How can challenger marketers target the right customer organization? The A-C-O-W customer organization profiling matrix for challenger marketing

Lim, Weng Marc

doi:10.1108/jbim-02-2017-0039

Cited by 17 publications

(10 citation statements)

References 30 publications

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“…It was used to find, evaluate and report interview transcript patterns (or themes). The thematic analysis (Lim, 2019a) is conducted in several stages, beginning with familiarizing oneself with qualitative data, then generating initial codes, searching for themes, reviewing themes, defining the conceptual boundaries of themes and finally reporting thematic findings and their implications. Financial markets have been viewed through the eyes of traditional financial theorists, stating that investment financial decisions are made by the investors keeping the returns and risk into consideration.…”

Section: Analysis Of Resultsmentioning

confidence: 99%

Is investing inherently emotionally arousing process? Fund manager perspective

Verma,

Rao,

Kumar

2023

QRFM

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Purpose This study aims to establish the factors affecting the financial investment decision-making of an investor, with specific reference to investors’ emotions and how various events such as festivals, the pandemic and sports matches affect their investors’ investment decision-making. The authors further intend to understand the role of these investor emotions in creating stock market anomalies. Design/methodology/approach Twenty-nine semistructured exploratory interviews with fund managers from the top 10 asset management companies in India, who deal with individual investors regularly, were taken. The interviews were conducted to identify and describe the underlying ideas and sentiments that influence an individual’s investment behavior. Findings Although risk and return are the primary motivators of investment decisions, fund managers’ daily interactions with individual investors are affected by unpredictability and technical ambiguity, and investing is an inherently emotionally arousing process, according to the findings of the in-depth interviews. Originality/value To the best of the authors’ knowledge, this study is one of the first studies in Indian market to report the views of financial professionals about the emotional aspect of investors in making an investment decision. With most of the research conducted using quantitative methods, the current study brings in the perspective of financial professionals using primary data.

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Section: Analysis Of Resultsmentioning

confidence: 99%

Is investing inherently emotionally arousing process? Fund manager perspective

Verma,

Rao,

Kumar

2023

QRFM

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“…By connecting XD and OD, an overall understanding of both “what things happened?” and “why things happened?” can be generated. Consequently, the results are of great importance for marketers who seek to apply new approaches to stakeholder management by developing partnerships characterised by mutual challenges and support (Lim, 2019). In this way, novel practices such as challenger marketing (Lim, 2020), B2B online marketing (Enyinda et al , 2021) and corporate social responsibility strengths marketing (Guo et al , 2019) are enabled.…”

Section: Discussionmentioning

confidence: 99%

The power of connecting experience data and operational data: more than the sum of its parts?

Bathke

Birkel

Gracht

et al. 2023

JBIM

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Purpose In the era of digital disruption and customer loyalty loss, it has become even more important to shape the experience journey of a firm’s stakeholders. The benefits of experience data (XD) analysis for a competitive advantage and firm performance are well proven in the business-to-customer context. Therefore, this study aims to explore the limited exploitation of XD in the business-to-business (B2B) context. Design/methodology/approach The data of 338 B2B firms is generated through computer-assisted telephone interviewing using a structured interview guideline. A Mann–Whitney U test and binary linear regression are applied to test hypotheses derived from literature. Findings The results suggest that XD non-collectors see XD increase efficiency, whereas XD collectors view XD strategically beyond customer data. Additionally, the successful application of XD in firms can be fostered by connecting XD with operational data through digitalised processes, strategic usage and data collection at certain defined points of time. Originality/value This study contributes to the understanding of XD perception between collectors and non-collectors and develops determinants for the successful application of XD management. Based on the results, B2B marketing executives from academics and practice can foster the implementation of XD management to improve all firm’s stakeholders’ experiences. In this way, this study contributes to the understanding of managing not only customers’ but other stakeholders’ experiences.

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“…To establish the "trustworthiness" of this qualitative study, which is akin to "validity" and "reliability" in quantitative studies (Lim, 2019a(Lim, , 2019b, we demonstrate:…”

Section: Discussionmentioning

confidence: 99%

“…To establish the “trustworthiness” of this qualitative study, which is akin to “validity” and “reliability” in quantitative studies (Lim, 2019a, 2019b), we demonstrate: “credibility” through the use of established research methods (i.e. case study, in-depth interviews); “dependability” through the use of qualitative experts in in-depth interviewing and reporting; and “confirmability” through continued interviews until data saturation was reached, which are in line with the recommendations of Guba (1981) and Patton (2002). …”

Section: Discussionmentioning

confidence: 99%

How does ethical climate enhance work–family enrichment? Insights from psychological attachment, psychological capital and job autonomy in the restaurant industry

Lim

Cabral

Malik

et al. 2022

IJCHM

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Purpose This study aims to propose a conceptual model that examines the role of ethical climate on work–family enrichment in the restaurant industry, which is one of the most vulnerable sectors affected by global crises such as the COVID-19 pandemic. The mediating effects of psychological attachment and psychological capital and the moderating effects of job autonomy were also investigated to enrich understanding of ethical climate and work–family enrichment. Design/methodology/approach The conceptual model was evaluated by using a quantitative–qualitative mixed-methods approach. In Study 1, survey data was collected from a sample of 405 restaurant frontline employees and analyzed using partial least squares structural equation modeling. In Study 2, interviews were conducted with eight restaurant frontline employees and analyzed thematically. The data for Study 1 and Study 2 was collected from Jharkhand, a state in eastern India. Findings The results of Study 1 show a direct relationship between ethical climate and work–family enrichment. The mediating effect of psychological attachment and psychological capital on that direct relationship was also established, whereas job autonomy was found to be a significant moderator that negatively affects psychological attachment and work–family enrichment. The qualitative insights in Study 2 shed additional light on the rationales of the effects observed in Study 1 through the voices of restaurant frontline employees whilst triangulating the quantitative findings in Study 1. Research limitations/implications This research contributes novel insights that explain how ethical climate positively shapes work–family enrichment through the lens of psychological attachment and psychological capital, albeit cautiously, given the negative effect of job autonomy. Nevertheless, this research remains limited to restaurant frontline employees, thereby necessitating future research in other service industries to improve the generalizability of its findings. Originality/value This research offers a seminal extension of the direct effect of ethical climate on work–family enrichment (i.e. the “what”) by theorizing and validating the mediating (i.e. the “why”) and moderating (i.e. the “how”) effects of psychological attachment, psychological capital and job autonomy.

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How can challenger marketers target the right customer organization? The A-C-O-W customer organization profiling matrix for challenger marketing

Cited by 17 publications

References 30 publications

Is investing inherently emotionally arousing process? Fund manager perspective

Is investing inherently emotionally arousing process? Fund manager perspective

The power of connecting experience data and operational data: more than the sum of its parts?

How does ethical climate enhance work–family enrichment? Insights from psychological attachment, psychological capital and job autonomy in the restaurant industry

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