Do values or goals better explain intent? A cross-national comparison

Among six major lines of inquiry on motivations, two theories are especially pertinent to consumer behavior studies: values and goals. Several studies show that consumer behavior can be predicted on the basis of values or goals; this study examines which are the stronger predictors by presenting a cross-cultural comparison of the values and goals that may influence the behavioral intentions of U.S., Chinese, and French students to study abroad. As a service, study abroad has financial implications, represents a choice, and competes with other educational products. Therefore, goals appear to explain behavioral intentions better than do values, except among U.S. students. The goals and values associated with behavioral intentions differ across cultures and have different perceived dimensions, such that items cluster on those dimensions with specific meanings, depending on the culture. The different influences of values and goals on behavioral intentions may help marketing managers design more efficient marketing strategies in international markets. This paper thus contributes to the marketing literature by suggesting that national cultures moderate the effect of values and goals on consumer intentions

How to engage stakeholders in research: design principles to support improvement

Abstract Background: Closing the gap between research production and research use is a key challenge for the health research system. Stakeholder engagement is being increasingly promoted across the board by health research funding organisations, and indeed by many researchers themselves, as an important pathway to achieving impact. This opinion piece draws on a study of stakeholder engagement in research and a systematic literature search conducted as part of the study. Main body: This paper provides a short conceptualisation of stakeholder engagement, followed by ‘design principles’ that we put forward based on a combination of existing literature and new empirical insights from our recently completed longitudinal study of stakeholder engagement. The design principles for stakeholder engagement are organised into three groups, namely organisational, values and practices. The organisational principles are to clarify the objectives of stakeholder engagement; embed stakeholder engagement in a framework or model of research use; identify the necessary resources for stakeholder engagement; put in place plans for organisational learning and rewarding of effective stakeholder engagement; and to recognise that some stakeholders have the potential to play a key role. The principles relating to values are to foster shared commitment to the values and objectives of stakeholder engagement in the project team; share understanding that stakeholder engagement is often about more than individuals; encourage individual stakeholders and their organisations to value engagement; recognise potential tension between productivity and inclusion; and to generate a shared commitment to sustained and continuous stakeholder engagement. Finally, in terms of practices, the principles suggest that it is important to plan stakeholder engagement activity as part of the research programme of work; build flexibility within the research process to accommodate engagement and the outcomes of engagement; consider how input from stakeholders can be gathered systematically to meet objectives; consider how input from stakeholders can be collated, analysed and used; and to recognise that identification and involvement of stakeholders is an iterative and ongoing process. Conclusion: It is anticipated that the principles will be useful in planning stakeholder engagement activity within research programmes and in monitoring and evaluating stakeholder engagement. A next step will be to address the remaining gap in the stakeholder engagement literature concerned with how we assess the impact of stakeholder engagement on research us

La négociation commerciale Cadre théorique et Synthèse

International audienceCet article a pour objectif d'effectuer une synthèse sur la négociation commerciale, à partir des études empiriques déjà effectuées. Celles-ci sont analysées au moyen d'un cadre intégrateur et explicatif des résultats de la négociation. Ceux-ci dépendent de facteurs généraux précédant la négociation (culture, caractéristiques de l'entreprise et du négociateur), de conditions particulières précédant la négociation (objet de la négociation, rapports de force), de conditions existantes lors du déroulement de la négociation (nombre de participants, parties prenantes, audiences, temps, contexte physique), des stratégies et tactiques suivies pendant la négociation

A Dialectical model of buyer-seller relationships

International audienc

Modélisation du capital de marque en milieu industriel basée sur les acheteurs

International audienceCet article propose et teste empiriquement un modèle de capital de marque adapté au milieu industriel et basé sur les acheteurs. Nous conceptualisons le capital de marque industrielle comme un construit de second ordre, examinons son rôle médiateur ainsi que le rôle d’antécédent de la réputation de l’entreprise