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Article
Publication date: 4 May 2010

Rob Docters, Raul Katz, Jerry Bernstein and Bert Schefers

This paper aims to describe best practice in pricing strategy for new products and services being introduced to a market.

3133

Abstract

Purpose

This paper aims to describe best practice in pricing strategy for new products and services being introduced to a market.

Design/methodology/approach

A review of introductory pricing patterns across a number of industries shows there are some common patterns in customer evaluation of new products and services. Study of customer behavior can be closely tracked where there is an ongoing relationship with the buyer, e.g. online services, software as a service, professional or technical services, consumables, consumer products and sometimes capital items with service suites and warranties (e.g. medical devices). The means for inferring and tracking customer understanding, beliefs and values is to quantify usage patterns, service call‐ins, warranty requirements and trade‐out of the new product/service for newer products and services.

Findings

This article examines customer behaviors to suggest that there are three phases to customer product or service adoption: a “learning” phase, where the customer or potential customer (in trial) learns about the products, its attributes, features, utility and value; a “use” phase where the customer has learned how to use the service or product, and is appreciating the value of the product, and using a lot; and a “reassessment” phase. Now the customer is very familiar with the product, the novelty and mystery has worn off, and they wonder if there is an equivalent substitute available for a lower cost.

Originality/value

A bad introductory pricing strategy can destroy price levels and destroy a market, not to mention cost a company a lot of money. For some years many new product/service sponsors believed the best pricing approach for new products and services was to offer it for free. This paper shows that this simple approach is both ineffective and impracticable for most companies. The better approach is to understand customer product adoption cycles, and link the introductory pricing strategy to customer understanding and behavior.

Details

Journal of Business Strategy, vol. 31 no. 3
Type: Research Article
ISSN: 0275-6668

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Article
Publication date: 3 July 2023

Liz Sattler, Megan Shreffler, Nels Popp and David Pierce

The purpose of this exploratory study was to examine the workplace experiences of current and former underrepresented ticket sales employees.

343

Abstract

Purpose

The purpose of this exploratory study was to examine the workplace experiences of current and former underrepresented ticket sales employees.

Design/methodology/approach

The study utilized survey methodology to answer the research questions. Purposive sampling was used to identify potential respondents: individuals who were either currently employed as sport ticket sales employees or had been previously. The researchers examined online media guides from North American major league sports teams and identified ticket sales representatives who were compiled into a database and then cross-referenced through social media platform LinkedIn. Individuals were located via LinkedIn profiles and sent an anonymous, electronic survey which included a combination of Likert scale and open-ended questions regarding respondent experiences working in ticket sales departments.

Findings

Survey responses from 511 ticket salespeople revealed negative experiences related to management and career advancement opportunities, as well as significant differences in negative experiences for underrepresented populations regarding mentorship and culture.

Originality/value

Sport sales managers desire to expand employee diversity (Wells et al., 2019) and improve overall retention rates, but if a clear understanding of organizational vision toward diversification is not established within sports teams, managers are less likely to embrace diversity initiatives. Thus, it is imperative to understand the lived experiences of underrepresented ticket salespeople in order to improve workplace culture and effectiveness.

Details

International Journal of Sports Marketing and Sponsorship, vol. 24 no. 3
Type: Research Article
ISSN: 1464-6668

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Book part
Publication date: 20 October 2016

Corey Shdaimah and Chrysanthi S. Leon

Very little research has examined how prostitute women relate to each other. Drawing on interviews, focus groups, and observations with 76 women engaged in street-level…

Abstract

Very little research has examined how prostitute women relate to each other. Drawing on interviews, focus groups, and observations with 76 women engaged in street-level prostitution in Baltimore, Philadelphia, and a mid-Atlantic state, we show how prostitute women provide mutual assistance both to meet their basic needs and as part of their ethical norms, in contrast to the stigmatized characterizations of prostitute women as morally deficient. Women’s relationships offer them concrete support and encouragement while simultaneously producing a counter-narrative that challenges their stigmatized identities.

Details

Special Issue: Problematizing Prostitution: Critical Research and Scholarship
Type: Book
ISBN: 978-1-78635-040-4

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Article
Publication date: 1 March 1999

Allan Metz

President Bill Clinton has had many opponents and enemies, most of whom come from the political right wing. Clinton supporters contend that these opponents, throughout the Clinton…

894

Abstract

President Bill Clinton has had many opponents and enemies, most of whom come from the political right wing. Clinton supporters contend that these opponents, throughout the Clinton presidency, systematically have sought to undermine this president with the goal of bringing down his presidency and running him out of office; and that they have sought non‐electoral means to remove him from office, including Travelgate, the death of Deputy White House Counsel Vincent Foster, the Filegate controversy, and the Monica Lewinsky matter. This bibliography identifies these and other means by presenting citations about these individuals and organizations that have opposed Clinton. The bibliography is divided into five sections: General; “The conspiracy stream of conspiracy commerce”, a White House‐produced “report” presenting its view of a right‐wing conspiracy against the Clinton presidency; Funding; Conservative organizations; and Publishing/media. Many of the annotations note the links among these key players.

Details

Reference Services Review, vol. 27 no. 1
Type: Research Article
ISSN: 0090-7324

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Article
Publication date: 20 June 2008

David Y. Choi and Edmund R. Gray

The purpose of this paper is to examine the venture development processes (or “entrepreneurial processes”) of “sustainable” entrepreneurs, i.e. entrepreneurs who create and build…

5339

Abstract

Purpose

The purpose of this paper is to examine the venture development processes (or “entrepreneurial processes”) of “sustainable” entrepreneurs, i.e. entrepreneurs who create and build profitable companies that also pursue environmental or social causes. The paper aims to find how these mission‐oriented entrepreneurs achieve their business objectives while serving their social and environmental causes.

Design/methodology/approach

The paper identifies 21 successful sustainable entrepreneurial companies in various industries ranging from apparel to biotechnology that were exemplary in their pursuit for sustainability. The paper examined their key decisions and activities in their “entrepreneurial process”, collecting most of the relevant information from published or self‐developed case studies.

Findings

The paper finds that most of sustainable entrepreneurs are an unusual breed with limited business backgrounds. Most obtain financing from non‐conventional sources and employ unorthodox, yet sound human resource management practices. They are shrewd in their marketing strategies and effective in running efficient, environmentally sound operations. Also, they find innovative methods for balancing their financial goals against their objectives of making a difference in their environment and society.

Practical implications

The paper's findings help demystify and provide some insights into how values‐oriented entrepreneurs and their companies can simultaneously meet economic, social and/or environmental objectives.

Originality/value

This paper is one of the few studies that examine the business practices of for‐profit, sustainability‐oriented entrepreneurs. It is also one of the few formal studies that identify commonalities among a relatively large and diverse sample of companies. Most important, this research suggests practical guidelines for aspiring entrepreneurs to follow as they build their sustainable business ventures.

Details

Management Research News, vol. 31 no. 8
Type: Research Article
ISSN: 0140-9174

Keywords

Available. Content available
Book part
Publication date: 30 August 2019

Ellis Cashmore

Abstract

Details

Kardashian Kulture
Type: Book
ISBN: 978-1-78743-706-7

Available. Content available
Book part
Publication date: 29 August 2018

Abstract

Details

Healthcare Antitrust, Settlements, and the Federal Trade Commission
Type: Book
ISBN: 978-1-78756-599-9

Available. Content available
Article
Publication date: 31 December 2007

Joseph E. Champoux

160

Abstract

Details

International Journal of Organizational Analysis, vol. 15 no. 3
Type: Research Article
ISSN: 1934-8835

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Book part
Publication date: 13 July 2011

Philip Kotler

The author describes how he entered the marketing field and describes his contributions in four sections: articles written, books published, students nurtured, and executives…

Abstract

The author describes how he entered the marketing field and describes his contributions in four sections: articles written, books published, students nurtured, and executives consulted and trained. He describes his contributions to the marketing field in nine areas: marketing theory and orientations, improving the role and practice of marketing, analytical marketing, the social and ethical side of marketing, globalization and international marketing competition, marketing in the new economy, creating and managing the product mix, strategic marketing, and broadening the concept and application of marketing.

Details

Review of Marketing Research: Special Issue – Marketing Legends
Type: Book
ISBN: 978-0-85724-897-8

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Article
Publication date: 5 August 2021

Jialin Snow Wu, Shun Ye, Chen Jerry Zheng and Rob Law

To better understand how to retain hospitality customers in the fierce competition among mobile applications, this study aims to propose and empirically validates an integrative…

1488

Abstract

Purpose

To better understand how to retain hospitality customers in the fierce competition among mobile applications, this study aims to propose and empirically validates an integrative framework, which elaborates how conscious and subconscious factors, together with affective factors, may induce app loyalty and how brand viscosity moderates such effects.

Design/methodology/approach

The authors conducted an online survey to collect data and received a total of 268 valid responses. This study splits the data into two groups (brand viscosity vs non-viscosity). Then, the authors performed a multi-group structural equation modeling with Chi-square difference tests to compare the model between the two groups.

Findings

The findings support the integrative model and reveal that the influence of app satisfaction on loyalty is stronger for app users who do not stick to one brand across the website and mobile app channels. Moreover, for those with brand viscosity, habit and switching cost are two significant determinants that exert positive effects in inducing app loyalty.

Research limitations/implications

Brand viscosity across different channels matters for the effects of habit and switching costs in shaping app loyalty. E-commerce managers should elaborate on brand management among various booking channels and establish effective digital marketing strategies to facilitate the formation of usage habits and switching costs and to enhance brand viscosity across channels.

Originality/value

This research advances the knowledge of app loyalty in hospitality by providing a comprehensive explanatory framework from affective, conscious and subconscious lenses. This research is among the first to unveil the impact of brand viscosity on the links between loyalty and its determinants.

Details

International Journal of Contemporary Hospitality Management, vol. 33 no. 10
Type: Research Article
ISSN: 0959-6119

Keywords

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