Explaining customers' switching patterns to brand delisting

Delisting is frequently used by retailers to strengthen their negotiating position against manufacturers. However, both parties have to consider the risk of potential reactions when customers are faced with a reduced or modified assortment and thus, different choice. This research investigates customers' switching behavior if a brand is delisted by taking into account context theory. The results of two real-life quasi-experiments reveal that customer responses depend significantly on the context and that manufacturers may encounter substantially larger losses than retailers. Two further online experiments support the hypotheses on the existence of negative context effects for brand removals. Managerial implications can be derived and recommendations for further research are developed.     

Sustainability in shipper-logistics service provider relationships: A tentative taxonomy based on agency theory and stimulus-response analysis

The paper contributes to research on sustainability in dyadic buyer–supplier relationships of logistics services. It presents deeper knowledge on why and how suppliers choose to behave sustainably. The research analyzes how shippers stimulate their LSPs and how LSPs respond by conducting sustainability activities. Agency theory and the stimulus–organism–response model are applied as the theoretical foundations for an explorative case study analysis of three large and five small and medium-sized European logistics service providers (LSPs) active in road transport services. Significant differences are found between the sustainability efforts of SMEs and large LSPs and a tentative taxonomy of the sustainability response types of LSPs is derived. The taxonomy contributes to theory-guided research in sustainable supply chain management and procurement. Thereby, mismatches of stimuli and responses are identified and related agency problems in dyadic relationships in terms of sustainability are discussed. From a managerial point of view, the findings may serve as a starting point for purchasers of logistics services to develop adequate sustainability selection criteria and incentives.     

Customers’ reactions to price increases: Do customer satisfaction and perceived motive fairness matter?

Most of the previous research on price changes has focused on price decreases. This article investigates the effects of price increases at an individual level. The authors argue that customers’ reactions to price increases (i.e., repurchase intentions) are strongly driven by two factors: the magnitude of the price increase and the perceived fairness of the motive for the price increase. In this context, the authors examine the role of customer satisfaction in influencing the impact of these two variables on repurchase intentions after a price increase. Their findings reveal that as satisfaction increases, the negative impact of the magnitude of a price increase is weakened. Furthermore, the results suggest that satisfaction moderates the impact of perceived motive fairness. The authors also find that the level of satisfaction can influence the valence of the perceived motives in response to a price increase. Christian Homburg (homburg@bwl.uni-mannheim.de) is a professor of marketing and chair of the Marketing Department at the University of Mannheim, Germany. He also serves as director of this university’s Institute for Market-Oriented Management. He holds master’s degrees in business administration and mathematics and a Ph.D. in business administration from the University of Karlsruhe, Germany. He also holds a habilitation degree from the University of Mainz, Germany. His research interests include market-oriented management, buyer-seller relationships, and business-to-business marketing. He has published in theJournal of Marketing, the Journal of Marketing Research, Strategic Management Journal, the Journal of the Academy of Marketing Science, and theInternational Journal of Research in Marketing. He is also the founder of Professor Homburg & Partners, an internationally operating management consulting firm. Wayne D. Hoyer (wayne.hoyer@bus.utexas.edu) is the the James L. Bayless/William S. Farish Fund Chair for Free Enterprise, the chairman of the Department of Marketing, and the director of the Center for Customer Insight in the McCombs School of Business at the University of Texas at Austin. He received his Ph.D., M.S., and B.A. from Purdue University in the area of consumer psychology. He has published more than 60 articles in various forums including theJournal of Consumer Research, theJournal of Marketing Research, theJournal of Marketing, the Journal of Advertising Research, and theJournal of Retailing. His research interests include customer insight and relationship management, consumer information processing and decision making (especially low-involvement decision-making), and advertising effects (most particularly, miscomprehension and the impact of humor). Nicole Koschate (nicole.koschate@bwl.uni-mannheim.de) is an assistant professor of marketing in the School of Business Administration at the University of Mannheim, Germany. She holds a double master’s degree in business administration and psychology and a Ph.D. in marketing from the University of Mannheim, Germany. Her current research areas include pricing, customer insight, dynamic issues in marketing phenomena, and buyerseller relationships. Her research appears in several outlets, including theJournal of Marketing.     

Die Akzeptanz von Versicherungsdienstleistungen im Internet

There is not much known about the factors that determine online demand for insurances. This current study is a first attempt to locate the variables that affect the acceptance of online-purchase of an insurance policy from existing research and empirically verify them. Results show that good terms coupled with online purchase-experience is the most important cause for acceptance. Additionally, convenience (i.e., easy access to information through internet sites of insurance companies and easy and fast contracting), perceived barriers when transferring from a traditional insurance contract to an ?online contract“, information quality of the internet offer, perceived personal risk as well as perceived transaction risk are significant factors driving online demand for insurances.     

Patient safety: the four domains of nursing leadership

The role of the nurse leader in patient safety can be characterized as follows: to establish the right culture; to infuse that culture with shared leadership so that the expert voice at the bedside is really defining the work; to possess the competencies necessary to coordinate and advance this complex initiative; and to forge both internal and external partnerships, because we will not be able to do this work alone. To further the work on this topic, nurse leaders who participated in the Nursing Leadership Congress are committed to identifying additional resources to help nurse leader colleagues drive patient safety efforts throughout their organizations.     

Statistical Issues in fMRI for Brain Imaging

Functional magnetic resonance imaging is a technique developed in the last decade and used in the fields of cognitive psychology and neuroscience, among others, to study the processes underlying the working of the human brain. In this paper we examine some of the statistical issues in functional magnetic resonance imaging for brain research. We start by giving a brief introduction to the physics of magnetic resonance imaging. Using a psychological experiment as a case study, we then describe questions of design and statistical analysis. The data obtained from functional magnetic resonance imaging studies are of a highly complex nature, displaying both spatial and temporal correlation, as well as high levels of noise from different sources. Given this, the scope for statistics is vast, and is not limited to simple analysis of the data, once collected.     

Portfolio concentration and performance of institutional investors worldwide

Using data on security holdings for 10,771 institutional investors from 72 countries, we test whether concentrated investment strategies result in excess risk-adjusted returns. We examine several measures of portfolio concentration with respect to countries and industries and find that portfolio concentration is directly related to risk-adjusted returns for institutional investors worldwide. Results suggest, in contrast to traditional asset pricing theory and in support of information advantage theory, that concentrated investment strategies in international markets can be optimal.     

Global Warming and a Potential Tipping Point in the Atlantic Thermohaline Circulation: The Role of Risk Aversion

The risk of catastrophes is one of the greatest threats of climate change. Yet, conventional assumptions shared by many integrated assessment models such as DICE lead to the counterintuitive result that higher concern about climate change risks does not lead to stronger near-term abatement efforts. This paper examines whether this result still holds in a refined DICE model that employs the Epstein–Zin utility specification and that is fully coupled with a dynamic tipping point model describing the evolution of the Atlantic thermohaline circulation (THC). Risk is captured by the possibility of a future collapse of the circulation and it is nourished by fat-tailed uncertainty about climate sensitivity. This uncertainty is assumed to resolve in the middle of the second half of this century and the near-term abatement efforts, which are undertaken before that point of time, can be adjusted afterwards. These modelling choices allow posing the question of whether aversion to this specific tipping point risk has a significant effect on near-term policy efforts. The simulations, however, provide evidence that it has little effect. For the more likely climate sensitivity values, a collapse of the circulation would occur in the more distant future. In this case, acting after learning can prevent the catastrophe, implying the remarkable insensitivity of the near-term policy to risk aversion. For the rather unlikely and high climate sensitivity values, the expected damage costs are not great enough to justify taking very costly measures to safeguard the THC. Our simulations also provide some indication that risk aversion might have some effect on near-term policy, if inertia limiting the speed of decarbonisation is accounted for. As it is highly uncertain how restrictive this kind of inertia will be, future research might investigate the effects of risk aversion if additional uncertainty about inertia is considered.     

Start ‘Em Early: Pastoral Power and the Confessional Culture of Leadership Development in the US University

We apply a critical perspective on leadership development discourses and practices to the case of student leadership development programs in the US universities and colleges. We leverage the first author’s personal experiences as a facilitator in such programs to focus on the manner in which they adapt and deploy a variety of commodified pop and positive psychology techniques—including prominently among them icebreakers and psychological assessment tests—that encourage participants to share personal and emotional insights about themselves as the necessary prerequisite for becoming leaders. We draw on Foucault’s notion of pastoral power to argue that these quasi-therapeutic practices help to produce and to normalize what we describe as a confessional culture of leadership development that prepares would-be student leaders to submit themselves to similarly or even more psychologically demanding regimes of governmentality in the workplace after they graduate. We conclude with a call for future research on the central role of such leadership development practices—and the institutions, industries, and actors that promote them—in folding together the ways that individuals seek to claim agency and to develop themselves as leaders with the ways that organizations function to constrain that agency and to govern them as willing but compliant subjects.