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Article
Publication date: 18 September 2009

Allen D. Schaefer, R. Stephen Parker and Charles M. Hermans

China, Japan, and the USA represent three of the world's most important teen apparel markets. The purpose of this study is to consider the sources of apparel brand…

2022

Abstract

Purpose

China, Japan, and the USA represent three of the world's most important teen apparel markets. The purpose of this study is to consider the sources of apparel brand information utilized by 14‐ to 17‐year olds in these three nations. Nine hypotheses are developed based on the interpersonal influence and the individualism/collectivism constructs.

Design/methodology/approach

Respondents include public high school students between 14 and 17 years of age from the nations of China, Japan and the USA.

Findings

Chinese teens report a greater likelihood to use their parents as apparel information sources than do the US and Japanese teens. Of the three groups, the US teens report the greatest likelihood of using marketer based information sources (i.e. advertising and salespersons).

Practical implications

The findings suggest the need to develop specific apparel marketing strategies directed at teens targeted in these nations.

Originality/value

Few, if any, studies have examined differences between Asian and US teens in their apparel information source usage.

Details

Journal of Fashion Marketing and Management: An International Journal, vol. 13 no. 4
Type: Research Article
ISSN: 1361-2026

Keywords

Article
Publication date: 1 August 1999

John L. Kent and R. Stephen Parker

Examines the difference in perceptions of 18 carrier selections factors between import shippers, export shippers, and international containership carriers. MANOVA was used…

2961

Abstract

Examines the difference in perceptions of 18 carrier selections factors between import shippers, export shippers, and international containership carriers. MANOVA was used to determine differences between the three groups. Suggests that there are significant differences between import shippers and carriers; export shippers and carriers; and import shippers and export shippers. Significant differences between the import shipper and carrier groups were found on the loss and damage and equipment availability factors. Significant differences between the export shipper and carrier groups were found on the rate changes, service frequency, financial stability, service changes, and equipment availability factors. The only significant difference between the import shipper and export shipper groups was found on the door‐to‐door transportation rates factor.

Details

International Journal of Physical Distribution & Logistics Management, vol. 29 no. 6
Type: Research Article
ISSN: 0960-0035

Keywords

Article
Publication date: 1 February 2000

Bruce D. Keillor, R. Stephen Parker and Charles E. Pettijohn

One of the recent trends in sales research has been a growing focus on relationally based buyer‐seller interactions. Although existing sales literature is in general…

6806

Abstract

One of the recent trends in sales research has been a growing focus on relationally based buyer‐seller interactions. Although existing sales literature is in general agreement as to the theoretical composition of buyer‐seller relationships, a lack of empirical evidence exists for the interrelationships of various aspects of relational selling (e.g. customer orientation, adaptability, and service orientation) on individual salespersons’ performance. Investigates the effect of these relational selling characteristics on the performance of individual salespeople. The results show a positive relationship exists between customer orientation and actual performance as measured by average annual sales dollars. Implications of the results for sales managers and sales researchers are discussed.

Details

Journal of Business & Industrial Marketing, vol. 15 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 May 2002

Elizabeth J. Rozell, Charles E. Pettijohn and R. Stephen Parker

This study explored the measurement of emotional intelligence (EI) using a comprehensive scale to tap the construct. Using a sample of 295 undergraduate business majors…

5810

Abstract

This study explored the measurement of emotional intelligence (EI) using a comprehensive scale to tap the construct. Using a sample of 295 undergraduate business majors from a mid‐western university, an exploratory factor analysis was performed to examine the factor structure of the scale. Based on the factor loadings, the scale was reduced to 51 items with five factors emerging. Student demographics revealed that accounting majors rated lower on EI as compared to other majors. Results also indicated that higher EI scores were associated with membership in Greek organizations, and involvement in sports organizations. It was also found that international students rated lower on the EI measure as compared to domestic students. Finally, several of the factors within the scale were shown to have a relationship to both cumulative GPA and university‐specific GPA. Implications for these findings as they relate to management development are discussed.

Details

Journal of Management Development, vol. 21 no. 4
Type: Research Article
ISSN: 0262-1711

Keywords

Article
Publication date: 1 November 2001

Linda S. Pettijohn, R. Stephen Parker, Charles E. Pettijohn and ohn L. Kent

Performance appraisals are often described asthe “job managers love to hate”. A study was designed to provide sales managers with information designed to increase the…

14651

Abstract

Performance appraisals are often described asthe “job managers love to hate”. A study was designed to provide sales managers with information designed to increase the benefits of engaging in the evaluation process and reduce the negative sentiments often associated with appraisals. To accomplish this objective, 214 salespeople were personally interviewed and asked to provide information regarding their perceptions of their performance appraisals. The results indicate that salespeople have positive perceptions regarding the appraisal process. Findings also indicate that while salespeople are oftenevaluated at least twice annually, the criteria used are not always the ones thatsalespeople view as being the most appropriate. The conclusions derived from the analysis may provide insight to sales managers as they attempt to develop and implement appraisal processes that are viewed as being valid and as they attempt to enhance the benefits that may be obtained from engaging in this process.

Details

Journal of Management Development, vol. 20 no. 9
Type: Research Article
ISSN: 0262-1711

Keywords

Article
Publication date: 1 June 2004

R. Stephen Parker, Charles M. Hermans and Allen D. Schaefer

This study examines fashion consciousness among Chinese, Japanese and US teenagers. The purpose of the study was to examine similarities and differences in attitudes…

12746

Abstract

This study examines fashion consciousness among Chinese, Japanese and US teenagers. The purpose of the study was to examine similarities and differences in attitudes toward fashion across these three markets. The results show that significant differences in fashion consciousness exist between Chinese teens and their Japanese and US counterparts. At the same time, the US and Japanese teens show similarities in their attitudes toward fashion. The findings may support the idea of market differences in fashion consciousness between developed countries and less developed countries. While there are opportunities for fashion merchants to benefit from market similarities, an understanding of the idiosyncrasies underlying motivations of teen fashion in each market is needed.

Details

Journal of Fashion Marketing and Management: An International Journal, vol. 8 no. 2
Type: Research Article
ISSN: 1361-2026

Keywords

Article
Publication date: 16 October 2017

Gökcay Balci and Ismail Bilge Cetin

Container shipping is a standardized business-to-business service market where carriers need to stay customer focused to survive. Market segmentation is an ideal solution…

2810

Abstract

Purpose

Container shipping is a standardized business-to-business service market where carriers need to stay customer focused to survive. Market segmentation is an ideal solution to develop customized marketing programs for each segment, but container lines need personalized marketing programs for each customer. Hence, the purpose of this study is to develop a segmentation framework that can help container lines to profile each customer more efficiently considering their needs, strategic importance and demographics.

Design/methodology/approach

This study has adopted an exploratory approach. Semi-structured interviews were conducted with managers of container lines.

Findings

Segmentation bases are the type of customer, container volume, loyalty, seasonality, decision maker, the industry of shipper, cargo characteristics, container type, destination region and export/import. Market segmentation in container shipping can be helpful in developing effective customized marketing offering, including effective price discrimination and customized marketing communications.

Practical implications

A port-specific segmentation approach was adopted and a flexible segmentation framework was proposed for container lines to adapt in different hinterlands.

Originality/value

Unlike the literature, this study suggests market segmentation can be very helpful in customized marketing in business-to-business services like container shipping industry. This study also suggests port-specific market segmentation for container lines instead of route-specific.

Details

Management Research Review, vol. 40 no. 10
Type: Research Article
ISSN: 2040-8269

Keywords

Article
Publication date: 13 June 2020

Suha Fouad Salem and Alshaimaa Bahagat Alanadoly

The main objective is to investigate the effects of antecedents of word-of-mouth (WOM) towards sustainable fashion, using the Personality Traits theory. More specifically…

3488

Abstract

Purpose

The main objective is to investigate the effects of antecedents of word-of-mouth (WOM) towards sustainable fashion, using the Personality Traits theory. More specifically, this study wants to examine the impact of the Big Five personality traits on social media activities, which could affect eco-friendly behaviour and environmental concerns for fashion production. This impact is influenced by the use of WOM on sustainability in the fashion industry.

Design/methodology/approach

The partial least squares structural equation modelling (PLS SEM) technique is used to evaluate the internal and external measurement model with a sample size of 272.

Findings

The three most active personality traits on social media are extraversion, openness to experience and agreeableness. Additionally, the active use of social media has a positive impact on the optimisation of users' eco-friendly behaviour and an increase in users' concerns for fashion production. Eco-friendly behaviour and environmental concerns for fashion production are important factors that lead to the spread of WOM.

Originality/value

This study contributes to the existing literature by evaluating the effects of the Big Five personality traits on using social networking and how will this improve the creation of WOM towards sustainability. This study is among the several scientific studies which combine the theory of Big Five personality traits with social networking, green behaviour and the WOM in a sustainability context.

Details

Journal of Fashion Marketing and Management: An International Journal, vol. 25 no. 1
Type: Research Article
ISSN: 1361-2026

Keywords

Article
Publication date: 4 September 2019

Vijayta Fulzele, Ravi Shankar and Divya Choudhary

A sustainable freight transportation system involves freight processes that are economically efficient, socially inclusive and environment friendly. For enhancing…

1051

Abstract

Purpose

A sustainable freight transportation system involves freight processes that are economically efficient, socially inclusive and environment friendly. For enhancing sustainability in the freight operations, mode selection is a crucial strategic decision. Therefore, the purpose of this paper is selecting the best mode, or a combination of modes based on various criteria to carry shipments from origin to destination.

Design/methodology/approach

This study has used an integrated grey relational analysis based intuitionistic fuzzy multi-criteria decision-making process (GRA–IFP) and fuzzy multi-objective linear programming model. Three scenarios have been developed for analyzing sensitivity of decision variables with the variations in parameters under relevant conditions. A real case of Indian third-party logistics service provider has been used to demonstrate the effectiveness of the model.

Findings

The most relevant criterion emerged out in this study for multi-mode selection problem is costs. It can be concluded from the study that multi-modal freight transportation has the potential to improve the sustainability of freight transportation by reducing the costs, damages, emissions, traffic congestion and by increasing the speed of delivering the shipment. The sensitivity analysis further shows that road is the economical mode, whereas sea and rail together are the greenest as well as socially responsible modes of transportation.

Originality/value

This study provides an integrated tool, which can be used by freight transporters to decide upon the sustainable modes of transportation for their various shipments.

Article
Publication date: 7 August 2017

Colin B. Gabler, Raj Agnihotri and Omar S. Itani

The purpose of this paper is to investigate guilt proneness as a prosocial salesperson trait and its impact on outcomes important to the firm, the customer as well as the…

Abstract

Purpose

The purpose of this paper is to investigate guilt proneness as a prosocial salesperson trait and its impact on outcomes important to the firm, the customer as well as the salesperson. Specifically, the authors look at how this variable relates to job effort and the indirect effects on customer satisfaction. The corollary purpose is to uncover how managers influence these constructs through positive outcome feedback.

Design/methodology/approach

Prosocial motivation theory grounds the conceptual model which the authors test through survey implementation. The final sample consisted of 129 business-to-business (B2B) salespeople working across multiple industries in India. Latent moderated structural equation modeling was utilized to test the proposed model.

Findings

The results suggest that guilt proneness positively influences the likelihood that a salesperson adopts a relational orientation, which has a direct effect on individual effort and an indirect effect on customer satisfaction. Supervisors have the ability to amplify this effort through positive outcome feedback, but only when relational orientation is low. Their support had no effect on salespeople with a high relational orientation.

Originality/value

The study is unique in that it combines an overlooked prosocial trait with a B2B Indian dataset. We provide value for firms because our results show that guilt-prone salespeople put more effort into their job – ”something universally desirable among sales managers” – through the development of a relational orientation. The authors also give practical implications on how to support salespeople given their level of relational orientation.

Details

Journal of Business & Industrial Marketing, vol. 32 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

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