International industrial buyer behavior: An exploration and a proposed model

A large proportion of world’s trade revolves around a long list of industrial products which are pruchased by industrial buyers. Although it has been suggested that the impact of culture on international markets is more predominant in the consumer goods than industrial goods (Keegan 1984), little has been done in terms of understanding other variables besides culture that effect the international industrial buyer and his/her behavior.     

Social media,an emerging platform for relationship building: A study of engagement with nongovernment organizations in India

The purpose of this study is to explore the major determinants of nongovernment organizations (NGOs) engagement and relationship building on social media in India. Netnography with a metaphoric grounded analysis is used for the data analysis to identify these determinants, and a conceptual framework is proposed to inform the strategic direction of NGOs. The findings suggest that supporters engage with NGOs largely for personal and organizational reasons. Emotions, trust, and information needs emerge as the primary personal drivers for engagement, whereas organizational accountability, performance, brand image, and transparency emerge as organizational drivers. Behavioural intention mediates the relationship between the drivers of engagement and supporter contributions. The study suggests that as the number of supporters on social media platforms is rapidly increasing, NGOs should recognize the importance of the supporter experience while designing their marketing strategies. Given the peculiarity of supporter behaviour in relationship building by NGOs, the inclusion of more supporters may improve the welfare of society.     

An Experiential Approach to Teaching Ethics in International Business

Ethics training in academia and corporations have grown as expansion in international business activities has lead to frequent inter-cultural exchanges. An effective instructional tool in theform of an experiential exercise is presented. The exercise using role-playing enables participants to recognize, confront, and understand business quandaries. A scoring system allows participants to compare the ethical standards of employers, employees, customers, and the society-at-large on a set of predetermined ethical events.     

The effects of extrinsic product cues on consumers’ perceptions of quality, sacrifice, and value

The authors report the results of two experiments designed to test the effects of extrinsic cues—price, brand name, store name, and country of origin—on consumers’ perceptions of quality, sacrifice, and value. The results of the experiments support hypothesized linkages between (a) each of the four experimentally manipulated extrinsic cues and perceived quality, (b) price and perceived sacrifice, (c) perceived quality and perceived value, and (d) perceived sacrifice and perceived value. The results also indicate that the linkages between the extrinsic cues and perceived value are mediated by perceived quality and sacrifice. R. Kenneth Teas is a distinguished professor of business in the Department of Marketing, College of Business, Iowa State University. He received his Ph.D. from the University of Oklahoma. His areas of research include consumer behavior and decision processes, marketing research methods, services marketing, and sales force management. His articles have been published in numerous journals, including theJournal of Marketing, theJournal of Marketing Research, theJournal of Consumer Research, theJournal of the Academy of Marketing Science, theAmerican Journal of Agricultural Economics, theJournal of Retailing, theJournal of Personal Selling and Sales Management, theJournal of Occupational Psychology, andIndustrial Marketing Management. Sanjeev Agarwal is an associate professor in the Department of Marketing, College of Business, Iowa State University. He received his Ph.D. from The Ohio State University. His areas of research include multinational marketing strategies, modes of foreign market entry, and sales force management. His articles have been published in theJournal of Consumer Research, theJournal of International Marketing, International Marketing Review, Industrial Marketing Management, theJournal of International Business Studies, theJournal of the Academy of Marketing Science, and theJournal of Personal Selling and Sales Management.     

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.     

Corruption and military spending

Anecdotal evidence relates corruption with high levels of military spending. This paper tests empirically whether such a relationship exists. The empirical analysis is based on data from four different sources for up to 120 countries during 1985–1998. The association between military spending and corruption is investigated by using cross-section and panel regression techniques. The results suggest that corruption is associated with higher military spending as a share of both GDP and total government spending, as well as with arms procurement in relation to GDP and total government spending. The results can be interpreted as evidence that defense spending may be used as a component of an indicator of the quality of governance.     

Public spending, voracity, and Wagner's law in developing countries

An examination of the short- and long-term relation between government spending and output in 51 developing countries reveals evidence consistent with cyclical ratcheting and voracity reflected in a tendency for government spending to increase over time. The main components of government spending are procyclical in some 40% of countries. Output and government spending are cointegrated for at least one of the spending aggregates in 70% of countries, implying a long-term relationship between government spending and output consistent with Wagner's law. In contrast, prior studies have found only weak support for Wagner's law for developing countries, although somewhat stronger support for industrial countries.     

Managing human resources in dynamic environments to create value: role of HR options

HR options as firm investments in human assets in uncertain environments to create the capability to flexibly respond to future contingent events have been recognised as valuable. However, the black box of causal interlinkages between environmental uncertainties, HR options and firm performance is yet to be explored in strategic HRM literature. Based on the data obtained from 108 IT software firms in India, this study empirically explores these linkages using a multi-level causal model. The results suggest that the use of HR options positively mediates the effects of environmental uncertainties on firm performance. The mediating influences of different types of HR options, used by the firms to manage various types of uncertainties affecting their human assets, on the operational and the financial performance of the firms are found to be different. Implications of findings of the study for managing investments in human assets under uncertainty have been discussed.     

A brand new world for nonprofits

Brands provide a number of benefits that can make them a powerful tool for the nonprofit sector. Among other things, they make it possible for organisations to convey a consistent overall positioning while tailoring offerings for multiple publics. They also facilitate the development of trust between the nonprofit and its constituencies, provide insulation from competitive pressures and raise the organisation's profile. Brands are not appropriate for all nonprofit organisations, however, and the decision to adopt a branding strategy is one that requires careful consideration. This paper explores the pros and cons of nonprofit branding, and describes the balancing act that managers face when deciding whether and how to adopt abrand. Copyright © 1999 Henry Stewart Publications