Value get, value give: The relationships among perceived value, relationship quality, customer engagement, and value consciousness

Itani, Omar S.; Kassar, Abdul-Nasser; Loureiro, Sandra María Correia

doi:10.1016/j.ijhm.2019.01.014

Cited by 193 publications

(151 citation statements)

References 73 publications

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“…This research collected 511 electronic banking consumers and explored how information benefits can be positively associated with relationships. Itani et al [16] drew on the hedonic benefits value and showed a positive relationship. Online researchers [17,18] also interviewed people with physical disabilities, showing that the online environment helped them build relationships or friendships with others.…”

Section: Online Benefits and Online Friendshipmentioning

confidence: 99%

Improving Social Inclusion for People with Physical Disabilities: The Roles of Mobile Social Networking Applications (MSNA) by Disability Support Organizations in China

Kim

Zhu

2020

IJERPH

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Having friendships and interpersonal social connections is a normal and expected necessity of life that enhances an individual’s well-being. Digital platforms, such as mobile social network applications (MSNA), present a means for people with disabilities to integrate in society. This study combines intrinsic benefits (such as enjoyment experience and information) and extrinsic benefits (such as social networking) to explore the impact of these benefits on online friendships, and the influence of these online friendships on the perceived social connectedness and well-being of people with physical disabilities. The partial least squares methodology was used to conduct statistical analysis on survey data; the outputs were obtained through convergent analysis, discriminant analysis, and bootstrapping. The results showed that enjoyment experience and social network benefits significantly influence online friendships, which influence perceived social connectedness and well-being. In addition, the perceived social exclusion has a significant moderation effect. Our findings are expected to help local disability service organizations develop effective digital disability inclusion strategies to combat widespread social exclusion among people with disabilities.

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Section: Online Benefits and Online Friendshipmentioning

confidence: 99%

Improving Social Inclusion for People with Physical Disabilities: The Roles of Mobile Social Networking Applications (MSNA) by Disability Support Organizations in China

Kim

Zhu

2020

IJERPH

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“…As the purchase decision is made with an emphasis on comparing the perceived benefits with the corresponding costs (Itani et al, 2019;Silva et al, 2019;Chang & Wildt, 1994), the seller must pay much attention to how the seller can convince prospective buyers. Relevant product knowledge is needed by the buyer in order to make a rational decision.…”

Section: Discussionmentioning

confidence: 99%

“…The old adage of nothing happens until a sale is made is still appropriate for today's business organizations and how to convince the buyer remains as a challenge for sales employees. Perceived value is a primary factor influencing the purchase decision of buyers (Ku et al, 2020;Itani et al, 2019;Şen Küpeli & Özer, 2020;Chang & Wildt, 1994). A rational customer will make a purchase decision if the perceived value exceeds the cost of purchase (Chae et al, 2020;Dennis et al, 2020).…”

Section: Introductionmentioning

confidence: 99%

Sequential Coherence as a Success Factor in Personal Selling

Yapa¹,

Senathiraja²,

Poesche³

et al. 2020

IJMS

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Personal selling, especially in knowledge intensive contexts, demands effective knowledge transfer between all the parties involved. In our study, we have developed a new conceptual model of sequential coherence that helps to better understand knowledge flows in personal selling. The model describes how social capital, contact intensity, trust and rewards influence sequential coherence. Sequential coherence refers to the reciprocal result of the pushing effects induced by individuals of a teaching firm and the pulling effects induced by individuals of a learning firm that enables knowledge to flow across the boundaries of firms (Yapa et al., 2019). The objective of this concept paper is to explain how sequential coherence can be used as a success factor in personal selling of technology products. Our contribution is useful to both scholars and practitioners.The objective of this concept paper is to explain how sequential coherence can be used as a success factor in personal selling of technology products. We first present a literature review by highlighting scholarly work of prior researchers to establish connections between knowledge transfer and personal selling success. Next, we describe sequential coherence and its measurable dimensions. Factors that can influence sequential coherence in the context of personal selling are highlighted as the final section of the literature review. Then, we present a conceptual model with a brief note on operationalization followed by a discussion and a conclusion.

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“…To measure perceived value the researcher used measures which were used in previous studies (Zeithmal, 1988;Turley and Milliman, 2000;Lee, et al, 2004;Petrick, 2002;Itani, et al, 2019;Boo, et al, 2009;Kabadayi, et al, 2017). To measure customer satisfaction the researcher used the measures which were used in previous studies (Song, et al, 2019;Cronin, et al, 2000;Spreng, et al, 1996;Fornell, 1992;Laroche, et al, 2004).…”

Section: Research Measuresmentioning

confidence: 99%

Factors Affecting Brand Equity in Fast Food Restaurants Industry in Egypt

Barakat¹

2020

IJBM

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The main aim of this study is to build and test a model that includes determinants of brand equity in fast food restaurants industry. Designed questionnaire was distributed to customers sample in fast food restaurants in Egypt. Data were obtained from 307 respondents and were analyzed using Amos.18 and Spss.16 to test hypotheses established in a research model. The results indicated that there is a positive significant relationship between perceived value and customer satisfaction. The results revealed that there is a positive significant relationship between customer satisfaction and customer trust. It is found that there is a positive significant relationship between customer satisfaction, customer trust and brand equity.

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Value get, value give: The relationships among perceived value, relationship quality, customer engagement, and value consciousness

Cited by 193 publications

References 73 publications

Improving Social Inclusion for People with Physical Disabilities: The Roles of Mobile Social Networking Applications (MSNA) by Disability Support Organizations in China

Improving Social Inclusion for People with Physical Disabilities: The Roles of Mobile Social Networking Applications (MSNA) by Disability Support Organizations in China

Sequential Coherence as a Success Factor in Personal Selling

Factors Affecting Brand Equity in Fast Food Restaurants Industry in Egypt

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