ORCID Profile
0000-0002-0766-0162
Current Organisations
Cornell University
,
Cerner Corp
,
London
,
University of Southampton
,
University of Western Australia
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Publisher: Routledge
Date: 15-07-2016
Publisher: Routledge
Date: 15-07-2016
Publisher: Springer International Publishing
Date: 2017
Publisher: Elsevier BV
Date: 06-2022
Publisher: Elsevier BV
Date: 02-2014
Publisher: Springer International Publishing
Date: 21-10-2012
Publisher: Elsevier BV
Date: 12-2017
Publisher: Informa UK Limited
Date: 10-2013
Publisher: Routledge
Date: 15-07-2016
Publisher: SAGE Publications
Date: 05-2012
DOI: 10.2501/IJMR-54-3-347-368
Abstract: As populations around the world age, brand choice behaviour by older customers becomes an increasingly important issue for marketers. This is especially the case in Japan, which has the largest older customer segment as a proportion of the population of any country. Our study measures brand choice behaviour of the older customer segment in Japan in fast-moving consumer goods categories. We employ an 11-point purchase probability scale, the Juster, to calculate brand performance measures such as penetrations, buying frequency and sole buying for three age-based customer segments. The Juster output is used as input into a mathematical model, the Dirichlet, for benchmarking the brand performance measures. The findings here reveal new insights into the brand purchase behaviour of older customers. There are more similarities than differences between the brand purchase of younger and older customers in most categories analysed here. The results have practical implications for understanding and creating appropriate marketing strategies for the older customer segment. Our study also demonstrates a novel method for analysis of brand choice data collected via a survey instrument, as compared to the traditional consumer panel data. The research framework in our study is recommended for further empirical research in other regions where demographic changes are presenting challenges to marketers, and where panel data are often not easy to obtain.
Publisher: WARC Limited
Date: 06-2012
Publisher: Elsevier BV
Date: 07-2022
Publisher: WARC Limited
Date: 06-2012
Publisher: Springer International Publishing
Date: 06-12-2018
Publisher: Elsevier BV
Date: 08-2016
Publisher: Elsevier BV
Date: 10-2020
Publisher: Elsevier BV
Date: 08-2022
Publisher: Springer International Publishing
Date: 2015
Publisher: Wiley
Date: 09-08-2019
DOI: 10.1111/EMRE.12362
Publisher: SAGE Publications
Date: 2014
Abstract: While there are a number of studies focusing on the motivations for betting, less is known about the extent to which the market is segmented. This study investigates patterns of cross-purchasing using a s le of 7,200 adult respondents from a government survey dataset obtained via the UK Data Archive. In doing so, we apply market research techniques to a social research domain, and demonstrate the usefulness of publicly available government survey data to (social) market researchers. While we find some patterns of cross-purchase that are broadly the same as would be predicted by the duplication of purchase law, we also identify clear partitions in the market, implying the existence of behavioural segments. We identify five distinct behavioural segments, each with its own demographic characteristics. Our results have implications for the managers of betting companies, and for the design of future studies into gambling behaviour that could potentially inform public policy.
Publisher: Emerald
Date: 05-10-2012
DOI: 10.1108/08858621211273574
Abstract: Co‐branding strategies are now seen increasingly in business‐to‐business (B2B) settings, however, there has been little research in this area. This study aims to investigate the benefits of a B2B co‐branding strategy where the partner brands have different brand equity positions. This study employs a scenario approach incorporating three real multimedia software brands and three fictitious brands in nine hypothetical alliances over 97 respondents. Using repeated measures ANOVA, the study examines the balance of benefits derived from brand partnerships between high‐, medium‐ and low‐brand equity levels firms. It was found that brands with equivalent equity levels shared the benefits of the co‐branding equally, while lower equity brands benefited more from the alliance than higher equity partners. The results also suggest that very dominant partners gain a greater proportion of functional benefits (such as technical expertise) from the co‐branding strategy. The study used real and fictitious multimedia software brands in a hypothetical co‐branding strategy, measuring a pre‐defined set of benefits. Different results may be found selecting a different industry setting, brands, and benefits. Firms sharing equal equity positions can expect to enjoy equivalent benefits from a co‐branding strategy, regardless of how strong the joint equity position is. Before entering asymmetric co‐branding relationships, firms should review the differential benefits expected and ensure that negotiations and success measures reflect the anticipated outcomes. Small firms wishing to pursue a co‐branding partnership with a dominant market player should consider that they are less likely to capture the knowledge‐based benefits from the brand alliance. This paper is the first to look at the impact of asymmetric brand equity positions in a B2B co‐branding partnership, and adds value to the literature and to practitioner understanding of the role of asymmetry in influencing co‐branding outcomes.
Publisher: Westburn Publishers
Date: 07-2004
Publisher: Emerald
Date: 07-04-2014
Abstract: – Cobranding is increasingly popular as a strategy for commercial success. Brand positioning strategies are central to marketing, yet the impact of perceptions of parent brands’ positioning on consumers’ perceptions of cobrand positioning has not been investigated. The aim of the present study is to fill this gap. – Employing a quasi-experimental design, the authors create cobranding scenarios in three product categories (tablet computers, cosmetics, and smart phones). The data are collected via structured questionnaires resulting in 160 valid responses. The data are analyzed employing Partial Least Squares-based Structural Equation Modeling (PLS-SEM), and consumer evaluation of cobrands is tested in relationship to the prior positioning of the parent brands, product fit and brand fit, along with post-alliance positioning perceptions of the partner brands. – The results confirm brand positioning as a robust indicator of consumer evaluation of cobrands. Positioning perceptions of partner brands are positively related to cobrand positioning perceptions. In addition, pre-alliance positioning significantly relate to post-alliance positioning, confirming cobranding as a viable strategy for partner brands. – The paper recommends research that could reveal the impact of differential brand equities of partner brands, such as, between a high-equity brand and a low/moderate-equity brand, mixed brand alliances – product/service service/service, and at different levels of partner brand familiarity. – Managers should design cobrand positioning based on existing positioning perceptions of the partner brands, rather than focussing on product fit and brand fit. – The study demonstrates the focal role of positioning strategies of partner brands in consumer evaluation of cobrands.
Publisher: Elsevier BV
Date: 08-2020
Publisher: Emerald
Date: 14-11-2016
DOI: 10.1108/JSTP-01-2015-0013
Abstract: The internet has changed the way services are delivered and has created new forms of customer-firm interactions. Whilst online service failures remain inevitable, the internet offers opportunities for delivering efficient service recovery through the online channel. Notwithstanding, research evidence on how firms can deliver online service recovery remains scarce. The purpose of this paper is to investigate the impact of two online service recovery strategies – online information and technology-mediated communication – on customer satisfaction, switching and word of mouth intentions. A scenario-based experiment is employed. Data are analysed using partial least squares structural equation modelling. Online information and technology-mediated interactions can be used as online service recovery strategies. When fair, online service recovery can restore customer satisfaction, lower switching and enhance positive word of mouth. Interactional justice delivered through technology-mediated communication is a strong predictor of satisfaction with online service recovery. Yet, customers in subscription services show greater expectations of online service recovery than those in non-subscription services. Further research could examine the impact of online service recovery on relational constructs, such as trust. Since customers participate in the online recovery process, future research could investigate the role of customers as co-creators of online service recovery. Service managers should design online recovery strategies that meet customer need for interactional justice, for ex le, bespoke e-mails, and virtual chat communications with genuine customer care. Online information and technology-mediated communication function as online service recovery strategies. Customer perceptions of justice towards online service recovery restore satisfaction, and encourage loyal behaviour.
Publisher: Springer International Publishing
Date: 2016
Publisher: Wiley
Date: 11-08-2021
DOI: 10.1002/CB.1982
Abstract: This study investigates consumers' perceived differentiation of branded commodities. Using data from three countries, across four commodity categories, the study examines consumers' brand/attribute associations, brand commitment, and loyalty‐related brand performance measures that are benchmarked against the output from the well‐established NBD‐Dirichlet model. The brand perceptions and brand performance data provide convergent evidence of systematic variations with market share (or brand penetration), rather than idiosyncratic brand differentiation related to the characteristics or equity of in idual commodity brands. Overall, the results show that even commodity brands follow the well‐established Dirichlet‐type empirical patterns. The implication is that communication and other marketing‐mix activities should aim to constantly remind consumers of the brand, maintaining the market shares, rather than setting unrealistic targets for increasing loyalty or accentuating brand differentiation.
Publisher: Edward Elgar Publishing
Date: 29-11-2019
Publisher: Springer International Publishing
Date: 2017
Publisher: Elsevier BV
Date: 02-2015
Publisher: Springer International Publishing
Date: 2016
Publisher: Springer Science and Business Media LLC
Date: 14-07-2007
Publisher: WARC Limited
Date: 08-01-2019
DOI: 10.2501/JAR-2018-049
Publisher: Emerald
Date: 18-04-2016
DOI: 10.1108/JOSM-10-2015-0309
Abstract: – When a service fails, the guarantee policy of the firm can be employed as a recovery strategy. The terms of the guarantee determine the amount of payout and the ease of invoking the policy. The guarantee terms can, therefore, influence customer perceptions of recovery fairness and inferences about the firm’s intentions to provide fair recovery. The purpose of this paper is to examine the impact of guarantee terms on customer perceptions of justice, motive inferences, and repatronage intentions. – A between-subjects experiment was conducted in parcel delivery services. – Customer perceptions of justice vary across guarantee payout levels. Payout in the form of a discount does not restore justice perceptions, and leads to inferences that the firm offered the guarantee to maximize its profits. Conversely, full refund restores justice. Full refund plus discount is perceived as undeserved, and does not enhance justice perceptions. A moderately easy-to-invoke guarantee is perceived as fair, when it includes full refund. Inferences of negative firm’s motives, however, diminish perceived fairness of easy-to-invoke guarantees. – Future research could examine the interaction of guarantee scope with payout and ease of invocation, and how types of motives differentially impact justice perceptions. – Full refund can enhance justice perceptions, whereas discount is perceived as unfair. Firms should offer full refund as guarantee payout, but refrain from offering a discount. Flexibility should be embedded in guarantee invocation procedures. – This study demonstrates that service guarantees employed as recovery strategies signal justice and the firm’s motives.
Publisher: Springer Science and Business Media LLC
Date: 06-02-2015
Publisher: Springer International Publishing
Date: 2016
Publisher: SAGE Publications
Date: 07-2008
Publisher: Springer Science and Business Media LLC
Date: 06-03-2016
Publisher: Elsevier BV
Date: 11-2015
Publisher: Elsevier BV
Date: 2016
Publisher: Elsevier BV
Date: 09-2020
Publisher: Emerald
Date: 03-04-2017
DOI: 10.1108/JBIM-11-2014-0245
Abstract: While trade shows remain an important customer relationship management (CRM) tool, recent advancements in information technology (IT) have raised concerns about the future of trade shows. This study aims to examine the antecedents and consequences of IT integration into trade shows. The study uses a questionnaire-based survey with senior and middle managers in the aviation services, resulting in 135 valid responses from industry professionals. The data were analyzed using partial least squares structural equation modelling. The findings demonstrate differential but significant impact of perceptions toward website design and firm motivations toward the integration IT in the three stages of trade shows marketing. The results also show significant impact of IT usage on the perceptions toward the accomplishment of trade show objectives. Further, the results vary according to the levels of experience of the professionals. This study did not account for the differences in perceptions toward IT implementation across personnel from different departments, such as IT, finance and operations management. In addition, it did not examine situational factors and in idual characteristics as additional antecedents of IT usage in trade shows, including pricing, return on investment, convenience and the social media. Exhibitors are advised to integrate IT in supporting pre-trade show activities to approach potential customers. Exhibitors should integrate electronic interactions and personal communications during the show to reduce the amount of unanswered customer queries, focusing on timeliness and accuracy of information content, ease of navigation and graphic attractiveness of corporate websites, as effective CRM tools. This paper offers novel insights into hitherto unknown aspects of trade show performance. The results have managerial implications for adopting IT as a CRM tool for effective trade show management.
Publisher: Wiley
Date: 29-12-2014
DOI: 10.1002/NVSM.1517
Publisher: Emerald
Date: 18-09-2009
DOI: 10.1108/03090560910976447
Abstract: This paper seeks to understand the triggers which influence the adoption (and the discontinuation) of online grocery shopping. Specifically, the research aims to establish the role of situational factors in the process of adoption. A two‐step research process is employed. First, exploratory qualitative research is carried out, with the purpose of gaining an in‐depth understanding of consumers' online grocery shopping behaviour. This is followed by a large‐scale quantitative survey extending the findings of the qualitative research and validating the role of situational factors in instigating the commencement (and discontinuation) of online grocery buying. Cluster analysis is used to segment consumers based on the importance of specific types of situations. Both qualitative and quantitative results establish the importance of situational factors, such as having a baby or developing health problems, as triggers for starting to buy groceries online. Many shoppers are found to discontinue online grocery shopping once the initial trigger has disappeared or they have experienced a problem with the service. While situational factors are beyond a marketer's control, they could be used as a basis for marketing communications content and target advertising, for instance, by using magazines directed at new parents. The importance of situational factors as triggers for the adoption of online grocery shopping suggests an erratic adoption process, driven by circumstances rather than by a cognitive elaboration and decision. The adoption of online shopping seems to be contingent and may be discontinued when the initiating circumstances change.
Location: United Kingdom of Great Britain and Northern Ireland
Location: United Kingdom of Great Britain and Northern Ireland
No related grants have been discovered for JAYWANT SINGH.