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- Marketing (3)
- B2B marketing; international business; customer-oriented selling; Entrepreneurship/Innovation (1)
- B2B markets; small-to-medium businesses; emerging markets; organizational ecology; marketing (1)
- Consumer nationalism; Taiwan Chinese consumers; traditional cultural values orientation; purchase intention; product familiarity; marketing (1)
- Culture; social marketing; consumer behavior (1)
Articles 1 - 9 of 9
Full-Text Articles in Business
Corporate Entrepreneurship, Customer-Oriented Selling, Absorptive Capacity, And International Sales Performance In The International B2b Setting: Conceptual Framework And Research Propositions, Rajshekhar G. Javalgi, Kenneth D. Hall, S. Tamer Cavusgil
Corporate Entrepreneurship, Customer-Oriented Selling, Absorptive Capacity, And International Sales Performance In The International B2b Setting: Conceptual Framework And Research Propositions, Rajshekhar G. Javalgi, Kenneth D. Hall, S. Tamer Cavusgil
Business Faculty Publications
In the international business-to-business (B2B) setting, a firm's salespeople often have more direct, prolonged, and intimate contact with the customer and market environments than any other employees of the firm. In fact, for customers in many B2B markets, the salesperson is the face of the firm. The sales function can be characterized as an inherently entrepreneurial activity. Entrepreneurship is founded on knowing or seeing something others do not see, and the sales force has long been recognized as an important source of knowledge about a firm's customers and environment. However, there has been relatively little work linking entrepreneurship to international …
Antecedents Of Taiwan Chinese Consumers' Purchase Intentions Toward U.S. - And Japanese-Made Household Appliances, Rajshekhar G. Javalgi, Jieun Park, Oscar Lee, V. Kanti Prasad
Antecedents Of Taiwan Chinese Consumers' Purchase Intentions Toward U.S. - And Japanese-Made Household Appliances, Rajshekhar G. Javalgi, Jieun Park, Oscar Lee, V. Kanti Prasad
Business Faculty Publications
The purpose of this article is to understand the factors influencing Taiwan's Chinese consumers’ purchase intentions toward U.S. and Japanese household appliances. The authors attempt to develop and test a comprehensive model linking such purchase intentions to several constructs including Taiwan Chinese consumers’ openness to foreign cultures, consumer nationalism, product familiarity, traditional cultural values orientation, and product-country image. The result of analysis using structural equation modeling shows that consumer nationalism has a strong indirect effect on purchase intention via the product-country image construct. Taiwan Chinese consumers’ traditional cultural values orientation and openness to foreign cultures have direct effects on consumer …
Understanding The Characteristics Of The Growth Of Smes In B-To-B Markets In Emerging Economies: An Organizational Ecology Approach, Patricia R. Todd, Rajshekhar G. Javalgi, David Grossman
Understanding The Characteristics Of The Growth Of Smes In B-To-B Markets In Emerging Economies: An Organizational Ecology Approach, Patricia R. Todd, Rajshekhar G. Javalgi, David Grossman
Business Faculty Publications
Purpose – The aim of this paper is to focus on the determinants that impact the growth of SMEs in B-to-B markets in emerging economies. The objective is to apply the classic model of organizational ecology to examine the characteristics of growth patterns in the B-to-B environment for SMEs in emerging markets, specifically India and China. Application of the model can guide SMEs owners/managers in their effort to successfully expand internationally in turbulent markets characterized by competitive and technological intensity. Design/methodology/approach – An overview of the basics of the organizational ecology model is presented, followed by the description of various …
The Odd-Ending Price Justification Effect: The Influence Of Price Endings On Hedonic And Utilitarian Consumption, Jungsil Choi, Yexin J. Li, Priyamvadha Rangan, Promothesh Chatterjee
The Odd-Ending Price Justification Effect: The Influence Of Price Endings On Hedonic And Utilitarian Consumption, Jungsil Choi, Yexin J. Li, Priyamvadha Rangan, Promothesh Chatterjee
Business Faculty Publications
This paper examines how odd-ending pricing influences consumption of hedonic and utilitarian products. Four studies test the hypothesis that the discount image associated with odd-ending prices reduces anticipated guilt and provides justification for hedonic consumption – an effect the authors label the odd-ending price justification effect (OPJE). Study 1 reveals people are more likely to choose hedonic over utilitarian products when they have odd-ending prices. Study 2 finds that the effect of odd-ending prices on hedonic consumption is mediated by guilt reduction. Study 3 reveals a boundary condition for the OPJE – purchase likelihood of hedonic products increases only when …
Influence Of Congruity In Store-Attribute Dimensions And Self-Image On Purchase Intentions In Online Stores Of Multichannel Retailers, Vishag Badrinarayanan, Enrique P. Becerra, Sreedhar Madhavaram
Influence Of Congruity In Store-Attribute Dimensions And Self-Image On Purchase Intentions In Online Stores Of Multichannel Retailers, Vishag Badrinarayanan, Enrique P. Becerra, Sreedhar Madhavaram
Business Faculty Publications
Online stores of multichannel retailers continue to lag pure internet retailers with reference to consumers' shopping intentions and sales. This study develops and tests a framework in which (a) trust and attitude (conceptualized as a second-order construct with hedonic and utilitarian dimensions) influence purchase intentions, (b) congruity between the multichannel retailer's land-based and online stores (conceptualized as a second-order constructs made up of seven dimensions: aesthetic appeal, navigation convenience, transaction convenience, atmosphere, service, price orientation, and security) influences trust in and attitude toward the online store, and (c) congruity between consumers' self-image and perceived image of the online store influences …
Relationship Marketing Strategy: An Operant Resource Perspective, Sreedhar Madhavaram, Elad Granot, Vishag Badrinarayanan
Relationship Marketing Strategy: An Operant Resource Perspective, Sreedhar Madhavaram, Elad Granot, Vishag Badrinarayanan
Business Faculty Publications
Marketing's evolution toward a new, service-dominant (S-D) logic requires the focus of marketing to be on the intangible, dynamic, operant resources. Therefore, in this paper, we examine the relationship marketing (RM) strategy from an operant resource perspective that focuses on how operant resources can influence RM-based strategy success. Specifically, we identify network competence, alliance competence, internal market orientation, and customer response capability as operant resources that have been empirically verified to have positive influences on firms. Next, we identify market relating capability and knowledge management capability as operant resources that need further conceptual and empirical investigation. Furthermore, based on our …
Regulatory Focus As A Predictor Of Attitudes Toward Partitioned And Combined Pricing, Kiljae Lee, Jungsil Choi, Yexin J. Li
Regulatory Focus As A Predictor Of Attitudes Toward Partitioned And Combined Pricing, Kiljae Lee, Jungsil Choi, Yexin J. Li
Business Faculty Publications
Partitioned pricing is a widely used pricing strategy, but little is known about the buyer characteristics that influence its effectiveness. The current research contributes to the pricing literature by investigating the impact of regulatory focus on the perceived attractiveness of partitioned and combined pricing. In four studies, we hypothesized and found support for the idea that promotion focused individuals perceive partitioned prices to be more attractive than combined prices, while prevention focused individuals do not differentiate between the two pricing types. Our results also show that regulatory focus influences consumers' information processing style, which in turn leads to important differences …
A Socio-Marketing Analysis Of The Concept Of Cute And Its Consumer Culture Implications, Elad Granot, Thomas Brashear Alejandro, La Toya M. Russell
A Socio-Marketing Analysis Of The Concept Of Cute And Its Consumer Culture Implications, Elad Granot, Thomas Brashear Alejandro, La Toya M. Russell
Business Faculty Publications
Cute has become the favored language of (the predominantly female) popular consumer culture. This paper examines the roots of “cute” and its evolution with reference to its relevance to marketers. We follow the cultural appropriation of Japan’s “Kawaii” by the Western “cute”, and introduce a social, marketing-oriented description and analysis of the concept. We present its socio-cultural, experiential, symbolic, and ideological relevance to consumption in general, and to consumer culture theory in particular. This examination steers clear of scientific generalizations prevalent in consumer behavior research and aims, instead, to illuminate the cultural dimensions of the consumption cycle, and allow a …
Knowledge Needs Of Firms: The Know-X Framework For Marketing Strategy, Sreedhar Madhavaram, Andrew C. Gross, Radha Appan
Knowledge Needs Of Firms: The Know-X Framework For Marketing Strategy, Sreedhar Madhavaram, Andrew C. Gross, Radha Appan
Business Faculty Publications
In today’s knowledge-intensive economy, the acquisition, development, and management of knowledge are fundamental to the survival and growth of firms. Consequently, organizational knowledge has emerged as a potential source of competitive advantage for firms. Specific to the marketing context, research has long since recognized the role of knowledge in effective marketing. Therefore, through a systematic review of organizational knowledge research and the knowledge business environment, this paper (1) identifies different types of organizational knowledge required by firms and develops the know-x framework, (2) discusses exemplars of different types of marketing knowledge products that firms might require, (3) identifies and discusses …