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Article
Publication date: 6 May 2014

Gerard Paul Prendergast, Sze Sze Li and Connie Li

The purpose of this study was to assess the utility of the homophily theory and the related concept of source similarity which predict that a male salesperson is more effective in…

3381

Abstract

Purpose

The purpose of this study was to assess the utility of the homophily theory and the related concept of source similarity which predict that a male salesperson is more effective in serving male customers, and a female is more effective with females. For products designed to enhance female attractiveness, however, Darwinian theories of reproduction suggest that a male may be more effective than a female in dealing with female customers. This study of Hong Kong consumers examined the possibility and, in doing so, challenged the assumed utility of homophily in selling cosmetics.

Design/methodology/approach

Two studies were conducted. The first was an experiment where female subjects were asked to report their responses to female and male salespersons selling cosmetics. The second study was a phenomenological study exploring the responses of female customers who had encountered male salespeople in cosmetics shops.

Findings

The experiment found that a male salesperson tended to induce significantly stronger purchase intention than a female, and that salesperson credibility (specifically, trustworthiness and attractiveness) plays a significant role in mediating the impact of salesperson gender on purchase intention. The follow-up phenomenological study of female customers who had encountered male salespeople in cosmetics shops supported the experimental findings and offered additional support for their evolutionary basis.

Research limitations/implications

Darwinian theories of reproduction and source credibility together offer a more complete explanation for the effectiveness of salespeople in the gender-sensitive cosmetics market. However, the experiment involved creating fictitious salespeople matched for trust, expertise and attractiveness. The artificiality of the treatments was necessary to construct a controlled scenario to uphold internal validity, but it may limit the generalizability of the results.

Practical implications

To encourage a positive consumer response, retailers need to consider salesperson gender and training. In some specific contexts (such as the selling of products designed to enhance female attractiveness), male salespeople ought to be used ahead of female salespeople, and those male salespeople need to have high credibility to be effective. However, as such, salesmen may not be seen as more expert than saleswomen; expertise needs to be an area of focus in terms of salesperson training.

Originality/value

The results of previous research testing homophily theory suggest that a salesperson of the same gender as the customer ought to induce stronger purchase intentions. This study has shown that for the selling of appearance-related products, gender heterophily may be more effective than homophily. Darwinian interpretations of intrasexual rivalry and courtship might help explain why males sell cosmetics more effectively.

Details

Journal of Consumer Marketing, vol. 31 no. 3
Type: Research Article
ISSN: 0736-3761

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Article
Publication date: 4 December 2024

Suk Ha Grace Chan, Binglin Martin Tang, Zhiwei (CJ) Lin and Kang Ying Connie Gao

Despite the growing interest in micro-celebrities in destination marketing, their role in transferring cognitive, emotional and behavioral outcomes to destination psychological…

38

Abstract

Purpose

Despite the growing interest in micro-celebrities in destination marketing, their role in transferring cognitive, emotional and behavioral outcomes to destination psychological ownership (DPO) is underexplored. This study aims to address this void by investigating how the perceived characteristics of micro-celebrities influence travel intentions through interactive engagement, perceived information quality and DPO. It highlights three pathways for fostering DPO.

Design/methodology/approach

A survey-based design was developed with 302 samples collected and analyzed using partial least squares structural equation modeling and artificial neural network to examine the hypothesized model.

Findings

Findings reveal that the expertise and attractiveness of micro-celebrities enhance their perceived personal trustworthiness. This perception encourages social media users to view travel information from micro-celebrities as higher quality and to engage more with them, leading to DPO. Consequently, when social media users experience this psychological ownership, they show a stronger intention to travel to the destination, influenced partly by micro-celebrity marketing.

Originality/value

This study provides a psychological–developmental perspective on micro-celebrity marketing-induced travels. It underscores the importance of fostering micro-celebrity-induced DPO to establish a sustained, mutually beneficial relationship between tourists and destinations.

研究目的

尽管微名人在目的地营销中的作用已引起学术界的关注, 但他们在传递认知、情感和行为结果至目的地心理所有权中的作用尚未得到充分探索。本研究通过调查微名人的感知特征如何通过互动参与、感知信息质量及目的地心理所有权影响旅行意图, 填补了这一研究空白。此外, 本研究还强调了促进目的地心理所有权的三条途径。

研究方法

本研究采用基于调查的设计, 收集并分析了302个样本, 并使用偏最小二乘结构方程模型(PLS-SEM)和人工神经网络(ANN)对假设模型进行了检验。

研究结果

研究结果表明, 微名人的专业知识和吸引力增强了其感知个人可信度。这一感知促使社交媒体用户将微名人分享的旅行信息视为更高质量的信息, 并与他们进行更频繁的互动, 从而促进了目的地心理所有权的形成。由此, 当社交媒体用户体验到这种心理所有权时, 他们表现出更强烈的旅行意图, 这在一定程度上受到微名人营销的影响。

独创性

本研究从心理发展的角度探讨了微名人营销引发的旅行意图, 强调了通过微名人激发目的地心理所有权的重要性, 以建立游客与目的地之间持续且互利的关系。

Objetivo

A pesar del creciente interés por las micro-celebridades en el marketing de destinos, su papel en la transferencia de resultados cognitivos, afectivos y conductuales a la apropiación psicológica del destino (DPO) está poco explorado. Esta investigación aborda esta laguna de investigación analizando cómo las características percibidas de las micro-celebridades influyen en las intenciones de viaje a través del compromiso interactivo, la calidad de la información percibida y la DPO. Se destacan tres vías para fomentar la DPO.

Metodología

Se desarrolló un diseño basado en encuestas, recogiéndose y analizándose 302 observaciones. Se utilizó modelización de ecuaciones estructurales por mínimos cuadrados parciales y redes neuronales artificiales para analizar el modelo propuesto.

Conclusiones

Los resultados revelan que la experiencia y el atractivo de las micro-celebridades mejoran su credibilidad personal percibida. Esta percepción anima a los usuarios de redes sociales a considerar la información sobre viajes proporcionada por las micro-celebridades como de mayor calidad y a interactuar más con ellas, lo que conduce a la formación de la apropiación psicológica del destino. Como resultado, cuando los usuarios de redes sociales experimentan esta apropiación psicológica, muestran una mayor intención de viajar al destino, influenciados en parte por el marketing de micro-celebridades.

Originalidad/valor

Este estudio aporta una perspectiva de desarrollo psicológico sobre los viajes inducidos por el marketing de micro-celebridades. Subraya la importancia de fomentar la propiedad psicológica del destino inducida por micro-celebridades para establecer relaciones sostenidas y mutuamente beneficiosas entre los turistas y los destinos.

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Publication date: 1 February 2024

Seden Doğan and İlayda Zeynep Niyet

Artificial Intelligence (AI) has revolutionised the tourism industry, offering personalised experiences and streamlining operations. AI provides customised recommendations for…

Abstract

Artificial Intelligence (AI) has revolutionised the tourism industry, offering personalised experiences and streamlining operations. AI provides customised recommendations for travellers through data analysis and machine learning, making their journeys more meaningful. It has also improved efficiency through automated processes, chatbots and enhanced security measures. AI's ability to analyse large volumes of data enables tourism organisations to make data-driven decisions and target their marketing strategies effectively. One of the most notable contributions of AI in tourism is its ability to offer personalised recommendations. By analysing vast travel history, preferences and online behaviour, AI systems can provide tailored suggestions for destinations, accommodations, activities and dining options. This level of customisation enhances the overall travel experience, making it more relevant and satisfying for individual travellers. AI has also greatly improved operational efficiency within the tourism sector. Chatbots, powered by natural language processing, are increasingly being deployed by hotels, airlines and travel agencies to provide instant customer support and assistance. These chatbots can answer queries, offer recommendations and handle booking processes, reducing waiting times and enhancing customer satisfaction. In addition, facial recognition technology allows for quick and accurate identity verification at airports, hotels and other travel-related facilities. This improves security and provides travellers with a seamless and efficient experience. As technology advances, we expect AI to play a more prominent role in augmented reality, voice recognition and virtual assistants, further enhancing the travel experience and facilitating seamless interactions. In conclusion, AI has transformed the tourism industry by providing personalised recommendations, improving operational efficiency, enhancing security measures and enabling data-driven destination management.

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Article
Publication date: 27 November 2007

Connie Heng, Cao Yanping, Rupert Li and Yang TieCheng

The purpose of this paper is to explain the legal framework of both Hong Kong and the People's Republic of China (PRC) that governs the issuance of Renminbi bonds in Hong Kong.

350

Abstract

Purpose

The purpose of this paper is to explain the legal framework of both Hong Kong and the People's Republic of China (PRC) that governs the issuance of Renminbi bonds in Hong Kong.

Design/methodology/approach

The paper explains the background; outlines key requirements under PRC laws, including eligibility requirements, application procedures in China, timing and reporting, and remittance and payment procedures; and looks at key issues arising from the regulatory regime of Hong Kong.

Findings

The paper finds that, given the relatively low interest rate for Renminbi deposits in Hong Kong, Hong Kong, investors have generally welcome the inaugural issues of Renminbi bonds by the China Development Bank and the Export‐Import Bank of China.

Originality/value

The paper provides practical guidance from experienced Hong Kong and China securities lawyers.

Details

Journal of Investment Compliance, vol. 8 no. 4
Type: Research Article
ISSN: 1528-5812

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Article
Publication date: 24 July 2024

Aisel Akhmedova, Jennifer Sutcliffe, Christine Greenhow, Marisa H. Fisher and Connie Sung

Social media have been associated with social benefits and enhanced psychological well-being among non-disabled individuals; the purpose of this study is to examine whether social…

468

Abstract

Purpose

Social media have been associated with social benefits and enhanced psychological well-being among non-disabled individuals; the purpose of this study is to examine whether social media may have similar benefits for young neurodivergent adults with autism, anxiety, or attention-deficit and hyperactivity disorder who may experience communication differences. To the best of the authors’ knowledge, this first-of-its kind study explores the nature of social media use and related psychological well-being among neurodivergent college undergraduates.

Design/methodology/approach

This qualitative study is part of a larger effort. The authors surveyed undergraduates with and without disabilities at U.S. higher education institutions on their social media use and psychological well-being. A total of 131 students responded, including 24 neurodivergent individuals, the results of which are reported elsewhere. Participants were 18–25 years old, of varied genders and racial/ethnic backgrounds; for neurodivergent adults, questions focused on social challenges. From the survey, a sample of five neurodivergent individuals was drawn for this small-scale, exploratory interview study.

Findings

This paper reports descriptive statistics from survey results to contextualize analysis of students’ social media use (e.g. purposes, practices, benefits and harms). Students used mainly Instagram, TikTok and YouTube to promote well-being primarily through engaging positive relationships and positive emotions. Students reported several benefits of using social media to develop their disability identity and few harms.

Originality/value

Understanding the impact of social media use on undergraduates with disabilities could help us not only improve services as teachers, counselors and other helping professionals who support young adults to leverage their everyday technologies-in-use but also address digital equity issues.

Details

Information and Learning Sciences, vol. 125 no. 10
Type: Research Article
ISSN: 2398-5348

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Publication date: 1 June 2021

Carol Huang and Connie Chuyun Hu

The study examines how the tourism concept developed amongst Chinese students in the United States from 1905 to current juncture. Through the contrasting views presented in two…

Abstract

The study examines how the tourism concept developed amongst Chinese students in the United States from 1905 to current juncture. Through the contrasting views presented in two landmark mega-reviews of Chinese students in the United States and France, the authors concluded that tourism enhances understanding of the host countries resulting in more comprehensive and overall success of Study Abroad Program. After the reopening, China encouraged touring the host country but with extreme financial constraints in the beginning. Tourism of Chinese students became popular and fashionable only in late 1990s with China’s economic prosperity and policy changes to open tourism to foreign countries. As tension with China grew during the COVID pandemic, Chinese students in the United States were used by the Trump Administration as a lever in trade and diplomatic negotiation, and touring became wishful.

Details

Global Perspectives on Recruiting International Students: Challenges and Opportunities
Type: Book
ISBN: 978-1-83982-518-7

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Article
Publication date: 1 February 1974

Frances Neel Cheney

Communications regarding this column should be addressed to Mrs. Cheney, Peabody Library School, Nashville, Term. 37203. Mrs. Cheney does not sell the books listed here. They are…

411

Abstract

Communications regarding this column should be addressed to Mrs. Cheney, Peabody Library School, Nashville, Term. 37203. Mrs. Cheney does not sell the books listed here. They are available through normal trade sources. Mrs. Cheney, being a member of the editorial board of Pierian Press, will not review Pierian Press reference books in this column. Descriptions of Pierian Press reference books will be included elsewhere in this publication.

Details

Reference Services Review, vol. 2 no. 2
Type: Research Article
ISSN: 0090-7324

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Article
Publication date: 28 November 2023

Kevin Kam Fung So, Hyunsu Kim, Stephanie Q Liu, Xiang Fang and Jochen Wirtz

Although humanoid robots are increasingly adopted in many business settings, the dynamic effects of anthropomorphism and the functional perceptions of service robots on consumers’…

2080

Abstract

Purpose

Although humanoid robots are increasingly adopted in many business settings, the dynamic effects of anthropomorphism and the functional perceptions of service robots on consumers’ responses remain unclear. This paper aims to examine the impacts of robot anthropomorphism on consumers’ trust, receptivity and the downstream effect on satisfaction. Furthermore, it examines the mediating effects of perceived ease of use (PEOU) and perceived usefulness (PU) in the relationship between anthropomorphism and consumer responses.

Design/methodology/approach

After conducting two separate pilot studies to help design the research materials, this research involves three sequential studies. In studies 1A and 1B, the authors used two distinct humanoid robots (i.e. Connie and Pepper) to test the direct effects of anthropomorphism on trust and receptivity and the mediated effects via PEOU and PU. Study 2 conducted a 2 (robot appearance: machine-like vs. human-like) × 2 (task complexity: low vs. high) between-subjects experimental design to further explore the boundary effects of task complexity on trust and customer satisfaction.

Findings

This research theorizes and empirically examines the mediating effects of PEOU and PU in the relationship between anthropomorphism and consumers’ responses (i.e. trust and receptivity) to service robots. Results also demonstrate a moderating role of task complexity, whereby only when the task was complex did anthropomorphism affect consumer responses and customer satisfaction. The parallel mediations of PEOU and PU were also confirmed. However, when task complexity was low, the authors observed no differences between human- and machine-like robots.

Research limitations/implications

First, this research used a scenario-based method by exposing participants to different pictures or videos of service robots and measuring individuals’ responses. Consumers may respond differently upon interacting with robots in actual service contexts. Second, future research could investigate the effects of other aspects of anthropomorphism, such as robots’ voice characteristics (gender, high/low pitch), verbal communication styles and emotional expression. Finally, future research could explore other service contexts to test the generalizability of the findings.

Practical implications

Findings of this study also provide useful insight for companies interested in adopting service robots. First, the authors unearthed several positive outcomes of using human-like versus machine-like robots in service settings. Despite concerns about the perceived creepiness and discomfort associated with human-like robots, managers should not worry about these service agents’ potential negative effects. Second, it shows that human-like robots’ competitive advantage over machine-like robots stands out when task complexity is high. Managers should therefore carefully consider relevant service characteristics and task requirements when deciding whether to adopt robots.

Originality/value

This study provides original and valuable contributions to the growing literature on service robots by addressing scholarly incongruencies regarding the impact of anthropomorphism and disentangling its positive influence on consumers’ perceptions and acceptance of service robots. This study also contributes to research on technology acceptance and service robot receptivity by empirically demonstrating the mediating role of PEOU and PU. Furthermore, this research enriches the body of knowledge on task-technology fit by providing evidence that task complexity is a crucial factor to consider in service robot design.

Details

European Journal of Marketing, vol. 58 no. 1
Type: Research Article
ISSN: 0309-0566

Keywords

Available. Open Access. Open Access
Article
Publication date: 10 May 2022

Rosanna Leung

This study investigates human behavior, specifically attitude and anxiety, toward humanoid service robots in a hotel business environment.

2031

Abstract

Purpose

This study investigates human behavior, specifically attitude and anxiety, toward humanoid service robots in a hotel business environment.

Design/methodology/approach

The researcher adopted direct observations and interviews to complete the study. Visitors of Henn-na Hotel were observed and their spatial distance from the robots, along with verbal and non-verbal behavior, was recorded. The researcher then invited the observed hotel guests to participate in a short interview.

Findings

Most visitors showed a positive attitude towards the robot. More than half of the visitors offered compliments when they first saw the robot receptionists although they hesitated and maintained a distance from them. Hotel guests were also disappointed with the low human–robot interaction (HRI). As the role of robots in hotels currently remains at the presentation level, a comprehensive assessment of their interactive ability is lacking.

Research limitations/implications

This study contributes to the HRI theory by confirming that people may treat robots as human strangers when they first see them. When a robot's face is more realistic, people expect it to behave like an actual human being. However, as the sample size of this study was small and all visitors were Asian, the researcher cannot generalize the results to the wider population.

Practical implications

Current robot receptionist has limited interaction ability. Hotel practitioners could learn about hotel guests' behavior and expectation towards android robots to enhance satisfaction and reduce disappointment.

Originality/value

Prior robot research has used questionnaires to investigate perceptions and usage intention, but this study collected on-site data and directly observed people's attitude toward robot staff in an actual business environment.

Details

International Hospitality Review, vol. 38 no. 1
Type: Research Article
ISSN: 2516-8142

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Article
Publication date: 1 March 1997

Connie Rae Bateman, Neil C. Herndon and John P. Fraedrich

This paper represents a discussion of transfer pricing (TP). Key factors are identified and propositions developed from tax accounting and other perspectives. Stages of the TP…

548

Abstract

This paper represents a discussion of transfer pricing (TP). Key factors are identified and propositions developed from tax accounting and other perspectives. Stages of the TP decision process are identified along with the critical factors directly affecting sales and a TP audit. Propositions are derived which show relationships among these variables and tax rates, competition, and TP methodologies. Finally, academic research implications are suggested.

Details

International Journal of Commerce and Management, vol. 7 no. 3/4
Type: Research Article
ISSN: 1056-9219

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