Rudi Meijer and Sandjai Bhulai
The purpose of this paper is to study the optimal pricing problem that retailers are challenged with when dealing with seasonal products. The friction between expected demand and…
Abstract
Purpose
The purpose of this paper is to study the optimal pricing problem that retailers are challenged with when dealing with seasonal products. The friction between expected demand and realized demand creates a risk that supply during the season is not cleared, thus forcing the retailer to markdown overstocked supply.
Design/methodology/approach
The authors propose a framework based on a Cox regression analysis to determine optimal markdown paths. They illustrate this framework by a case study on a large department store.
Findings
The framework allows one to determine when and how much to markdown in order to optimize expected total profit given the available supply. When the law of demand holds at a disaggregated level, i.e. the individual retailer, it is also possible to optimize the markdown path.
Originality/value
This paper provides a framework for the complex dynamic pricing problem in retail using transactional data. The case study shows that significant revenues can be generated when applying this framework.
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Martin Mulder, Thomas Lans, Jos Verstegen, Harm Biemans and Ypie Meijer
The purpose of this paper is to study the learning of entrepreneurs in authentic learning environments. The research questions are: How do entrepreneurs assess their…
Abstract
Purpose
The purpose of this paper is to study the learning of entrepreneurs in authentic learning environments. The research questions are: How do entrepreneurs assess their compentencies, and how do employees and external consultants assess the compentencies of these entrepreneurs? What are the competence strengths and weaknesses of entrepreneurs? What are the learning activities that entrepreneurs perform?
Design/methodology/approach
Ten small business owners participated in a self‐assessment and an assessment by employees and external consultants. Follow‐up interviews elicited work‐related learning activities. The interviews were transcribed. Descriptive statistics, t‐tests and correlation tests, and a qualitative analysis of interview transcriptions were performed.
Findings
Competencies are being rated differently. Competence assessment is a potentially powerful learning source. The top competence strength is having a learning orientation. A total of 99 learning activities were found embedded in the innovative work processes of the entrepreneurs. The top three learning activities were reflection, observation and experimentation.
Research limitations/implications
The study is based on only ten entrepreneurs. Research is planned with a larger numbers of subjects.
Practical implications
Competence assessment needs to be provided for entrepreneurs in the sector as a tool for deeper self‐reflection, and further performance improvement.
Originality/value
Much research on skills development and workplace learning is about employees in large organisations. However, employers in small and medium‐sized companies are also an interesting professional group to study, since they create working and learning places for employees. Not much is know about their competence development. This study addresses that target group.
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Yuko Minowa and Terrence H. Witkowski
This study seeks to further understanding of spectator consumption practices by applying modern consumer theory in a much different historical context: the gladiator games during…
Abstract
Purpose
This study seeks to further understanding of spectator consumption practices by applying modern consumer theory in a much different historical context: the gladiator games during the time of the Roman Empire. The objective is to validate modern ideas of consumption practices with evidence from the past.
Design/methodology/approach
The research draws from a sampling of classical and contemporary literatures as well as the interpretation of the images and inscriptions delineated on archaeological artifacts such as relief sculptures on sarcophagi, floor mosaics, fresco paintings, and terracotta and glass lamps. The visual content and consumption themes of selected objects are described and analyzed.
Findings
Spectators at the Roman games used these events for the sake of the experience, for integrating themselves into their community, for classifying themselves in a certain group category, and for interacting and socializing with other people. As in modern sporting events, consuming the Roman games served both instrumental and autotelic purposes for spectators. The games were directly an object of consumption as well as the focal resource of interpersonal communications.
Research limitations/implications
The set of visual data sources is small and the literary evidence is in translation of the original sources.
Originality/value
The research shows that Holt's typology of sports consumer practices is supported by evidence from a much different time and context. Thus, the theory provides a robust framework for analysing consumer practices and rituals.
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Syahruddin Hattab, Hillman Wirawan, Rudi Salam, Daswati Daswati and Risma Niswaty
Leadership has been known for its tremendous impact on employees' outcomes in any organisation. Constructive leadership positively impacts employees, while destructive leadership…
Abstract
Purpose
Leadership has been known for its tremendous impact on employees' outcomes in any organisation. Constructive leadership positively impacts employees, while destructive leadership causes counterproductive work behaviours (CWB). This study aims to investigate the effect of toxic leadership on employees' CWB via the role of turnover intention by employing the psychological contract theory.
Design/methodology/approach
The participants were recruited using various recruitment methods such as online recruitment and alumni networks. After dropping some participants who failed to complete the three-wave data collection procedure, 457 responses were used for the final data analysis. The participants came from various public organisations in Indonesia (e.g. hospitals).
Findings
The results found that the effect of toxic leadership on employees' CWB was mediated by the role of turnover intention. Under a toxic leader, employees might intend to leave the organisations and commit CWB as the employees perceived the psychological contract breach.
Practical implications
Firstly, public organisations should implement some strategies to reduce the emergence of toxic behaviours. Secondly, public organisations should evaluate and examine how leadership is exercised within public organisations. Lastly, the organisations must ensure that their leaders do not breach employees' psychological contracts.
Originality/value
This study has highlighted the effect of toxic leadership on CWB in public service organisations by employing a psychological contract theory and a power distance perspective.
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Francesco Calza, Annarita Sorrentino and Ilaria Tutore
The aim of this work is to provide a theoretical model that can help companies to develop a unique approach to achieve both corporate environmental sustainability (CES) and…
Abstract
Purpose
The aim of this work is to provide a theoretical model that can help companies to develop a unique approach to achieve both corporate environmental sustainability (CES) and successful customer experience management (CEM).
Design/methodology/approach
A two-phase study achieved the research aim. The first phase consisted of the analysis of contemporary theoretical contributions with a focus on CES and CEM. In the second phase, taking a qualitative approach, the key dimensions identified in the initial analysis were investigated to explore the dominant perceptions of practitioners and to hone the theoretical categories.
Findings
Five innovative pathways emerged from the study to inform decision-making while maintaining the dual objectives of CES and successful CEM. These pathways are combined to offer a strategic tool for managers and for research advances. This original integrated model also offers six novel theoretical propositions that describe how to shape corporate decisions to achieve environmental sustainability in CEM.
Research limitations/implications
Firms can benefit from an approach that integrates CES and CEM to develop a new mindset for an innovative and valuable decision-making process and to design more captivating experiences for customers. Nevertheless, the efficacy and generalizability of the theoretical framework and propositions require empirical testing.
Originality/value
This paper makes an original contribution to the environmental sustainability and marketing literature by bringing together all elements in these fields of research in a conceptual model. Moreover, this paper proposes theoretical propositions that advance knowledge of the subject and offer ideas for future research and managers.