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The purpose of this study is to explore brand customer erosion at both the category and brand levels while considering consumer socio-demographic characteristics and weight of purchase factors.

Data from 3,563 buyers encompassing 20,601 purchases were collected from a prominent household data panel.

Brand customer erosion varies depending on socio-demographic factors (householder age, family size, life cycle and social class) and weight of purchase; variations are evident depending on the specific brand.

The paper makes a substantial contribution to the established fields of marketing and consumer behavior literature by opening a new line of research. It does so by demonstrating, the impact of socio-demographic factors on customer erosion. Simultaneously, it presents results that contradict the limited existing research on the influence of weight of purchase on brand customer erosion.

This research enables the authors to highlight the importance of proper pricing for retailers. The purpose of this paper is to demonstrate the importance of demand-based pricing, providing empirical results that reveal the validity of this pricing philosophy in the sport retailing industry. In particular, this study has identified the limits of acceptable prices for the products studied, selected the most appropriate method for pricing products suffering from high competition and compared the impact produced on price perceptions according to different retail environments to be able to relate changes in the acceptable prices ranges according to the geographical location of each point of sale, differentiating between rural or urban environment and type of client.

The authors have carried out surveys of 350 customers in each of the three points of sale analysed. Therefore, there are a total of 1,050 interviewees, for the three products analysed. The direct method of acceptable prices setting is developed. In addition, ANOVA and t-test have been carried out to find differences between the three shops.

One main finding is that the acceptable price range is not unique. Each point of sale has one that is distinct because it depends on many factors: the competition, the economic capacity of the closest residents, the location of the point of sale or the ability to attract customers.

The foremost contribution of this paper is to demonstrate empirically how considering the local demand at setting prices would generate larger earnings, even for a small retail chain. The direct method of setting acceptable prices enables us to set the prices according to the demand. The best option is if these prices are above the costs. It can be noted that the prices should be set according to each shop, and a different price used in each point of sale to maximise profits and to adapt to what the typical customer of each shop is willing to pay, despite the products being the same and the points of sale belonging to the same retail chain.

Esta investigación nos permite resaltar la importancia de una fijación de precios adecuada para los minoristas. El objetivo principal de esta investigación es demostrar la importancia de la fijación de precios basada en la demanda, proporcionando resultados empíricos que revelan la validez de esta filosofía de fijación de precios en el sector minorista de productos deportivos. En particular, en este estudio se han identificado los intervalos de precios aceptables para los productos estudiados; se ha seleccionado el método más apropiado para la fijación de precios de productos que sufren alta competencia; y se ha comparado el impacto en las percepciones de precios según el entorno detallista y se han encontrado cambios en los intervalos aceptables de precios en función de la localización geográfica del punto de venta, diferenciando entre entorno rural y urbano, y el tipo de cliente.

Los autores han realizado encuestas a 350 clientes en cada uno de los 3 puntos de venta analizados. Por lo tanto, hay un total de 1050 entrevistados, para los 3 productos analizados. Se desarrolla el método directo de fijación de precios aceptables. Además, se han realizado pruebas ANOVAs y T para encontrar diferencias entre las 3 tiendas.

Un hallazgo principal es que el intervalo de precios aceptable no es único. Cada punto de venta tiene uno distinto porque depende de muchos factores: la competencia, la capacidad económica de los residentes más cercanos, la ubicación del punto de venta o la capacidad de atraer clientes.

La principal contribución de este artículo es demostrar empíricamente cómo considerar la demanda local al establecer precios generaría mayores ganancias, incluso para una pequeña cadena minorista. El método directo de establecer precios aceptables nos permite establecer los precios de acuerdo con la demanda. La mejor opción es si estos precios están por encima de los costos. Se puede observar que los precios deben establecerse de acuerdo con cada tienda, y se debe usar un precio diferente en cada punto de venta para maximizar los beneficios y adaptarse a lo que el cliente típico de cada tienda está dispuesto a pagar. A pesar de que los productos son los mismos y los puntos de venta pertenecientes a la misma cadena minorista.

Taking into account the increasing prices of attending concerts and gigs and the decreasing prices and better sound quality of CDs and music in file‐computer format, is the future of music events threatened by music CDs? Are clients' perceptions about concerts and CDs very different? This study aims to answer these research questions by comparing important perceptions of concert attendees and CD buyers.

An empirical study is conducted in two different contexts: CD buyers and concert attendees. In order to answer the research questions outlined the most appropriate statistical tool is the student's t‐test. The variables to compare do not have normal distributions; therefore, non‐parametric tests have been conducted to confirm the results. In addition, a discriminant analysis has been applied in order to assure that both consumers sub‐samples differ with regard to the variables used in the study.

The future of music events is not threatened at all by music CDs. On one hand, the concert industry has been increasingly making more profits in many countries in last decade. On the other hand, consumer satisfaction, price fairness perception, willingness to pay, customer value, and product/service quality are significantly more highly ranked in concert attendees than in CD buyers. The statistical analyses show clients' perceptions about concerts and CDs are very different. All the variables analysed except image have been significantly different in both sub‐samples of consumers.

This paper examines customer perceptions of two of the most important sectors in the music industry: concerts and CDs, using variables that directly measure these perceptions. It is crucial for music managers to understand motives and feelings of music consumers of these basic sectors in order to make appropriate decisions.

This work proposes to test the C‐40 deontological code of collective orientation specifically for franchise associations. The literature review revealed a lack of studies about this type of codes.

This code adopts a semi‐normative approach in trying to standardize what form a deontological code of a franchise association should take. The study has been developed from an international perspective, making easier its spread and generalization. Furthermore, a novel methodology in this area has been applied to test the code: “The Experton Theory”.

As a consequence, from the review of ethical and deontological codes from franchise associations of 46 countries, some associations' statutes and the laws about franchising in some countries, 29 topics were identified. Additionally, 11 more have been added to these contents, making 40 items which conform with what should be integrated into whatever franchising deontological code.

The main limitations of this work refer to the proposition and validation of some questions included in the C‐40 code. Specifically, some of them show opinion divergences of the experts' answers over 25 percent.

The proposed code might be used as a background for franchise associations at an international level. It encourages the increase of ethical and business contents in the existing codes and, therefore, the improvement of the relationships among franchisers, franchisees and the rest of the stakeholders.

This study is focused on a scarcely treated topic in the literature: deontological codes in franchising. In addition, it has been developed from an international perspective, making its spread and generalization easier.

The aim of this study is to analyze the antecedents of word-of-mouth (WOM) in a social networking sites (SNS) context, based on social identification theory and uses and gratification theory. This general objective can be divided into two sub-objectives. First, to measure the relationship between social identity, altruism and perceived encouragement as antecedents of WOM in SNS. Second, to study the existence of SNS-user segments which have differentiated behaviors according to the proposed model.

Partial least squares (PLS) has been used to analyze both validity and reliability of the measurement scales and the estimation of the structural model. Next, the heterogeneity of SNS-users has been analyzed using the finite mixture segmentation FIMIX-PLS. Furthermore, a multi-group analysis (MGA-PLS) has been used to analyze the differences between the behaviors of the resulting segments.

The main conclusion of this study is that social identity and perceived encouragement are worthy predictors of WOM. Additionally, there is a strong relationship between social identity and perceived encouragement. Another significant consequence is the existence of a large quantity of unobserved heterogeneity. Unsociable users, habitual users and obligated users show different behaviors regarding the relationships between the variables of the proposed model.

The results indicate that in general WOM communications transmitted by SNS-users are not motivated by altruism or by their willingness to help others. In addition, social identity and perceived encouragement are good predictors of WOM. Another originality of this research is that considering only one general model hides a large amount of unobserved heterogeneity: different segments of users showed diverse behaviors regarding the model’s variables.

The purpose of this study is to explore the role of visual aesthetics as a key in generating satisfaction in student information system (SIS) users and to discover relationships to other antecedents. This work has also studied how gender discriminates those relationships.

DeLone and McLean’s model of information systems success, visual aesthetic and gender socialisation theory are used as a theoretical framework for the study. An explanatory model was proposed based on the previous literature, and then this model was validated using a sample of undergraduate students. Partial Least Squares was chosen as the approach to conduct the statistical analysis.

First, the findings show that the variance explained by the proposed model in user satisfaction of SIS is 67 per cent. Second, visual aesthetics has a significant direct effect on user satisfaction of SIS, but the indirect effect is much higher, through its relationship to system quality and information quality. Third, the results indicate that there are significant differences between men and women in the direct relationship between visual aesthetics and user satisfaction of SIS, and this relationship being much more intense in the case of women.

The study highlights the role of visual aesthetics as a variable that explains user satisfaction in information systems; this fact emphasises on the importance of taking into account aesthetics when designing information systems. In addition, the findings support the existence of a novel relationship between visual aesthetics and information quality. Finally, new evidence on gender differences concerning user satisfaction in information systems is presented; this result indicates in the opposite direction to recent studies that imply a certain homogenisation of gender in relation to the perceptions associated with the technologies of the information.

The objective of this paper is to improve the knowledge about ethical content of franchising associations at a worldwide level.

To do this, the authors compared the content of 46 deontological codes of franchising associations from five continents to the standards established in the so‐called C‐40 or model of franchising deontological codes.

Results show that, in general, ethical content included in deontological codes of franchising associations is not very large, requiring progress in improving its structure and content. In any case, according to the contents of their deontological codes, there are two groups of franchising associations worldwide. On the one hand, those taking the archetype of the European Franchise Federation code (30 associations), which show a greater number of ethical issues and have a better structured code than the other group that do not follow the European code (16 associations).

Although currently the majority of franchisees and franchisors associations' have or are in the process of developing a deontological code, there is little knowledge about “how a good code should be”, “what is the content it must include to perform properly” and if “existing codes of franchise associations are appropriated”. The answer to these questions, given the existing gap in the literature, is the value of this work.

A great number of people use mobile social networks (MSNs) to communicate, entertain, learn, search and get advice. Growth and survival of any community depends on the activities of its members in sharing information and knowledge. The purpose of this study is to assess the influential factors on knowledge sharing behavior in MSNs in different perspectives in a comprehensive manner.

A model of factors affecting knowledge sharing behavior in MSNs is proposed by applying the structural equation modeling and path analysis to data collected from a sample of users of a well-known MSN through a questionnaire.

This study supports the contributive aspects of trust and enjoying participation in sharing knowledge, while there is no significant correlation between perceived ease of use and knowledge sharing behavior in MSNs. Furthermore, intention to share knowledge can lead to actual behavior in MSNs environments.

The results obtained here provide a grasp of factors that influence knowledge sharing in mobile communities which would promote enhanced contribution towards their online communities by MSNs administrators.

A four-dimensional comprehensive model consisting of social, psychological, cultural and technological perspectives in one package is proposed here for knowledge sharing behavior in MSNs. Such a comprehensive perspective is overlooked in the existing literature.

Seeks to effect a comparison of the pricing strategies followed by hypermarkets, compared with those that discount stores carry out.

Data were collected from the direct observation of the supermarket shelves of nine frequent purchase product categories in several hypermarkets and discount stores. Diverse statistical analyses were applied to these picked up data, such as mean comparisons, ANOVA and correspondence analysis.

The article concludes that the hypermarkets tend to have higher mean prices, and use promotional tools more profusely than the discount stores.

For future research, it would be very important to examine consumer price evaluations based on a theoretical approach in the same formats, and in this way consumer reactions to price changes could be understood. Also, examining the cross‐country differences in retail stores may be quite interesting.

Relationships between hypermarkets and hi‐lo pricing, plus discount stores and EDLP pricing, have been found. Therefore, retail managers of both formats have to know all about these pricing strategies. In this way, the managers of these firms would know the kind of customers that can be attracted and the signals and image that can be projected in the market.

This paper directly compares the pricing and promotional activities of hypermarkets versus discount stores. Researching into whether price and promotional differences exist between the two format retailers will help consumers and managers to know the true price level of each format.

The main aim of this work is to explore the mechanisms that promote the transmission and reception of online opinions (electronic word-of-mouth (eWOM) and referrals) by travel services buyers in the context of social networks services (SNS).

The research examines two areas of study: social identification theory and word-of-mouth communication in the virtual environment (eWOM). Based on these theories an explicative model has been proposed applying structural equation modeling (SEM) analysis to a sample of SNS users buying travel services. Partial least squares was chosen as a method to conduct an SEM analysis.

First, the results support the central role of social identification in SNS communication. Second, the results show that SNS users give greater importance to the transmission of communication than to its reception. This fact supports the idea that SNS is used more as a tool for highlighting and maintaining social status than as a channel for information.

The study highlights the role of social identification as the core element which drives SNS. It then analyses the development of eWOM communication in the new context provided by SNS. In addition eWOM communication is studied from two perspectives: from the standpoint of the communicator, but also the receiver. Finally, it seems appropriate to differentiate between virtual communities discussing tourism (e.g. www.TripAdvisor.com) and the SNS (e.g. www.facebook.com, www.twitter.com). While the former seems to be a growing source of information, the latter acts rather more in a social context.