Maria Sääksjärvi, Tripat Gill and Erik Jan Hultink
The purpose of this paper is to focus on the potentially positive role of rumors in generating curiosity about new products, and further shows how this prior knowledge through…
Abstract
Purpose
The purpose of this paper is to focus on the potentially positive role of rumors in generating curiosity about new products, and further shows how this prior knowledge through rumors affects consumer responses to subsequent official preannouncements about these products.
Design/methodology/approach
Building on the seminal work by Rogers (2003) on the innovation-adoption process, the authors examine how two factors – product newness (incremental vs radical) and rumor ambiguity (ambiguous vs unambiguous) shape consumer interest (curiosity) toward new products.
Findings
Study 1 experimentally tests the assumption that incremental and radical new products may benefit from different types of rumors, and shows that radical new products benefit more from ambiguous rumors as compared to incremental new products in terms of increased curiosity toward the product. Study 2 links rumors to preannouncements, and shows that rumors set expectations that become confirmed or disconfirmed by preannouncements. The results show that the curiosity evoked by the rumor has a significant impact on purchase intentions toward the new product, especially when they are confirmed by the preannouncements about the same product.
Originality/value
There is scant research investigating how rumors may shape consumer expectations about new products despite the prevalence of rumors in the marketplace, and this research provides a first outlook on the positive role that rumors play in the marketplace.
Details
Keywords
Erik Jan Hultink, Kwaku Atuahene‐Gima and Iris Lebbink
Although several studies have suggested that the salesforce is a major contributing factor to new product success, few studies have focused on the role of sales managers and…
Abstract
Although several studies have suggested that the salesforce is a major contributing factor to new product success, few studies have focused on the role of sales managers and salespeople in new product launch, particularly with respect to its relation with performance in new product selling. This article decribes the results of an empirical investigation into the determinants of new product selling performance. The results show that product newness to the firm, market volatility, resource inadequacy and behavior reward are related inversely to new product selling performance, whereas feedback provided by the sales manager, new product complexity, salesforce new product selling experience and output reward are related positively to sales performance.
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Erik Jan Hultink and Susan Hart
Focuses on product advantage, a major contributing factor to new product performance, by examining the launch strategies associated with high and low levels of product advantage…
Abstract
Focuses on product advantage, a major contributing factor to new product performance, by examining the launch strategies associated with high and low levels of product advantage. Views a launch strategy as integrating protocol decisions, which have steered the course of a product’s development with the tactical marketing mix decisions. Data confirm all associations between key elements of new product protocol and product advantage. Growth‐related objectives guide the development of new products with high advantage, while the speedy development and early timing of the projects, the focus on growth markets, and the use of a niche targeting strategy are the hallmarks of products with high advantage. Contends that companies offering the world a better mousetrap do not believe the myth that a path to its door will be beaten; the better mousetrap requires and receives a different launch treatment from more pedestrian competitors.
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This study aims to summarize the trend and overall aspect of Circular Economy (CE) in supply chain management research as a contribution of the previous research towards the CE…
Abstract
Purpose
This study aims to summarize the trend and overall aspect of Circular Economy (CE) in supply chain management research as a contribution of the previous research towards the CE concept narrowed in perspective, without presenting a specific application. Further, it is explored to identify the research hotspot, knowledge base, topic, landmark and pivot point in this research.
Design/methodology/approach
The scientometric mapping of CE in supply chain research papers is analyzed using VOSviewer and CiteSpace software to cover the broader field spectrum and overcome a manual review. The Research papers are extracted from the Web of Science core collection comprising keywords “Circular Economy*” and “Supply Chain*”. A number of 1,092 papers are selected from the reputed journals over 20 years (2001–2021) for review.
Findings
The co-operation visualization network analysis initially identifies the descriptive analysis of overall publications, leading authors, countries, institutions and journal sources. The co-occurrences of keywords present the research hotspot. Moreover, the co-citation cluster analysis identifies knowledge base, research topic, landmark and pivot point. Industry 4.0 integrated supply chain, their driver, barrier, challenges and risks need further investigation.
Research limitations/implications
The findings are based on networks visualization analysis principles, which indicate connection, quality and impact of academic works that might be open to accusations. The methodology chosen for the research and findings interpretations are based on researchers' perceptive limitations and subjective judgment.
Originality/value
This review paper covers a diverse view to attain sustainable development goals due to considerable attention from researchers, practitioners and policymakers. Also is expected to set the future direction of the CE in the supply chain research.