Relationship Value in Thai Business-to-Business Marketing

This study focuses on value in the business-to-business relationship among buyers and sellers. Relationship value has long been one of the key research areas in marketing for business to business. By examining from the perspective of the buyers, this research identifies how business buyers can use marketing benefits, product benefits, technical benefits, logistics benefits, financial benefits, risk-reduction benefits, information benefits, and strategic benefits to predict buyer–seller relationship. The study confirms significant relationships among marketing benefits, product benefits, and value in retailer–supplier relationship. The analysis from this study supports that benefit in a business-to-business relationship can be created if suppliers work on mutual benefits with customers. The results also confirm that Thai business customers will look for business partners who can provide risk reduction and marketing benefits for their business.     

Key account relationship management: the moderating effects of relationship duration and transaction volume

This study investigates the impact of three relational benefits (i.e. financial benefits, human interaction benefits, preferential treatment benefits) on switching barriers, customer satisfaction, and behavioral loyalty for key accounts in the context of the air express delivery industry in Taiwan. Empirical results indicate that relational benefits impact switching barriers, switching barriers influence customer satisfaction and loyalty, and customer satisfaction effects loyalty. Findings also confirm most of the hypothesized moderating effects for relationship duration and transactional volume on the relationship between relational benefits and switching barriers. Specifically, long-term key accounts place greater emphasis on the human interaction and preferential treatment benefits. Key accounts that have less established relationships based on the length of business relationship place more importance on financial benefits. Financial benefits were found to have a positive influence on switching barriers only for low annual transactional volume clients, while both human interaction benefits and preferential treatment benefits have positive effects for both low and high transactional volume key accounts.     

Effect Symmetry of Benefit Criteria in Postpurchase Evaluations

This research proposes a theoretical model of postpurchase evaluations that incorporates seven sets of benefits: functional, symbolic, economic, safety, hedonic, moral, and leisure benefits. These benefit criteria are well documented in the literature. The study reported here was designed to test the effect symmetry of these benefit criteria in postpurchase evaluations. Effect symmetry refers to whether increases in a benefit are likely to cause proportional increases in postpurchase evaluations. The study tested the hypothesis that “must‐have” benefits (functional, economic, and safety benefits) are negatively asymmetric, whereas the “nice‐to‐have” benefits (symbolic, hedonic, moral, and leisure benefits) are positively symmetric. Five surveys were conducted in relation to five product categories in four countries (computers and automobiles in the United States, banks in France, housing in Korea, and leisure travel in Germany). Respondents completed 2386 questionnaires, of which 2291 were used in the statistical analysis. With respect to effect symmetry, the results indicate that the criterion of functional benefits is negatively asymmetric in predicting postpurchase evaluations, whereas symbolic and moral benefits are positively asymmetric. Hedonic and leisure benefits are symmetric. Managerial implications are discussed.     

The effect of benefits generated from interacting with branded mobile apps on consumer satisfaction and purchase intentions

This study extends the “Uses and Gratifications” approach (U&G) from a web context to a new one, i.e. mobile applications. It seeks to investigate the effect of the key benefits generated from interacting with branded mobile apps on consumer satisfaction and purchase intentions. A self-administrated questionnaire was used to collect the study data. The questionnaire was distributed to 358 participants inside seven major malls in a Middle Eastern country (Jordan). Purposive sample was employed. The data were analyzed using structural equation modeling (AMOS 18). Four key findings emerged from the current research. First, the study confirms the existence of four interaction-based benefits in the context of mobile apps, namely: learning benefits, social integrative benefits, personal integrative benefits and hedonic benefits. Second, apart from social integrative benefits, the other three benefits are found to influence consumer satisfaction to varying degrees. Third, with regard to purchase intentions, only learning benefits and hedonic benefits are found to generate that. Finally, the study confirms the relationship between consumer satisfaction and purchase intentions in a mobile context. The study contributes to the literature through adopting the U&G approach as a theoretical base to examine the key benefits that consumers gain when interacting with branded mobile apps.     

Different Effects of Utilitarian and Hedonic Benefits of Retail Food Packaging on Perceived Product Quality and Purchase Intention

Since consumers primarily make in-store purchase decisions, firms use product packaging to attract potential consumers. Ever-increasing market competition in many food product industries has further fueled this phenomenon in firms. However, the question of how retail food packaging affects consumer processes has received very little attention. This study investigates the benefits of food packaging on consumer responses to hedonic products by comparing different benefits (i.e., utilitarian and hedonic) of food packaging to understand which one has more impact on consumers’ perceived quality and purchase intention. The results show that both utilitarian and hedonic benefits of retail food packaging are critical predictors of consumer evaluations but play different important roles in determining customers’ reactions. Utilitarian benefits of food packaging impact perceived quality more than hedonic benefits do. Compared to utilitarian benefits, hedonic benefits of retail food packaging have more impact on consumer purchase intention.     

多供给方情形下物流联盟伙伴的利益分配

本文认为,物流联盟带来的利益可以有很多形式,但每一种利益都可归结为给物流需求方带来的成本节约,即经济利益。当物流需求方自行组织物流得到与物流外包同质的物流服务时,前者的成本与后者的成本之差即为其由物流联盟带来的总利益。在用合作博弈的思想讨论物流联盟伙伴的利益分配时,假设条件都非常强。这使得按照合作博弈思路进行利益分配的结果,对现实的指导意义大大减弱。假设只有两个具有完成物流需求方物流任务能力的物流供给方;利益分配通过暗标拍卖的方式来确定,建立暗标拍卖模型,通过分析,结果表明,物流联盟的总利益及物流需求方的利益均与供给方的成本及行业平均利润率有关。     

Alternative Marketing Strategies for Spillover Benefits:

In spite of world-wide movements towards market systems, public provision and subsidy still dominate those industries which produce goods and services whose consumption yields spillover or external benefits. After briefly critiquing some assumptions and outcomes of such non-market policies as direct subsidy, compulsory exchange, public provision, and access control, the paper discusses alternative marketing strategies for spillover benefits in two industries: business education and the theatrical arts. Horizontal cooperative promotion appears to be a viable Strategy for marketing the spillover benefits of business education. The use of matching agents and price bundling appear to be promising strategies for marketing the spillover benefits from the consumption of theatrical events. Although many such spillover benefits are uncertain and symbolic, the establishment of property rights in these benefits may help facilitate the use of marketing alternatives to non-market policies.     

关联交易、控制权收益与盈余质量

Controlling shareholders pursue benefits of control (private benefits and shared benefits) via related party transactions, which result in different levels of earnings quality. Using data from all A-share listed companies in Shenzhen and Shanghai stock markets in the year 2001 and 2002, we found that when the share ratio of controlling shareholder is less than 50%, they prefer pursuing private benefits of control via related party transactions, giving rise to deterioration in earnings quality. By comparison, when the share ratio is more than 50%, controlling shareholders prefer pursing shared benefits of control through related party transactions, which improve earnings quality as a result.      

债权人利益保护的不完备契约理论分析

债权人利益的保护程度对于一国资本市场和企业的发展具有重要意义。由于负债契约的不完备性使得企业经营管理者和股东可通过阻碍企业控制权转移来形成对债权人利益的侵害,实施负债契约相机治理机制可实现对债权人利益的保护。     

金字塔结构、法律环境与超控制权收益——来自中国上市公司的经验证据

对我国2005-2007年间发生控制权转让上市公司的实证研究显示,我国上市公司最终控制人的控制层级与获取的超控制权收益正相关,法律保护水平与超控制权收益负相关。研究表明最终控制人的控制链条越长,其获取的超控制权收益水平越高,而较好的法律保护水平能够抑制其超控制权收益的水平。由此带来的启示是：应采取政策措施推进控股股东缩短控制链条,发展核心能力,既能有效降低控股股东的超控制权收益,也有利于促进其获取合理收益;同时应进一步落实对中小股东的法律保护,改善执法效率。研究还显示对最终控制人较高的股权制衡水平能够显著降低其获取的超控制权收益。     

An extension of the benefit segmentation base for the consumption of organic foods: A time perspective

Abstract

Benefit segmentation is a long-standing marketing approach that emphasises the ‘what’ and ‘how’ dimensions of consumer benefits; that is, what benefits consumers perceive in product/service consumption, and how such benefits are perceived. This research proposes a fresh time-based approach to benefit segmentation – namely, focusing on the ‘when’ element or when in time benefits take effect. Drawing upon a survey of UK consumers, it explains and discusses consumption motivations through examining antecedents of temporally dominated benefits in application to organic food. Specifically, the study investigates why some consumers predominantly seek present-based benefits vis-à-vis future-based benefits or vice versa in organic food purchase and consumption behaviour. Using correlation and regression analyses, the research findings establish significant associations of level of involvement, prior knowledge level, and product usage level, and some association of time orientation with the temporally emphasised consumption benefits consumers ultimately pursue. Overall, the research highlights the added contribution of a time perspective in a benefit segmentation approach which can assist marketers in understanding better and communicating more effectively with consumers through drawing up consumer profiles based on when in time their dominantly pursued benefit for an offering is perceived to take effect.     

Core service versus relational benefits: what matters most?

Services literature has extensively examined the effects of core service and relational benefits on behavioral outcomes arguing that both components, studied separately, contribute significantly to customer satisfaction and loyalty. However, an integrative examination of the relative importance of both core service and relational benefits is missing. This study examines the combined impact of an extended typology of core service and relational benefits on satisfaction and relational outcomes. One qualitative and one quantitative study are conducted within a banking context. Findings confirm a more extensive typology of relational benefits and reveal that competence (part of the trust benefit) and convenience significantly affect satisfaction; however, when core service is introduced to the model, the effect of relational benefits ceases to be significant. Several future research opportunities for an integrated service benefits approach are identified; and implications for managers on how to allocate their efforts across the various types of service benefits are discussed.     

会计准则国际趋同：国家利益分析及其调整——基于国际制度合作理论的研究

会计准则国际趋同是我国会计准则建设工程的战略选择,如何看待这种战略选择与国家经济利益维护之间的关系,在会计准则国际趋同过程中,如何公平、公正与合理地实现利益共享、权益双赢,从而促进全球经济和谐有序发展,成为人们十分关注的问题。本文借鉴国际经济关系制度合作理论,在分析会计准则国际趋同战略价值的基础上,论述了会计准则国际趋同与制度合作、与国家经济利益之间的关系,并提出了在会计准则国际趋同过程中进一步调整国家利益、完善制度环境的基本对策。     

我国上市公司控制权私利及其影响因素分析

利用我国上市公司1997—2006年控制权交易溢价数据,本文度量了我国上市公司的控制权私利规模,发现我国控制权私利高于发达国家,但低于捷克、巴西、墨西哥等转轨和新兴市场国家。文章还对影响我国控制权私利规模的因素进行了实证检验,证明控制权买方特征、公司的负债率、公司规模和流通股占比对控制权私利具有显著影响。     

西安市地铁的社会效益分析及模糊评价

在西安市快速交通网线规划中,轨道交通设计由6条地铁线路组成,地铁的修建运营对社会产生了巨大的影响。虽然地铁投入资金较大,但从长远规划看,地铁带来的社会经济效益是巨大的。本文将从直接效益和间接效益两个方面对地铁的社会效益进行分析,并应用模糊理论对其进行综合评价,评价结果会为地铁的运营提供一定的理论依据。     

我国环境保护投融资的投资效率分析

对环境保护投融资投资效率的评价,通常是从经济、社会、环境改善等方面的评价加以展开,而环境保护投融资运作效率的有效发挥是与区域的经济发展水平、金融深化度、投资者理念及行为选择等密切相关。从现实的角度来分析与衡量环境保护投融资的运作效率,可从环境保护投资的产出效果即环境效益、投资的经济效益与运营所产生的社会效益等方面进行综合分析。     

Do Eco‐friendly VMD and Store Reputation Increase Satisfaction of Retail Customers?

This study builds on previous research to investigate the effect of the benefits of eco‐friendly VMD (visual merchandising) on satisfaction as well as the effect of satisfaction on store attitude. This also testifies the moderating effects how the benefits of eco‐friendly VMD affect customer satisfaction by store reputation. A total of 363 responses were used to examine the process through which core benefits and relational benefits of retailers with eco‐friendly VMD affect psychological satisfaction and social satisfaction. This is a unique study offering empirical evidence that psychological and social satisfactions are the mechanisms through which benefits of eco‐friendly VMD lead to store attitude. Results indicate that information benefit and psychological benefit result in positive psychological satisfaction and social satisfaction, which in turn leads to positive store attitude in retail customers.     

Zur Beitragsfinanzierung des Kurzarbeitergeldes

The stability of the German labour market despite a 5.1% decrease in GDP in 2009 has been described as the German job miracle. A contributing factor was the political decision to prolong the length of eligibility for short-time working benefits. Short-time working benefits are part of the unemployment insurance, which means that all employers and employees have to contribute. Nevertheless, short-time working benefits are predominantly used by large corporations in the industrial sector and their highly skilled employees. This article therefore asks whether the funding by collected contributions is justifiable or whether short-time working benefits should be paid for by taxes, if at all.     

Consumers and Competition in Health Care: The Case of Denturism

Denturism is the making and fitting of dentures directly for the public by nondentists. It is an example of potential competitive entry in a health services market and, like other such examples, its economic benefits must be weighed against any threat to the public health and safety. This article examines evidence relating to the economic benefits to consumers of legalizing denturism. Conservative estimates are presented of the economic benefits to consumers that would accrue under alternative institutional arrangements. Under several such arrangements it was found that the value of benefits is of the same order of magnitude as total government expenditures on dental services.