scholarly journals Comparative Versus Noncomparative Sales Pitches: Impact On New Product Buying Behaviors And Moderating Role Of BuyerSeller Relationship

2015 ◽  
Vol 31 (4) ◽  
pp. 1505
Author(s):  
Christian Dianoux ◽  
Jean-Luc Herrmann ◽  
Ridha Chakroun ◽  
Sandrine Heitz-Spahn
Keyword(s):  
New Product ◽  
Buying Behavior ◽  
Starting Point ◽  
Quasi Experimental ◽  
Product Sales ◽  
Sales Pitch ◽  
Buying Behaviors ◽  
Positive Effect ◽  
Moderating Role

The purpose of this research is to explore the effectiveness of Comparative Sales Pitches (CSPs) vs. NonComparative Sales Pitches [NCSPs] in terms of actual buying behavior of a new product. Using a wholesalers telephone sales campaign, we performed a quasi-experimental study focusing on the actual ordering behavior for a new product of more than 4,200 pharmacists in response to a CSP (vs. an NCSP). The research shows that a CSP is more likely to generate a new product sales order than an equivalent NCSP. This positive effect manifests only when a relationship exists between the buyer and the seller. In addition, the results support the relational advantage of a regular buyerseller relationship regardless of the type of sales pitch used. The findings should encourage managers and salespeople to consider CSPs as an effective selling tool for launching a new product, especially when a relationship with the buyer exists. This research provides a starting point for further research into CSP effects -an area in which limited research exists to date- to gain a better understanding of their boundary selling effectiveness.

scholarly journals NORMATIVE MODERATORS OF IMPULSE BUYING BEHAVIOR

2003 ◽  
Vol 5 (1) ◽  
pp. 1 ◽  
Author(s):  
Danes Jaya Negara ◽  
Basu Swastha Dharmmesta
Keyword(s):  
Empirical Evidence ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Normative Evaluation ◽  
Impulsive Buying ◽  
Behavioral Aspects ◽  
Buying Behaviors ◽  
The Relationship ◽  
Moderating Role

Prior research has presented the moderating role of normative evaluations in the relationship between the impulsive buying trait and consumers’ buying behaviors. In this article the authors show that consumer tendency to buy something spontaneous, unreflectively and immediately can be perceived as a factor which describes buying impulsiveness. This article also shows conceptual and empirical evidence that there is some support for the moderating role of normative evaluations in the relationship between buying impulsiveness and impulse buying behaviors. Significance occurs when consumers believe that act on impulse is suitable. The result suggests that consumers’ normative evaluation can moderate the link between the trait and behavioral aspects of impulse buying.

Patterns of adolescent friendships, psychological adjustment and antisocial behavior: The moderating role of family stress and friendship reciprocity

2007 ◽  
Vol 31 (6) ◽  
pp. 539-548 ◽  
Author(s):  
Silvia Ciairano ◽  
Emanuela Rabaglietti ◽  
Antonella Roggero ◽  
Silvia Bonino ◽  
Wim Beyers
Keyword(s):  
Family Stress ◽  
Friendship Quality ◽  
Context Factors ◽  
Depressive Feelings ◽  
Quality Scale ◽  
Peer Nomination ◽  
Positive Effect ◽  
Moderating Role ◽  
Over Time

This study distinguishes different patterns of friendship quality in terms of support from and conflict with friends, and reciprocity. Associations between friendship patterns and adolescents' adjustment (self-perception, expectations for the future, depressive feelings, sense of alienation, lying, disobedience, and aggression) were hypothesized to be moderated by family stress and friendship reciprocity. The sample comprised 622 adolescents of both genders, aged 14 to 20 years. We administered a questionnaire, including the Friendship Quality Scale and a peer nomination, twice at a 6-month interval. We identified two patterns of stable friendships: high (47%) and low (37%) quality. In two other groups, friendship quality changed over time, either from low to high (7%), or from high to low (9%). Of all adolescents, 58% had reciprocal and stable friends and 42% had unilateral friends. Under conditions of high family stress, supportive friendships do not have a positive effect on expectations for success and sense of alienation. Reciprocal friendship promotes higher levels of lying and disobedience but also protects against aggression. Summarizing, the effects of friendship quality can be moderated, either diminishing or exacerbating it, by other context factors.

scholarly journals Effects of Self-Control on Subjective Well-Being: Examining the Moderating Role of Trait and State Motivation

2022 ◽  
Vol 12 ◽  
Author(s):  
Guojun Zhao ◽  
Fusen Xie ◽  
Yuchen Luo ◽  
Yixuan Liu ◽  
Yuan Chong ◽  
...  
Keyword(s):  
Well Being ◽  
Ego Depletion ◽  
Self Control ◽  
Future Research ◽  
Subjective Well Being ◽  
The Relationship ◽  
State Motivation ◽  
Positive Effect ◽  
Moderating Role

It is well documented that self-control has a positive effect on individuals’ subjective well-being. However, little research has focused on the moderators underlying this relationship. The present research used two studies to examine the moderating role of both trait and state motivation on the relationship between self-control and subjective well-being using psychometric and experimental models, respectively. In Study 1, we explored whether trait motivation (including promotion vs. prevention motivation) moderated the relationship between trait self-control and subjective well-being using a psychometric model. In Study 2, we examined the moderating effects of both trait and state motivation on the effect of state self-control (measured via ego depletion) on subjective well-being using an experimental model. Our results indicated that self-control had a positive effect on subjective well-being, with this relationship being primarily moderated by prevention motivation. When state and trait prevention motivations were congruent, self-control had the most obvious impact on subjective well-being. This study suggests that current understandings around the association between self-control and happiness is limited, implying that motivation should be the focus of future research.

scholarly journals Moderating Role of Environmental Settings in Relationship Between Product Innovativeness and Its Performance During the Launch

2017 ◽  
Vol 31 (1) ◽  
pp. 44-54
Author(s):  
Indrė Brazauskaitė ◽  
Viltė Auruškevičienė
Keyword(s):  
New Product ◽  
Product Performance ◽  
Product Innovativeness ◽  
Sales Channel ◽  
Channel Characteristics ◽  
New Product Performance ◽  
The Relationship ◽  
Moderating Role ◽  
Commercial Environment

AbstractThe current research depicts the relationship between new product innovativeness and its performance, which was addressed in previous studies; yet the results remain contradictive with little focus on environmental settings. The paper aims to reveal the role of commercial environment towards new product performance, which allows forecasting the performance on the basis of expected settings and exploring the link between new product innovativeness and its performance in a more detailed way. In the study, moderating environmental settings are defined as a set of marketplace characteristics on market level, company commercial characteristics, and a set of sales channel characteristics on retailer’s category level. Research contributes to the following areas: reveals the role of environment towards performance and allows forecasting new product performance on the basis of expected settings.

scholarly journals Moderating Role of Electronic Word of Mouth (eWOM) in the Influence of Perceived Value on Repurchase Intention

2021 ◽  
Vol 1 (1) ◽  
pp. 71-90
Author(s):  
Aldrich Alfatera Unpapar
Keyword(s):  
Regression Analysis ◽  
Data Analysis ◽  
Data Collection ◽  
Word Of Mouth ◽  
Perceived Value ◽  
Predictor Variables ◽  
Repurchase Intention ◽  
Positive Effect ◽  
Moderating Role

The purpose of this research is to determine whether word of mouth which has developed into electronic (eWOM) in the digitalization era can strengthen or weaken the influence of the perceived value received by customers from previous purchases to repurchase or not. This study uses a quantitative approach, whereas the method of data collection was purposive sampling and has determined as many as 116 samples. The population in this research are followers of Shopee Indonesia in Instagram, with the various characteristics that have been determined by researchers to be taken as a sample for this research. The method of data analysis using equations from Cohen et al. (1975) in the journal of Sharma et al. (1981). The regression analysis is based on the researcher's comprehension of the negligibility correlation between moderation and predictor variables. Based on the results, Perceived Value has a significant and positive effect on Repurchase Intention, and the regression model analysis was found that the inclusion of the moderation variable, strengthened the influence of Perceived Value on Repurchase Intention by 61,5% from the previous results (55,8%).

scholarly journals Humor Daily Events and Well-Being: The Role of Gelotophobia and Psychological Work Climate

2021 ◽  
Author(s):  
Ana Junça Silva ◽  
António Caetano ◽  
Rita Rueff Lopes
Keyword(s):  
Positive Affect ◽  
Well Being ◽  
Work Climate ◽  
Psychological Climate ◽  
Moderated Mediation Model ◽  
Daily Events ◽  
Quasi Experimental ◽  
The Relationship ◽  
Moderating Role

This study aims to: (1) analyze the relationship between humor-daily events and well-being; (2) test the mediating role of positive affect in this relationship; (3) analyze the moderating role of gelotophobia between humor-daily events and positive affect, and; (4) explore the moderating role of psychological climate between positive affect and well-being. To test these goals, we conducted a quasi-experimental study with 93 participants. We used regressions and bootstrapping analyses to test the moderated mediation model. The relationship between the humor-daily events and well-being was mediated by positive affect and this relation was moderated by psychological work, such that this relationship was stronger when a positive psychological work climate was identified. Gelotophobia did not moderate the relationship between humor daily-events and positive affect, however, it significantly and negatively predicted positive affect. This paper adds considerable evidence of the relationship between humor-related daily events and its impact on well-being. Psychological work climate strengthens the association between positive affect and well-being, after humor daily events.

Brand attachment and oppositional loyalty: The moderating role of moral identity

2021 ◽  
Vol 49 (10) ◽  
pp. 1-18
Author(s):  
Guo Cheng ◽  
Weiping Yu
Keyword(s):  
Brand Loyalty ◽  
Moral Identity ◽  
Customer Relationships ◽  
Dimensional Structure ◽  
Brand Attachment ◽  
Corporate Managers ◽  
The Impact ◽  
Positive Effect ◽  
Moderating Role

Comprehension of the driving factors and dimensional structure of oppositional loyalty (OL), which comprises willingness to pay a price premium, oppositional referrals, schadenfreude, and antibrand actions, is limited. To analyze OL behavior, we collected 453 surveys from Xiaomi mobile online communities. The results show that brand attachment had a positive effect on each dimension of OL. In addition, moral identity positively moderated the brand attachment–oppositional referrals relationship, and negatively moderated the impact of brand attachment on schadenfreude and antibrand actions. Our results can help corporate managers understand OL behavior, and contribute to new understanding of brand loyalty, customer relationships, and business ethics.

Sign in / Sign up

Export Citation Format

Share Document