Relative Effectiveness of Three Behavioral Influence Strategies as Supplements to Persuasion in a Marketing Context

1978 ◽  
Vol 15 (2) ◽  
pp. 229-242 ◽  
Author(s):  
Alice M. Tybout
Keyword(s):  
Mass Media ◽  
Optimal Strategy ◽  
Source Credibility ◽  
Relative Effectiveness ◽  
Personal Selling ◽  
Influence Strategies ◽  
Practical Implications ◽  
Overall Effectiveness

The relative effectiveness of three influence strategies in gaining acceptance of a new service advocated by either a high or low credibility source was determined. Although the influence strategies did not differ in their overall effectiveness, the optimal strategy varied as a function of level of source credibility. These results were obtained in both personal selling and mass-media-like contexts. The theoretical, methodological, and practical implications of these findings are discussed.

Shame on me for needing you: A multistudy examination of links between receiving interpersonal emotion regulation and experiencing shame

2021 ◽  
Author(s):  
Benjamin Swerdlow ◽  
Devon Sandel ◽  
Sheri L Johnson
Keyword(s):  
Emotion Regulation ◽  
Practical Interest ◽  
Recent Theory ◽  
Affective Outcome ◽  
Shame Proneness ◽  
Autobiographical Recall ◽  
Interpersonal Emotion Regulation ◽  
Ecological Sampling ◽  
Practical Implications ◽  
Overall Effectiveness

Recent theory and research have drawn attention to interpersonal dimensions of emotion regulation. Yet, few empirical investigations of the outcomes of interpersonal emotion regulation have been conducted. We propose that one negative affective outcome of received interpersonal emotion regulation of conceptual and practical interest is shame. In the present series of studies, participants from six, disparate samples were asked to report on experiences of receiving interpersonal emotion regulation using autobiographical recall and ecological sampling paradigms (total analyzed n = 1868; total analyzed k = 2515 instances of receiving interpersonal emotion regulation). We sought to quantify the frequency and distinctiveness of shame as an outcome of receiving interpersonal emotion regulation. We used an exploratory-confirmatory approach to identify robust and generalizable correlates of shame. We considered individual (e.g., trait external shame-proneness), situational (e.g., desire for regulation), relational (e.g., perceived closeness with the provider) and interaction-specific (e.g., perceptions of provider hostility) variables. Our results indicate that it is not uncommon for people to experience receiving interpersonal emotion regulation as shame-inducing, and these perceptions are distinct from their evaluations of the overall effectiveness of the interaction. The most robust correlates of shame across studies and samples were interaction-specific ratings of responsiveness and hostility, which were negatively and positively correlated with shame, respectively. We discuss the conceptual, methodological, and practical implications of these findings for studying interpersonal emotion regulation and shame.

Effects of online commenter sex cues and news receiver sex on commenter credibility

2021 ◽  
pp. 073953292110500
Author(s):  
Manu Bhandari ◽  
Matthew Emery ◽  
Sarah Scott ◽  
David Wolfgang
Keyword(s):  
Media Effects ◽  
Source Credibility ◽  
Interactive Media ◽  
Online Comments ◽  
Practical Implications ◽  
Time Theory

Online comments can affect news receivers’ news perceptions. But the role of individual online comment sources is still poorly understood. Using Sundar’s TIME (Theory of Interactive Media Effects) theory, this experiment examined the effects of commenter sex cues and news receiver sex on commenter credibility. Commenters with female (vs. male) names were rated higher in source credibility, and female news receivers were generally more likely to rate commenters higher on source credibility. Theoretical and practical implications are discussed.

Haute cuisine and country of origin

2019 ◽  
Vol 122 (1) ◽  
pp. 136-150 ◽  
Author(s):  
Angelo Presenza ◽  
Antonio Messeni Petruzzelli
Keyword(s):  
Single Case ◽  
Relative Effectiveness ◽  
Country Of Origin ◽  
Competitive Strategies ◽  
Case Study Methodology ◽  
Content Type ◽  
Study Methodology ◽  
Practical Implications

Purpose The purpose of this paper is to shed new light on the role of country of origin (COO) for the competitiveness of luxury restaurants. The main goal is to understand how an haute cuisine (HC) chef can develop a personal cooking style and language based on the exploitation of COO in such a highly institutionalized field. Design/methodology/approach A single case study methodology is applied based on the analysis of the Italian HC chef Niko Romito. Findings Findings of this paper highlight the existence of pervasive use of strategies based on the search, recombination and codification of procedure that take direct inspiration by national and regional traditional gastronomic resources and recipes. Research limitations/implications Research implications refer to the interpretation of how a chef can work by formulating and developing competitive strategies through the recombination, reinterpretation and codification of local and typical gastronomic resources and cooking recipes. Practical implications The paper provides managerial insights into the relative effectiveness to use COO as a strategic resource for HC restaurants. Originality/value A model is presented and the three gears that form the COO chain of chef Romito are explained. This model will help academics and practitioners to better understand the ways need to be followed to improve firms’ competitiveness fostering COO.

Increasing the impact of SHRM on organizational performance

2019 ◽  
Vol 27 (5) ◽  
pp. 7-8
Keyword(s):  
Firm Performance ◽  
Organizational Performance ◽  
Design Methodology ◽  
Reading Time ◽  
Content Type ◽  
Pertinent Information ◽  
The Impact ◽  
Practical Implications ◽  
Overall Effectiveness

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings The role of HRM is increasingly being viewed in strategic as well as functional terms. The impact of SHRM on firm performance is also determined by factors in its internal and external contexts. Balance between these contextual dimensions and input from various actors in the organization can help increase the overall effectiveness of a SHRM system. Originality/value The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Vulnerable populations and misinformation: A mixed-methods approach to underserved older adults’ online information assessment

2020 ◽  
pp. 146144482092504 ◽  
Author(s):  
Hyunjin Seo ◽  
Matthew Blomberg ◽  
Darcey Altschwager ◽  
Hong Tien Vu
Keyword(s):  
Older Adults ◽  
Digital Divide ◽  
Digital Media ◽  
Low Income ◽  
Source Credibility ◽  
Online Information ◽  
Message Content ◽  
Face To Face ◽  
Practical Implications ◽  
Significant Factors

This study examines how low-income African-American older adults, one of the groups most vulnerable to misinformation online, assess the credibility of online information. In examining this, we conducted both face-to-face interviews and a survey and then analyzed how their digital media use, demographics, self-efficacy, and involvement with particular topics were associated with their credibility assessments of online information. Our results suggest that education and topic involvement are statistically significant factors associated with assessments of message content and source credibility. Moreover, for our respondents, assessments of content credibility, as opposed to those of source credibility, were far more challenging. This research is one of the few studies examining online information credibility assessments made by low-income minority older adults. Theoretical and practical implications of our results are discussed in the context of misinformation, credibility assessment, and the digital divide.

Mixing work and play to good effect

2019 ◽  
Vol 27 (3) ◽  
pp. 20-22
Keyword(s):  
Computer Games ◽  
Design Methodology ◽  
Task Engagement ◽  
Good Effect ◽  
Workplace Training ◽  
Content Type ◽  
Pertinent Information ◽  
Practical Implications ◽  
Overall Effectiveness ◽  
And Task

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings Use of computer games as part of workplace training can significantly enrich the experience and increase overall effectiveness. Learners become engrossed in the activity and the higher levels of motivation and task engagement positively impact on knowledge acquisition. Originality/value The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

A Meta-Analysis of Marketing Communication Carryover Effects

2017 ◽  
Vol 54 (6) ◽  
pp. 990-1008 ◽  
Author(s):  
Christine Köhler ◽  
Murali K. Mantrala ◽  
Sönke Albers ◽  
Vamsi K. Kanuri
Keyword(s):  
Mass Media ◽  
Meta Analysis ◽  
Personal Selling ◽  
Total Effect ◽  
Marketing Communication ◽  
Carryover Effects ◽  
Targeted Advertising ◽  
Meta Analyses ◽  
Empirical Generalizations

To optimally set marketing communication (“marcom”) budgets, reliable estimates of short-term elasticities and carryover effects are required. Empirical generalizations from meta-analyses of prior field studies can help guide these decisions. However, the last such meta-analysis of marcom carryover effects was performed on Koyck model–based estimates collected before 1984 and was confined to mass media advertising. The authors update and extend extant empirical generalizations via two meta-analyses of carryover estimates compiled from studies encompassing personal selling, targeted advertising, and mass media advertising, using diverse model forms, until 2015. The first is focused on and utilizes 918 estimates of the carryover proportion of the total effect, termed long-term share of the total effect, and the second focuses on 863 derivable estimates of 90% implied duration intervals. The authors find the mean long-term shares of the total effect for personal selling (.687) and targeted advertising (.650) are distinctly larger than that for mass media advertising (.523) and the corresponding median 90% implied duration intervals are 12.6, 2, and 3.4 months, respectively. The authors conclude by discussing differences by model type and the implications for marcom budget-setting and analyses.

scholarly journals Legal systems, internationalization and corporate sustainability. An empirical analysis of the influence of national and international authorities

2017 ◽  
Vol 17 (5) ◽  
pp. 861-875 ◽  
Author(s):  
Jacob Hörisch ◽  
Roger Leonard Burritt ◽  
Katherine L. Christ ◽  
Stefan Schaltegger
Keyword(s):  
Legal System ◽  
Management Practices ◽  
Corporate Sustainability ◽  
Relative Effectiveness ◽  
Legal Systems ◽  
Content Type ◽  
Sustainability Practices ◽  
The Impact ◽  
International Sales ◽  
Practical Implications

Purpose This paper aims to compare the influence of different legal systems on corporate sustainability management practices. Against the background of growing internationalization of business activities, it additionally considers whether internationalization allows companies to circumvent the influence of national authorities. Design/methodology/approach Three legal systems are compared using regression analyses of more than 200 large corporations in five countries: common law (USA and Australia), German code law (Germany) and French code law (France and Spain). Findings The impact of national and international authorities is found to be strongest in French code law countries. In addition, the influence of international authorities is stronger for corporations with higher shares of international sales. For both national and international authorities, the degree of internationalization is found to moderate the influence of the legal system on corporate sustainability practices. Practical implications The legal system in place influences the relative effectiveness of national and international authorities over company sustainability practices and needs to be taken into account in policymaking. To be effective, international authorities need to work with or substitute for national authorities in promoting corporate sustainability practices in countries depending on their legal systems. Originality/value This research applies and quantitatively tests La Porta’s (1998) framework on legal systems in the new context of corporate sustainability.

scholarly journals Selling to enabled purchasers: the effect of perceived supply risk and profit impact on the buyer–seller interaction

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Bert Paesbrugghe ◽  
Johanna Vuori ◽  
Heidi Kock
Keyword(s):  
Direct Marketing ◽  
Personal Selling ◽  
Marketing Channels ◽  
Future Research ◽  
Content Type ◽  
Sales Organization ◽  
Sales Organizations ◽  
Business To Business ◽  
Depth Interviews ◽  
Practical Implications

Purpose Based on insights from the buying process, the purpose of this study is to align selling firms to the buyer’s efficiency needs that are grounded on the different types of purchases. Design/methodology/approach Using thematic analysis, this study conducted 35 in-depth interviews with business-to-business buyers and salespeople on the changing buyers’ sourcing needs. Findings In line with buyer enablement, buyers prefer personal selling when they perceive the sales offer as highly risky for the buying organization, whereas they have a strong preference for a direct marketing approach by the selling firm when they are purchasing low-risk purchases. Research limitations/implications This paper is a qualitative study. Future research should collect secondary company data to validate the results. Practical implications This paper addresses the buyer’s sourcing needs and presents how direct marketing channels and personal selling should be balanced to increase the return on salesforce resources. Originality/value This is one of the first studies to examine how sales organizations can create value by facilitating the buying process. Depending on the buyer’s categorization of the sales offer, this study highlights how a choice between direct marketing or personal selling improves the buyer’s perception of the sales organization.

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