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Article
Publication date: 23 June 2021

Wenkai Zhou, Zhilin Yang and Michael R. Hyman

This study aims to summarize the important contextual influences East Asian philosophy may have on marketing strategy and consumerism.

Abstract

Purpose

This study aims to summarize the important contextual influences East Asian philosophy may have on marketing strategy and consumerism.

Design/methodology/approach

A qualitative approach is used to deconstruct (1) the literature on marketing as a contextual discipline, (2) East Asian philosophical underpinnings and their personal and institutional manifestations in East Asian marketing contexts, and (3) the implications for non-East Asian marketers. This essay includes a brief introduction to the manuscripts in this special issue.

Findings

Ancient philosophical wisdom shared by East Asian societies can shed light on how marketing activities and consumer behavior intertwine within East Asia and beyond. Three ancient philosophies (i.e. Confucianism, Taoism, Buddhism) heavily influence East Asian societies through personal and institutional-level cultural manifestations in marketing contexts.

Research limitations/implications

Although the three discussed East Asian philosophical schools are not exhaustive, they lay a foundation for future discussions about how alternative marketing-related theories and frameworks may complement ones grounded in western historical and cultural contexts.

Originality/value

This essay initiates an overdue academic discussion about relying on non-western historical and cultural contexts to globalize the marketing discipline further.

Details

International Marketing Review, vol. 38 no. 4
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 28 September 2021

Ling Jiang, Wenkai Zhou, Zhuoyi Ren and Zhilin Yang

From an environmental psychology perspective, we aim to uncover the role that app discoverability facilitators play in enabling the various perceived values (e.g. social…

Abstract

Purpose

From an environmental psychology perspective, we aim to uncover the role that app discoverability facilitators play in enabling the various perceived values (e.g. social, information and hedonic) necessary for app adoption.

Design/methodology/approach

A survey study was conducted and data was analyzed using partial least squares structural equation modeling (PLS-SEM).

Findings

Results show that certain consumer review elements (i.e. review quality, review quantity and app ranking), peer influence and app developers' reputation — to varying degrees — influence the three perceived values, which subsequently affect users' app adoption intention. The three perceived values mediate the relationship between app discoverability facilitators and users' app adoption intention.

Practical implications

App store managers and developers should make a greater effort to effectively optimize discoverability and product differentiation.

Originality/value

Guided by environmental psychology, we confirm the importance of app discoverability facilitators regarding their influence on users' general perceptions of an app (e.g. the three perceived values). We also uncover the differentiated effect of the three perceived values on app adoption intention.

Details

Journal of Research in Interactive Marketing, vol. 16 no. 4
Type: Research Article
ISSN: 2040-7122

Keywords

Article
Publication date: 10 December 2021

Shaohan Cai, Xiaoyan Wang, Yongchao Ma, Xinyue Zhou and Zhilin Yang

This study aims to explore the overall relationship between a boundary spanner and a partner firm, i.e. boundary spanner closeness to partner firm. Drawing on…

Abstract

Purpose

This study aims to explore the overall relationship between a boundary spanner and a partner firm, i.e. boundary spanner closeness to partner firm. Drawing on consumer-service provider relationship literature and the tripartite model of affect-behavior-cognition, the authors identify three key dimensions of such closeness, namely, boundary spanners’ relational ties, customer-specific capabilities and accommodative behaviors, and examine their effects on exchange outcomes in turbulent versus stable environments.

Design/methodology/approach

The paper examines the effects of three dimensions of boundary spanner closeness on various exchange outcomes (i.e. retailers’ cooperation, satisfaction and willingness for investment) using two industries as exemplars, characterized by distinct levels of environmental turbulence – the retailing networks of a major cell phone company and a petroleum company in China.

Findings

The results indicate that the three dimensions individually and jointly affect exchange outcomes and the interplay of customer-specific capabilities and relational ties affect exchange outcomes differently across industry turbulence.

Originality/value

The existing literature lacks a comprehensive understanding of the function of boundary spanners, which serve as a key relational interorganizational governance component. By identifying three key dimensions of boundary spanner closeness and examining their effectiveness in promoting exchange outcomes, this study advances the understanding of the role of boundary spanners in interorganizational governance.

Article
Publication date: 24 May 2021

Ling Ge, Xiaoyan Wang and Zhilin Yang

How to determine the appropriate contractual structure for an outsourcing relationship has been a major theme in the business process outsourcing (BPO) literature. Drawing…

Abstract

Purpose

How to determine the appropriate contractual structure for an outsourcing relationship has been a major theme in the business process outsourcing (BPO) literature. Drawing on transaction cost economics, this study aims to examine how anticipated coordination and adaptation costs in a BPO relationship affect the choice of contract types. Specifically, this research categorizes contracts types (fixed-price, time and materials and hybrid contracts) based on levels of contract design comprehensiveness and flexibility to change.

Design/methodology/approach

The research setting is the BPO for a focal firm, involving a contractor. Data from 153 US companies are collected using a structured questionnaire on senior executives of functional areas of marketing, IT and finance. Hypotheses were tested using ordered probit model.

Findings

The results show that maturity is negatively associated with anticipated adaptation costs, while modularity and IT detachability are negatively related to anticipated coordination costs. Furthermore, adaptation costs have a direct impact on the choice, whereas the anticipated coordination costs do not have a significant direct impact on contract choice. The strength of adaptation costs' impact, however, is significantly reduced when coordination costs are high.

Originality/value

This study explicitly examines the role of anticipated coordination and adaptation costs in shaping the strategic choice of contract types in the BPO market. By differentiating the two types of anticipated transaction costs, this research enables a better understanding of the dynamics between transaction characteristics, anticipated transaction costs and contract types in complicated relationships such as BPO relationships.

Details

Business Process Management Journal, vol. 27 no. 5
Type: Research Article
ISSN: 1463-7154

Keywords

Abstract

Details

International Journal of Emerging Markets, vol. 17 no. 4
Type: Research Article
ISSN: 1746-8809

Article
Publication date: 19 September 2022

Qinfang Hu, Jing Hu and Zhilin Yang

What are the performance implications of peer monitoring in a multiple-supplier context? Grounded in agency and social exchange theories, this study aims to examine how…

Abstract

Purpose

What are the performance implications of peer monitoring in a multiple-supplier context? Grounded in agency and social exchange theories, this study aims to examine how, when, and why peer monitoring works as a crucial control mechanism to reduce opportunism among suppliers.

Design/methodology/approach

A conceptual model and research hypotheses are tested using survey data from 246 respondents in 82 supplier groups.

Findings

Results suggest that peer monitoring is related positively to perceived deterrence (as mediator) and negatively to opportunism, whereas the mediated relationship is moderated negatively by generalized reciprocity and positively by balanced reciprocity and negative reciprocity.

Originality/value

This study introduces the application of peer monitoring into business-to-business research and shows how it reduces opportunism. Its findings have implications for manufacturers on how to use peer monitoring to control opportunism among multiple suppliers.

Details

Asia Pacific Journal of Marketing and Logistics, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1355-5855

Keywords

Article
Publication date: 18 August 2022

Jingjing Shi, Fang Huang, Fang Jia, Zhilin Yang and Mingjie Rui

Existing empirical studies emphasize the role of customer preference measurement accuracy (CPMA) on customized product quality while neglecting the role of manufacturing…

Abstract

Purpose

Existing empirical studies emphasize the role of customer preference measurement accuracy (CPMA) on customized product quality while neglecting the role of manufacturing flexibility. However, the rise of web-based technology has highlighted consumer-manufacturer interaction in mass customization (MC). This paper explores the relationships between CPMA, manufacturing flexibility, customer participation and customized product quality, inspired by module decomposition and integration theory.

Design/methodology/approach

The study carried out a questionnaire survey of 241 directors who are specifically responsible for MC in the apparel industry in China and tested hypotheses with structural equation modeling (SEM).

Findings

CPMA has a direct positive influence on customized product quality and an indirect positive effect through manufacturing flexibility. Also, customer participation after placing an order (CPAPO) has a negative moderating effect on the linkage between CPMA and manufacturing flexibility.

Research limitations/implications

A more dynamic relationship between CPMA and MF can be explored in the future, and the findings can be tested in other industries with more abundant data.

Practical implications

Manufacturing flexibility should be improved along with CPMA in MC. Also, disruptions caused by customer participation in the post-design stage should be noticed. In this context, better consumer service in the early design stage may be one possible solution.

Originality/value

First, the essential but unexplored mediating role of manufacturing flexibility is identified, adding knowledge to the consumer–manufacturer interaction literature in MC production. Second, module decomposition and integration are applied to unify consumers and manufacturers into one empirical model, enriched theoretical research on modular theory. Third, this study opens new discussions on the moderating role of customer participation.

Details

Asia Pacific Journal of Marketing and Logistics, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1355-5855

Keywords

Article
Publication date: 18 March 2019

Lan Li, Gang Li, Xue Yang and Zhilin Yang

The purpose of this paper is to investigate the impact of corporate social responsibility (CSR) on the performance of service innovation (PSI), and the mediating effect of…

Abstract

Purpose

The purpose of this paper is to investigate the impact of corporate social responsibility (CSR) on the performance of service innovation (PSI), and the mediating effect of knowledge acquisition.

Design/methodology/approach

Drawing on social exchange and knowledge management theories, this paper establishes a relevant conceptual model and adopts a hierarchical regression analysis to examine the model with a data set of 298 firms from China.

Findings

CSR positively affects the PSI; however, the effects vary when firms take responsibility for different stakeholders. CSR for the same group of stakeholders influences differently the short-term financial and long-term non-financial PSI, whereas knowledge acquisition mediates the impact of employee and customer CSR on PSI, but not the impact of community CSR on PSI.

Practical implications

Managers could improve the PSI of the firm by strategically assuming CSR and by managing corporate knowledge acquisition activities.

Originality/value

This study contributes to the service innovation literature by identifying the influence of particular types of CSR on PSI, and by highlighting the influencing mechanism of knowledge acquisition. It extends scholarly understanding of the antecedents of PSI as well as the business returns to CSR.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 31 no. 4
Type: Research Article
ISSN: 1355-5855

Keywords

Article
Publication date: 9 April 2019

Yiran Jiang, Lan Xu, Nan Cui, Hui Zhang and Zhilin Yang

The purpose of this paper is to examine the impact of customer participation on role behaviors and customer satisfaction. The mediating role of role stressors is also examined.

Abstract

Purpose

The purpose of this paper is to examine the impact of customer participation on role behaviors and customer satisfaction. The mediating role of role stressors is also examined.

Design/methodology/approach

Based on literature reviews, a survey of 317 bank customers was conducted in Central China, using a structured questionnaire. Structural equation modeling was used for data analysis to test research hypotheses.

Findings

The current work found that the inconsistency between the role expectations from participating customers and service providers would increase the customer perceived role stress. Therefore, customer participating width and depth can affect customer satisfaction in two different ways. On the one hand, role stressors (i.e. role ambiguity and role conflict) in customer participation have a negative effect on customer compliance, decreasing customer satisfaction. On the other hand, role stressors have a positive effect on customer creativity, increasing customer satisfaction.

Originality/value

No prior studies, thus far, have examined how customer perceived role stressors in service participation affect customers’ role performance and satisfaction in the service process. The current research identifies the characteristics of customer participation from the perspectives of task role set. On the basis of role stressor theory, this research examines the effects of customer participation width and depth on customer satisfaction using customer perceived role stressors as mediating variables. This research also investigates the mixed effect of role stressors on customer satisfaction. It provides empirical support for the role of customers as “co-creators” by distinguishing customers’ creative behaviors from customer compliance and finds the positive effect of role stressors on customer satisfaction via customer creativity.

Details

International Journal of Bank Marketing, vol. 37 no. 3
Type: Research Article
ISSN: 0265-2323

Keywords

Article
Publication date: 6 June 2016

Qinfang Hu, S. Fiona Chan, Guangling Zhang and Zhilin Yang

Grounded in agency and clan theories, this study aims to examine how, when and why joint liability works as a control mechanism to reduce opportunism among tea supplier…

Abstract

Purpose

Grounded in agency and clan theories, this study aims to examine how, when and why joint liability works as a control mechanism to reduce opportunism among tea supplier groups in China.

Design/methodology/approach

Survey data from 82 supplier groups (three respondents per group) were collected.

Findings

Joint liability is related positively to peer monitoring (as mediator) and negatively to opportunism, whereas the mediated relationship is moderated positively by group leaders’ perceived legitimate authority and negatively by reciprocity and shared norms.

Social implications

Opportunism is operationalized as the use of illegal pesticides, the violation of manufacturer–supplier contractual agreements and joint liability, as suppliers’ liability of having the whole group’s seasonal production is rejected by the manufacturer if a single act of opportunism is detected in the group.

Originality/value

Our study demonstrates how and under what conditions the joint-liability mechanism is linked with the reduction of multi-suppliers’ opportunism. We pave the way for future applications of the control mechanism to fields related to inter-organizational governance. Most importantly, we apply Ouchi’s clan theory (1979, 1980) to conceptualize manufacturer–supplier and supplier–supplier relationships in China and provide first-hand evidence to validate its applicability and generalizability to the context. The study also offers insights on network influences in inter-organizational relationships (Gu et al., 2010; Wathne and Heide, 2004) and confirms the important roles of network factors in inter-organizational relationships. In particular, peer monitoring operates as a mediator and normative factors operate as facilitators (moderators) for the joint liability to work as a mechanism to control opportunism in this relationship context.

Details

Journal of Business & Industrial Marketing, vol. 31 no. 5
Type: Research Article
ISSN: 0885-8624

Keywords

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