Impact of advertising puffery and celebrity trustworthiness on attitude and purchase intent: a study on Indian youth

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Krunal K. Punjani ◽  
V.V. Ravi Kumar
Keyword(s):  
Airline Industry ◽  
Multiple Attribute Decision Making ◽  
Content Type ◽  
B2b Marketing ◽  
Multiple Attribute ◽  
Agent Selection ◽  
Ground Handling ◽  
First Time ◽  
Business To Business

PurposeGround handling services are important for effective aircraft operations in the air transportation system. Airlines often outsource these services to ground handling agents through business-to-business (B2B) marketing decisions. Therefore, this paper aims to address the problem of ground handling agent selection in the airline industry.Design/methodology/approachA real-world case study was carried out to demonstrate the applicability of the integrated Best Worst Method and fuzzy multi-attribute ideal real comparative analysis (F-MAIRCA) approach to solve ground handling agent selection problems under uncertainty and imprecision. A two-stage sensitivity analysis was also conducted to ensure the credibility and validity of the application.FindingsIn the weighting stage, “Quality” was determined as the most important criterion in terms of supplier performance. With regard to the performance of the ground handling agents, A2 was found as the optimal supplier in terms of both credibility and validity.Practical implicationsThis study enumerated several criteria that ground handling agents must meet in order to effectively supply services for the airlines. In addition, this study provides a novel framework from which managers can gain additional benefits from their businesses. Finally, it is concluded that this approach will help airline managers quantitatively in choosing the most appropriate ground handling agent.Originality/valueThe contributions of this study to the existing literature are in twofold. First, the authors propose a novel multiple attribute decision-making (MADM) approach to address the problem of supplier selection for airlines under uncertainty and imprecision. Second, the selection of ground handling agents from the B2B perspective is addressed for the first time in the literature.

A novel MADM approach to the ground-handling agent selection problem in B2B markets

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Mahmut Bakır ◽  
Emircan Özdemir ◽  
Şahap Akan
Keyword(s):  
Airline Industry ◽  
Multiple Attribute Decision Making ◽  
Content Type ◽  
B2b Marketing ◽  
Multiple Attribute ◽  
Time In Literature ◽  
Agent Selection ◽  
Ground Handling ◽  
First Time

PurposeGround-handling services are important for effective aircraft operations in the air transportation system. Airlines often outsource these services to ground-handling agents through business-to-business (B2B) marketing decisions. Therefore, this paper aims to address the problem of ground-handling agent selection in the airline industry.Design/methodology/approachA real-world case study was carried out to demonstrate the applicability of the integrated best worst method and fuzzy multi-attribute ideal real comparative analysis (F-MAIRCA) approach to solve ground-handling agent selection problems under uncertainty and imprecision. A two-stage sensitivity analysis was also conducted to ensure the credibility and validity of the application.FindingsIn the weighting stage, “Quality” was determined as the most important criterion in terms of supplier performance. With regard to the performance of the ground-handling agents, A2 was found as the optimal supplier in terms of both credibility and validity.Practical implicationsThis study enumerated several criteria that ground-handling agents must meet in order to effectively supply services for the airlines. In addition, this study provides a novel framework from which managers can gain additional benefits from their businesses. Finally, it is concluded that this approach will help airline managers quantitatively in choosing the most appropriate ground-handling agent.Originality/valueThe contributions of this study to the existing literature are twofold. First, we propose a novel multiple attribute decision-making approach to address the problem of supplier selection for airlines under uncertainty and imprecision. Second, the selection of ground-handling agents from the B2B perspective is addressed for the first time in literature.

V-Xpress: B2B marketing in the logistics industry

2019 ◽  
Vol 9 (1) ◽  
pp. 1-23 ◽  
Author(s):  
Neeraj Pandey ◽  
Sandesha Shinde
Keyword(s):  
Marketing Strategy ◽  
Digital Marketing ◽  
Logistics Industry ◽  
Content Type ◽  
B2b Marketing ◽  
Academic Level ◽  
Mba Program ◽  
Logistics Company ◽  
Business To Business

Learning outcomes The learning objectives of this case study are to understand business-to-business (B2B) marketing in a logistics organization; apply go-to-market (GTM) strategy in the logistics industry; design B2B distribution strategy so as to enhance geographic penetration; and develop digital marketing strategies in the logistics industry. Case Overview/Synopsis V-Xpress is a leading B2B player in the express cargo category in the Indian logistics industry. In March 2017, Sachin Nair, Head of V-Xpress Marketing, was presenting three different GTM strategies to the CEO for the new Assured Timely Movement services. He wanted CEO views on each of them so that he can choose the best one. Sachin was also trying to find a solution to backhaul problem in eastern India. The resolution of this problem would have helped V-Xpress to become a truly pan-India B2B logistics company. Sachin was also revamping the digital marketing strategy as part of ambitious V-Xpress marketing strategy. These initiatives were taken as part of CEO’s vision for reaching annual revenue of INR 10bn by 2020. Sachin was thinking about various options so as to implement these changes with least investments. Complexity academic level This case study can be used in B2B marketing, marketing management and marketing strategy course of an MBA program. Supplementary materials Teaching Notes are available for educators only. Please contact your library to gain login details or email [email protected] to request teaching notes. Subject code CSS: 8: Marketing

A little help from my friends: how purchasing gains influence in complex business-to-business services: the case of legal

2017 ◽  
Vol 32 (2) ◽  
pp. 206-217 ◽  
Author(s):  
Wendy L. Tate ◽  
Lisa M. Ellram ◽  
Ulrich Schmelzle
Keyword(s):  
Supplier Management ◽  
Positive Contribution ◽  
Business Service ◽  
Case Study Method ◽  
Business Services ◽  
Content Type ◽  
Additional Costs ◽  
Service Procurement ◽  
Business To Business

Purpose The purpose of this research is to develop an understanding of how purchasing can become meaningfully involved in complex business-to-business service purchases. Design/methodology/approach A single in-depth case study method of an exemplar organization was applied to better understand the purchasing function’s role in adding to the value proposition in complex, non-traditional business-to-business service purchases. Findings Powerful allies or advocates can mediate purchasing involvement in service procurement. However, once the involvement is initiated, purchasing must make a positive contribution with respect to the specific needs and expectations of the budget owner to retain its influence. Research limitations/implications This research extends institutional theory to show how powerful allies or advocates can mediate purchasing involvement in the complex services spend. Practical implications This study describes the potential impact of purchasing’s involvement in complex services spend and highlights the opportunities for purchasing managers to improve supplier management and drive out additional costs. Originality/value For the business practitioner, this research provides evidence regarding how individual functions can gain influence in the organization. A conceptual model describes the meaningful involvement of purchasing in complex business-to-business service purchases.

Value co-creation in the B2B context: a diagnosis of knowledge management based on multiple case studies

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Andrei Bonamigo ◽  
Camila Guimarães Frech ◽  
Ana Carolina Custódio Lopes
Keyword(s):  
Empirical Studies ◽  
Structured Interviews ◽  
Content Type ◽  
Knowledge Based ◽  
Multiple Case ◽  
Multiple Case Studies ◽  
Knowledge Asymmetry ◽  
Business To Business ◽  
Practical Implications

Purpose This study aims to empirically investigate how organizations delivering services in business-to-business relations deal with the boundary paradox and knowledge asymmetry in value co-creation. Design/methodology/approach This study adopted a qualitative multiple case study strategy. Datas were gathered through 13 semi-structured interviews that were then analyzed through the content analysis. Findings The authors identified three mechanisms that organizations use to deal with the boundary paradox and two strategies to handle the knowledge asymmetry. Research limitations/implications First, no opportunities were afforded to involve more participants. Second, owning to confidentiality reasons, not all organizations provided us documents to be analyzed. Practical implications The findings guide managers in balancing the use of contracts and trust in inter-firm collaborations and fostering the learning of customers. Also, insights to protect knowledge based on the paradox of openness in value co-creation. Originality/value This study’s findings address the gap in value co-creation literature concerning the lack of empirical studies.

scholarly journals Loyalty programs: the vital safety feature for airlines to survive COVID-19

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Manuel E. Pascual ◽  
Lisa Nicole Cain
Keyword(s):  
Airline Industry ◽  
Loyalty Programs ◽  
Current Response ◽  
Long Term Effects ◽  
Loyalty Program ◽  
Case Study Methodology ◽  
Content Type ◽  
Hospitality And Tourism ◽  
American Airlines

PurposeThe airline industry has been severely impacted by COVID-19 due to widespread travel restrictions. Its current response is crucial to ensure continued operations after the global pandemic is resolved. One resource the airlines are leveraging is loyalty programs. This study aims to examine the viability of leveraging loyalty programs in times of crisis.Design/methodology/approachThis study employs a case study methodology to examine how one company, American Airlines, has used its loyalty program to survive a pandemic and alleviate the financial costs associated with limited and restricted travel.FindingsAmerican Airlines' AAdvantage loyalty program structure may be used as a benchmark to understand how airlines can anchor their loyalty base to reinvigorate travel interest and use these programs as safeguards in critical instances that may arise in the future.Research limitations/implicationsThe case was bound by the fact that the pandemic was still a threat during the time of analysis. The findings of this case study go beyond the airline industry and may inform other hospitality and tourism organizations on the benefits of loyalty programs in times of financial distress.Originality/valueThis is the first known case study examining the strengths and opportunities of the structure of the American Airlines' AAdvantage program as a means for surviving in a time of crisis. Moreover, understanding how to mitigate the long-term effects of crises may help to inform future short-term strategies of airlines and other hospitality and tourism organizations for navigating unexpected shocks to their ecosystem.

scholarly journals Aplikasi Penentuan Tunjangan Kinerja dan Rekomendasi Pegawai Universitas Singaperbangsa Karawang

2019 ◽  
Vol 3 (3) ◽  
pp. 191
Author(s):  
Aldi Jakaria ◽  
Ade Andri Hendriadi ◽  
Nina Sulistiyowati
Keyword(s):  
Decision Making ◽  
Employee Performance ◽  
Multiple Attribute Decision Making ◽  
Development Life Cycle ◽  
Multiple Attribute ◽  
Waterfall Model ◽  
Definition Of ◽  
The University

Universitas Singaperbangsa Karawang does not yet have a system and criteria for assessing the performance of non-P3K employees. Currently the staffing office at the University of Singaperbangsa Karawang does not yet have a way to determine how an employee is entitled to a Performance Allowance. Based on these facts, a website-based employee performance allowance information system will be created with a case study of the staff of the singaperbangsa karawang university. The system to be built includes the definition of criteria, data processing to become the best employee recommendation / promotion and determination of Employee Performance Allowances. The methodology used is software engineering and uses the Software Development Life Cycle (SDLC) method with the waterfall model because it is in accordance with the research that will be carried out with a relatively short stage of system usage. The calculation process is done by using the method of fuzzy multiple attribute decision making with weighted product because this method determines the weight value for each attribute, then proceed with a ranking process that will select the best alternative from a number of alternatives. The system created can provide information about the amount of employee performance benefits and recommendations for promotion for employees. After evaluating the user, this system gets a response that is easy to understand and easy to understand on each menu on the system. Looking at the benefits of this system is useful when it will provide performance allowances to employees and at the time will determine the employees who are reconditioned for promotions. The design of employee recommendation decision support systems using fuzzy multiple attribute decision making is done by completing the weighted product to produce alternatives after verification with the existing data getting 60% accuracy.

DIFFERENT APPROACHES IN MULTIPLE-CRITERIA OPTIMIZATION USING THE TAGUCHI METHOD: A CASE STUDY IN A COLD HEADING PROCESS

2004 ◽  
Vol 03 (01) ◽  
pp. 53-68 ◽  
Author(s):  
A. S. MILANI ◽  
C. EL-LAHHAM ◽  
J. A. NEMES
Keyword(s):  
Taguchi Method ◽  
Optimization Problems ◽  
Real Life ◽  
Multiple Attribute Decision Making ◽  
Multiple Criteria ◽  
Multiple Criteria Optimization ◽  
Multiple Attribute ◽  
Overall Evaluation ◽  
Decision Making Model

Real life engineering problems usually require the satisfaction of different, potentially conflicting criteria. Design optimization, on the other hand, based on the conventional Taguchi method cannot accommodate more than one response. However, by the use of the overall evaluation criterion approach, the method can be applied to multiple-criteria optimization problems. This paper presents the use of different utility function methods as well as a multiple attribute decision-making model in the multiple-criteria optimization of a cold heading process. Different aspects of each method are discussed and compared.

Should knowledge management in organizations be rebranded?

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Maayan Nakash ◽  
Dan Bouhnik
Keyword(s):  
Knowledge Management ◽  
Organizational Context ◽  
Theory Approach ◽  
Content Type ◽  
Study Approach ◽  
Qualitative Research Methodology ◽  
Knowledge Intensive ◽  
Strategic Perspective ◽  
First Time

Purpose This study aims to examine the relevance of the term “knowledge management” (KM) in the organizational context, and deliberates whether there is a need for rebranding of this field. It also enriches the understanding regarding the appropriateness of the term “KM,” which was chosen to represent the discipline. Design/methodology/approach This study adopted a qualitative research methodology, and a case study approach was followed by conducting 19 semi-structured in-depth interviews with international KM experts working in a global consulting firm. The data were analyzed using a thematic analysis method based on the grounded theory approach. Findings The findings provide empirical evidence that attempts are being made to move away from the label “KM” in certain knowledge-intensive organizations. This study sheds light on the challenges associated with this term, which leads some to believe that the name of the discipline needs to change. Originality/value The present pioneering research contributes to empirical knowledge through investigation of an unexplored scientific field. To the best of the authors’ knowledge, for the first time, its uniqueness can be established by the fact that the opinions of KM professionals are being heard regarding the “KM” label, as well as the need for a rebranding of this discipline in the organizational context. From a practical and strategic perspective, this study suggests that the research community and practitioners pay attention to attempts to shift away from the existing title identified in organizational practice.

Remarks about factors shaping the heliosphere

2018 ◽  
Vol 92 (3) ◽  
pp. 329-335
Author(s):  
Romana Ratkiewicz ◽  
Wojciech Konior ◽  
Jan Kotlarz
Keyword(s):  
Status Report ◽  
Physical Processes ◽  
Content Type ◽  
General Review ◽  
New Information ◽  
Conceptual Paper ◽  
First Time ◽  
Practical Implications ◽  
Theoretical Results

Purpose The purpose of the paper is to give a brief description of the new topic introduced for the first time at the EASN Conferences. Design/methodology/approach The topic concerns the heliosphere, the nearest surrounding of the Sun and thus the nearest vicinity of the Earth. The heliosphere is created due to the interaction between the solar wind and the local interstellar medium. Findings This paper does not include any new information about the heliosphere and only introduces a new topic to this journal. It is briefly shown how heliospheric structures are formed, what factors affect a shape of the heliosphere, what measurements are made by Ulysses, Voyager and IBEX space missions (important for the heliosphere modeling) and how obtained data are used to validate theoretical results. Practical implications To categorize the paper under one of these classifications, research paper, viewpoint, technical paper, conceptual paper, case study, literature review or general review, the authors chose a paper type, general review, as the closest category to this paper. However, it is not a purpose of this paper to provide an extensive review of the community efforts to investigate the physical processes in the vicinity of the heliosphere interface. This is mostly a status report. Originality/value As the new topic in this journal, the article introduces in detail only a small number of aspects connected with heliosphere models. Interplanetary and interstellar magnetic field structures are primarily described. Other factors are only mentioned.

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