scholarly journals Sales promotion: the role of equity sensitivity

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Kim-Shyan Fam ◽  
James E. Richard ◽  
Lisa S. McNeill ◽  
David S. Waller ◽  
Honghong Zhang
Keyword(s):  
Sales Promotion ◽  
Equity Sensitivity ◽  
Shopping Mall ◽  
Price Fairness ◽  
Content Type ◽  
Face To Face ◽  
Product Categories ◽  
The Face ◽  
Third Person ◽  
Equity Model

PurposeThis paper explores how consumer psychographics impact responses to sales promotions (SPs), and specifically whether equity sensitivity (ES) moderates attitudes towards sales promotion in the retail purchase experience (PE).Design/methodology/approachThe study examines data from a survey of 284 Hong Kong consumers, using a shopping mall-intercept method. Every third person walking past the researchers was asked to participate in the survey. After obtaining their permission, those agreeing to take part in the study were surveyed either inside or outside of the shopping complex. The face-to-face intercept surveying method also increases confidence in sample and response reliability.FindingsThe study finds that ES has a significant positive relationship with evaluations of the retail PE. Consumers identified as “Benevolents” were significantly more positive towards SPs and reported significantly higher satisfaction with the PE. In contrast, consumers identified as “Entitled” were less positive towards SP and less satisfied with the PE. In addition, noncash SPs significantly positively influenced Benevolents' PE.Research limitations/implicationsThe current study extends and expands equity theory and ES research by applying these concepts to consumer SPs. The study is limited to an examination of common consumer purchases, across different product categories and SP types. While this allows us to examine the relationship between SP attitudes, ES and purchase satisfaction, future comparisons between individual sales promotion techniques (SPTs) and specific consumer profiles are recommended.Practical implicationsFrom a retail perspective, it is important to understand individual differences and what influences and motivates the consumers' retail PE. Retail managers are advised to track customer purchases and satisfaction levels linked to SPs as this would allow for the identification of which customers are more likely to fit the Entitled or Benevolent psychological profiles and predict their likely responses to SP offers.Originality/valueTo date, there has been little research on individual psychological differences between consumers when offered SPs at retail stores. The current study contributes to the marketing literature by extending the price fairness equity model to the retail PE, thereby addressing a prominent gap in the literature.

Audit roles and the review process: workpaper preparers’ and reviewers’ differing perspectives

2019 ◽  
Vol 34 (4) ◽  
pp. 438-461 ◽  
Author(s):  
Brandon Ater ◽  
Christine Gimbar ◽  
J. Gregory Jenkins ◽  
Gabriel Saucedo ◽  
Nicole S. Wright
Keyword(s):  
Review Process ◽  
Future Research ◽  
Senior Managers ◽  
Data Set ◽  
Accounting Firms ◽  
Content Type ◽  
Face To Face ◽  
Process Characteristics ◽  
Workpaper Review ◽  
The Face

Purpose This paper aims to examine the perceptions of auditor roles on the workpaper review process in current audit practice. Specifically, the paper investigates how an auditor’s defined role leads to perceived differences in what initiates the workpaper review process, the preferred methods for performing reviews and the stylization or framing of communicated review comments. Design/methodology/approach A survey was administered in which practicing auditors were asked about workpaper review process prompts, methods and preferences. The survey was completed by 215 auditors from each of the Big 4 accounting firms and one additional international firm. The final data set consists of quantitative and qualitative responses from 25 audit partners, 33 senior managers, 30 managers, 75 in-charge auditors/seniors and 52 staff auditors. Findings Findings indicate reviewers and preparers differ in their perceptions of the review process based on their defined roles. First, reviewers and preparers differ in their perspectives on which factors initiate the review process. Second, the majority of reviewers and preparers prefer face-to-face communication when discussing review notes. Reviewers, however, are more likely to believe the face-to-face method is an effective way to discuss review notes and to facilitate learning, whereas preparers prefer the method primarily because it reduces back-and-forth communication. Finally, reviewers believe they predominantly provide conclusion-based review notes, whereas preparers perceive review notes as having both conclusion- and documentation-based messages. Research limitations/implications This paper advances the academic literature by providing a unique perspective on the review process. Instead of investigating a single staff level, it examines the workpaper review process on a broader scale. By obtaining views from professionals across all levels, this work intends to inspire future research directed at reconciling differences and filling gaps in the review process literature. The finding that reviewers and preparers engage in role conformity that leads to incongruent perceptions of the review process should encourage the consideration of mechanisms, with the potential to be tested experimentally, by which to reconcile the incongruities. Practical implications Results support recent regulator concerns that there are breakdowns in the workpaper review process, and the findings provide some insight into why these breakdowns are occurring. Incongruent perceptions of review process characteristics may be the drivers of these identified regulatory concerns. Originality/value This is the first study to examine current workpaper review processes at the largest accounting firms from the perspective of both preparers and reviewers. From this unique data set, one key interpretation of the findings is that workpaper preparers do not appear to recognize a primary goal of the review process: to ensure that subordinates receive appropriate coaching, learning and development. However, workpaper reviewers do, in fact, attempt to support preparers and work to create a supportive team environment.

Approaching life story interviews as sites of interaction

2019 ◽  
Vol 20 (2) ◽  
pp. 175-187
Author(s):  
Stig-Börje Asplund ◽  
Héctor Pérez Prieto
Keyword(s):  
Conversation Analysis ◽  
Social Action ◽  
Life Story ◽  
Content Type ◽  
Face To Face ◽  
Analysis Methodology ◽  
Interview Research ◽  
Life Story Interview ◽  
The Face ◽  
Life Story Interviews

Purpose The purpose of this paper is to explore what conversation analysis has to offer when analysing a series of life story interviews aiming to capture how reading and texts are used in a rural working-class man’s identity construction. Design/methodology/approach The conversation analysis methodology with its explicit focus on embodied social action, activity and conduct in interaction is integrated with a life story approach when analysing and describing the identity constructing processes that take place in life story interview settings. Findings Through a close and detailed analysis of the interaction between interviewer and interviewee, and by focusing and highlighting the phenomena and identities that are oriented to in the face-to-face interaction here and now (and in relation to there and then), descriptions of the complex and dynamic identity constructing processes that are set into play in the life story interview are possible. Research limitations/implications It is argued that the approach has a lot to offer when approaching life story data, and thus is a method that can increase the transparency in life story interview research. Originality/value The paper explores the intersection of what is often seen as diametrically opposed forms of analysis: conversation analysis and narrative inquiry.

Engaging consultants in green projects: exploring the practice in Malaysia

2019 ◽  
Vol 8 (1) ◽  
pp. 80-94 ◽  
Author(s):  
Nazirah Zainul Abidin ◽  
Nadia Alina Amir Shariffuddin
Keyword(s):  
Green Building ◽  
Evaluation Process ◽  
Structured Interview ◽  
Direct Selection ◽  
Content Type ◽  
Face To Face ◽  
Green Development ◽  
Request For Proposal ◽  
Engagement Process ◽  
The Face

Purpose The purpose of this paper is to explore the practice of engaging key project consultants for the development of green projects in Malaysia. Design/methodology/approach A qualitative approach is adopted in this research using the face-to-face semi-structured interview process with 18 respondents consisting of developers and architects of green projects that have obtained green certification by the Malaysian Green Building Index. Findings The engagement of consultants is divided into three stages: engagement method; consultant selection method; and evaluation process. The engagement method can be initiated by the client or through the architect. The direct selection is the preferred strategy in engaging architects, while open strategy is commonly adopted for engaging other key consultants. The evaluation process consists of request for proposal evaluation and negotiation before appointment is awarded. In addition, there are four main criteria in selecting the consultants: client’s preference, fee flexibility, green project requirement and consultant firm’s internal strengths. Research limitations/implications The study is based on the Malaysian context and based on the engagement of main consultants in green development projects and, thus, cannot be generalised to other consultants’ engagement in conventional projects. Practical implications This research presents the process that can contribute to better planning, controlling and management of the consultants’ engagement process. The selection criteria shall form a reference in selecting the most suitable consultants for the project. Originality/value This study attempts to understand how consultants are engaged in green projects, an important management stage in project initiation, but has received little attention in the past.

Understanding clients’ experience of trust and distrust in dwelling fit-out projects

2019 ◽  
Vol 26 (3) ◽  
pp. 444-461 ◽  
Author(s):  
Yan Ning ◽  
Minjie Feng ◽  
Jin Feng ◽  
Xiao Liu
Keyword(s):  
Data Sources ◽  
Response Strategy ◽  
Research Strategies ◽  
Cost Performance ◽  
Content Type ◽  
Face To Face ◽  
Multiple Data ◽  
The Face ◽  
Gathering Data ◽  
Proper Balance

PurposeDrawing upon the ambivalence literature, the purpose of this paper is to explore clients’ ambivalence caused by the co-existence of trust and distrust and to investigate how clients respond to the ambivalence.Design/methodology/approachQualitative research strategies using multiple data sources were adopted. Face-to-face interviews were the major method for gathering data. Additional data sources included archival cases, official reports, regulations and rules and survey reports.FindingsThe results identified that clients’ ambivalence occurs in the face of the co-existence of trust and distrust. Clients might trust contractors on certain aspects and distrust of others or when they realize that trust and/or distrust have mixed merits and demerits. As a response strategy to the ambivalence, clients may choose to oscillate between trust and distrust in accordance with contractors’ quality and cost performance.Research limitations/implicationsOne limitation is that dwelling fit-out projects are generally small in size. Parties in small size projects might have different mindsets than large projects. Thus, it is worthwhile to extend the framework to the context of large projects.Practical implicationsManagers or clients should be aware of the double-edged sword nature of trust and distrust. To deal with the ambivalence resulting from co-existence of trust and distrust, a proper balance of trust and distrust might be effective.Originality/valueThis study contributes an ambivalence approach to the trust research in project management.

How sales promotion display affects customer shopping intentions in retails

2020 ◽  
Vol 48 (12) ◽  
pp. 1337-1355 ◽  
Author(s):  
Mohammadbagher Gorji ◽  
Sahar Siami
Keyword(s):  
Product Quality ◽  
Sales Promotion ◽  
Price Fairness ◽  
Cross Sectional ◽  
Content Type ◽  
Repurchase Intentions ◽  
Perceived Product Quality ◽  
Cross Sectional Design ◽  
The Impact ◽  
The Relationship

PurposeThe purpose of this paper is to examine the impact of sales promotion display on customer intentions to purchase and repurchase, focusing on the moderating roles of perceived product quality and price fairness.Design/methodology/approachThis study employs a descriptive, quantitative, non-experimental research method using a cross-sectional design with a self-administered questionnaire. In total, 415 department store customers responded to the survey through an online research panel provider in Australia.FindingsThe results indicated that sales promotion display significantly affects the purchase and repurchase intentions. The findings also highlight the moderating role of perceived product quality and price fairness on customer shopping intentions. Lastly, it is confirmed that the joint moderating effects of perceived product quality and price fairness in the relationship between sales promotion display, purchase and repurchase intentions are significant.Practical implicationsBased on the study findings, managers could drive customer purchase and repurchase intentions using suitable visual objects in sales promotion and their appropriate in-store placement.Originality/valueThe present study introduced sales promotion display as a new dimension of store physical environment. This is the first study to investigate the relationship between sales promotion display and customer shopping intentions and incorporates customers' cognitive perceptions of price and quality in the conditioned effect of sales promotion display on shopping intentions. Moreover, this study brings up new insight into retailing literature by applying the classical conditioning theory in examining the links between sales promotion display and customer shopping intentions.

Multiple Personality and Computational Models

1994 ◽  
Vol 37 ◽  
pp. 103-114 ◽  
Author(s):  
Margaret A. Boden
Keyword(s):  
Computational Models ◽  
Martin Luther ◽  
Face To Face ◽  
The Third ◽  
Multiple Personality ◽  
The Face ◽  
Third Person ◽  
The 1960S ◽  
The Third Person ◽  
Martin Luther King

Some readers may have seen the re-runs, on BBC-TV recently, of the ‘Face to Face’ interviews done by John Freeman in the 1960s. One of these was with the singer Adam Faith, then a startlingly beautiful young man with the grace to be amazed at being chosen to be sandwiched between Martin Luther King and (if I remember aright) J. K. Galbraith. The re-runs were accompanied, where possible, with a further interview with the same person. What I found almost as startling as his lost beauty was Faith's referring to himself-when-young in the third person. After watching the rerun interview, the now middle-aged man commented to Freeman, on several occasions, that ‘He said such-and-such’, ‘He told you so-and-so’, and the like.

Dispossessed, without place and face. The plight of elders

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Michael Brannigan
Keyword(s):  
Intrinsic Value ◽  
Narrative Structure ◽  
Content Type ◽  
Face To Face ◽  
Philosophy Of Life ◽  
Embodied Experiences ◽  
The Face ◽  
The Usa ◽  
Authentic Person ◽  
Special Meaning

Purpose Have we grown closer and closer apart? Imagine the plight of our elders. Their history is linked with their geography, where they lived, loved and labored. The purpose of this paper is to explore how, though they have earned their “place” in the world, a world now under the hegemony of accelerated time and blurring of distance, many of them feel displaced, “unseen” and irrelevant. Design/methodology/approach The paper’s methodology is in narrative structure, at times referring to contemporary philosophical and art sources. The author’s commentary addresses this loss of place and face for today’s elders within the context of our failure, in the USA and much of the West, to construct a consistent, coherent philosophy of life stages. Put simply, the thoroughly pragmatic and future-driven culture of youth and productivity assigns no intrinsic value to getting old. Findings Place unfolds in particularities – my place, our home, etc. – and is critically distinct from space. As we squeeze together time and space through worldviews and technologies, we have erased the importance of place. This poses unique problems for elders for whom place, in particular home, carries special meaning involving time and relationships. Originality/value For elders, in particular, meaning comes through lived, embodied experiences. The author argued that our embodied encounters enable moral meaningfulness, and that it is the face which is the centerpiece of such engagement. Face reveals a moral invitation to authentic person-to-person communication. And in light of this communication, understanding the importance of place and need for face-to-face interaction helps to ground us in our conversations with elders. With our seniors, for whom the greatest gift is our time and attention, it is not only what we say, but how we are with them, through our presence, that matters.

Education online in lockdown: limits and possibilities. The vision of families in Spain

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Enrique-Javier Díez-Gutiérrez ◽  
Katherine Gajardo Espinoza
Keyword(s):  
Well Being ◽  
School Curriculum ◽  
State Of Emergency ◽  
Content Type ◽  
Autonomous Communities ◽  
Face To Face ◽  
Digital Divides ◽  
The Face ◽  
The Impact ◽  
Policy Proposals

PurposeMarch 14, 2020, marked the beginning of an unexpected state of emergency in Spain due to the impact of the coronavirus disease 2019 (COVID-19). From that moment on, the educational system had to adapt so that millions of students could continue their education at home. Through a descriptive study, the reality and perceptions that Spanish families have about the educational actions that took place during the compulsory lockdown of the Spanish population is presented.Design/methodology/approach3,400 representatives of family units from 17 autonomous communities answered a survey, the data were analyzed using descriptive and frequency statistics.FindingsRelevant conclusions were drawn from the results. Despite the efforts of the authorities, the economic, cultural, social and digital divides leave many households without access to the fundamental right of education; families value the support of technologies but consider that they should not replace the face-to-face education that is necessary for the development process of minors; it is necessary to adapt the school content for a future postpandemic, discriminating the expendable from the essential in the school curriculum; priority must be given to the integral well-being of people in educational policies and also to the most vulnerable ones.Originality/valueThe study allows progress in the analysis of educational policy proposals in the face of future crisis.

scholarly journals Offline versus online travel experience sharing: the national profile of China

2019 ◽  
Vol 13 (2) ◽  
pp. 183-189 ◽  
Author(s):  
Songshan (Sam) Huang ◽  
Xiang Wei
Keyword(s):  
Social Media ◽  
Chinese Women ◽  
National Sample ◽  
Content Type ◽  
Face To Face ◽  
Travel Experience ◽  
Online Platforms ◽  
The Face ◽  
Media Platform ◽  
National Profile

PurposeThis study aims to examine the demographic differences of Chinese nationals’ travel experience sharing through different offline and online platforms.Design/methodology/approachCross-tabulation analysis was applied on a national sample of 6081 respondents in China.FindingsThe study found that Chinese women tend to share travel experience more often than Chinese men; old people in China tend to use the face-to-face approach more than online or social media to share their travel experience. About 66.5 per cent of the survey sample used WeChat Moments to share their travel experience, highlighting WeChat as the dominating social media platform in China for travel sharing. In general, people who share via online platforms (WeChat, Weibo, QQ Space) tend to be young, single or unmarried, well-educated and earning a high monthly income.Originality/valueThe study offers an in-depth understanding of travel experience sharing idiosyncrasies in China.

How to develop brand attachment in various product categories?

2017 ◽  
Vol 29 (5) ◽  
pp. 1198-1220 ◽  
Author(s):  
Mitra Shabani Nashtaee ◽  
Kambiz Heidarzadeh Hanzaei ◽  
Yazdan Mansourian
Keyword(s):  
Structural Equation ◽  
Experimental Studies ◽  
Sales Promotion ◽  
Equation Modeling ◽  
Construal Level ◽  
Valuable Insight ◽  
Brand Attachment ◽  
Content Type ◽  
Product Categories ◽  
Argument Strength

Purpose The purpose of this paper is to identify the best interactions between sales promotion and advertisement plans as the resources of the brand attachment and its consequences in durable and fast-moving consumer goods. Design/methodology/approach The mixed methods research in the form of qualitative approach, using a phenomenological method and quantitative approach, using three experimental studies of factorial design types and a structural equation modeling method, have been used in this research. Findings The fit of plans to achieve the brand attachment is similar in both product categories. The financial gift, with the ability of liquidity and variety of shopping, fits with the advertisement messages at a high construal level and high argument strength. However, the financial gift, with the ability of purchase from particular stores, fits with the advertisement messages at the low construal level and high argument strength. Moreover, in both product categories, the brand attachment leads to the emotional and cognitive consequences. Originality/value This research provides experimental support with actual experiences to create a fit in marketing communication plans in order to achieve a lasting and strong relationship. Therefore, this paper offers a valuable insight relating to financial gifts and advertisement messages and their effects on consumers’ behavior. It can also be used by other managers and researchers to assess their communication options.

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