Pravat Surya Kar and Meeta Dasgupta
Appreciate changing contours of business to business (B2B) purchase and how sellers should adapt their selling style and promotions.
Abstract
Learning outcomes
Appreciate changing contours of business to business (B2B) purchase and how sellers should adapt their selling style and promotions.
Case overview/synopsis
In the past two decades, imaging Goa (IG) and Azim Shaikh had weathered many business crises. However, as the COVID 19 pandemic unfolded, he became aware of critical fault lines in his B2B selling model. IG offered customised digital display solutions, but its primary source of revenue was B2B selling of interactive flat panel display (IFPD) devices. It, respectively, controlled about 35% and 3% of the market share of IFPD sales, respectively, in Goa and western India. IG’s success in the B2B segment was because of Shaikh’s ability to build strong relationships and customised solutions in an emerging market context. To deal with the COVID pandemic, the Indian Government had imposed a country-wide lockdown, which forced organisations to adopt work from home. This, in turn, created a pull for IFPDs. Yet, very soon Shaikh realised, in the new normal, there was a growing mismatch between his selling efforts and outcomes. Though overall revenue had not fallen much, but the veteran seller had started doubting his tried and tested relational solution selling model. Case dilemma involves the selection of appropriate selling approaches e.g. solution, insight or tiebreaker selling for different situations. This case also offers an opportunity to discuss, how to use online channels to complement B2B selling.
Complexity Academic Level
This teaching case study is suitable for the graduate-level programme in marketing management.
Supplementary materials
Teaching Notes are available for educators only.
Subject code
CSS 8: Marketing
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Aijaz A. Shaikh, Hawazen Alamoudi, Majed Alharthi and Richard Glavee-Geo
Using the theory, construct, method, moderator (TCMM) format, this framework-based review critically analyses the mobile financial services (MFSs) field through a detailed…
Abstract
Purpose
Using the theory, construct, method, moderator (TCMM) format, this framework-based review critically analyses the mobile financial services (MFSs) field through a detailed synthesis and analysis of a sample of mainstream empirical research published in various scientific journals within the period 2009–2020.
Design/methodology/approach
The authors followed a three-step structured approach suggested by Webster and Watson (2002) to search for the literature to synthesise the global perspectives on MFSs and their associated applications and systems. The literature research resulted in the identification of 115 most relevant articles.
Findings
The authors identified three major categories or domains within the MFSs comprising the entire spectrum of digital financial services. To facilitate the literature analysis, TCMM is developed and proposed as an organising framework. Moreover, the authors also developed and presented the comprehensive framework of MFS domains and explicitly identified 14 different research themes for future research in MFSs.
Originality/value
Prior attempts to synthesise and analyse mainstream academic research in MFSs have been scant and limited to a specific MFS domain: mobile banking or mobile payment. The authors synthesised a more extensive body of knowledge and provided a global perspective on the MFS field. Unlike the past literature reviews which followed traditional frameworks such as antecedents, decisions and outcome (ADO); TCCM; and 6 W Framework (who, when, where, how, what and why), the authors developed and proposed TCMM as organising framework.
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China’s unprecedented emergence as an economic and political power has created a new geopolitical economy for semi-industrialised and developing economies in Southeast Asia. This…
Abstract
China’s unprecedented emergence as an economic and political power has created a new geopolitical economy for semi-industrialised and developing economies in Southeast Asia. This paper examines China’s trade relationships with Thailand and Indonesia using the concepts of uneven and combined development (UCD) and unequal exchange. The mass of surplus value obtained through China’s trade with the developed economies has flowed into the considerable expansion in China’s imports from developing countries since 2000. China has maintained a consistent trade deficit with the latter. While the developing countries concerned have benefitted from this set of relationships, the extent to which they have done so has been determined by national strategies. In countries like Thailand – where manufacturing capital and a significant working class has emerged – exports expanded on the basis of mutually advantageous technologically and skills intensive goods. These are produced with a similar organic composition of capital as in China. The result has been a further consolidation of the hegemony of manufacturing capital. Indonesia, however, has a political system and economy long dominated by resource exploitation linked fractions of capital. The result has been a surge in primary goods exports. The current commodity price cycle has meant these goods exchange at prices above their value. The current looming price correction, however, may have negative repercussions. In the meantime, the concentration in raw materials exports is helping to prevent the emergence of a circuit of productive capital in manufacturing. The evidence from these contrasting cases suggests that the degree to which developing economies can benefit from China’s own historically unparalleled combined development remains highly contingent on the strength of the combined development possibilities and efforts within these other national social formations. Above all, there is the degree to which manufacturing sectors of capital can obtain hegemony.
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Purpose – This chapter examines the process of radicalization, deradicalization, and support for intelligence agencies in a few well-known cases of terrorists who turned into…
Abstract
Purpose – This chapter examines the process of radicalization, deradicalization, and support for intelligence agencies in a few well-known cases of terrorists who turned into informants.
Methodology/Approach – Five cases studies are utilized to demonstrate the process of engagement in, disengagement from, and revolt against terrorist groups. Existing literature on radicalization and deradicalization is set against the context of these case studies.
Findings – By drawing upon the experiences of terrorists who turned into informants, it is possible to prove theories on radicalization and deradicalization. In particular, the process of cognitive radicalization presumes that extremist beliefs can also be rejected (deradicalization), while the process of behavioral radicalization presumes that terrorists can distance themselves from extremist behaviors (disengagement).
Originality/Value – Scholarship has traditionally focused on “underdogs” of all kinds, with a less keen interest in elites or the actors operating on their behalf. The work of informants has often remained in a dimly lit corner of academic research. This chapter helps illuminate the path undertaken by terrorists who become informants for Western security apparatus.
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Aijaz A. Shaikh, Francisco Liebana-Cabanillas, Majed Alharthi, Hawazen Alamoudi and Heikki Karjaluoto
Although the sharing economy improves comfort and convenience, it is yet unclear how it affects subjective well-being. This study aims to offer a conceptual model for…
Abstract
Purpose
Although the sharing economy improves comfort and convenience, it is yet unclear how it affects subjective well-being. This study aims to offer a conceptual model for understanding the linkages between the antecedents and consequences of subjective well-being in ridehailing services.
Design/methodology/approach
Using a non-probabilistic sampling method and a pre-tested survey instrument, 450 responses were collected from January to March 2020. The data were analysed using structural equation modelling.
Findings
Experience quality and perceived convenience are correlated with subjective well-being. Perceived value and personal innovativeness were not correlated with subjective well-being, as the former does not contribute to the latter’s development. Continuous usage intention significantly correlated with subjective well-being, followed by customer relationship proneness and advocacy. Regarding gender and age differences, men place higher value on customer relationship proneness than women, while women place higher value on subjective well-being than men. Older users value perceived convenience and customer relationship proneness in ridehailing services more than younger users.
Practical implications
Understanding key factors contributing to user well-being in ridehailing would promote a more affordable mobility sector globally. This understanding would enable ridehailing businesses to create more effective business and marketing plans while prioritising user well-being, thus enhancing user happiness and reducing turnover rates.
Originality/value
This research demonstrates how crucial it is for users’ well-being to have a positive experience and find the service convenient. It also highlights the importance of building strong customer relationships and examines how gender and age influence people’s adoption and use of these services.
Propósito
Aunque la economía colaborativa mejora la comodidad y conveniencia, aún no está claro cómo afecta al bienestar subjetivo. Ofrecemos un modelo conceptual para comprender las conexiones entre los antecedentes y consecuencias del bienestar subjetivo en los servicios de transporte compartido.
Diseño/metodología/enfoque
Utilizando un método de muestreo no probabilístico y un instrumento de encuesta previamente probado, se recopilaron 450 respuestas entre enero y marzo de 2020. Los datos fueron analizados utilizando un modelo de ecuaciones estructurales.
Hallazgos
La calidad de la experiencia y la percepción de conveniencia están correlacionadas con el bienestar subjetivo. El valor percibido y la innovación personal no se correlacionaron con el bienestar subjetivo, ya que el primero no contribuye al desarrollo del último. La intención de uso continuo se correlacionó significativamente con el bienestar subjetivo, seguida por la propensión a las relaciones con los clientes y la defensa de estos servicios. En cuanto a las diferencias de género y edad, los hombres valoran más la propensión a las relaciones con los clientes que las mujeres, mientras que las mujeres valoran más el bienestar subjetivo que los hombres. Los usuarios mayores valoran más la percepción de conveniencia y la propensión a las relaciones con los clientes en los servicios de transporte compartido que los usuarios más jóvenes.
Originalidad
Esta investigación demuestra lo crucial que es para el bienestar de los usuarios tener una experiencia positiva y encontrar el servicio conveniente. También resalta la importancia de construir relaciones sólidas con los clientes y examina cómo el género y la edad influyen en la adopción y uso de estos servicios.
Implicaciones prácticas
Comprender los factores clave que contribuyen al bienestar de los usuarios en los servicios de transporte compartido promovería un sector de movilidad más asequible a nivel global. Esta comprensión permitiría a las empresas de transporte compartido crear planes de negocios y marketing más efectivos, priorizando el bienestar de los usuarios y mejorando así su felicidad y reduciendo las tasas de rotación.
目的
尽管共享经济提高了舒适度和便利性, 但它如何影响主观幸福感尚不清楚。我们提供了一个概念模型, 用于理解乘车服务中主观幸福感的前因后果之间的联系。
设计/方法/途径
采用非概率抽样方法和预先测试的调查工具, 在 2020 年 1 月至 3 月期间收集了 450 份回复。数据采用结构方程模型进行分析。
研究结果
体验质量和感知便利性与主观幸福感相关。感知价值和个人创新性与主观幸福感不相关, 因为前者无助于后者的发展。持续使用意愿与主观幸福感密切相关, 其次是客户关系倾向和拥护。在性别和年龄差异方面, 男性比女性更重视客户关系倾向, 而女性比男性更重视主观幸福感。老年用户比年轻用户更重视乘车服务中的便利感和客户关系代言。
独创性
这项研究表明, 用户获得积极的体验和便捷的服务对他们的福祉至关重要。研究还强调了建立牢固的客户关系的重要性, 并探讨了性别和年龄如何影响人们采用和使用这些服务。
实际意义
了解有助于提高乘车旅行用户幸福感的关键因素, 将在全球范围内推动建立一个更加经济实惠的移动出行行业。这种理解将使打车企业能够制定更有效的业务和营销计划, 同时优先考虑用户福祉, 从而提高用户幸福感并降低流失率。
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Richard Glavee-Geo, Aijaz A. Shaikh, Heikki Karjaluoto and Robert Ebo Hinson
The purpose of this paper is to examine the drivers of consumer engagement and its consequences via the experiences of mobile money services’ users in Ghana and to discuss its…
Abstract
Purpose
The purpose of this paper is to examine the drivers of consumer engagement and its consequences via the experiences of mobile money services’ users in Ghana and to discuss its implications for the society, financial service innovation, delivery and operations.
Design/methodology/approach
A pre-tested survey instrument was used with a sample of 595 mobile money services users in Ghana. SmartPLS application was used to analyze the data and report findings.
Findings
The study shows that perceived risk, consumer empowerment, subjective norm, performance expectancy and effort expectancy influence the affect component of consumer engagement and explain around half of its variance. The effect of perceived risk on consumer engagement was counterintuitive. Perceived risk was significant and positive for cognitive processing, whereas the effect was significant but negative for affect. The authors found support for the positive effect of cognitive processing on advocacy intention but no support for its effect on continuous usage. By contrast, affect strongly influenced both advocacy intention and continuous usage of mobile money services.
Practical implications
The authors highlight the implications of mobile money services to business and marketing/service managers, policy makers, non-banking entities (such as telecoms and financial technology firms) and to the society in general. The authors provide important insights into how service providers can manage consumer engagement process and formulate marketing strategies to target and promote this simple, but innovative service to consumers. Moreover, the authors discuss the societal implications of the study in Ghana, a developing country. The authors recommend several options for future studies in order to stimulate the research agenda on mobile financial services in general.
Originality/value
The present study shows that although mobile money was initially introduced to help consumers who hitherto have no access to formal banking services, this form of banking has become increasingly popular among various consumer segments as its usage and adoption has increased multifold largely in emerging and developing countries. The main contribution of this study is the development and testing of the “mobile money customer engagement model.” Moreover, this study shows the key factors that influence the engagement process and the effects of these factors as analyzed within the context of a developing country.
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Raya Hojabaevna Karlibaeva and Anthony Nyangarika
The military operation of the Russian Federation on the territory of Ukraine exerted additional pressure on prices on the aluminum market since aluminum supplied by Russia…
Abstract
The military operation of the Russian Federation on the territory of Ukraine exerted additional pressure on prices on the aluminum market since aluminum supplied by Russia accounts for about 10% of the total volume of US imports. It is known that Russia has become the largest aluminum producer after China, and now there is also an increase in aluminum production. Since electricity prices remain relatively low in Russia, especially in energy-surplus Siberia, the increase in output along with the increase in metal prices is a positive factor, since 70% of the primary aluminum produced is exported and only less than a third is consumed domestically. At the same time, high aluminum prices may constrain the expansion of domestic consumption of the metal and may force manufacturers to look for a cheaper alternative. In general, the increase in aluminum prices coincides with the general “supercycle” of raw materials in the last year and a half, and there is a chance to stabilize aluminum prices at current high levels, which will be facilitated, among other things, by new metallurgical projects in Russia. At the same time, it is worth noting that limited metal supplies will haunt the industry for most of 2022, and some experts predict that it may take up to five years to solve the problems.
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David Philippov and Tomonobu Senjyu
In scientific works on forecasting price volatility (of which the overwhelming majority, in comparison with works on price forecasting) for energy products: crude oil, natural…
Abstract
In scientific works on forecasting price volatility (of which the overwhelming majority, in comparison with works on price forecasting) for energy products: crude oil, natural gas, fuel oil, the authors compared the effectiveness of forecasting models of generalized autoregressive heteroscedasticity (Generalized Autoregressive Conditional Heteroscedastic model, GARCH) with regression of support vectors for futures contracts. GARCH models are a standard tool used in the literature on volatility, and the vector machine nonlinear regression model is one of the machine learning methods that has been gaining huge popularity in recent years. The authors have shown that the accuracy of volatility forecasts for energy and aluminum prices significantly depends on the volatility proxy used. The model with correctly defined parameters can lead to fewer prediction errors than GARCH models when the square of the daily yield is used as an indicator of volatility in the evaluation. In addition, it is difficult to choose the best model among GARCH models, but forecasts based on asymmetric GARCH models are often the most accurate. The work is based on a model with a representative investor who solves the problem of optimizing utility in a two-period model. The key assumption of the model is the homogeneity of energy and aluminum investor preferences, that is, preferences do not change over time. There are also works with an attempt to solve this problem in a continuous state space. A completely new theory has been put forward that allows predicting the movement of the underlying asset without using historical data, so this topic is very relevant.
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Lyailya Maratovna Mutaliyeva and Ulf Henning Richter
Bioenergy remains the largest branch of renewable energy, and microalgae are a promising object of research among other types of biomasses whose scale for energy purposes is…
Abstract
Bioenergy remains the largest branch of renewable energy, and microalgae are a promising object of research among other types of biomasses whose scale for energy purposes is increasing. On the other hand, the growth of global energy production and urbanization, which results in high rates of municipal waste and wastewater generation, requires the development of integrated technologies that allow waste to be disposed of as fully as possible. Sustainable investments in the production of energy by various technologies are one of the methods to solve this complex problem. In this chapter, we study the methods of microalgae utilization of nutrients from wastewater and by-product liquid waste of sustainable investments from microalgae by hydrothermal liquefaction (HTL) technology. Wastewater has a complex composition, and the treatment of nitrogen and phosphorus and other biogenic elements, as well as heavy metals, using biological objects is optimal and cost-effective. Also the water phase after HTL is a by-product that has limited energy value. Biofuel investments have higher growth rates and at the same time do not compete with the investments in fossil fuels. Biofuel investments' cost of seaweed fuel can be reduced through high-value-added related products, such as food and feed additives, and pharmaceutical and cosmetic products.