Niches at the Edges: Price-Value Tradeoff, Consumer Behavior, and Marketing Strategy

Purpose – The purpose of this paper is to examine how the perception of price-value tradeoff is related to overall satisfaction, purchase intention, word-of-mouth advertising, and actual repurchase behavior. Design/methodology/approach – Data on subscribers and single ticket buyers of a major symphony orchestra in the Midwest are used to test the hypotheses. Findings – The ANOVA results show significant differences across the three levels of price-value tradeoff in each of the response variables. Additional analyses of cross-tabulated data show that some of the bivariate relations conform to, as well as depart from, the rational consumer behavior model. Research limitations/implications – Although the hypotheses are supported, bivariate relations examined in this study can mask or overstate true relations due to the omitted variables bias. Future research can explore reasons for favorable behaviors of consumers whose perception is that the value they receive is overpriced, and also for unfavorable behaviors of consumers whose perception is that the value they received is under-priced. Practical implications – The different niches at the edges provide opportunities for marketers to fine-tune segmentation and marketing mix strategies. The use of standardized strategies for these niches with different perception and behavior linkages will yield suboptimal results. Originality/value – While previous research has mostly focused on price-quality linkages, this study extends the body of research by examining the perception of price-value tradeoff and its relation to overall satisfaction, purchase intention, word-of-mouth advertising, and actual repurchase behavior. This adds to our understanding of post consumption behavior, showing how consumers respond to the perception of price-value tradeoff

Globalization, Expectations Model of Economic Nationalism, and Consumer Behavior

Purpose – The goals of the paper are to propose, measure, and empirically test the expectations model of economic nationalism. The model posits that economic nationalism is reflected in people’s expectations of their government, domestic firms, and the general public, in terms of restricting the activities of foreign firms. Design/methodology/approach – A confirmatory factor analysis is conducted to test the model, using the LISREL procedure. Findings – Results show acceptable fit for the proposed model. Reliability of each of the three dimensions of economic nationalism is in the acceptable range. A nomological validity test showed that economic nationalism is related to other constructs not included in the model. Research limitations/implications – A limitation of the model is that it is based on a single sample. Future studies can test the generalizability of model with samples from different countries. Practical implications – The implication of the study is that increasing globalization might lead to an increase in economic nationalism. Business executives, therefore, need to focus not only on the benefits that they will derive from entering a country, but also the benefits they will deliver to the domestic economy by entering the country. Originality/value – The paper presents an expectations model of economic nationalism. The model is based on the premise that people’s expectations of their government, domestic businesses, and the general public in terms of their role in restricting the activities of foreign firms are reflective of economic nationalism. The more people expect of these three players the more economically nationalistic they will be. The value of the paper is to researchers in international business and global marketing and to business executives involved in managing global operations

Infrastructural Drivers of Online Shopping: An International Perspective

While online shopping expenditures have been increasing in both developed and developing economies, they still account for a small share of total retail sales. Significant differences also exist across countries in the amount of money consumers spend on a per capita basis on online purchases. The authors utilize the conceptual foundations of infrastructural framework to examine the effects of infrastructural drivers on online shopping expenditures in 43 countries. Findings show that per capita telecommunications investments and per capita gross national income are significantly associated with per capita online shopping expenditures. Privacy protection, Internet penetration, and credit card penetration were not significant

Strategic Planning, Hypercompetition, and Knowledge Management

When both product andresource markets are turbulentand disruptive, competitiveadvantage has to be continuallyrenewed. But a firm can do this onlyby managing its knowledge. Using twoelements of strategic planning—scenariobuilding and internal situation analysis—managers can map and integrate knowledge togain a sustainable competitive edge in today’shypercompetitive markets

Leveraging Internal Competency and Managing Environmental Uncertainty: Propensity to Collaborate in International Markets

Purpose – The choice of an international market entry mode involves two critical considerations, leveraging internal competencies and managing environmental uncertainties in host countries. The purpose of the paper is to explicate how these two considerations affect the propensity to collaborate in international markets. Design/methodology/approach – The paper builds on existing theories and develops hypotheses showing relations between competencies and uncertainty and collaboration in international markets. Findings – Conceptual relations show that the goals of leveraging competencies and managing environmental uncertainty in host countries have varying effects on the level of international collaboration. Originality/value – The effects are shown through the integration of different theories and empirical findings. Furthermore, the significance of collaboration in international market entry decisions is established. Directions for future research are also provided

An Empirical Note on Regionalization and Globalization

Purpose – Is it regionalization or globalization that more accurately depicts the state of the global economy? Exports and foreign direct investments (FDI) data are analyzed with the aim of answering the question and determining how intra- and inter-regional integration has changed over time. Design/methodology/approach – To address the research questions, this paper covers the following. First, it takes a longitudinal perspective in examining the changes taking place in exports and FDI at the regional level. Second, it draws strategic business and marketing implications of this development. Findings – The results show a trend toward regionalization in the Quad (North America, Western Europe, Asia, and Latin America), especially with respect to exports data. Originality/value – Findings, strategic implications, and directions for future research are presented

Analytical solutions with Generalized Impedance Boundary Conditions (GIBC)

Rigorous uniform geometrical theory of diffraction (UTD) diffraction coefficients are presented for a coated convex cylinder simulated with generalized impedance boundary conditions. In particular, ray solutions are obtained which remain valid in the transition region and reduce uniformly to those in the deep lit and shadow regions. These involve new transition functions in place of the usual Fock-type integrals, characteristics to the impedance cylinder. A uniform asymptotic solution is also presented for observations in the close vicinity of the cylinder. The diffraction coefficients for the convex cylinder are obtained via a generalization of the corresponding ones for the circular cylinder

Digital Divide and Purchase Intention: Why Demographic Psychology Matters

The author examines the issue of digital divide from a demographic perspective. The influence of gender, age, education, and income on the likelihood to purchase over the Internet is empirically examined. Hypotheses are framed in the context of psychological correlates of the demographic variables. Findings show that these variables significantly influence the likelihood to purchase over the Internet and can be used to profile, segment, and target markets and develop public policies to bridge the digital divide

Cooperative International Direct Marketing: An Alternative for Asian-Pacific Countries to Increase Exports to Industrial Market Economies

Exporters from Asian-Pacific Countries can successfully establish marketing presence in Industrial Market Economies by directly marketing products in these country markets. Direct marketing potential in Industrial Marketing Economies can be determined by examining two critical factors: the direct marketing infrastructure and emerging environmental changes. Although the resource requirement for direct marketing is quite substantial, exporters, who combine their resources to engage in cooperative international direct marketing, will find it easier to establish marketing presence in Industrial Market Economics

The Influence of Time on Transactional Use of the Internet: Buying, Banking, and Investing Online

The major objective of this chapter was to test the effect of online time and adoption time on the frequency of transactional use of the Internet. Transactional use of the Internet includes activities such as buying products, banking, and investing online. Findings support the hypothesis that online time and adoption time positively and significantly influence the frequency of transactional use of the Internet. Theoretical and strategic implications and recommendations for future research are presented