The impact of cultural sensitivity and information exchange on relationship quality

2014 ◽  
Vol 32 (7) ◽  
pp. 754-768 ◽  
Author(s):  
Trang T.M. Nguyen ◽  
Tho Dinh Nguyen
Keyword(s):  
Relationship Quality ◽  
Market Orientation ◽  
Cultural Sensitivity ◽  
Indirect Effects ◽  
Information Exchange ◽  
Future Research ◽  
Direct And Indirect Effects ◽  
Data Set ◽  
Content Type ◽  
The Impact

Purpose – The purpose of this paper is to investigate the mediating roles of cultural sensitivity and information exchange in the impact of market orientation on relationship quality. Design/methodology/approach – Using a survey data set collected from a systematic sample of 297 Vietnamese exporters, the authors tested a model that depicts the direct and indirect effects of market orientation on relationship quality. Findings – The authors found that market orientation has both direct and indirect effects, mediated by cultural sensitivity and information exchange, on relationship quality. Research limitations/implications – A major limitation of this study is the investigation only one side of the dyad, the exporter. Future research should use data collected from two sides of the dyad, the exporter and the importer. Practical implications – The results of this study suggest that, exporters, who want to maintain high quality relationships with importers, should adopt a market-oriented strategy to enhance the degree of cultural sensitization to as well as the level of exchange of information with their importers. Originality/value – This study enhances the understanding of predictors of relationship quality in export markets by confirming the mediating role of cultural sensitivity and information exchange in the impact of market orientation on relationship quality.

Measuring the effectiveness of managerial action in SMEs

2007 ◽  
Vol 30 (12) ◽  
pp. 892-914 ◽  
Author(s):  
Glenn A. Metts
Keyword(s):  
Indirect Effects ◽  
Equation Modeling ◽  
Direct And Indirect Effects ◽  
Manufacturing Companies ◽  
Automotive Manufacturing ◽  
Content Type ◽  
Managerial Action ◽  
The Impact ◽  
Competitive Forces ◽  
Strategy Making

PurposeThe paper's purpose is to investigate the direct and indirect effects of industry competitive forces on strategy‐making and performance in small‐to‐medium‐sized manufacturing companies.Design/methodology/approachThe paper's approach is a survey design with structural equation modeling used for hypotheses testing.FindingsThe findings provide strong support for the mitigating role of managerial action through the strategy‐making process and indications that this is true regardless of small‐to‐medium‐sized enterprise (SME) size. Also, automotive‐manufacturing SMEs seem to exhibit higher levels of competitive factors compared with non‐automotive manufacturing SMEs.Research limitations/implicationsThe major limitation of this research is that the survey was taken in the Mid‐western USA and involved only SME manufacturing organizations. The research should be extended to other geographic regions, industry types, and larger organizations.Practical implicationsMany small company managers feel that they have little impact on industry‐wide macro‐economic and industry‐specific forces. This research indicates that managers in SMEs can mitigate some of the negative effects of industry competitive factors through strategy‐making activities.Originality/valueThis research is unique in several ways. It is the only research that has clearly identified and successfully measured the impact of managerial action in SMEs. It demonstrates that managerial action can be measured by comparing the direct and indirect effects of industry competitive forces on performance. It further identifies the need for a self‐assessment tool to measure the effectiveness of managerial action of top managers in SMEs.

Optimization of the promotion mix in the healthcare industry

2015 ◽  
Vol 9 (4) ◽  
pp. 289-305
Author(s):  
Dominique Haughton ◽  
Guangying Hua ◽  
Danny Jin ◽  
John Lin ◽  
Qizhi Wei ◽  
...  
Keyword(s):  
Data Mining ◽  
Indirect Effects ◽  
Directed Acyclic Graphs ◽  
Optimization Process ◽  
Sales Volume ◽  
Healthcare Industry ◽  
Direct And Indirect Effects ◽  
Data Set ◽  
Content Type ◽  
Data Mining Techniques

Purpose – The purpose of this paper is to propose data mining techniques to model the return on investment from various types of promotional spending to market a drug and then use the model to draw conclusions on how the pharmaceutical industry might go about allocating promotion expenditures in a more efficient manner, potentially reducing costs to the consumer. The main contributions of the paper are two-fold. First, it demonstrates how to undertake a promotion mix optimization process in the pharmaceutical context and carry it through from the beginning to the end. Second, the paper proposes using directed acyclic graphs (DAGs) to help unravel the direct and indirect effects of various promotional media on sales volume. Design/methodology/approach – A synthetic data set was constructed to prototype proposed data mining techniques and two analyses approaches were investigated. Findings – The two methods were found to yield insights into the problem of the promotion mix in the context of the healthcare industry. First, a factor analysis followed by a regression analysis and an optimization algorithm applied to the resulting equation were used. Second, DAG was used to unravel direct and indirect effects of promotional expenditures on new prescriptions. Research limitations/implications – The data are synthetic and do not incorporate any time autocorrelations. Practical implications – The promotion mix optimization process is demonstrated from the beginning to the end, and the issue of negative coefficient in promotion mix models are addressed. In addition, a method is proposed to identify direct and indirect effects on new prescriptions. Social implications – A better allocation of promotional expenditures has the potential for reducing the cost of healthcare to consumers. Originality/value – The contributions of the paper are two-fold: for the first time in the literature (to the best of the authors’ knowledge), the authors have undertaken a promotion mix optimization process and have carried it through from the beginning to the end Second, the authors propose the use of DAGs to help unravel the effects of various promotion media on sales volume, notably direct and indirect effects.

scholarly journals The impact of epidemics on agricultural production and forecast of COVID-19

2020 ◽  
Vol 12 (3) ◽  
pp. 409-425 ◽  
Author(s):  
Shurui Zhang ◽  
Shuo Wang ◽  
Lingran Yuan ◽  
Xiaoguang Liu ◽  
Binlei Gong
Keyword(s):  
Indirect Effects ◽  
Agricultural Production ◽  
Negative Impact ◽  
Spillover Effects ◽  
Control Measures ◽  
Growth Accounting ◽  
Direct And Indirect Effects ◽  
Content Type ◽  
Dynamic Panel Model ◽  
The Impact

PurposeThis article investigates the mechanism of the direct and indirect effects of epidemics on agricultural production and projects the impact of COVID-19 on agricultural output in China.Design/methodology/approachThis article first adopts a dynamic panel model and spatial Durbin model to estimate the direct and indirect effects, followed by a growth accounting method to identify the channels by which epidemics affect agriculture; finally, it projects the overall impact of COVID-19 on agriculture.FindingsThe incidence rate of epidemics in a province has a negative impact on that province's own agricultural productivity, but the increase in the input factors (land, fertilizer and machinery) can make up for the loss and thus lead to insignificant direct effects. However, this “input-offset-productivity” mechanism fails to radiate to the surrounding provinces and therefore leads to significant indirect/spillover effects. It is projected that COVID-19 will lower China's agricultural growth rate by 0.4%–2.0% in 2020 under different scenarios.Research limitations/implicationsIt is crucial to establish a timely disclosure and sharing system of epidemic information across provinces, improve the support and resilience of agricultural production in the short run and accelerate the process of agricultural modernization in the long run.Originality/valueConsidering the infectivity of epidemics, this article evaluates the mechanism of the direct and indirect effects by introducing a spatial dynamic model into the growth accounting framework. Moreover, besides the impact on input portfolio and productivity, this article also investigates whether epidemics reshape agricultural production processes due to panic effects and control measures.

Export market orientation and export performance in emerging markets: insights from the Peruvian agri-export sector

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Oscar Malca ◽  
Jean Pierre Bolaños ◽  
Jorge Luis Rubio Donet ◽  
Francisco Acedo
Keyword(s):  
Emerging Markets ◽  
Market Orientation ◽  
Export Performance ◽  
Export Market ◽  
Future Research ◽  
Content Type ◽  
Export Sector ◽  
Relational Norms ◽  
The Impact ◽  
The Relationship

PurposeThe objective of this research is to analyse the joint impact of export proactivity and coordination capacity as mediators on the relationship between export market orientation (EMO) and export performance and the relational norms and export continuity as EMO's antecedents.Design/methodology/approachThe study uses structural equation modelling for the analysis of 127 small and medium enterprises (SMEs) from the agri-export sector in Peru.FindingsThe research demonstrates the mediating role of export proactivity between EMO and export performance and the impact of relational norms as an antecedent of EMO as well as that of export continuity in export performance.Research limitations/implicationsThe cross-sectional study design has certain limitations; thus, longitudinal research is necessary to analyse the evolution of the impact of these variables. Future research should also consider new variables, such as absorptive capacity and institutional distance, in relation to EMO and export performance in emerging markets.Originality/valueThis research paper provides a perspective that is an alternative to the traditional literature related to EMO since coordination capacity and export proactivity have been used as EMO's antecedents. However, in emerging countries, such as Peru, exports are based on comparative advantages. Under this context, it is necessary to analyse export proactivity and coordination capacity as mediators of the relationship between EMO and export performance and the relational norms and export continuity as EMO's antecedents.

Dispersion beyond miles: configuration and performance in virtual teams

2017 ◽  
Vol 23 (3) ◽  
pp. 186-204 ◽  
Author(s):  
Ambika Prasad ◽  
Darleen DeRosa ◽  
Michael Beyerlein
Keyword(s):  
Virtual Teams ◽  
Team Performance ◽  
Electronic Communication ◽  
Negative Impact ◽  
Spatial Distance ◽  
Future Research ◽  
Data Set ◽  
Content Type ◽  
And Performance ◽  
The Impact

Purpose The purpose of this paper is to understand different aspects of structural dispersion in virtual teams (VTs). The study measures five types of dispersion, their impact on VT performance and the moderating effect of electronic communication. Design/methodology/approach The authors collected data from 44 globally distributed VTs representing 403 members. The authors used details of the members’ locations to measure five elements of dispersion for each team: spatial, time-zone, number of locations, extent of numerical balance across locations and extent of isolated members for a team. The authors used two items to assess effective electronic communication and measured team performance on four items from three sources – members, leaders and third-party stakeholders. Findings Using regression, the authors found that the number of sites, degree of team balance and isolation had a negative impact on team performance. Spatial and temporal dispersion did not impact performance. Effective electronic communication moderated the relationship of team performance with team balance and the number of sites. Research limitations/implications Study presents novel findings on the role of team configuration in VTs. Limitations: the study provides pointers to the likelihood of a non-linear relationship between spatial distance and performance; however, the scope of the paper does not permit an examination of this model. Future research can study this relationship. Second, the study does not examine how team configuration impacts the team processes that discount performance. Finally, the study treats each index of dispersion as independent of the others. The analysis does not study the interplay between and among the indices. Practical implications The findings provide clear indicators for managers and researchers of VTs on the issues associated with the location and configuration of the teams. Managers, while designing and managing dispersed members are now informed of the impact of the number of sites and the sub-group dynamics. The study underscores the importance of effective electronic communication in managing dispersion. Social implications The study presents how faultiness based on location of VT sub-groups (as represented in the configuration of a team) can hamper performance. Literature suggests that this faultiness can also extend to social identities (based on gender, culture, etc.). The indicators provided by this study in this respect provide a topical focus for research because diverse dispersed teams are becoming more prevalent. Originality/value The study is the first empirical exploration of dispersion in VTs beyond the traditionally acknowledged dimensions of spatial distance and time-zones. It is a timely response to the recent trends in literature. Additionally, the study derives data from a unique data set of global VTs, thus making findings easily generalizable.

Should relationship quality be measured as a disaggregated or a composite construct?

2016 ◽  
Vol 39 (1) ◽  
pp. 115-131 ◽  
Author(s):  
Ernest Emeka Izogo
Keyword(s):  
Relationship Quality ◽  
Customer Loyalty ◽  
Financial Services ◽  
Structural Equation ◽  
Banking Sector ◽  
Future Research ◽  
Bottom Line ◽  
Data Set ◽  
Content Type ◽  
Competing Models

Purpose – The purpose of this paper is to report the results of an empirical study that tested two competing models of relationship quality for superiority and further examined the effect of relationship quality antecedents as well as relationship quality constructs on customer loyalty. Design/methodology/approach – Quantitative cross-sectional data generated from 332 informants who are experienced users of banking services formed the final database. The construct validity and reliability of the data set was confirmed. The two competing models were tested with partial least squares structural equation modelling technique. Findings – Although the two competing models support all the hypothesised relationships as expected, the disaggregated model of relationship quality was found to be a better predictor of customer loyalty than the composite model of the construct. The two models also show that relationship quality does transmit the effect of customer orientation, expertise and information sharing to customer loyalty. But each of these determinants contributed differentially to relationship quality in both models just as trust and satisfaction contributed differentially to customer loyalty in the disaggregated model. Research limitations/implications – This paper questions the predictive ability of all previous models that tested relationship quality as a composite construct. The concern is that outputs from those studies may not have reflected the accurate explanation of the construct on companies’ bottom line. Future research integrating the construct into behavioural models should, therefore, examine the construct from a disaggregated viewpoint. Practical implications – Retail managers especially those within the banking sector are better placed to enhance customer loyalty when relationship quality implementation is initiated from the lens of both trust and satisfaction as separate and interdependent constructs, rather than a composite measure. Such approach widens the latitude to identify areas where attention to improvement is needed most. Originality/value – The uniqueness of this paper is the measurement of relationship quality both as a disaggregated and composite construct in one study. As far as could be established, in exception of Rafiq et al. (2013) whose model was rather too simplistic, no study of this sort is found within the relationship marketing literature in general and the financial services sector in particular. Based on the two competing models tested, the disaggregated model of relationship quality ahead of the composite/global measure emerged as a superior approach to testing the construct.

Disentangling direct and indirect effects of credence labels

2014 ◽  
Vol 116 (6) ◽  
pp. 931-951 ◽  
Author(s):  
Domenico Dentoni ◽  
Glynn T. Tonsor ◽  
Roger Calantone ◽  
H. Christopher Peterson
Keyword(s):  
Animal Welfare ◽  
Indirect Effects ◽  
Consumer Attitudes ◽  
Direct And Indirect Effects ◽  
Path Modeling ◽  
Content Type ◽  
Usage Frequency ◽  
Consumer Inferences ◽  
Knowledge Usage ◽  
The Impact

Purpose – The purpose of this paper is to disentangle the direct and indirect effects of three credence labels (Australian, animal welfare and grass-fed) on US consumer attitudes toward buying beef steaks. Furthermore, it explores the impact of consumer attribute knowledge, usage frequency, education and opinion strength on the magnitude of direct and indirect effects. Design/methodology/approach – Data are collected through an online experiment with 460 US consumers and analyzed with path modeling. Findings – The Australian label generates a 86 percent negative direct effect vs a 14 percent negative indirect effect on consumer attitudes, which means that US consumers do not make strong inferences to form their attitudes toward buying Australian beef. The animal welfare label generates 50 percent direct and 50 percent indirect effects. The grass-fed label generates only indirect effects (100 percent). The higher consumer education, attribute knowledge, usage frequency, education and opinion strength, the weaker are the indirect effects of credence labels. Research limitations/implications – The study focusses on consumers in one country (USA), one product (beef steak) and one label across three attributes, therefore generalization of results is limited. Practical implications – The study offers a tool to agribusiness managers as well as to policy makers, NGOs and consumer groups to design and assess the effectiveness of communication campaigns attempting to strengthen (or weaken) consumer inferences and attitudes relative to credence labels. Originality/value – Despite the wide literature on consumer inferences based on credence labels, this is the first study that quantitatively disentangles the complex set of inferential effects generated by credence labels and explores common relationships across multiple credence attributes.

Factors influencing acceptance of augmented reality in retail: insights from thematic analysis

2019 ◽  
Vol 48 (1) ◽  
pp. 18-34 ◽  
Author(s):  
Krishna Teja Perannagari ◽  
Somnath Chakrabarti
Keyword(s):  
Consumer Behavior ◽  
Augmented Reality ◽  
Conceptual Framework ◽  
Technology Acceptance ◽  
Thematic Analysis ◽  
Future Research ◽  
Data Set ◽  
Content Type ◽  
Acceptance Model ◽  
The Impact

Purpose The purpose of this paper is to examine the impact of augmented reality (AR) on retailing by conducting thematic analysis on variables studied in the existing literature. Design/methodology/approach The data set includes 232 variables studied in 35 research papers, collected using well-defined search and inclusion criteria. Thematic analysis is used to identify patterns in the data set. Findings The eight themes emerging from the analysis are arranged in the form of a conceptual framework to model the decision-making process of users. The position of themes in the model is determined by the most dominant variable type in the theme and by employing the technology acceptance model as the reference paradigm. Research limitations/implications The current review contributes to the advancement of literature by setting a research agenda for scholars working in the field of consumer behavior and human–computer interaction. Future research should improve the generalizability of the research by replicating the method and testing the conceptual framework on other immersive technologies. Practical implications Marketers should incorporate AR technology into their experiential marketing strategies. Since integrating and managing AR technology requires expertise, organizations are advised to make use of existing toolkits or collaborate with technology companies to develop their offerings. Originality/value To maintain the uniqueness of the current study from other papers focusing on existing research done in this area, this review considers only studies using statistical techniques to study consumer behavior pertaining to AR in retail. The study uses an unconventional method for identifying patterns in the existing literature by employing theories and frameworks as the basis of classification.

scholarly journals Facilitating knowledge management through filtered big data: SME competitiveness in an agri-food sector

2017 ◽  
Vol 21 (1) ◽  
pp. 156-179 ◽  
Author(s):  
Christina O’Connor ◽  
Stephen Kelly
Keyword(s):  
Big Data ◽  
Knowledge Management ◽  
Relevant Information ◽  
Future Research ◽  
Food Sector ◽  
Relationship Dynamics ◽  
Data Set ◽  
Content Type ◽  
The Impact ◽  
Data Consumer

Purpose This paper aims to critique a facilitated knowledge management (KM) process that utilises filtered big data and, specifically, the process effectiveness in overcoming barriers to small and medium-sized enterprises’ (SMEs’) use of big data, the processes enablement of SME engagement with and use of big data and the process effect on SME competitiveness within an agri-food sector. Design/methodology/approach From 300 participant firms, SME owner-managers representing seven longitudinal case studies were contacted by the facilitator at least once-monthly over six months. Findings Results indicate that explicit and tacit knowledge can be enhanced when SMEs have access to a facilitated programme that analyses, packages and explains big data consumer analytics captured by a large pillar firm in a food network. Additionally, big data and knowledge are mutually exclusive unless effective KM processes are implemented. Several barriers to knowledge acquisition and application stem from SME resource limitations, strategic orientation and asymmetrical power relationships within a network. Research limitations/implications By using Dunnhumby data, this study captured the impact of only one form of big data, consumer analytics. However, this is a significant data set for SME agri-food businesses. Additionally, although the SMEs were based in only one UK region, Northern Ireland, there is wide scope for future research across multiple UK regions with the same Dunnhumby data set. Originality/value The study demonstrates the potential relevance of big data to SMEs’ activities and developments, explicitly identifying that realising this potential requires the data to be filtered and presented as market-relevant information that engages SMEs, recognises relationship dynamics and supports learning through feedback and two-way dialogue. This is the first study that empirically analyses filtered big data and SME competitiveness. The examination of relationship dynamics also overcomes existing literature limitations where SMEs’ constraints are seen as the prime factor restricting knowledge transfer.

Promoting value addition among farmers in the cassava food value chain in Nigeria

2018 ◽  
Vol 120 (9) ◽  
pp. 2047-2065 ◽  
Author(s):  
Emmanuel Donkor ◽  
Stephen Onakuse ◽  
Joe Bogue ◽  
Ignacio de los Rios Carmenado
Keyword(s):  
Value Chain ◽  
Rural Economy ◽  
Future Research ◽  
Farmer Participation ◽  
Value Addition ◽  
Data Set ◽  
Content Type ◽  
Record Keeping ◽  
The Impact ◽  
Food Value

Purpose The purpose of this paper is to analyse the effects of the determinants of farmer participation in value addition through cassava processing in Nigeria. Design/methodology/approach This study employs the probit model to analyse the determinants of farmer participation in value addition whereas the Tobit model is used to investigate the determinants of the extent of producer’s involvement in value addition using a data set of 400 cassava farmers drawn from the Oyo State of Nigeria. Findings The findings further indicate that among other factors, human capital factors including farmer age and location variable tend to reduce farmer participation in value addition through processing whereas experience and record keeping promote farmer participation in cassava processing. Institutional variables, notably membership of farmer association, extension access and credit access, enhance farmer participation in value addition. Finally, ownership of a radio set, a television set and access to electricity strengthen the value-adding capacity of farmers. Research limitations/implications This study only considers the determinants of producers’ participation in cassava processing but does not explicitly analyse the impact of value addition on their profit margin. This issue would form a basis for future research to enhance knowledge in the extant literature. Practical implications The study suggests that if the value-adding capacity of farmers is strengthened, rural economy is likely to be improved upon through the proliferation of rural food processing enterprises. Originality/value Despite the relevance of developing food value chains in Africa and integrating farmers in them, there are limited studies on promoting value addition among farmers. This study contributes to narrowing this knowledge gap.

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