Segmentation of impulse buyers in an emerging market – An exploratory study

Impulse buying promises to be a dominant buying behaviour in the highly conducive environment of emerging markets like India. However, existing research in these markets is largely within the context of product or market driven factors with inadequate focus on psychological exploration. The present study emphasizes on the role of an individual with underlying personality trait of impulse buying tendency being the focal point of the planned investigation. It uses the knowledge of impulse buying tendency and its contextual indicators as an effective taxonomical tool to profile the retail consumers’ psychologically and capture their demographic diversity. The analysis identifies and profiles three distinct impulse buying consumer segments: proactive impulsive, hesitant-hedonist and pragmatic-rationalist; thus providing manufacturers and retailers an effective marketing tool to address different consumer groups.     

Compensating international mobility in a workers’ cooperative: An interpretive study

This study uses an interpretive research design to analyze how worker-members in cooperatives understand and handle the challenge of designing a compensation system for their international workforce. The empirical study, conducted in a cooperative belonging to the Mondragon Corporation, reveals how such a challenge is understood as one of finding a system that combines international business performance with the need to uphold and maintain the cooperative’s identity. Drawing on that understanding, the cooperative adopts a number of management decisions and criteria for the distribution of rewards and the justification of unequal working conditions among its international assignees that are very different to the mainstream ones in conventional firms. The study’s findings are an invitation to question many of the traditional theoretical assumptions and practices involved in global compensation, prompting the need to develop theories and research initiatives in this field that are more in keeping with the needs and characteristics of social enterprises.     

An exploratory study of determinants for restaurant servers’ actual tip earnings: Individual characteristics and work conditions

This exploratory study investigates two different types of determinants for servers’ actual tip earnings (individual characteristics versus work conditions) using readily available organizational data. Unlike previous studies that measured servers’ tips by asking subjects (servers or customers) to report tip amounts, we measure the actual tip earnings of each server extracted from the point of sale system. The results show that work conditions (daily work hours, weekend work hours, and immediate supervisors’ characteristics) have stronger relationships with servers’ tip earnings than servers’ individual characteristics (gender, tenure, and job satisfaction). This study represents an initial attempt to use objective data to measure servers’ tip earnings and explore its potential relationship with work conditions compared to its relationships with individual characteristics which have been frequently examined in previous studies.     

What predicts skill transfer? An exploratory study of goal orientation,training self‐efficacy and organizational supports

Results from a study examining the predictors of skill transfer from an instructional to a work environment are presented. Prior research indicates that skill transfer is a function of both individual and contextual factors. A total of 186 employees from a work organization were surveyed on individual dimensions (goal orientation, training self‐efficacy) and contextual factors (supervisor and peer support). Pre‐training motivation was proposed as proximal training outcome and further connected to the distal outcome, skill transfer. Analyses with structural equation modeling using EQS indicate that individual dimensions, such as mastery‐approach goal orientation and training self‐efficacy, are related to pre‐training motivation. Also, contextual factors, such as peer support, predicted both pre‐training motivation and skill transfer, while supervisor support was unrelated to either pre‐training motivation or skill transfer. Pre‐training motivation, in turn, was related to skill transfer. Implications for theory and practice are discussed.     

An examination of women’s sport sponsorship: a case study of female Australian Rules football

ABSTRACT

In recent years we have seen an increase in corporate and media interest in women’s sport leagues and events. Despite the increase in commercialism and professionalism of women’s sport, there is a lack of research focusing on the marketing of and through women’s sport. This current study addresses this gap, examining the motivations of sponsors involved in the women’s Australian Rules football national league. Exploratory in outlook, this paper presents insights from key sponsorship decision-makers. It was found that sponsorship was motivated by a desire to promote gender equality at a firm, industry and broader societal level. Sponsorship of women’s football provides convergence of corporate social responsibility and commercial benefits. The paper provides insights for sport marketing and initiates the conversation of women’s sport sponsorship.     

The skills balance in Germany’s import intensity of exports: An input-output analysis

In the decade prior to the economic and financial crisis, Germany’s net exports increased in absolute terms as well as relative to the growing level of import intensity of domestically produced export goods and services. This article analyses the direct and indirect employment effects induced both by exports as well as by of the import intensity of the production process of export goods and services on the skills used. It shows that Germany’s export surpluses led to positive net employment effects. Although the volume of imports of intermediate goods increased and was augmented by the rise in exports, it could not undermine the overall positive employment effect.     

Determinants of students’ entrepreneurial intention to compete in a fast-pitch competition

Despite the heightened popularity of entrepreneurship education, there remain open questions regarding best practices in co-curricular programs. Using the theory of planned behavior, the authors examine how students’ intention is shaped to increase the likelihood of participation in entrepreneurship co-curricular programs. To the best of the authors’ knowledge, this study is the first to examine the relation between entrepreneurial identity and entrepreneurial intention theory. They find the popular personality trait, openness, is related to ambition, which reveals the interaction between personal elements (personality/identity) and contextual elements (aspirations to success/intention), a novel finding in the literature. This further illustrates the interconnectedness between the theory of planned behavior and the entrepreneurial event model     

Fly-posting: An exploration of a ‘controversial’ medium

This paper investigates the concept of a controversial medium focussing on fly posting and provides insights into the attitudes held on it, the controversies surrounding it, its media effects, and on how these issues affect sponsoring organisations. Overall, the findings from the group depth interviews paint an attractive picture for potential users, as target groups of younger informants hold positive overall attitudes towards the medium. Indeed, rather than offending, fly posting's illegality and covert use were found to further enhance its ability to communicate effectively with this group. In contrast, older respondents held a range of negative views, suggesting that fly posting is not inherently controversial but it can become so in combination with audience and executional factors. Our main contribution is that we provide evidence on which to caution organisations about putting the goal of engaging with youth segments above their responsibility to other customer groups, employees, and society.     

Understanding today’s music acquisition mix: a latent class analysis of consumers’ combined use of music platforms

In response to diversifying music delivery modes, consumers increasingly combine various music platforms, both online and offline, legal and illegal, and free or paying. Based on survey data (N?=?685), the current study segments consumers in terms of the combination of music delivery modes they use. We identify four latent classes based on their usage frequency of purchasing CDs, copying CDs, streaming music, streaming music videos, peer-to-peer file sharing, and purchased downloading. All-round users (9.9 %) use most or all acquisition modes, but at a low frequency. Traditionalist (33.7 %) typically makes no use of any of the acquisition modes except buying CDs. Streamers-downloaders (20.7 %) use several acquisition modes intensively, especially streaming (video and/or music only) and downloading (legal and illegal). Light users (35.6 %) also use multiple acquisition modes, but less frequently. We draw theoretical and practical implications, discuss limitations, and suggest ideas for future research.     

Knowledge transfer in the context of buyer–supplier relationship: An analysis of a supplier's customer portfolio

In the context of buyer–supplier relationship, the present study will not only analyse the role of formal and informal mechanisms to transfer knowledge but also the direct and moderating effect of trustworthiness, as relational dimensions, to understand how customers acquire knowledge from suppliers. The results related to a sample of 105 customers belonging to a medium-sized Italian manufacturer's customer portfolio show that both formal and informal transfer mechanisms positively impact knowledge acquisition. Trustworthiness positively moderates the effect of informal transfer mechanisms and negatively moderates the effect of formal transfer mechanisms on knowledge transfer. Some considerations regarding the customer portfolio are suggested to enhance our understanding of the effectiveness of knowledge transfer mechanisms in relation to different trustworthiness contexts.     

To be different,or to be the same? An exploratory study of isomorphism in the cluster

Entrepreneurial firms are argued to struggle between being different and being the same. To join the debate, we asked this question: How can entrepreneurial firms in a geographically concentrated locale gain both competitive advantage and legitimacy, given the competitive pressures for differentiation and the institutional pressures for conformity? Drawing from the network perspective, we conducted the research in a furniture cluster in Southwestern China. Based on qualitative and quantitative data, we found that peripheral firms tended to be institutionally and competitively isomorphic, while central firms could avoid the tradeoff between institutional conformity and competitive differentiation by creating and using their networks to innovate and at the same time to shape the institutional environment.     

Uncovering consumers’ returning behaviour: a study of fashion e-commerce

Abstract

The increasing prominence of e-commerce is shaping the nature and dynamics of retailing. E-commerce offers consumers lower prices, wider product categories and a more convenient shopping experience. In addition, consumers seek ways to manage the risk that is often perceived when making purchases online, which is why retailers’ online return policies have become an increasingly important attribute through which companies compete. Lenient return policies fuel unnecessary ordering and increase return rates, which in turn has major implications both for consumer behaviour and for managing the increasingly complex ecological and economical issue of online returning. Despite its relevance, prior research has paid limited attention to this evolving phenomenon. Consequently, the purpose of this study is to explore and analyse online returning behaviour in the context of fashion merchandise. As a result, 10 categories of online returning behaviour are identified that capture the reasons why consumers actually return items they have ordered online. These categories are further linked with when the decision to return ordered items emerges. Based on the results, managerial implications are provided to give guidance in managing online returning behaviour.     

Fairness quality: a conceptual model and multiple-item scale for assessing firms’ fairness – an exploratory study

Abstract

Scholars suggest that fairness is a precursor to ethical firm behaviour. Existing research suggests that (1) commonly used single-item fairness measures lack reliability and validity, and (2) single-item scales do not contribute to understanding fairness as a multidimensional concept. Using the means-end framework, we develop a measure of fairness quality (FQ) of service experience. We conceptualise, construct, refine and test the FQ scale over multiple stages of data collection. Using the soft-laddering interviewing technique, we initially explore FQ attributes. Subsequently, we design and conduct two surveys to test the FQ measure. The final scale contains 18 items in four dimensions: transparency, associations, moderations and process. The FQ scale demonstrates good psychometric properties, passing all reliability and validity tests. The scale extends existing research on fairness and provides a new conceptualisation of FQ. Marketers are encouraged to manage their FQ systematically to stimulate social and ethical behaviour. We present theoretical and managerial implications, with future research directions.     

A transformative service research agenda: a study of workers’ well-being

Interest in workers’ well-being is mounting – a key driver being the growing recognition that well-being is linked to performance. Utilizing a transformative service research (TSR) agenda, this study examines how people management practices impact the well-being of hospitality and retail workers. Comparing the experiences of permanent and precarious workers, we find it is not employment practices per se that promulgate feelings of insecurity and inferiority; rather, it is the attributions ascribed to them. This has practical implications. Most notably, some of the deleterious effects of precarious employment might be mitigated where careful attention is paid to the motives underlying an organization’s people management practices. Theoretically, TSR offers a more expansive lens for understanding the social exchange occurring in both employment relationships and service encounters, thus contributing significantly to knowledge on mutual gains theories. These findings and their implications are discussed in detail in the paper.     

Assessment of work compatibility across employees’ demographics: a case study

‘Work compatibility’ (WC) is a multi-dimensional diagnostic tool for measuring human performance that affects safety performance of work force. There are a dearth of literature on the use of WC in industrial applications. In this study, the status of WC and its components across employees' demographics such as age, experience, designation and location of work were examined in a steel plant in India. Data on 119 employees collected using Demand-Energizer Instrument was analysed. The results revealed that supervisors perceive higher energizers, higher demands and low WC as compared to workers. Older and high experience employees perceive higher energizers, lower demands and high WC as compared to younger and less experienced employees. All employee groups perceive higher demand for physical environment and physical task content. The problematic work groups identified are less experienced employees and workers in ‘allied sections’. The outcomes of the study help the management in three ways to improve human performance at work places: (i) it provides useful information about the work factors to be considered for intervention design, (ii) it identifies the work groups to be targeted while preparing intervention strategies and (iii) it can be used as a leading indicator of human performance.     

What's in a word? Adopting a linguistic-style analysis of western MNCs’ global press releases

We advance research on the impact of business English as a lingua franca (BELF) on the communication of multinational companies (MNCs). Study 1 helps predict country-level variations of linguistic style in the English language of 2,223 press releases from US, UK, German, and French companies. Press releases are a specific genre of narratives used to engage investors. Study 2 demonstrates in a controlled quasi-experimental setting that adapting linguistic styles alongside well-established frameworks of cultural values can shape investors’ attitudes and intentions. Within-language linguistic style differences in the use of BELF can create barriers to communication fairly overlooked in International Business.     

CEO Turnover in Dual-Path Career: An Examination of Followers’ Power

This paper highlights the internecine struggle within the top management team in listed companies in China. Drawing on a power perspective, we longitudinally examine the antecedents of CEO dismissal followed by inside succession in dual-path CEO career. It examines the influence of followers’ power on the dismissal of incumbent CEO and demonstrates the liability of newness and outsiderness, which is strengthened by the power of followers. It also highlights conflicts of interest and competition within the top management team and the joint effects of followers’ power on both the liability of newness and outsiderness.