Building a comprehensive model to investigate factors behind switching intention of high-technology products

2017 ◽  
Vol 26 (2) ◽  
pp. 102-119 ◽  
Author(s):  
Cristelle Msaed ◽  
Sam O. Al-Kwifi ◽  
Zafar U. Ahmed
Keyword(s):  
Consumer Behavior ◽  
High Technology ◽  
Relative Advantage ◽  
Comprehensive Model ◽  
Content Type ◽  
Product Features ◽  
Brand Switching ◽  
Technology Products ◽  
Proposed Model ◽  
Consumer Switching

Purpose The purpose of this study is to determine the factors that underpin consumer switching intention in the smartphone industry. Most of the literature on brand switching uses conventional models that lack the ability to explain this behavior for high-technology products. Such products have unique characteristics that make the switching process more challenging from the consumer perspective. Design/methodology/approach The proposed model is built based on the related theories that consider the distinctive aspects of high-technology products. Furthermore, two variables “relative advantage of product features” and “company innovativeness” are introduced for the first time to evaluate consumer attitude to switch a high-technology product. The smartphone industry was selected to test the proposed model, where an online survey was sent to Apple and Samsung users. Findings The results confirm the expectation that perceived product usefulness, perceived ease of use and relative advantage of product features are the major factors driving the intention of users to switch, whereas subjective norms have limited impact. The financial cost of switching is the main barrier to consumers’ decision to switch to a new technology. The pleasure consumers feel toward their brand and the other brand is positively associated with their attitude toward switching. Research limitations/implications This research contributes to the literature on brand switching by introducing a comprehensive model that explains consumer switching behavior of high-technology products. Research findings would allow managers to draft better marketing strategies to improve consumer brand awareness. Originality/value The majority of literature on brand switching uses simple models to explain consumer behavior. This study is the first attempt to build a comprehensive model that considers the characteristics of high-technology products and how they shape consumer behavior during the decision-making process.

Brand switching of high-technology capital products: how product features dictate the switching decision

2014 ◽  
Vol 23 (4/5) ◽  
pp. 322-332 ◽  
Author(s):  
Sam Al-Kwifi ◽  
Zafar U. Ahmed ◽  
Dina Yammout
Keyword(s):  
Medical Imaging ◽  
Online Survey ◽  
High Technology ◽  
Influential Factor ◽  
Market Segment ◽  
Mass Market ◽  
Content Type ◽  
Product Features ◽  
Brand Switching ◽  
Major Factors

Purpose – The purpose of this paper is to investigate the factors that underpin brand switching of medical imaging products by mass-market users. Most of the literature on brand switching is focused on competitive market products, for which switching costs are manageable. However, little consideration is given to brand switching of high-technology capital products. Design/methodology/approach – The conceptual model is developed based on the existing literature on B2B brand switching. An online survey was developed and distributed to decision makers involved in purchasing medical imaging technology. Findings – The results confirm the expectation that product features is the most influential factor underpinning brand switching. Product features are critical for medical organizations who want to maintain their competitive advantage. The findings suggest that the set of factors that influence the decision to switch is unique for users of different market segments in the same industry (e.g. lead users and mass-market users). This difference stems from technology utilization of each market segment. Research limitations/implications – In high-technology markets, managers should develop a reliable strategy to evaluate the antecedents behind brand switching that are specific to their industry. Knowledge of the major factors that cause users to switch is essential to allow firms to determine the strategy needed to prevent the erosion of their market share. Originality/value – Although the literature reports considerable research on brand switching, this study is a first-of-its-kind in that it demonstrates that the factors underpinning brand switching vary within the same industry, based on the characteristics of each market segment. This paper develops new knowledge on the factors that influence the decision of users of high-technology capital products to switch between brands to renew or improve their internal capabilities.

Loyalty program in Africa: risk-seeking and risk-averse adventurers

2014 ◽  
Vol 69 (2) ◽  
pp. 137-157 ◽  
Author(s):  
Shogo Mlozi
Keyword(s):  
Consumer Behavior ◽  
Consumer Products ◽  
Loyalty Programs ◽  
Risk Averse ◽  
Loyalty Program ◽  
Content Type ◽  
Risk Seeking ◽  
Proposed Model ◽  
First Time ◽  
The Relationship

Purpose – This article aims to test the relationship between expected attractiveness-satisfaction-loyalty for international adventure tourists visiting Tanzania. The proposed model is based on travel consumer behavior theoretical constructs extracted from the literature. Design/methodology/approach – This article aims to test the relationship between expected attractiveness-satisfaction-loyalty for international adventure tourists visiting Tanzania. The proposed model is based on travel consumer behavior theoretical constructs extracted from the literature. Findings – The findings for overall model differed from the moderating factors of high risk, low risk, first-time visit and repeat visit. Also, the results are interesting when satisfaction is tested as a mediator. Practical implications – Practitioners could consider the fact that repeat visits may change tourists’ perceptions toward destination and may even increase their inclination to take on risks. This may impact innovation of consumer products in tourism. Also, policy makers could benefit on how loyalty programs can be developed to increase performance. Originality/value – The study offers specific strategic recommendations toward different groups of tourists (i.e. first-time, repeat visitors, risk averse, risk seeking) and proposes logic for setting up a loyalty program as a long-term strategy for success.

Competitiveness analysis through comparative relation mining

2017 ◽  
Vol 117 (4) ◽  
pp. 672-687 ◽  
Author(s):  
Hongwei Wang ◽  
Song Gao ◽  
Pei Yin ◽  
James Nga-Kwok Liu
Keyword(s):  
Online Reviews ◽  
Purchase Decisions ◽  
Content Type ◽  
Online Consumer Reviews ◽  
Product Features ◽  
Proposed Model ◽  
Set Up ◽  
Comparative Relations ◽  
Sequence Rule ◽  
Relation Mining

Purpose Comparative opinions widely exist in online reviews as a common way of expressing consumers’ ideas or preferences toward certain products. Such opinion-rich texts are key proxies for detecting product competitiveness. The purpose of this paper is to set up a model for competitiveness analysis by identifying comparative relations from online reviews for restaurants based on both pattern matching and machine learning. Design/methodology/approach The authors define the sub-category of comparative sentences according to Chinese linguistics. Classification rules are set up for each type of comparative relations through class sequence rule. To improve the accuracy of classification, a comparative entity dictionary is then introduced for further identifying comparative sentences. Finally, the authors collect reviews for restaurants from Dianping.com to conduct experiments for testing the proposed model. Findings The experiments show that the proposed method outperforms the baseline methods in terms of precision in identifying comparative sentences. On the basis of such comparison-rich sentences, product features and comparative relations are extracted for sentiment analysis, and sentimental score is assigned to each comparative relation to facilitate competitiveness analysis. Research limitations/implications Only the explicit comparative relations are discussed, neglecting the implicit ones. Besides that, the study is grounded in the assumption that all features are homogeneous. In some cases, however, the weights to different aspects are not of the same importance to market. Practical implications On the basis of comparative relation mining, product features and comparative opinions are extracted for competitiveness analysis, which is of interest to businesses for finding weakness or strength of products, as well as to consumers for making better purchase decisions. Social implications Comparative relation mining could be possibly applied in social media for identifying relations among users or products, and ranking users or products, as well as helping companies target and track competitors to enhance competitiveness. Originality/value The authors propose a research framework for restaurant competitiveness analysis by mining comparative relations from online consumer reviews. The results would be able to differentiate one restaurant from another in some aspects of interest to consumers, and reveal the changes in these differences over time.

Exploring the interface of relationship marketing and export performance

2019 ◽  
Vol 21 (2) ◽  
pp. 126-148
Author(s):  
Abdel Hafiez Ali Hasaballah ◽  
Omer Faruk Genc ◽  
Osman Bin Mohamad ◽  
Zafar U. Ahmed
Keyword(s):  
Theoretical Model ◽  
Relationship Marketing ◽  
Design Methodology ◽  
Export Performance ◽  
Future Research ◽  
Comprehensive Model ◽  
Content Type ◽  
Proposed Model ◽  
Theoretical Paper ◽  
Practical Implications

Purpose The purpose of this study is to develop a comprehensive model that explains the influence of different relational variables on export performance and the interaction between those relational variables. Design/methodology/approach This is a theoretical paper building upon the relational variables and export performance literatures. Findings A theoretical model was developed based on the existing studies and findings. In the proposed model, relational outcome variables mediate the effect of relational contextual variables on export performance. Research limitations/implications The model developed in this study opens new avenues for future research because it provides a different perspective on how relational variables interact with each other in terms of their impact on export performance. Practical implications Relational variables have great importance for firms’ export performance. This study provides a framework about how these variables affect export performance, which should be taken into consideration in firms’ strategies and decisions with regard to the relations with partners. Originality/value Despite the consensus about the importance of relational variables, the evidence is mixed with regard to the way they affect export performance. With the proposed model, this study aims to fill this gap by providing a framework that explains how relational variables interact with each other and how they affect export performance.

The role of fMRI in detecting attitude toward brand switching: an exploratory study using high technology products

2016 ◽  
Vol 25 (2) ◽  
pp. 208-218 ◽  
Author(s):  
Sam O. Al-Kwifi
Keyword(s):  
Decision Making ◽  
Exploratory Study ◽  
Emotional Experience ◽  
High Technology ◽  
Perceived Usefulness ◽  
Switching Behavior ◽  
Decision Making Process ◽  
Consumer Attitude ◽  
Content Type ◽  
Brand Switching

Purpose The purpose of this paper is to investigate the factors that underpin consumer attitude toward switching a product brand, using functional magnetic resonance imaging (fMRI) to study brain activity during the decision-making process. Most of the literature shows that in the past, conventional marketing research approaches have been used to study brand switching among consumers. However, there is a lack of understanding of the importance of evaluating brain activations during the decision-making process when a consumer is selecting a brand. Design/methodology/approach The proposed model is a simplified version of consumer acceptance of technology model. This model accounts for cognitive and affect factors when choosing a product by including perceived usefulness and pleasure variables, respectively. An event-related fMRI experiment was designed and conducted using two smartphone brands. Findings The level of brain activation at the ventromedial prefrontal cortex (vmPFC) increased when participants were asked to judge images that reflect brand perceived usefulness compared with judging images that reflect brand pleasure. Similarly, the higher the perceived usefulness of the other smartphone, the greater the activation of the vmPFC during decision-making to switch to that smartphone. Practical Implications This study contributes to the literature on brand switching by exploring the importance of fMRI technique in evaluating brain activities during decision-making to adopt a brand. For managers, research findings would allow them to draft better marketing and advertisement strategies that enhance consumer perception value of high technology brands and positive emotional experience. Originality/value Although the literature reports considerable research on brand switching, this is the first exploratory study to utilize fMRI to investigate consumer attitude toward switching. In addition, unlike most prior research, which uses generic products in fMRI studies, this study is utilizing high technology product to investigate the brand switching behavior.

Salam for import operations: mitigating commodity macro risk

2020 ◽  
Vol 11 (8) ◽  
pp. 1497-1514
Author(s):  
Zaheer Anwer
Keyword(s):  
Financial Services ◽  
Risk Sharing ◽  
Islamic Finance ◽  
Content Type ◽  
Product Features ◽  
Proposed Model ◽  
Industry Environment ◽  
Economic Reality ◽  
Market Driven ◽  
Practical Implications

Purpose This paper aims to present the idea of using classic Islamic finance instrument Salam to conduct import transactions. It documents the complete framework of the proposed model. At present, this mode is not used by Islamic Financial Services Industry although it is capable of becoming a viable risk-sharing instrument. Design/methodology/approach First, the features of existing import financing products are explored and compared with various contractual features of Salam. Second, a discussion on why banks are reluctant in practicing Salam is included. Third, the pricing techniques, accounting treatment and collateral arrangements related to proposed product are discussed. Finally, the feasibility of this product in present industry environment is assessed. Findings The proposed model carries certain features that make it a true risk-sharing product. For example, it suggests changing bank’s role from intermediary to entrepreneur and favours better alignment of risk between the related parties. This work has also proposed using market-based returns, instead of the existing interest-based benchmarks, for pricing the contract. To practice this product, a dedicated effort of all the stakeholders is required. The product features can contribute to the goal of practicing responsible financing, engrained in true economic reality. Research limitations/implications The present work is a technical paper, and the product features may be improved in the light of feedback from the industry and academia. Practical implications The proposed model views Islamic bank as a trader instead of a lender, who will assume the effective ownership of imported goods before selling them to the customers. The pricing structure will also be unique, as the margins will be decided upon the basis of market-driven returns of the underlying assets. Indeed, by entering into such contract, Islamic Banks will be exposed to market-related risks. They will be required to design their risk management frameworks accordingly. Originality/value It is widely argued that many Islamic finance products are similar to their conventional counterparts in substance. There is a need for the instruments that carry risk sharing attributes. This paper aims to bridge this gap by investigating the potential of classical Islamic finance product Salam for conducting foreign trade transactions.

Rising to Grand Challenges: A Need for a Comprehensive Rusafrica Рroject

2018 ◽  
pp. 11-24
Author(s):  
Leonid Fituni
Keyword(s):  
Development Strategy ◽  
Technological Development ◽  
High Technology ◽  
Mutual Cooperation ◽  
Grand Challenges ◽  
Cooperative Approach ◽  
Technology Products ◽  
Innovative Products ◽  
The Russian Federation ◽  
Scientific And Technological Development

The author presents a vision of the mainstream vectors of global development against the backdrop of the “Grand Challenges” of the 21st century. He formulates optimal ways for Russia and Africa to interact in order to achieve the goals set by the UN Third International Conference on Financing for Development. The author proposes a RUSAFRICA project, which combines a dual goal of boosting economic, social and technological development of both Russia and Africa. The project envisages an integrated cooperative approach to mutually significant economic, technological and infrastructural requirements and capacities while prioritizing the human development aspect. Innovative approaches to mutual cooperation shale open ways to promoting Russian technologies and innovative products to new markets, generating growth of income from exports of high technology products and services with the aim to enhance Russia’s influence and competitive strengths, in accordance with the Scientific and Technological Development Strategy of the Russian Federation.

Business management in the football industry from a supply chain management perspective

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Zhaleh Memari ◽  
Abbas Rezaei Pandari ◽  
Mohammad Ehsani ◽  
Shokufeh Mahmudi
Keyword(s):  
Supply Chain ◽  
Supply Chain Management ◽  
Business Management ◽  
Relationship Management ◽  
Flow Management ◽  
Manufacturing Firm ◽  
Chain Management ◽  
Content Type ◽  
Proposed Model ◽  
Football Industry

PurposeTo understand the football industry in its entirety, a supply chain management (SCM) approach is necessary. This includes the study of suppliers, consumers and their collaborations. The purpose of this study was to present a business management model based on supply chain management.Design/methodology/approachData were collected through in-depth interviews with 12 academic and executive football experts. After three steps of open, axial and selective coding based on grounded theory with a paradigmatic approach, the data were analysed, and a football supply chain management (FSCM) was developed. The proposed model includes three managerial components: upstream suppliers, the manufacturing firm, and downstream customers.FindingsThe football industry sector has three parts: upstream suppliers, manufacturing firm/football clubs and downstream customers. We proposed seven parts for the managerial processes of football supply chain management: event/match management, club management, resource and infrastructure management, customer relationship management, supplier relationship management, cash flow management and knowledge and information flow management. This model can be used for configuration, coordination and redesign of business operations as well as the development of models for evaluation of the football supply chain's performance.Originality/valueThe proposed model of a football supply chain management, with the existing literature and theoretical review, created a synergistic outcome. This synergy is presented in the linkage of the players in this chain and interactions between them. This view can improve the management of industry productivity and improve the products quality.

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