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Article
Publication date: 22 February 2022

Li Huang, Matthew Tingchi Liu, Xi Song and Jerome Yen

This study aims to introduce a compelling customer value score method (CVSM), which is applicable for different product categories, and elaborates customer values in three…

575

Abstract

Purpose

This study aims to introduce a compelling customer value score method (CVSM), which is applicable for different product categories, and elaborates customer values in three components (direct economic value, depth of direct economic value and breadth of the indirect economic value) throughout three stages of customer journey.

Design/methodology/approach

This study collected data from the Internet-shopping platforms, namely Taobao and T-Mall from 2019 to 2020 with particular focus on three product categories: lipstick (fast-moving consumer goods), mobile phones (durable goods) and alcohol (a hybrid of the other two product types) from 37 selected firms. The CVSM employs an entropy-based multiple criteria analysis, of which the weight of each indictor is not fixed artificially, but computed by the entropy-based method that calculates informative differences among the indicators (profit, revenue, positive reviews, search index and likes and favorites).

Findings

The result shows that product categories and market status have a moderation effect on three components in customer values. The findings suggested marketing strategies for different consumer goods, where the fast-moving consumer goods like lipstick should focus on the pre-purchase stage while the durable goods should emphasize post-purchase stage when the market is rapidly changing.

Originality/value

The study brings new insights to Kumar’s customer value theory by integrating product categories and the market status, revealing that three components of customer values differ in their contributions to the whole customer values. This paper further contributed managerial suggestions for marketers with regards to three stages of customer journey.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 35 no. 2
Type: Research Article
ISSN: 1355-5855

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Article
Publication date: 30 April 2021

Yangyang Chen, Matthew Tingchi Liu, Yongdan Liu, Angela Wen-yu Chang and Jerome Yen

This study extends the commitment-trust theory from the perspective of relationship marketing and explores its effect on purchase intention under the moderation of trust by…

4161

Abstract

Purpose

This study extends the commitment-trust theory from the perspective of relationship marketing and explores its effect on purchase intention under the moderation of trust by investigating vloggers' relationship marketing in the context of social media.

Design/methodology/approach

The study employs a survey investigation with online questionnaires in China, and the hypotheses were tested using multiple regression analyses, with 319 valid consumer responses.

Findings

The findings reveal that the extended commitment-trust theory is applicable in the context of social media. Perceived relationship commitment, expertise, physical attractiveness, social attractiveness and self-disclosure play a significant role in predicting purchase intention. Relationship commitment proves to be a mediator between the antecedents and purchase intention. Trust shows a moderating effect on the antecedents and relationship commitment.

Originality/value

The study provides evidence of the importance of the above-mentioned antecedents in influencing viewers' relationship commitment to vloggers in the context of social media. The results contribute to the development of the commitment-trust theory and an understanding of the theory's underlying mechanisms. The result also provides further evidence of the effect of trust on relationship commitment.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 34 no. 2
Type: Research Article
ISSN: 1355-5855

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Available. Content available
Article
Publication date: 1 March 2002

Shalini R. Urs and K.S. Raghavan

165

Abstract

Details

Library Hi Tech News, vol. 19 no. 3
Type: Research Article
ISSN: 0741-9058

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Book part
Publication date: 8 July 2010

Vipin Gupta and Nancy Levenburg

Family businesses must be examined within the cultural contexts in which they are bred, nourished, and grown. According to Chrisman, Chua, and Steier (2003), family businesses are…

Abstract

Family businesses must be examined within the cultural contexts in which they are bred, nourished, and grown. According to Chrisman, Chua, and Steier (2003), family businesses are launched for reasons other than the desire for dollars and cents (or rupees and yen). In fact, the authors note, “Family businesses… bring together so starkly the economic and non-economic realities of organizational life…” (2003, p. 442). Calls for family business research that extend beyond traditional geographical boundaries to include global comparisons have been issued by Hoy (2003) and others. Fortunately, recent developments in cultural assessment and measurement methodology have provided tools to enable a better understanding of families and family businesses vis-à-vis the use of regional clusters and comparative lenses (Gupta & Hanges, 2004). Gupta and Hanges (2004) note three clusters of the Catholic ethic: Southern (or Latin) Europe, Latin America, and Eastern Europe. As shown in Table 1, more than three-fourths of the population in these clusters follows the Catholic faith. In this study, we examine the spirit of family business in these three clusters.

Details

Entrepreneurship and Family Business
Type: Book
ISBN: 978-0-85724-097-2

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Expert briefing
Publication date: 18 April 2024

The Fed and ECB seem set to diverge, with the latter expected to cut rates in June. There is a rising prospect, bolstered by the resilient US labour market and Middle East…

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DOI: 10.1108/OXAN-DB286511

ISSN: 2633-304X

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Book part
Publication date: 17 February 2020

Simon Grima and Eleftherios I. Thalassinos

Abstract

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Financial Derivatives: A Blessing or a Curse?
Type: Book
ISBN: 978-1-78973-245-0

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Article
Publication date: 9 January 2023

Wei Guan, Wenhong Ding, Bobo Zhang and Jerome Verny

The deployment of blockchain technology (BT) throughout the supply chain is usually led by large firms that dominate the supply chain. Leading firms can encourage other…

753

Abstract

Purpose

The deployment of blockchain technology (BT) throughout the supply chain is usually led by large firms that dominate the supply chain. Leading firms can encourage other resource-constrained partners to get on board by providing technical and financial support. However, due to the uncertain consequences of relying on leading firms, these partners may still be reluctant to adopt BT. Drawing on resource dependence theory, this study aims to investigate whether and when supply chain alignment can be used as a dependency coping strategy to increase the willingness of resource-constrained partners to adopt BT. Moreover, it aims to examine the motivators for supply chain alignment.

Design/methodology/approach

This study adopted a survey research design and collected data from 364 small and medium-sized enterprises in China.

Findings

Supply chain alignment positively affects BT adoption. The effect of supply chain alignment on BT adoption is contingent on guanxi (a Chinese cultural tradition of interpersonal connections that facilitate a mutual exchange of favors). Relative advantage, technology complexity, organizational readiness and cost are motivators for supply chain alignment. Supply chain alignment mediates the effect of cost, technology complexity and relative advantage on BT adoption.

Originality/value

This research addresses the problem of resource dependency in the context of BT adoption which has been overlooked by previous research. Moreover, this paper enriches the BT literature by identifying supply chain alignment as an important channel for technology–organization–environment factors to influence BT adoption.

Details

Journal of Enterprise Information Management, vol. 36 no. 2
Type: Research Article
ISSN: 1741-0398

Keywords

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Abstract

Details

Financial Derivatives: A Blessing or a Curse?
Type: Book
ISBN: 978-1-78973-245-0

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Book part
Publication date: 12 December 2006

David Rands

Osaka, with roots historically as deep as the Japanese state itself, reached what Hall refers to as a “golden age” first (Hall, 1998), only to be surpassed in the later 19th and…

Abstract

Osaka, with roots historically as deep as the Japanese state itself, reached what Hall refers to as a “golden age” first (Hall, 1998), only to be surpassed in the later 19th and 20th centuries by Tokyo, a backwater fishing village until the 17th century. Differences between Tokyo and Osaka begin with the function of each city, the physical structures, economic bases, and political practices of which all interacted to create the urban fabric into which the Korean migrants moved.

Details

Ethnic Landscapes in an Urban World
Type: Book
ISBN: 978-0-7623-1321-1

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Article
Publication date: 1 November 2014

A. Rashad Abdel-khalik

In his review of 30 years of research in Prospect Theory, Barberis (2013) notes that support for Prospect Theory had come mainly from the laboratory. In this paper, I write about…

297

Abstract

In his review of 30 years of research in Prospect Theory, Barberis (2013) notes that support for Prospect Theory had come mainly from the laboratory. In this paper, I write about a recurring phenomenon in real life that is consistent with Prospect Theory predictions in decision-making loss domain. The 60 cases noted in this paper are associated with specific risk seekers that had cost more than $140 billion (an average of $2.33 billion per case). Given space consider– ations, I provide synopses for 14 cases. A few of these cases have been discussed in the extant literature in connection with internal control, but were not considered from the perspective of Prospect Theory. It is striking that these cases are costly, all participants are young men, and almost all had followed the gambler’s martingale strategy – i.e., double down. While these cases are informative about risk-seeking behavior, they are not sufficiently systematic to be subjected to stylized archival research methods.

Details

Journal of Accounting Literature, vol. 33 no. 1-2
Type: Research Article
ISSN: 0737-4607

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