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Article
Publication date: 1 April 2003

Georgios I. Zekos

Aim of the present monograph is the economic analysis of the role of MNEs regarding globalisation and digital economy and in parallel there is a reference and examination…

Abstract

Aim of the present monograph is the economic analysis of the role of MNEs regarding globalisation and digital economy and in parallel there is a reference and examination of some legal aspects concerning MNEs, cyberspace and e‐commerce as the means of expression of the digital economy. The whole effort of the author is focused on the examination of various aspects of MNEs and their impact upon globalisation and vice versa and how and if we are moving towards a global digital economy.

Details

Managerial Law, vol. 45 no. 1/2
Type: Research Article
ISSN: 0309-0558

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Article
Publication date: 23 August 2011

David J. DiRusso, Susan M. Mudambi and David Schuff

Despite the availability of side‐by‐side price comparisons, online retailers often charge very different prices for the same product. The purpose of this paper is to…

Abstract

Purpose

Despite the availability of side‐by‐side price comparisons, online retailers often charge very different prices for the same product. The purpose of this paper is to identify the drivers of price differences in an online retail marketplace by examining pricing information from a sample of sellers in the market.

Design/methodology/approach

An empirical, quantitative research study of Amazon Marketplace, using 498 observations of online sellers of a variety of electronics products was conducted. A regression analysis is employed to determine the drivers of these sellers' prices.

Findings

The results provide a set of factors associated with deviation from the mean price Amazon Marketplace retailers charge for a given product. The authors find that online retailers that charge higher prices post additional channels of customer service, post their return policy, have lower reputation scores, display a retail brand logo, offer more products, and are not electronic specialists.

Originality/value

The paper contributes to the theoretical understanding of the effects of information quality and governance structures on prices. This is the first study to focus on these issues in an online marketplace setting.

Details

Journal of Product & Brand Management, vol. 20 no. 5
Type: Research Article
ISSN: 1061-0421

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Article
Publication date: 22 May 2009

Suzanne C. Makarem, Susan M. Mudambi and Jeffrey S. Podoshen

This paper aims to determine the importance of the human touch in customer service interactions.

Abstract

Purpose

This paper aims to determine the importance of the human touch in customer service interactions.

Design/methodology/approach

The paper is based on two original studies using tech‐savvy respondents, utilizing a survey and scenario‐based research.

Findings

The paper finds that, even for tech‐savvy customers, human touch is an important factor in both customer satisfaction and behavioral intentions.

Research limitations/implications

The study is limited to US respondents and telephone‐based service encounters.

Practical implications

This paper shows the importance of keeping some aspects of the human touch in customer encounters with the firm. Firms cannot rely on self‐service technology for all services.

Originality/value

This paper fulfills a gap in the existing services literature, with a specific focus on valuing human interaction in technology‐enabled service encounters.

Details

Journal of Services Marketing, vol. 23 no. 3
Type: Research Article
ISSN: 0887-6045

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Article
Publication date: 26 April 2011

Nicolas Papadopoulos and Oscar Martín Martín

This paper has two overall goals. The first is to serve as a broad overview of the literature on the subject theme, with three main objectives in mind: to highlight the…

Abstract

Purpose

This paper has two overall goals. The first is to serve as a broad overview of the literature on the subject theme, with three main objectives in mind: to highlight the complexities of international market selection or segmentation as a field of study and as a strategic decision by international firms; to explore the various ways and perspectives from which this area has been studied; and to suggest areas for future research by drawing on the preceding discussion. The second goal of the paper is to act as an introduction to the IMR special issue on the title theme, by outlining the special issue's objectives and the contributions to it.

Design/methodology/approach

Drawing on the relevant literatures, the paper begins by outlining the factors that make the field complex in both theoretical and applied terms, moves to consider the research streams that comprise its main components, and concludes by drawing conclusions and implications for future research.

Findings

A large part of the complexity characterizing this field arises from the fact that it is closely intertwined with the broader area of internationalization and a number of other decisions related to it, such as the “go/no‐go” decision and the firm's choice of mode of entry. From the research perspective, theory development has been impeded by a high degree of fragmentation, which has resulted in various different streams studying the same general issues from widely different perspectives.

Research limitations/implications

The paper identifies a large number of directions for potential future research, not the least of which is the need for integrative research that addresses the fragmentation identified in the study.

Practical implications

Although this is primarily a theoretical paper directed at researchers, practitioners can gain useful insights from it by examining the various factors that have a bearing on their internationalization decisions.

Originality/value

The objectives of the main part of the paper will have been met if it succeeds in stimulating interest in further research and discussion on the core issues. The second part summarizes the contributions to the special issue and draws attention to the main message that each aims to convey.

Details

International Marketing Review, vol. 28 no. 2
Type: Research Article
ISSN: 0265-1335

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Book part
Publication date: 10 August 2016

Jean Boddewyn

This chapter complements the one that appeared as “History of the AIB Fellows: 1975–2008” in Volume 14 of this series (International Business Scholarship: AIB Fellows on…

Abstract

This chapter complements the one that appeared as “History of the AIB Fellows: 1975–2008” in Volume 14 of this series (International Business Scholarship: AIB Fellows on the First 50 Years and Beyond, Jean J. Boddewyn, Editor). It traces what happened under the deanship of Alan Rugman (2011–2014) who took many initiatives reported here while his death in July 2014 generated trenchant, funny, and loving comments from more than half of the AIB Fellows. The lives and contributions of many other major international business scholars who passed away from 2008 to 2014 are also evoked here: Endel Kolde, Lee Nehrt, Howard Perlmutter, Stefan Robock, John Ryans, Vern Terpstra, and Daniel Van Den Bulcke.

Details

Perspectives on Headquarters-subsidiary Relationships in the Contemporary MNC
Type: Book
ISBN: 978-1-78635-370-2

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Article
Publication date: 1 June 1994

Susan McDowell Mudambi

Retailers face a multitude of strategic choices, with varying levels ofrisk, profitability and societal impact. Sifting through these optionsis a daunting task. In the…

Abstract

Retailers face a multitude of strategic choices, with varying levels of risk, profitability and societal impact. Sifting through these options is a daunting task. In the literature, strategies have been successfully categorized using grids and matrices. Reviews first the strategy matrix approach, especially as applied to retailing; then introduces a topology of strategic choice in retailing which provides a way to assist retailers to think and manage strategically. The topology configures strategies into four directions: internal, horizontal, vertical and migrational. Internal strategies reside at the intraorganizational level and encompass various differentiation and time strategies. Horizontal strategies are expansionary and include choices on outlet numbers, internationalization, mergers and joint ventures. Vertical strategies turn the firm towards its suppliers and include supplier acquisition and improved buyer‐supplier relations. Migrational strategies are extraterritorial and involve radical changes of direction such as changes in outlet size category, location type and outlet type. Recognizing the synergistic interactions within and between the strategic directions is an important aspect of the analysis.

Details

International Journal of Retail & Distribution Management, vol. 22 no. 4
Type: Research Article
ISSN: 0959-0552

Keywords

Content available
Book part
Publication date: 4 October 2017

Raji Ajwani-Ramchandani

Abstract

Details

The Role of Microfinance in Women’s Empowerment
Type: Book
ISBN: 978-1-78714-426-2

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Book part
Publication date: 10 September 2018

Luísa Campos, Catherine Axinn, Susan Freeman and Gabriele Suder

The motivation for a firm to operate overseas can vary significantly among smaller firms. The reasons why firms internationalise, rather than remain in the domestic…

Abstract

The motivation for a firm to operate overseas can vary significantly among smaller firms. The reasons why firms internationalise, rather than remain in the domestic market, vary depending upon: their industry, their home country, their managers’ perceptions and decision-making orientation. Companies are influenced by different motivations to reach foreign markets and use different strategies including different entry modes. These motivations can be internal or external, reactive or proactive. This chapter begins by focusing on how different motivations of firms can influence their success in foreign markets from a generic perspective. The authors then present a case study of Brazilian small- to medium-sized enterprises (SMEs) in the shoe industry, a traditional, low-technology sector, which play an important role in the Brazilian economy. The shoe industry changed significantly over time, until the 1970s had little international experience, in the 1990s was impacted by new Asian market competition, illustrating with firm examples taken from interviews, how SMEs have had to evolve and change their international strategic approaches and motivations over time. The authors conclude with perspectives on SME specificities. Understanding what motivates shoe firms to go abroad and their internationalisation behaviour allows us to provide some suggestions to SME managers in their process of expansion into international markets.

Details

Key Success Factors of SME Internationalisation: A Cross-Country Perspective
Type: Book
ISBN: 978-1-78754-277-8

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Article
Publication date: 7 March 2016

Mariana Gomes, Teresa Fernandes and Amélia Brandão

Brands have traditionally been regarded as a key asset and a source of competitive advantage in purchasing decisions, as customers are expected to prefer stronger brands…

Abstract

Purpose

Brands have traditionally been regarded as a key asset and a source of competitive advantage in purchasing decisions, as customers are expected to prefer stronger brands to minimize risks. However, the role of brands in business markets is unclear and underresearched. The purpose of this study is to analyze the relevance of brands in a business-to-business (B2B) purchase setting and their key determinants.

Design Methodology/approach

A research model was developed to explain brand relevance when compared with other decision factors in a B2B context. Based on the frameworks developed by Zablah et al. (2010) and Mudambi (2002), the model considers the purchase situation, decision-maker characteristics and firm size as determinants of brand relevance in the decision-making process. One of the most prominent Portuguese construction groups, which comprised three companies, was chosen for the sample of this study. Data were collected through a self-administered, online, cross-sectional survey, resulting in a convenience sample of 87 decision-makers.

Findings

Findings suggest that attributes related with brands matter even in B2B rational decision-making processes. However, brands are not important to all organizational buyers or in all situations. Different purchase situations and decision-maker characteristics proved to have an impact on brand relevance, namely, brand reputation, prior purchases and brand awareness. Only firm size was not confirmed as a determinant of brand relevance in the B2B purchasing process.

Originality/value

B2B brand research is scarce, especially for industrial services. By investigating the determinants of brand relevance in a B2B purchasing context, namely, in a construction services setting, this study contributes to bridging this literature gap. Moreover, the few studies on the subject have been largely descriptive in nature and managerially oriented, while this investigation emphasizes hypothesis testing through a proposed research framework. Also, in managerial terms, identifying determinants of the importance given to brands by organizational buyers is critical in deciding when investment in brand development is more likely to payoff.

Details

Journal of Business & Industrial Marketing, vol. 31 no. 2
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 22 February 2011

Adam J. Marquardt, Susan L. Golicic and Donna F. Davis

The purpose of this paper is to conduct an exploratory study of the branding of business‐to‐business (B2B) services, specifically examining the commodity‐like logistics…

Abstract

Purpose

The purpose of this paper is to conduct an exploratory study of the branding of business‐to‐business (B2B) services, specifically examining the commodity‐like logistics services industry.

Design/methodology/approach

The paper is of a multiple‐methods research design.

Findings

Managers should first strive to develop compelling and differentiated value propositions associated with their B2B service brands. They should then invest in communicating their brands' value to internal and external audiences. Finally, they should commit resources to ensure consistent and favorable customer experiences with the brand. These three steps influence the strength of the brand, which comprises brand awareness and brand meaning.

Practical implications

B2B service firms in commodity‐like industries such as the logistics service industry cannot rely on differences in product attributes to develop brand meaning. Rather, they should focus on developing distinctive customer experiences with the brand by encouraging meaningful employee‐customer interactions. Such differentiated value propositions based on superior customer experiences build brand awareness and enhance the brand's meaning with current and prospective customers, thereby increasing brand equity.

Originality/value

Knowledge of branding practices in B2B service contexts is limited. This research addresses this knowledge gap.

Details

Journal of Services Marketing, vol. 25 no. 1
Type: Research Article
ISSN: 0887-6045

Keywords

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