Business Commons^™

The Use Of Persuasion Management Strategies By Identity-Vulnerable Consumers: The Case Of Heterosexual Male Shoppers, Linda Zayer, Cele Otnes

Linda Tuncay Zayer

This paper investigates the relevance of Kirmani and Campbell’s (2004) typology of persuasion management strategies to one group of identity-vulnerable consumers, heterosexual urban male shoppers of grooming and fashion products. Our informants use seeker strategies to refine their conceptualizations of heterosexual masculinity, or to gain expertise. In addition to the seeker strategies Kirmani and Campbell identify, our informants employ three new seeker strategies and use previously identified sentry strategies as seeker strategies. We offer theoretical and managerial insights for those interested in the shopping behavior of vulnerable consumers, and more specifically, heterosexual urban male shoppers of fashion and grooming goods.

High- Versus Low-Content National Cultures: Preferences For Type Of Retailer And For Human Interaction, Gregory Osland, Bela Florenthal

Gregory E. Osland

No abstract provided.

Community Partnerships: Creating Tangible Benefits From Community Engagement, David Cooke Dr

David Cooke

A deeper understanding of the complimentary skills sets of corporations and the not-for-profit sector reveals that they have much to offer each other and that returns on investmnent for corporations and a greater flow of funds to charitable organisations can be achieved through the study of effective partnerships.

Channels 2.0 - Delivering And Deploying On-Demand Solutions, David C. Thomas

David Chandler Thomas, PhD

The software industry is going through another major shift in the underlying platform; this time, from the ‘desktop’ to the ‘webtop.’ The change is disrupting the business models of both the independent software vendor (ISV) and the channel partners who have traditionally sold or deployed software on their behalf. As new players emerge, and the market shifts, a fresh look is needed at how software should be priced, sold, configured, deployed, and supported.

An Introduction To The Special Issue On Marketing Of High-Technology Products, Services And Innovations, Shikhar Sarin, Jakki J. Mohr

Shikhar Sarin

We are pleased to introduce this special issue on marketing of high-technology products and innovations. High-technology industries are distinguished by increasing turbulence, and time-and information-intensive environments (Mohr, Sengupta, & Slater, in press). Additionally, issues related to unique characteristics like network effects, dominant design, and technological standards increase complexity in identifying, implementing, and evaluating marketing strategies in such environments (Hills & Sarin, 2003). This special issue features papers that contribute theoretically, methodologically, and substantively to enhancing our understanding of marketing strategies in high-tech environments.

Determinants Of Undergraduate Level Business School Choice In The Uk: The Role Of Research Reputation, Ibrahim Sirkeci, Richard Mannix

Ibrahim Sirkeci

This study investigates the role of research reputation in student choice of business school in the UK. Within the growing student demand globally along with increasing competition it is important to understand the value the service receivers (i.e. students) attach to the research reputation which often is a key determinant in university rankings. A review of the literature in this area revealed that little had been done on defining what was meant by research reputation and the specific role that this had on student choices in business schools. This gap in the literature formed the rationale for this study. We …

Leveraging Tourism Benefits From The Sydney 2000 Olympics, Bill Faulkner, Carmen Tideswell

Carmen Cox

This article aims to use the Sydney 2000 Olympics as a case study for reviewing the range of opportunities that exist for leveraging tourism benefits from major events of this magnitude. The method used to identify these opportunities was based on a series of industry workshops throughout Australia and a follow-up Delphi survey. The examination of the Sydney 2000 Olympics case has revealed that, beyond the visitors the event will attract in its own right, the tourism industry in Sydney and Australia more generally has the potential to benefit from a range of effects. These include longer term promotional spin-offs, …

Rejuvenating A Maturing Tourist Destination, Carmen Tideswell, B Sparks, S Noakes

Carmen Cox

No abstract provided.

International Strategic Alliance, Mohd Arif

Mohd Arif

A Strategic Alliance is a relationship between firms to creat more value than they can on their own

Determinants Of International Equity Entry Mode: An Empirical Analysis, Ruth Clark, Fernando Robles, Syed Akhter, Marcilio Machado

Syed H. Akhter

No abstract provided.

Foundations And Evolution Of A Research Career In International Marketing, Gregory Osland

Gregory E. Osland

No abstract provided.

Review Of Daniel Kahnemann, Paul Slovic, And Amos Tversky (Eds.), Judgment Under Uncertainty: Heuristics And Biases, J. Scott Armstrong

J. Scott Armstrong

This book provides a convenient collection of important papers relevant to a subset of judgmental forecasting. My review discusses: (i) the scope of the readings (ii) the importance of the readings (iii) what is new (iv) how the book is organized (v) advice on using the book, and (vi) who should read the book.

Review Of Alfie Kohn, No Contest: The Case Against Competition, J. Scott Armstrong

J. Scott Armstrong

Kohn's No Contest reviews empirical research on competition. In fact, much work has been done to determine whether competition is better than cooperation and some work has compared competition with doing the best for oneself. The research comes from many fields, but primarily from education, sports, the performing arts,and psychology. The results have been consistent, clear-cut, and surprising: competition typically results in less creativity, poorer performance, and reduced satisfaction.

On The Interpretation Of Factor Analysis, J. Scott Armstrong, Peer Soelberg

J. Scott Armstrong

The importance of the researcher’s interpretation of factor analysis is illustrated by means of an example. The results from this example appear to be meaningful and easily interpreted. The example omits any measure of reliability or validity. If a measure of reliability had been included, it would have indicated the worthlessness of the results. A survey of 46 recent papers from 6 journals supported the claim that the example is typical, two-thirds of the papers provide no measure of reliability. In fact, some papers did not even provide sufficient information to allow for replication. To improve the current situation some …

Evidence On The Value Of Strategic Planning In Marketing: How Much Planning Should A Marketing Planner Plan?, J. Scott Armstrong, David J. Reibstein

J. Scott Armstrong

What evidence exists on the value of formal planning for strategic decision-making in marketing? This paper reviews the evidence. This includes two tests of face validity. First, we use the market test: Are formal procedures used for marketing planning? Next, we examine expert prescriptions: What do they say is the best way to plan? More important than face validity, however, are tests of construct or predictive validity: What empirical evidence exists on the relative value of formal and informal approaches to marketing planning? The paper concludes with suggestions on the types of research that would be most useful for measuring …

Review Of Anthony Pratkanis And Elliot Aronson, Age Of Propaganda: The Everyday Use And Abuse Of Persuasion, J. Scott Armstrong

J. Scott Armstrong

This second edition of the Age of Propaganda is excellent. (Should I explicitly tell you my conclusion?) I will use a two-sided argument to try to convince you to read this book. (Is a two-sided argument relevant in this situation and, if so, should I tell you the good news first or last?) I will reduce the asides in the rest of this review because are distracting (and distraction is not useful here, as the arguments to purchase this book are strong); suffice it to say that these are the types of issues that the authors address.

A Comparative Study Of Methods For Long-Range Market Forecasting, J. Scott Armstrong, Michael C. Grohman

J. Scott Armstrong

The following hypotheses about long-range market forecasting were examined: Hl Objective methods provide more accuracy than do subjective methods. H2 The relative advantage of objective over subjective methods increases as the amount of change in the environment increases. H3 Causal methods provide more accuracy than do naive methods. H4 The relative advantage of causal over naive methods increases as the amount of change in the environment increases. Support for these hypotheses was then obtained from the literature and from a study of a single market. The study used three different models to make ex ante forecasts of the U.S. air …

Error Measures For Generalizing About Forecasting Methods: Empirical Comparisons, J. Scott Armstrong, Fred Collopy

J. Scott Armstrong

This study evaluated measures for making comparisons of errors across time series. We analyzed 90 annual and 101 quarterly economic time series. We judged error measures on reliability, construct validity, sensitivity to small changes, protection against outliers, and their relationship to decision making. The results lead us to recommend the Geometric Mean of the Relative Absolute Error (GMRAE) when the task involves calibrating a model for a set of time series. The GMRAE compares the absolute error of a given method to that from the random walk forecast. For selecting the most accurate methods, we recommend the Median RAE (MdRAE)when …

Competitor Orientation: Effects Of Objectives And Information On Managerial Decisions And Profitability, J. Scott Armstrong, Fred Collopy

J. Scott Armstrong

We examine how competitor-oriented objectives and the availability of competitor oriented information can affect managerial decisions and the profitability of firms. Using a variety of evidence collected over nine years, we compare the long-term profitability of competitor-oriented and self-oriented objectives.

Csr Orientation And Organisational Performance In The Australian Retail Industry, Andrew J. Zur

AZ

This study aims to contribute to current business ethics literature by conceptualising the relationship between organisational culture, corporate strategy, and target stakeholders and the formation of a CSR orientation. The study will further explore whether corporate social responsibility policies and practices will result in an overall improved positional advantage for the firm and, as a consequence, positively enhance organisational performance. These relationships will be examined within the context of the retail industry in Australia, focusing on the food, clothing and textiles, and footwear sectors.

The Interactive Effect Of Cultural Symbols And Human Values On Taste Evaluation, Michael W. Allen, Richa Gupta, Arnauld Monnier

Michael Allen

We suggest that consumers assess the taste of a food or beverage by comparing the human values symbolized by the product to their human value priorities. When there is value-symbol congruency, they experience a better taste and aroma and develop a more favorable attitude and behavior intention; incongruence has the opposite effects. Participants in two taste tests were told the correct identity of a product or misinformed. Participants who endorsed the values symbolized by the product (that they thought they were tasting) evaluated the product more favorably. The implications for marketing strategy, self-congruity theory, and the assimilation effect are discussed.

Analysing The Impact Of Buyers' Personality Constructs On The Market Structure Of Brands., Polymeros Chrysochou, Athanasios Krystallis, Cam Rungie

Polymeros Chrysochou

In order to operationalize brand loyalty, various models have been applied that estimate brand measures and further describe patterns and the structure of the markets. A well known model in this area is the Dirichlet-NBD model. Despite major advancements to those models, how buyers' characteristics and psychographics influence actual brand measures and the overall market structure in repeat purchase occasions is still under-researched. Moreover, measuring the type and magnitude of buyer-related effects on brand loyalty could provide additional valuable information to brand managers. Aim of this paper is to provide an approach of estimating the effect that various personality constructs …

Health And Branding: Insights From An Exploratory Study On The Danish Food Industry, Klaus G. Grunert, Tino Bech-Larsen, Polymeros Chrysochou, Thomas B. Anker

Polymeros Chrysochou

No abstract provided.

Cultural Change And Marketing, Steve Jenner, Brent Macnab, Donnel A. Briley, Richard Brislin, Reg Worthley

Donnel A Briley

The results of this study suggest that marketing strategies need to be adjusted to changing cultures. Culture affects marketing decisions regarding product, price, promotion and place (the 4 Ps). Many marketing studies have been reported based on Hofstede's seminal work on national culture (1980). Marketing managers need to be cautious about assuming the validity of the Anglo cluster equating the cultures of the United States (U.S.) and Canada. We should recognize that national cultures are changing in the U.S., Canada and Mexico, as well as most other countries in the world. Our findings for a very recent sample of people …

Evidence Contrary To The Statistical View Of Boosting, David Mease, A. Wyner

David Mease

The statistical perspective on boosting algorithms focuses on optimization, drawing parallels with maximum likelihood estimation for logistic regression. In this paper we present empirical evidence that raises questions about this view. Although the statistical perspective provides a theoretical framework within which it is possible to derive theorems and create new algorithms in general contexts, we show that there remain many unanswered important questions. Furthermore, we provide examples that reveal crucial flaws in the many practical suggestions and new methods that are derived from the statistical view. We perform carefully designed experiments using simple simulation models to illustrate some of these …

Psychographics And Patronage Behavior Of Mature Consumers In Thailand, Howard W. Combs, A. Anken, S. Chaipoopirutana

Howard W. Combs

The elderly market is critically important to many businesses due to its growing size and expanding economic potential. Lifestyles or psychographics have emerged as a viable means of determining market segments for this market. This research examined the relationship between lifestyle segments and retail patronage behavior of mature consumers in Thailand. Three lifestyle or psychographic segments of mature consumers, family oriented, young and secure, and quiet introverts demonstrated a low positive relationship with patronage behavior. Two additional lifestyle segments, active retiree and self reliant, demonstrated norelationship.

Building Brand Identity: Does It Pay? An Investigation Into Cultural And Recreational Services, Joanna Minkiewicz, Jody Evans, Kerrie Bridson

Dr. Joanna Minkiewicz

No abstract provided.

The Importance Of Language In International Knowledge Transfer, Lawrence Welch, Denice Welch

Lawrence Welch

Abstract &#; Drawing on insights from managerially-oriented literature, this article explores the role of management in situations where the market transaction costs of using local, independent operators are negligible at market entry, but grow over time. A key question pertaining to this situation is: what management instruments may ensure persistent concurrence between changing pressure for internalisation in a foreign market and the effectuated internalisation of a MNE in that market?

Key Results &#; The article demonstrates the operating cost saving potential of putting in place options for gradual internalisation. Practical examples of such options are outlined. &#; It is emphasized …

Economic Globalization And Caribbean Economies: Competitive Developments, Strategic Response, And Performance, Syed Akhter, Paul Pounder

Syed H. Akhter

No abstract provided.

Student Leaning Outcomes Assessment: Creating Change In Pedagogy, Laurence Minsky, Louise Love, Margaret Sullivan

Laurence Minsky

Presented with Louise Love, Vice President for Academic Affairs, and Margaret Sullivan, Chair, Marketing Communication Department, both of Columbia College Chicago.