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Article
Publication date: 1 August 2001

Nancy Jo Black, Andy Lockett, Heidi Winklhofer and Christine Ennew

Examines the case of the consumer adoption of Internet financial services, which may be viewed as an innovation in service delivery. The qualitative study employed Rogers’ model…

7588

Abstract

Examines the case of the consumer adoption of Internet financial services, which may be viewed as an innovation in service delivery. The qualitative study employed Rogers’ model of perceived innovation attributes is augmented by Bauer’s concept of perceived risk. The perceived innovation attributes were found to be important determinants of consumers’ adoption decisions. However, two additional dimensions were found to influence people’s adoption decisions, highlighting the complexity of the adoption decision for Internet financial services.

Details

International Journal of Retail & Distribution Management, vol. 29 no. 8
Type: Research Article
ISSN: 0959-0552

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Article
Publication date: 1 February 2008

Roderick J. Brodie, Nicole E. Coviello and Heidi Winklhofer

The objective of the Contemporary Marketing Practices (CMP) research program is to develop an understanding of how firms relate to their markets in a manner that integrates both…

4518

Abstract

Purpose

The objective of the Contemporary Marketing Practices (CMP) research program is to develop an understanding of how firms relate to their markets in a manner that integrates both traditional and more modern views of marketing, and incorporates an understanding of both the antecedents and consequences of different practices. This paper aims to review its first decade.

Design/methodology/approach

The paper adopts a theoretical approach. It reviews the history of CMP research and its outcomes. The assessment concludes with a discussion of the program's contribution to marketing knowledge and some issues and challenges for future research.

Findings

Now a decade old, the CMP research program has undertaken research in over 15 countries. The study finds that it has made a unique contribution to marketing knowledge by bridging the gap between theory and practice.

Originality/value

By adopting a multi‐paradigm philosophy and a multi‐method approach, a broad perspective has been achieved that integrates the traditional managerial view of marketing with relational and process arguments.

Details

Journal of Business & Industrial Marketing, vol. 23 no. 2
Type: Research Article
ISSN: 0885-8624

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Book part
Publication date: 27 November 2006

Heidi Winklhofer, Kathryn Houghton and Thomas Chesney

Despite the much publicised advantages of a website for SME exporters, the level of website sophistication, as well as the factors which inhibit or stimulate exporting SMEs to…

Abstract

Despite the much publicised advantages of a website for SME exporters, the level of website sophistication, as well as the factors which inhibit or stimulate exporting SMEs to develop their website beyond a basic level of sophistication, are still unknown. The literature is prone to discuss website establishment and development simultaneously, splitting firms into adopters and non-adopters, yet websites may be established and then neglected, or be continually developed. This paper introduces an instrument for measuring website sophistication within an export marketing context, and proposes and empirically tests a model that depicts factors impacting on perceived advantages of a website and website sophistication levels. The results identify export diversity and environmental pressure as key determinants of perceived advantage of a website which in turn is a good predictor of website sophistication. The firm internal resources, i.e. Information and Communication Technology (ICT) knowledge and time, in conjunction with entrepreneurship orientation also determine an SME exporter's website sophistication level.

Details

International Marketing Research
Type: Book
ISBN: 978-0-76231-369-3

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Article
Publication date: 1 July 2002

Nancy Jo Black, Andy Lockett, Christine Ennew, Heidi Winklhofer and Sally McKechnie

With channels of distribution changing rapidly and multi‐channeling becoming increasingly widespread, studies of consumers will need to focus not just on understanding product…

10860

Abstract

With channels of distribution changing rapidly and multi‐channeling becoming increasingly widespread, studies of consumers will need to focus not just on understanding product choice, but also on understanding the reasons for channel choice. Although the choice of individual channels and the adoption of new channels has been researched, there is little to suggest that we have a more general understanding of why consumers, although purchasing essentially similar products, use some channels rather than others. Using the example of financial services, where multi‐channeling has been the norm for some time, this paper reports on an exploratory study to identify those factors which influence channel choice. Based on the results of focus group discussions, the paper argues that channel choice in financial service can usefully be conceptualised as being determined by consumer, product channel and organisational characteristics, with product‐channel interactions and consumer‐channel interactions being particularly important.

Details

International Journal of Bank Marketing, vol. 20 no. 4
Type: Research Article
ISSN: 0265-2323

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Article
Publication date: 7 August 2007

Andrew Pressey, Nikolaos Tzokas and Heidi Winklhofer

Previous research has reported that the adoption of a strategic purchasing orientation (SPO) requires closer relationships with key suppliers and greater long‐term planning in…

4280

Abstract

Purpose

Previous research has reported that the adoption of a strategic purchasing orientation (SPO) requires closer relationships with key suppliers and greater long‐term planning in supply management. This paper aims to develop a generic framework for the evaluation of key supply relationships incorporating seven key categories and to empirically test these assumptions by comparing firms reporting high levels of strategic purchasing to those with low levels.

Design/methodology/approach

The data collection employed a mail survey sent to the senior manager responsible for purchasing in their organisation (n = 50).

Findings

The article finds that high SPO firms more closely scrutinise their supply relationships across a broad range of attributes, and, as well as perennially important issues such as quality and delivery, they emphasise “fit” between buyer and supplier (e.g. fit with the competitive strategy and organisational culture of the buying firm) as an important criterion in identifying failing relationships.

Research limitations/implications

The positioning of the current study as one of the first to address the evaluation of suppliers under strategic purchasing adoption calls for further replication.

Practical implications

The results of this study afford suppliers an understanding of the criteria by which firms adopting strategic purchasing evaluate troubled or weak relationships. This would seem particularly timely given the shift towards strategic purchasing by many organisations.

Originality/value

This study presents one of the first attempts to assess “ineffective” supplier performance and to incorporate metrics on strategic supplier selection.

Details

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

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Article
Publication date: 5 April 2011

Egle Songailiene, Heidi Winklhofer and Sally McKechnie

The purpose of this paper is to provide a more comprehensive conceptualisation of supplier perceived value (SPV) in business relationships for B2B services.

3721

Abstract

Purpose

The purpose of this paper is to provide a more comprehensive conceptualisation of supplier perceived value (SPV) in business relationships for B2B services.

Design/methodology/approach

An exploratory qualitative study was conducted amongst logistics firms in Lithuania, which are members of the Lithuanian National Road Carriers' Association (Linava). Data were derived from 13 interviews with senior managers.

Findings

SPV is proposed to be a higher order construct consisting of three value dimensions capturing the financial, strategic, and co‐creating value of a customer relationship, which in turn are determined by customer and relationship capabilities and competencies.

Research limitations/implications

The proposed conceptualisation of SPV is based on generic literature and interview data derived from the haulage industry. While the key dimensions of the SPV are sufficiently generic to apply to complex B2B services in general, some aspects (e.g. proxies) might be specific to the context of this study.

Practical implications

The conceptual model of SPV can be employed by both service suppliers and customers. Service suppliers could utilise it as a tool to prioritise or segment customers, as well as for tailoring service packages to a customer's SPV profile. From the customer's perspective, the model provides a diagnostic tool to assess how important a customer is to a service provider and the level of commitment a customer can expect from a supplier. The study provides insights into the Lithuanian road haulage industry, which is of strategic importance for supply chains linking Western Europe with the Commonwealth of Independent States (CIS) countries and other Asian markets.

Originality/value

This paper redresses the imbalance in attention paid to value perceptions from the supplier side of the dyad compared with those of the customer. Unlike previous research, it stresses the importance of co‐creation value as a critical dimension of supplier‐perceived value of a customer relationship, in addition to financial and strategic value dimensions. It emphasises the interplay between knowledge, social and operational capabilities to co‐create value.

Details

European Journal of Marketing, vol. 45 no. 3
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 April 2006

Sally McKechnie, Heidi Winklhofer and Christine Ennew

Extant research has examined consumer acceptance of the internet in various contexts mainly as a dichotomy (adoption/non‐adoption), thus ignoring the process underlying adoption…

9015

Abstract

Purpose

Extant research has examined consumer acceptance of the internet in various contexts mainly as a dichotomy (adoption/non‐adoption), thus ignoring the process underlying adoption. This paper aims to provide insights into factors determining the extent to which an innovation is adopted.

Design/methodology/approach

The paper reviews the literature on the technology acceptance model (TAM), and justifies the use of this model to explore the factors contributing to the extent to which consumers use the internet as a distribution channel for financial services (FS). Data are collected through telephone interviews with 300 UK consumers responding to a questionnaire.

Findings

The application of the TAM model is helpful but additional links need to be included. The key drivers of extent of use are past experience with the internet as a purchasing channel (for non‐FS) and attitudinal aspects, i.e. positive emotions towards the internet as a distribution channel for FS. Insecurity about this channel does not appear to be an obstacle and perceived usefulness is not directly linked to extent of use but fully mediated via attitude towards the channel. Consumers with computer access from home, those with an active interest in FS, as well as consumers who have general online purchasing experience tend to find this channel easy to use, which, jointly with perceived usefulness, leads to a positive attitude toward this distribution channel.

Research limitations/implications

The findings are limited to the FS online retail context and may not be generalisable beyond this context. Future research should be considered using a longitudinal approach.

Practical implications

FS retail providers should consider prior experience with the internet as a distribution channel and product category involvement as segmentation bases, and also provide more opportunities for consumers to try and observe the internet as a distribution channel.

Originality/value

This research explores the determinants of consumer acceptance of online retailing from a process‐based rather than a binary view of adoption of an innovation.

Details

International Journal of Retail & Distribution Management, vol. 34 no. 4/5
Type: Research Article
ISSN: 0959-0552

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Article
Publication date: 8 February 2016

Andreas Chatzidakis, Sally Hibbert and Heidi Winklhofer

The purpose of this paper is to add clarity to current conceptualisations of attitudes towards giving versus not giving and to identify an approach that better informs…

1342

Abstract

Purpose

The purpose of this paper is to add clarity to current conceptualisations of attitudes towards giving versus not giving and to identify an approach that better informs interventions that seek to promote particular types of pro-social consumer behaviour. Despite a considerable body of research that provides insights into why people give to charity, there is comparatively little understanding of the reasons why others decide not to give. More generally, existing applications of attitudinal models do not differentiate between decisions to perform and not to perform a behaviour. This paper challenges the assumption that attitudes towards performing and not performing a behaviour are logical opposites. Drawing on reasons theory, the paper examines the incremental and discriminant validity of attitudes for charitable giving versus attitudes against charitable giving, and the extent to which they correspond to different rather than opposite underlying reasons.

Design/methodology/approach

A mixed-method approach with two different study stages was adopted. Stage 1 comprised an elicitation study that sought to identify reasons corresponding to a comprehensive range of motives for and barriers to charitable giving. This assisted in the development of a survey instrument that was used in Stage 2 to test the study’s hypotheses. The study used the Index of Multiple Deprivation with a view to provide a sample representative of the UK population (N = 243). Results were analysed through exploratory factor analysis, confirmatory factor analysis and step-wise regressions.

Findings

Results showed that reasons against charitable giving included logical opposites of reasons for charitable giving (complementarity assumption)as well as separate motivational factors. Attitudes for and against were in turn explained by distinct sets of reasons. The paper contributes by adding clarity to current conceptualisations of cognitions in relation to doing versus not doing. Identifying underlying reasons, rather than just attitudes, affords specific insight for marketing communications and public policy interventions.

Originality/value

The paper introduces to the marketing and consumer behaviour literature the previously neglected non-complementarity assumption and provides a more complete test of this assumption in the context of charitable giving.

Details

European Journal of Marketing, vol. 50 no. 1/2
Type: Research Article
ISSN: 0309-0566

Keywords

Available. Content available
Article
Publication date: 1 February 2008

Rod Brodie and Mairead Brady

1099

Abstract

Details

Journal of Business & Industrial Marketing, vol. 23 no. 2
Type: Research Article
ISSN: 0885-8624

Available. Content available
Article
Publication date: 24 July 2007

371

Abstract

Details

International Marketing Review, vol. 24 no. 4
Type: Research Article
ISSN: 0265-1335

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