Innovative capabilities: Their drivers and effects on current and future performance

This study investigates the role of a firm's orientation, both customer and competitor, in driving innovative capabilities and the impact of those capabilities on a firm's current and future performance. The study's contribution is threefold in that it (1) examines market-related exploitative and explorative capabilities in conjunction with product development exploitative and explorative capabilities in terms of their strategic drivers (firm orientation) and performance outcomes; (2) disentangles the effects of exploitative and explorative capabilities on current and future performance; and (3) examines the role of innovative capabilities within the particularly relevant, but understudied, context of exporting. The findings suggest that, although customer orientation relates to both exploitative and explorative capabilities, competitor orientation relates only to exploitative capabilities. Exploitative capabilities affect current performance, whereas explorative capabilities affect future performance. These findings are of crucial relevance to export managers in their quest to identify, extend, and create new market opportunities.     

Competing with loyalty: How to design successful customer loyalty reward programs

For industries with low switching costs, customer loyalty programs (LPs) have potential to drive differentiation and sustain a competitive advantage. However, incentives provided through LPs also have a potential to escalate into costly price wars. In this article, we discuss how to design successful customer loyalty reward programs that bring value to participants and that cannot be emulated by competitors easily. We focus on three distinct aspects of improvement: personalization, reward types, and additional services. Through personalization, companies can leverage the knowledge they already have on their customers to tailor offers that they find relevant and appealing. For the reward structure, we argue in favor of a certain degree of opacity. We also encourage loyalty programs to consider giveaways that are unique and difficult to imitate and to use all the information they have available to provide rewards that fit with each customers’ idiosyncratic situation or preference. Finally, competitive LPs should look beyond offers and rewards. In addition to purchases, LPs can reward participants for other desirable behaviors; they can also provide additional services that impose minimal costs on firms, but bring value to customers.     

Lead users and the adoption and diffusion of new products: Insights from two extreme sports communities

Lead users are proposed as a valuable resource for marketers in terms of the (1) development, (2) adoption, and (3) diffusion of new products. We present the first consumer study to provide evidence that the latter two suggestions are justified. First, we find that lead users demonstrate stronger domain-specific innovativeness than more “ordinary” users. Second, lead users perceive new technologies as less “complex” and might therefore be better prepared to adopt them. Third, we find that lead users demonstrate stronger opinion leadership and weaker opinion seeking tendencies. Finally, we discuss the implications of our findings for the marketing of new products.     

Organizational characteristics and the CRM adoption process

The purpose of this study is to identify the status of Customer Relationship Management (CRM) adoption and explore the influence of organizational characteristics on the CRM adoption process in the Korean fashion industry. Using Rogers' [Rogers EM. Diffusion of innovation. New York: Free Press; 1995] innovation decision process model as the conceptual basis, this study surveyed 94 Korean fashion companies to investigate the persuasion, decision, and implementation stages of CRM adoption. Organizational variables included firm characteristics (size, strategy, maturity of information system), product characteristics (category, fashion position, seasonality), and CEO characteristics (age, education). The most frequently used CRM technology is the development of a customer database, whereas the mostly frequently mentioned benefits of CRM are encouraging repurchase. Moreover, respondents' perceptions of CRM benefits affect CRM adoption, influencing the use of various CRM technologies. Organizational strategy, maturity of information system, and product category all significantly influence the adoption process. Empirical findings provide further support for the innovation decision process model developed by Rogers [Rogers EM. Diffusion of innovation. New York: Free Press; 1995] and the CRM adoption model can be used when fashion companies do strategic planning and evaluate the possibility of adopting CRM strategies.     

Geographic Proximity of Products and Preference: A Forced-Choice Evaluation

It has been reported that information about the country of origin or the method of cultivating a food product influences individuals’ judgment. However, the effect of informing people that a product is produced locally has never been examined. A taste study was conducted in Brittany on the West Atlantic coast in France, a part of the country with a strong regional identity. Two identical products were presented in two numbered jars for a taste test. Participants were instructed to designate which of the two products they liked better. One product was presented as made in Brittany. It was reported that the made in Brittany product was preferred by the Breton participants, whereas this information had no effect on non-Breton participants. The importance of local product labels is discussed.     

转基因农产品价格决定模型及其福利分析

由于信息的不对称,由传统农产品及转基因农产品共同形成的市场实际上是一个"柠檬市场".在这一市场上,转基因农产品对消费者福利水平的影响,一方面取决于消费者对转基因农产品的态度,另一方面受制于市场结构及其价格的类型.     

关于军品价格管理的理性思考

军品的价格管理工作,涉及国家财政、军队武器装备需求以及生产企业三方面的切身利益。现行的军品价格管理存在诸多问题,导致国家、军队和军品生产企业之间的矛盾越来越突出。对此,从军品价格的制定依据入手制定改革军品定价基础,构建军品目标价格管理与控制体系等对策建议,以便为进一步加强和规范军品价格管理工作和今后的全面实质性改革奠定基础     

首位晋升制与末位淘汰制的创新激励差异分析

员工在首位晋升制和末位淘汰制两种锦标激励制度下受到的创新激励程度存在较大差异。在首位晋升制中,员工为了获得尽可能高的产出,偏好于选择高风险行为,因而会积极创新;而在末位淘汰制中,员工为了避免低水平产出,偏好于选择低风险行为,因而会回避创新。结果,首位晋升制会形成创新文化,而末位淘汰制会形成保守文化。     

中国演出产品定价机制及完善对策探究

在文化消费多样化和移动互联网技术兴起的发展趋势下,中国演艺市场面临着高成本、低回报的经营困境,作为新兴产业的演艺行业,不管是运行秩序还是行业规则方面,都有需要完善的地方。以演出产品定价为主要研究视角,提出了演出产品定价存在机制不完善、价格水平整体偏高、炒票现象严重等问题,并从建立演出产品价格管理体系、实行差异化定价策略、科学管理演艺市场3个方面提出了建议。笔者将鲍莫尔的病态成本理论作为演艺产品差异化定价的理论依据,菲利普·莱斯利的百老汇价格歧视作为将科学管理手段应用于演出产品价格管理的例证,对演艺产品定价机制及完善对策进行了初步探究。     

浅析电子商务市场中的虚拟产品定价策略

随着网络和电子计算机技术的发展和普及,电子商务的发展蓬勃兴起,原有企业纷纷建立自己的网站,开始网上销售,一些新型企业也纷纷诞生,希望在电子商务市场中能占有一席之地,一时之间,电子商务市场中的虚拟产品定价问题变得突出,因为虚拟产品与传统产品存在完全不同的特征,因此决定了虚拟产品的营销方式和定价策略都会有别于传统的方式。     

Making Trade Shows Pay Off

Abstract

This article reviews the literature on IMC and then examines its development empirically in Turkey. In this paper, we explore perceptions of IMC derived from a sample of advertising agency executives, and explore how perceptions of IMC within the developing country of Turkey. The main aim of the survey was to explore how agencies implement, coordinate, and evaluate IMC programs, and examine barriers relating to these. Managerial and public policy implications of the study are also offered. Findings underpin global adoption of IMC even in conditions of economic turbulence. Moreover, the findings confirm that IMC (in Turkey) as elsewhere is more related to tactical implementation of promotion than to strategic business development.     

东盟与澳新农产品贸易的互补性研究——基于相对贸易优势与贸易互补性系数的分析

利用相对比较优势指标和双边贸易互补性系数分别从时点和时段两个角度考察了东盟与澳新农产品的贸易关系。结果表明:东盟与澳新的农产品差异很大,决定了双方的农产品贸易关系为互补关系;这种互补关系是由东盟与澳新不同的气候和农业生产资源禀赋决定的;这种互补性也预示着双方的农产品贸易合作大有潜力。     

Back-propagation of user innovations: The open source compatibility edge

Open source software (OSS) is a dramatically disruptive force in the software industry. While businesses see OSS succeeding, many of them have trouble gleaning the lessons that can be learned from the OSS phenomenon, since OSS development appears to be far removed from traditional business practices and principles. A major observation resulting from our research on OSS products is that OSS product development is not only enabling innovations by its users, but also providing a structure for them to back-propagate into OSS products, a process that enhances compatibility in OSS products and presents a low-cost solution to the more general problem of servicing highly segmented markets. We argue that this innovation management process carries important insights for both commercial software vendors and companies outside the software industry.     

建立农业产业化激励机制的思考

农业产业化激励机制主要以物质激励、利益刺激等方式,调动农业产业化主体———农户与农业中介组织参与农业产业化活动的积极性,从而加快农业产业化发展进程,它是推进农业产业化发展的动力之源。文章认为,农业产业化活动激励机制是一种制度创新,它主要包括农业土地制度的创新,农业经济组织的创新,农业技术、信息、资本支持体系的创新及农业产业化政府支持体系的创新等四个方面。     

The role of design in the future of digital channels: Conceptual insights and future research directions

PurposeIn the past channel literature has looked to other disciplines in developing and refining their theories, models and methods in order to evolve the field. This paper traces such history and highlights the substantial changes caused by the digital age. In light of this, the inclusion of design theory into future channel management is presented to overcome existing concerns.Design/methodology/approachA comprehensive review of literature on the history of channels, the emotional experience (people), limitations of digital innovation (technology) and the role of design (business) has been conducted to create a new approach, built upon the theory of the techno-economic innovation model.FindingsThe findings of this study propose design-led channel management as a new research area, providing novel research questions and future research directions. The inclusion of design and emotion theories indicates that the future of digital channel design requires a deeper understanding of customers and needs to go beyond technological advances.Theoretical implicationsThe findings provide an opportunity to explore dynamic theories and methodologies within the field of design that will broaden the horizons and challenge existing notions in channel literature.Originality/valueThis paper is the first paper that introduces the theory of Emotionate, as the next evolution of channel literature. The value of Emotionate lies in providing a new design-led process of integrating emotion to provide advice to practitioners as well as identifies research areas for academia, thereby extending the reach and richness of this emerging research field.