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Article
Publication date: 1 April 1990

Moshe Sherer

Games were used in social work, especially in group work, for many years (Abels & Abels, 1985; Zayas & Lewis, 1986). Games are recognized as a necessary part of human development…

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Abstract

Games were used in social work, especially in group work, for many years (Abels & Abels, 1985; Zayas & Lewis, 1986). Games are recognized as a necessary part of human development and thus have many applications in professional life (Dromi & Krampf, 1986). Computers became a growing source of help in our profession. Among their new applications they are used as games machines for educational or therapeutic purposes (Resnick & Sherer, 1989). This article deals with computerized games in social work. We will focus our attention on the current state of this art, analyze its potential applications in various fields of social work, and as an example introduce one such game and discuss its potential use.

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International Journal of Sociology and Social Policy, vol. 10 no. 4/5/6
Type: Research Article
ISSN: 0144-333X

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Article
Publication date: 18 November 2021

Angel López-Jáuregui, Mercedes Martos-Partal and José María Labeaga

Combining a conceptual framework with empirical evidence, this study aims to offer insights into why small and medium-sized enterprises (SMEs) in the business-to-business beauty…

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Abstract

Purpose

Combining a conceptual framework with empirical evidence, this study aims to offer insights into why small and medium-sized enterprises (SMEs) in the business-to-business beauty sector switch suppliers, due to pricing considerations.

Design/methodology/approach

Data gathered from 475 telephone surveys of Spanish hairdressers provide the input for discrete choice models for testing the proposed hypotheses.

Findings

The SMEs that change suppliers tend to be sensitive to promotions, express less satisfaction with a current supplier’s offerings and serve fewer customers who buy professional products for their in-home use. If SMEs are satisfied with the supplier’s services though, they are less likely to change and more prone to negotiate with that supplier.

Research limitations/implications

This study does not address why dissatisfied SMEs might remain with their current suppliers. Further research might replicate this study using additional pricing data from suppliers.

Practical implications

Suppliers in business-to-business (B2B) sectors can leverage these findings to allocate their marketing budgets optimally and establish service strategies that will enable them to retain buyers and reduce their switching risk.

Originality/value

As an extension of extant literature, this study specifies switching drivers for SMEs in the B2B beauty sector. The findings should apply throughout this worldwide service sector, as well as to similar markets such as health, beauty and personal care and well-being services.

Details

Journal of Business & Industrial Marketing, vol. 37 no. 7
Type: Research Article
ISSN: 0885-8624

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