The influence of entrepreneurs’ immigrant status and time on the perceived likelihood of exporting

We contribute in this paper to the scant literature on the factors and conditions influencing the development of different perceptions of potential international opportunities for immigrant and native entrepreneurs in the pre-internationalization phase. Specifically, we investigate what factors influence the perceived likelihood entrepreneurs have of exporting. Building on entrepreneurial intentions and opportunity-based entrepreneurial processes, we propose a cognitive account of perceived likelihood of exporting based on entrepreneurs’ perceptions of the desirability and feasibility of export opportunities. We investigate how the immigrant status (i.e., individual characteristics) and time (i.e., contextual factors) influence the relationship between the desirability and feasibility of exporting, and entrepreneurs’ perceived likelihood of exporting. We employ an experimental design on a matched-pair sample of 108 native and immigrant entrepreneurs in domestic technology-based firms. The results are a unique account of the cognitive antecedents of the perceived likelihood of exporting under different temporal conditions, comparing immigrant and native entrepreneurs. We discuss theoretical and practical implications.

     

Self-scanning technologies in retail: Determinants of adoption

Self-scanning represents a form of customer participation in service creation, a form of self-service and a technology-based service delivery device. This study, conducted within the large-scale retail sector, pursues a dual aim: firstly, to assess the link between satisfaction with self-scanning and some of its possible antecedents; secondly we intend to determine whether satisfaction with this service has any impact on consumers' overall opinion of the supermarket and their intention to patronise the store with greater frequency. The data show that both the sense of control and hedonic component have a positive impact on satisfaction with self-scanning and further bring to light that service satisfaction is an antecedent both of customers' opinion of the supermarket and their intention to patronise the store more frequently.     

When a picture’s worth a thousand words: The effects of visual construal priming on information acquisition and choice

Individuals acquire information in an attribute- or alternative-based way depending on the construal level of the choice situation. This research contributes to the literature by showing that different information acquisition strategies can emerge not only as a function of the psychological distance from the object of evaluation but also through situational cues unrelated to the evaluation task, such as a visual priming. Furthermore, results show that which pattern of information acquisition is adopted in turn affects individual choices. While the literature has already found a direct effect of construal levels on choices, the present analysis supports the existence also of an indirect effect, mediated by the information acquisition pattern. Consequently, managers can implement simple tools, such as visual stimuli alongside the presentation of product-related information, to display information consistently with individuals’ construal levels, bearing in mind that the way consumers acquire information is a predictor of their choices.     

Consumer (goal) satisfaction: A means‐ends chain approach

This study investigates the role that service attributes, customer subgoals, and goals play in forming the satisfaction judgment. Drawing on means‐ends chain theory, and on satisfaction research, satisfaction is conceptualized as the result of a process in which customers activate multiple comparative referents. In a pilot study, a paper‐and‐pencil laddering technique was used to collect attributes and goals connected to the satisfaction judgment. These elements were then used as items in a satisfaction survey of 200 customers. A mixture regression model revealed that both attribute‐related dimensions and goal‐related dimensions determine overall satisfaction, albeit not homogeneously among customers. Two customer segments were identified: Socializers, whose satisfaction is driven primarily by the goal of well‐being, and Achievers, whose satisfaction is generated mainly by the goal of efficiency. Two directed graphs describe the satisfaction path of the two groups of customers, illustrating how service attributes are connected to the satisfaction of lower‐order and higher‐order goals. © 2011 Wiley Periodicals, Inc.