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The importance of perceived value in customer decision making is well known. However, few studies assess empirically the direct effects of various perceived value dimensions on post-purchase behavior. This article examines differences between information and entertainment mobile content service users in how their value perceptions influence intentions to repurchase, intentions to spread positive word of mouth, and willingness to pay a price premium. The direct effects of four value dimensions are analyzed: monetary, convenience, emotional, and social value. Within this study we also propose and test the antecedent effects of conditional and epistemic value. This approach advances the value literature through increasing our understanding of how individual value dimensions influence post-purchase behavior and of the role of epistemic and conditional value. Using a sample of 579 mobile service users, results are analyzed with multi-group structural equation modeling. The findings support use of multidimensional value and loyalty constructs to identify differences between service user groups, and argue for the use of differentiated value-based marketing strategies for entertainment and information mobile services.

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Purpose The purpose of this study is to understand the development of social capital in an Arab business environment, and provide an in-depth description of the nature and role of three key Arabic business relationship characteristics (ehsan, et-moone and wasta), their impact on each other and key influencing factors. Design/methodology/approach A qualitative research design was used, in which face-to-face semi-structured interviews were conducted with innovation teams (22 team members) at six industrial small and medium-sized enterprises in Saudi Arabia. The interviews were recorded and transcribed, then analyzed (thematic coding) through NVivo. Findings The findings suggest that wasta, ehsan and et-moone align closely with the three social capital dimensions (structural, cognitive and relational); thus, developing these three relationship characteristics most likely results in developing social capital. The findings also expand the description of the three business relationship characteristics. Moreover, ehsan, et-moone and wasta appear to influence each other, and are affected by other factors such as an individual’s age and position, and the duration of the relationship. Ehsan has a positive influence on the development of et-moone, while the existence of et-moone appears to be necessary for the establishment of wasta-capital. A high level of ehsan might influence the relationship between et-moone and wasta-use and limit the negative usage of wasta. Practical implications International managers can improve the level of ehsan in their organizational and business relationships through assigning incentives and playing the role of moral champion to encourage ehsan behavior. Managers aiming to increase et-moone may choose team members with a high level of ehsan, emphasizing the development of personal relationships, and providing opportunities for socialization both inside and outside the workplace. A high level of ehsan and et-moone will assist managers to develop and use wasta. Originality/value This study makes a threefold contribution to the literature. First, it provides an expanded description of the three Arabic business relationship characteristics and how they align closely with the dimensions of social capital. Wasta aligns with the structural dimension and ehsan aligns with the cognitive dimension, while et-moone aligns closely with the relational dimension. Second, it suggests and shows how the three relationship characteristics might interact with each other. Ehsan appears to influence et-moone, and also the relationship between et-moone and wasta. Et-moone appears to have a positive influence on wasta use. Third, the findings also indicate that there might be other factors (e.g. age and position) that influence the interactions between the three business relationship characteristics.

Recent international attention has been drawn to marketing opportunities inAsia and the important role of customer relationships in supplier performance. However, empirical research on industrial buying behavior in Asia is sparse, and the extant literature indicates that buyer behavior may differ in nonWestern industrial marketing relationships. Drawing on transaction cost economics and relational exchange theory, the authors develop a model that provides new insights into how international supplier behaviors affect manufacturer trustperformance perceptions and their business share allocation in a Chinese-dominated business environment. The results from 340 industrial relationships indicate the significant role of communications and adaptations in relationship development. Moreover, trust in suppliers and their performance are equally important factors in a manufacturer's business share allocation. The study contributes to the generalizability of relationship marketing theory and practice through empirical evidence on the transferability of Western business concepts.