Corliss Thornton, Lenita Davis and Bruce Weinberg
Advertisements often use fear appeals to encourage prevention focused behaviors. This approach has been somewhat successful in changing attitudes and behaviors, often encouraging…
Abstract
Purpose
Advertisements often use fear appeals to encourage prevention focused behaviors. This approach has been somewhat successful in changing attitudes and behaviors, often encouraging consumers to secede from behaviors such as smoking or to adopt preventative behaviors such as engaging in health screenings. However, health-care marketers have been less successful in efforts to reduce obesity. The obesity crisis has led to an abundance of marketing communications designed to influence weight loss. Many of these focus on fear of physical health risks associated with being overweight which have a certain degree of uncertainty surrounding them. This study aims to examine financial threats that have lower perceptions of uncertainty, and the differential impact this type of threat has on elements of the Extended Parallel Process Model (EPPM).
Design/methodology/approach
A 2 × 2 experimental design is used to examine the differential impact of messages communicating threat of financial and physical risk on evoked fear, perceived uncertainty, perceived susceptibility, efficacy and intention to lose weight.
Findings
Overall results indicate that response to weight loss advertising varies given the type of threat presented. Results indicate that there is a greater level of uncertainty associated with physical health threats than that with financial threats. Moreover, even though individuals were more fearful of and felt more susceptible to physical threats, when they believed that the recommended behavior was feasible, financial threat was more influential.
Originality/value
To encourage weight loss and intentions to lose weight advertising in practice and advertising research primarily focus on the physical health risks associated with being overweight as a motivating factor. Current research explores the impact of financial threats on attitudes and behavioral intention and finds that financial threats are perceived as more certain than physical threats, and the communication of financial threats is more salient in its effect on weight loss intentions. An opportunity for future research is to further explore the impact of uncertainty in relation to components of EPPM and how threats varying in degrees of uncertainty may impact weight loss intentions.
Details
Keywords
Karen M. Peesker, Lynette J. Ryals, Gregory A. Rich and Lenita Davis
The purpose of this study is to identify and explain how leadership behaviors of sales managers can enhance the development of salespeople within the context of those…
Abstract
Purpose
The purpose of this study is to identify and explain how leadership behaviors of sales managers can enhance the development of salespeople within the context of those interpersonal connections and interactions that is the sales ecosystem.
Design/methodology/approach
The authors collected and analyzed qualitative data from in-depth interviews with a sample of 36 sales professionals. Over 47 hours of interviews were transcribed and analyzed via NVivo. The statements were labeled as particular leader behaviors using the Miles and Huberman (1994) coding system.
Findings
The study identifies coaching, customer engaging, collaborating and championing as the four key leader behaviors that are relevant to the sales ecosystem. Specifically, coaching and customer engaging enhance the individual microsystems of salespeople; and collaborating and championing enhance the corresponding mesosystems. Analysis of the interview statements further revealed that trust, confidence, optimism and resilience are four relational elements that tend to coexist with these leader behaviors in the sales ecosystem.
Practical implications
This study provides a structure for sales organizations to strengthen their sales ecosystem through targeted interventions and training for those that manage salespeople. Past research finds that sales organizations too often neglect this type of managerial training.
Originality/value
This is the first study to examine sales leadership through the lens of Bronfenbrenner’s (1979) ecological systems theory. Further, the qualitative methodology, which is relatively unique in sales research, provides rich data that is particularly useful for exploring how and why things have happened.
Details
Keywords
Jullet A. Davis, Louis D. Marino and Lenita Davis
This study aims to examine the extent to which certain organizational characteristics of a nursing home impact its decision to target the community‐based seniors' (CBS) market by…
Abstract
Purpose
This study aims to examine the extent to which certain organizational characteristics of a nursing home impact its decision to target the community‐based seniors' (CBS) market by offering nursing home services to non‐residents. The study aims to hypothesize that service provision would be greater in not‐for‐profit, innovative nursing homes, those with organizational slack, and those that are chain‐affiliated.
Design/methodology/approach
Data came from the 1999 National Nursing Home Survey. There are 1,075 nursing homes in the sample population. The data were analyzed using logistic regression.
Findings
The results show that for‐profit nursing homes were predisposed to offer these services. However, innovative nursing homes were less likely to offer these services. Finally, homes with slack in the form of physical therapists offered these services, but homes with nurse's aide slack were less likely to offer these services.
Research limitations/implications
The findings support the theoretical propositions that CBS service provision is guided by both customer lifetime value principles and the tenets of relationship marketing. The purpose of establishing a long‐term relationship with a consumer is to achieve long‐term profits. Some nursing homes may be achieving this goal.
Practical implications
The health care system is steadily undergoing changing consumer behavior. Consumers will be more actively engaged in their own service delivery; therefore, providers will have to create innovative methods to meet consumer needs. The provision of services to non‐residents is an important and necessary response to market demands for services. The key for health care providers is to offer greater service diversity.
Originality/value
The paper provides evidence that for‐profit nursing home providers offer more services to non‐residents than not‐for‐profit providers.
Details
Keywords
Melissa J. Markley and Lenita Davis
The paper's purpose is to outline the potential competitive advantage firms can create through the creation of a sustainable supply chain, and to describe potential measures for…
Abstract
Purpose
The paper's purpose is to outline the potential competitive advantage firms can create through the creation of a sustainable supply chain, and to describe potential measures for managers to use.
Design/methodology/approach
Arguing that firms can increase their competitive advantage as a result of a stronger triple bottom line, propositions are created from a natural‐resource‐based view of the firm perspective that is supported using accounting theory, management strategy, green logistics and supply chain literatures. Secondary data resources that could be used for testing by managers and academicians are identified.
Findings
The paper finds that, as sources of competitive advantage for firm become scarcer, potential new areas of advantage must be explored.
Practical implications
This research will serve to help managers in the exploration of these possible outlets.
Originality/value
This paper is the first to explore the impact of a sustainable supply chain on the triple‐bottom line of a firm. Not only does this fill a necessary gap, it also serves to bring together the supply chain, sustainability and triple‐bottom‐line literatures to create a potential advantage for future organizations.
Details
Keywords
David Crockett, Lenita Davis and Casey Carder-Rockwell
Scholars, activists, and policymakers have paid increasing attention to housing instability, especially where eviction is a cause. Housing instability is a dynamic process rather…
Abstract
Scholars, activists, and policymakers have paid increasing attention to housing instability, especially where eviction is a cause. Housing instability is a dynamic process rather than a discrete catastrophic event, and eviction imposes vulnerability on consumers. Even the threat of it can trigger the onset of a crisis. In this project, we deepen the understanding of eviction by exploring its use in property management practice. We begin by summarizing its definition and causes from a cross-disciplinary and still-evolving literature. We then provide an extended example of how eviction can be used to pursue strategic and financial goals using rental markets in Arkansas as an example. Arkansas is characterized by a quintessentially laissez-faire regulatory environment that imposes few restrictions on property owners. We conclude by posing questions that should be at the forefront of a vulnerability-focused, policy-oriented research agenda on eviction.
Details
Keywords
Current relationship marketing literature has stressed the importance of building customer‐employee bonds. These efforts sometimes result in customer‐employee relationships that…
Abstract
Purpose
Current relationship marketing literature has stressed the importance of building customer‐employee bonds. These efforts sometimes result in customer‐employee relationships that overwhelm or supersede the customer‐firm relationships. Previous studies report that such an imbalance weakens the firm's position with the customer. Very little research has investigated what factors contribute to the imbalance and its consequences for the firm's relationship with the customer. This research aims to look at customer relationship quality (RQ) imbalance, specifically the imbalance that favors the employee, and identifies six factors as important antecedents. Also studied are the customers' cognitive and emotional reactions to the termination of the customer‐employee relationship when RQ imbalance favors the employee.
Design/methodology/approach
In total, 780 customer‐employee pairs from 72 service firms were surveyed using a structured questionnaire.
Findings
Analyses of variance (ANOVA) revealed significant group difference along all six antecedents and three consequences.
Research limitations/implications
The findings of this study suggest that imbalanced customer relationships might be prevented, or at least predicted, if the causes of such relationship structure are better understood.
Practical implications
Service organizations should be aware of the negative consequences of imbalanced customer relationships and take necessary caution in their company policies in order to eliminate the negative consequences of imbalanced customer relationships.
Originality/value
This study is the first quantitative inquiry into imbalanced customer relationship issues, which are extremely important in the services industry. Thus, it enhances the literature on services management.
Details
Keywords
Arthur W. Allaway, Richard M. Gooner, David Berkowitz and Lenita Davis
Despite the proliferation of retail loyalty programs, little is known about differences in the behavior patterns of the consumers within them. There may be several unique segments…
Abstract
Purpose
Despite the proliferation of retail loyalty programs, little is known about differences in the behavior patterns of the consumers within them. There may be several unique segments within a loyalty program, and significant managerial implications may accrue from identification of these segments and analysis of differences among them. This paper aims to investigate the potential for deriving meaningful, managerially relevant customer segments within a retail loyalty‐type program.
Design/methodology/approach
Data from the one‐year test of a retail loyalty card program by a major US retailer were used to derive patronage‐based segments and explore determinants of segment differences and strategy implications. A numerical taxonomy process was used to group 57,650 loyalty‐card program members into distinct segments. Cluster analysis was used to generate a range of potential market structures on a set of managerially relevant variables. The most appropriate market structure was selected using scree testing and discriminant analysis. Each of the resulting six segments was named profiled. Finally, a set of patronage‐related variables was regressed on to the clusters using multinomial logistic regression.
Findings
The results indicate that, at least for this card program, clearly defined segments with unique patronage profiles do exist both descriptively and statistically; only a small percentage of loyalty card program members demonstrate behaviors that can be considered truly loyal; and different marketing strategies appear appropriate to try and increase patronage among the segments based on their profile characteristics.
Originality/value
This study should prove valuable to academic researchers as well as managers. It is the first effort to generate meaningful, rigorously derived segments within a large loyalty program. It shows that behavioral variables can yield managerially relevant segments, and that the segments appear to call for individualized strategy initiatives.
Details
Keywords
This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting‐edge research and case studies.
Abstract
Purpose
This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting‐edge research and case studies.
Design/methodology/approach
This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context.
Findings
As jargon goes, “carbon footprint” rose quickly and reached saturation point just as quickly. If we hear it on television it can have us searching for the off button, if we hear it at the dinner table it can find us stifling a yawn. Seldom in the course of human history can one phrase have been used so often to so little effect. Being seen to do something about it in an effort to be seen to care – it is big business. Actually making a difference? That is something else.
Practical implications
The paper provides strategic insights and practical thinking that have influenced some of the world's leading organizations.
Originality/value
The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy‐to‐digest format.
Details
Keywords
Mike Lee, Dominique Roux, Helene Cherrier and Bernard Cova