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Article
Publication date: 18 May 2022

Amit Malhan, Ila Manuj, Lou Pelton and Robert Pavur

Warren Buffett asserted that the greatest issue confronting American business and the economy is rising health-care costs, which have risen to 17% of gross domestic product…

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Abstract

Purpose

Warren Buffett asserted that the greatest issue confronting American business and the economy is rising health-care costs, which have risen to 17% of gross domestic product. Public policymakers, health-care providers and other stakeholders grapple with cost-containment and increased health-care delivery efficiencies. There exists a paucity of theory-driven research addressing how information technology vis-à-vis electronic health records (EHR) may supply a managerial mechanism for increasing bottom-line hospital performance, thereby attaining competitive advantage.

Design/methodology/approach

A systematic interdisciplinary literature review motivated by resource advantage theory (RAT) offers a conceptual foundation for analyzing the financial, informational and physical workflows that are core elements of supply chain management in a hospital.

Findings

RAT links how EHR impacts profitability, competitive advantage and macromarketing factors in hospital supply chains. The literature review provides a research synthesis of the implementation and adoption of EHR to reveal its impact on a hospital’s competitive advantage. Although legislative initiatives like the 2009 Health Information Technology for Economic and Clinical Health Act and the Affordable Care Act encourage EHR adoption, there remains a reluctance for hospitals to do so.

Originality/value

The extant literature precedes the relevant legislation, has incomplete data or focuses solely on patient outcomes.

Details

Records Management Journal, vol. 32 no. 2
Type: Research Article
ISSN: 0956-5698

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Article
Publication date: 3 July 2024

J. Ricky Fergurson, Greg W. Marshall and Lou E. Pelton

One of the pivotal questions facing all firms is “Who owns the customer?” Despite the longstanding acknowledgment that customer ownership is critical to a firm’s success, to date…

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Abstract

Purpose

One of the pivotal questions facing all firms is “Who owns the customer?” Despite the longstanding acknowledgment that customer ownership is critical to a firm’s success, to date, little research attention has been afforded to conceptualizing and measuring customer ownership. This study aims to address this research gap by exploring, measuring and validating a customer ownership scale through the lens of the business-to-business salesperson.

Design/methodology/approach

The classical multi-item scale development involving a multistep process was used in developing and validating this scale measuring customer ownership. Using a grounded theory approach, the customer ownership scale is developed and justified as distinctive from customer loyalty.

Findings

The two-factor customer ownership scale reflects the underlying factors of the salesperson–customer bond and provides a pathway to empirically assess mechanisms for addressing customer migration. The findings suggest an opportunity for greater precision in both meaning and measurement for both academics and practitioners.

Originality/value

The question “Who owns the customer?” has been a venerable enigma in sales organizations, and it remains an underdeveloped construct in sales and marketing research. This research empirically explores the construct of customer ownership in a systematic manner that is conspicuously absent from extant studies.

Details

Journal of Business & Industrial Marketing, vol. 39 no. 10
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 31 May 2023

Swati Panda, Satyendra C. Pandey, Audhesh K. Paswan and Lou E. Pelton

Although multiple forms of governance mechanisms have been studied to address the opportunistic behavior in franchising, research has not shed light on franchise systems operating…

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Abstract

Purpose

Although multiple forms of governance mechanisms have been studied to address the opportunistic behavior in franchising, research has not shed light on franchise systems operating in emerging markets despite exponential growth in these markets. To address this gap, this study aims to test the direct effects of different governance mechanisms on franchisee’s opportunism and moderating effects of franchisee’s relationship satisfaction on the relationship between different governance mechanisms and franchisee’s opportunism.

Design/methodology/approach

Survey data from 151 franchise owners were used to test the conceptual model and research hypotheses. The confirmatory factor model and structural equation model were tested by using AMOS.

Findings

Findings suggest that formalization and solidarity in franchising relationships negatively affect franchise opportunism. By contrast, franchisees, who are otherwise satisfied with their franchisor, find centralization and formalization oppressive and, therefore, engage in opportunistic activities.

Research limitations/implications

The study makes important contributions related to franchising in emerging markets. It addresses opportunistic behavior by franchisees in emerging markets and the role played by different governance mechanisms in curbing such behavior. The study has some limitations related to its cross-sectional design and its focus on a single emerging country, among others.

Originality/value

This study is among the first to examine the role of governance mechanisms to address franchisee’s opportunism in an emerging market context. The study’s findings have important theoretical and practical implications for governance design in business-to-business relationships in emerging markets.

Details

Journal of Business & Industrial Marketing, vol. 38 no. 10
Type: Research Article
ISSN: 0885-8624

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Available. Content available
Article
Publication date: 12 October 2010

Lou E. Pelton and Madhav Pappu

614

Abstract

Details

Journal of Business & Industrial Marketing, vol. 25 no. 8
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 February 2011

Rajasree K. Rajamma, Mohammad Ali Zolfagharian and Lou E. Pelton

The primary purpose of the present paper is to critically evaluate the extant literature on relational exchange, a fundamental driver of buyer‐seller relationship management in…

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Abstract

Purpose

The primary purpose of the present paper is to critically evaluate the extant literature on relational exchange, a fundamental driver of buyer‐seller relationship management in the twenty‐first century. Toward that goal, a meta‐analytic approach is employed to determine specific conditions under which relational exchange may have a greater or lesser impact on B2B relationship outcomes.

Design/methodology/approach

The data were extracted from a multitude of effects in the large body of empirical research investigating relational exchange within the business and allied social sciences research. Then, a meta‐analytic methodology using multiple regression was used to assess the in/congruity across relational exchange effects.

Findings

The findings indicate that the association between relational exchange and outcome variables is highly dependent on three factors: how relational exchange is operationally defined, who evaluates the relationship (upstream firm versus downstream firm and high‐status employee versus low‐status employee within the organizational hierarchy), and the data source (from a single industry or from multiple industries).

Research limitations/implications

Despite the extensive attention afforded to relational exchange, an overarching limitation is the paucity of empirical attention as evidenced by the diminutive effects tested in the meta‐analysis. The meta‐analysis is also limited by the selective set of predictor variables that may account for variance in the effect size. Additional effects are needed to assess the conspicuous absence of potentially significant factors underlying B2B relationships (i.e. organization size and relational monitoring by the upstream firm).

Practical implications

The findings offer insights for researchers and practitioners who deal with dyadic relationships in B2B exchanges. One of the most important implications of this meta‐analysis is the need to clarify the operational definition of relational exchange. The disparity across measures and measurements of relational exchange highlights the need for greater clarity in defining the seminal factors that underlie this important managerial direction.

Originality/value

The findings of this study point to the inconsistencies that exist in the current literature with regard to the operational definition of relational exchange, as well as the study designs employed by different researchers. These inconsistencies have led to inconclusive results across effects. This research challenges B2B researchers and practitioners alike to reconsider the presumed benefits of relational exchange in inter‐organizational relationship management.

Details

Journal of Business & Industrial Marketing, vol. 26 no. 2
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 12 October 2010

Stephen M. Swartz, Vijay Vaidyanathan and Hari Raman

The purpose of the paper is to investigate the feasibility of using radio frequency identification (RFID) total asset visibility technologies for post‐consumer monitoring and…

970

Abstract

Purpose

The purpose of the paper is to investigate the feasibility of using radio frequency identification (RFID) total asset visibility technologies for post‐consumer monitoring and ordering of medical supplies.

Design/methodology/approach

A laboratory experiment in a consumer context was designed. This involved the application of RFID tag technology for glucose monitoring and supply management.

Findings

It was found that embedded RFID monitoring of blood glucose levels can be used to effectively monitor and help manage patient care. An integrated system of monitoring and management with an effective medical supply chain information system is presented.

Research limitations/implications

The laboratory study provides initial validation of the merits of the approach. Extensive human field‐testing would still be required prior to any strong inference about the viability of the technology in this application.

Practical implications

The findings provide a directly relevant system design template for home managed patient care settings where self‐administered medication protocols are required. The findings may also be extended into consumable consumer products like food and beverages where the management of home‐based supplies are a critical component of supply chain effectiveness and consumer satisfaction.

Originality/value

The results extend the use of RFID as a total asset visibility tool for enterprise resource planning in a supply chain. Post‐consumer consumption monitoring, tracking, and automated re‐ordering have not been extensively addressed in the literature.

Details

Journal of Business & Industrial Marketing, vol. 25 no. 8
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 27 April 2012

Lilly Ye, Mousumi Bose and Lou Pelton

The unprecedented increase in brand development among one of the fastest‐growing consumer markets, the new generation of Chinese consumers, compels a greater understanding of the…

5040

Abstract

Purpose

The unprecedented increase in brand development among one of the fastest‐growing consumer markets, the new generation of Chinese consumers, compels a greater understanding of the psychological factors that were largely stereotyped to be collective and homogeneous. Grounded in self‐congruity theory, the primary purpose of this study is to understand the joint impact of Chinese consumers' self‐ and gender consciousness on their ensuing brand perceptions. This study aims to critically explore the process that underlies the aforementioned relationships with consumers' need for uniqueness and brand consciousness.

Design/methodology/approach

An online survey using consumer panel data was conducted in three “tier‐one” cities in the People's Republic of China. The focus on these cities coincided with the competitive density of retail brands, and resulted in 302 respondents in the population of interest. The data were analysed using structural equation modelling (SEM).

Findings

Self‐ and gender consciousness do impact brand consciousness indirectly through Chinese consumers' need for uniqueness. Contrary to expectations, the study finds that self‐consciousness has a negative direct impact on brand consciousness, while gender consciousness does not have a direct impact on brand consciousness. Furthermore, brand consciousness leads to positive brand perceptions, including brand attitudes, brand loyalty, and willingness to pay a price premium.

Practical implications

The research provides an in‐depth understanding of self‐congruity in Chinese consumers' brand perceptions. The research findings can be used to formulate brand positioning and promotion strategies for brand managers.

Originality/value

The study integrates extant theories in gender schema and self‐congruity to understand brand perceptions in light of self‐ and gender consciousness. To date, no research has explored this relationship. Furthermore, the study discusses the role of consumers' need for uniqueness as a process that underlines the relationship between consumer self‐ and gender consciousness, and brand perceptions in terms of brand consciousness, brand attitude and loyalty and willingness to pay a price premium.

Details

Journal of Consumer Marketing, vol. 29 no. 3
Type: Research Article
ISSN: 0736-3761

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Article
Publication date: 23 March 2010

Rajasree K. Rajamma and Lou E. Pelton

The purpose of this study is to explore the determinants of consumer's propensity to choose non‐conventional treatment protocols using control theory as the theoretical framework.

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Abstract

Purpose

The purpose of this study is to explore the determinants of consumer's propensity to choose non‐conventional treatment protocols using control theory as the theoretical framework.

Design/methodology/approach

Data were collected from a consumer panel using a self‐administered questionnaire. The sample consisted of 350 US‐based “Baby Boomer” consumers.

Findings

The results of this study indicate that consumers' health locus of control self‐efficacy, and neuroticism impact their propensity to use non‐conventional treatments. Contrary to previous studies, consumers' health value was not a significant moderator except in the case of internal health locus of control.

Practical implications

The findings of this study provide guidance to public policy makers, health care providers, and managers of the conventional and non‐conventional pharmaceutical industries. Specially, the results reify the importance of the collaborative efforts of public policy makers and health care practitioners alike to proactively inform consumers of the issues underlying unsupervised use of non‐conventional medications. The results suggest greater governance is needed to control the marketing of non‐conventional medications. Overall, this research provides prescriptive guidance for marketers of both non‐conventional and conventional treatments, suggesting how better promotional and integrated communications may effectively serve their target markets.

Originality/value

The paper examines an unexplored yet rapidly growing consumption behavior in the USA: the unprecedented use of non‐conventional treatments. Evaluation of this consumer trend has largely focused on demographic factors relative to adopters (and non‐adopters). Control theory affords a conceptual foundation for exploring individual‐level factors that have been overlooked in previous empirical studies.

Details

Journal of Consumer Marketing, vol. 27 no. 2
Type: Research Article
ISSN: 0736-3761

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Article
Publication date: 8 May 2009

Archana Kumar, Youn‐Kyung Kim and Lou Pelton

The purpose of this paper is to examine the direct and indirect effects of individuals' self‐concept, product‐oriented variables (i.e. consumer's need for uniqueness (NFU), and…

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Abstract

Purpose

The purpose of this paper is to examine the direct and indirect effects of individuals' self‐concept, product‐oriented variables (i.e. consumer's need for uniqueness (NFU), and clothing interest), and brand‐specific variables (i.e. perceived quality and emotional value) on purchase intention toward a US retail brand versus a local brand that are available in the Indian market.

Design/methodology/approach

Data obtained from 405 college students in India were analyzed using structural equation modeling.

Findings

This study found that Indian consumers' self‐concept and NFU had indirect effects on purchase intention of the US brand and the local brand. Both self‐concept and NFU positively influenced clothing interest. Clothing interest positively influenced perceived quality and emotional value for the US brand, but not for the local brand. Emotional value was found to be an important factor influencing purchase intention toward the US brand and the local brand as well. However, perceived quality did not affect Indian consumers' purchase intention of the US and local brand. Implications for both US and Indian retailers are provided.

Originality/value

As India is witnessing multitude of US retailers in its market, this paper aids in the better understanding of the Indian consumers and their perceptions toward US and local clothing brands.

Details

International Journal of Retail & Distribution Management, vol. 37 no. 6
Type: Research Article
ISSN: 0959-0552

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Article
Publication date: 11 July 2008

Min‐Young Lee, Youn‐Kyung Kim, Lou Pelton, Dee Knight and Judith Forney

This paper on Mexican college students aims to examine the effects of general consumer variables (i.e. normative interpersonal influence and brand consciousness) and…

8702

Abstract

Purpose

This paper on Mexican college students aims to examine the effects of general consumer variables (i.e. normative interpersonal influence and brand consciousness) and brand‐specific variables (i.e. perceived quality and emotional value) on purchase intention toward a US apparel brand.

Design/methodology/approach

The study is designed to determine the factors influencing Mexican college students' purchase intention toward a US apparel brand. Purchase intention is explained with several variables: normative interpersonal influence, brand consciousness, perceived quality, and emotional value. A total of 256 college students in Mexico participated in the survey.

Findings

Using structural equation modeling (SEM), the study finds that Mexican college students' normative interpersonal influence positively affected brand consciousness. Brand consciousness is positively related to emotional value, but not to perceived quality of a US brand. Emotional value positively influences purchase intention toward a US brand, while perceived quality negatively influences purchase intention.

Practical implications

This study provides valuable strategic implications for US retailers who plan to enter the Mexican market. According to the findings of the study, US retailers could focus on the emotional aspects of US brands in order to appeal to Mexican college students, especially those who are brand conscious.

Originality/value

Given that the Mexican market provides growth opportunities for US apparel retailers, there has been a dearth of empirical research on Mexican college students' attitudes and perceptions toward US brands. In this regard, this paper is designed to determine the factors influencing Mexican college students' purchase of US apparel brands.

Details

Journal of Fashion Marketing and Management: An International Journal, vol. 12 no. 3
Type: Research Article
ISSN: 1361-2026

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