The Impacts of Retail Promotions on the Demand for Orange Juice: A Study of a Retail Chain

This study examined the impacts of retail promotions on the demand for five brands of orange juices for a retail chain (referred to as Retailer X) and its competitors using the Rotterdam model. Results show that the combination of feature ads and displays had the largest impacts on retail revenue among the four promotional tactics considered, whereas temporary price reductions had no advertising impacts on retail revenue. Results also show that when Retailer X promotes an orange juice (OJ) brand using any of the tactics, a larger portion of the increased demand for the promoted brand comes from reduced demand for other brands of OJ in the same store or chain.A smaller portion comes from the decreased demand in Retailer X's competing stores in the same trading area.     

An investigation of the emerging trend towards a laptop requirement for accounting majors in the USA

The dramatic technological revolution that has taken place in the last decade makes it imperative for students to emerge from their undergraduate education technologically proficient, comfortable with technology, and ready to pursue their chosen fields. Computers, like pencils and notebooks, have become an integral part of the college experience. In the last five years there has been an emerging national trend to require laptop computers for accounting majors as well as in other disciplines. A laptop computer requirement can be extremely beneficial to accounting majors. While courses in accounting information systems have typically required students to gain hands-on experience using software such as Microsoft Access, Peachtree, QuickBooks, Great Plains and others, incorporation of technology into the other accounting courses has generally been more limited and has varied from programme to programme. The implementation of a laptop requirement necessitates a thorough analysis of the entire accounting curriculum and should result in the incorporation of information technology in all accounting courses. This also requires that faculty become technologically proficient and thus able to incorporate the laptop use into the curriculum so that the value of the laptop computer is realized. This paper: (1) examines the laptop requirement trend for accounting majors and the related aspects/characteristics in a sample of US institutions accredited and not accredited by AACSB International, and (2) provides a case study of the implementation of a laptop requirement for undergraduate accounting majors in an AACSB-accredited institution and feedback based on student evaluations of the requirement over a two-year period.     

Advertising as Unfavorable Self-Presentation: The Dirty Laundry Effect

Identity appeals—marketing communications that invoke one of the target market's identities—are typically well liked by consumers. In contrast with this notion, this research examines a situation when consumers respond negatively to identity appeals in advertising. Through three studies, we find that identity appeals fail when consumers judge an identity-congruent ad as portraying information about them that they would rather not have widely broadcast. In these cases, self-presentation concerns arise, leading to ad dislike. Thus, although identity-congruent ads resonate with consumers, such ads may lead to negative responses if consumers believe the ad airs their “dirty laundry.” We discuss implications for targeted advertising and identity marketing strategies.     

Where health care dollars are spent when pediatric palliative care is provided

Although pediatric palliative care has become more accessible over the past decade, little research has been performed that focuses on the financial impact of providing palliative care in an inpatient hospital setting. Using a case-controlled methodology, health care costs and the distribution of these costs were compared between children who received palliative care to those who did not. In comparing children who received palliative services to case controls, the similarities are striking, and the differences may have clinical significance. Children receiving care coordinated by the palliative care program underwent fewer radiology procedures and received greater assistance from pharmacologic services. This reflects greater attention and interventions provided to treat pain and provide comfort.     

We Used to Get and Give a Lot of Help: Networking,Cooperation and Knowledge Flow in the Hunter Valley Wine Cluster

The Hunter Valley, New South Wales, is both Australia's oldest continually producing wine region and a highly functioning wine business cluster. New generation cluster actors perceive that the region's concentration of historic family‐based firms has contributed to its strength. We have used rarely consulted and newly accessioned evidence from the 1820s to the 1920s to qualitatively test the extent to which early networking created pathways for knowledge flow in the region. Our cross‐disciplinary research into the historic depth of embedded cooperation reveals a little known feature of early Australian business history and complements the more commonplace breadth approach in cluster studies.     

Competitive Bluffing: An Examination of a Common Practice and its Relationship with Performance

Bluffing, a common and consequential form of competitive behavior, has been comparably ignored in the management literature, even though misleading one’s rivals is suggested to be an advantageous skill in a multifaceted and highly competitive environment. To address this deficiency and advance scholarship on competitive dynamics, our study investigates the moral reasoning behind competitive bluffing and, using a simulated market-entry game, examines the performance effects of bluffing. Findings suggest that decision makers’ views on the ethicality of bluffing competitors differ from their beliefs on the ethicality of misleading other organizational stakeholders. Analysis also indicates that decision makers who view competitor bluffing as more ethical (less unethical) are more willing to engage in competitive bluffing. Finally, while bluffing is often thought to be an effective business practice, results show that in the context of repeated interaction, bluffing is not conducive to high levels of performance and, in fact, can have undesirable consequences.     

The out-of-region bias: Distance estimations based on geographic category membership

This research addresses estimations of distance, an important factor in numerous consumer decisions (e.g., store choice, willingness to pay for travel). Our central hypothesis is that when two places are located in the same geographic category, individuals estimate them to be closer to each other than when they are located in different categories, a bias we term ??the out-of-region bias.?? In study 1, we demonstrate that participants are more willing to visit a store located in the city in which they live rather than a store located in a neighboring city because they mistakenly think that a store in their city is closer to home. In studies 2a and b, we show that the out-of-region bias leads consumers to express higher willingness to pay for an airline ticket that involves travel across versus within regions because they inaccurately estimate greater distance between cities that are located in different regions (vs. the same region). Study 2a also demonstrates that the out-of-region bias is ameliorated in the presence of a map, indicating that the bias is a conceptual (vs. perceptual) bias, and study 2b rules out an alternative explanation for our results based on consumers?? tendency to exaggerate north?Csouth distances.     

What is digital possession and how to study it: a conversation with Russell Belk,Rebecca Mardon,Giana M. Eckhardt,Varala Maraj,Will Odom,Massimo Airoldi,Alessandro Caliandro,Mike Molesworth and Alessandro Gandini

ABSTRACT

The platformisation of digital consumption, means that increasingly many of the things that we call ours – our messages, photos, music, achievements – are entangled in complex socio-technical arrangements which require ongoing market mediation. In this context, refining our understanding of what digital possessions are and how to study them is vital. This requires refocusing research away from existing comparative analyses between digital and material possessions. To do so, we organised an interdisciplinary roundtable discussion with critical marketers and digital media scholars, consumer researchers, digital sociologists and researchers in Human Computer Interaction (HCI) at the 11^th Interpretive Consumer Research Conference held in Lyon in May 2019. The result of that discussion is this curation of comments which deal with theoretical, methodological and critical issues and a bold agenda for future research.     

Hoglex Demand Systems and Welfare Policy in Major Asean Developing Countries: A Bayesian Analysis Using Expenditure Unit Records

The HOGLEX demand system (Tran Van Hoa (1983, 1985)) is integrable and flexible in the sense that it is based on utility maximization and encompasses most other well-known demand systems (e.g., LINEX, AIDS) in the literature on consumer behaviour (Laitinen et al. (1983)). HOGLEX studies to date have been based on conventional OLS or MLE methods and panel aggregate income and price data, and restricted to investigating consumption patterns. The paper elaborates on three important subsets of the HOGLEX demand system and, using household expenditure unit records from two major ASEAN developing countries (i.e., Thailand and the Philippines), estimates by the Bayesian method these subsets for 20 socio-demographic cohorts, and discusses their substantial implications in social security and welfare policy analysis. We also estimate the models in the more practical case of measurement errors in total expenditure and compare the results with those without measurement errors.

     

Regional voices talk theatre: audience development for the performing arts

• Audience development is somewhat of a ‘buzz word’ within the Australian performing arts sector at present. However, rather than actually engaging with audiences and with non‐attenders to discover how to best serve the community, most of the performing arts organisations approach audience development from a product‐centred viewpoint.
• In direct contrast to this, the Talking Theatre project (2004–2006) was implemented in regional Queensland and in the Northern Territory in Australia as an audience development initiative focused on the consumer. The project sought to assist performing arts centres (PACs) to better engage with their local communities and to build new audiences for the future. In particular, the research aimed to understand non‐attenders, their reasons for non‐attendance and their reactions to a range of live performances they experienced under study conditions.
• The Talking Theatre project provided the vehicle for introduction, communication and relationship building to occur to assist in attitudinal and behavioural change. The non‐attenders enjoyed their experiences at the PACs and have begun attending performances outside of study conditions. Limited awareness of the performing arts' relevance to their lives combined with a lack of positive peer influence to attend, were the chief deterrents to attendance for the participants in the study.

Copyright © 2007 John Wiley & Sons, Ltd.