Does customer trust play a mediating role between salesperson competence and performance?

The questions of what competence constitutes in salesperson performance and why it does matter are important issue of marketing and sales management. This study examined the importance of competence in a salesperson's performance and the mechanism underlying the relationship between competence and performance. We used multiple sources to collect data from 165 sales agents working in a life insurance company and 338 customers at two time points. The results demonstrated that the mediation of the effect of social and professional competence on objective salesperson performance differed depending on affective trust and cognitive trust

In-store promotional mix and the effects on female consumer buying decisions in relation to cosmetic products

This study was conducted to ascertain the relationship between the females' in-store purchasing decision process and the promotional mix. Two cosmetic salesmen groups were interviewed by using focus group interview technique to understand females' buying decision process with in-store promotional mix. The results indicated that females with buying intention will improve the effectiveness of in-store promotional strategies. The purchase behavior stimulated by in-store promotions was related to customers' emotional motivation. Finally, different in-store promotional activities would induce different psychological feelings

Promoting functional outcome of stroke patients: The effect of regulatory focus, therapy frequency and message framing

The purpose of this study was to find out how stroke patients' chronic regulatory focus interacted with message framing had impact on the therapy frequency and functional outcome. A one factor (chronic regulatory focus) x 2 (message framing: gain vs. loss) between-subject design was employed with questionnaire and evaluation form. Ninety-six stroke patients recruited from different medical units in Kaohsiung City, Taiwan were randomly assigned to read one of two messages. Therapy frequency and functional outcome, Barthel Index were used as dependent variables. One way ANOVA repeated measure, regression analyses and simple slope analysis were used to examine the effects. The results indicated that chronic regulatory focus had long term effects on the therapy frequency, and Barthel Index. The mediating effect of therapy frequency and the interaction effect between chronic regulatory focus and message framing were not supported, but the simple slope analysis showed that gain-framed message was more likely to prompt therapy frequency on patients with stroke. This study provided the practitioners guidelines to design the persuasive message to facilitate therapy and sustain the behavior

The moderating effects of theatrical components on the relationship between emotional labor and emotional exhaustion

The employees deliver services to customers and interact with them using emotional labor. The causes of emotional exhaustion under several circumstances have been thoroughly investigated. One approach is to view the employee-customer interaction as an actor-audience relationship, known as dramaturgy theory. From the dramaturgical perspective, this study examined how emotional labor influences emotional exhaustion and was moderated by four theatrical components: front-back stage division, job autonomy, customers' positive feedback, and explicitness of service scripts. Testing responses from a sample containing 271 employees from various service firms, this study showed that front-back stage division and job autonomy have a weakly moderating effect. Meanwhile, customers' positive feedback and explicitness of service scripts at different levels also possessed a distinct effect on the relationship between emotional labor and emotional exhaustion

A Study of Key Success Factors when Applying E-commerce to the Travel Industry

Abstrac

A Study of the Factors that Affect the Impulsive Cosmetics Buying of Female

Abstract Marketing products, vendors tend to incite consumers' intention to buy impulsively through various methods of stimulation. This fact has led to the increasing complexity of the factors which determine impulsive buying. This research analyzed the factors which determine impulsive buying, and used questionnaires and a focus group survey in order to study the factors that determine female consumers' impulsive purchases of cosmetics

Relationship Quality, Relationship Value, Purchasing Intention: An Empirical Study in the Retail Industry in the USA, Japan and Taiwan

[[abstract]]Due to the increasing globalization of the marketplace, understanding consumer culture has become a most critical issue. The purpose of this study is to review the past literature and propose a model of “quality-value-purchasing intention.” This study examines this model by focusing on 7-Eleven convenience stores in Japan, Taiwan and the USA. A total of 156 college students from Waseda University in Japan, Cheng Kung University in Taiwan and the University of California, Los Angeles (UCLA) in the USA were recruited as participants. The results indicate that the USA’s consumers relate quality and relational value as well as retail trade purchasing intention with forward influence relations. Moreover, relational value takes on an intermediary role in Japan, but not in Taiwan

Robust Algorithms for Regression Analysis Based on Fuzzy Objective Functions

In this paper, we address the issues related to the design of fuzzy robust linear regression algorithms. The design of robust linear regression analysis has been studied in the literature of statistics for over two decades. More recently various robust regression models have been proposed for processing noisy data. We proposed a new objective function by using fuzzy complement and derive improved algorithms that can produce good regression analysis from the spoiled data set. Data set from the U.S. Department of Transportation is used to evaluate the performance of the regression algorithms

The Communication Effects of Audience Situation and Message Framing on Smoking Cessation

This study examined the communication effects of smoking cessation by using message framing (positive messages/negative messages) and audience situation (smoker/nonsmoker and high/low self-efficacy). The study used 207 valid homogeneous subjects and a between-subject experiment method was employed for analyses. The results showed that the communication effects were influenced by the interactive effects of message framing and audience situation, and for smokers, positive messages have a more significant effect than negative ones. In addition, positive messages with low self-efficacy have a better effect. The study concludes that different message framing have a variety of communication effects on audiences within different self-efficacy levels and audience situations

The Moderating Effect of Social Desirability and Self-Efficacy on the Relationship between Message Framing and the Communication Effects for the Smokers

AbstractThis study examined the communication effects of smoking cessation using thetwo variables of message framing and personality traits for smokers. Messageframing is classified into positive messages and negative messages. Personalitytraits involve self-efficacy and social desirability. Use 122 valid smokers toparticipate a between-subject experiment and a hierarchical regression analyses.The results showed that, for smokers, positive messages had a more significanteffect than negative ones. Message framing have partial interaction withpersonality traits on the communication effects. And positive messages with lowself-efficacy or low social desirability have a better effect. This studyrecommends that for specific preventive issues of social marketing or theaudience with low self-efficacy/social desirability, positive messages are thebetter option