Assessing the role of emotions in B2B decision making: an exploratory study

2018 ◽  
Vol 10 (2) ◽  
pp. 170-192 ◽  
Author(s):  
Santosh Kumar Pandey ◽  
Amit Mookerjee
Keyword(s):  
Decision Making ◽  
Customer Experience ◽  
Sufficient Evidence ◽  
Exploratory Research ◽  
Structured Interviews ◽  
Content Type ◽  
Five Dimensions ◽  
Factors Affecting ◽  
Service Ecosystem

Purpose Emotions in business-to-business (B2B) interactions are relatively unexplored when compared with business-to customer (B2C) industry wherein sufficient evidence implicating the role of emotions in decision-making is available. This study aims to explore the role of emotions in B2B decision-making, and a customer experience model is suggested for the B2B industry. Design/methodology/approach The qualitative research methodology using structured and semi-structured interviews along with a repertory grid technique was followed during the study. Purposive sampling was done to identify respondents who were involved in the vendor choice process either as a buyer or a seller in their respective organizations. Findings Exploratory research conducted during this study supports the presence of five dimensions of customer experience – sensory, emotional, relational, behavioural and intellectual – in a B2B context. The study further indicates that the experiential value for B2B decision-making is derived from functional, symbolic, emotional and cost values which are assessed by the buyer during their interaction with the product or the service ecosystem and has an impact on the purchase intentions of an industrial buyer. Originality/value This paper identifies the role of specific customer experience dimensions in a B2B environment and proposes the role and mechanism of emotional factors affecting the decision-making process in B2B exchange.

Why is evacuation so difficult? Sociocultural aspects of landslide disaster in Ponorogo, Indonesia

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Dian Purworini ◽  
Desi Puji Hartuti ◽  
Dini Purnamasari
Keyword(s):  
Decision Making ◽  
Communication Strategy ◽  
Sociocultural Factors ◽  
Exploratory Research ◽  
Structured Interviews ◽  
Daily Lives ◽  
Content Type ◽  
Factors Affecting ◽  
Staff Members ◽  
The Republic

PurposeSociocultural aspects of populations residing in disaster-prone areas have not often been discussed in disaster evacuation studies. Therefore, the main purpose of this paper is to describe the sociocultural factors affecting evacuation decision-making.Design/methodology/approachThis was an exploratory research study which used in-depth semi-structured interviews to collect the data. Selection of the informants was also fulfilled via the purposive sampling method with regard to specific criteria. The informants consisted of 20 villagers that had faced a disaster and eight staff members of the Regional Board of Disaster Management of the Republic of Indonesia which is Badan Penanggulangan Bencana Daerah (BPBD), Ponorogo, who had managed it. The data analysis was ultimately performed through thematic coding.FindingsThe results of the coding analysis revealed that sociocultural aspects were among the primary reasons for evacuation decisions before disasters. In this paper, sociocultural factors shaping evacuation decision behavior could be a result of norms, roles, language, leadership, rules, habits, jobs, perceptions, family engagement, as well as other behaviors demonstrated by individuals and the community.Research limitations/implicationsThis study is not analyzing the role of the social organization or a religious one and also the economic aspect in the evacuation decision-making.Practical implicationsThis paper includes implications for the local government and the BPBD Ponorogo to establish an efficient communication strategy persuading villagers to evacuate. In general, formal policies cannot always be implemented in managing disaster; therefore, visible dedication and solidarity of the members are always needed in order to manage evacuation problems.Originality/valueThis paper meets needs for a study delineating sociocultural factors affecting evacuation decisions before disasters strike. Sociocultural theory could also describe real aspects of culture inherent in the daily lives of populations living in disaster-prone areas.

scholarly journals Supporting Ghanaian micro-entrepreneurships: the role of mobile technology

2019 ◽  
Vol 11 (3) ◽  
pp. 306-327 ◽  
Author(s):  
Emmanuel Mensah Asiedu ◽  
Susan Shortland ◽  
Yehia Sabri Nawar ◽  
Paul J. Jackson ◽  
Laura Baker
Keyword(s):  
Mobile Phone ◽  
Mobile Technology ◽  
Business Processes ◽  
Eastern Region ◽  
Exploratory Research ◽  
Structured Interviews ◽  
Content Type ◽  
Rural Ghana ◽  
Business Confidence

PurposeThe purpose of this paper is to explore the role of mobile technology and related service platforms in supporting informal micro-entrepreneurships in rural Ghana. It aims to extend our knowledge through the development of a conceptual model.Design/methodology/approachA qualitative research design used in-depth semi-structured interviews with five micro-entrepreneurship owners in the Kwahu South District in the Eastern region of Ghana. Identification of potential case firms was facilitated by a local official. Interview data were analysed thematically.FindingsMobile technology engendered pride and emotional connectedness and, being easy to use, helped to increase business confidence. Adoption advantages included improved communications with customers and business partners, and effective stock control, providing competitive advantage. Further understanding of mobile technology’s role in improving business processes is needed.Research limitations/implicationsThis exploratory research is based on five micro-entrepreneurships in one Ghanaian rural area. Further research is needed using larger samples, additional locations and sectors and larger businesses, to identify other factors influencing mobile technology adoption and associated benefits and problems.Practical implicationsGovernment policy supporting growth of informal micro-entrepreneurships using mobile phone technology could increase economic advantage. Micro-business owners need education and training in understanding business processes. Telecommunications companies can highlight technological, business and socio-cultural benefits of mobile phone adoption in rural Ghana.Originality/valueThe paper draws upon the experiences of a range of rural-based Ghanaian micro-entrepreneurships to propose a model setting out and linking the technical, business and socio-cultural benefits of mobile phone adoption in supporting business processes.

Bank officers’ perceptions and uses of qualified audit reports

2014 ◽  
Vol 11 (3) ◽  
pp. 215-237 ◽  
Author(s):  
Nina Sormunen
Keyword(s):  
Financial Statements ◽  
Structured Interviews ◽  
Content Type ◽  
Factors Affecting ◽  
Going Concern ◽  
Other Information ◽  
Audit Reports ◽  
Going Concern Reports ◽  
Practical Implications

Purpose – The purpose of this study is to provide insights into the perceptions and uses of qualified audit reports in financial statements of small- and medium-sized enterprises (SMEs). As there is a long-standing debate on the usefulness of auditor’s going-concern reports, this study aims to provide insights into the factors that affect how banks perceive and use going-concern reports. Design/methodology/approach – Semi-structured interviews with bank officers were conducted. Findings – The study findings demonstrated that bank officers considered that the going-concern report provided information, although they did not regard the information as being particularly useful. The main factors affecting the usefulness of information are use of other information sources and bank officers’ perceptions of auditing. Other factors are also presented and discussed in the current research paper. Practical implications – Regulators have taken the action to improve the auditor’s reporting model, and the findings provided by this study are important because they provide a deeper understanding of the perceptions and uses of audit reports from smaller companies. The study also contributes knowledge about the role of audit reports in the context of SMEs finance. Originality/value – This is one of the first studies to use a qualitative approach to examine factors that affect the use of going-concern reports.

Muslims’ travel decision-making to non-Islamic destinations: perspectives from information-seeking models and theory of planned behavior

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Ahmed M. Adel ◽  
Xin Dai ◽  
Rana S. Roshdy ◽  
Chenfeng Yan
Keyword(s):  
Decision Making ◽  
Planned Behavior ◽  
Information Search ◽  
Information Seeking ◽  
Structured Interviews ◽  
Content Type ◽  
Factors Affecting ◽  
Government Websites ◽  
The Government ◽  
Travel Decision

Purpose The present research extends the existing literature of halal tourism and Muslims’ travel decision-making by applying information-seeking models and the planned behavior theory to identify the process of decision-making to travel to non-Islamic destinations. This study aims to identify the views of Muslim travelers who traveled before to non-Islamic destinations to evaluate their information search experience and how their travel decision is formed. Design/methodology/approach Semi-structured interviews are conducted with a sample of Muslim travelers who visited a non-Islamic destination during the past five years. Data saturation resulted in 17 interviewees from different Islamic destinations, namely, Egypt, Morocco, Sudan and Pakistan. Findings Muslim interviewees indicate the relative importance of reference groups compared to the government websites as a source of information. This study concludes some remarkable results regarding the importance of some halal marketing strategies such as halal searchability and availability, halal certification and appraisal, halal at airports and halal hotels. It presents an emergent framework that shows the factors affecting visiting a non-Islamic destination regarding halal issues for Muslim travelers. Practical implications It provides destinations’ official tourism managers with various strategies to brand their destinations as Muslim-friendly destinations. Originality/value Investigating the process of decision-making of traveling to non-Islamic destinations from Muslim travelers’ perspective is limited. Examining the role of information-seeking behavior in Muslim travelers’ decision-making is scarce.

Pint-size powerhouses: a qualitative study of children’s role in family decision-making

2018 ◽  
Vol 19 (4) ◽  
pp. 345-357 ◽  
Author(s):  
Monica Chaudhary
Keyword(s):  
Decision Making ◽  
Consumer Decision Making ◽  
National Capital Region ◽  
Structured Interviews ◽  
Indian Children ◽  
Consumer Decision ◽  
Content Type ◽  
Children’S Voices ◽  
Cultural Entity

Purpose Children are becoming consumers at younger ages; a variety of influences and experiences shape their as well as their family’s consumer habits. With the changing economic scenario, power has been shifting toward the new emerging economies. These nations are rapidly developing, where the children population is high, parents are young and have money to spend. This study aims at exploring family’s consumer decision-making process to understand the influencing role of young Indian children in a family setting. Design/methodology/approach This study analyzes young children and their parents through semi-structured interviews with the families. The phenomenological interviews with six families in the National Capital Region of India capturing 23 informants were conducted. Findings Children’s influence is omnipresent, in all the product categories as well as buying stages. For products of their direct use like books, clothes and snacks items, they are very much involved and their level of influence is highest from both the parents’ and children’s perception. Role of siblings and joint collaboration with the grandparents are also parts of the findings. Research limitations/implications This study attempts to actively listen to young children’s voices. However, it is acknowledged that in some families, the parent’s presence may have affected the results. Originality/value There are just few studies that have tapped the family’s consumer decision-making intricacies. There exists an enormous research gap which needs to be filled by more empirical research into the arena of family consumer decision-making. Also, India has a distinct cultural entity as compared to Western nations; to understand how children influences in such traditional setting is insightful.

The arrival of a new principal and the school staff

2019 ◽  
Vol 34 (3) ◽  
pp. 492-504
Author(s):  
Izhar Oplatka ◽  
Hamutal Ben Or
Keyword(s):  
Design Methodology ◽  
Critical Role ◽  
School Staff ◽  
New Principals ◽  
Structured Interviews ◽  
Content Type ◽  
Factors Affecting ◽  
New Principal

Purpose The purpose of this paper is to explore teachers’ responses to the arrival of new principals (NPs) into their school. More specifically, the paper poses three questions: How do teachers perceive the arrival of an NP into their school? How do teachers cope with the arrival of an NP? What are the factors affecting teachers’ responses towards the arrival of an NP? Design/methodology/approach Semi-structured interviews were conducted with 14 Israeli teachers who experienced the arrival of an NP into their school during the last three years. Findings The perceived image of the former principal in the teachers’ lounge and the manner in which s/he left principalship seem to greatly influence teachers’ responses towards the NP. Likewise, the first personal conversations of the NP with the teachers are highly influential on their responses to his/her arrival into their school. Originality/value The paper sheds light on the critical role of emotions towards the former principal in the induction stages of NPs.

Unbanked to banked: reintermediation role of banks in e-government services for financial inclusion in an Indian context

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jessy Nair ◽  
Mohith Kumar Jain
Keyword(s):  
Rural Areas ◽  
Financial Inclusion ◽  
Exploratory Research ◽  
Structured Interviews ◽  
Content Type ◽  
Government Services ◽  
Study Approach ◽  
Depth Interviews

Purpose The purpose of this study is twofold: first, to develop a framework to implement electronic delivery systems for connecting federal government with rural citizens using banking infrastructure as a reintermediation platform; and second, to understand the challenges faced by banks in reintermediation for financial inclusion (FI). Design/methodology/approach This exploratory research adopts case study method to gain insights of the challenges faced by banks in e-government services for FI. In-depth structured interviews are conducted with key respondents: branch managers heading banks in rural areas. Findings Preliminary results based on in-depth interviews with branch managers of banks suggest that banks leverage facilitators called Bank Mitras (BM) (friends from bank as per the local language) to disseminate services offered by the banks to rural customers at each village. However, a key challenge faced by banks is the increased dependency on bank employees to complete the process of e-government transactions by the beneficiaries because of trust factor. Research limitations/implications This exploratory research builds on the case study approach using in-depth interviews with the branch managers of five banks as key respondents to develop the preliminary research framework for FI. Practical implications Policymakers can design banking systems to enhance transparency by implementing technologies and decentralizing routine transactions to citizens by enhancing the role of facilitators (BM). Social implications FI aims to reach out and empower citizens with banking facilities for disbursing e-government services. This process needs to be refined for the rural population of India to understand and better use the e-government services and schemes. Originality/value Insights from in-depth interviews with key respondents of the banks were collated and augmented with literature to enhance the rigor of the exploratory research.

Planning for the redevelopment after a fire event

2017 ◽  
Vol 8 (4) ◽  
pp. 344-356 ◽  
Author(s):  
Andrew MacKenzie
Keyword(s):  
Decision Making ◽  
Temporal Dynamics ◽  
Cultural Influences ◽  
Capital City ◽  
Structured Interviews ◽  
Contributing Factors ◽  
Fire Event ◽  
Content Type ◽  
External Influences

Purpose The purpose of this paper is to explore the role of planners and designers in supporting residents to negotiate the challenges of rebuilding after wildfire on the urban fringe. The research seeks to understand how planning and design professionals, in providing professional services, comprehend the changing expectations of residents transitioning from emergency to the slow process of achieving a post fire normal state through the project of redesigning their homes. Design/methodology/approach This paper uses semi-structured interviews to examine the role of planners and designers employed to facilitate and assess, or provide design services for residents who rebuilt houses after the 2003 bushfires in Canberra, Australia’s Capital City. Narrative analysis was used to identify emerging themes based on their professional experiences during the redevelopment of the suburb. Findings Case analysis shows that external influences were significant contributing factors in determining the design of houses rebuilt after the fires. The goal for both the designers and residents was to design a more sustainable built form; however, this was not achieved as external social and cultural influences came into the decision-making process. Practical implications The paper provides a different perspective on the competing goals planners and designers face in supporting residents to rebuild after disasters such as wild fires. It highlights the changing nature of the relationship between professionals and community. In particular, the research suggests planners can play an important role as observers and facilitators of long-term change occurring in the years after wildfire. The research provides insights into how planners and building designers may better serve the community by gaining a better understanding of the changing nature of redevelopment over time. Originality/value The research provides a novel approach to understanding the challenges facing planners and building designers working with residents to rebuild houses after wildfire. The paper makes the case for a better understanding of the temporal dynamics and external influences affecting decision making in post disaster redevelopment of homes.

Factors influencing voting intentions for Egyptian parliament elections 2011

2014 ◽  
Vol 5 (1) ◽  
pp. 49-70 ◽  
Author(s):  
Dalia Abdel Rahman Farrag ◽  
Hamed Shamma
Keyword(s):  
Decision Making ◽  
Significant Role ◽  
Behavioral Intentions ◽  
Voting Behavior ◽  
Religious Beliefs ◽  
Political Marketing ◽  
Content Type ◽  
Factors Affecting ◽  
The Media

Purpose – This study measures to what extent different factors including Islamic religious beliefs influenced Egyptian's voting behavior intentions in the last parliament elections, given the moderating effect of the media and its role in shaping the existence of the Islamic political brand in Egypt. The paper aims to discuss these issues. Design/methodology/approach – Qualitative research was initially conducted to modify the Newman and Sheth model to fit the Egyptian culture. A final total of 401 Muslim citizens that participated in the last parliament elections were then surveyed via face-to-face interviews using a structured questionnaire. Findings – Most factors related to voting for a specific candidate or party seemed to be important for voters' in their decision making, specifically personal events related to the candidate, candidate's image, current events surrounding the elections process, interest in issues and policies and religious beliefs that was added by the authors to the model. The media also had a high level of importance and influence over the relationship between some of the factors affecting voter's decision and voter's behavioral intentions. Overall, citizens demonstrated approach voting behavioral intentions towards the elections process and indicated that they would actively participate in the upcoming elections. Pearson correlations and further analysis were also run to investigate the nature of relationships between the factors understudy and voting behavioral intentions; most of which had significant relationships, as well as the significant role of the media. Some factors were excluded after running stepwise regression for testing the fitness of the model proposed. Research limitations/implications – Study covering the capital city of Egypt; Cairo only. Practical implications – It has become important for politicians and governments to understand what are the genuine needs of their societies and what are citizens looking for in political candidates and parties. Political marketing and particularly understanding voting behavior is a booming area that has become an important tool for building political brands as witnessed by this research and how it was used by Islamists to reach voter's and affect their decision making. Originality/value – This research paper sheds the light on a very contemporary area related to political marketing which is political campaigning and factors affecting voters' intentions given the significant role of candidate's religious beliefs. Furthermore, focusing on the rise of Islamic political parties that are actively becoming important members of the political landscape in the Arab region after a long time of undercover practice and struggle with previous governments before the Arab spring events.

scholarly journals Sinabung volcano: how culture shapes community resilience

2019 ◽  
Vol 28 (3) ◽  
pp. 290-303
Author(s):  
Marta Mori ◽  
Ronan McDermott ◽  
Saut Sagala ◽  
Yasmina Wulandari
Keyword(s):  
Structured Interviews ◽  
Content Type ◽  
Aid Dependency ◽  
Relief Operations ◽  
Long Term Impact ◽  
Cultural Experts ◽  
Practical Implications

Purpose The purpose of this paper is to explore how culture, including traditions and social structures, can influence resilience and how culturally sensitive relief operations can put affected people and their context at the core of any interventions. Design/methodology/approach A case study of the Mt Sinabung volcano area in Indonesia was undertaken. As part of the case study, an analysis of interventions was conducted, which was complemented by semi-structured interviews with Karo cultural experts and humanitarian organisations. Findings Culture influences the manner in which the Karo people react to volcano eruptions with varying implications for recovery. In addition, relief organisations which understand people’s actions through a cultural lens have better managed to tailor programs with long-term impact, thereby avoiding aid dependency. Practical implications Practical examples of disaster management activities that adequately account for the beneficiaries’ way of living prior to the eruptions are provided. Aid actors are provided with guidance concerning how to better tailor their activities in line with a cultural lens. Originality/value The study provides empirical grounding for claims concerning the role of culture in planning interventions in Indonesia and other similar contexts.

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