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To investigate web‐shopping behaviour in Hong Kong: identification of the general attitude towards web‐shopping; relationships between past web‐shopping experience, attitude towards web‐shopping, adoption decisions, search behaviour and web‐shopping intentions; and influences of promotional offers and product categories on web‐shopping intentions.

Relevant hypotheses were constructed and a web‐based questionnaire survey was than conducted using technically educated subjects. The proposed hypotheses were statistically tested and principal components analysis and structural equations were used to produce a structural model.

Web‐shopping intentions are directly affected by web‐search behaviour and web‐shopping adoption decisions, and are indirectly affected by web‐shopping attitudes, past web‐shopping experiences and past experience with the web. Web‐search behaviour was a stronger factor than adoption decision in terms of influencing web‐shopping intentions. The presence of promotional offers had a positive effect on web‐shopping intentions, and web‐shopping intentions were different for different product categories.

The sample employed was composed of technically educated undergraduates and graduates and thus limiting generalizations to a higher levels.

Experienced internet users and experienced web‐shoppers are more likely to be potential future web‐shoppers. Those who have a general dislike for shopping and who tend to buy in a great haste when the purchase becomes absolutely necessary may eventually be another group to become web‐shoppers.

The primary value of this paper lies in extending the understanding of Hong Kong web‐shopper behaviour, and in developing an empirical model that can partly explain the processes leading to web‐shopping intentions.

The purpose of this paper is to explore the effects of Malaysian consumers' personal values and sales promotion preferences on their overall behavioural intention and purchase satisfaction.

In total, 1,300 questionnaires were distributed and collected by hand through hired enumerators in 13 different states in Malaysia (Johor, Kedah, Kelantan, Melaka, Negeri Sembilan, Pahang, Perak, Perlis, Pulau Pinang, Sabah, Sarawak, Selangor and Terengganu). This research was carried out for four different type of consumer product (convenience, shopping, specialty/luxury and unsought product). Data were analysed using General Linear Model-Multivariate Analysis of Variance (MANOVA) and General Linear Model-Univariate Analysis of Variance (ANOVA) to test for difference between independent and dependent variables.

The findings suggest that sales promotion technique preferences will have an impact on consumers' behavioural intention and purchase satisfaction for all the product types studied. On the other hand, there is no significant impact in consumers' purchases satisfaction and behavioural intention by personal value for all the product type studied.

The findings from this research have expanded current knowledge and academic studies done on similar areas of research where this research detail the association of personal value and sales promotion techniques preferences on consumers' purchase satisfaction (attitude) and behavioural intention (behaviour) for different types of consumer products. The research suggests to managers in Malaysia that it is crucial to understand the characteristics of their products when selecting appropriate strategies and sales promotion techniques for better market segmentation and targeting.

This research is the first of its type where only a minimal number of studies have looked into these issues (personal values and sales promotion techniques preferences) from a business perspective.

The purpose of this study is to explore the factors that help in building e-loyalty towards online retailers. Internet has brought the world market into a single platform. Marketers have started using Internet as a new and innovative way to interact and reach people all around the world. With the increase in the number of Internet users, the number of e-marketers has also increased. In the context of online retailing, the service quality being offered is increasingly being used as a tool for competitive advantage. E-tailers are embracing superior e-services to attract, retain and convert patrons into loyal customers.

The researchers in the present study have used a research instrument that consists of constructs of the modified eTailQ scale, hedonism and e-satisfaction that together result in the formation of e-loyalty. Researcher-controlled sampling was employed to collect data from 159 student respondents.

Exploratory factor analysis, confirmatory factor analysis and structural equation modelling were applied for analysing the collected data. The results of the study demonstrate that major factors which help in the formation of e-loyalty are e-satisfaction, customer service, privacy and hedonism.

This study extends the understanding of the role of e-satisfaction, customer service, privacy and hedonism in the formation of loyal consumers. The researchers proposed a model to study the factors impacting the e-loyalty of the Internet shoppers in India. The findings of the study are expected to help both researchers and marketers.

This study aims to capture how the association between a multichannel relational communication strategy (MRCS) and customer performance is contingent upon such customer performance (low- versus high-performance customers) and to reconcile past contradictory results in this marketing-related topic. To this end, the authors propose and validate the method of quantile regression as an unconventional, yet effective, means to proceed to that reconciliation.

This study collected data from 4,934 customers of a private pension fund firm and accounted for both firm- and customer-initiated relational communication channels (RCCs) and for customer lifetime value (CLV). This study estimated a generalized linear model and then a quantile regression model was used to account for customer performance heterogeneity.

This study finds that specific RCCs present different levels of association with performance for low- versus high-performance customers, where outcome customer performance is the dependent variable. For example, the relation between firm-initiated communication (FIC) and performance is stronger for low-CLV customers, whereas the relation between customer-initiated communication (CIC) and performance is increasingly stronger for high-CLV customers but not for low-CLV ones. This study also finds that combining different forms of FIC can result in a negative association with customer performance, especially for low-CLV customers.

The authors tested the conceptual model in one single firm in the specific context of financial services and with cross-sectional data, so there should be caution when extrapolating this study’s findings.

This study offers nuanced and precise managerial insights on recommended resource allocation along with relational communication efforts, showing how managers can benefit from adopting a differentiated-customer performance approach when designing their MRCS.

This study provides an overview of the state of the art of MRCS, proposes a contingency analysis of the relationship between MRCS and performance based on customer performance heterogeneity and suggests the quantile method to perform such analysis and help reconcile past contradictory findings. This study shows how the association between RCCs and CLV varies across the conditional quantiles of the distribution of customer performance. This study also addresses a recent call for a more holistic perspective on the relationships between independent and dependent variables.

This paper aims to study the positive impact of functional conflict and conflict management in improving supplier–reseller relationship performance in multi-channel setting (reseller together with supplier’s sales reps). The authors develop four hypotheses, including direct and mediated effects, about conflict management, conflict and the impact on channel performance.

The authors’ sample of suppliers in the information and communication technology (ICT) industry in Brazil consists of an interesting setting of multi-channel distribution, as suppliers deal with sales reps in combination with reseller channels to offer products to customers. The sample is representative of the industry, including more than 60 per cent of the ICT suppliers. The model was tested with partial least squares in the context of ICT industry in Brazil.

The empirical test shows that although an increase in functional conflict improves channel performance (direct effect), an excessive increase may amplify the dysfunctional conflict, thereby damaging channel performance (indirect effect). The negative interplay between the two natures of conflicts is counterbalanced with conflict management. Results show that conflict management improves channel performance by decreasing the harmful effects of dysfunctional conflict. This paper contributes to the theory by deepening our understanding of conflict, a critical challenge underlying supplier–reseller relationships in marketing channels. For managers, this research clarifies the importance of considering and managing conflict of different nature in the context of multi-marketing channels.

The contribution of the authors’ study is twofold. First, they develop an integrative mediating model with key constructs of multi-channels’ conflict and channel performance. They incorporate the causal relationships between functional and dysfunctional conflict, conflict management and channel performance into a single conceptual framework. This integrative mediating model to the best of their knowledge has not been developed before. Second, they provide managers with a broad understanding of conflict management implications to supplier’s multi-channel strategy, and how functional conflict can actually be beneficial for channel performance.

This paper aims to answer questions pertinent to whether or not services provided by smart hotels are really what customers are looking for, as well as to ascertain what are some unintended experiences guests may encounter. In essence, to the best of the authors’ knowledge, this research is the first in the field to acknowledge the paradox of smart service.

This inquiry adopts a qualitative approach with data-driven from online customer reviews and semistructured interviews. Thematic analysis was undertaken to interpret review comments.

Results point to a new phenomenon, which is coined as the smartness paradox. In particular, customers on one hand enjoy an array of smart-infused experiences that jointly offer patrons a sense of a futuristic lifestyle. On the other hand, smart devices superimpose a number of hindrances that bring guests dismay and annoyance.

This investigation brings smart service failure to the fore to highlight several key failure themes that could jeopardize the entire operation with debased customers’ satisfaction and loyalty inclination.

The smartness-paradox framework used in the present inquiry entails both approach and avoidance consequences customers enact depending on their smart experiences.

The paper analyses the differential effect of alternative fixed‐cost allocations on managerial effort and risk sharing. In doing so, two alternative schemes are considered: (1) the lump‐sum allocation; and (2) the proportional allocation. Analyses are conducted in the context of a principal‐agent relationship where the principal retains the prerogative of fixed input decisions but delegates all other productive actions to the agent. The paper limits its focus to a simple class of linear sharing rules that guarantee the agent a fractional share of payoff and a fixed salary. The following summarises the major results of the paper. First, the lump‐sum allocation is neutral in that it has no impact on the agents' choice of effort and the allocation of risk between the principal and the agent. Second, the proportional allocation is distortionary in that it induces the agent to exert less effort given a sharing rule and causes a shift in risk from the principal to the agent.

This paper aims to present the case for a new integrated resort business model. It does so by integrating the notion of a smart tourism ecosystem into the concept of dynamic capabilities so as to guide integrated resort theory and practice in an evolving landscape.

The theoretical model is derived from synthesising the gaps surrounding literature that contextualises business models and the relatively scarce body of knowledge related to integrated resort business models.

Integrated resorts are characterised by strategies using a follower mentality. Destinations seeking to create new integrated resorts largely emulate existing product or service points of differentiation, though such attempts are often quickly eroded by competition. By integrating the smart tourism ecosystem to the theoretical framework, this conceptual paper elucidates how an information-rich environment can help to better realise sustainable competitive advantages.

This conceptual paper will require empirical data to validate the theoretical model. Implications stemming from the research will hasten greater social networks that need to be incorporated to foster timely and necessary circulation of information to attain optimal outcomes generated by the dynamic capability effect.

This paper re-conceptualises the business model for integrated resorts. By integrating the notion of smart tourism ecosystems to business model literature, the paper illuminates how integrated resorts can be better positioned in adapting to the changing operating environments.

The purpose of this study is to gain deeper understanding of the experience of PSW and pathways to recover. Prolonged social withdrawal (PSW) among young people has been widely reported; however, the voice of those who withdraw is rarely heard. Illuminating these firsthand experiences is important as the phenomenon becomes widespread, calling for increased attention and creative solutions to promote recovery processes and re-inclusion in society.

This study conducted nine in-depth semi-structured interviews with young people who have been reclusive for 2–19 years and inquired about their perspectives and experiences around times of PSW and beyond. These data were analyzed and categorized according to three main areas: factors contributing to PSW, subjective experiences and general functioning during PSW and processes involved in coming out of PSW. This study presents the main findings and illustrates them using a case of a young man in PSW for 19 years.

The findings reveal that young people may turn to social withdrawal in response to varied personal and familial challenges, and often experience intense loneliness and psychic pain. Attempts to cope and recover from withdrawal involve inner motivation combined with support from significant others and a strong therapeutic alliance with professionals.

To the best of the authors’ knowledge, this is the first study to report findings from in-depth interviews with people who spent very long periods in PSW, and accordingly it contributes to the growing body of knowledge on this phenomenon. Based on this unique firsthand perspective, the authors propose potential guidelines for caregivers and mental health professionals trying to help people in PSW to reintegrate into society.