Impact of ICT on the buying behaviour of lithuanian construction companies

Peculiarities of the impact of information communication technologies (ICT) on the buying behaviour of companies are analyzed in the report. An empirical study of the impact of ITC on the organisational buying behaviour has also been performed involving construction companies in Lithuania. Theoretical concepts of the impact of ICT on the organisational buying behaviour is analysed in this paper. On this basis, a theoretical organisational buying decision making model influenced by the ICT was concluded. The report also includes the methodology and results of the research of the impact of the ICT on organisational buying behaviour

Exploring the internal antecedents that prompt consumers’ impulsive behaviour in experiential retail contexts

Orientation: Experiential settings are becoming more popular to differentiate conventional brick-and-mortar retailing which now faces fierce competition from multiple other retail platforms. Research purpose: The study aims to identify and explain the internal driving forces that positively predict consumers’ impulsive behaviour in experiential retail settings. Research design, approach and method: This quantitative investigation entailed a retrospective assessment of consumers’ experiences at diverse experiential retailers. An electronic survey approach enabled the collection of 402 usable questionnaires based on a purposive sampling technique whereby a heterogeneous sample of consumers 18 years and above who have visited one of the identified experiential retailers were recruited. Stepwise regression analyses were conducted to test the hypothesised relationships between the independent and dependent variables. Main findings: Results suggest that consumers’ mood and emotions, adventure, gratification and social shopping motives as well as their desire for recreation are conducive to certain impulsive behavioural outcomes, namely irresistible desire creation, impulsive purchases and impulsive participation. A significant finding is that impulsive actions are not necessarily preceded by an irresistible urge. However, the urge to act on impulse is regarded a separate impulsive behavioural outcome. Practical/managerial implications: Impulsive behaviour should be regarded as a valuable outcome in terms of an understanding of consumers’ behaviour in experiential retail contexts. Not only does it offer retailers competitive advantage possibilities but it also constitutes more satisfying experiences for consumers. Contribution/value-add: A theoretical contribution is made in terms of an integration of literature on experiential retail and impulsive behaviour

Doing business in Libya: assessing the nature and effectiveness of international marketing programs in an evolving economy

The aim of this paper is to investigate, in one emerging Arab economy (Libya), the strategic and tactical choices of MNE (multinational enterprise) domestic appliance brands and, also, the attitudes of local consumers towards those choices. Various choice characteristics are investigated - including marketing mix standardization/adaptation - and, also, country-of-origin brand (COB). To establish extant organizational choices, local representatives of four established brands were interviewed and survey responses from 609 consumer were analyzed. No statistically discernible relationship between standardization/adaptation choices and consumer attitude towards marketing programs was found, but the study identified one especially successful brand that appeared to owe its achievements to an especially holistic approach to marketing that demonstrated 'fit' with the market concerned. Coincidentally, findings also address the conventional country-of-origin wisdom, and this is investigated/speculated upon accordingly. This is one of few marketing studies concerning Libya, and it adds to the limited literature on an increasingly relevant region