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Article
Publication date: 24 February 2025

Piyush Ranjan

Price image studies have dominated the consumer market but have been slower to evolve in the business market. This research aims to conceptualize and validate the firms’ price…

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Abstract

Purpose

Price image studies have dominated the consumer market but have been slower to evolve in the business market. This research aims to conceptualize and validate the firms’ price image (FPI) in the business market, as well as to develop a conceptual framework for exploring the importance of pricing capability (PC) in the formation of FPI and its influence on customer value (CV) and business performance (BP).

Design/methodology/approach

The study conducted field interviews with business managers and customers of Indian small and medium-sized enterprises to operationalize and validate the FPI variable using a mixed method of qualitative and quantitative multivariate analyses. Partial least square structural equation modeling technique was applied to validate a conceptual model on a sample of 286 respondents acquired from both physical and digital questionnaire survey techniques.

Findings

The findings revealed that PC is positively linked to FPI, which in turn, significantly affects CV and BP. Moreover, CV serves as a partial mediator in the FPI–BP link. The research also offers a measurement scale consisting of eight items for assessing the FPI variable from the stakeholders’ perspective.

Research limitations/implications

This research contributes to the literature on price image by refining and testing measures of FPI, and enriches the existing literature by understanding the theoretical relationships among PC, FPI, CV, and BP.

Practical implications

The research reveals that developing PC is a useful tool for SMEs to build favorable FPI, which delivers superior CV and obtains improved BP. The findings can also assist SME managers to gain a sustainable competitive advantage by maintaining a favorable FPI.

Originality/value

While a growing number of consumer market studies reveal that price image is strategically important for the retailers who own it, no study has explored the role of price image in the business market. This is the first study to explore price image at the firm level in the business market. This study further provides empirical evidence for the claim that PC influences the formation of a FPI and clarifies the relationship between FPI, CV and BP.

Details

South Asian Journal of Business Studies, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2398-628X

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Article
Publication date: 9 July 2024

Milind Baliram Bhore, Poornima Tapas, Piyush Gotise and Avanti Chinmulgund

The purpose of this study is to understand why Gen Z indulges in moonlighting in IT organisations and to help policymakers redefine mutually beneficial policies for improving…

278

Abstract

Purpose

The purpose of this study is to understand why Gen Z indulges in moonlighting in IT organisations and to help policymakers redefine mutually beneficial policies for improving talent management, which will benefit Gen Z as well as organisations and society at large.

Design/methodology/approach

A qualitative technique was adopted by conducting in-depth interviews with Gen Z, who works in the IT sector of metropolitan cities in India. The interviews were transcribed and thematically coded using thematic analysis in NVivo. A model based on themes from the analysis has been proposed.

Findings

The themes derived from this study revolve around issues such as ethics, legal, self-satisfaction, money and social causes. These themes will contribute to the body of knowledge by adding new dimensions to moonlighting.

Research limitations/implications

This research has been carried out consider Gen Z moonlighting in the IT sector within India. The study can be further enhanced to other regions and sectors. It will give clarity and help avoid potential conflict situations at the workplace.

Practical implications

This research will clarify and help avoid conflict situations by redefining policies and improving talent management and retention. The results can be further tested in other organisations.

Social implications

This research draws attention of the policymakers to help create a common framework and guidelines for all stakeholders to follow with respect to moonlighting. It will open work opportunities on other platforms for interested and talented workforce and help them gain financial strength and independence.

Originality/value

Systematic thematic analysis using CAQDAS – NVivo has been carried out to elucidate Gen Z’s numerous motives for moonlighting in the IT sector. A model has been proposed based on the themes that evolved from the study, which policymakers can leverage to improve talent management in IT organisations.

Details

International Journal of Organizational Analysis, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1934-8835

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Article
Publication date: 26 January 2024

Mohamed Marzouk and Dina Hamdala

The aggressive competition in the real estate market forces real estate developers to tackle the challenge of selecting the best project construction phasing alternative. The real…

278

Abstract

Purpose

The aggressive competition in the real estate market forces real estate developers to tackle the challenge of selecting the best project construction phasing alternative. The real estate industry is characterized by high costs, high profit and high risks. The schedules of real estate projects are also characterized by having large number of repetitive activities that are executed over a long duration. The repetitiveness, long duration of execution, the high amounts of money involved and the high risk made it desirable to leverage the impact of changes in phasing plans on net present value of amounts incurred and received over the long execution and selling duration. This also changes the project progress, and delivery time as well as their respective impact on customer degree of satisfaction. This research addresses the problem of selecting the best phasing alternative for real estate development projects while maximizing customer satisfaction and project profit.

Design/methodology/approach

The research proposes a model that generates all construction phasing alternatives and performs decision-making to rank all possible phasing alternatives. The proposed model consists of five modules: (1) Phasing Sequencing module, (2) Customer Satisfaction module, (3) Cash-In calculation module, (4) Cost Estimation module and (5) Decision-making module. A case study was presented to demonstrate the practicality of the model.

Findings

The proposed model satisfies the real estate market's need for proper construction phasing plans evaluation and selection against the project's main success criteria, customer satisfaction and project profit. The proposed model generates all construction phasing alternatives and performs multi-criteria decision making to rank all possible phasing alternatives. It quantifies the score of the two previously mentioned criteria and ranks all solutions according to their overall score.

Research limitations/implications

The research proposes a model that assist real estate market's need for proper construction phasing plans evaluation and selection against the project's main success criteria, customer satisfaction and project profit. The proposed model can be used to conclude general guidelines and common successful practices to be used by real estate developers when deciding the construction phasing plan. In this study the model is based on business models where all the project units are sold, rental cases are not considered. Also, the budget limitations that might exist when phasing is not considered in the model computations.

Originality/value

The model can be used as a complete platform that can hold all real estate project data, process revenues and cost information for estimating profit, plotting cash flow profiles, quantifying the degree of customer satisfaction attributable to each phasing alternative and providing recommendation showing the best one. The model can be used to conclude general guidelines and common successful practices to be used by real estate developers when tackling the challenge of selecting construction phasing plans.

Details

Engineering, Construction and Architectural Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0969-9988

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