Search results

This study employs a multi-method approach to investigate how perceived relationship marketing investment affects perceived relationship value and consumer gratitude, influencing consumer involvement, word-of-mouth intentions, and long-term relationships across three retail consumer types.

The study analyses a model involving 542 consumers, employing structural equation modeling and fuzzy-set qualitative comparative analysis to identify distinctive factor configurations across public, semi-public, and private retail organizations.

A retailer’s investment in relationship marketing significantly enhances relationship value and consumer gratitude, leading to increased engagement and word-of-mouth intentions. Perceived benevolence moderates the effect of relationship marketing on gratitude. However, gratitude alone does not ensure long-term relationships. Using fsQCA, we identify four distinct consumer configurations, providing nuanced insights.

Retail organizations broaden relationship marketing strategies to boost perceived value and elicit consumer gratitude, influencing consumer performance outcomes.

Retail organizations should broaden relationship marketing strategies to boost perceived value and elicit consumer gratitude, influencing consumer performance outcomes.

Managers should develop strategies that lead to consumer gratitude toward the firm, such as journey mapping can help visualize retail delivery. Grateful consumers may contribute to firms’ profitability by influencing current and potential consumers in their social networks and communicating their expertise through review/feedback for improvement. Therefore, various strategies are needed to stimulate positive comments from grateful consumers about the firm’s excellent performance.

This study builds on Lawler’s affect theory, highlighting how relationship value and consumer gratitude profoundly influence exchange process outcomes. It introduces new psychological mechanisms to explain the impact of perceived relationship marketing investment on performance outcomes. Integrating these elements provides a comprehensive understanding of retailer–consumer dynamics, revealing how emotional and psychological factors shape marketing strategies and business performance. This contribution enriches theoretical frameworks and offers practical insights for enhancing relationship marketing practices.

This study investigates the mediating role of parent−adolescent relationships in the impact of family emotional expressiveness on adolescent psychological adjustment. This study aims to elucidate the mechanisms by which positive family dynamics and strong parent−child bonds influence adolescents' psychological resilience and well-being.

The study involved 463 middle school students (241 boys and 222 girls) from Chlef, Algeria. Data was collected using the self-expressiveness in the family questionnaire (SEFQ), the parent−adolescent relationship scale (PARS) and the strengths and difficulties questionnaire (SDQ). Descriptive statistics, correlations and mediation analysis were performed to examine the relationships among family emotional expressiveness, parent−adolescent relationships and psychological adjustment.

The results reveal moderate positive correlations among family emotional expressiveness, parent−adolescent relationships and psychological adjustment. Mediation analysis indicates that parent−adolescent relationships partially mediate the effects of family emotional expressiveness on psychological outcomes, with both direct and indirect effects being statistically significant.

This study contributes to the field of mental health by exploring the nuanced interplay between family dynamics, parent−adolescent relationships and psychological adjustment within the Algerian cultural context. While the quantitative nature of the study limits the depth of contextual insights, the findings underscore the importance of considering family emotional expressiveness and the quality of parent−adolescent relationships in interventions aimed at promoting adolescent psychological well-being. The study highlights the partial mediating role of parent−adolescent relationships, indicating that other factors may also influence the association between family expressiveness and adolescent adjustment. This emphasizes the need for a comprehensive, culturally-sensitive approach that addresses various influences on adolescent development. It should be noted that while the family unit and parenting styles have been extensively researched, this study offers a fresh perspective by focusing on these dynamics within a specific cultural setting.

The role of small and medium enterprises (SMEs) in stimulating economic growth and innovation underscores the crucial need to understand the factors that influence their participation in public sector markets. Drawing on network theory, this research delves into the interaction effect of innovation culture and collaborative relationships on SME participation in public procurement. It assesses how collaborative relationships can serve as a vital mediator, enhancing the impact of innovation culture on SME participation in public procurement.

The research was carried out with 248 SME suppliers in Ilala district, located in the Dar es Salaam region of Tanzania, utilizing a questionnaire survey and a stratified random sampling technique. Structural equation modeling (SEM) and the Hayes PROCESS macro were employed to analyze the data.

The study findings highlight collaborative relationships as a pivotal mediator between innovation culture and SME participation in public procurement. Although no direct link between innovation culture and SME participation in public procurement was established, the results indicate a noteworthy positive influence of innovation culture on collaborative relationships, subsequently affecting SME participation in public procurement.

The research underscores the significance of promoting an innovation-driven culture to support the participation of SMEs within public procurement activities. Additionally, the research offers valuable perspectives on the role of collaborative relationships in stimulating innovation and achieving success in public procurement, guiding SME managers, policymakers and industry stakeholders in cultivating productive relationships and partnerships.

The research enhances both theoretical and practical insights, adding to the literature that addresses the effects of innovation culture and collaborative relationships on SME participation in public procurement. These insights can be valuable to policymakers and SME managers in designing appropriate strategies that foster an innovative culture and explore the benefits of collaborative relationships for effective participation in public procurement.

This paper aims to explore the role of heuristics in the reassessment of relationship events and how it influences perceptions of commitment, fairness and relationship value. It answers the question of how heuristics interrelate with decision-makers’ evolving interpretations of commitment, fairness and relationship value in a specific buyer-supplier relationship.

This paper presents data from a longitudinal study of an evolving buyer–supplier relationship involving a multinational supplier of fast-moving consumer goods and a medium-sized and highly specialized supplier. It analyzes qualitative data about the use of heuristics in buyer–supplier relationships, and it is based on evidence collected from interviews, presentations, meetings and secondary data.

This paper shows that a buyer’s unexpected behavior can lead to a reassessment of commitment, fairness and relationship value. Heuristics can delay relationship reassessments, however. The case shows that heuristics have a preserving quality and that the effect of transformative events only slowly changes the perception of the value of the relationship. In this change process, the link between commitment, perceived fairness and heuristics is crucial.

This paper contributes to research on the relationship between buyer–supplier relationships and heuristics. In particular, the paper contributes to the understanding of how relational events in a buyer-supplier relationship change the commitment and perception of fairness, and how heuristics change accordingly. On a more overarching level, the study contributes to our understanding of business relationship dynamics.

The purpose of this study is to investigate how social capital resources (SCRs), proactive personality and perceived organizational support (POS) influence work engagement during the organizational socialization process through the lens of self-determination theory (SDT).

Drawing upon a sample of newly hired employees from diverse industries, data was collected using self-report measures. A total of 619 respondents’ data were qualified for analysis. Regression analysis and structural equation modeling with the bootstrap method were used for hypothesis testing.

Results indicate that newcomers who used effective organizational socialization tactics (OSTs) experienced higher levels of work engagement. Moreover, SCRs were crucial in shaping the relationship between OSTs and work engagement. Specifically, newcomers with greater SCRs exhibited increased work engagement, enhancing effective OSTs’ positive impact. Furthermore, proactive personality and POS traits moderate the relationship between SCRs and work engagement. Newcomers with a proactive personality were more likely to leverage their SCRs, leading to higher work engagement effectively.

This study underscores the importance of promoting social connections, organizational support, proactivity and positive relationships to enhance employee work engagement and overall well-being in the Pakistani context.

This study examines how SCRs, proactive personality and POS influence work engagement during organizational socialization, a novel area in newcomer adjustment. It highlights the importance of strategic socialization and targeted onboarding programs that enhance SCRs and proactive personalities. By integrating SDT with the cultural context of Pakistani organizations, it offers unique insights for improving newcomer adjustment and engagement.

Reshoring implies the reconfiguration of supply networks. Focusing on the specific case of a born-offshored firm that engaged in reshoring of outsourced activities, this study aims to analyse how initial key suppliers in the home country can help the reshoring firm to organize a new supply network.

The research is qualitative and based on a single exploratory case study. The data was collected from multiple primary and secondary sources, and using different techniques, such as in-depth interviews, direct observation and network pictures.

The study provides insights on how an initial key supplier can enable its customers’ reshoring in the home country. Specifically, the authors identify 10 roles played by a key supplier. The results also identify supply network formation as an essential component of the reshoring process.

This paper provides unique contributions. Firstly, it presents the specific and under-explored case of a born-offshored firm engaged in outsourced reshoring; secondly, it sheds light on the roles that key suppliers may play for the reshoring process; thirdly, it explores the formation of business relationships in the context of reshoring. In essence, the paper contributes to the reshoring literature, by stressing the importance of supply network formation in the reshoring process and by identifying the multiplicity of roles that key suppliers can play when implementing reshoring, and to the industrial marketing and purchasing (IMP) literature, by showing how relationships and networks develop during reshoring, a phenomenon so far understudied by IMP scholars.

With the continuous deepening of China's mixed-ownership reform, the participants in the reform have gradually expanded from state-owned enterprises to private enterprises. Whether state-owned equity participation in private enterprises can facilitate the development of environmental, social and governance (ESG) performance in private enterprises is a question that needs urgent examination. This study aims to investigate the impact of state-owned equity participation on the ESG performance of private enterprises.

Using Chinese listed companies as the research sample, this study uses econometric methods such as multiple regression to analyze the relationship between state-owned equity and the ESG performance of private enterprises. Additionally, it explores the underlying mechanisms and influencing factors of this relationship.

There is a significant inverted U-shaped relationship between state-owned equity and the ESG performance of private enterprises. Mechanism analysis reveals that resource effects and governance effects play a mediating role in this nonlinear relationship. Furthermore, the authors find that environmental regulation and managers' attention to the environment positively moderate the relationship between state-owned equity participation and ESG performance.

A reasonable equity structure is crucial for enhancing corporate ESG performance. Moderate state-owned equity participation helps to leverage resource integration and governance advantages, which will assist private enterprises in maximizing ESG performance and achieving sustainable development.

In advancing the process of mixed-ownership reform, the government should maintain an appropriate proportion of state-owned equity to avoid excessive intervention in enterprise decision-making. At the same time, it should ensure that enterprises can genuinely undertake their social and environmental responsibilities while pursuing economic benefits. This is of great significance for promoting sustainable economic and social development.

This study integrates state-owned equity, ESG and nonlinear relationships into a single research framework. It explores the internal mechanisms and influencing factors of their relationship, overcoming the limitations of previous studies and provides a new perspective for understanding the impact of state-owned equity on corporate ESG performance.

Green entrepreneurship (GE) is a novel concept in business and enhances environmentally friendly production and operation activities for “sustainable development” (SD). The aim of this study is to determine the drivers that contribute to the growth and success of “micro, small, and medium enterprises” (MSMEs) in the manufacturing sector in India. The study also examines the mutual and cause-and-effect relationships among these identified drivers.

The study used integrated research methodology and identified nine key drivers of GE (GEDs) through extensive literature reviews, theoretical perspectives (i.e. “resource-based view” (RBV), “natural resource-based view” (NRBV) and “critical success factor theory” (CSFT)), and expert opinions. Further, “total interpretive structural modeling” (TISM) and “matrice d'impacts croisés multiplication appliquée á un classment” (MICMAC) analysis are used here to develop a hierarchical model and cluster the drivers, and fuzzy “decision-making trial and evaluation laboratory” (fuzzy-DEMATEL) is used to develop causal relationships among the drivers. Further, a sensitivity analysis is conducted to ensure the robustness of the results.

Results indicated that green manufacturing and operation capability development, green business process management and attitudes toward developing sustainable business models significantly impacted GE and SD. The findings of this study help managers, policymakers, and practitioners gain an in-depth understanding of the drivers of GE.

The study considers a limited number of drivers and is specific to Indian manufacturing MSMEs only. Further, a limited number of experts from different enterprises are considered for data analysis. This study is also based on interrelationships and their relative importance based on multicriteria decision-making techniques. This study aids government decision-making, policy formulation and strategic decision-making for manufacturing businesses in achieving SD goals. In addition, this research also encourages green entrepreneurs to start eco-driven companies and facilitate the use of environmentally friendly goods to offset environmental challenges and accomplish sustainable development goals.

This study proposes an integrated methodology that will benefit managers, practitioners and others in developing strategies and innovations to improve and develop green practices. This study further helps with responsive, sustainable business development in various manufacturing MSMEs.

The research applied service-dominant logic of marketing theory, a customer-centered and relational that principally grounded in service relationships and actor networks. In actor networks, salespeople provide their skills and knowledge, such as expertise, service quality, ethics and shared value to cocreate value for buyers. Therefore, this study explores the attributes of salespeople that influence the quality of the relationship (trust and satisfaction) and, as a result, loyalty in the context of the business-to-business (B2B) relationship in the Taiwan market.

A causal relationship and survey research design are applied. The study collected 266 valid responses from B2B account managers representing various companies and industries. Structural equation modeling (SEM) was applied to test the hypotheses.

The results showed that salespeople’s expertise demonstrated the most significant influence on both trust and satisfaction, followed by ethics, service quality and share value, in a descending order of impact. Consequently, trust and satisfaction had a significant impact on customer loyalty.

The four attributes of salespeople play a pivotal role in establishing lasting relationships and maximizing the customer lifetime value. To achieve long-term success in customer interactions and relationships, a well-rounded salesperson should diligently strive to excel in all these attributes.

The novelty and contribution of this study are twofold. First, investigating the quality of the relationship in the context of Taiwanese manufacturers in a B2B setting is still rare, and this is the study first to explore the Taiwanese B2B relationship with its global customers. As Taiwanese manufacturers play a pivotal role in the global supply chain, the research findings have symbolic meaning and practical implications for global business partners. Second, drawing from service-dominant logic theory, this research takes an integrative view by examining the attributes (expertise, service quality, shared value and ethics) that influence and establish a quality trusting relationship and consumer loyalty in the B2B context.

Through the subject of business network dynamics, this study aims to examine how business network relationships impact company entry market and development within fast growing economies as China. The paper looks at business network relationships in a fast-growing economy and provides an understanding of the relational perspectives in internationalisation of three luxury fashion companies and their entry models affected by the China context-related variables.

The methodology is following a qualitative approach, based on multiple case-studies research, proposing three cases of companies entering the Chinese market in the luxury and fashion industry.

The research analyses the local business network paths and how they affect the entry strategy through the socio-cultural and political players. The paper adds knowledge to studies in market entry and business networks, in the fast-growing economies area, with its new norms and values.

This study tries to analyse how business networks and related relationships “with Chinese characteristics” affect the market entry strategy in the internationalisation path from the perspective of the luxury fashion industry sector. In so doing it tries to provide an original further development of business network models within the new Chinese context.