The influence of in‐store personnel on online store value: An analogical transfer perspective

In today’s multichannel retail environment, consumers’ experiences in one channel influence their perceptions of another channel. Specifically, consumer evaluations of a firm’s online store have been found to be influenced by consumer interactions with the firm’s in‐store personnel. This paper is among the first to address this assumption and test it empirically. Drawing upon the analogical transfer paradigm, we propose hypotheses and accordingly model in‐store personnel’s competence and friendliness as determinants of online store usefulness, online store enjoyment, and online store value. Using consumer data collected from two Dutch multichannel retailers, we test this model with partial least squares modeling. The results provide clear support for the model and confirm that consumers may use characteristics of in‐store personnel as analogies when evaluating a firm’s online store. Implications for research and retail managers are discussed.     

The Effects of Co-Innovation on the Value-time Curve: Quantitative Study on Product Level

Quantitative analysis with respect to co-innovation is very scarce. The aim of this paper is to make headway into this terrain by quantitatively analyzing the effect of co-innovation on the value-time curve in terms of indicators from Beelaerts’ 3C model. Analysis of car manufacturer market data shows that co-innovation decreases time-to-market and increases market share. A case analysis of three aerospace products, combined with the previously found relations, leads to further insight into current innovation performance of major aerospace companies.     

EXPECTED VALUES OF COSTS AND REVENUES DEPENDENT ON DROUGHT†

In earlier papers on drought, sequences of wet and dry months were treated as realisations of binomial trials with periodic probabilities of failure (dry months), and the cost-revenue outcomes of alternative drought strategies were handled probabilistically. When costs and revenues may be represented by a set of second degree polynomials over a set of adjacent subranges of the time scale, their expectation may be expressed as a simple closed formula in the twelve probabilities of dry months. As an illustration of the use of these new formulae, means and standard deviations of drought duration calculated in this manner are presented for three typical localities in Queensland. Previously known closed formulae for the mean and the variance in the case where all calendar months have equal probability of being dry emerge as special cases and are verified.