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Article
Publication date: 7 August 2007

Shueh‐Chin Ting, Cheng‐Nan Chen and Darrell E. Bartholomew

The purpose of this paper is, first, to provide a comprehensive discussion about entrepreneur opportunism's antecedents (uncertainty, information asymmetry, asset specificity and…

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Abstract

Purpose

The purpose of this paper is, first, to provide a comprehensive discussion about entrepreneur opportunism's antecedents (uncertainty, information asymmetry, asset specificity and relational exchange) and consequences (transaction cost, trust, commitment, performance, and cooperation) and, second, to construct a model by linking entrepreneurs' opportunism and its antecedents and consequences.

Design/methodology/approach

The paper tests the theoretical construction empirically. In total, 200 retailers of the computer industry in Taiwan participated in the investigation. The linear regression analysis is applied to the tests of the hypotheses.

Findings

The study finds that uncertainty and information asymmetry induce the generation of entrepreneurs' opportunism, while asset specificity and relational exchange can be used to lower entrepreneurs' opportunism. Entrepreneurs' opportunism incurs transaction costs and lowers trust, commitment, performance, and cooperation.

Research limitations/implications

Limitations associate with the model variables, the cooperative willingness of retailers, the empirical industry and country, and the explored relationships. However, the model provides a basis for further studying the antecedents and consequences of an entrepreneur's opportunism.

Practical implications

Insights derived from this study will provide managers with the appropriate strategies of relationship marketing to solve opportunism's problem in a channel relationship and attain better relationship outcomes.

Originality/value

This study integrates the antecedents and consequences of entrepreneurs' opportunism in one model. From a managerial perspective, the results of this study are of importance because they provide evidences for the causal relationships of entrepreneur's opportunism.

Details

Journal of Business & Industrial Marketing, vol. 22 no. 5
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 23 November 2017

Darrell Goudge, Megan C. Good, Michael R. Hyman and Grant Aguirre

The purpose of this paper is to develop, test, and validate a model in a specialty retail environment to assess the influence of a salesperson’s sales- or customer-orientation and…

900

Abstract

Purpose

The purpose of this paper is to develop, test, and validate a model in a specialty retail environment to assess the influence of a salesperson’s sales- or customer-orientation and customer characteristics related to buy/no-buy decisions.

Design/methodology/approach

Backward stepwise discriminant analysis was used to identify variables that most differentiated buyers from non-buyers. The discriminant model was estimated with survey data provided by a judgment sample of consumers asked to recall details about a recent in-store purchase experience (n=240). One significant discriminant function emerged. The model correctly classified 87.5 percent of buy/no-buy decisions by consumers in a separate validation sample (n=40).

Findings

Customers who believe a salesperson is sales oriented (i.e. only interested in closing) are more likely to make a no-buy decision even when retailer-related attributes – such as positive prior experience with the retailer, susceptibility to normative interpersonal influence, and positive attitude toward retailing – suggest otherwise. Surprisingly, neither customer orientation nor susceptibility to interpersonal informational influence relates significantly to making a buy/no-buy decision.

Practical implications

Specialty retailers should avoid a sales-outcome-based orientation. To add value in a competitive marketplace where buyers can avoid salespeople, the focus of a sales interaction should be on identifying customer needs and characteristics.

Originality/value

Adaptations of sales people’s personas and selling efforts – fostered by new managerial training practices – and the need for specialty retailers to adopt behavior-based control systems are suggested. In addition, sales or customer orientation typically is reported by the salesperson. Here, customers’ belief – which is more germane to modeling buy/no-buy decisions – designates the salesperson’s orientation.

Details

International Journal of Retail & Distribution Management, vol. 45 no. 12
Type: Research Article
ISSN: 0959-0552

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Article
Publication date: 23 February 2010

Michael K. Rich and Darrell Bartholomew

This paper aims to discuss the inequities in the financial infrastructure of Division II rural universities located throughout the USA and much of the Western world while seeking…

796

Abstract

Purpose

This paper aims to discuss the inequities in the financial infrastructure of Division II rural universities located throughout the USA and much of the Western world while seeking to offer possible solutions through on‐campus marketing enterprises.

Design/methodology/approach

The paper is a conceptual contribution based on the author's personal experiences as the executive director of an undergraduate research center combined with a literature study by the authors.

Findings

Depending on available resources in the immediate proximity of a given rural university, services can be offered, such as marketing research, that otherwise would not be available. The author's personal experiences have demonstrated that sufficient cash flow can be generated not only to compensate the student employees, but also to support all operating expenses of an established university marketing department.

Practical implications

If faculty members can be found who are willing to assume a leadership role, Division II universities can augment their operating funds through the development of undergraduate research organizations. This not only benefits financial situations, but also offers students real‐life experiences directly related to their earned academic degree, thus enhancing their employment opportunities subsequent to graduation.

Originality/value

Sufficient opportunities exist in the rural marketplace for reasonably priced marketing research services that the demand can be generated once promotion and word‐of‐mouth have established the impact of the offered services. Commercial research firms have often avoided solicitation of rural clients based on their inability to pay commercial rates and the dearth of opportunities to sell services.

Details

Journal of Business & Industrial Marketing, vol. 25 no. 3
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 13 March 2018

Natasha Katuta Mwila and Mtendere Caroline Wemba

The purpose of this paper is to explore and articulate the profile of handicraft entrepreneurs operating in the Maboneng precinct of Johannesburg, South Africa.

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Abstract

Purpose

The purpose of this paper is to explore and articulate the profile of handicraft entrepreneurs operating in the Maboneng precinct of Johannesburg, South Africa.

Design/methodology/approach

This study is qualitative in nature – implementing a phenomenology through which cases of four handicraft entrepreneurs are developed.

Findings

Handicraft entrepreneurs in Maboneng possess a spiritually motivated profile that does not allow them to be neatly characterised in the profiles of the literature.

Originality/value

This study contributes to addressing the dearth of knowledge in the literature on the profile of entrepreneurs in Africa. It provides insights on the spiritual motivation of artisanal entrepreneurs in particular who represent a part of the largest proportion of African small-scale entrepreneurial activity.

Details

World Journal of Entrepreneurship, Management and Sustainable Development, vol. 14 no. 2
Type: Research Article
ISSN: 2042-5961

Keywords

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Article
Publication date: 1 May 1936

THE June conference at Margate is so near that we must needs be pre‐occupied with it at the moment although two months ago we were able to give an anticipatory description of the…

29

Abstract

THE June conference at Margate is so near that we must needs be pre‐occupied with it at the moment although two months ago we were able to give an anticipatory description of the programme. The protracted and cold winter, culminating in the most “perishing” April of the century, possibly of any century since the Great Ice Age, seems on the threshold of May to have dissolved at last in warmer weather. Margate is a lady in the sun, but perhaps something else under cloud, and wise people take warm clothes when they visit her. We hope, however, that they will not be necessary and that for some hundreds of our readers Margate air will be an invigorating experience.

Details

New Library World, vol. 38 no. 10
Type: Research Article
ISSN: 0307-4803

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Article
Publication date: 23 February 2010

377

Abstract

Details

Journal of Business & Industrial Marketing, vol. 25 no. 3
Type: Research Article
ISSN: 0885-8624

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