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1 – 10 of 23Relationship between firms in a B2B marketing channel is often complex in nature. In emerging markets, there is a dramatic shift from traditional state-owned channels to a more…
Abstract
Purpose
Relationship between firms in a B2B marketing channel is often complex in nature. In emerging markets, there is a dramatic shift from traditional state-owned channels to a more market-oriented channel. Acquiring knowledge and expertise from channel firms is an important issue in these markets. However, the mechanisms to acquire knowledge in B2B marketing channels have been underdetermined in the current literature of B2B marketing channels. Therefore, this study aims to investigate the relationship between rational influence tactics and knowledge acquisition, with the mediating role of long-term relationship and the moderating role of helping behavior in the specific context of B2B marketing channels in Vietnam.
Design/methodology/approach
Structural equation modeling is used to analyze a three-way time-lagged sample data of 530 questionnaires collected from purchase managers in Vietnam.
Findings
Results indicate that rational influence tactics, including information exchange and recommendations, have a positive influence on knowledge acquisition. In addition, long-term relationship positively mediates the relationship between information exchange tactic and knowledge acquisition and that between recommendations tactic and knowledge acquisition. Furthermore, helping behavior positively moderates the relationship between long-term relationship and knowledge acquisition.
Originality/value
This study contributes to the current literature of B2B marketing channels by proposing and testing a unique model that explains the relationship between rational influence tactics and knowledge acquisition, with the mediating role of long-term relationship and the moderating role of helping behavior. Findings of this study provide implications for academic researchers and business managers in using rational influence tactics to build long-term relationship and acquire knowledge from business partners in B2B marketing channels.
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Thac Dang-Van and Nguyen Phong Nguyen
This study uses the approach-avoidance motivation theory (AAMT) to investigate how various influence tactics used by broadcasters affect consumers’ promotion focus and purchase…
Abstract
Purpose
This study uses the approach-avoidance motivation theory (AAMT) to investigate how various influence tactics used by broadcasters affect consumers’ promotion focus and purchase intention in the context of live-streaming social commerce. This study also examines the moderating role of broadcasters’ physical appearance in the relationship between consumer promotion focus and purchase intention.
Design/methodology/approach
Data were collected from 810 consumers on the Taobao live-streaming platform in China. Multivariate techniques and structural equation modeling were used to analyze data and test the research hypotheses.
Findings
Results indicate that both rational and emotional influence tactics positively influence consumers’ promotion focus and purchase intention. However, the influences of coercive tactics are mixed: while promise tactics positively influence consumers’ promotion focus and purchase intention, threat tactics have a negative affect. Furthermore, broadcasters’ physical appearance positively moderates the relationship between consumers’ promotion focus and purchase intention.
Originality/value
This study extends the AAMT by proposing and empirically testing a novel model that explains the effects of broadcasters’ influence tactics and physical appearance on consumer behavior within live-streaming social commerce. The findings provide new insights into how broadcasters’ strategies and attributes drive consumers’ positive motivation and behaviors. These insights are valuable for academic researchers and business managers in making informed decisions about recruiting and using broadcasters to achieve favorable consumer outcomes in live-streaming social commerce.
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Tan Vo-Thanh, Mustafeed Zaman, Rajibul Hasan, Shahriar Akter and Thac Dang-Van
This study aims to examine the perceived value of service digitalization in fine-dining restaurants in France. No study exists on this topic, and its aim is to address this…
Abstract
Purpose
This study aims to examine the perceived value of service digitalization in fine-dining restaurants in France. No study exists on this topic, and its aim is to address this research gap. To do so, a conceptual framework of the perceived benefits and costs of the service digitalization was developed. This study also provides actionable recommendations for fine-dining restaurant managers to create and manage an optimized fine-dining experience for their customers.
Design/methodology/approach
To obtain in-depth information, the authors opted for a qualitative research approach. The authors interviewed 24 fine-dining restaurant managers (listed in the Michelin Guide) and 29 customers of fine-dining restaurants using a video titled “The Restaurant of the Future.”
Findings
The findings underline the perceived benefits and costs of service digitalization for both restaurant managers and their customers. This study highlights that fine-dining restaurants are highly experience-centric compared to other types of restaurants and recommends which services should be digitalized and which should not be to create and manage experiences throughout the customer journey.
Practical implications
This research provides restaurants with actionable recommendations in terms of service digitalization to enhance customers’ fine-dining experiences.
Originality/value
This research fills a gap by proposing a conceptual framework to examine the digitalization of services in fine-dining restaurants.
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Thac Dang-Van, Phuoc-Thien Nguyen, Thinh Truong Vu and Manh Quynh Doan
On the basis of the conservation of resources theory (CORT), this study investigates the relationship between social overload and users’ withdrawal intention from social…
Abstract
Purpose
On the basis of the conservation of resources theory (CORT), this study investigates the relationship between social overload and users’ withdrawal intention from social communities on social networking sites (SNSs), with the serial mediating mechanisms of social-psychological distance and emotional exhaustion and the moderating mechanism of (similar) linguistic style.
Design/methodology/approach
Data were collected from 489 users in different social communities on SNSs in an emerging market. Structural equation modeling was used to analyze the sample data and test the hypotheses.
Findings
Results show that social overload has a positive influence on withdrawal intention from social communities on SNSs. Furthermore, social-psychological distance and emotional exhaustion have a serial mediating effect in this relationship. In addition, (similar) linguistic style negatively moderates the link between social overload and emotional exhaustion and that between social overload and withdrawal intention.
Originality/value
This study extends CORT to propose and test a unique research model that clarifies the mechanisms leading to users’ withdrawal behavior from social communities on SNSs. The findings of this study provide implications for researchers, individual users, administrators/managers of social communities, and SNS providers to understand and make better decisions to retain member users.
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Thac Dang-Van, Vu Thinh Truong, Phuoc-Thien Nguyen, Wong Ming Wong and Ninh Nguyen
This study is based on the regulatory focus theory and conservation of resources theory to examine how information confusion leads to users’ discontinuous usage intention of…
Abstract
Purpose
This study is based on the regulatory focus theory and conservation of resources theory to examine how information confusion leads to users’ discontinuous usage intention of social networking sites (SNSs), with the mediating mechanisms of users’ motivation and affectivity.
Design/methodology/approach
Data were obtained from 270 users in different SNSs in Vietnam. Structural equation modeling was used to analyze the sample data and test the hypotheses.
Findings
Results show that information confusion has a positive influence on discontinuous usage intention, and prevention focus positively mediates this relationship. Furthermore, the negative affectivity positively mediates the link between information confusion and discontinuous usage intention and that between prevention focus and discontinuous usage intention. In addition, prevention focus and negative affectivity together play a serial mediating effect in the link between information confusion and discontinuous usage intention.
Originality/value
This study extends the regulatory focus theory and conservation of resources theory to validate a model that explains the transitional process of users’ motivation and affectivity in the link between information confusion and discontinuous usage intention of SNSs. The findings of this study provide implications for academic researchers and business managers of SNSs to understand and make better decisions to retain their users.
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Bang Nguyen-Viet, Phuc Nguyen My and Thac Dang-Van
This study investigates the impact of religious orientation and patriotism on domestic tourists’ intention to revisit spiritual destinations through two distinct studies: (1…
Abstract
Purpose
This study investigates the impact of religious orientation and patriotism on domestic tourists’ intention to revisit spiritual destinations through two distinct studies: (1) religious sites and historical landmarks and (2) cultural heritage locations.
Design/methodology/approach
Using convenience sampling, Study 1 (religious orientation) collected data from 445 Vietnamese tourists, and Study 2 (patriotism) collected data from 492 Vietnamese tourists. Spiritual elements were examined through social identity theory (SIT) and patriotism through the theory of reasoned action (TRA). The cognitive-affective-behavioral (CAB) model serves as the framework for both analyses. The hypotheses were tested using structural equation modeling.
Findings
Both patriotism and religious orientation had a positive indirect impact on domestic tourists’ intention to return. While attitudes toward development served as the sole mediator between patriotism and revisit intention, multiple factors mediated the relationship between religious orientation and revisit intention.
Practical implications
Religious marketing campaigns can enhance the destination image of churches and temples, thereby strengthening domestic tourists’ intention to revisit. Programs emphasizing patriotism should be organized to encourage the intention to revisit cultural and historical heritage sites.
Originality/value
This study on spirituality tourism conducted a comparative analysis of two case studies by focusing on the interplay between religious orientation and patriotism regarding revisiting intention by employing frameworks of the SIT, TRA and CAB models. It enriches the existing literature and theoretical foundations of spiritual tourism and provides valuable insights for local policymakers by highlighting the distinctions between the effects of religion and patriotism.
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Thac Dang-Van, Ninh Nguyen, Simon Pervan, Hoang Viet Nguyen and Muhammad Abid Saleem
This study investigates how rational, coercive and emotional influence tactics affect key factors in managing relationships between marketing channel members, i.e. knowledge…
Abstract
Purpose
This study investigates how rational, coercive and emotional influence tactics affect key factors in managing relationships between marketing channel members, i.e. knowledge transfer, relational capital and channel conflict management.
Design/methodology/approach
A three-way time-lagged sample data were obtained from purchase managers of 559 firms across industries in Vietnam. Structural equation modeling was adopted to analyze the data and test hypotheses in the research model.
Findings
The results indicate that rational tactics positively affect knowledge transfer, relational capital and channel conflict management. However, coercive tactics have a contrasting effect and emotional tactics have a mixed impact on these three factors. Moreover, knowledge transfer and relational capital mediate the link between influence tactics and channel conflict management.
Originality/value
This study contributes to the extant literature by clarifying the mechanism through which different types of influence tactics affect the key factors in marketing channel relationship management. The findings highlight various tactics managers can use to foster knowledge transfer, relational capital and channel conflict management.
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Tuan Duong Vu, Lan Phuong Bui, Phuong Anh Vu, Thac Dang-Van, Bao Ngoc Le and Ninh Nguyen
This study aims to examine how entrepreneurial climate, gender inequality perception and self-efficacy affect female students’ entrepreneurial attitudes and intentions, with the…
Abstract
Purpose
This study aims to examine how entrepreneurial climate, gender inequality perception and self-efficacy affect female students’ entrepreneurial attitudes and intentions, with the moderating role of perceived family support.
Design/methodology/approach
This study collected data from 466 female students studying at universities in an emerging economy, i.e. Vietnam. This study assessed the proposed relationships between the examined variables using partial least squares structural equation modeling.
Findings
The results reveal that entrepreneurial climate, as a stimulus factor, significantly influences organism factors, including gender inequality perception, self-efficacy and attitude toward entrepreneurship. Furthermore, gender inequality perception is identified as a barrier to self-efficacy, attitude toward entrepreneurship and entrepreneurial intention. Also, self-efficacy positively influences attitudes toward entrepreneurship and both factors jointly predict entrepreneurial intention. Lastly, perceived family support moderates the relationships between entrepreneurial intention and its antecedents.
Originality/value
This study extends the extant knowledge about the factors affecting women’s entrepreneurial attitudes and behavior, especially in emerging economies. This study’s findings assist university managers, policymakers and researchers in developing effective strategies to reduce the adverse effects of gender inequality perception and promote women's entrepreneurial behavior.
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Jianming Wang, Tan Vo-Thanh, Yi-Hung Liu, Thac Dang-Van and Ninh Nguyen
On the basis of the approach-avoidance motivation theory, this study aims to examine the role of information confusion in influencing consumer switching intention among social…
Abstract
Purpose
On the basis of the approach-avoidance motivation theory, this study aims to examine the role of information confusion in influencing consumer switching intention among social commerce platforms, with the mediating effect of emotional exhaustion and the moderating role of social overload.
Design/methodology/approach
This study applied a multi-method quantitative approach including a survey and two experiments. Data were obtained from consumers on popular social commerce platforms in China. The survey's sample size was 327 respondents, whereas a total of 1,621 consumers participated in the two experiments.
Findings
Findings from the survey reveal that information confusion affects switching intention directly and indirectly via emotional exhaustion. Moreover, social overload moderates the emotional exhaustion–switching intention relationship and the indirect impact of information confusion on switching intention. Results of the two experiments further confirm the relationships found in the survey.
Originality/value
This study develops and validates a mediation and moderation model which expectedly serves as a framework to better explain consumer switching intention on social commerce platforms. The study also offers fresh insights into consumer switching intention in the unique context of social commerce in an emerging market (i.e. China), which has been largely ignored in the prior literature.
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Thuy Linh Pham, Yung-Fu Huang and Thac Dang-Van
This study aims to investigate the relationship between self-determined motivation and organizational commitment, with the mediating role of cross-cultural adjustment of…
Abstract
Purpose
This study aims to investigate the relationship between self-determined motivation and organizational commitment, with the mediating role of cross-cultural adjustment of low-skilled workers who come from an emerging economy working in a developed economy. This study also aims to determine the interaction effect between intrinsic and extrinsic motivation on organizational commitment.
Design/methodology/approach
This study collects a sample data of 236 Vietnamese laborers in Taiwan. Structural equation modeling is used to analyze data and test hypotheses.
Findings
Results show that intrinsic and extrinsic motivations are positively related to organizational commitment. Cross-cultural adjustment positively mediates the relationship between intrinsic motivation and organizational commitment and that between extrinsic motivation and organizational commitment. Furthermore, extrinsic motivation positively moderates the relationship between intrinsic motivation and organizational commitment.
Originality/value
This study helps to untangle the relationship between self-determined motivation and organizational commitment of low-skilled workers in an unfamiliar environment. Furthermore, this study also clarifies the mediating and moderating mechanisms of cross-cultural adjustment and extrinsic motivation in this relationship. The findings provide implications for researchers and managers to plan and implement policy and management systems that combine tangible and intangible incentives to motivate foreign workers and induce positive outcomes for companies in a new cultural context.
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