almost certainly will continue to do so. At the same time, interventions may benefit from becoming increasingly targeted at specific motivational processes that are effective with particular groups or in particular contexts.

Details

Motivational Interventions
Type: Book
ISBN: 978-1-78350-555-5

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Article

John C. Groth

The exclusive value principle is one important factor determiningthe value of the service to the customer. High margins often result fromthe customer′s perceptions of…

Abstract

The exclusive value principle is one important factor determining the value of the service to the customer. High margins often result from the customer′s perceptions of “exclusive value”. Success depends on understanding and making decisions within the context of the customer′s psychic domain. Provides a brief review of background information and the concept of exclusive value as well as “critical factors” in psychic space. Summarizes sample psychic factors of import in marketing. Relates and illustrates exclusive value to costs, margins and risks. Provides sample scenarios to illustrate the important points.

Details

Management Decision, vol. 33 no. 8
Type: Research Article
ISSN: 0025-1747

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Article

Hyunjoo Im and Young Ha

This study aims to investigate determinants of permission-granting intention of consumers based on transaction utility theory. The study also was designed to investigate…

Abstract

Purpose

This study aims to investigate determinants of permission-granting intention of consumers based on transaction utility theory. The study also was designed to investigate the role of two individual characteristics, coupon proneness and fear of spamming as well as gender difference. Mobile coupons have quickly become an important marketing tactic. However, our understanding of mobile coupon usage is limited because previous studies of coupon usage do not examine key characteristics of new technology-based coupons. Therefore, research in this specific context is necessary.

Design/methodology/approach

An online survey was used and US adult consumers (N = 658) were recruited to empirically test the model. The data were analyzed using structural equation modeling.

Findings

Results provided support for the proposed model. The data confirmed the evaluation process of a potential transaction using mobile coupons hypothesized based on transaction utility theory. Gender differences were tested using multi-group analysis. There was a significant difference between females and males. Overall, negative factors, fear of spamming and perceived risk, played a more important role in the model for females than males.

Originality/value

The study provided theoretical support for transaction utility theory in the context of mobile coupon usage decision. Also, the study advances understanding of unique issues of mobile coupon marketing by addressing permission-granting intention and gender difference in the process of evaluation.

Details

Journal of Research in Interactive Marketing, vol. 9 no. 2
Type: Research Article
ISSN: 2040-7122

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Article

Philipp E. Boksberger and Lisa Melsen

The aim of this paper is to provide a literature review of the state‐of‐the‐art and up to date concepts and measures undertaken in the research on perceived value. The…

Abstract

Purpose

The aim of this paper is to provide a literature review of the state‐of‐the‐art and up to date concepts and measures undertaken in the research on perceived value. The purpose especially is to provide a comprehensive and systematic overview of the research on perceived value.

Design/methodology/approach

The common perceived value definitions, conceptual and measurement approaches and its close relationship with important and highly researched service industry components such as service quality and customer satisfaction are discussed.

Findings

This paper demonstrates underlying and foundational theories, systematises the research streams and addresses the unsolved concerns of perceived value. The paper concludes with recommendations for the future research and application of perceived value as being relevant to the service industry.

Originality/value

The contribution of the paper lies in achieving a more profound understanding of the nature of perceived value for, equally, academics and industry.

Details

Journal of Services Marketing, vol. 25 no. 3
Type: Research Article
ISSN: 0887-6045

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Book part

Gerald E. Smith and Arch G. Woodside

This paper includes an examination of two key issues on price decisions: (1) how should price decisions be made (the strategic and normative issue) within market contexts…

Abstract

This paper includes an examination of two key issues on price decisions: (1) how should price decisions be made (the strategic and normative issue) within market contexts, and (2) how are price decisions actually made (the execution and implementation of price decisions). The paper closes with some observations useful for applied research and strategies for making effective pricing decisions. The propositions and literature review show that one pricing strategy does not fit a brand in all market contexts that brand executives experience annually in managing brands. Setting specific price points requires continuing deliberate management responses to dynamic market contexts. This paper provides useful sense-making conjunctive steps to accomplish such deliberate thinking effectively relevant for different market contexts.

Details

Business-To-Business Brand Management: Theory, Research and Executivecase Study Exercises
Type: Book
ISBN: 978-1-84855-671-3

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Article

Jarle Lowe Sorensen, Eric D. Carlström, Leif Inge Magnussen, Tae-eun Kim, Atle Martin Christiansen and Glenn-Egil Torgersen

The purpose of this paper is to investigate the perceived effects of a maritime cross-sector collaboration exercise. More specifically, this study aims to examine whether…

Abstract

Purpose

The purpose of this paper is to investigate the perceived effects of a maritime cross-sector collaboration exercise. More specifically, this study aims to examine whether past exercise experience had an impact on the operative exercise participant’s perceived levels of collaboration, learning and usefulness.

Design/methodology/approach

This was a non-experimental quantitative survey-based study. A quantitative methodology was chosen over qualitative or mixed-methods methodologies as it was considered more suitable for data extraction from larger population groups, and allowed for the measurement and testing of variables using statistical methods and procedures (McCusker and Gunaydin, 2015). Data were collected from a two-day 2017 Norwegian full-scale maritime chemical oil-spill pollution exercise with partners from Norway, Germany, Iceland, Denmark and Sweden. The exercise included international public emergency response organizations and Norwegian non-governmental organizations. The study was approved by the Norwegian Centre for Research Data (ref. 44815) and the exercise planning organization. Data were collected using the collaboration, learning and utility (CLU) scale, which is a validated instrument designed to measure exercise participant’s perceived levels of collaboration, learning and usefulness (Berlin and Carlström, 2015).

Findings

The perceived focus on collaboration, learning and usefulness changed with the number of previous exercises attended. All CLU dimensions experienced decreases and increases, but while perceived levels of collaboration and utility reached their somewhat modest peaks among those with the most exercise experience, perceived learning was at its highest among those with none or little exercise experience, and at its lowest among those with most. These findings indicated that collaboration exercises in their current form have too little focus on collaborative learning.

Research limitations/implications

Several limitations of the current study deserve to be mentioned. First, this study was limited in scope as data were collected from a limited number of participants belonging to only one organization and during one exercise. Second, demographical variables such as age and gender were not taken into consideration. Third, limitation in performing a face-to-face data collection may have resulted in missing capturing of cues, verbal and non-verbal signs, which could have resulted in a more accurate screening. Moreover, the measurements were based on the predefined CLU-items, which left room for individual interpretation and, in turn, may cause somewhat lower term validity. As the number of international and national studies on exercise effects is scarce, it is important to increase further knowledge and to learn more about the causes as to why the perceived effects of collaboration exercises are considered somewhat limited.

Practical implications

Exercise designers may be stimulated to have a stronger emphasis on collaborative learning during exercise planning, hence continuously work to develop scripts and scenarios in a way that leads to continuous participant perceived learning and utility.

Social implications

Collaboration is established as a Norwegian national emergency preparedness principle. These findings may stimulate politicians and top crisis managers to develop national collaboration exercise script guidelines that emphasize collaborative learning and development.

Originality/value

This study shows how exercise experience impacted participant’s perceived levels of collaboration, learning and usefulness. Findings indicated that collaboration exercises in their current form have too little focus on collaborative learning.

Details

International Journal of Emergency Services, vol. 8 no. 2
Type: Research Article
ISSN: 2047-0894

Keywords

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Article

Purnima S. Sangle and Preety Awasthi

The purpose of this paper is to develop an understanding of the primary concerns of a customer when they use mobile banking services and identify factors that can be used…

Abstract

Purpose

The purpose of this paper is to develop an understanding of the primary concerns of a customer when they use mobile banking services and identify factors that can be used for making better mobile customer relationship management (mobile CRM) services in banking.

Design/methodology/approach

The paper empirically explores the underlying factors by the application of exploratory factor analysis. The study sample consists of 272 respondents, with a usable response rate of 68 per cent.

Findings

The empirical findings reveal that perceived utility value is regarded as the most important factor for mobile CRM services. The other factors which emerged were ease of use, context, compatibility, cost, risk, and personal innovativeness. In addition, negative attitude towards technology also emerged as a factor, which needs further investigation.

Research limitations/implications

The study had a few limitations, such as selection of the sample from a limited number of places, which may induct some bias due a particular geographical and economic advantage of the place.

Practical implications

Based on the findings, banks should focus on increasing the value perceptions of the customers by considering easy design of the services, service context and compatibility of the services offered. The service cost reduction and risk mitigation strategies also need attention.

Originality/value

The findings provided insight into the factors that contribute to the acceptance of mobile CRM practices in banking from the consumers' perspective. This study demonstrated that in the case of mobile CRM the factors related to the service aspect dominate over the technical aspect.

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Abstract

Details

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

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Article

Yu-Yin Wang, Hsin-Hui Lin, Yi-Shun Wang, Ying-Wei Shih and Ssu-Ting Wang

Grounded on the value-based adoption model and innovation diffusion theory, this study examined consumer purchase decisions of mobile Global Positioning System (GPS…

Abstract

Purpose

Grounded on the value-based adoption model and innovation diffusion theory, this study examined consumer purchase decisions of mobile Global Positioning System (GPS) navigation apps. In addition, this study also investigated the moderating role that perceived availability of free substitutes (PAFS) plays in the relationship between perceived value and purchase intention. The paper aims to discuss these issues.

Design/methodology/approach

Data collected from 219 mobile users were analyzed against the research model using the partial least squares approach.

Findings

The results showed that compatibility, relative advantage, perceived enjoyment, perceived cost (positively), and complexity (negatively) influenced these users’ value perceptions and purchase decisions. Furthermore, PAFS significantly weakened the positive relationship between perceived value and purchase intentions.

Practical implications

Based on these findings, the authors provide practical suggestions for mobile app developers to increase mobile app sales. This study also helps advance knowledge of mobile internet marketing.

Originality/value

This study is a pioneering effort in explaining consumer purchase intentions in the context of mobile GPS navigation app.

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