scholarly journals Modeling switching behaviour of direct selling customers

2004 ◽  
Vol 7 (2) ◽  
pp. 258-279
Author(s):  
P Msweli-Mbanga
Keyword(s):  
Structural Equation ◽  
Interpersonal Relationship ◽  
Equation Modeling ◽  
High Turnover ◽  
Direct Selling ◽  
Direct Sales ◽  
Switching Behaviour ◽  
Proposed Model ◽  
Managerial Implications ◽  
The Relationship

The direct selling industry suffers a high turnover rate of salespeople, resulting in high costs of training new salespeople. Further costs are incurred when broken relationships with customers cause them to switch from one product supplier to another. This study identifies twelve factors that drive the switching behaviour of direct sales customers and examines the extent to which these factors influence switching. Exploratory factor analysis was used to assess the validity of these factors. The factors were represented in a model that posits that an interpersonal relationship between a direct sales person and a customer moderates the relationship between switching behaviour and loyalty. Structural equation modeling was used to test the proposed model. The author then discusses the empirical findings and their managerial implications, providing further avenues for research.

Linking perceived organizational support for strengths use to task performance

2020 ◽  
Vol 48 (3) ◽  
pp. 1-10 ◽  
Author(s):  
He Ding ◽  
Enhai Yu ◽  
Yanbin Li
Keyword(s):  
Positive Affect ◽  
Task Performance ◽  
Organizational Support ◽  
Structural Equation ◽  
Perceived Organizational Support ◽  
Equation Modeling ◽  
Strengths Use ◽  
Managerial Implications ◽  
The Relationship ◽  
And Task

We investigated the mediating effects of positive affect and strengths use in the relationship between perceived organizational support for strengths use (POSSU) and employees' task performance. Data were gathered at 2 time points, separated by a 2-week interval, from 157 employees working in various Chinese enterprises. We applied structural equation modeling and PROCESS macro analysis to the data. The results indicate that POSSU was positively related to task performance and that this relationship was mediated by strengths use. In addition, positive affect and strengths use played a sequential mediating role in the relationship between POSSU and task performance. However, positive affect was not a significant mediator in the POSSU–task performance relationship. Theoretical and managerial implications are discussed in the context of the literature on POSSU and task performance.

scholarly journals Effect of similar-to-me effect on job satisfaction and organizational trust

2017 ◽  
Vol 15 (4) ◽  
pp. 254-262
Author(s):  
Ardashir Zahed ◽  
Farzad Sattari Ardabili
Keyword(s):  
Job Satisfaction ◽  
Quantitative Data ◽  
Structural Equation ◽  
Applied Research ◽  
Organizational Trust ◽  
Strong Support ◽  
Public Organizations ◽  
Equation Modeling ◽  
Proposed Model ◽  
The Relationship

The present study intended to investigate the effect of managers’ similar-to-me bias on the job satisfaction and organizational trust between public organizations staff. The current study is a descriptive-correlational applied research with quantitative data collection (questionnaire). The results of structural equation modeling analyses conducted for 80 employees of Public organizations in Ardabil, Iran, offered strong support for the proposed model. The results indicated that there was a statistically significant relationship between similar-to-me effect and job satisfaction; furthermore, organizational trust mediated the relationship between similar-to-me effect and job satisfaction. It is worth noting that there was a positive relationship between organizational trust and job satisfaction.

scholarly journals Linking improvisational behavior to customer satisfaction: the relational dynamics

2019 ◽  
Vol 34 (6) ◽  
pp. 1183-1193 ◽  
Author(s):  
Magnus Hultman ◽  
Abena Animwaa Yeboah-Banin ◽  
Nathaniel Boso
Keyword(s):  
Customer Satisfaction ◽  
Structural Equation ◽  
Customer Relationship ◽  
Equation Modeling ◽  
Relational Dynamics ◽  
Relational Context ◽  
Content Type ◽  
Customer Data ◽  
Proposed Model ◽  
The Relationship

Purpose Contemporary sales scholarship suggests that salespersons pursuing customer satisfaction should improvise (think and act on their feet) to find solutions to customers’ emergent problems. A missing link in this literature, however, is the relational context within which improvisation takes place and becomes effective. This study aims to examine how the tone of the salesperson–customer relationship (whether cordial or coercive) drives and conditions salesperson improvisation and its implications for customer satisfaction. Design/methodology/approach The study tests the proposed model using dyadic salesperson–customer data from business-to-business (B2B) markets in Ghana. The relationships are tested using structural equation modeling technique. Findings The study finds that salesperson improvisation is associated with customer satisfaction. It also finds the extent of cordiality between salespersons and their customers predicts but does not enhance the value of improvisation for customer satisfaction. The reverse is true for customer exercised coercive power which is not a significant driver of improvisation but can substantially alter its benefits for the worse. Practical implications By implication, salespersons should improvise more to be able to satisfy customers. However, such improvisation must be tempered with a consciousness of the relationship shared with customers and the level of power they exercise in the relationship. Originality/value Because improvised behavior deviates from routines and may be unsettling for customers, improvising salespersons must first understand whether their customers would be willing to accommodate such deviations. Yet, the literature is silent on this relational context surrounding improvisation. This study, by exploring facilitating and inhibitory relational variables implicated in improvisation, addresses this gap.

scholarly journals Impact of Safety Culture on Safety Performance; Mediating Role of Psychosocial Hazard: An Integrated Modelling Approach

2021 ◽  
Vol 18 (16) ◽  
pp. 8568
Author(s):  
Gehad Mohammed Ahmed Naji ◽  
Ahmad Shahrul Nizam Isha ◽  
Mysara Eissa Mohyaldinn ◽  
Stavroula Leka ◽  
Muhammad Shoaib Saleem ◽  
...  
Keyword(s):  
Structural Equation Modeling ◽  
Safety Culture ◽  
Structural Equation ◽  
Positive Impact ◽  
Strong Support ◽  
Safety Performance ◽  
Integrated Modelling ◽  
Equation Modeling ◽  
Proposed Model ◽  
The Relationship

We conceptualize that safety culture (SC) has a positive impact on employee’s safety performance by reducing their psychosocial hazard. A higher level of safety culture environment reduces psychosocial hazards by improving the employee performance towards safety concerns. The purpose of this study was to evaluate how psychosocial hazard mediates the relationship between safety culture and safety performance. Data were collected from 380 production employees in three states of Malaysia from the upstream oil and gas sector. Structural equation modeling was implemented to test the suggested hypotheses. The proposed model was evaluated using structural equation modeling. A stratified sampling with a Likert 5-point scale was used to distribute the questionnaires. Furthermore, the proposed model was tested using the simulation of the structural equation and partial. All hypotheses results showed strong support. According to our findings, all hypotheses are significant. A review of prior studies was used to select the items of the dimension for the data collection. Safety culture was assessed with psychosocial hazard to determine its direct and indirect impact on safety performance. Results suggested that to enhance safety performance (leading and lagging), psychosocial concerns in the workplace environments should be taken into consideration by employees. In addition, the findings showed that the psychosocial hazard fully mediates the relationship between safety culture and safety performance.

scholarly journals PERANAN EKOLABEL DALAM NIAT PEMBELIAN: SUATU STUDI EMPIRIS PADA MEREK THE BODY SHOP

2018 ◽  
Vol 8 (3) ◽  
pp. 504
Author(s):  
Vincent Riyanto ◽  
Sharon B. Soesanto ◽  
Sabrina O. Sihombing
Keyword(s):  
Structural Equation ◽  
Sampling Method ◽  
Positive Relationship ◽  
Total Sample ◽  
The Body ◽  
Equation Modeling ◽  
Behavioral Variables ◽  
Managerial Implications ◽  
The Body Shop ◽  
The Relationship

This research aims to assess the relationship between behavioral variables on the environment: ecolabel awareness, trust, ecolabel knowledge, ecolabel availability, and environmental concerns of intention to buy. Data was collected through questionnaires with non-probability sampling method which included a total sample of 230 respondents. Hypothesis testing was conducted by applying Structural Equation Modeling (SEM). The results shows that there are six out of ten supported hypotheses and four unsupported hypotheses. The six hypotheses supported are (1) there is positive relationship between attitude and trust in buying environmentally friendly product, (2) there is positive relationship between ecolabel awareness and ecolabel attention, (3) there is positive relationship between ecolabel awareness and intention to buy, (4) there is positive relationship between  trust in buying environmentally product and ecolabel attention, (5) there is positive relationship between trust in buying environmentally product and intention to buy, and (6) there is positive relationship between ecolabel availability and  ecolabel attention. This research also contributes theoretical contributions, managerial implications, and recommendations for further research

scholarly journals A look at the bright side of dance: Analysis of the relationship between dance experience, experience quality, satisfaction and word of mouth

2021 ◽  
Vol 13 (2) ◽  
pp. 93-104
Author(s):  
METIN ARGAN ◽  
SABRI KAYA ◽  
CANER OZGEN ◽  
GOZDE YETIM ◽  
ALIKHAN GUSEYNO
Keyword(s):  
Structural Equation ◽  
Word Of Mouth ◽  
Practical Implication ◽  
Equation Modeling ◽  
Future Research ◽  
Key Factors ◽  
Significant Relationships ◽  
Study Results ◽  
Managerial Implications ◽  
The Relationship

Background: Leisure experience, including dance motivation, is one of the key factors for participation in dance events or festivals. Therefore, the experience quality that facilitates individual relationships is likely to influence the dancers’ participation. The purpose of this study is to determine and to analyze dance experience motivations, experience quality, satisfaction and word-of-mouth. Material and methods: The sample of this study consisted of 201 persons who attended the Turkey Dance Festival and who were selected by the convenience sampling method. In this study, the theoretical principles of structural equation modeling (SEM) were applied with the Amos 20 program to analyze the data. Results: The results showed that there were significant relationships (<0.05) between dance experience motivations, experience quality, satisfaction and WOM. This study results are important both as significant and practical implication for leisure managers’ strategies regarding their leisure and experience motivation, and contribution to the leisure literature. Conclusions: The findings of this study can help event managers contribute to increased participation in sustainable dance practices, and the participant-based experience value can be used as a planning tool to attract the attention of event organizers. The findings of this study also give useful insights into theoretical, practical and managerial implications for dance event organization and provide suggestions for future research.

scholarly journals The relationship between service quality, client satisfaction, perceived value and client loyalty: a case study of Fly Emirates

2020 ◽  
pp. 219-238
Author(s):  
Ashraf Jahmani ◽  
Islam Bourini ◽  
Omar A. Jawabreh
Keyword(s):  
Service Quality ◽  
Airline Industry ◽  
Structural Equation ◽  
Client Satisfaction ◽  
Negative Relationship ◽  
Perceived Value ◽  
Quantitative Information ◽  
Equation Modeling ◽  
Proposed Model ◽  
The Relationship

La lealtad del cliente es uno de los mayores desafíos para la industria de las aerolíneas. Por eso, los profesionales de marketing están buscando información sobre cómo desarrollar la lealtad del cliente. Este estudio explorará la relación entre la calidad del servicio, la satisfacción del cliente, el valor percibido y la lealtad del cliente en la industria aérea. El propósito de este estudio es desarrollar e implementar un método para que la aerolínea identifique atributos que aumentarán la lealtad del cliente. Unos 384 encuestados participan en este estudio y los cuestionarios se distribuyeron al azar entre los pasajeros que viajaban en Fly Emirates. En particular, un enfoque deductivo adaptado para recopilar información cuantitativa específica para aceptar o rechazar la hipótesis. El estudio actual aplica el modelo de ecuación estructural SEM-PLS para investigar la relación entre los constructos en el modelo propuesto. Este estudio encontró que la calidad del servicio tiene una relación positiva en la satisfacción de los pasajeros y la lealtad del cliente. Por otro lado tiene una relación negativa en el valor percibido y la lealtad del cliente. Los resultados de este estudio indicaron que la calidad del servicio y la satisfacción del pasajero son factores importantes que afectan a la lealtad del cliente. En conclusión, Fly Emirates debe ser capaz de comprender la importancia de la calidad del servicio y la satisfacción del pasajero para cumplir con la lealtad del cliente y mejorar la calidad del servicio que es más importante en la industria de las aerolíneas. Client loyalty is one of the biggest challenges for the airline industry and marketers are seeking information on how to build client loyalty. This study will explore the relationship between service quality, client satisfaction, perceived value and client loyalty in the airline industry. The purpose of this study is to develop and implement a method for airline to identify attributes that will increase client loyalty. 384 respondents participate in this study and questionnaires were distributed randomly to passengers traveling by Emirates. In particularly a deductive approach adapted to collect specific quantitative information to accept or reject the hypothesis. Current study applies Structural Equation Modeling SEM-PLS to investigate the relationship among the constructs in proposed model. This study found that service quality has appositive relationship on passengers’ satisfaction and client loyalty and negative relationship on perceived value and client loyalty. The results of this study indicated that service quality and passenger's satisfaction are important factors effect of client loyalty. In conclusion Emirates must be able to understand the importance of service quality and passenger's satisfaction to fulfill the client loyalty and improve the service quality that make most significant in airline industry.

Examining the Relationship Among Experience, Perceived Value, and Satisfaction in Exhibitions

2020 ◽  
Vol 24 (1) ◽  
pp. 169-184
Author(s):  
Dae-Hui Lee
Keyword(s):  
Structural Equation Modeling ◽  
Structural Equation ◽  
Structural Model ◽  
Economic Value ◽  
Perceived Value ◽  
Equation Modeling ◽  
Mediating Role ◽  
Managerial Implications ◽  
Emotional Value ◽  
The Relationship

The purpose of this study is to evaluate the relationship among experience, perceived value, and attendance satisfaction in exhibitions. It used structural equation modeling (SEM) technique to examine the causal relationships and develop a structural model that identified the influencing dimensions of experience and perceived value on attendance satisfaction, both directly and indirectly. The results of structural equation modeling analyses uncovered significant relationships among experience, perceived value, and satisfaction. First, relatively important factors of both experience (i.e., entertainment, escapism, and education) and perceived value (i.e., emotional value, economic value, and social value) applied in the exhibition industry were discovered. Second, a clear experience–perceived value–satisfaction chain was confirmed, with direct and indirect effects. Third, the mediating role of perceived value between experience and attendance satisfaction was identified. Lastly, identifying the significant direct and indirect relationships between experience and perceived value can be the key to discovering marketing strategies of how to ultimately maximize satisfaction of exhibition attendees. The findings provide the opportunity to derive both theoretical and managerial implications.

Exploring the Relationship between Organizational Memory and Business Innovation

2012 ◽  
Vol 2 (3) ◽  
pp. 32-46 ◽  
Author(s):  
Adel Alhashem ◽  
Amin A. Shaqrah
Keyword(s):  
Competitive Advantage ◽  
Structural Equation ◽  
Significant Contribution ◽  
Organizational Memory ◽  
Equation Modeling ◽  
Business Innovation ◽  
Integration Strategy ◽  
Proposed Model ◽  
New Ideas ◽  
The Relationship

This study investigated significant contribution to organizational memory (OM) and business innovation (BI) field as an integration strategy to developed conceptual model. Proposed model incorporated principles of OM strategies (i.e., sharing knowledge, representing knowledge, and saving knowledge) and BI outcomes (i.e., new ideas, new services, and new processes) potentially powerful competitive strategy and contributing to improve competitive advantage at Jordanian banks sector. Structural equation modeling (SEM) was used to infer fitting proposed model. This study has reached to the following: There is a positive relationship between organizational memory and business innovation, and there is a significant statistical impact of organizational memory upon business innovation. In addition, the study recommended that the researched Jordanian banks should pay more attention to the organizational memory and business innovation to gain competitive advantage.

scholarly journals Transition towards Sustainability: Adoption of Eco-Products among Consumers

2019 ◽  
Vol 11 (16) ◽  
pp. 4308 ◽  
Author(s):  
Jana Hojnik ◽  
Mitja Ruzzier ◽  
Maja Konečnik Ruzzier
Keyword(s):  
Purchase Intention ◽  
Structural Equation ◽  
Environmental Concern ◽  
Equation Modeling ◽  
Environmental Responsibility ◽  
Future Research ◽  
Extensive Literature ◽  
Female Consumers ◽  
Managerial Implications ◽  
The Relationship

Transition to sustainability is a long-term challenge which should also actively engage consumers, as consumption causes environmental stress. In order to understand how consumers adopt eco-products, we conducted an extensive literature review of green consumerism and presented findings of 47 previous research works. In addition, this study’s aim was to explore whether consumers remain only concerned about the environment or whether they actually make a difference. Moreover, we examined gender differences. Because the relationship between consumers’ environmental concern and purchase intention is not straightforward, we aimed to explore the effect of consumers’ environmental concern on their purchase intention. The purpose of this paper was to explore how consumers’ familiarity with and consciousness of eco-products and their perceived sense of environmental responsibility mediate the relationship between consumers’ environmental concern and their purchase intention. We used structural equation modeling to test the proposed conceptual model based on a sample of 705 Slovenian consumers. Our findings suggest that all the above-mentioned constructs mediate the relationship between consumers’ environmental concern and their purchase intention in relation to eco-products. However, consumers’ consciousness of eco-products has the greatest effect in channeling environmental concern into purchase intention of eco-products. In addition, the findings indicate that female consumers express greater environmental concern, consciousness of eco-products, and perceived environmental responsibility than male consumers. The paper concludes with policy and managerial implications, theoretical implications, limitations of the study, and future research directions based on the findings of consumers’ perspectives.

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