The impact of incentive framing format and language congruency on readers’ post-reading responses to email advertisements

2019 ◽  
Vol 31 (8) ◽  
pp. 3037-3057
Author(s):  
Daniel Leung ◽  
Megan Tsou
Keyword(s):  
Native Language ◽  
Price Promotion ◽  
Email Marketing ◽  
Content Type ◽  
Call To Action ◽  
Bilingual Speakers ◽  
Reading Response ◽  
Promotional Message ◽  
Subject Experiment ◽  
The Impact

Purpose This paper aims to examine how incentive framing format and language congruency interactively influence readers’ post-reading responses to hotel-related email advertisements. Design/methodology/approach A 2 (incentive framing format: amount-off versus percentage-off) × 2 (language congruency: use of readers’ native language versus use of readers’ foreign language) between-subject experiment was conducted with 233 bilingual speakers from China. Findings The findings unveil that readers are more likely to be enticed to search for more information about the promoted hotel restaurant, click the call-to-action button and share the promotional message with friends and families if an email advertisement presents the incentive of a price promotion in the form of amount-off (versus percentage-off). The indirect impact of language congruency is also verified. Specifically, the impact of incentive framing format on readers’ post-reading response is more salient when information is communicated using readers’ native (versus non-native) language. Practical implications The findings provide actionable clues for hoteliers to optimize their email marketing campaigns. If hotels want to publicize a price promotion for their high-priced service (e.g. hotel restaurant dining) via email advertisements, marketers should present the incentive in the form of amount-off. Hotels should also personalize the language used in the email advertisements according to readers’ native language. Originality/value This study enriches the literature on email marketing by explicating how hoteliers can improve the efficacy of email marketing via personalizing the incentive framing format and language used in the email advertisement according to the readers’ preferences.

Context, framing, and influence

2014 ◽  
Vol 46 (2) ◽  
pp. 73-76
Author(s):  
B. Kim Barnes
Keyword(s):  
Point Of View ◽  
The Other ◽  
Laboratory Research ◽  
Content Type ◽  
Call To Action ◽  
Vested Interests ◽  
Pass Through ◽  
Key Terms ◽  
The Impact ◽  
Practical Implications

Purpose – The purpose of this paper is to help readers consider the value of identifying the values, beliefs, and vested interests of someone they wish to influence and to frame their idea, request, or call to action in a way that will make sense in the other person's internal model of the world and be interesting and attractive to him or her. Design/methodology/approach – The paper defines several key terms and presents a rationale for exploring the point of view of individuals one wishes to influence and framing an idea in a way that will be most meaningful to the other. Findings – There is no one way to view any idea. People have a set of mental filters that any influence attempt must pass through. These filters shape the impact and meaning of the other person's idea or request. The skillful influencer takes this into account in framing his or her influence approach. Research limitations/implications – This paper is the result of many years of observation and pattern recognition in situations where people are asked to influence one another. It is also consistent with current behavioral economics research, but is not itself based on laboratory research. Practical implications – Applying this approach should enable readers to have better results in influencing a variety of people. Originality/value – Influence is a key skill set for leaders and key contributors.

scholarly journals Tourism, ageing and the demographic time bomb – the implications of dementia for the visitor economy: a perspective paper

2019 ◽  
Vol 75 (1) ◽  
pp. 81-85 ◽  
Author(s):  
Joanne Connell ◽  
Stephen Page
Keyword(s):  
Behavioural Change ◽  
Leisure Activities ◽  
Health Conditions ◽  
Ageing Population ◽  
Business Practices ◽  
Content Type ◽  
Call To Action ◽  
Complex Needs ◽  
People With Dementia ◽  
The Impact

Purpose This paper aims to examine the development of research on ageing and demography and the implications for the study of tourism. It examines the demographic time bomb created by an ageing population and the implications of complex health conditions, such as dementia, for the visitor economy. Practical measures are identified with an example of a “call to action” for small to medium-sized tourism businesses. Design/methodology/approach This review is based on existing knowledge of ageing and draws upon a historical timeline that stretches from the nineteenth century to 2100. Findings The impact of complex health conditions such as dementia will pose major challenges for the visitor economy and will require behavioural change within existing business practices to accommodate the needs of people with dementia and their carers. Research limitations/implications Major changes in business practices and the development of more holistic views of accessibility will be needed to accommodate an ageing population in 2100. Some of the initial changes businesses can make are outlined in a “call to action” leaflet extract. Practical implications Businesses will need to focus more on customer care practices to ensure that they can accommodate the complex needs of people with dementia and their carers as they continue to pursue the tourism and leisure activities that they have grown accustomed to. Social implications Businesses will need to become more fully engaged with new agendas on accessibility, inclusivity and good business practice that raise significant ethical, financial and legal issues for the way they do business in the future. Originality/value The paper sets out an overarching grand societal challenge around ageing that is now confronting many countries worldwide. As part of that agenda, this paper raises the issue of hidden conditions such as dementia. The paper seeks to stimulate a wider debate for researchers and policymakers going forward, framed around the following questions which arise from the paper: How is dementia understood as a hidden condition in the visitor economy? To what extent is there awareness and action in the visitor economy sector? What can the visitor economy sector do to address issues of inclusivity and dementia?

The inhospitable vulnerability

2018 ◽  
Vol 9 (2) ◽  
pp. 223-234 ◽  
Author(s):  
Hsiangting Shatina Chen ◽  
Joseph Fiscus
Keyword(s):  
Information Security ◽  
Hospitality Industry ◽  
Future Research ◽  
Privacy Rights ◽  
Data Breach ◽  
Content Type ◽  
Call To Action ◽  
The Us ◽  
Conceptual Paper ◽  
The Impact

Purpose The purpose of this conceptual paper is to underline several issues related to cybersecurity in the hospitality industry; address the importance of evaluating cyber risks, vulnerabilities and capabilities; and provide suggestions for hospitality operators to minimize the damage that cyberattacks could cause. Future research addressing cyber threats is a call to action. Design/methodology/approach To understand the occurrence and the impact of information security, the researchers reviewed the previous research regarding information security and used the database from Privacy Rights Clearinghouse and collected 76 information security incidents in the US hospitality industry since 2006. Finding The increasing frequency of data breach incidents from 2006 to 2017 indicates that the issue of cybercrimes has become more critical in the hospitality industry. Originality/value This conceptual paper sheds light on the issues of cybersecurity in risk assessment and heightens the necessity of discussing data breach issues in future hospitality research.

Just mercy through cultural and convict criminology

2018 ◽  
Vol 8 (1) ◽  
pp. 80-95 ◽  
Author(s):  
Anna King
Keyword(s):  
Criminal Justice ◽  
Crime Control ◽  
Cultural Criminology ◽  
Content Type ◽  
Call To Action ◽  
Criminal Justice Reform ◽  
Working Lives ◽  
The Us ◽  
Convict Criminology ◽  
The Impact

Purpose The purpose of this paper is to explore Bryan Stevenson’s (2014, 2015) call to action from within two emergent schools of thought in criminology, “cultural criminology,” and “convict criminology”, which share a special concern with the contributions that criminological research makes to a climate of social control and punishment. The author’s central aim is to explore the capacity of what the author argues is a potentially under-leveraged tool of social change – the philosophies underlying and implemented in cultural and convict criminology. Design/methodology/approach To demonstrate the potential impact of this research, the author draws upon a purposive sample of qualitative studies that exemplify the particular emotive, moral, and aesthetic goals central to Stevenson’s call to action. The impact of the production of images of crime, crime control, and criminals that emerge in the development of the paradigms central to cultural and convict criminology is finally discussed in terms of Stevenson’s four prescriptions for social and criminal justice reform. Findings The underlying philosophies, theoretical assumptions, and methodological approaches dictated by convict and cultural criminology are uniquely equipped to make visible the forces linked to resistance to penal and social reform. Research limitations/implications In synthesizing cultural criminology and the emergent convict criminology as guides to doing empirical research, and identifying each as embodying Stevenson’s call to action, the author hopes – maybe not to extract those easily ignitable, invisible forces away from reform efforts entirely, but at least – to provide those who are interested with a more nuanced map of where they are not likely to live and breathe them. Stimulating and widening the criminological imagination might not satisfy our need to quickly and concretely apply a solution to injustice, but it might be what the problem demands. Originality/value Stevenson (2014) argues that the extent of injustice in the US criminal justice system is so pervasive, extraordinary, and long standing, that everyone has a role to play in the course of our everyday lives in turning the tide of indifference and cruelty that feed mass injustice and incarceration. Applying his proposals to the on-the-ground working lives of empirical criminologists holds potential for effecting change from the top-down.

The impact of employee conspicuous consumption cue and physical attractiveness on consumers’ behavioral responses to service failures

2019 ◽  
Vol 31 (1) ◽  
pp. 21-40 ◽  
Author(s):  
Laurie Wu ◽  
Kevin Kam Fung So ◽  
Lina Xiong ◽  
Ceridwyn King
Keyword(s):  
Physical Attractiveness ◽  
Behavioral Intentions ◽  
Conspicuous Consumption ◽  
Joint Effect ◽  
Content Type ◽  
Service Failures ◽  
Service Training ◽  
Core Service ◽  
Subject Experiment ◽  
The Impact

PurposeThere is a growing trend that hospitality brands are allowing employees to personalize their workplace display. Following this trend in practice, this paper aims to examine the influence of employees’ conspicuous consumption cues (ECCCs) on consumer responses toward service failures in luxury dining.Design/methodology/approachTwo experiments were conducted. Study 1 adopted a 2 (ECCC: present vs absent) × 2 (employee physical attractiveness: control vs high) between-subject experiment to test the effect of ECCCs in interactional service failures. Study 2 tested the hypotheses in core service failures.FindingsThe results of Study 1 indicate that the presence of ECCCs lowers consumers’ negative behavioral intentions in interactional service failures when employees are highly attractive. When employees’ attractiveness is not distinctive, however, ECCCs lead to higher levels of negative behavioral intentions. Mediation test results demonstrate that perceived employee service competence drives this effect. Results of Study 2 show that the joint effect of ECCCs and physical attractiveness is attenuated when core service failures are not attributable to the service employee.Research limitations/implicationsExtending previous research, this study reveals the impact of employees’ physical characteristics on consumers’ post-failure responses. In addition, the effect of ECCCs on consumers’ post-failure responses was driven by the psychological process of perceived competence.Practical implicationsFindings of this research emphasize the importance for hospitality brands to practice tight control over employee esthetics. For hospitality brands that embrace individuality in the workplace, results of this research highlight the importance of service training in customer interactions.Originality/valueThis research examines an underexplored phenomenon in the hospitality service setting: employees’ display of conspicuous consumption cues and its impact on consumers’ responses to service failures.

The Impact of Anglicizing Former German-Language Psychology Journals on Authorship and Citation Frequencies

2012 ◽  
Vol 17 (3) ◽  
pp. 190-198 ◽  
Author(s):  
Günter Krampen ◽  
Thomas Huckert ◽  
Gabriel Schui
Keyword(s):  
Side Effects ◽  
English Language ◽  
General Trend ◽  
Native Language ◽  
Impact Factors ◽  
German Language ◽  
Journal Articles ◽  
Number Of Citations ◽  
The Impact ◽  
Number Of Authors

Exemplary for other than English-language psychology journals, the impact of recent Anglicization of five former German-language psychology journals on (1) authorship (nationality, i.e., native language, and number of authors, i.e., single or multiple authorships), (2) formal characteristics of the journal (number of articles per volume and length of articles), and (3) number of citations of the articles in other journal articles, the language of the citing publications, and the impact factors (IF) is analyzed. Scientometric data on these variables are gathered for all articles published in the four years before anglicizing and in the four years after anglicizing the same journal. Results reveal rather quick changes: Citations per year since original articles’ publication increase significantly, and the IF of the journals go up markedly. Frequencies of citing in German-language journals decrease, citing in English-language journals increase significantly after the Anglicization of former German-language psychology journals, and there is a general trend of increasing citations in other languages as well. Side effects of anglicizing former German-language psychology journals include the publication of shorter papers, their availability to a more international authorship, and a slight, but significant increase in multiple authorships.

The More Control, the Better?

2014 ◽  
Vol 26 (2) ◽  
pp. 81-91 ◽  
Author(s):  
Jeeyun Oh ◽  
Mun-Young Chung ◽  
Sangyong Han
Keyword(s):  
Mixed Design ◽  
Negative Effects ◽  
Story Structure ◽  
Content Type ◽  
High User ◽  
User Control ◽  
Rigorous Research ◽  
Control Versus ◽  
The Media ◽  
The Impact

Despite of the popularity of interactive movie trailers, rigorous research on one of the most apparent features of these interfaces – the level of user control – has been scarce. This study explored the effects of user control on users’ immersion and enjoyment of the movie trailers, moderated by the content type. We conducted a 2 (high user control versus low user control) × 2 (drama film trailer versus documentary film trailer) mixed-design factorial experiment. The results showed that the level of user control over movie trailer interfaces decreased users’ immersion when the trailer had an element of traditional story structure, such as a drama film trailer. Participants in the high user control condition answered that they were less fascinated with, absorbed in, focused on, mentally involved with, and emotionally affected by the movie trailer than participants in the low user control condition only with the drama movie trailer. The negative effects of user control on the level of immersion for the drama trailer translated into users’ enjoyment. The impact of user control over interfaces on immersion and enjoyment varies depending on the nature of the media content, which suggests a possible trade-off between the level of user control and entertainment outcomes.

Perceived workplace gender-bias and psychological impact

2019 ◽  
Vol 43 (3/4) ◽  
pp. 339-353 ◽  
Author(s):  
Siham Lekchiri ◽  
Cindy Crowder ◽  
Anna Schnerre ◽  
Barbara A.W. Eversole
Keyword(s):  
Gender Bias ◽  
Critical Incident ◽  
Psychological Impact ◽  
Working Women ◽  
Content Type ◽  
Treatment Bias ◽  
Male Dominated ◽  
The Impact ◽  
Organizational Mechanisms ◽  
Practical Implications

Purpose The purpose of this paper is to explore the experiences of working women in a male-dominated country (Morocco) and unveil the unique challenges and everyday gender-bias they face, the psychological impact of the perceived gender-bias and, finally, identify a variety of coping strategies or combatting mechanisms affecting their motivation and retention in the workplace. Design/methodology/approach Empirical evidence was obtained using a qualitative research method. The Critical Incident Technique (CIT) was used to collect incidents recalled by women in the select institution reflecting their perceptions of their managers’ ineffective behaviors towards them and the impact of these behaviors. The critical incidents were inductively coded, and behavioral statements were derived from the coded data. Findings The qualitative data analysis led them to structure the data according to two theme clusters: The perceived gender-bias behaviors (Covert and evident personal and organizational behaviors) and Psychological impacts resulting from the perceived bias. These behavioral practices included abusive behaviors, unfair treatment, bias and lack of recognition. The psychological impact elements involved decreased productivity, depression, anxiety and low self-esteem. Practical implications Understanding these experiences can facilitate the identification of strategies geared towards the retention of women in the workforce, and Moroccan organizations can develop and implement strategies and policies that are geared towards eliminating gender-bias in the workplace and to retaining and motivating women who remain ambitious to work in male-dominated environments and cultures. Originality/value This paper provides evidence that sufficient organizational mechanisms to support women in male-dominated environments are still unavailable, leaving them to find the proper coping mechanisms to persevere and resist.

Lying and perception of lies by bilingual speakers

2019 ◽  
Vol 40 (05) ◽  
pp. 1313-1329 ◽  
Author(s):  
Nora Kreyßig ◽  
Agnieszka Ewa Krautz
Keyword(s):  
Second Language ◽  
Skin Conductance ◽  
Emotional Response ◽  
Native Language ◽  
Reading Aloud ◽  
Emotional Valence ◽  
Bilingual Speakers ◽  
Skin Conductance Responses ◽  
English Second Language ◽  
Task Requirements

AbstractMultiple studies on bilingualism and emotions have demonstrated that a native language carries greater emotional valence than the second language. This distinction appears to have consequences for other types of behavior, including lying. As bilingual lying has not been explored extensively, the current study investigated the psychophysiological differences between German (native language) and English (second language) in the lying process as well as in the perception of lies. The skin conductance responses of 26 bilinguals were measured during reading aloud true and false statements and listening to recorded correct and wrong assertions. The analysis revealed a lie effect, that is, statistically significant differences between valid and fictitious sentences. In addition, the values in German were higher compared to those in English, in accordance with the blunted emotional response account (Caldwell-Harris & Aycicegi-Dinn, 2009). Finally, the skin conductance responses were lower in the listening condition in comparison to the reading aloud. The results, however, are treated with caution given the fact that skin conductance monitoring does not allow assigning heightened reactivity of the skin to one exclusive cause. The responses may have been equally induced by the content of the statements, which prompted positive or negative associations in the participants’ minds or by the specific task requirements.

An empirical examination of firm financial performance along dimensions of supply chain resilience

2017 ◽  
Vol 40 (3) ◽  
pp. 254-269 ◽  
Author(s):  
Xun Li ◽  
Qun Wu ◽  
Clyde W. Holsapple ◽  
Thomas Goldsby
Keyword(s):  
Supply Chain ◽  
Financial Performance ◽  
Three Dimensions ◽  
Empirical Examination ◽  
Content Type ◽  
Supply Chain Resilience ◽  
Critical Dimensions ◽  
Firm Financial Performance ◽  
Supply Chain Agility ◽  
The Impact

Purpose This paper aims to investigate the impact of three critical dimensions of supply chain resilience, supply chain preparedness, supply chain alertness and supply chain agility, all aimed at increasing a firm’s financial outcomes. In a turbulent environment, firms require resilience in their supply chains to prepare for potential changes, detect changes and respond to actual changes, thus providing superior value. Design/methodology/approach Using survey data from 77 firms, this study develops scales for preparedness, alertness and agility. It then tests their hypothesized relationships with a firm’s financial performance. Findings The results reveal that the three dimensions of supply chain resilience (i.e. preparedness, alertness and agility) significantly impact a firm’s financial performance. It is also found that supply chain preparedness, as a proactive resilience capability, has a greater influence on a firm’s financial performance than the reactive capabilities including alertness and agility, suggesting that firms should pay more attention to proactive approaches for building supply chain resilience. Originality/value First, this study develops a comparatively comprehensive definition for supply chain resilience and explores its dimensionality. Second, this study provides empirically validated instruments for the dimensions of supply chain resilience. Third, this study is one of the first to provide empirical evidence for direct impact of supply chain resilience dimensions on a firm’s financial performance.

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