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The purpose of this paper is to investigate trust in salespersons of direct selling companies. The major purpose of the study is to examine three alternative measures of trust and to assess the effects of consumer trust in the direct selling salesperson on intended purchase behavior in a non‐Western culture, Hong Kong.

The research was designed as a personal interview survey of purchasers and non‐purchasers of product from direct selling companies in Hong Kong. A street‐intercept method of personal interview was used in three major shopping areas. The major measurement was of three different measures of trust in buying behavior from direct selling companies.

Survey results show that the measures of trust are not equally significant in being related to intention to repurchase. Only one measure, “Affect Trust”, is statistically correlated to repurchase intention. This measure is based on emotions which are affective in nature.

Gaining trust is crucial to all salespeople, industrial and consumer alike, as trust facilitates an exchange relationship while mistrust hinders it. Consequently, having valid measures of trust is essential to ensuring that exchange relations are positive. The research to date has been in the context of Western cultures and is dated (ten or more years ago). The paper examines trust in a non‐Western culture. In addition, the sales relationships studied in the past have been non‐direct selling. The paper expands this domain as it looks at direct selling to consumers in a non‐fixed business location.

The purpose of this paper is to develop and validate a reliable and valid alternative scale to measure customer-based corporate reputation (CBCR) specific to the banking industry only, where high risks and uncertainties of choosing a service provider exist.

Both qualitative and quantitative methods were employed to develop and validate an alternative scale to measure CBCR in the banking industry. Following Churchill’s (1979) paradigm and other prominent scale development studies, a scale development procedure was generated, which consists of three main stages: scale generation and initial purification, scale refinement and scale validation.

As a consequence of the current study, a reliable and valid multidimensional scale was obtained, consisting of 20 items and four dimensions to measure CBCR in banking industry: financial performance and financially strong company, customer orientation, social and environmental responsibility and trust.

This study provides insight to managers to comprehend and manage their CBCR. Since this study has empirically demonstrated that the four dimensions of the CBCR are associated with the five important customer outcome variables, the study provides further support toward the importance of corporate reputation in strategic marketing decisions in the banking industry.

Numerous different disciplines have focused on corporate reputation measurement by adapting different perspectives and approaches. However, a reliable and valid measurement tool has been proposed here to evaluate corporate reputation from customers’ perspective specific to banking industry.

The authors examine the interactive effects of work engagement and work autonomy in enhancing job crafting behaviour and performance.

Dyadic data from a sample of 320 white-collar employees in an Indian manufacturer are analysed through structural equation modelling.

The level of job crafting is highest when both work engagement and work autonomy are high. Job crafting fully mediates the interactive effect of work engagement and autonomy on task performance and partially on contextual performance.

There is value in reviewing organisational constraints on employee autonomy to foster the ways in which highly motivated workers can craft their jobs and, thus, maximise their performance.

This study demonstrates the interactive effects of work engagement and autonomy in enhancing job crafting and, through this mechanism, employee performance.

The long-term survival of companies depends strongly on successful new product introductions. However, insufficient customer new product acceptance (NPA) often leads to high failure rates for manufacturers. Retailers, as intermediaries between the company and the customer, often obtain a crucial role as primary touchpoint. Previous research shows that customers’ perception of a company is transferable to its products and thus influences NPA. Family firms, as successful company type, are supposed to positively influence NPA. The purpose of this paper is to analyse whether manufacturers achieve a strategic advantage regarding NPA when choosing retailer that are perceived as family firms.

Conducting an online survey, the authors tested whether the family firm image (FFI) of a retailer’s brand influences customers’ belief in the trustworthiness of a new product brand and their purchase intention, which reflect two components of NPA.

The results indicate that a strongly perceived FFI has a direct positive effect and, through perceived trustworthiness, an indirect effect on NPA. Those effects are moderated by the customers’ perceived uncertainty about the product. The authors show that aside from increasing trustworthiness, a retailer’s FFI creates a substantial strategic advantage that increases NPA and hence decreases manufacturers’ failure rates.

This paper is the first to investigate retailer brand influence on NPA. By providing a new definition and measurement of customers’ family firm perception, this study represents the first quantitative intent to assess the consequences of such perception.

The aim of this paper is to investigate cross‐cultural variations in the demographics of consumers using self‐service technologies (SSTs).

Questionnaires were randomly distributed to individuals in Sweden and Estonia to analyze their SST usage and demographic characteristics. Sweden and Estonia were chosen because of their cultural differences – Sweden represents an established Western European market, whereas Estonia, a former Soviet republic, is considered an emerging market.

Data analysis revealed that the demographics of Swedish and Estonian SST users are quite different. Swedish users are demographically heterogeneous, whereas Estonian users can be segmented according to age, gender, education, and income.

A larger study conducted in several cultures would add to our knowledge of a culture's influence on an individual's SST usage.

As this study shows, business models used in Western markets may not be applicable to emerging markets because of cultural differences. Therefore, it is important that Western firms intending to expand into emerging markets must become aware of cultural differences.

Because the world economy is becoming increasingly cross‐cultural, it is imperative to conduct international consumer research to further the understanding of SST usage from a global perspective. This paper provides a thorough examination of which, if any, demographical segments of consumers use SSTs and if the demographics of users vary amongst different cultures.

In this study we identified the process how consumers chose a particular hotel for spa service which was appropriate for themselves under such intensely competition among spa hotels in Taiwan, and the key factors that affected consumers' behavior or purchasing decisions. Previous studies have indicated that the creation of outstanding consumer value was for spa hotels to achieve sustainable financial and market success. A conceptual model of perceived value and six hypotheses based on previous literatures review had been developed in this study to identify the factors considered by customers while they were making the serious purchasing decisions. The conceptual model in this study provided a framework how the consumers might come up with a solution toward the process of resources allocation or the decision making. The economical deduction was adopted to provide the adequate rationality and somewhat the causality of the conceptual model, and the analysis of correlation was used to verify the hypotheses proposed. The results suggested that the service‐related decision was almost in accordance with the product‐related decision, but it was questionable for perceived value for money to be a significant mediator of perceived quality, price and risk and willingness‐to‐buy. The findings have important implications for understanding how consideration sets of service‐related consumption are formed and how the recent downsizing economy affects their attitude in “leisure service consumption” toward the selection of spa hotels.

The chapter investigates factors shaping convenience orientation in the 21st century as well as present-day barriers to the consumption of food and non-food convenience products.

A qualitative research approach with two kinds of data triangulation is used. Multiple key informants (marketing managers and consumers) allow a consideration from different angles and multiple methodologies (in-depth and focus group interviews) help to gain deeper insights into the topic.

Convenience orientation comprises dimensions that were previously not considered in marketing research. In addition to the known factors time and effort saving, consumers buy convenience products because of the flexibility they provide. Moreover, concerns for health, environment, and quality are important barriers that prevent consumers from buying and consuming convenience products.

Our results suggest that factors increasing and decreasing convenience consumption depend at least partly on the product category. Future research should integrate various other product groups to further explore domain-specific convenience orientation.

The conceptualization of convenience orientation offers important implications for new product development as well as for the design of the marketing mix. For instance, existing barriers could be overcome by improving transparency or meeting environmental concerns.

The chapter reveals the factors shaping the consumption of convenience products. The presented findings are important to academics researching convenience consumption and practitioners producing and distributing convenience products.

This study aims to investigate an under-researched area, an international marketing perspective, based on international dynamic capability, environmental sustainability and organizational marketing performance in gamification and non-gamification-based organizational culture (OC). This paper deepens the understanding of gamification-based and non-gamification-based OC influence on innovation capability and environmental and organizational marketing performance through the theory of organizational creativity and the theory of administrative behavior (AB).

The authors collect data from firms that abide by the ISO 14091 certifications to ensure the proper quality standards. Primary data from 384 firms are used to test the hypotheses. The results would help firms invest in technological solutions by practicing creativity over time. Additionally, the study helps explore how AB is critical in steering technological creativity for making firms climate-conscious.

The study's findings identified that OC has a positive influence on technological innovation capabilities and environmental innovation capabilities. Technological innovation capabilities have a beneficial impact on environmental sustainability. Environmental sustainability appears to have a substantial correlation with technological innovation skills. Environmental innovation capabilities positively impact environmental sustainability and organizational marketing performance. A moderating effect of gamification on the international dynamic capabilities within a relationship between organizational culture and environmental innovation capabilities exists.

The investigation is confined to understanding how gamification-based and non-gamification-based organizational marketing culture affects innovation capability, environmental sustainability and organizational performance through the lens of theory of organizational creativity and theory of AB.

Purpose: Different approaches have been applied to define and measure service quality as both a process and a performance-intensive presentation. The literature agreed that service quality assessments are essential in measuring performance, however they could only reach a partial consensus. Although the Servqual scale is the most widely known and used tool in measuring service quality, it has received various criticisms. This study presents the difficulties encountered in measuring service quality and an evaluation of the Servqual scale.

Methodology: The study provides a conceptual framework, examining the research on the subject in the literature and the criticisms of the Servqual scale. It is designed as a compilation/assessment to improve the perspectives of the interested parties by bringing together evaluations about the pros and cons of the most well-known service quality scale.

Findings: Measurement of service quality is a complex business. Although it has received various criticisms, the Servqual scale which enables the measurement of quality in the services sector is still the most frequently used measurement tool.

Practical Implications: The difficulty of defining the service and its quality, which arises from the characteristics of the services, does not eliminate the necessity of measuring the quality of the service. With this study, a conceptual framework has been provided on the subject, a collective evaluation has been made for the most widely used scale, and the ground has been prepared for improvement and development in the criticisms of the scale.

In the digital library era, library websites are recognized as the extension of library services. The usability and findability of library websites are growing more and more important to patrons. No matter how these websites have been built, they should offer the capability that patrons can find their required information quickly and intuitively. The website logs keep tracks of users' factual behaviors of finding their required information. Based on the evidences, the author attempts to reconstruct the websites to promote their internal findability.

In the past, the card sorting method has generally been applied to reconstruct websites to improve their internal findability. Alternately, in this research, a first attempt is made to try to use website log data to implement website reconstruction. The website log data was cleaned and user sub‐sessions were extracted according to their respective critical time of session navigation. Each sub‐session's threshold time of target page was then calculated with different weights to determine its navigating parent pages. The different weighted parent pages were utilized to reconstruct various websites. A task‐oriented experiment of four tasks and 25 participants was conducted to measure the effects of findability between the constructed websites.

By analysis of the variance of time to complete the tasks, it is shown that the reconstructed websites have better findability performance in the time spent to complete the tasks than the current one, if focusing much more on the target pages. The result clearly explores that when the parent pages of a page are selected, whether it is a target page is the most important issue to improve website findability. The target page plays a critical role in website reconstruction. Furthermore, the traditional card sorting method is applied to the case website to reconstruct it. The findability experiment is then conducted and its time to complete the tasks is compared to those of websites that are reconstructed. The approach proposed here has better effects than card sorting.

Mining web log data to discover user behaviors on the library website, this research applies a heuristic method to analyze the data collected to reconstruct websites. Focusing on the target pages, the reconstructed websites will have better findability. Besides traditional card sorting techniques, this paper provides an alternative way to reconstruct websites such that users can find what they need more conveniently and intuitively.