Talk up or criticize? Customer responses to WOM about competitors during social interactions

Popular metrics such as the Net Promoter Score (NPS) highlights many benefits of word of mouth (WOM) to firms. Is WOM all it is claimed to be? Building on social identity theory, this research develops a conceptual model of WOM exchange in social settings and tests the model with customer surveys of three service sectors. The findings show that the effects of (1) positive and negative WOM (P/NWOM) received about competitors and (2) perceived presence of critical incidents (PPCIs) on P/NWOM given about own service provider are far from intuitive. Responses to PWOM received counter the suggestions in the NPS literature. The findings also indicate that the best firms can hope for when receiving NWOM about competitors is that their customers remain silent. It is recommended that firms communicate a message that is consistent with the nuanced views expressed by friends in social circles, rather than a uniformly superior positioning

Information system diffusion in organizations - a control mechanism perspective

Research streams emphasize that after the excitement of adopting a new IS innovation, most do not employ the innovation to its full potential thus creating an assimilation gap. The failure of an IS to be fully diffused in an organization are, in most cases, due to employees resisting and not accepting the implemented innovation. The analysis of control mechanisms in IS research has proved to be a valuable approach to elucidate IS implementation and success experienced by organizations. The control mechanisms can be exercised thro ugh formal and informal modes. However, control mechanism theory have not yet been adopted to examine the process of IS diffusion in organizations. Therefore, there is a need to study the ways in which implemented control mechanisms impacts on the pro cess of diffusion of a Management Information System (MIS). Cooper and Zmud (1990) six stage IS implementation model will be applied to the research to illustrate and investigate the process of diffusion of the MIS. The research method will be an in-depth case study. It is anticipated that investigating IS diffusion from the perspective of control will considerably provide fresh insights in the understanding process of IS diffusion in organizations

Consumers pnline: Intentions, orientations and segmentation

Purpose – This paper examines the purchase intentions of online retail consumers, segmented by their purchase orientation. Design/methodology/approach – An e-mail/web survey was addressed to a consumer panel concerning their online shopping experiences and motivations, n = 396. Findings – It is empirically shown that consumer purchase orientations have no significant effect on their propensity to shop online. This contradicts the pervasive view that Internet consumers are principally motivated by convenience. It was found that aspects that do have a significant effect on purchase intention are prior purchase and gender. Research limitations/implications – There are two limitations. First, the sample contained only UK Internet users, thus generalisations about the entire population of Internet users may be questionable. Second, in our measurement of purchase intentions, we did not measure purchase intent per se. Practical implications – These findings indicate that consumer purchase orientations in both the traditional world and on the Internet are largely similar. Therefore, both academics and businesses are advised to treat the Internet as an extension to existing traditional activities brought about by advances in technology, i.e. the multi-channel approach. Originality/value – The paper adds to the understanding of the purchase orientations of different clusters of e-consumer

Learning the lessons from the developed world: e-banking security in Nigeria

In the past decade banks invested heavily in internet technology so as to engage in e-business and e-commerce activities. However, this development exposed banks to threats, such as online fraud. Consequently, there was a need to adopt security measures and controls to mitigate such threats. Banks in developed countries have developed a level of ‘best practice’ to reduce such online threats. The objective of this study was to explore the extent to which banks in the developing world were benefitting from the experiences of banks in the developed world in terms of how they address online security threats. Case studies of two Nigerian Banks were undertaken using interviews and short questionnaire. The findings show respondents perceived the level of threats to e-banking in Nigeria to be low. When adopting e-banking security controls, the case study banks placed more emphasis on the technical dimension than the human dimension. Senior management commitment is a significant barrier to adopting best practice, which is highlighted in limited financial resources being provided for new investment in training or customer education. The study concludes that senior managers need to change their perceptions and priorities towards IT security to reduce the vulnerability of their e-banking services

Intention to use mobile customer relationship management systems

© Emerald Group Publishing Limited. Purpose - The purpose of this paper is to investigate the behavioral intentions of business-to-business (B2B) sales managers to use mobile customer relationship management (CRM) systems in the course of their day-to-day activities. Design/methodology/approach - An extended Technology Acceptance Model (TAM) of mobile CRM system adoption is developed and tested with data from 105 international sales managers representing five B2B companies. Findings - The study extends the TAM framework with three additional constructs derived from mobile technology and sales force automation literature, namely personal innovativeness in the domain of IT, perceived risk, and perceived reachability. The model demonstrates that personal innovativeness and perceived reachability have significant effects on the TAM framework. Research limitations/implications - The relatively small sample size limits the generalization of the results. Practical implications - Sales managers' intention to adopt mobile CRM can be explained by the extended TAM framework. Understanding the key factors that influence intention to adopt a mobile CRM system will aid companies in implementing it among their sales force. Companies willing to foster adoption of a mobile CRM system among the sales force could focus on communicating the usefulness of using the system and benefits gained from enhanced reachability. Recruiting sales people with strong personal innovativeness is beneficial. Originality/value - This study responds the calls for studies on mobile platforms and on the use of mobile B2B applications in sales force management. It is among the first attempts to incorporate variables derived from mobile technology acceptance literature among the sales force into the TAM framework, to better explain acceptance of mobile CRM systems

A commentary on social & experiential (e-)retailing and (e-)shopping deserts

Purpose – The last ten years have seen a gradual withdrawal of retail facilities from many local areas and the consequent growth of ‘shopping deserts’, resulting in social and health disbenefits. This paper examines the potential for e-shopping to fill the vacuum and to assist disadvantaged shoppers. Design/methodology/approach – The paper uses prior published research to comment on the extent to which e-retailing may be the shopping solution of the future? Findings – The Internet has limited potential to compensate for shopping deserts, as consumers who do not have a good range of physical shops within walking distance also tend to lack access to the Internet. Research limitations/implications – The paper is based solely on prior research. The authors recommend action research that may hopefully help excluded shoppers to become more included by addressing the problems of access to e-shopping. Practical implications – Government, service providers and e-retailers are may consider interventions such as subsidised Internet access, training and the provision of e-cash. Originality/value – The paper links research from diverse fields relating to shopping deserts, the digital divide, health, wellbeing, social and experiential aspects of (e-)shopping

e-Consumer Behaviour

Purpose – The primary purpose of this article is to bring together apparently disparate and yet interconnected strands of research and present an integrated model of e-consumer behaviour. It has a secondary objective of stimulating more research in areas identified as still being underexplored. Design/methodology/approach – The paper is discursive, based on analysis and synthesis of econsumer literature. Findings – Despite a broad spectrum of disciplines that investigate e-consumer behaviour and despite this special issue in the area of marketing, there are still areas open for research into econsumer behaviour in marketing, for example the role of image, trust and e-interactivity. The paper develops a model to explain e-consumer behaviour. Research limitations/implications – As a conceptual paper, this study is limited to literature and prior empirical research. It offers the benefit of new research directions for e-retailers in understanding and satisfying e-consumers. The paper provides researchers with a proposed integrated model of e-consumer behaviour. Originality/value – The value of the paper lies in linking a significant body of literature within a unifying theoretical framework and the identification of under-researched areas of e-consumer behaviour in a marketing context

A review of service quality and service delivery: Towards a customer co-production and customer-integration approach

© 2018, Emerald Publishing Limited. Purpose: The purpose of this paper is to provide researchers with an overview of the service quality and delivery domain, focussing on the inclusion of customer co-production and customer integration. Specifically, this paper concentrates on service quality (including quality measurement), the service environment, controls and their consequences. Design/methodology/approach: A comprehensive review of the literature is conducted, analysed and presented. Findings: The review shows that service delivery is both complex and challenging, particularly when considering the unique characteristics of services and the high level of customer involvement in their creation. The facilitation, transformation and usage framework identifies how failures can occur at each stage of service delivery, beginning with the characteristics of the service environment, while control theory offers insights into the formal and informal controls that may be applied in the facilitation and transformation stages, which may reduce the likelihood or extent of such failures. Originality/value: Despite the fact that it is widely accepted that service quality is an antecedent to customer satisfaction, it is surprising that this customer co-creation aspect has been largely neglected in the extant literature. As such, the role that customer co-production plays in service quality performance has been examined in this paper. It is hoped that this examination will enhance both theoretical and practical understanding of service quality. It would be useful to find modern tools that can help in improving service quality performance

A comprehensive examination of internet banking user behaviour: evidence from customers yet to adopt, currently using and stopped using

Despite the surge in interest in research on customers’ adoption of internet banking (IB), how discontinued users can be brought back to IB has not received much attention. To respond to this question and to provide a comprehensive understanding of IB customer behaviour, we develop a conceptual model grounded on the extended technology acceptance model, and empirically validate it using a sample of 614 IB customers (including those yet to adopt, current users and discontinued users) from China. Perceived value is the most important driver for explaining all categories of customers’ IB-related behaviours. Banks that implement measures that aim to increase the perceived usefulness of IB and enhance the value of IB are likely to be rewarded with increasing IB adoption amongst its customer base

The diffusion of management information systems in organizations - an organizational sub-culture perspective

The success of deploying Information Systems (IS) by organizations is dependent on the full integration of the new innovation into their existing processes (Diffusion). The failure of an IS to be fully diffused in an organization is, in most cases, not due to any inadequacy of the technological innovation, but rather due to conflict and a lack of acceptance within the organization attempting to implement the change. The analysis of organizational sub-cultures in IS research has proved to be a valuable approach to generate deeper insights regarding IS usage and success experienced by organizations. However, organizational subculture, and specifically the fragmentation sub-culture have not yet been used to investigate the diffusion process of IS in organizations. This paper tries to fill this gap by adopting Martin’s (1992) sub-culture framework to explore the process of diffusion of a Management Information System (MIS). The six stage IS implementation model by Cooper and Zmud (1990) will be applied to the research to illustrate and investigate the process of diffusion of the MIS. The research method will be an in-depth case study. It is anticipated that investigating IS diffusion from the theoretical lens of sub-culture will significantly advance our understanding of the diffusion process of IS