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Article
Publication date: 1 April 1986

Ali R. Malekzadeh and Samuel Rabino

In this empirical study, export strategies of 131 California exporting manufacturers were examined. A factor analysis of fifty variables yielded five factors which were…

Abstract

In this empirical study, export strategies of 131 California exporting manufacturers were examined. A factor analysis of fifty variables yielded five factors which were analysed subsequently through multiple discriminant analysis. Two of the five factors, strategic planning and export strategies, were found to be meaningful in discriminating between small and large exporters. Implications for managers are offered.

Details

International Marketing Review, vol. 3 no. 4
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 7 August 2017

Tommaso Pucci, Elena Casprini, Samuel Rabino and Lorenzo Zanni

The purpose of this paper is to examine the effects of the product-specific region-of-origin (ROO) and product-specific country-of-origin (COO) on the willingness to pay a…

Abstract

Purpose

The purpose of this paper is to examine the effects of the product-specific region-of-origin (ROO) and product-specific country-of-origin (COO) on the willingness to pay a premium price for a wine label designated as a superbrand by the Italian Government: the Chianti Classico.

Design/methodology/approach

The paper introduces the concept of “ROO-COO distance”, defined as the importance attributed to a product-specific ROO as compared to its COO. In order to better understand whether the construct “ROO-COO distance” influences the willingness to pay a premium price, the paper considers consumers’ cross-national differences and their knowledge, distinguishing among three types of knowledge: consumers’ subjective general product knowledge, consumers’ subjective country product knowledge and consumers’ regional product experience (PE). Four hypotheses were tested focussing on Chianti Classico – a premium wine – as related to its ROO and COO (Tuscany, Italy). The authors employed a sample of 4,254 consumers originating from New World countries (Australia, USA and Canada) and Old World countries (Germany, UK, Sweden and Belgium).

Findings

The findings confirm that a place-of-origin influence on price-related product evaluations is country specific. Furthermore, the moderating role of consumers’ subjective product knowledge and consumers’ region-related PEs differ across countries. The ROO-COO distance was found to positively affect only Old World consumers. It was established that respondents’ subjective country/product knowledge and consumers’ regional knowledge or PEs positively moderate this relationship.

Originality/value

The paper links the COO and ROO effects in a single framework and analyses it at the cross-national level, while also considering the moderating effect of consumer’s knowledge.

Details

British Food Journal, vol. 119 no. 8
Type: Research Article
ISSN: 0007-070X

Keywords

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Article
Publication date: 1 January 1981

Samuel Rabino and Howard Moskowitz

How does a company develop the optimal product while holding down development costs and shortening lead times for introduction? The authors have developed a scaling…

Abstract

How does a company develop the optimal product while holding down development costs and shortening lead times for introduction? The authors have developed a scaling technique that does both.

Details

Journal of Business Strategy, vol. 1 no. 4
Type: Research Article
ISSN: 0275-6668

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Article
Publication date: 1 March 1987

Samuel Rabino and Jeniel Zif

In spite of tough competition from imports, there is a wide array of choices for expanding or at least maintaining market share.

Abstract

In spite of tough competition from imports, there is a wide array of choices for expanding or at least maintaining market share.

Details

Journal of Business Strategy, vol. 8 no. 1
Type: Research Article
ISSN: 0275-6668

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Article
Publication date: 1 January 1983

Sara Rushinek

In an attempt to meet a rapidly increasing demand, the minicomputer industry has expanded. This resulted from a void by mainframe systems with respect to speed and a…

Abstract

In an attempt to meet a rapidly increasing demand, the minicomputer industry has expanded. This resulted from a void by mainframe systems with respect to speed and a decrease in facility access. Mini‐computers have been defined to be:

Details

Managerial Finance, vol. 9 no. 1
Type: Research Article
ISSN: 0307-4358

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Article
Publication date: 25 February 2014

Sandra Maria Correia Loureiro, Hans Rüdiger Kaufmann and Samuel Rabino

In an online banking context this study seeks to explore the relation between the relationship marketing factors of customer intentions to continue to use services and to…

Abstract

Purpose

In an online banking context this study seeks to explore the relation between the relationship marketing factors of customer intentions to continue to use services and to recommend these services to others, and the technology acceptance factors of self-control, usefulness, customer value, technology-based service encounter satisfaction and reputation. Innovatively this study also compares the proposed model in two countries, Portugal and Austria.

Design/methodology/approach

Derived from a review of previous literature, a survey was developed and data were collected using the online survey service of universities in two countries, Portugal and Austria. The partial least squares approach was employed to test the hypotheses.

Findings

The findings showed that self-control and usefulness are important antecedents of customer value delivery. Furthermore perceptions of online bank reputation were enhanced by the satisfaction derived from positive customer encounters with online banking services. Unlike the Portuguese, Austrians' perceptions of bank reputation did not significantly influence their intention to continue to use or their propensity to recommend online banking to others.

Originality/value

Based on literature which suggests that constructs such as customer value, trust, satisfaction and reputation are inter-related to the technology acceptance model, this paper extends earlier theoretical frameworks and is the first study to incorporate relationship marketing constructs into a model examining intention to use, and recommending online banking services. The study also differentiates the model in two countries that represent different business and cultural settings: Portugal and Austria.

Details

Online Information Review, vol. 38 no. 2
Type: Research Article
ISSN: 1468-4527

Keywords

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Article
Publication date: 10 August 2010

Christian Simoni, Samuel Rabino and Lorenzo Zanni

The purpose of this paper is to examine current patterns of international marketing activities of Italian gold firms with a special emphasis on the US market and to…

Abstract

Purpose

The purpose of this paper is to examine current patterns of international marketing activities of Italian gold firms with a special emphasis on the US market and to juxtapose them with those adopted by Indian gold firms.

Design/methodology/approach

A sample of small‐ and medium‐sized enterprises (SMEs) from Italy and India served as the study setting. Data were collected via depth interviews from the owners/managers of four Italian and three Indian firms.

Findings

The paper finds that the competitive behavior of Italian SMEs is primarily reactive, whereas Indian companies strategically focus on the expanding Indian immigrant community.

Research limitations/implications

This is a case study evaluating small companies based in two regions (Arezzo, and Hyderabad, India).

Originality/value

A strategic comparison of the competitive conducts of SMEs based in an old economy country and a new economy emerging market‐based firms.

Details

Journal of Small Business and Enterprise Development, vol. 17 no. 3
Type: Research Article
ISSN: 1462-6004

Keywords

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Article
Publication date: 1 February 1987

Ravi Sarathy and Samuel Rabino

Industrial policy as practiced by the Japanese is aimed at creating comparative advantage for its industry. This article emphasises Japan's integrated approach to…

Abstract

Industrial policy as practiced by the Japanese is aimed at creating comparative advantage for its industry. This article emphasises Japan's integrated approach to industrial policy. Examples of the application of industrial policy to specific industries are presented. The importance of incorporating the effects of such industrial policies for an analysis of competition in international markets is highlighted. Then, some appropriate strategic countermeasures to such industrial targeting are discussed.

Details

International Marketing Review, vol. 4 no. 2
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 27 November 2007

Howard Moskowitz, Samuel Rabino, Alex Gofman and Daniel Moskowitz

The purpose of this study is to use an approach that helps the pharma industry develop and structure communications that provide buyers and sellers with a better procedure…

Abstract

Purpose

The purpose of this study is to use an approach that helps the pharma industry develop and structure communications that provide buyers and sellers with a better procedure to drive decisions to buy/sell stocks. Messages related to pharmaceutical companies and their products were collected from many sources.

Design/methodology/approach

An experimental design was employed to evaluate communication concepts in a systematic way.

Findings

The most important finding was that the proclivity to buy/sell individual pharmaceutical stocks responds to varying sets of messages.

Research limitations/implications

The study only covers the pharmaceutical industry.

Practical implications

From a practical stand‐point, the methodology facilitates the design of informative messages for consumers and shareholders within the pharma industry.

Originality/value

The study is unique in that it presents a statistically grounded experimental design evaluating communications messages and personal values that are important for individuals who routinely sell or purchase stocks.

Details

International Journal of Pharmaceutical and Healthcare Marketing, vol. 1 no. 4
Type: Research Article
ISSN: 1750-6123

Keywords

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Article
Publication date: 19 June 2007

Howard Moskowitz, Samuel Rabino and Jacqueline Beckley

The purpose of this paper is to show how consumer researchers have used experimental design of ideas to understand emotions.

Abstract

Purpose

The purpose of this paper is to show how consumer researchers have used experimental design of ideas to understand emotions.

Design/methodology/approach

The approach was “quali‐quant,” mixing the insights of qualitative research with the numerical rigor of quantitative research. Consumers were presented with small, easy to understand test concepts created by experimental design to obtain their reactions. The paper looks at the impact of emotion‐language on acceptance, through individual‐level regression modeling.

Findings

Models were developed for each respondent. It was found that the emotion elements are not key drivers of interest in the product. The paper did, however, find individuals who were sensitive to some emotion elements, but not to others, leading to the conclusion that responses to emotion in concepts may emerge out of the interaction of individual respondents and the concept elements.

Research limitations/implications

The key limitation of this type of research is that it requires a specific internet‐based program (IdeaMap.Net) which does all the combinations, acquires the data, and then analyzes it.

Practical implications

The paper shows how to better understand the role of emotions in written concepts.

Originality/value

The paper presents a totally new treatment of emotion, by looking at emotion in terms of the stimulus and the respondent together. It shows that emotion is an emergent or new entity, not inherent in the predisposition of a group of individuals, nor in the nature of the stimulus.

Details

Qualitative Market Research: An International Journal, vol. 10 no. 3
Type: Research Article
ISSN: 1352-2752

Keywords

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