Marketing Challenges in a Turbulent Business Environment: Proceedings of the 2014 Academy of Marketing Science (AMS) World Marketing Congress (Developments ... of the Academy of Marketing Science)

Edited in collaboration with the Academy of Marketing Science, this book contains the full proceedings of the 2014 Academy of Marketing Science World Marketing Congress held in Lima, Peru. The key challenge for marketers during the last two decades has been assuring high satisfaction and strong customer loyalty. Today, consumersℓ́ℓ ever-changing desires, instantaneous communication through social media and mobile technology and an unstable global economic climate all come together to stir up market turbulence. This volume explores how traditional and modern marketing practices facilitate development of new and innovative products, help create increased product/service differentiation, ensure better service quality, and most of all, create value for stakeholders even in such a turbulent business environment. Showcasing cross-cultural research from academics, scholars and practitioners from around the world, this volume provides insight and strategies for various marketing issues in todayℓ́ℓs emerging markets. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academyℓ́ℓs flagship journals, Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science Front Matter....Pages i-xxiii Engineered Customer Referrals: Prevalence and Antecedents....Pages 1-6 Norwegian Best Practice of Sustainable Business Models....Pages 7-8 Cultural Transition and Socio-Cultural Taxonomy of Consumers in BRICS Countries....Pages 9-14 Five-Stage Acculturation Process of Hispanic Consumers: Theory and Findings....Pages 15-15 Fear Versus Efficacy: Evaluating Dual-Process Models with Workplace Safety Messages....Pages 17-17 Social Media in Higher Education: An Investigation into UG Marketing Education in the UK....Pages 19-23 The Influence of Product Color on Perceived Weight and Consumer Preference....Pages 25-25 Understanding Green Consumption: Is Perceived Consumer Effectiveness a Predictor of Green Behaviour?....Pages 27-31 Drivers of Long-Term Savings from a Consumers’ Behavioral Perspective: A Large-Scale Empirical Investigation....Pages 33-34 A New Method for Benchmarking Marketing Organizations with Inter-Connected Departments....Pages 35-36 Assessing Sales Contest Effectiveness: The Role of Salesperson and Sales District Characteristics....Pages 37-37 Building a Theoretical Model of Trust in Direct-to-Consumer Advertising....Pages 39-39 Relational Capability in a Key Outsourced Supplier–Buyer Relationship....Pages 41-42 “Can You Do Something About the Price?”—Exploring the Indian Deal, Store-Brand and Haggling-Prone Consumer....Pages 43-44 Assessing the Impact of Corporate Reputation on Firms’ Cost of Debt: An Empirical Study of German DAX 30 Companies....Pages 45-46 Considerations When Marketing Scales from Developed Countries Are Utilised for Marketing Research in Emerging Markets....Pages 47-57 Differential Effects of Supervisory Coaching and Leader Member Exchange on Salesperson’s Behavior and Performance....Pages 59-63 The Role of Service Provider Groups Stereotypes During Service Failures....Pages 65-65 Performance Implications of the Interplay Between Sales Intra-Functional Flexibility, Customer Orientation and Role Ambiguity....Pages 67-72 Market Orientation and Innovation in Dynamic Competitive Markets....Pages 73-73 The Influence of Eleven P’s of Internal Marketing on Brand Awareness: An Emerging Economy Perspective....Pages 75-88 The Effect of Economic and Social Satisfaction on Partner Trust....Pages 89-90 An Examination of the Effects of Scarcity and Discounting on Purchase Decision Regret....Pages 91-92 Frontline Store Manager’s Entrepreneurial Orientation for Merchandising and Service Role Performance: Scale Development and Validation....Pages 93-98 Corporate Social Responsibility and Market Orientation in an Emerging Economy: Relationships and Outcomes....Pages 99-99 Multi-Brand Loyalty: Propositions and Insights from a Quantitative Study....Pages 101-101 Increasing Salesperson’s Self-Efficacy and Performance Through Coaching: A Quantitative Study in Canada....Pages 103-107 Building a Platform for Change: Identifying Salient Beliefs Surrounding Fruit and Vegetable Consumption....Pages 109-114 Emerging Market Consumers: Latvian and Georgian Perceptions of Global Brands....Pages 115-115 Beliefs and Attitudes Towards Online Advertising in a Social Network Context....Pages 117-118 Customer Loyalty in U.S. Hispanic Markets....Pages 119-119 Is Knowledge Transfer Within MNCs Good for Subsidiary Performance? The Role of Subsidiary Capabilities and Innovative Culture....Pages 121-121 What If I Make the Wrong Decision? The Role of Anticipated Regret in Switching Barrier Based Customer Retention....Pages 123-126 Reconsidering Business-to-Business Relationships: Multi-Dimensionality and Traces Left Behind....Pages 127-127 The Moderating Effects of Self-Brand Concept and Reference Group on Consumer Innovativeness Toward Purchase Intention....Pages 129-129 Advertising Directed at Children: An Empirical Study from Parents’ Perspective on Television Advertising and Advergames....Pages 131-131 How Dynamic Marketing Capabilities Affect Market Share Performance Output: An Innovative Brand Oriented Approach....Pages 133-133 Export Decision-Making: Combining Planning and Improvisation to Enhance Performance....Pages 135-136 Investor Associations Concerning Sustainability and the Impact of Misperceptions on SRI Decision-Making....Pages 137-137 When Do Measured Attitudes Reflect Past Behavior?....Pages 139-139 Positioning as Strategic Balance: The Case of Complementary and Alternative Medicine (CAM)—A Structured Abstract....Pages 141-147 Why Has the Chinese Leadership Style Prevailed over Millenia? Towards an Evolutionary Theory of Leadership....Pages 149-150 Learning to Improve New Product Outcomes....Pages 151-151 Child Participation in Family Purchasing Process: Evidence from Lithuania....Pages 153-157 Which Do I Prefer? A Theoretical Framework for Biculturals’ Advertising Response Towards Hedonic and Utilitarian Products in Japan....Pages 159-164 Deciphering the Brand Value Structure: New Measures and Business Insights....Pages 165-169 Strategic Importance of Marketing Planning Capability: A Perspective from Saudi Arabia....Pages 171-172 Donate to Me: Applying the Servicescape Framework to an Online Donation Setting....Pages 173-177 Presence or Absence of Unit Price Display and Its Influence on Snack Food Choices....Pages 179-182 Global Use and Access of Social Networking Websites: A National Culture Perspective....Pages 183-188 Talking with You—Not at You: How Brand Ambassadors Can Spark Consumer Brand Attachment?....Pages 189-194 Materiality of Online Brand Community....Pages 195-200 Exploring Consumer Acceptance and Engagement with “Smart Meters”....Pages 201-204 Multichannel Customer Journeys: Mapping the Effects of Zmot, Showrooming and Webrooming....Pages 205-206 Adding Dynamics into Transaction Cost Economics: The Social Capital Approach....Pages 207-219 Determinants of Customer Loyalty: Evidence from the Egyptian Mobile Market....Pages 221-221 Specific Uncertainties in the Distribution of Products from Renewable Resources: Empirical Evidence from the German Forestry and Wood Cluster....Pages 223-224 An Empirical Examination of Drivers Impacting Usage Intentions of Social Media Shopping....Pages 225-226 An Improved Understanding of the Moderator Effects of Switching Costs Types on the Relationships Between Customer-Perceived Value, Trust, and Customer Loyalty....Pages 227-228 Shopper’s Attitude and Demographics Influence on Store Patronage: A Comparison of Formal vs. Informal Food Retail Stores in India....Pages 229-230 The Congruency Between the Container and the Content: Should We Texture Everything to Seduce the Consumer?....Pages 231-231 Turning Brand Undesirables in Brand Heroes: Capitalising on Corporate Social Responsibility in Sport Sponsorship Alliances....Pages 233-238 Company Initiated Communities of Fantasy and Brands as Relationship Builders....Pages 239-243 An Empirical Examination of the Interrelationships Between Service Recovery Paradox and Its Key Antecedents and Outcomes....Pages 245-245 Informational Empowerment: Cross-National Comparison of Internet Health Information Use and ‘Patient-Consumer’ Behaviour....Pages 247-248 Barriers to Access Consumer Finance and the Influence of Workforce Insecurity....Pages 249-266 Market Resistance in Developing Nations: The Sustenance of Gaucho Consumer Culture in Brazil....Pages 267-268 How United Nations Global Compact Impacts Business Performance: The Mediating Role of Quality of Life of Employees in Emerging Market....Pages 269-269 Purchase a New Car: The Effect of Impulsiveness in the Brazilian Market....Pages 271-275 Putting Visual Rhetoric into Context: Levels of Abstraction in the Analysis of Rhetorical Images in Print Advertising....Pages 277-277 Customer Empowerment, Top Management Team and Product Development: Success Paths in Turbulent Markets....Pages 279-280 How Social Communities Create Value: The Dynamics of Surf as a Social Practice....Pages 281-284 The Effects of Destination Personality on Tourist Satisfaction, Identification, and Behaviour....Pages 285-286 How to Explain Infatuation with the Online Secondhand Market? An Analysis of Motivations and Perceived Risks....Pages 287-292 Examining the Public’s Desire to Punish Socially Stigmatized Service Workers in Crisis: Can Empathy Buffer Anger?....Pages 293-297 Cross-National Emic Scale Development in Health Care Service Quality....Pages 299-300 Geomarketing Mix Optimization Using a Fuzzy Spatial and Multiscale Segmentation....Pages 301-304 Pridit Is a Useful Technique for Detecting Consumer Fraud When No Training Sample Is Available....Pages 305-305 Innovative Materials Facilitating Resource Efficiency: Do Consumers Accept Eco-Friendly Materials?....Pages 307-308 Managing Foreign Subsidiaries in Emerging Countries: Are They Different from Western Subsidiaries?....Pages 309-310 Assessment of a Web Comparative Behavioural Model with an Interdisciplinary and Complexity Approach....Pages 311-315 Targeting Consumers at the Bop: What Implications?....Pages 317-317 The Impact of Corporate Social Responsibility and Contributions to Local Communities on Brand Identification, Corporate Reputation and Brand Loyalty....Pages 319-320 What Marketing Strategy Matters? Examining a Contingency Model of the Relationship Between Marketing Performance Management and Business Unit Performance....Pages 321-322 Pricing Capabilities: Drivers and Effects on Performance....Pages 323-324 Triangulation Without Tears....Pages 325-330 Uses and Gratifications of Social Networking Sites: Towards the Construction of a Measuring Instrument....Pages 331-342 Consumer Schadenfreude: Deservingness of Product Ownership Impacts Affect Following Another’s Product Failure....Pages 343-343 A Snowball to Introduce Sustainability into Supply Chain....Pages 345-345 A Typology of Barriers to Pro-Environmental Behaviors: Evidence from a Three-Country Study....Pages 347-347 Artifacts of Corporate Identity in Emerging Business Relationships....Pages 349-350 Key Performance Indicators for Measuring Employer Brand Success....Pages 351-351 The Recommendation Bias: The Effects of Social Influence on Individual Rating Behavior....Pages 353-354 The Influence of Parental Style on Consumer Socialization in Mother-Adolescent Dyads and Father-Adolescent Dyads....Pages 355-355 Understanding Situated Learning in Stressful Service Experiences: A Cross-Cultural Perspective....Pages 357-358 To Be or Not to Be... Does the Level of Empathy Contribute to Successful Personal Selling?....Pages 359-362 Deriving Value from Advertising as a Consumable Product: Ideas and Evidence....Pages 363-367 Social Media: Harming or Enhancing Your Employer Brand Attractiveness? An Empirical Investigation....Pages 369-369 In-Person and Out-Person Factors in Perception of Product Attributes....Pages 371-376 Sustainability in Higher Education Institutions: Validation Process of Quantitative Instrument....Pages 377-381 A Dyadic View on Buyers and Sellers Social Capital: Its Effect on Customized Treatments and Relationship Commitment....Pages 383-383 The Importance of Being Earnest: The Authenticity of Reciprocity in Marketing Exchange Relationships....Pages 385-385 The Pursuit of Loyalty in Grocery Stores: Differences by Retail Format....Pages 387-387 The Mixture of Network Marketing Types in Emerging Markets: The Case of Swedish MNCs in China....Pages 389-390 Evaluations of a Destination Across Travel Contexts: Examining the Evoked Set....Pages 391-392 Is It Better to Shop Together? Influence of Group Characteristics on Individual Buyer Utility in Mexico and the United States....Pages 393-397 Exploiting Proactive Interaction to Improve Retail Experiences....Pages 399-400 The Effect of Market Structure on Pricing Behavior of Industrial Service Firms....Pages 401-416 Firm Strategic Behavior Versus Consumer Behavior: An Explanation Through the Inoculation Theory....Pages 417-432 When Employees’ Retailers Create Value Against Competition from E-Commerce....Pages 433-437 The Tribal Consumer: A Comparison of Traditional Māori and Modern-Day Tribal Social Systems....Pages 439-440 Toward a Unified Brand Engagement Construct Definition....Pages 441-441 Quantity Surcharges for Consumers with Consumption Uncertainties....Pages 443-453 Persuasive Design of Wellness Apps: Consumer Behavior Perspective....Pages 455-456 The Five Creatures Lesson: How Students Learn to Relate Animals to Industry....Pages 457-459 Multi-Latina’s Leadership Role in Corporate Social Responsibility and Sustainability Effort in Latin America....Pages 461-465 An Investigation of the Relationships Between Hispanic Retailers’ Human and Social Capital, Migration and Gender....Pages 467-471 Copycat or Distinctive? An Empirical Study of Consumers’ Perception Towards Private Label....Pages 473-474 A Managerial Perspective of Social Media: Managing the Tension Between the Need for an Integrated Communications Approach and Consumers’ Need for Personalization....Pages 475-479 Endowment Effect in Latin America: Empirical Evidence and Implications....Pages 481-481 Brand Familiarity in Latin America: A New Three-Dimensional Conceptualization and Measure....Pages 483-483 Perceptions of Country Image and Product Marketing: A Study of Wine Brands from Chile and Argentina....Pages 485-486 Perceived Risks and Psychological Well-Being in Online Education: Implications for Grade Expectations and Future Enrollment....Pages 487-488 Assessing Organizational Financial Health of Nonprofit Arts Organizations....Pages 489-490 Experiences with Gamification: The MDE Framework....Pages 491-491 Adding Personality to New Products with Fashion Co-branding....Pages 493-494 Consumer Confusion Choosing Me-Too Snack Packages: An Experimental Study....Pages 495-511 Acting on Boycott Intentions: A Vietnamese Perspective on the Role of Ethnocentrism, Animosity, and Regionality....Pages 513-513 Building Brand Love Through Co-creation....Pages 515-515 A Cross-National Study of Consumer Beliefs, Attitudes and Behaviors Toward Liking Brand Page....Pages 517-518 South African Business Bank Customers’ Product Utilisation and Likelihood to Recommend....Pages 519-520 The Role of Affect in Luxury Brand Extension....Pages 521-531 Purchase Intention of Socially Responsible Apparel Goods: Investigating Consumers Cross-Culturally....Pages 533-537 Towards a Model of Strategic Charity Rebranding Process: A Managerial Perspective....Pages 539-543 Effects of Ewom Campaigns with Rewards from the Perspectives of Givers and Receivers....Pages 545-545 Differential Impact of Price Demands in B2B Relationships....Pages 547-547 Social Networks and Online Advertising: Should Companies Promote Their Brand Fan Page or Their Brand Website?....Pages 549-562 A Closer Look at the Effects of LMX and Emotional Exhaustion: Are Drained Salespeople More Deviant?....Pages 563-567 Corporate Sponsorship Effects in Business-to-Business Markets....Pages 569-570 The (Additional) Missing Link: The Role of Tailors as a Service Provider for Customization....Pages 571-571 Unusual Product Differentiation: Strategic Use of Trivial Attribute and the Separate Evaluation Mode....Pages 573-574 To Investigate Antecedents of International Tourists’ Place Attachment and Its Relationships with Memories and Post-Behavioral Intentions: The Case of Seoul City....Pages 575-575 Measuring the Self, the Social and the Task Oriented Side of Service Customers in Joint Co-Creation Experiences....Pages 577-578 Exploring the Nature of Value and Well-Being Through an Internal Social Marketing Approach....Pages 579-584 Salesperson Role Stress and Unethical Behavior....Pages 585-586 Crisis Communication: Lowering Attributions to Restore Behavioral Intentions....Pages 587-587 The Relationship Between Personality and the Creativity of Frontline Employees: Evidence from Services....Pages 589-590 Clustering Geo-markets Using Self-Organizing Maps: Application to Natural Disaster Planning and Recovery....Pages 591-609 Building Customer Trust and Loyalty: Does Salesperson Empathy Matter?....Pages 611-612 Consumer Ethnocentrism in Modern Armenia....Pages 613-614 Marketing Towards Happiness in Peru....Pages 615-629 Employer Branding: Preliminary Thinking on the Role of Corporate Sponsorship....Pages 631-631 Accepted, Rejected, or Withdrawn: A Content Analysis of Reviewer Feedback and Some Advice for Marketing Educators....Pages 633-634 The Role of NGOS in Business-To-Business Markets....Pages 635-646 Here, There and Everywhere: The Polycentric Consumer....Pages 647-648 The Role of Sales and Marketing in Innovation Implementation, an Empirical Analysis in Six South American Countries....Pages 649-650 Can You Read the Sign? Consumers’ Utilization of Water Use Information and Price as Sign Cues....Pages 651-652 Growing Nonprofit Giving Via Peer-To-Peer Connections: Benefits and Potential Backlash....Pages 653-653 Investigating the Impact of Individual Attitudinal and Organizational Variables on Green Behaviors and Commuting at the Workplace....Pages 655-656 Exploring the Use of Online Social Marketing Tools in Motivating Healthy Alcohol Consumption Patterns in Britain....Pages 657-657 A Conceptual Model of Design Benefits and Brand Engagement: The Mediating Role of Emotions—Structured Abstract....Pages 659-664 Profit and Opportunity Cost Outcomes of Sales Force Turnover and Recruiting Strategies Upon Various Performance Segments....Pages 665-669 Demystifying Adaptive Selling: Exploring Salesperson Attributes and Service Behaviors....Pages 671-682 How to Deal with Unpleasant Surprises During Service Provision?!....Pages 683-684 A Theoretical Framework of Multichannel Strategy Success....Pages 685-686 Self-determination Theory and the Influence of Extrinsic and Intrinsic Motivation for the Value Co-creation Measurement: A Proposition for a Higher Education Service Quality Scale....Pages 687-688 Consumer Complaining Behavior: An Ethnic Triangulation Perspective....Pages 689-690 Understanding e-Word of Mouth at Chinese Social Networking Sites....Pages 691-692 Antecedents of Patient-Centric Collaboration in the Emergency Department....Pages 693-693 Relationship Quality as a Function of Luxury Car Brand Image and Personality....Pages 695-699 Use of Facebook and the Formation and Maintenance of Social Capital: Evidence from Latin America....Pages 701-710 Overpromotion and the Learned Intermediary Doctrine in Advertising of Medicine and Medical Devices in the United States....Pages 711-713 The Impact of Political, Economic, and Environmental Uncertainty on the Possible Futures of Consumption....Pages 715-715 My Perfect Wedding: How Mexican Consumers’ Decisions Are Influenced by Consumerism and Traditions....Pages 717-729 From Evangelical Roots to Capitalist Returns: Market Formation from Community Beginnings....Pages 731-731 Teleological Actions in Negative Service Encounters....Pages 733-733 Edited in collaboration with the Academy of Marketing Science, this book contains the full proceedings of the 2014 Academy of Marketing Science World Marketing Congress held in Lima, Peru. The key challenge for marketers during the last two decades has been assuring high satisfaction and strong customer loyalty. Today, consumersĺl ever-changing desires, instantaneous communication through social media and mobile technology and an unstable global economic climate all come together to stir up market turbulence. This volume explores how traditional and modern marketing practices facilitate development of new and innovative products, help create increased product/service differentiation, ensure better service quality, and most of all, create value for stakeholders even in such a turbulent business environment. Showcasing cross-cultural research from academics, scholars and practitioners from around the world, this volume provides insight and strategies for various marketing issues in todayĺls emerging markets. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academyĺls flagship journals, Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science Annotation Edited in collaboration with the Academy of Marketing Science, this book contains the full proceedings of the 2014 Academy of Marketing Science World Marketing Congress held in Lima, Peru. The key challenge for marketers during the last two decades was 'assuring high satisfaction and strong customer loyalty.' Today, the global economic climate remains unstable; plus, consumers everchanging desires, coupled with instantaneous communication enabled by social media and mobile technology all come together to stir up market turbulence. This volume explores how the blends of traditional and modern marketing practices facilitate development of new and innovative products, help create increased product/service differentiation, ensure better service quality, and most of all, create value for stakeholders even in such a turbulent business environment