Hook vs. hope: How to enhance customer engagement through gamification

Many digital service providers have adopted gamification to promote customer engagement. Critical questions, however, remain about the most effective way to enhance customer engagement and increase sales by applying gamification. With a research design that combines qualitative and quantitative methods, including the use of objective sales data from a large field study and replication of the findings across different contexts, this study explores how gamification fosters customer engagement. Both field study results and a simulation study reveal gamification principles (i.e., social interaction, sense of control, goals, progress tracking, rewards, and prompts) that promote hope and consequently increase customer engagement and digital sales. Furthermore, we find that hope is more strongly associated with customer engagement than the psychological condition of compulsion, which even exerts a negative impact. This research thus explores how gamification creates value for customers and provides actionable insights for managers to foster hope through gamification as opposed to get customers hooked.     

Capability and need: A framework for understanding why states create sovereign wealth funds

Over the past half‐century, roughly one‐quarter of states in the international system have created sovereign wealth funds (SWFs). As a case of sovereign states investing public wealth mostly in private markets across borders, it is not altogether clear why SWFs have proliferated to this extent. What explains their spread in recent decades? In this paper, I build on a multidisciplinary literature that conceives of SWFs as a type of insurance against external risk and argue that middle economic powers that are highly exposed in global trade and capital markets are the states most likely to establish these institutions. Such states possess both the capability to create an SWF of a size sufficient to insure against risk and the need for the insurance function of a SWF by virtue of their relatively vulnerable position in the global economy. To evaluate my argument, I rely on a data set consisting of all states in the international system from 1950 to 2012 including the 48 SWFs created during that period. I find that middle economic powers with high degrees of trade and capital openness are the states most likely to create SWFs.     

Lost and found: Individual differences in propensity to process visual elements of persuasion

Visual processing style, defined as the relative propensity to engage in visual processing rather than verbal processing, is an individual difference variable that has been frequently investigated in the consumer psychology literature. Surprisingly, numerous studies have reported no relationship between visual processing style and viewer responses to visual elements of persuasion. We argue that this accumulation of null results is due to untenable historical theoretical assumptions that underlie the construct, along with methodological problems that are inevitably brought about by those theoretical assumptions. We reconceptualize visual processing style and test an alternative empirical operationalization of it. Using both new data and a reanalysis of data published in the Journal of Consumer Research, we find the old approach yields null results, but we find the new approach yields the expected results. The new approach reinstates the utility of incorporating propensity to engage in visual processing as an individual difference variable into consumer psychology models of visual persuasion, and it reinstates a powerful individual difference variable that can help push forward the investigation of the unique aspects of visual persuasion.     

Defining Supply Chain Management: In the Past,Present, and Future

The article titled “Defining Supply Chain Management” published in 2001 in the Journal of Business Logistics has been cited over 4,900 times in the last 17 years. In this paper, we first provide a historical review of how the article originated and the contributions the article made to both the theory and practice of supply chain management (SCM). Next, we highlight the key market and technological changes that have emerged in SCM followed by how the theory proposed in the 2001 article can still be relevant to support SCM research and practice going forward. We also propose ways of configuring a supply chain and partnering across companies to serve customers in an optimal way. We conclude with a call for research on developing new frameworks to better describe, explain, predict, and shed light on the evolving nature of SCM.     

Bank market power and the intensity of borrower discouragement: analysis of SMEs across developed and developing European countries

Small Business Economics - This paper analyzes the effect of bank market power on the financial constraints of small and medium-sized enterprises (SMEs) through the study of borrower...     

Strategic Inter–Regional Transfers

We derive the equilibrium level of redistribution from one mobile factor (say, the rich or capital) to another possibly mobile factor (say, the poor or labour) when regions choose both their inter–regional transfers and redistributive policies non–cooperatively. It is shown that inter–regional transfers are always desirable (to mitigate the fiscal competition), but cannot be sustained (as a Nash equilibrium) when chosen simultaneoulsy with the redistributive policy. On the other hand, if regions can pre–commit to inter–regional transfers before setting their redistributive policy, their strategic effect makes efficient inter–regional transfers sustainable. However, there are also equilibria with inefficiently small inter–regional transfers or no transfers at all. The effects of regional asymmetries and additional regions on these results are also analyzed.     

Value-in-context in crowdfunding ecosystems: how context frames value co-creation

The aim of this paper is to analyse the phenomenon of crowdfunding and determine whether it can be considered a service ecosystem, where the context frames innovation through value co-creation. A qualitative, multiple case study approach is used to analyse three platforms and six initiatives in the Spanish arts sector. The findings reveal that crowdfunding can be considered an ecosystem where value-in-context frames seven types of value co-creation, offering a contribution both to ecosystem theory and to the field of co-creation.     

Restricted Visions of Multiracial Identity in Advertising

Mixed-race representations have become increasingly evident in marketing communications through the use of celebrity spokespersons like Misty Copeland and Halle Berry. This study explores the sociocultural ramifications of the ways in which marketers represent multiracial identity. Through an interdisciplinary review of pertinent literature, the authors create a theoretical framework for understanding the limitations of visual representations. A temporal model for discerning visual representations of the multiracial identity emerged by combining critical discourse analysis (CDA) techniques to investigate multiracial advertising depictions in eight popular U.S. magazines with interviews of multiracial women and advertising professionals. Findings suggest that marketers use mixed-race representations as cultural currency by mythologizing mixed-race bodies as the new beauty standard and as representing a racial bridge, physically and culturally tailored to ameliorate perceived racial divides. While visual representations in marketing communication have served to legitimatize and normalize mixed-race identity, these images generally ignore mundane consumption practices, obscure the relationships and processes that bring about multiracial bodies, and are devoid of sociopolitical context. The authors offer a framework through which scholars can systematically analyze the sociocultural significance of a wide range of identity coordinates utilized in advertisements and other forms of marketing communication.