An exploratory study of factors influencing make-or-buy of sales activities

Purpose This paper aims to explore how sales managers make resourcing decisions with particular focus on their perceptions of outsourcing. Design/methodology/approach This paper is based on in-depth interviews with 29 senior sales managers from a variety of industry sectors based in the UK. All had more than five years’ experience of making resourcing decisions. Findings The findings are that resourcing decisions are prompted by cost pressure, the need to access skills or to improve flexibility. Outsourcing preferences are strongly moderated by perceived reputational risk. Availability of suitable suppliers and the ability to manage outsourcing are also practical moderators. Research limitations/implications The sample was purposeful in identifying and accessing senior respondents in substantial companies with extensive experience, but it was not random. Practical implications Respondents reported a lack of information available when making resourcing decisions; the model proposed provides a framework by which sales managers can identify the factors which should be taken into account and the information they need to make objective evaluations of resourcing options. Originality/value It has been acknowledged in prior literature that there is relatively little outsourcing of sales activities. This is the first exploratory study of the perceptions of sales managers about resourcing options and the first conceptualisation of how sales resourcing decisions are made

Exploring doctoral students’ expectations of work-based skills training

Purpose - Doctoral students are expected to undertake work-based skills training within their doctoral studies in areas such as problem solving, leadership and team working. This study explores student expectations of doctoral training within a UK Higher Education context. Design - The data for the study was gathered via two focus groups conducted among doctoral students from different faculties in a post-92 UK University. Participants were selected using a snowball sampling approach. Findings - The findings suggest that the expectations of doctoral students are contingent upon their year of study, study mode, perceived fit between training goals and available training, peer recommendations, Word-of-Mouth (WoM) and the scholarly support they received from their supervisors. Practical Implications - The study suggests a better understanding of students’ segmentation can help Higher Education Institutions deliver training that meets the expectations of doctoral students in a way that result in zero or a positive disconfirmation. Originality/Value – This paper develops and deepens the understanding of the doctoral students’ expectations of work-based skills training and highlights the need for universities to adapt their doctoral training according to the expectations of different student segments

Country-of-origin effects on consumer cognitive structures and preference for foreign brands among elites

Purpose Despite the plethora of research into country-of-origin (COO) effects, research that investigates the cognitive structures behind elite consumers' preferences for foreign brands remains limited. Hence, this study aims to investigate the cognitive structures behind foreign brand preference among professional elites in Sri Lanka. Design/methodology/approach Using the means-end chain (MEC) theory as the theoretical lens and building on the findings of 30 laddering interviews (semi-structured), a survey was conducted among 311 professional elites to uncover the key elements of the cognitive structures behind foreign brand preference. Findings The findings revealed that the cognitive structures behind foreign brand preference are influenced by a bundle of brand attributes, brand consequences and personal values of elites', which significantly influence their attitudes towards foreign brands. Multi-group analysis further revealed that the relationship between brand attributes and attitudes significantly differs across Chinese and US COOs where the path coefficient is stronger for elites' preference for Chinese brands. Originality/value This study is the first of its kind to explore the COO effects on consumer cognitive structures. The findings contribute to MEC theory and shed light on the understanding towards elites' preference for foreign brands

Loss or gain? The role of message framing in hotel guests’ recycling behaviour

One of the major challenges for the tourism sector is enacting sustainable behaviours. A key strategy for hoteliers is developing persuasive messages, with the goal of encouraging guests\u2019 voluntary participation in green programmes. Through the lens of prospect theory and construal level theory, the present study investigates to what extent a loss or gain-framed message influences recycling of hotel guests via a field and a laboratory experiment. The field experiment tests the moderating effect of message construal level (concrete or abstract) on the message frame that activate pro-environmental behaviour, while the laboratory study delves further into the mechanism by showing that perceived self-efficacy is the mechanism behind the activation of these behaviours. The findings from both studies suggest that hotel guests are more likely to engage in recycling behaviour when a concrete message is paired with a loss-framed message, because of a greater perceived self-efficacy. These results help to understand the theoretical psychological mechanisms and offer managerial implications for operators on how to engage guests to be active partners in sustainable tourism behaviours

The determinants of foreign product preference amongst elite consumers in an emerging market

By integrating the Theory of Reasoned Action (TRA) and self-image congruence, this study seeks to investigate elite consumers’ purchase intentions towards products made in foreign countries. The data were gathered via a survey conducted amongst 316 Sri Lankan elite consumers across two product categories. The findings demonstrate that consumers’ attitudes towards products made in foreign countries are driven by subjective norms and self-image congruence. The study shows that self-image congruence is the stronger predictor of consumers’ attitudes towards products made in foreign countries. Also, the effect of self-image congruence on consumers’ purchase intentions is partially mediated by their attitudes towards products made in foreign countries

You Shall Not Pass without a Jab: An Institutional Theory Perspective to COVID 19 Vaccine Passport Policies

The recent health crises (e.g., COVID-19, Ebola and Monkeypox) have pointed out huge disparities in vaccine accessibility across the world. Nonetheless, certain governments have instituted vaccine passport policies (VPPs) to manage public health, raising mixed concerns from the public. Focusing on COVID-19 outbreak as an example, this review and commentary article utilises an institutional theory perspective to uncover the factors contributing to the global vaccine divide. We also explore the wider impact of VPPs to determine whether such tools promote freedom or social exclusion. Our insights shed light on a controversial and increasingly divisive policy with an international dimension and institutional implications. For instance, while some argue that VPPs may be relatively better than the blunt instrument of lockdowns, VPPs also implicate access and discrimination concerns. Given the various reasons for global vaccine disparities, a hybrid policy that combines vaccine passports with other public health practices (e.g., rapid lateral flow/affordable polymerase chain reaction (PCR) tests and good hygiene) may be more viable. Furthermore, while VPPs may not be desirable and acceptable domestically, they may be inevitable for international travel. Keywords: COVID-19; health crisis; institutional theory; social exclusion; vaccine passport

“You Shall Not Pass” without a Jab: An Institutional Theory Perspective to COVID-19 Vaccine Passport Policies

The recent health crises (e.g., COVID-19, Ebola and Monkeypox) have pointed out huge disparities in vaccine accessibility across the world. Nonetheless, certain governments have instituted vaccine passport policies (VPPs) to manage public health, raising mixed concerns from the public. Focusing on COVID-19 outbreak as an example, this review and commentary article utilises an institutional theory perspective to uncover the factors contributing to the global vaccine divide. We also explore the wider impact of VPPs to determine whether such tools promote freedom or social exclusion. Our insights shed light on a controversial and increasingly divisive policy with an international dimension and institutional implications. For instance, while some argue that VPPs may be relatively better than the blunt instrument of lockdowns, VPPs also implicate access and discrimination concerns. Given the various reasons for global vaccine disparities, a hybrid policy that combines vaccine passports with other public health practices (e.g., rapid lateral flow/affordable polymerase chain reaction (PCR) tests and good hygiene) may be more viable. Furthermore, while VPPs may not be desirable and acceptable domestically, they may be inevitable for international travel

You Shall Not Pass without a Jab: An Institutional Theory Perspective to COVID 19 Vaccine Passport Policies

The recent health crises (e.g., COVID-19, Ebola and Monkeypox) have pointed out huge disparities in vaccine accessibility across the world. Nonetheless, certain governments have instituted vaccine passport policies (VPPs) to manage public health, raising mixed concerns from the public. Focusing on COVID-19 outbreak as an example, this review and commentary article utilises an institutional theory perspective to uncover the factors contributing to the global vaccine divide. We also explore the wider impact of VPPs to determine whether such tools promote freedom or social exclusion. Our insights shed light on a controversial and increasingly divisive policy with an international dimension and institutional implications. For instance, while some argue that VPPs may be relatively better than the blunt instrument of lockdowns, VPPs also implicate access and discrimination concerns. Given the various reasons for global vaccine disparities, a hybrid policy that combines vaccine passports with other public health practices (e.g., rapid lateral flow/affordable polymerase chain reaction (PCR) tests and good hygiene) may be more viable. Furthermore, while VPPs may not be desirable and acceptable domestically, they may be inevitable for international travel. Keywords: COVID-19; health crisis; institutional theory; social exclusion; vaccine passport

Can you be Mindful? The Effectiveness of Mindfulness Driven Interventions in Enhancing the Digital Resilience to Fake News on COVID-19

This study explores the factors that influence the dissemination process of and public susceptibility to fake news amidst COVID-19. By adopting a qualitative approach that draws on 21 interviews with social media users from the standpoint of source credibility and construal level theories, our findings highlight motives of news sharers, platform features, and source credibility/relatedness as major factors influencing the dissemination of and public susceptibility to fake news. The paper further argues that public susceptibility to fake news can be mitigated by building an integrated approach that combines a tripartite strategy from an individual, institutional and platform level. For example, educating the public on digital resilience and enhancing awareness around source credibility can help individuals and institutions reflect on news authenticity and report fake news where possible. This study contributes to fake news literature by integrating concepts from information management, consumer behaviour, influencer marketing and mindfulness to propose a model to help authorities identify and understand the key factors that influence susceptibility to fake news during a public crisis such as COVID-19

Can you be Mindful? The Effectiveness of Mindfulness Driven Interventions in Enhancing the Digital Resilience to Fake News on COVID-19

This study explores the factors that influence the dissemination process of and public susceptibility to fake news amidst COVID-19. By adopting a qualitative approach that draws on 21 interviews with social media users from the standpoint of source credibility and construal level theories, our findings highlight motives of news sharers, platform features, and source credibility/relatedness as major factors influencing the dissemination of and public susceptibility to fake news. The paper further argues that public susceptibility to fake news can be mitigated by building an integrated approach that combines a tripartite strategy from an individual, institutional and platform level. For example, educating the public on digital resilience and enhancing awareness around source credibility can help individuals and institutions reflect on news authenticity and report fake news where possible. This study contributes to fake news literature by integrating concepts from information management, consumer behaviour, influencer marketing and mindfulness to propose a model to help authorities identify and understand the key factors that influence susceptibility to fake news during a public crisis such as COVID-19.Output Status: Forthcoming/Available Onlin