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Article
Publication date: 28 August 2007

R. David Keillor

This paper seeks to discuss the history of real estate marketing in the USA and to assess the future impact of direct marketing on that country's real estate set‐up.

Abstract

Purpose

This paper seeks to discuss the history of real estate marketing in the USA and to assess the future impact of direct marketing on that country's real estate set‐up.

Design/methodology/approach

The paper chronicles the history of real estate marketing in the USA and describes the present situation vis‐à‐vis direct marketing.

Findings

The paper finds that home buyers prefer online direct marketing to the traditional process of physical involvement and personal inspection.

Originality/value

The paper promotes the advantages of direct marketing as the future of residential real estate in that it offers lower prices, direct participation in the process and better access to information.

Details

Direct Marketing: An International Journal, vol. 1 no. 3
Type: Research Article
ISSN: 1750-5933

Keywords

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Book part
Publication date: 18 September 2006

G. Tomas M. Hult, David J. Ketchen, Anna Shaojie Cui, Andrea M. Prud’homme, Steven H. Seggie, Michael A. Stanko, Alex Shichun Xu and S. Tamer Cavusgil

Structural equation modeling (SEM) is a powerful multivariate statistical technique that requires careful application. The use of SEM in international business research…

Abstract

Structural equation modeling (SEM) is a powerful multivariate statistical technique that requires careful application. The use of SEM in international business research has substantially increased recently, necessitating a critical evaluation of its use in the field. Through an analysis of 148 articles in the international business (IB) literature, we detail the state of current use of SEM in IB research and compare its use to the established best practices. In many instances, SEM's use in IB has been faulty, suggesting that authors may have drawn incorrect conclusions. To expand the IB field's knowledge base, methodological accuracy is essential. Based on our review of the technique's use in IB research coupled with the established practices in the social science literature, we provide practical suggestions for better applying SEM in the IB literature.

Details

Research Methodology in Strategy and Management
Type: Book
ISBN: 978-0-76231-339-6

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Article
Publication date: 1 December 2004

Rachel Crane

Film provides an alternative medium for assessing our interpretations of cultural icons. This selective list looks at the film and video sources for information on and…

Abstract

Film provides an alternative medium for assessing our interpretations of cultural icons. This selective list looks at the film and video sources for information on and interpretations of the life of Woody Guthrie.

Details

Collection Building, vol. 23 no. 4
Type: Research Article
ISSN: 0160-4953

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Article
Publication date: 1 April 1988

DAVID BORNAND

The theory of investment valuation does not address the issue of what should be done about income for part‐years, restricting itself instead to cases where the lengths of…

Abstract

The theory of investment valuation does not address the issue of what should be done about income for part‐years, restricting itself instead to cases where the lengths of time involved are whole numbers of years. The market, on the other hand, does appear to have a way of dealing with this problem, although it disguises the reality of what is actually happening. This article examines the logic of the device employed (rent apportionment) and discusses its role in preserving the distinction between capital and income.

Details

Journal of Valuation, vol. 6 no. 4
Type: Research Article
ISSN: 0263-7480

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Article
Publication date: 8 February 2008

Alan Fish, Ramudu Bhanugopan and Julie Cogin

This research was undertaken to further understand a “values” based taxonomy designed to assess the “cultural and business suitability” of managers for appointment to…

Abstract

Purpose

This research was undertaken to further understand a “values” based taxonomy designed to assess the “cultural and business suitability” of managers for appointment to cross‐border business and management roles. In particular, this paper aims to explore the extrapolative and interrelated nature of a two‐dimensional bipolar taxonomy of value orientations; as well as the nature and strength of the relationship between the model's predictors.

Design/methodology/approach

A sample of 262 cross‐border managers working for a large transnational American owned logistics firm responded to this study. The group completed a questionnaire based on a two‐dimensional taxonomy of value orientations. The dimensions tested were first a manager's values viz., their potential “National Identity”. Secondly, a manager's values vis., their potential “Cross‐Border Business Focus”. Factor analysis and canonical correlations were employed to identify key factor constructs and then to evaluate the measurement fit between the constructs; also to examine any significant relationship between the identified constructs.

Findings

Results support both the extrapolative and interrelated nature of the taxonomy with significant results (p<0.05) confirming the strength of the relationships between the identified constructs as potential predictors of “cultural and business impact” and hence “individual suitability” for cross‐border assignments.

Research limitations/implications

Whilst the research is limited to one large US‐owned transnational logistics firm, the diversity of respondents with respect to cultural background; age, gender and amount of experience has not impacted results. Results suggest that awareness of both a manager's “National Identity” and “Cross‐Border Business Focus”, may provide useful additional information vis., a manager's cultural and business impact and hence assist in the selection of managers for cross‐border assignments.

Originality/value

Results appear to provide useful insights into the potential “cultural and business suitability” of managers; as well as the early identification of managers, for important cross‐border business and management assignments.

Details

Cross Cultural Management: An International Journal, vol. 15 no. 1
Type: Research Article
ISSN: 1352-7606

Keywords

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Article
Publication date: 1 March 2001

Leo Yat Ming Sin and Suk‐ching Ho

Looks at consumer research in Greater China including Mainland China, Hong Kong and Taiwan. Maps out the contributions within this area and guides future research…

Abstract

Looks at consumer research in Greater China including Mainland China, Hong Kong and Taiwan. Maps out the contributions within this area and guides future research. Examines the state of the art over the 1979‐97 period, with particular emphasis on the topics that have been researched, the extent of the theory development in the field and the methodologies used in conducting research. Uses content analysis to review 75 relevant articles. Suggests that, while a considerable breadth of topics have been researched, there remains much to be done, there is further room for theoretical development in Chinese consumer behaviour studies; and the methodologies used need improvement and further refinement.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 13 no. 1
Type: Research Article
ISSN: 1355-5855

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Article
Publication date: 9 February 2015

Sapna Popli and Irfan A Rizvi

The aim of this paper is to explore the relationship between leadership, employee engagement and service orientation, specific to the private service sector organizations…

Abstract

Purpose

The aim of this paper is to explore the relationship between leadership, employee engagement and service orientation, specific to the private service sector organizations in India. The paper also explores the ability of leadership style and engagement to predict service orientation in the given cross section.

Design/methodology/approach

The paper has used a single cross-sectional descriptive design. Purposive sampling has been used to identify respondents who are managers in the private service sector organisations in India. A valid sample size of 106 has been used for the analysis. Instruments used for perceived leadership style are as follows: Multifactor Leadership Questionnaire (MLQ-5X short form); Employee Engagement E3 (DDI) and Service Orientation (Frimpong and Wilson, 2012).

Findings

Service orientation is found to be strongly correlated to employee engagement and employee engagement is a strong predictor of service orientation. The other relationships which are significant and moderately correlated are that of transformational leadership and employee engagement and also of transformational leadership and service orientation.

Research limitations/implications

The study highlights the importance and significant role of leadership and employee engagement for higher service orientation in the given cross section. The mediating impact of employee engagement of the leadership style and service orientation relationship could be further explored through path analysis or structured equation modeling techniques.

Practical implications

The research emphasizes that organizations need to focus on employee engagement as much as they focus on customers. The differential advantage to organizations will come through the employees and their behaviors towards customers. Appropriate leadership styles that drive engagement and service-oriented behaviors can be fostered in organizations to drive service performance. The mediating impact of employee engagement of the leadership style and service orientation relationship could be further explored through path analysis or structured equation modeling techniques.

Originality/value

The research is focused in the private service sector organizations in India and data and results support the need to focus on employees for higher scores on customer parameters. The respondents are from a cross section of service organizations and, hence, emphasizing the interplay of the three variables across organizations. The paper supports the critical role of leadership and employees in creating a higher service orientation.

Details

Journal of Services Marketing, vol. 29 no. 1
Type: Research Article
ISSN: 0887-6045

Keywords

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Article
Publication date: 19 October 2012

Roberta J. Schultz, Charles H. Schwepker and David J. Good

A great deal has been written recently in the practitioner press about the strategic importance and usage of social media. However, as practitioners only release limited…

Abstract

Purpose

A great deal has been written recently in the practitioner press about the strategic importance and usage of social media. However, as practitioners only release limited information about the internal advantages such a tool provides, research in this emerging field remains extremely limited about its usage in the sales area. In this context, the purpose of this paper is to propose and empirically assess a model of social media usage among business‐to‐business (B2B) salespeople.

Design/methodology/approach

A survey of 273 B2B salespeople was conducted and then analyzed using structural equation modeling.

Findings

Results support the hypothesized model suggesting that age negatively affects social media usage, while social media norms positively affect it. Social media usage positively affects sales performance. Customer‐oriented selling was not found to be positively related to social media usage, but does have a positive effect on sales performance.

Research limitations/implications

This study was conducted by e‐mail, and as a result, there might be an existing bias towards respondents who already embrace some usage of an online communication method, indicating overall usage, acceptance, and application of social media may be lower than reported. A potential research agenda offers opportunities for both theoretical development and empirical assessment in social media research.

Practical implications

The findings provide an important foundation to advance academic sales research and demonstrate a needed understanding of how to operationally utilize social media to improve outcome performance.

Originality/value

This is one of the few studies empirically examining social media usage among B2B salespeople.

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Article
Publication date: 1 February 2006

J.T. Luo, Peter McGoldrick, Susan Beatty and Kathleen A. Keeling

Previous research has focused on how trustworthiness can be evoked by the physical design of on‐screen characters (OSCs) within the e‐commerce interface. The purpose of…

Abstract

Purpose

Previous research has focused on how trustworthiness can be evoked by the physical design of on‐screen characters (OSCs) within the e‐commerce interface. The purpose of this study is to investigate whether or not the OSCs representation, along with user differences, influence, how likeable, appropriate and trustworthy they are.

Design/methodology/approach

A web site was created for a simulated online bookseller and 183 people from various countries participated in the experiments. OSC representations were tested under four conditions in the main experiment: facial appearance (human‐like vs cartoon‐like) and gender (male vs female).

Findings

The results suggest that the human‐like characters are more likeable, appropriate and trustworthy in general terms. However, when perceived capabilities of OSCs are measured, a mismatch can occur between expectations and capabilities of the human‐like OSCs. In fact, cartoon‐like OSCs, especially female, had more positive effects on the web site interface.

Research limitations/implications

This study was limited to simulations of on‐screen scenarios. Future work, with access to the huge database required, could investigate the effects of truly interactive OSCs. Larger national sub‐samples would permit generalisations about cross‐cultural differences.

Practical implications

For e‐tailers and web designers, this study suggests critical design variables and response‐moderating variables that mediate the effects of OSCs in e‐retailing. It helps to understand customers' interaction needs in establishing and maintaining para‐social relationships, potentially increasing purchase intentions and persuasion.

Originality/value

The efficacy of different representations of OSCs to retail situations has been little investigated previously; this study measured how likeable, appropriate and trustworthy different OSC design formats are to different customer types.

Details

Journal of Services Marketing, vol. 20 no. 2
Type: Research Article
ISSN: 0887-6045

Keywords

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Article
Publication date: 1 January 2005

Stephan F. Gohmann, Robert M. Barker, David J. Faulds and Jian Guan

This paper examines how perceptions about salesforce automation (SFA) systems are influenced by the perceived accuracy of the information the system provides.

Abstract

Purpose

This paper examines how perceptions about salesforce automation (SFA) systems are influenced by the perceived accuracy of the information the system provides.

Design/methodology/approach

Three hypotheses are tested. They are as follows. Sales people who perceive that the information is inaccurate will be less likely to: have a positive perception of the system; think that their training was helpful; and think that the system improves their productivity. Chi‐square tests are used to test the association between the perceptions of information accuracy and the statements in the hypotheses.

Findings

Negative perceptions about the accuracy of information leads to negative perceptions about other aspects of the SFA system.

Research limitations/implications

This study examines the results for only one particular organization. The results may not be generalizable to other organizations. As similar data about other SFA systems become available, this study can be used as a basis for examining the effect of information accuracy on perceptions of SFA systems.

Originality/value

Since the company has some control over the accuracy of the information provided by the system, they should attempt to provide information that the salesforce finds useful. To enure that the proper information is provided, management must seek the user's input about what information should be provided. Additionally, the data should be cleansed and provide an indicator of the probability that a particular lead will result in a sale.

Details

Journal of Business & Industrial Marketing, vol. 20 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

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