Individual-level price discrimination, while not a new idea, is more than a theoretical possibility in the Internet age. Economic theory argues that dynamic pricing (i.e., individual-level price discrimination) is inherently good for the profitability of the firm, because it allows the firm to capture a larger share of the consumer surplus, but anecdotal evidence from recent retail experiments with Internet-based dynamic pricing suggests that consumers react strongly against this practice. Using a two-dimensional conceptualization of trust, based on benevolence and competence trust, the current experiment examines how the experience of a dynamic pricing event and the direction of the pricing discrimination (i.e., whether one is offered the higher or the lower price) affects both the mean levels of trust and the weight given to the separate trust dimensions in the formation of overall trust. Because demand-based pricing, such as dynamic pricing, is generally considered unfair, it is expected that trust levels will be lower and that more weight will be given to benevolence trust. Results show that mean benevolence trust is significantly lower (which leads to a marginal decrease in overall trust) and the weight given to benevolence trust in the formation of overall trust substantially increases. The direction-of-price-discrimination effects are generally unsupported. ᭧
Purpose-The purpose of this paper is to integrate the distinctive streams of research on market orientation, quality orientation, and organizational mindfulness, and examine the mediating role of mindful marketing between market orientation and quality orientation, and their linkages to two emerging key outcomes: mindful consumption and value co-creation. Design/methodology/approach-Based on extant orientation and organizational mindfulness research, a conceptual framework is presented to characterize the nomological network among market and quality orientations, mindful marketing, mindful consumption and value co-creation. In total, 14 propositions are extracted. Findings-The paper proposes that the synergistic interaction of market and quality orientation has a direct influence on mindful marketing, which in turn influences two outcomes: mindful consumption and value co-creation. The dual moderating role of market structure is also incorporated among the findings. Practical implications-The proposed framework demonstrates how managers can emphasize market and/or quality orientation in order to develop an optimal mindful marketing strategy that would take the stakeholders' intrinsic benefits into account. It is suggested that this approach will lead to mindful consumption and increase the opportunities for value co-creation among the stakeholders, which will ultimately lead to better organizational performance. Originality/value-The paper represents a first attempt to integrate two strategic orientations, and the concept of mindfulness. It examines the intimate relationship between market and quality orientations and how they jointly lead to the development of mindful marketing. It also explores the role of two emerging constructs in marketing: mindful consumption and value co-creation.
Purpose The purpose of this paper is to examine the entrepreneurial practice of intellectual capital sharing (ICS) with client organizations and assess its potential for collaborative business-to-business (B2B) relationship building. B2B collaborations within the traditional marketing paradigm are restricted due to perceived opportunism. Design/methodology/approach The research is based on the grounded theory approach and involves 22 semi-structured interviews with the employees of a focal organization and its five client organizations regarding 36 implemented projects. Interviews were transcribed, coded and analyzed via constant comparison to surface codes, categories, concepts and themes from which the authors developed propositions based on the particular context of this study. Findings ICS approach helps customers to reconstruct sellers’ identity from one characterized by opportunism and arm’s length relationships to one defined by openness and collaboration. Identified benefits of ICS include higher trust, commitment, social bonding, value co-creation, individual and organizational performance and learning. Eight propositions and a model of ICS consequences are presented. Research limitations/implications The context of the study is limited to a single industry – financial services – however, the findings should be highly relevant for other sales contexts characterized by low buyer trust. Practical implications Entrepreneurial marketers can engage in ICS approach quickly at minimal cost, as the capabilities and talent are typically already internal to the organization. Originality/value This paper examines a unique relational approach to serving clients called ICS that de-emphasizes the sale. Subject matter experts help buyers overcome challenges outside the scope of the traditional marketing paradigm.
PurposeThe purpose of this paper is to paper examine goal orientation and organizational commitment in relation to employees' job attitudes and performance in a hospital. Specifically, it investigates the effects of mastery and performance goals on different facets of organizational commitment and how these effects impact individuals' job outcomes.Design/methodology/approachThe paper utilized an online survey to collect data from 497 hospital employees. The conceptual model was tested using a three‐step mediation procedure of structural equation modeling with maximum likelihood estimation.FindingsThe results indicate that while mastery goal is related to the three components of organizational commitment, performance goal is only related to affective commitment. Although affective and normative commitment are both related to job satisfaction, only the former is linked to employees' performance.Research limitations/implicationsThe survey is conducted in an East Asian hospital. To ensure greater generalizability of the results, future research should be conducted using a broader Asian sample, preferably, in a different organizational setting, and using longitudinal methods in addition to online surveys.Practical implicationsWhen managing employees with Asian backgrounds, establishing mastery goal orientation can potentially cultivate higher organizational commitment. Managers may consider aligning affectively and normatively committed employees with more complex job assignments because these employees typically exhibit desirable job attitudes and innovative job performance.Originality/valueThe contributions are two‐fold: managerially and scholarly. Identifying employees' mindset in relation to goal orientation and commitment allows firms to effectively manage employees' performance. The paper also provides evidence for rethinking constructs' relevancy outside of North America.
This chapter explores the firm-level technology orientation construct and highlights the importance of a small firm’s dynamic capabilities in knowledge learning and management. Technology orientation (TECHOR) is comprised of three sets of technology-oriented activities: the allocation of technology resources, the development of technology competence, and the ability to sense and respond to technology opportunities that influence technology adoption and utilization. As firms engage in more of these activities, they will have higher levels of technology orientation. Antecedents to TECHOR include external forces (technology policy and industry characteristics) and internal dynamics (role of management, interdepartmental connections, and organizational factors). Consequences include customer outcomes (technology learning, perceived quality, and loyalty), employee outcomes (technology learning, job satisfaction, and performance) and organizational outcomes (firm performance and competitive advantage). Small firms that can deliver the appropriate match between the required technology-oriented activities, technology adoption, and utilization are the ones that are likely to survive and thrive.
scite is a Brooklyn-based organization that helps researchers better discover and understand research articles through Smart Citations–citations that display the context of the citation and describe whether the article provides supporting or contrasting evidence. scite is used by students and researchers from around the world and is funded in part by the National Science Foundation and the National Institute on Drug Abuse of the National Institutes of Health.
hi@scite.ai
10624 S. Eastern Ave., Ste. A-614
Henderson, NV 89052, USA
Copyright © 2024 scite LLC. All rights reserved.
Made with 💙 for researchers
Part of the Research Solutions Family.