The Individual Aspect of Interorganizational Cooperation: Favor-Based Cooperation

ABSTRACT

Purpose

Interorganizational (IO) cooperation has been examined primarily as a role-based concept. This research seeks to extend this concept by examining a distinct mode of IO cooperation: favor-based cooperation. This concept refers to voluntary exchanges of preferential treatments between boundary personnel across organizations that are perceived as going beyond the requirements of their role relationships.     

Economic and Non-economic Satisfaction as Outcomes of Micro-enterprises’ Perceived Value from Banking Relationships

ABSTRACT

Purpose

The purpose of this paper is to position economic and non-economic satisfaction as outcomes of micro-enterprises’ perception of value, and to determine the antecedents of perceived value within the business banking industry.     

Promotion and Prevention Contracts in Industry Level Firm to Firm Dyad

ABSTRACT

Purpose

This article aims to introduce and distinguish two features of contract design – prevention and promotion contracts – and compares their effects on opportunism within the distributor–supplier relationship. It also examines the moderating role of ex post contract enforcement strategies.     

Bilateral Opportunism in Buyer–supplier Partnerships

ABSTRACT

Purpose

Literature analyzes interorganizational relationships mostly from a relational perspective by emphasizing partnerships’ positive aspects. Yet business reality is often less romantic and more opportunistic. Especially within the automotive industry opportunistic behaviors often cause extreme reactions in both partners, resulting in poisoned relationships. This study examines the effects of bilateral opportunism between buyers and suppliers on both partners’ relationship induced financial performance, using an automotive industrial setting of new product development (NPD) partnerships. Furthermore, we evaluate the “opportunistic fit” between both partners to assess whether partnerships are characterized by opportunistic parity or unilateral domination.     

Consumer stockpiling behavior in the retail gasoline market

ABSTRACT

I examine consumer stockpiling behavior in the retail gasoline market and factors that affect consumer stockpiling. Past research such as Hendel and Nevo (2006b Hendel, I. , and A.Nevo . 2006b. “Sales and Consumer Inventory.” The Rand Journal of Economics 37 (3): 543–561. doi:10.1111/(ISSN)1756-2171.[Crossref], [Web of Science ®] , [Google Scholar]) found evidence that implies stockpiling behavior. However, they did not observe actual inventory or consumption and have to rely on simplifying assumptions about these quantities. I collected a novel data set of gasoline purchase history of consumers with actual inventory and consumption to test several hypotheses that relate consumer stockpiling to price, duration between purchases, and consumption. I found that consumers purchase more gasoline when their inventory is low and those holding high inventory are more price sensitive. Consumption habits after a purchase may change due to two forces: previous consumption habit and purchase price. The exact change in consumption and duration between purchases depends on which force is stronger.     

Analysis of the effects of visibility and warning devices on driver injury severity at highway-rail grade crossings considering temporal transferability of data

Abstract

This study explores the joint effect of visibility and warning devices on driver injury severity at the highway-rail grade crossings (HRGCs), while also considering other contributing factors. For this purpose, four mixed logit models are developed to estimate the determinants of driver injury severity considering the combinations of visibility conditions (daylight vs. no daylight) and type of warning devices (active vs. passive warning). The models were calibrated using the data obtained from the USDOT Federal Railroad Administration for HRGC crashes that occurred over a ten-year period 2008–2017 Federal Railroad Administration (FRA) Office of Safety Analysis. (2017). Accident data as reported by railroads. Retrieved July, 2018, from https://safetydata.fra.dot.gov/OfficeofSafety/publicsite/on_the_fly_download.aspx [Google Scholar] across the United States. A temporal transferability test was conducted and confirmed the stability of model specifications considering a ten-year span of collected data. The pseudo-elasticity analysis was conducted to ascertain marginal impact of the contributing factors on driver injury severity in each model. While the vehicle speed, train speed, time of day and driver age are found to be common significant factors among the four models, there are marked differences between parameters associated with various crash factors. The study provides new insight into the driver injury severity in train-vehicle collisions considering visibility and type of warning devices, which can help in setting up proper policies to improve safety at HRGCs.     

Modeling the Impact of Parasocial Interactions with Media Characters on Brand Placement Effects

The conceptualization in this article advocates for integrating media users' processing more strongly in brand placement research, with a focus on processes that grasp at the connections and interactions between media users and media characters. Starting from the Balance Model of Product Placement by Russell and Stern (2006 Russell, C.A., &; Stern, B.B. (2006). Consumers, characters, and products. A balance model of Sitcom product placement effects. Journal of Advertising, 35, 7–21.[Taylor &; Francis Online], [Web of Science ®] , [Google Scholar]), which indicates some sort of parasocial connections between viewers and characters related to the placement, recent advancements in parasocial interaction (PSI) theory and measurement are explicated to conceptualize the interactions between media users and media characters in greater detail and more adequately. This enables more in-depth hypotheses on the impact of specific PSI sub-dimensions (cognitive, affective, behavioral) on specific sub-dimensions of brand placement effects (recognition, recall, evaluation, consumer behavior).     

Accounting Quality in Eastern Europe after Communism

Research Question/Issue: This study, in the taxonomy of Schiehll and Martins (2016 Schiehll, E. and H. C. Martins. 2016. Cross-national governance research: A systematic review and assessment. Corporate Governance: An International Review 24 (3):181–99. doi:10.1111/corg.12158.[Crossref], [Web of Science ®] , [Google Scholar]), examines cross-national corporate governance, within their “legal” category. It rests on the understanding that to fully grasp corporate governance it is essential to understand the embedded institutions. The research question is: Does an increase in legal quality cause an associated increase in the quality of corporate governance in the form of financial reports to investors? If so, this supports the fundamental importance of legal systems to earnings quality. Reliable evidence on whether there is an association between legal quality and financial reporting quality would be an empirical association showing that where legal quality is higher, earnings quality is also higher, and conversely.

Research Findings/Insights: The results show clearly that in 2005 and 2010, when adequate data are available for testing, earnings quality is poor: far more companies show small gains than small losses. A great deal of managerial discretion is exercised in arriving at accounting figures, since many amounts depend on forecasts of future events. A significant number of firms use that latitude to show positive earnings. As to patterns of earnings management among three clusters of countries, the small number of firms generally precludes strong statistically supported evidence of management within the clusters. Nevertheless, the whole is the sum of the parts, and the parts (clusters) indicate the clusters most responsible for the overall result. There is little evidence of small gains exceeding small losses in the Baltics, greater differences in the Visegrád countries, and big differences in southern Europe.

Theoretical/Academic Implications: Based on both (a) the historical background of legal systems and (b) attitudes concerning legal quality measured at the same time as the earnings measures, the accounting results are consistent with the prediction of a strong legal culture driving effective corporate governance.

Practitioner/Policy Implications: The results show that eastern firms, on aggregate, have yet to reach the level of their western counterparts. However, the differences do not seem highly significant, and indicate that convergence is close in this area. This, in turn, should guide and encourage legislators in their work.     

The Influence of B to B Social Media Message Features on Brand Engagement: A Fluency Perspective

Purpose: Social media is increasingly drawing the attention and interest of business-to-business (B to B) organizations. Yet, B to B organizations remain cautious in their social media pursuits, in part based on a stated lack of understanding for best practices. The purpose of the current work is to take initial steps to address this challenge by identifying specific social media message features that influence online users’ engagement with B to B organizations.

Methodology/Approach: This work examines the Twitter feeds of the top 50 social B to B brands (as reported by Brandwatch in 2015) to examine the effects of message features (hashtags, text difficulty, embedded media, and message timing) on user engagement, captured in terms of Twitter likes and retweets.

Findings: We argue that message features that enhance fluency (e.g., images) should enhance engagement. In contrast, those that disrupt fluency (e.g., hasthags) should result in lower levels of engagement. Consistent with these predictions, we find that hashtags and text difficulty correlate to lower levels of engagement whereas embedded media in the form of images and video correlate to higher levels of engagement. Also consistent with the proposed fluency framework, we find that tweets from B to B organizations generate greater engagement on evenings and weekends.

Research Implications: This research applies a fluency lens to identify specific message features that influence online engagement. In doing so, it highlights fluency as a powerful construct for understanding the drivers of B to B social media brand engagement. More generally, this work suggests fluency as a valuable conceptual lens for developing effective B to B social media strategies. This research also speaks to the complexity of B to B social media strategies – organizations must go beyond content and platform decisions, to also consider the specific features of the message.

Practical Implications: Social media is becoming more and more important to B to B organizations and is as yet an underutilized engagement tool. The current work offers initial strategies regarding message features that business practitioners can incorporate into their content development strategies to strengthen engagement. Specifically, efforts should be made to attain high levels of fluency in B to B social media content development.

Originality/Value/Contribution of the Paper: The current work offers initial insights as to the importance of understanding not only how social media topics/content influence engagement, but also the influence of message features (e.g., hashtags, embedded media). In doing so, it highlights fluency as a novel conceptual lens for developing more effective B to B social media strategies. Finally, it draws on actual tweets from leading B to B brands to examine the proposed influence of message features on engagement.     

Innovativeness along the Business Cycle: The Case of Uruguay

ABSTRACT

This article analyzes the dynamics of knowledge-capital accumulation along the different stages of the business cycle within the benchmark proposed by Crépon, Duguet, and Mairesse (1998 Crépon, B., Duguet, E. &; Mairesse, J. (1998). Research, innovation, and productivity: An econometric analysis at the firm level [Working Paper n° W6696]. Cambridge, MA: NBER. Retrieved from www.nber.org/papers/w6696[Crossref] , [Google Scholar]) using a balanced panel of Uruguayan firms. Findings reveal that the intensity of innovation evolves procyclically, while the propensity of innovation and the degree of novelty embedded in innovations follow a countercyclical path. They also show that product innovations during economic recessions are only pursued by companies that are able to divert their sales to world markets; otherwise, they tend to innovate in processes. Results further suggest that productivity gains driven by knowledge-capital accumulation are magnified by systematically engaging in innovation activities.     

Placing snacks in children's movies: cognitive,evaluative, and conative effects of product placements with character product interaction

ABSTRACT

Type of placement integration has been shown to influence placement effects in adults. However, no studies have explored the role of character product interaction (CPI) for product placement effects on children. We also lack knowledge about the moderating role of age in this context. We therefore exposed N = 363 children aged 6–15 years to a movie containing no placement, a static placement, or a CPI placement. The presence of placements affected cognitive and conative brand outcomes. However, children's product memory and consumption were higher for CPI placements compared to static placements. As a relevant implication for product placement research, we found that brand outcomes were independent of the children's ages and prior movie familiarity. This suggests that children's developmental stage concerning age does not mitigate product placement effects. Implications for educators and consumer advocates are discussed.     

The antecedents and consequences of a market orientation: the moderating role of organisational life cycles

Abstract

There is widespread agreement in the marketing literature that newly founded and established mature companies have different perspectives on marketing. However, there is little comparative research in this respect. Therefore, the current research compares the antecedents and effects of a market orientation (MO) – as one major construct in marketing research – across organisational life-cycle stages, thereby integrating organisational life-cycle theory into MO research. Our hypotheses are based on the information-processing model of Tushman and Nadler (1978 Tushman, M. and Nadler, D. 1978. Information processing as an integrating concept in organizational design. The Academy of Management Review, 3(3): 613–624. [Crossref] , [Google Scholar]). In order to test these hypotheses, we conduct a survey-based empirical study of 252 new high-tech ventures. Our results show that the organisational life-cycle stage does indeed exert a moderating influence on the links between MO and its antecedents, and performance consequences. The implications for the market literature are discussed in detail. A map of possible future research topics is derived.     

When Does Relational Exchange Matters? Social Bond,Trust and Satisfaction

Purpose: The extant literature on business-to-business relationship has shown that trust, relationship duration, and social bond are the key drivers of relationship satisfaction. Notwithstanding, studies on the examination of when and why these variables translate into successful relationship are still scarce and need further exploration. This research investigates the conditions under which trust and social bonds influence satisfaction in a business-to-business relationship.

Design/methodology/approach: The data were collected from 159 footwear producers using a structured questionnaire. Four hypotheses were developed and tested using hierarchical multiple regression.

Findings: The authors found support for all hypotheses. Social bonds and longevity are crucial in enhancing supplier relationship satisfaction. Likewise, the role of social bonds in inducing supplier satisfaction heightens over time. However, the positive association between exchange partner trustworthiness and supplier satisfaction works well only in high degree of dependence situation.

Research limitations/implications: The study was based on the report on monadic data and cross-sectional design. Future research should adopt longitudinal design to overcome the shortcomings.

Theoretical implications: This study advances the social exchange theory (SET) by elucidating the condition in which social bonds and trust fail to produce relationship satisfaction. Social bonds fail to enhance relationship satisfaction at the beginning of the relationship. Moreover, trust alone cannot be good enough to boost relationship satisfaction in a lose dependence context.

Managerial implications: This study acclaimed a relationship-driven approach as the best choice for those firms who aspire to build a good relationship with their exchange partner. Managers should understand how and when to develop a strong social relationship with their trading partners, and recognize the situations in which to deal with honest and fair business partners in an exchange relationship.

Originality/Contribution: This is one of the very few studies, which have been conducted to investigate the conditions under which the relational variable influences satisfaction in a business-to-business relationships context. It expanded the boundary of the current literature as it investigated the moderating role of relationship duration and dependence in the relationship between relational constructs and relationship satisfaction.     

Extending the theory of metaphor in marketing: The case of the art gallery

Abstract

This study analyses the metaphor of spirituality in the non-profit art gallery, a metaphor overlooked in previous marketing research. Using content analysis and interviews in a single depth case study, this article illustrates how spirituality has been a staple in the non-profit art gallery over time. It was found that even though the non-profit art gallery acknowledges its use of spirituality, it has a paradoxical attitude to it. Therefore this article (a) traces the historical influences that led to the extension of metaphor in the art gallery and its relationship to marketing theory, and (b) draws on Hunt and Menon (1995 Hunt, S.D. and Menon, A. 1995. Metaphors and competitive advantage: Evaluating the use of metaphors in theories of competitive strategy. Journal of Business Research, 33(2): 81–90. [Crossref], [Web of Science ®] , [Google Scholar]) to identify deliberate and emergent strategies using metaphor in the non-profit cultural organisation.     

Conceptualising market orientation in non-profit organisations: definition,performance, and preliminary construction of a scale

Abstract

This paper applies Narver and Slater's (1990 Narver, J. and Slater, S. 1990. The effect of a market orientation on business profitability. Journal of Marketing, 54(2): 20[Crossref], [Web of Science ®] , [Google Scholar]) conceptualisation of market orientation to non-profit organisations. The study constructs a reliable and valid scale of the market orientation in non-profits in order to test the relationship between non-profits' market orientation and their performance outcomes in the context of a developing country. We surveyed 211 Indian non-profits and received 102 usable responses. We used principal axis factoring with oblique rotation to analyse the data. The scale was tested for its dimensionality, reliability, and various validities. The findings show a positive link between non-profits' market orientation and their performance in the context of a developing country. Market-oriented non-profits were found to be more effective in achieving their organisational mission, beneficiary satisfaction, and peer reputation than those that were less market oriented.     

Cause‐Related Marketing from the Nonprofit's Perspective: Classifying Goals and Experienced Outcomes

This research examines the cause‐related marketing (CRM) experience from a nonprofit (NPO) perspective, using qualitative and quantitative methods. U.S. NPO managers with direct CRM experience (n = 154) participated. Results demonstrate that NPOs have both first order (immediate financial support) and second order (less tangible, longer term) goals when undertaking CRM, and that they generally realize these outcomes, though not always. NPOs primarily seek event support, networking opportunities and public awareness, followed by funding opportunities, with less emphasis on gaining business expertise. This research extends the framework of Gourville and Rangan (2004 Gourville, J. T. and Rangan, V. K. 2004. Valuing the cause marketing relationship.. California Management Review, 47: 38–57. [Crossref], [Web of Science ®] , [Google Scholar]) by offering a more precise, differentiated model.     

The impact of perceived crowding on consumers' store patronage intentions: Role of optimal stimulation level and shopping motivation

Abstract

Past empirical studies leave open the question of whether perceived crowding has a positive or a negative effect on shopping outcomes (Eroglu, Machleit, & Barr, 2005 Eroglu, S.A., Machleit, K.A. and Barr, T.F. 2005. Perceived retail crowding and shopping satisfaction: the role of shopping values. Journal of Business Research, 58(8): 1146–1153. [Crossref], [Web of Science ®] , [Google Scholar]; Hui & Bateson, 1991 Hui, M.K. and Bateson, J.E.G. 1991. Perceived control and the effects of crowding and consumer choice on the service experience. Journal of Consumer Research, 18(2): 174–184. [Crossref], [Web of Science ®] , [Google Scholar]). Based on the premise that shopping is a social phenomenon involving hedonic as well as utilitarian motivation, this study hypothesizes an inverted U-shaped relationship between perceived crowding and consumers' store patronage intentions. Additionally, past research considers the mediating role of emotions in the relationship between perceived crowding and shopping outcomes. In this research, the authors argue that consumers' cognitive evaluations of the store and its merchandise also mediate the perceived crowding?patronage intention relationship. Survey results of actual shoppers (n?=?201) in a hypermarket in India demonstrate that there exists an optimal level of crowding that maximises consumers' store patronage intentions. The effect of perceived crowding on patronage intention is mediated by the emotional dimension of pleasure and store evaluation. Further, the effect of perceived crowding on emotions and evaluations appears to be moderated by consumers' optimal stimulation level. In particular, the inverted U-shaped relationship of perceived crowding with pleasure and merchandise evaluation is increasingly manifested with increases in optimal stimulation level. The results also reveal that the effect of pleasure on patronage intention is stronger for individuals who score high on hedonic motivation than for individuals who score low on hedonic motivation. The article provides potential research and managerial implications of the findings.     

A Bibliometric Analysis of the First 25 Years of the Journal of Business-to-Business Marketing

Purpose: As part of the recognition of the 25th anniversary of the Journal of Business-to-Business Marketing (JBBM), this paper presents an overview of the JBBM through a bibliometric analysis (BA) of its content from 1992 to 2016. The analysis focuses on the most cited articles and authors, h-index, publications per year, among others that typically are conducted for BAs.

Design/Methodology/Approach: This paper begins with an introduction to the JBBM, showing its characteristics, its history as well as the editorial development and subsequent journal positioning. This information is followed by an analysis based on bibliometric methodology (BM) which considers the h-index, total citations (TCs), total papers (TPs), TC/TP ratio and other similar measures. To display this information, investigation was done to determine the most cited journals, articles, authors, universities and countries, ergo with the greatest incidence within JBBM. Analyzed are 329 articles, reviews and notes taken from the Scopus database for the periods between 1992 and 2016 for the JBBM.

Findings: At the time of this work, the completion of the 25th anniversary of this journal, there is a rising trend in the number of JBBM publications per year. The researchers from the United States were most frequent contributors to the journal, while researchers from Germany, Australia, Norway and the United Kingdom were well represented. Multiple coauthors were more frequent while topics across the general model of business-to-business (B-to-B) marketing were typically found. Special issues on all three university-level education, technology in the classroom as well as Internet in effect B-to-B tactical marketing.

Practical Implications: After observing the different perspectives of the journal’s production, we gain another objective view on the evolution of the JBBM in prior 25 years. This approach is useful for the readers of this journal in order to obtain a quick snapshot of the leading trends occurring in the journal and is similar as performed for many cognate titles. The many titles within marketing and the business disciplines may find such an exercise revelatory.

Originality/Value: There is a trend where several journals (Journal of Marketing, Journal of Public Policy & Marketing, Journal of Marketing Research and Journal of Business Research) have produced special sections to show progress and contributions of these to scientific research using BA and BM. This paper does similarly for the JBBM.     

A Qualitative Study of Malaysian Parents’ Purchase Intention of Functional Weaning Foods using the Theory of Planned Behavior

Background: In this study, qualitative research methods were used to explore the behavioral, normative, and control beliefs underpinning parents’ decisions to purchase functional weaning food products.

Methods: Seven focus groups were conducted with 44 parents in two locations in Malaysia (Sabah and Selangor). Based on the Theory of Planned Behavior theoretical framework, participants were prompted with questions about commercial weaning foods including functional weaning foods and shown several different products to stimulate discussion.

Results: Important behavioral beliefs (product attributes, babies’ needs and suitability of the product, perceived healthiness), referrals and influences (family and friends’ opinions and experiences, internet and social media influence, health professionals’ recommendation and advice) and facilitating and inhibiting factors (trust and confidence, brand and cost, and product availability and options) were identified.

Conclusions: Overall functional weaning food purchase intention was influenced positively and negatively by behavioral, normative and control beliefs. To increase the awareness and commercial product knowledge on weaning food are suitable for their children, more information on functional weaning food products from reliable sources that can reach the parents and other potential customers is needed. Government, health professionals and manufacturers should work together to develop a better way to inform parents about functional weaning foods.