Journal Articles
Trivedi, R. H., & Teichert, T. (2020). Consumer Reactions to Animal And Human Models in Print Ads: How Animals and People in Ads Influence the Purchase-Decision Journey. Journal of Advertising Research, 60(4), 426-438.
Citation: Trivedi, R. H., & Teichert, T. (2020). Consumer Reactions to Animal And Human Models in Print Ads: How Animals and People in Ads Influence the Purchase-Decision Journey. Journal of Advertising Research, 60(4), 426-438.
DOI: 10.2501/JAR-2020-002
Abstract:
Animals have been used in advertisements for decades, yet little is known about the effects
on consumer reactions along the entire purchase-decision process. This study disentangles
the effects of using animal stimuli in isolation or jointly with a human model in print
advertisements. Empirical evidence was derived from 126,220 consumer evaluations of
302 actual print advertisements across 18 product categories. Animals not only supported
a positive attitude change, they also influenced how products integrated into consumers’
relevant set and the purchase intention by itself. By comparison, women reacted more
strongly than men to animal stimuli. Combining an animal stimulus with a human model
should be avoided, to preserve a better influence over consumer reaction.
Teichert, T., Rezaei, S. and Correa, J.C. (2020). Customers’ experiences of fast food delivery services: uncovering the semantic core benefits, actual and augmented product by text mining, British Food Journal, Vol. 122 No. 11, pp. 3513-3528
Citation: Teichert, T., Rezaei, S. and Correa, J.C. (2020). Customers’ experiences of fast food delivery services: uncovering the semantic core benefits, actual and augmented product by text mining, British Food Journal, Vol. 122 No. 11, pp. 3513-3528.
https://doi.org/10.1108/BFJ-12-2019-0909
Abstract
Purpose – This study conceptualizes food delivery services as service mix decisions (SMDs) and illustrates a
data-driven approach for the analysis of customers’ written experiences.
Design/methodology/approach – Web scraping, text mining techniques as well as multivariate statistics
are combined to uncover the structure of the three tiers of SMD from consumers’ point of view.
Findings – The analyses reveal that fast food delivery is not primarily about speed but that there are four
distinct experiential factors to be considered for SMDs. Fast food delivery services are associated both with the
actual product (i.e. product issues and brand satisfaction) and with the augmented product (payment process
and service handling).
Originality/value – Findings demonstrate the relevance of SMDs in omnichannel food retail environments
and guide researchers in multistage analyses of consumers’ online food reviews.
Teichert, T., Ackermann, C. L., & Wörfel, P. (2020). Casual consumption as an automatic process: The case of snacking, British Food Journal, forthcoming
Citation: Teichert, T., Ackermann, C. L., & Wörfel, P. (2020). Casual consumption as an automatic process: The case of snacking, British Food Journal, forthcoming
Abstract
Research on consumer behavior addresses issues of impulsive, or uncontrolled
consumer behaviors, predominantly at the point of purchase. However, actual usage as
opposed to purchasing of goods is often even less the outcome of volitional control; rather, it
casually accompanies other activities, such as snacking while video watching. For marketers,
a thorough understanding of casual consumption triggers can offer valuable consumer
insights, given that most consumer touch points occur after purchase. This research presents a
conceptual framework of casual consumption based on grounded implicit cognitions, and
applies it to snacking. The framework suggests that casual consumption is induced by specific
situations that trigger habitual behaviors, by product cues that automatically activate
associated evaluations stored in memory, or by personal characteristics that elicit
approach/avoidance behavior. We take a broad framework approach to assess the potential
these triggers have in inducing casual consumption. Findings show that the identified drivers
simultaneously influence casual consumption. The negative effect of a covariate (BMI) hints
at the interference of conscious reflection in casual consumption.
Hillebrand, S., Teichert T., and Steeger J. (2020). Innovation in Family Firms: An Agency and Resource‐Based Lens on Contingencies of Generation and Management Diversity, British Journal of Management, Vol. 31, pp. 792-810.
Citation: Hillebrand, S., Teichert T., and Steeger J. (2020). Innovation in Family Firms: An Agency and Resource‐Based Lens on Contingencies of Generation and Management Diversity, British Journal of Management, Vol. 31, pp. 792-810.
DOI: 10.1111/1467-8551.12375
Abstract
Family firms are increasingly recognized as a heterogeneous group of businesses with specific strengths and weaknesses that make them either superior or inferior to non-family firms. Recent research has therefore started shifting away from comparisons between family firms and non-family firms to comparisons between family firms. This study investigates the influence of two key paramete rs of ‘familiness’ – the generation in control and the (non-family) management diversity – on family firm innovation. While agency-based arguments stress the liabilities of these two parameters of family influence, resource-based arguments highlight their benefits. Conflicting effect hypotheses are derived and tested in the context of German family firms. The empirical results imply that family firms’ generational development and higher management diversity influence their innovation positively and that their benefits outweigh their liabilities in the context of German family firms.
Brailovskaia J. & Teichert T. (2020). “I like it” and “I need it”: Relationship between implicit associations, flow, and addictive social media use, Computers in Human Behavior
Citation: Brailovskaia J. & Teichert T. (2020). "I like it” and “I need it”: Relationship between
implicit associations, flow, and addictive social media use, Computers in Human Behavior, doi:
https://doi.org/10.1016/j.chb.2020.106509.
Abstract
The use of online social media (SM) is part of daily life, but may impact subjective wellbeing negatively, and contribute to the development of addictive tendencies. The present empirical study investigated the mechanisms that might explain this development. An online survey and an implicit association test (IAT) investigated the relationship between implicit
associations with SM, SM flow and addictive social media use (SMU) in a sample of 145 users of SM. The results reveal a significant positive association between all three investigated constructs. Moreover, SM flow mediated the relationship between the implicit associations and addictive SMU significantly. Implicit associations with SM might therefore foster immersion into the online world, which contributes to SM flow’s positive experience. However, SM flow might also serve as an antecedent of addictive tendencies. The study findings should be considered when assessing individuals at risk of addictive SMU, and when developing (therapeutic) intervention programs to deal with problematic social platform use.
Keywords: Implicit associations; social media flow; addictive social media use; implicit association test (IAT)
Teichert, T., Rezaei, S. and Correa, J.C. (2020). Customers’ experiences of fast food delivery services: uncovering the semantic core benefits, actual and augmented product by text mining", British Food Journal, forthcoming
Citation: Teichert, T., Rezaei, S. and Correa, J.C. (2020). Customers’ experiences of fast food delivery services: uncovering the semantic core benefits, actual and augmented product by text mining, British Food Journal.
https://doi.org/10.1108/BFJ-12-2019-0909
Abstract
Purpose
This study conceptualizes food delivery services as service mix decisions (SMDs) and illustrates a data-driven approach for the analysis of customers' written experiences.
Design/methodology/approach
Web scraping, text mining techniques as well as multivariate statistics are combined to uncover the structure of the three tiers of SMD from consumers' point of view.
Findings
The analyses reveal that fast food delivery is not primarily about speed but that there are four distinct experiential factors to be considered for SMDs. Fast food delivery services are associated both with the actual product (i.e. product issues and brand satisfaction) and with the augmented product (payment process and service handling).
Originality/value
Findings demonstrate the relevance of SMDs in omnichannel food retail environments and guide researchers in multistage analyses of consumers' online food reviews.
Trivedi, R., Teichert, T., & Hardeck, D. (2020). Effectiveness of pull-based print advertising with QR codes: Role of consumer involvement and advertisement appeal", European Journal of Marketing, Vol. 54 No. 1, pp. 145-167.
Citation: Trivedi, R., Teichert, T., & Hardeck, D. (2020). Effectiveness of pull-based print advertising with QR codes: Role of consumer involvement and advertisement appeal", European Journal of Marketing, Vol. 54 No. 1, pp. 145-167. https://doi.org/10.1108/EJM-06-2018-0383
Abstract
Purpose
Despite quick response (QR) codes’ prominence, little is known about their embedding in pull-based communications. This study aims to measure QR code effects in print advertising along five different stages of consumer decision making, using advertisement appeals with moderating effects of product category involvement.
Design/methodology/approach
Data were derived from a German market research initiative with 326,212 consumer evaluations for 792 real print advertisements from 26 product categories. Multinomial logit models were used to investigate the effects of QR code presence on consumer reactions.
Findings
QR codes steer purchase intention in a low-involvement product category if used alongside an emotional appeal. Advertisements for high-involvement products benefit if QR codes are combined with an overall informational appeal. QR codes do not enhance the persuasive effects of advertisements’ informational appeals in a low-involvement product category.
Research limitations/implications
The effects of QR codes on consumers’ responses cannot be analysed in isolation but depend on advertisement context. They interact with advertisements’ informational and emotional appeals and product category involvement.
Practical implications
Marketers should not use QR codes indiscriminately but should carefully consider advertisement context. QR codes should be used alongside an emotional appeal if the marketer’s objective is to induce purchase intention in low-involvement settings. Advertisements for high-involvement products need to combine QR codes with an informational appeal.
Originality/value
This study highlights the interplay of effects in print advertisements, which are typically considered push-based when they are combined with QR codes as pull-based communications in the digital marketing area.
Shannon, R., Sthienrapapayut, T., Moschis, G. P., Teichert, T., & Balikcioglu, B. (2020). Family life cycle and the life course paradigm: A four-country comparative study of consumer expenditures. Journal of Global Scholars of Marketing Science, 30(1
Citation: Shannon, R., Sthienrapapayut, T., Moschis, G. P., Teichert, T., & Balikcioglu, B. (2020). Family life cycle and the life course paradigm: A four-country comparative study of consumer expenditures. Journal of Global Scholars of Marketing Science, 30(1), 34-44. https://doi.org/10.1080/21639159.2019.1613913
Abstract:
Marketers and academics have long been trying to develop effective segmentation models such as several versions of the family life cycle (FLC), which predicts behavior based on stages people are expected to sequentially experience during their lives. However, stage-based factors have been found poor predictors of consumer behavior, and assumptions held by the FLC model fall short of reality. Despite limitations inherent in family life cycle models and recent developments in other disciplines that have resulted in the replacement of the term “life cycle” with the more continuous concept of the “life course,” marketers are yet to capitalize on such recent developments for improving FLC models. This study shows how the traditional FLC model can be improved by incorporating variables from the life course paradigm (LCP). Although the databases employed do not permit the development of refined FLC stages for testing various assumptions derived from the LCP, the paper provides a “sensitizing” framework for thinking how to improve efforts to study consumers at different FLC stages.
Keywords:
Family life cycle; life course; life events; consumer behavior; marketing
Hu, F., Trivedi, R. H. (2020). Mapping hotel brand positioning and competitive landscapes by text-mining user-generated content. International Journal of Hospitality Management, 84(102317), 1-13.
Citation: Hu, F., Trivedi R. H. (2020). Mapping hotel brand positioning and competitive landscapes by text-mining user-generated content. International Journal of Hospitality Management, 84(102317). https://doi.org/10.1016/j.ijhm.2019.102317
Abstract:
This study uncovers hotel brand positioning and competitive landscape mapping by text-mining user-generated content (UGC). Rather than relying on a single dimension of consumer evaluation, the current study detects brand attributes by using both customer preferences as well as perceptual performance to develop meaningful insights. For this, the study combines content analysis and repertory grid analysis (RGA) to answer three key research issues. 111,986 hotel reviews from two biggest Chinese cities are used to explore and visualize the competitive landscape of six selected hotel brands across three hotel categories. Findings from the study will not only advance the existing literature on brand positioning and competitive landscape mapping but also help practitioners in developing brand positioning strategies to fight competitors within and across hotel categories.
Wörfel, P. (2019). Unravelling the intellectual discourse of implicit consumer cognition: A bibliometric review. Journal of Retailing and Consumer Services, (101960), 1-18.
Citation:Wörfel, P. (2019).Unravelling the intellectual discourse of implicit consumer cognition: A bibliometric review (101960). https://doi.org/10.1016/j.jretconser.2019.101960
Abstract:
Consumer judgement, decision-making, and behavior largely rest on mental processes that reside outside of conscious awareness. Indirect measures and accompanying theoretical developments contributed to a better understanding of unconscious processes and produced a thriving stream of literature. More or less interrelated schools of thought emerged, yet the knowledge of the research field lacks full integration. This study aims to unveil the hidden structure of the discourse, condense knowledge, and stimulate further research. To this end, 446 research articles with 16,684 unique references serve as a database. A factor analysis on the co-citation patterns of the top 156 articles identified seven research streams. Social network analysis revealed intellectual connections within and between research streams. The temporal development of research streams shows that the main focus shifted from implicit memory to implicit attitude research after the emergence of the Implicit Association Test (IAT). Implicit theories, although relevant, are isolated from the rest of the research field. This gap holds potential for further knowledge integration.
Teichert, T., Graf, A., Rezaei, S., Wörfel, P., Duh, H. (2019). Measures of Implicit Cognition for Marketing Research. Marketing ZFP - Journal of Research and Management, 41(3), 48-76.
Citation:Teichert, T., Graf, A., Rezaei, S., Wörfel, P., Duh, H.. (2019). Measures of Implicit Cognition for Marketing Research. Marketing ZFP - Journal of Research and Management 41(3), 48-76. https://doi.org/10.15358/0344-1369-2019-3-48
Abstract:
Automatic, unconscious processes largely influence human decision-making. However, quantitative market research focuses on eliciting conscious responses. This foregoes the opportunity to investigate – and steer – preceding cognitive processes of decision-making. Three implicit cognitions are of special relevance along consumers’ journey: Implicit attention introduces the first perception of a stimulus. Implicit associations can cause attitude and preference formation. Finally, approach tendencies can induce impulse buying. This paper provides a broad methodological overview of these implicit cognition measures to guide future researchers’ marketing applications. It presents the methods’ theoretical foundations, outlines how they can overcome explicit measures’ limitations, and sketches their potential for marketing applications. In addition, the authors describe important research paradigms, alternative experimental setups, and data analyses steps to enable researchers to use implicit measurement tools. The measurement instruments are implemented in a non-profit software (AskYourBrain) and tested in an illustrative study. Key findings are summarized and marketing application suggestions made.
Hu, F. (2019). What makes a hotel review helpful? An information requirement perspective. Journal of Hospitality Marketing & Management, 1-21.
Citation: Hu, F. (2019). What makes a hotel review helpful? An information requirement perspective. Journal of Hospitality Marketing & Management, 1-21. https://doi.org/10.1080/19368623.2019.1661931
Abstract:
With the dramatic proliferation of online user-generated content (UGC), research has emerged to gain understanding of what makes a review helpful, and how useful knowledge can be filtered from over-loaded UGC. Hospitality literature has widely examined the characteristics of helpful online reviews for identifying the determinants of helpfulness. In contrast, the influence of embedded opinions in reviews on helpfulness voting has rarely been examined. This study investigated the distribution of 28 identified hotel attributes ranging between helpful and not-helpful categories, in 85,963 hotel reviews. The findings suggest that customer information requirements differ according to hotel class. Some attributes are reported as uniquely helpful for a specific hotel class, such as proximity to a station (3-stars), bed and lobby (4-stars), and experience and drinks (5-stars), whereas other attributes apply to multiple groups, such as walking distance (3?4 stars), English fluency (4?5 stars), and front-desk, street-road, taxi, and value (3?5 stars).
Hillebrand, S., Teichert, T., Steeger, J. (2019). Innovation in Family Firms: An Agency and Resource-Based Lens on Contigencies of Generation and Management Diversity. British Journal of Management, 00, 1-19.
Citation:Hillebrand, S., Teichert, T., Steeger, J. (2019). Innovation in Family Firms: An Agency and Resource-Based Lens on Contigencies of Generation and Management Diversity. British Journal of Management 00, 1-19.. https://doi.org/10.1111/1467-8551.12375
Abstract:
Family firms are increasingly recognized as a heterogeneous group of businesses with specific strengths and weaknesses that make them either superior or inferior to non-family firms.Recent research has therefore started shifting away from comparisons between family
firms and non-family firms to comparisons between family firms. This study investigates the influence of two key paramete rs of ‘familiness’ – the generation in control and the (non-family) management diversity – on family firm innovation. While agency-based
arguments stress the liabilities of these two parameters of family influence, resource-based arguments highlight their benefits. Conflicting effect hypotheses are derived and tested in the context ofGerman family firms. The empirical results imply that family firms’ generational development and higher management diversity influence their innovation positively and that their benefits outweigh their liabilities in the context of German family firms.
Hu, F., Teichert, T., Liu, Y., Li, H., & Gundyreva, E. (2019). Evolving customer expectations of hospitality services: Differences in attribute effects on satisfaction and Re-Patronage. Tourism Management(74), 345-357.
Citation: Hu, F., Teichert, T., Liu, Y., Li, H., & Gundyreva, E. (2019). Evolving customer expectations of hospitality services: Differences in attribute effects on satisfaction and Re-Patronage. Tourism Management(74), 345-357. https://doi.org/10.1016/j.tourman.2019.04.010
Abstract:
Survey-based research on hotel re-patronage is based largely on hotel customer satisfaction measurements and stated re-visit intentions. Less is known about actual re-patronage and evolving traveler preferences in re-visit situations. Online reviews enable longitudinal analyses of individual travelers' hotel assessments. Scrutinizing accommodation experiences manifested in half a million online customer reviews, spanning well above 10 years, this study investigated factors in consumers' satisfaction and repeat patronage for different times of visiting the same hotel. The study found robust evidence as to how consumers’ service evaluations change with repeated visits. Specifically, room quality becomes less important in shaping consumer satisfaction, while re-patronage decisions come to emphasize the quality of service. Hotel location, to which consumers accord minimal weight when assessing their overall hotel satisfaction, was identified as an important determining factor for re-patronage. The patterns revealed in evolving consumer assessments point to new insights for improving hotel offers.
Wilden, R., Gudergan, S., Akaka, M. A., Averdung, A., & Teichert, T. (2019). The role of cocreation and dynamic capabilities in service provision and performance: A configurational study. Industrial Marketing Management, 78, 43-57.
Citation: Wilden, R., Gudergan, S., Akaka, M. A., Averdung, A., & Teichert, T. (2019). The role of cocreation and dynamic capabilities in service provision and performance: A configurational study. Industrial Marketing Management, 78, 43-57. https://doi.org/10.1016/j.indmarman.2018.06.008
Abstract:
The success of a professional service firm relies on its capacity to adapt service provision capabilities to changing environments (i.e., dynamic capabilities) and to create relationships with clients (i.e., cocreation capabilities). However, previous research does not provide specific evidence of the association between these two higher-order capabilities (also called operant resources) and specific service provision capabilities. Furthermore, little is known about how trade-offs between different capabilities relate to performance. This study uses data from 279 marketing advisory firms to explore how different configurations of higher-order dynamic and cocreation capabilities, in consideration of their lower-order service provision capabilities, are associated with similar or different performance. We find that cocreation capabilities can substitute dynamic capabilities, and that dynamic capabilities and cocreation capabilities can compensate for service provision capabilities to affect customer-based performance. However, the same does not apply for financial performance: cocreation capabilities appear to not allow overcoming deficiencies in dynamic capabilities and service provision capabilities. Also, firms can have similar service provision capabilities and experience similar financial performance while emphasizing the use of either dynamic capabilities or cocreation capabilities; suggesting that dynamic capabilities and cocreation capabilities can substitute for each other.
Keywords: Professional service firm, Co-creation , Dynamic capability, Configuration, Operant resource, Service-dominant logic
Effertz, T., Teichert, T., & Tsoy, M. (2019). Fast food, ads, and taste in a Russian child’s mind. Psychology & Marketing, 36(3), 175–187.
Citation: Effertz, T., Teichert, T., & Tsoy, M. (2019). Fast food, ads, and taste in a Russian child’s mind. Psychology & Marketing, 36(3), 175–187. https://doi.org/10.1002/mar.21171
Research demonstrates that brands can influence children’s food preferences and potentially contribute to unhealthy consumption patterns. This article extends this line of research by investigating the complex and interacting effects of food brand marketing on experienced taste. The empirical field in a remote Russian town enabled the assessment of branding effects when entering a newly established market. Examining the combination of various advertisement features with emotional brand elicitation, we derive hypotheses about the interplay of brands and advertisement components linked to the perceived taste of a fast food meal. In Novosibirsk, Russia, 778 children and adolescents aged 10–18 years were exposed to fast food advertisements with real and imaginary brand logos and varying advertising claims. The advertisements consisted of a warning, an exaggerated credence claim, or both. A subsequently offered fast food meal—a portion of French fries—was experimentally varied and prepared to be either healthier but less tasty and unsalted, or less healthy but tastier and salted. The findings verify strong and positive brand effects on children’s taste satisfaction. Warnings in advertisements “worked” only for novel fast food brands by negatively affecting taste satisfaction, but increased taste satisfaction when applied in advertisements for established brands. Single credence claims did not improve the taste experience, but counteracted the negative effects of warnings for novel brands. Finally, the established brand influenced taste satisfaction positively when the fries were saltier. The findings reveal various opportunities for fast food marketing to artificially create taste satisfaction for potentially unhealthy food. Public health strategies that focus on advertising claim restrictions should be reconsidered in the context of possible evasion strategies of the food industry and counter‐effects of warnings among strong fast food brands.
Keywords: Fast food; Marketing to children; Taste experience; Brands; Emotions; Warnings
Zuschke, N. (2019). An analysis of process-tracing research on consumer decision-making. Journal of Business Research.
Citation: Zuschke, N. (2019). An analysis of process-tracing research on consumer decision-making. Journal of Business Research. https://doi.org/10.1016/j.jbusres.2019.01.028
Abstract
Eye tracking has been used for decades to provide insight into the cognitive processes that underlie consumers' decision-making. Since there is a wide variety of tools, ranging from information display boards to functional magnetic resonance imaging, that can be used to better understand these processes, eye tracking should not be viewed in isolation. In order to understand the roots, current developments, and future research avenues of eyetracking research, it is necessary to focus on process-tracing research on consumer decision-making. This paper addresses this issue by quantitatively analyzing 347 articles, along with their 17,798 cited references, by means of factor and social network analysis. Six distinct, but to varying extents interconnected, key research streams dominate the field's research agenda. Revealing the emergence and growth of these research streams shows how their prevalence has changed over time. Several conclusions, based on the results, are drawn and used to indicate possible future research.
Keywords:
Consumer decision-making; Process-tracing; Bibliometric analysis; Eye tracking; Consumer neuroscience; Verbal protocol
Duh, H., & Teichert, T. (2019). Preventing Compulsive Shopping Among Young South-Africans and Germans. Young Consumers.
Citation: Duh, H. and T. Teichert (2019). "Preventing Compulsive Shopping Among Young South-Africans and Germans." Young Consumers 20(1): 29-43. https://doi.org/10.1108/YC-08-2018-0842
Abstract:
Purpose – Young consumers globally are susceptible to becoming compulsive shoppers. Having negative consequences and considering that compulsive shopping may originate from past family life experiences, this study employed human capital life-course and positive-activity theories to suggest a socio-psychological pathway for prevention. It also examined the mediating influence of happiness and money attitude.
Design/methodology/approach – University students in South-Africa (N = 171) and in Germany (N = 202) were surveyed. Structural equation modelling was used to test relationships and multi-group analysis assessed cross-cultural differences.
Findings – Emotional family resources received during childhood positively impacted happiness at young adulthood, which was found a positive driver of budget money attitude. Budget money attitude in turn limited compulsive shopping for German young consumers, but not for South-Africans. Cross-cultural differences are also observed in mediating effects of happiness and budget money attitude.
Trivedi, R. H., & Teichert, T. (2019). The effect of ad smiles on consumer attitudes and intentions: Influence of model gender and consumer gender. Journal of Business Research, 99, 197–205.
Citation: Trivedi, R. H., & Teichert, T. (2019). The effect of ad smiles on consumer attitudes and intentions: Influence of model gender and consumer gender. Journal of Business Research, 99, 197–205. https://doi.org/10.1016/j.jbusres.2019.02.052
Abstract
Firms widely use smiling models to create a positive background setting for advertisements. This study assesses the various effects of smiling in print advertisements across different stages that consumers go through as they form brand or ad attitudes as well as purchase intentions, while also considering interaction effects between the genders of models and viewers. Empirical evidence comes from 175,647 consumer evaluations of 421 real advertisements across a broad spectrum of product categories (22). Beyond gender, a smiling model not only effects a positive attitude change but also influences a product’s integration into a relevant set and a consumer’s purchase intention. For female consumers, a smiling model of the same gender exerts a greater influence on positive brand attitude change and on purchase intention. Advertisers should avoid using non-smiling male models when targeting female consumers. In contrast, smiling models of both genders can positively influence male consumer reaction, while use of a female model should be avoided during the early stages.
Reckmann, T., & Teichert, T. (2019). Antecedents of WOM: Product Appraisal and Brand Relationship as Drivers of Customer Referral Dimensions. Marketing ZfP, 41(1), 50-66.
Citation: Reckmann, T., & Teichert, T. (2019). Antecedents of WOM: Product Appraisal and Brand Relationship as Drivers of Customer Referral Dimensions. Marketing ZfP, 41(1), 50-66.
Abstract
Word of Mouth (WOM) is typically investigated as an exogeneous variable influencing con-sumers´ future product purchases. Whereas drivers of positive and negative WOM are well investigated, antecedents of different types of positive WOM are hardly differentiated. This research investigates the multifaceted nature of consumers’ product and brand encounters as antecedents of distinct WOM referral dimensions. A large-scale cross-sectional survey connects WOM incidents with consumers’ a-priori product and brand interactions. Seemingly unrelated regressions are applied to disentangle the effects of product appraisal and brand relationship on different dimensions of customer referral. Whereas product appraisals evoke functional referral, brand relationships particularly foster prescriptive and emotional WOM. Researchers are thus encouraged to inspect ex ante experiences with products and brands to better explain and predict consumers’ WOM behavior. Practitioners can use the derived insights to proactively steer de-sirable forms of WOM by designing supportive consumer experiences.
Hillebrand, S. (2018). Innovation in family firms–a generational perspective. Journal of Family Business Management.
Citation: Hillebrand, S. (2018). Innovation in family firms–a generational perspective. Journal of Family Business Management. https://doi.org/10.1108/JFBM-04-2018-0011
Abstract
Purpose
The purpose of this paper is to clarify the generation–innovation relationship in family firms. The study acknowledges that the degree of family influence on a firm varies over generations and tests if the generation–innovation relationship is affected by two defining characteristics of family influence (family management and intention to transfer family control). Based on recent research that deconstructed a family’s influence, this paper seeks to contribute to disentangling the ambivalent findings on family firm innovation.
Design/methodology/approach
The study draws on the Community Innovation Survey and analyzes a comprehensive data set of German family firms. The analysis builds on a structural equation model and tests if the two defining characteristics of family influence serve as mediators in the generation–innovation relationship.
Findings
The study suggests that family firms raise their innovation output over generations. Yet, a considerable fraction of the increase occurs via indirect paths – particularly via the intent to transfer family control to succeeding generations. The results indicate that increased family influence has positive and negative effects on innovation, reinforcing the need for careful application of the family firm definition.
Research limitations/implications
The sample is exclusively composed of German firms and the generalizability of the findings is limited. Future researchers may also overcome further limitations related to the survey data used.
Practical implications
The results urge family firm leaders to recognize the vital role of succession planning and non-family management involvement in an innovation context.
Originality/value
The study deconstructs the varying degree of family influence over generations and adds to the fields of family firm innovation, family firm definitions and typologies.
Keywords: Family business, Innovation, Management, Generation, Family firm definition
Teichert, T., Hardeck, D., Liu, Y., & Trivedi, R. (2018). How to Implement Informational and Emotional Appeals in Print Advertisements. Journal of Advertising Research, 58(3), 363–379.
Citation: Teichert, T., Hardeck, D., Liu, Y., & Trivedi, R. (2018). How to Implement Informational and Emotional Appeals in Print Advertisements. Journal of Advertising Research, 58(3), 363–379. https://doi.org/10.2501/JAR-2017-054
Abstract: Advertising nudges consumers along several steps to purchase, and each step necessitates that advertisers set different objectives and message strategy. This study offers a framework for the appropriate choice of advertising appeals based on advertisers’ objectives and target group demographics. The study differentiates magazine advertisements’ effects for five marketing objectives along the hierarchy-of-effect model, while accounting for moderating effects of age and gender. Results show that emotional appeals are superior to informational appeals for most marketing objectives, but not for achieving integration into the evoked set. Consumers’ age and gender significantly influence the effects of advertising appeals and reveal interaction effects.
Mohseni, S., Jayashree, S., Rezaei, S., Kasim, A., & Okumus, F. (2018). Attracting tourists to travel companies’ websites. Current Issues in Tourism, 21(6), 616–645.
Citation: Mohseni, S., Jayashree, S., Rezaei, S., Kasim, A., & Okumus, F. (2018). Attracting tourists to travel companies’ websites: the structural relationship between website brand, personal value, shopping experience, perceived risk and purchase intention. Current Issues in Tourism, 21(6), 616–645. https://doi.org/10.1080/13683500.2016.1200539
Abstract
This article aims to examine the structural relationship between website brand, personal value, shopping experience, perceived risk and purchase intention from travel websites. Built upon the theory of consumers’ perceived risk, a theoretical model was proposed and a questionnaire was developed. The fieldwork utilized responses from 409 participants who purchased travel items from websites of Malaysian travel companies. Partial least square (PLS) path modelling approach, a variance-based structural equation modelling (VB-SEM), was used to assess the overall goodness-of-fit tests, measurement and structural model. The results highlight different aspects related to the effectiveness and attractiveness of travel companies’ websites. Its unique finding highlights the importance of personal value as a user characteristic factor that can strongly affect online purchase intention. In addition, by combining user characteristics and website characteristic and examining them in a single model, this study provides a clear multidimensional picture of causal relationship between latent constructs in an online travel purchase context. Theoretical and practical implications of study results are discussed and suggestions for future research are provided.
Keywords: travel, website brand, personal value, online shopping experience, perceived risk, purchase intention, online travel agent
Ho, R. C., & Rezaei, S. (2018). Social Media Communication and Consumers Decisions: Analysis of the Antecedents for Intended Apps Purchase. Journal of Relationship Marketing, 1-25.
Citation: Ho, R. C., & Rezaei, S. (2018). Social Media Communication and Consumers Decisions: Analysis of the Antecedents for Intended Apps Purchase. Journal of Relationship Marketing, 1-25. https://doi.org/10.1080/15332667.2018.1492322
Abstract
The purpose of this study is to investigate how consumer’s socialization could shed light on social commerce apps behavioral intention (SCABI). Social commerce communication, virtual community trust, post-usage usefulness, perceived enjoyment, subjective norm, attitude toward the apps, and behavioral control are proposed as the several antecedents of behavioral intention of social commerce purchase decisions. Drawn from the Theory of Planned Behavior and social exchange paradigm, a theoretical model was developed and a list of (17) hypotheses was tested empirically. The sample included 230 respondents; structured equation modeling (SEM) was employed for measurement and structural evaluation. Prior to the evaluation of the measurement model and structural relationships, the indices for evaluation of goodness of model fit were obtained and the results show satisfactory values. The statistical results imply a reliable and valid measurement scale and the direct relationships were mostly supported. However, the virtual community trust → post usage usefulness, perceived enjoyment → SCABI, social commerce communication → attitude, attitude → SCABI, and subjective norm → attitude relationships were not supported. Therefore, social media, which is a highly social-related communication platform, plays a pivotal role in consumer decision making for online product purchases. Practical and theoretical implications are discussed.
Keywords: attitude toward apps, purchase decisions, social commerce apps, social media communication
Teichert, T., & Heidel, B. (2018). (Nicht-)Kompensatorik beim Kauf neuer FMCG-Produkte. transfer - Werbeforschung & Praxis, 64(1), 6-16.
Citation: Teichert, T., & Heidel, B. (2018). (Nicht-)Kompensatorik beim Kauf neuer FMCG-Produkte. transfer - Werbeforschung & Praxis, 64(1), 6-16.
Abstract: In der Praxis wird häufig implizit davon ausgegangen, dass neue Produkte des täglichen Bedarfs am PoS auf Basis einer kompensatorischen Kaufentscheidung, bei der mehrere Merkmale berücksichtigt und gegeneinander abgewogen werden, gekauft werden. Dieser Beitrag untersucht die Rolle der Kompensatorik bzw. der Nicht-Kompensatorik bei der Wahl neuer FMCG-Produkte. Anhand einer kritischen Bestandsaufnahme der Literatur werden je zwei Hypothesen zur Existenz und zu den Effekten von Nicht-Kompensatorik abgeleitet. In einem qualitativen Pretest und in einer Experimentalstudie wird empirisch geprüft, welcher Entscheidungstyp dominiert und welchen Einfluss Top-down- und Bottom-up-Prozesse auf die jeweiligen Auswahlentscheidungen ausüben. Die empirischen Befunde belegen einen überwiegenden Einsatz von Nicht-Kompensatorik bei Neuproduktentscheidungen. Da systematische Abweichungen in der Bedeutung einzelner Produktattribute bestehen, ist die Berücksichtigung des Entscheidungstyps von hoher Relevanz für die Marktforschungs- und Produktgestaltungspraxis.
Shahijan, M. K., Rezaei, S., & Amin, M. (2018). Qualities of effective cruise marketing strategy: Cruisers’ experience, service convenience, values, satisfaction and revisit intention. Intl. Journal of Quality & Reliability Mgmt, 35(10), 2304-2327.
Citation: Shahijan, M. K., Rezaei, S., & Amin, M. (2018). Qualities of effective cruise marketing strategy: Cruisers’ experience, service convenience, values, satisfaction and revisit intention. International Journal of Quality & Reliability Management, 35(10), 2304-2327. https://doi.org/10.1108/IJQRM-07-2017-0135
Abstract
Purpose
The objective of this study is to investigate the qualities of a delighted cruise travelling experience and proposed cruisers’ experience, service convenience, and perceived overall value as the drivers of cruisers’ satisfaction and revisit intention. Thus, the attributes of effective cruise marketing strategy in formulating consumer’s recreational experiences are examined.
Design/methodology/approach
A total of 287 questionnaires were collected and structural equation modelling (SEM) technique was used to analyse data obtained from cruise travellers.
Findings
The empirical results indicated that service convenience and cruisers’ experience significantly influence perceived overall cruisers’ satisfaction and revisit intention whereas perceived overall cruise value influence perceived overall cruisers’ satisfaction but not cruisers’ revisit intention. Furthermore, empirical assessments support that service convenience is a higher-order model (reflective-reflective) consisting of decision convenience, access convenience, transaction convenience, benefit convenience, post-benefit convenience.
Originality/value
This research is among ongoing attempts that have been carried out regarding qualities of cruise satisfaction and revisits intention and uncovers recreational experiences to propose an effective cruise-marketing strategy.
Keywords: Cruisers’ experience; service convenience; perceived value; cruisers’ satisfaction; revisit intention; cruise marketing strategy
Teichert, T., Mühlbach, C. (2018). The Second Health Care Market: Market Mapping Based upon Consumer Perception, Gesundheitswesen, 80(3), 247-249.
Citation: Teichert, T., Mühlbach, C. (2018). The Second Health Care Market: Market Mapping Based upon Consumer Perception, Gesundheitswesen, 80(3), 247-249. https://doi.org/10.1055/s-0041-111843
Introduction: The aim of the study was a picture of the individual consumer view of the specific market of health and health products, the second German health market. A visual localization of the investigated product categories in the way of a market analysis supplemented this visualization.
Methods: A large-scale representative survey (N = 1033) determined with an innovative adaptation of the repertory grid method the consumer's perspective on the observed specific market. Basic questions concerning the health setting as well as the practice of healthy behaviors completed the telephone survey.
Results: Health is in saturated markets, especially in terms of aging societies, a growth market, which is not limited to primary medical products. In this study, product categories such as "dental care", "fruits and vegetables" or "nuts" were classified as healthy products.
Conclusion: The relevance of health, including macroeconomic context, has been long underestimated. Health has still a high priority for consumers. A disclosure of individual perceptions in the health context provides a significantly more productive product design. The identification of healthy product dimensions from the consumer's perspective brings to shed light on the actual desired product properties and the resulting potential available.
Tercia, C., Teichert, T., Sirad, D., & Soehadi, A. (2018). Conveying pre-visit experiences through travel advertisements and their effects on destination decisions. Journal of Destination Marketing & Management.
Citation: Tercia, C., Teichert, T., Sirad, D., & Soehadi, A. (2018). Conveying pre-visit experiences through travel advertisements and their effects on destination decisions. Journal of Destination Marketing & Management. https://doi.org/10.1016/j.jdmm.2018.12.005
Abstract
Potential travelers need to anticipate their vacation experiences when making their travel destination choices. Advertisements are used as external stimuli to support the process of consumption vision elaboration by evoking emotions and communicating specific experience dimensions. Using a generic experience economy framework, we differentiate between travel experiences with passive and active participation, as well as between those with immersion and absorption experiences. Our findings show that the effects of advertisements on arousing travelers´ visit interest and fulfilling their information needs, depend on the specific type of envisioned travel experience. Travelers’ emotional response to advertisements has a partially mediating effect on their effectiveness. We provide suggestions for marketing practitioners and effect modelers.
Keywords: Consumption vision elaboration; Pre-visit experience; Experience economy; Tourism Advertising; Emotional Response.
Trivedi, R. H., & Teichert, T. (2018). Attitudes, beliefs and impulsivity in online gambling addiction. International Gambling Studies, 18(2), 327–342.
Citation: Trivedi, R. H., & Teichert, T. (2018). Attitudes, beliefs and impulsivity in online gambling addiction. International Gambling Studies, 18(2), 327–342. https://doi.org/10.1080/14459795.2018.1466188
ABSTRACT
Gambling research often refers to attitude and belief measurements to distinguish between problem and non-problem gamblers. Past studies also indicated that problem gamblers have a tendency to steeply discount rewards. The authors join both research streams and investigate the relationships between attitudes and beliefs on gambling addiction with the moderating effects of delay discounting using a novel methodological approach of double-hurdle model. They thereby differentiate the five sub-dimensions of the Gambling Attitude and Belief Scale (GABS): emotions, chasing, luck, attitudes and strategies. Findings show that emotional predispositions and chasing tendencies are positively related to the severity of online gambling addiction, independent of gamblers’ impulsivity. In contrast, gambling attitudes act as inhibitor for gamblers willing to wait for some time to receive higher reward. Findings show that money-related impulsiveness influences the relationship between sub-dimensions of GABS and gambling addiction: gambling attitudes and beliefs do not necessarily harm online gamblers but their positive or negative relationship to addiction depends on online gamblers’ impulsivity.
KEYWORDS: Gambling attitude, gambling beliefs, addiction, double-hurdle model, online gambling, impulsivity, delay discounting
Ackermann, C.-L., Teichert, T., & Truong, Y. (2018). ‘So, what is it? And do i like it?’ New product categorisation and the formation of consumer implicit attitude. Journal of Marketing Management, 34(9-10), 796–818.
Citation: Ackermann, C.-L., Teichert, T., & Truong, Y. (2018). ‘So, what is it? And do i like it?’ New product categorisation and the formation of consumer implicit attitude. Journal of Marketing Management, 34(9-10), 796–818. https://doi.org/10.1080/0267257X.2018.1515102
ABSTRACT
Prior literature on knowledge transfer learning suggests that cognitive effort is required to categorise new products and to develop attitudes toward them. This study investigates whether a single exposure to category-related cues of a new product can trigger successful categorisation and lead to attitude formation. A total of 250 respondents were confronted with a fictitious new product, in condition of either high- or low-attention devoted to the new product. We found that a single exposure to category-related cues of a new product not only led to the participants’ categorisation of the new product into the targeted category independently of the attention level, but also shaped their implicit and explicit attitudes toward the new product. However, a minimum level of attention was required to observe the formation of implicit attitudes while explicit attitudes were not fully developed.
KEYWORDS: New product categorisation, implicit and explicit attitudes, implicit association test
Shahijan, M. K., Rezaei, S., & Guptan, V. P. (2018). Marketing public and private higher education institutions: A total experiential model. International Review on Public and Nonprofit Marketing, 15(2), 205-234.
Citation: Shahijan, M. K., Rezaei, S., & Guptan, V. P. (2018). Marketing public and private higher education institutions: A total experiential model of international student’s satisfaction, performance and continues intention. International Review on Public and Nonprofit Marketing, 15(2), 205-234. https://doi.org/10.1007/s12208-018-0198-2
Abstract
While Malaysia has a great potential to be an education hub that attracts many international students to pursue their educational dreams in the country, a few empirical studies examined the total experiences of international students’ satisfaction in the public and private higher education institutions. The aim of this study is to measure the international students’ total experience in the Malaysian higher education sector. A theoretical research model is proposed with three identical stages including pre, during and post stages. Specifically, this study proposes that the international student’s total experience model includes university image, students’ expectation, past students experience, information sources and service quality (first stage), and the second stage includes the level of satisfaction and students’ perceived performance. The third stage, post stage, is the last stage includes international student’s continuance intention of further study. A total of 535 questionnaires were collected from international students in Malaysia in order to empirically test the theoretical model using variance based structural equation modeling for the evaluation of measurement and structural model. Statistical results imply that the model explains 65.5% of variances in international student’s continuance intention of further study. Moreover, empirical study illustrates the total experience of international students in public and private universities impacts the individual-perceived value and service quality. Practical and theoretical implications are discussed.
Chua, P. Y., Rezaei, S., Gu, M.-L., Oh, Y., & Jambulingam, M. (2018). Elucidating social networking apps decisions. Nankai Business Review International, 9(2), 118–142.
Citation: Chua, P. Y., Rezaei, S., Gu, M.-L., Oh, Y., & Jambulingam, M. (2018). Elucidating social networking apps decisions. Nankai Business Review International, 9(2), 118–142. https://doi.org/10.1108/NBRI-01-2017-0003
Purpose
The purpose of this research is to investigate the determinants of behavioural intention and use behaviour towards social networking apps. Exogenous latent constructs namely performance expectancy, effort expectancy, and social influence are the key antecedents proposed based on the unified theory of acceptance and use of technology (UTAUT) to predict the usage intention and behaviour of social networking apps (i.e., endogenous latent constructs). Experience as a moderator is the extended construct to explain social networking apps user’s behavioural intention.
Design/methodology/approach
To target young generation (Millennial), a cross-sectional data collection approach was conducted to collect data from the social networking apps users (i.e., Facebook, Whatsapp, Wechat, Twitter, Instagram, YouTube, Snapchat and others) whereby a total of 384 valid questionnaires were obtained from six universities in Malaysia. Statistical analysis using partial least squares (PLS) path modelling approach, a variance-based structural equation modelling (VB-SEM) techniques is performed to analyse the measurement and structural relationship.
Findings
The findings indicate that performance expectancy, effort expectancy, and social influence determine behavioural intention and behavioural intention impact social networking apps use behaviour. Moreover, the moderation analysis reveals the relationship between effort expectancy and behavioural intention is moderated by experience while the relationship between social influence and behavioural intention is not moderated by experience.
Originality/value
While the surge of social networking apps has gained tremendous popularity among Millennial as an attractive market segment, previous studies mainly have focused on intention and behaviour of online users in general. Despite apps and related technologies which have opened a new era of effective communications in marketing, social networking apps usage intention and behaviour focusing on Millennial is not well understood in the current literature. This study contributes and sheds lights on the current issue of social networking apps usage intention and behaviour and looks into a key rising market segment, the Millennial users.
Rezaei, S., & Valaei, N. (2018). Apps shoppers' behaviour and the moderating effect of product standardisation/brand recognition: a maximum likelihood estimation approach. International Journal of Electronic Marketing and Retailing, 9(2), 184–206.
Citation: Rezaei, S., & Valaei, N. (2018). Apps shoppers' behaviour and the moderating effect of product standardisation/brand recognition: a maximum likelihood estimation approach. International Journal of Electronic Marketing and Retailing, 9(2), 184–206. https://doi.org/10.1504/IJEMR.2018.090893
Abstract
The purpose of this study is to examine the structural relationship between subjective norm, attitude, intention, and behaviour via Apps and the moderating effect of product standardisation/brand recognition. Confirmatory maximum likelihood estimation (MLE) approach, a covariance based-structural equation modelling (CB-SEM) technique, was performed for assessment of the reflective measurements, structural relationship between latent constructs and moderation effect. A total of 340 online questionnaires (N = 340) was collected and the results support the structural relationship between the latent constructs and specify a valid model fit (positive and direct effects). In addition, multigroup moderation SEM analysis (critical ratio values) reveal that the degree of standardisation/brand recognition (standard vs. non-standard) moderates the structural relationships. This study provides a basic set of guidelines for the application of confirmatory MLE in the evaluation of direct effects (one tail hypotheses) and multigroup SEM analyses for moderation effects. Theoretical and managerial implications of the study are further discussed.
Rezaei, S. (2018). Dragging Market Mavens to Promote Apps Repatronage Intention: The Forgotten Market Segment. Journal of Promotion Management, 24(4), 511–532.
Citation: Rezaei, S. (2018). Dragging Market Mavens to Promote Apps Repatronage Intention: The Forgotten Market Segment. Journal of Promotion Management, 24(4), 511–532. https://doi.org/10.1080/10496491.2017.1380106
ABSTRACT
While diffusers of market information, their level of involvements and experiences in the marketplace are essential to a market segment, a few empirical research have examined the role of market mavens in promoting Apps retail channel repatronage intention. The purpose of this study is to investigate the structural relationship between flow experience, immersive satisfaction (affective), experiential satisfaction (cognitive), market maven tendency, and Apps repatronage intention (ARI). A total of 407 valid online questionnaires were collected to conduct the statistical analyses using partial least square path modeling approach. The results imply that flow experience, immersive and experiential satisfaction are several determinants of market mavens in promoting Apps retail stores. Practically, the results imply that consumers with a high level of perceived flow experience, immersive and experiential satisfaction exhibit higher tendency of involvement, diffuse more Apps market information and further show a high level of ARI. Theoretically, this study uncovers the experience, satisfaction, market mavenism, and repatronage linkages, and proposes a set of key determinants to explain ARI in an E-retailing environment. The implications and limitations are discussed.
Rezaei, S., Emami, M., & Ismail, N. (2018). Paid internet advertising (PIA) and frequency of apps-buying decisions. Journal of Enterprise Information Management, 31(3), 463–487.
Citation: Rezaei, S., Emami, M., & Ismail, N. (2018). Paid internet advertising (PIA) and frequency of apps-buying decisions. Journal of Enterprise Information Management, 31(3), 463–487. https://doi.org/10.1108/JEIM-08-2017-0113
Purpose
Despite the tremendous advancement of information technology worldwide, a few attempts have been made to uncover the effectiveness of Paid Internet Advertising (PIA) on consumers buying decisions for retail enterprises in emerging markets. The purpose of this study is to examine the structural relationships between consumer self-confidence, perceived intrusiveness, continuance search intention, attitude towards PIA, and frequency of Apps buying decisions.
Design/methodology/approach
A total number of 515 online questionnaires were obtained from a sample of experienced Apps shoppers who were disposed to PIA, in order to evaluate the theoretical model. VB-SEM, which is a variance-based structural equation modelling technique, was applied to assess the measurement scales and structural relationship between exogenous and endogenous constructs.
Findings
Overall, the structural results imply that the proposed model explains 0.738% of variances in consumer’s continuance search intention and 0.756% of the frequency of Apps buying decisions. The results support that consumer self-confidence positively influences attitude towards PIA, continuance search intention and frequency of Apps-buying decisions, however, consumer self-confidence is negatively related to perceived intrusiveness. Similarly, attitude towards PIA is positively related to continuance search intention and frequency of Apps buying decision. Besides, perceived intrusiveness negatively influences attitude towards PIA, continuance search intention and frequency of Apps buying decisions. Lastly, continuance search intention and the frequency of Apps-buying decisions are positively related.
Originality/value
Despite the fact that PIA and its utilisation has been a recent growing trend in managing retail enterprises worldwide, a few studies have been conducted on possible end results of PIA, including consumer continuous Apps search intention and purchase decisions.
Cicero, L., & Teichert, T. (2018). Children's influence in museum visits: antecedents and consequences. Museum Management and Curatorship, 33(2), 146–157.
Citation: Cicero, L., & Teichert, T. (2018). Children's influence in museum visits: antecedents and consequences. Museum Management and Curatorship, 33(2), 146–157. https://doi.org/10.1080/09647775.2017.1420485
Families are an important target group for museums. To attract them, museum managers use diverse marketing measures when addressing parents. However, children often influence family decision-making processes significantly. This study investigates the determinants and consequences of children’s influence on museum visit decisions. Research questions focus on the decision process variations among family groups.
Rezaei, S., & Valaei, N. (2017). Crafting experiential value via smartphone apps channel. Marketing Intelligence & Planning, 35(5), 688–702.
Citation: Rezaei, S., & Valaei, N. (2017). Crafting experiential value via smartphone apps channel. Marketing Intelligence & Planning, 35(5), 688–702. https://doi.org/10.1108/MIP-08-2016-0141
Purpose
The purpose of this paper is to investigate the impact of post-usage usefulness (PUU), experiential value, and apps channel satisfaction on consumer continuance intention in using the smartphone apps retail channel for shopping activities. The study proposes that experiential value mediates both the relationship between PUU and apps channel satisfaction and the relationship between PUU and apps channel continuance intention.
Design/methodology/approach
A total of 467 valid questionnaires were received from Malaysian experienced smartphone apps shoppers (minimum of six months experience) from
Findings
The hypotheses testing imply that all direct hypotheses between latent constructs are supported. Experiential value partially mediates the relationship between PUU and apps channel satisfaction and the hypothesis on its mediation role on the relationship between PUU and apps channel continuance intention is rejected.
Originality/value
Despite the rapid development of information technology, a few research uncovered how businesses can create value through smartphone apps channel. Rather than focussing exclusively on online retailing, physical stores and e-commerce in general as a retail distribution strategy, this study empirically uncovered that value creation process could be achieved through smartphone apps channel.
Keywords:Experiential value, Apps channel continuance intention, Apps channel satisfaction, Apps retail channel
Soh, C. Q. Y., Rezaei, S., & Gu, M.-L. (2017). A structural model of the antecedents and consequences of Generation Y luxury fashion goods purchase decisions. Young Consumers, 18(2), 180–204.
Citation: Soh, C. Q. Y., Rezaei, S., & Gu, M.-L. (2017). A structural model of the antecedents and consequences of Generation Y luxury fashion goods purchase decisions. Young Consumers, 18(2), 180–204. https://doi.org/10.1108/YC-12-2016-00654
Abstract
Purpose – The purpose of this study is to investigate the structural relationships between brand consciousness, perceived quality, social influences, traits of vanity, the need for uniqueness (i.e. antecedents), Generation Y purchase intentions and
Design/methodology/approach – An integrative theoretical model is proposed based on social comparison theory, social impact theory, the perceived quality model and theory of uniqueness to predict the antecedents and consequences of Generation Y luxury fashion goods purchase decisions. Using cross-sectional data, a total of 384 sets of valid questionnaires were collected to perform the
statistical analysis
Findings – Overall, the structural results imply that the proposed model explains 73.1 and 64
two-tailed hypotheses reveal that brand consciousness, perceived quality, social influences, traits of vanity and the need for uniqueness influence Generation Y purchase intention. Moreover, perceived quality and social influences impact purchase
Originality/value – There is a lack of empirical evidence and understanding on the influences of consumer purchase intention and
Keywords Generation Y, Perceived quality, Brand consciousness, Need of uniqueness, Social influences, Traits of vanity
Valaei, N., Rezaei, S., & Emami, M. (2017). Explorative learning strategy and its impact on creativity and innovation. Business Process Management Journal, 23(5), 957–983.
Citation: Valaei, N., Rezaei, S., & Emami, M. (2017). Explorative learning strategy and its impact on creativity and innovation. Business Process Management Journal, 23(5), 957–983. . https://doi.org/10.1108/BPMJ-12-2015-0179
Abstract:
Purpose
The purpose of this paper is to examine the structural relationships among explorative learning strategy, improvisational creativity, compositional creativity, and innovation in information and communication technology small- and medium-sized enterprises (ICT-SMEs).
Design/methodology/approach
In total, 213 valid questionnaires from SMEs’ top management positions were evaluated to investigate the proposed model of the research empirically. As a methodological approach, partial least square (PLS) path modeling approach, a variance-based structural equation modeling was employed.
Findings
The statistical results imply that explorative learning has a positive impact on improvisational creativity and innovation while improvisational creativity has a positive influence on compositional creativity and innovation as well. Compositional creativity and innovation are also positively associated. Surprisingly, improvisational creativity mediates the relationship between explorative learning and innovation. Furthermore, PLS-multi group analysis reveals that heterogeneity exists in the collected data and number of employees is a moderating variable. The results of the research indicate that companies with number of employees between 51 and 100 are more creative and innovative in comparison with other groups. On the other hand, the positive relationship between explorative learning and compositional creativity was not supported in this research.
Originality/value
This study is one of the few research works in the realm of examining the structural relationship among explorative learning strategy, improvisational creativity, compositional creativity, and innovation in ICT-SMEs, regarding the number of employees as a moderating variable.
Rezaei, S., Mazaheri, E., & Azadavar, R. (2017). Determinants of experienced tourists’ satisfaction and actual spending behavior: a PLS path modelling approach. International Journal of Culture, Tourism and Hospitality Research, 11(2), 157–181.
Citation: Rezaei, S., Mazaheri, E., & Azadavar, R. (2017). Determinants of experienced tourists’ satisfaction and actual spending behavior: a PLS path modelling approach. International Journal of Culture, Tourism and Hospitality Research, 11(2), 157–181. https://doi.org/10.1108/IJCTHR-09-2015-0107
Abstract
Purpose – The purpose of this paper is to examine the impact of customer perceived relationship marketing (CPRM), service quality and brand experience on tourists’ satisfaction and actual spending behavior in the emerging hospitality industry in Iran.
Design/methodology/approach – A total of 308 valid questionnaires were collected to empirically evaluate the measurement and structural model using the PLS path modelling approach, a variance-based structural equation modelling (VB-SEM) technique.
Findings – The results support the causal relationships that exist between the exogenous and endogenous constructs. Furthermore, three other factors were found to be second-order constructs: brand experience (reflective-reflective) comprising of sensory, affective, behavioural and intellectual; service quality (reflective-reflective) comprising of tangibility, reliability, responsiveness, assurance and
empathy; and actual spending behaviour (reflective-reflective) comprising of dining frequency and dining expenditure.
Originality/value – Current literature has commonly investigated the attitude, satisfaction and behaviour of a traveller’s intentions; however, limited research has examined an experienced tourist’s actual spending behaviour in an emerging hospitality industry environment, such as Iran.
Keywords Iran, Service quality, Tourist satisfaction, Actual spending behavior, Customer perceived relationship marketing (CPRM), Partial least square (PLS) path modeling approach
Rezaei, S., & Valaei, N. (2017). Branding in a multichannel retail environment. Information Technology & People, 30(4), 853–886.
Citation: Rezaei, S., & Valaei, N. (2017). Branding in a multichannel retail environment. Information Technology & People, 30(4), 853–886. https://doi.org/10.1108/ITP-12-2015-0308
Purpose
The purpose of this paper is to investigate the structural relationship between online brand equity, brand experience, brand attitude, and brand attachment while considering the moderating effect of store type (online stores vs app stores) and product type.
Design/methodology/approach
A total of 459 completed online questionnaires were collected from experienced online (n=254) and app shoppers (n=205) to empirically test the proposed model. Partial least squares path modeling approach, a variance-based structural equation modeling, was performed to evaluate the measurement and the structural model.
Findings
The study’s empirical investigation validates the proposed model and implies that online brand equity, brand experience, and brand attitude explain 66 percent of variances in brand attachment. Partial least square-multi group analysis reveals that the type of store and product type are moderators to all the proposed relationships except the hypothesis on the relationship between online brand equity and brand attachment.
Originality/value
With the tremendous advancement of information technology that enables firms to deploy multichannel strategy in their core business activities, the role of brand in a multichannel retail environment has been ignored. This study is among several attempts to examine the role of brand among consumers experienced with online and app stores. The practical implications and limitation are discussed.
Bihamta, H., Jayashree, S., Rezaei, S., Okumus, F., & Rahimi, R. (2017). Dual pillars of hotel restaurant food quality satisfaction and brand loyalty. British Food Journal, 119(12), 2597–2609.
Citation: Bihamta, H., Jayashree, S., Rezaei, S., Okumus, F., & Rahimi, R. (2017). Dual pillars of hotel restaurant food quality satisfaction and brand loyalty. British Food Journal, 119(12), 2597–2609. https://doi.org/10.1108/BFJ-07-2016-0344
Abstract:
Purpose: Current study investigates the impact of service quality (physical quality and staff behaviour) and brand equity (brand quality, brand awareness and brand image) on hotel restaurant food quality satisfaction and brand loyalty among international and local travellers in Malaysia.
Design/methodology/approach: A total of 354 valid questionnaires were collected to assess the measurement and structural model for reflective latent constructs using the two steps of covariance-based structural equation modelling (CB-SEM).
Findings: The research findings suggest that while travellers’ nationality moderates the path between physical quality, staff behaviour and brand image on food quality satisfaction, it does not moderate the relationship between brand quality and brand awareness on food quality satisfaction. This finding further suggests that toward enhancing service quality and brand equity on food quality satisfaction and brand loyalty, managers should understand the important distinctions between international and local travellers.
Originality/value: Previous studies have mostly examined the impact of brand equity and service quality towards tourist satisfaction and very few studies have examined the impact of restaurant service quality and brand equity on consumer satisfaction and brand loyalty specifically among international and local travellers. This is one of the first few studies providing empirical evidence and discussions in this area.
Rost, K., Teichert, T., & Pilkington, A. (2017). Social network analytics for advanced bibliometrics: referring to actor roles of management journals instead of journal rankings. Scientometrics, 112(3), 1631–1657.
Citation: Rost, K., Teichert, T., & Pilkington, A. (2017). Social network analytics for advanced bibliometrics: referring to actor roles of management journals instead of journal rankings. Scientometrics, 112(3), 1631–1657. https://doi.org/10.1007/s11192-017-2441-8.
Abstract: Impact factors are commonly used to assess journals relevance. This implies a simplified view on science as a single-stage linear process. Therefore, few top-tier journals are one-sidedly favored as outlets, such that submissions to top-tier journals explode whereas others are short of submissions. Consequently, the often claimed gap between research and practical application in application-oriented disciplines as business administration is not narrowing but becoming entrenched. A more complete view of the scientific system is needed to fully capture journals´ contributions in the development of a discipline.
Simple citation measures, as e.g. citation counts, are commonly used to evaluate scientific work. There are many known dangers of miss- or over-interpretation of such simple data and this paper adds to this discussion by developing an alternative way of interpreting a discipline based on the positions and roles of journals in their wider network. Specifically, we employ ideas from the network analytic approach. Relative positions allow the direct comparison between different fields. Similarly, the approach provides a better understanding of the diffusion process of knowledge as it differentiates positions in the knowledge creation process. We demonstrate how different modes of social capital create different patterns of action that require a multi-dimensional evaluation of scientific research. We explore different types of social capital and intertwined relational structures of actors to compare journals with different bibliometric profiles. Ultimately, we develop a multi-dimensional evaluation of actor roles based upon multiple indicators and we test this approach by classifying management journals based on their bibliometric environment.
Keywords: Social network analysis, Journal ranking, Management Journal, 30 actor roles
Teichert, T., Gainsbury, S. M., & Mühlbach, C. (2017). Positioning of online gambling and gaming products from a consumer perspective: A blurring of perceived boundaries. Computers in Human Behavior, 75, 757–765.
Citation: Teichert, T., Gainsbury, S. M., & Mühlbach, C. (2017). Positioning of online gambling and gaming products from a consumer perspective: A blurring of perceived boundaries. Computers in Human Behavior, 75, 757–765. https://doi.org/10.1016/j.chb.2017.06.025
Abstract: Traditionally disparate markets and products, gambling activities and games have begun to overlap in many ways, particularly in the online marketplace. Consumers appear to be moving between these activities, indicating perception of similarities in products. The hybrid nature of some activities has resulted in gambling regulators considering whether they need to act with regards to certain games. Typically, regulatory classifications and taxonomies have been centred on objective features of product offerings, based on the perspective of producers and technology. However, consumer perspective is relevant to defining markets and understanding the potential migratory relationship between products. This research aims to gather an indepth understanding about the multifacetal market space of online gambling and gaming from a consumer perspective. A large-scale survey (n=1000 respondents) assesses perceived similarities between 16 gaming and 9 gambling products by means of holistic triadic comparisons. Multidimensional scaling provides evidence for enduring market boundaries between online gambling and gaming products, but indicates several fine-grained similarities on the level of specific products. Products encountering elements of skill, planning, consideration, and achievements over time were perceived differently from those that are more playful and less realistic with immediate outcomes. Consumers did see connections between games and some gambling products, which may explain the joint usage of and migration between products. Insights are thus relevant for regulators, consumers, and professionals in both gambling and gaming industries as market boundaries have become blurred.
Keywords: Internet gambling, Online gaming, Market boundaries, Triadic comparisons, Multidimensional scaling, Classification
Trivedi, R. H. (2017). Entrepreneurial-intention constraint model: A comparative analysis among post-graduate management students in India, Singapore and Malaysia. International Entrepreneurship and Management Journal, 13(4), 1239–1261.
Citation: Trivedi, R. H. (2017). Entrepreneurial-intention constraint model: A comparative analysis among post-graduate management students in India, Singapore and Malaysia. International Entrepreneurship and Management Journal, 13(4), 1239–1261. https://doi.org/10.1007/s11365-017-0449-4
Abstract: Although literature on entrepreneurship has increasingly focused on intention-based models, not much emphasis has been laid on understanding the combined effect of contextual and situational factors along with support of university environment on the formation of entrepreneurial intention among students. In an effort to make up for this shortfall, by taking Theory of Planned Behavior as basic framework, the present study seeks to understand the influence of three of the most important factors, viz. (a) endogenous barriers, (b) exogenous environment, and (c) university environment and support on the entrepreneurial intention among management students. The study sample consisted of 1,097 students, wherein 526 students were from India, 252 from Singapore, and 319 were from Malaysia. The results indicates that along with positive attitude and perceived behavioral control that directly influences entrepreneurial intention, university environment and support and exogenous environment also have an indirect but significant impact on shaping of entrepreneurial intention among students. With this, it was found that exogenous environment was found to have a negative relationship with both attitude towards behavior and perceived behavioral control for all three countries.
Tercia, C. Y., & Teichert, T. (2017). How consumers respond to incentivized word of mouth: An examination across gender. Australasian Marketing Journal, 25(1), 46–56.
Citation: Tercia, C. Y., & Teichert, T. (2017). How consumers respond to incentivized word of mouth: An examination across gender. Australasian Marketing Journal, 25(1), 46–56. https://doi.org/10.1016/j.ausmj.2017.01.003
Abstract: While word-of-mouth (WOM) activities may be planned by marketers, customers have to execute them. And although marketers may attempt to encourage customers to do so by providing either unconditional or conditional incentives, customers have the ultimate control whether or not they execute WOM-related activities. WOM senders’ actions might be somewhat aligned with a company’s objectives, but marketers have even less control over the responses of WOM receivers. Thus, from the receivers’ perspective, this paper examines how incentivized WOM should be designed to boost the success of a marketing program. The theory of planned behavior serves as a framework to explain both the internal and the external drivers that determine receivers’ reactions to WOM stimuli. An experimental design is applied to investigate different modes of mobile coupons as a novel tool of WOM. Gender is identified as a major source of heterogeneity in receivers’ responses. Results show that incentives’ conditionality exerts a negative impact on receivers’ responses. The inequality of incentives does significant harm to WOM campaigns that are aimed at male consumers. By contrast, external drivers exert a particularly strong influence on females’ reaction to WOM stimuli. Situations of reciprocity reduce women’s perceived behavioral control and thereby increase their likelihood to execute the desired WOM action. Research findings hint at the need to design gender-specific incentive schemes to foster WOM.
Keywords: Incentivized WOM, mobile couponing, gender, TPB (theory of planned behavior)
Liu, Y., Teichert, T., Rossi, M., Li, H., & Hu, F. (2017). Big data for big insights: Investigating language-specific drivers of hotel satisfaction with 412,784 user-generated reviews. Tourism Management, 59, 554–563.
Citation: Liu, Y., Teichert, T., Rossi, M., Li, H., & Hu, F. (2017). Big data for big insights: Investigating language-specific drivers of hotel satisfaction with 412,784 user-generated reviews. Tourism Management, 59, 554–563. https://doi.org/10.1016/j.tourman.2016.08.012
The study leverages the advantages of tourist-generated reviews in aim to offer new insights into the determinants of hotel customer satisfaction by discriminating customers based on travel types and languages groups. Based on a collection of 412,784 users-generated reviews on 10,149 hotels from 5 Chinese cities from TripAdvisor, we found that the types of travel, such as business, couple, family, leisure, and solo travels, substantially alters customers’ preference over hotel attributes in shaping their satisfaction. Foreign tourists, who speak a diversity of languages (English, Germany, French, Italian, Portuguese, Spanish, Japanese, and Russian), substantially differ in terms of their emphasis on the roles of hotel attributes (room, location, cleanliness, service, and value) in forming their overall satisfaction rating on hotels. Inbound Chinese tourists exhibit distinctive preferences for room-related hotel attributes when compared to foreign tourists. By contrasting 95% confidence interval of regression coefficients, our findings provide a high external validity.
Trivedi, R. H., & Teichert, T. (2017). The Janus-Faced Role of Gambling Flow in Addiction Issues. Cyberpsychology, behavior and social networking, 20(3), 180–186.
Citation: Trivedi, R. H., & Teichert, T. (2017). The Janus-Faced Role of Gambling Flow in Addiction Issues. Cyberpsychology, behavior and social networking, 20(3), 180–186. https://doi.org/10.1089/cyber.2016.0453
Abstract: Flow experience has been widely investigated in experiential activities such as sports, the performing arts, gaming and Internet usage. Most studies focus on the positive aspects of flow experience and its effect on performance. In stark contrast, gambling research focusing on the negative side of addiction lacks an in-depth investigation of gamblers’ (positive) flow encounters. This separation of research lines seems out of place given that recent research indicates connections between flow and addiction. Joining both constructs in a causal effects model helps to gain a better understanding of their relationship and its contingencies. This paper empirically investigates whether and how it is possible to observe a “Janus face” of flow with its various sub-dimensions in online gambling. Empirical data was collected from 500 online gamblers by applying a structured questionnaire with established scales. The data was analyzed with a confirmatory factor analysis and a double-hurdle model to separate casual gamblers who are unsusceptible to any addiction issues from gamblers affected by initiatory addiction issues. The findings indicate that online gambling addiction is negatively influenced by two sub-dimensions of flow experience, namely a sense of control and concentration on the task at hand, while enhanced by a transformation of time and autotelic experience.
Keywords: Flow experience, addiction, double-hurdle model, online gambling
Reckmann, T. (2017). Verwendung von Word of Mouth-Daten zur Identifikation von Asymmetrie im Wettbewerb: Eine textbasierte Analyse am Beispiel deutscher Automobilmarken. Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, 69(2), 173–201.
Citation: Reckmann, T. (2017). Verwendung von Word of Mouth-Daten zur Identifikation von Asymmetrie im Wettbewerb: Eine textbasierte Analyse am Beispiel deutscher Automobilmarken. Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, 69(2), 173–201. https://doi.org/10.1007/s41471-016-0027-4
Kundenkommentare im Web 2.0 stellen für Unternehmen aufgrund ihrer Menge sowie Zeitaktualität eine viel versprechende Informationsbasis dar. Entsprechend bestehen verstärkt Bestrebungen, online kommunizierte Kundenerfahrungen zu strukturieren und für die Marketingpraxis nutzbar zu machen. Dieser Beitrag stellt einen neuartigen textbasierten Ansatz vor, der es erlaubt, komplexe Wettbewerbsbeziehungen basierend auf Kundenrezensionen zu visualisieren. Am Beispiel fünf deutscher Automobilmarken lassen sich asymmetrische Wettbewerbsbeziehungen identifizieren, bei denen je nach Referenzmarke der jeweiligen Kundenerfahrung unterschiedliche Wahrnehmungen konkurrierender Marken vorliegen. Durch Offenlegung dieser heterogenen Wahrnehmungsräume von Kunden können in Frage kommende Marken für zukünftiges Wechselverhalten frühzeitig identifiziert und Ressourcen entsprechend allokiert werden.
Trivedi, R. (2016). Does university play significant role in shaping entrepreneurial intention? A cross-country comparative analysis. Journal of Small Business and Enterprise Development, 23(3), 790–811.
Citation: Trivedi, R. (2016). Does university play significant role in shaping entrepreneurial intention? A cross-country comparative analysis. Journal of Small Business and Enterprise Development, 23(3), 790–811. https://doi.org/10.1108/JSBED-10-2015-0149
Purpose
To foster entrepreneurship among students and incubate more start-ups for economic prosperity, universities around the globe are required to play key role in developing overall conducive ecosystem for student fraternity. Some previous studies have analysed student entrepreneurship and impact of entrepreneurship courses. However, role of universities as provider and enabler of entrepreneurial environment and its impact on entrepreneurial intent among students has not been studied in a cross-cultural context. Considering this, present study seeks to examine role played by universities in fostering entrepreneurial intention among post-graduate students.
Design/Methodology/Approach
Researcher has taken the framework suggested by Kraaijenbrink et al. (2010) to understand university environment and Theory of Planned Behaviour (Ajzen, 1985) to measure entrepreneurial intention and it’s antecedents among final year post-graduate Management students of India, Malaysia and Singapore. Total sample size is 1097. Data is analysed with help of Exploratory Factor Analysis, MANOVA and Structural Equation Modelling.
Findings
Two factors emerge out of analysis in relation to university environment and support; a) targeted cognitive and non-cognitive support and b) general educational support. With help of Structural Equation Modelling (SEM), attempt is made to find relationship between these two factors and
entrepreneurial intention. It is found that university environment and support has significantly positive relationship with perceived behavioural control. With help of MANOVA, it is found that there is statistically significant difference between perceived university environment and Support factors among students of India, Singapore and Malaysia. With this, for both factors highest mean score is found among students of Malaysia, followed by students of Singapore and India.
Originality/value
Study has closely examined role played by university environment and support to foster entrepreneurship among young students. Findings of the study can be used by post-graduate educational institutes to design pedagogy, create enabling entrepreneurship support system and work towards becoming an entrepreneurial university.
Kuntner, T., & Teichert, T. (2016). The scope of price promotion research: An informetric study. Journal of Business Research, 69(8), 2687–2696.
Citation: Kuntner, T., & Teichert, T. (2016). The scope of price promotion research: An informetric study. Journal of Business Research, 69(8), 2687–2696. http://dx.doi.org/10.1016/j.jbusres.2015.11.004
Price promotions are an essential element of a company’s marketing policy because they affect sales, profits, and key intangible assets, such as brand equity. Recognizing their importance, research has accumulated an extensive and diverse amount of knowledge. This study facilitates access to the complex price promotion literature, enabling managers and researchers to more effectively capitalize on extant scientific insights. The authors apply a unique combination of quantitative bibliometric analysis and text-mining techniques to contribute a fresh, domain-neutral, and objective review of price promotion research published in 1,165 journal articles from 1980 to 2013. The results provide a structured overview of the field’s main research streams, their most influential works and key insights, their intellectual connections, and their temporal evolution. A discussion of the findings reveals potential for future research endeavors.
M. Gainsbury, S., Liu, Y., Russell, A. M. T., & Teichert, T. (2016). Is all Internet gambling equally problematic? Considering the relationship between mode of access and gambling problems. Computers in Human Behavior, 55, 717–728.
Citation: M. Gainsbury, S., Liu, Y., Russell, A. M. T., & Teichert, T. (2016). Is all Internet gambling equally problematic? Considering the relationship between mode of access and gambling problems. Computers in Human Behavior, 55, 717–728. https://doi.org/10.1016/j.chb.2015.10.006
Concerns exist that Internet gambling may increase rates of gambling harms, yet research to date has found inconsistent results. Internet gamblers are a heterogeneous group and considering this population as a whole may miss important differences between gamblers.The differential relationship of using mobile and other devices for gambling online has not been considered as compared to the use of computers. The true relationship of Internet gambling on related problems and differences between preferred modes for accessing online gambling may be obscured by confounding personal and behavioural factors. This paper thus uses the innovative approach of propensity score matching to estimate the consequence of gambling offline, or online through a computer, as compared to mobile or other supplementary devices by accounting for confounding effects of difference among groups of Australian gamblers (N=4,482). Gamblers who prefer to gamble online using computers had lower rates of gambling problems as compared to those using mobile and supplementary devices. Individual life cycle was useful to differentiate between groups, indicating age, marital, and employment status should be considered together to predict how people gamble online. This is the first empirical study to suggest that the mode of accessing Internet gambling may be related to subsequent harms.
Reckmann, T., & Teichert, T. (2016). Decomposing Positive Word of Mouth: Scale Development and Marketing Application. Marketing ZfP- Journal of Research and Management, 38(1), 30–44.
Citation: Reckmann, T., & Teichert, T. (2016). Decomposing Positive Word of Mouth: Scale Development and Marketing Application. Marketing ZfP- Journal of Research and Management, 38(1), 30–44. https://doi.org/10.15358/0344-1369-2016-1-29
The growing importance of customers as spokespeople for products and brands in an online context has prompted researchers to analyze parameters of word of mouth messages. However, customer-to-customer communications vary according to qualities that go far beyond referral volume. At present, the measures of positive WOM behavior do neither capture the richness nor the content-related specificity of customer referrals, especially in the context of offline WOM. A thorough investigation of distinct message dimensions is needed to better utilize customer referrals as a targeted marketing instrument. Based on a large-scale customer survey across diverse product and service categories, this paper empirically confirms eight generalizable facets of positive WOM messages. The derived customer referral scale is applied to describe specific referral patterns across channels and industries and to investigate the influence of pre-purchase marketing measures on post-purchase consumer referral. The findings allow marketers to monitor recommendation activities on specific dimensions and to determine targets for future planning. Derived referral dimensions enable researchers to better predict specific consequences of customer WOM and to investigate its marketing-related antecedents in causal effect models.
Tercia, C. Y., & Teichert, T. (2016). Cultural context in word-of-mouth activity. Asia Pacific Journal of Marketing and Logistics, 28(5), 827–840.
Citation: Tercia, C. Y., & Teichert, T. (2016). Cultural context in word-of-mouth activity. Asia Pacific Journal of Marketing and Logistics, 28(5), 827–840. https://doi.org/10.1108/APJML-12-2015-0186
Purpose: We specifically investigate how monetary incentives foster purchase intention in WOM settings.
Design/methodology/approach: This study investigates offering mobile-coupons as an incentive and word-of-mouth tool. An empirical study compares achievable effects on WOM behavior in an Eastern cultural context, which an Indonesian sample represents, and in a Western cultural context, which a German sample of incentivized word-of-mouth represents.
Findings: Providing senders and receivers’ with differing incentives leads to German consumers having an unfavorable attitude towards such incentives, but Indonesian consumers not. Furthermore, Indonesian consumers base their decision to redeem mobile coupons more on their personal judgment and their overall deal proneness, while German consumers rely on their personal judgment and on others’ opinion.
Research limitations/implications: There is a need to explore more countries to enrich Western and Eastern cultural perspectives.
Practical implications: Western firms should consider providing senders and receivers with the same incentives. Alternatively, a non-transparent strategy might be a solution. For firms located in Indonesia, or in other Eastern societies, the transparency of the provided incentives is not a main concern, because inequality is not a big issue in an Eastern society, while senders’ or receivers’ deal-proneness character strongly influences their intention to redeem a coupon.
Originality/value: The use of a mobile coupon as a novel incentive and word-of-mouth tool
Keywords: Mobile Couponing, Word-of-Mouth, Theory of Reasoned Action, Cross-Country study, Consumer Incentives
Harms, H., Memili, E., & Steeger, J. (2015). Expert insights on the determinants of cooperation in family firms in tourism and hospitality sector. Journal of Co-operative Organization and Management, 3(2), 72–83.
Citation: Harms, H., Memili, E., & Steeger, J. (2015). Expert insights on the determinants of cooperation in family firms in tourism and hospitality sector. Journal of Co-operative Organization and Management, 3(2), 72–83. https://doi.org/10.1016/j.jcom.2015.11.002
Despite the inherent differences between family and non-family firms and heterogeneity among familycompanies, family involvement is under-researched in organizational studies, which limits the gener-alization of findings and leads to theoretical ambiguity. However, we do not know enough about thefamily firm specific determinants of inter-firm cooperation and how this may affect firm performance.Thus, we examine formal and informal cooperative strategies of family firms in the tourism and hos-pitality sector in the metropolitan area of Hamburg (Germany) by drawing upon networks and socialcapital theories and the extant family firm literature. Since cooperation is a strategic action which canbe influenced by outsiders’ perceptions, we do not solely focus on family firm owners’ attitude towardscollaboration. Instead, we develop propositions about family firms’ cooperative behavior derived from aninitially conducted online survey with tourism experts. We find support for our propositions that tourismexperts expect family involvement to drive firms’ cooperative behavior which in turn can influence firmperformance. Thereby, personal attributes of the cooperation partner seem to be more salient in familyfirms than in non-family firms.
Patel, J. D., Trivedi, R. H., & Savalia, J. (2015). MGA Entertainment, Consumer Entertainment Products Company: Marketing Strategies for ‘Bratz’. South Asian Journal of Business and Management Cases, 4(2), 226–239.
Citation: Patel, J. D., Trivedi, R. H., & Savalia, J. (2015). MGA Entertainment, Consumer Entertainment Products Company: Marketing Strategies for ‘Bratz’. South Asian Journal of Business and Management Cases, 4(2), 226–239. https://doi.org/10.1177/2277977915596257
Toy industry in the US is product driven and full of challenges. This case presents an overview of the California-based Micro Games of America (MGA) Entertainment, which is a consumer entertainment products company, engaged in innovative lines of proprietary and licensed products including toys and games, dolls, consumer electronics, home decor, stationery and sporting goods. It had more than 200 licences. In 2001, MGA launched a fashion doll called ‘Bratz’, and it sold 150 million Bratz dolls all over the world. Bratz line surpassed the legendary brand ‘Barbie’—Mattel, Inc.’s flagship brand—in a short span of time through many innovative marketing strategies and different product placement, roll-outs, tie-ins and other promotional tactics, despite facing many challenges, such as, fast-changing demographics, shorter product life cycle (PLC) and negative perceptions about brand. This case can be used to address two issues: first, structural change drivers and trends that shaped the toy industry in developed economies and, second, how to develop effective marketing strategies for product with shorter PLC in highly product-driven market?
Teichert, T., Effertz, T., Tsoi, M., & Shchekoldin, V. (2015). Predicting Brand Perception for Fast Food Market Entry. Theoretical Economics Letters, 05(06), 697–712.
Citation: Teichert, T., Effertz, T., Tsoi, M., & Shchekoldin, V. (2015). Predicting Brand Perception for Fast Food Market Entry. Theoretical Economics Letters, 05(06), 697–712. . http://dx.doi.org/10.4236/tel.2015.56081
We present a combined and integrative market research approach to address common, but potentially neglected problems resulting from consumers’ perceptions towards food brands. Our findings provide improved response measures and guidance for market entry strategies of established and novel food brands. Two knowledge sources and methods are combined to derive a model of brand perception: experts’ opinions are elicited using the Analytic Hierarchy Process (AHP) to generate an overall causal effects framework for food brands. Complementary hereto, a survey of potential consumers retrieves consumers’ perceptions regarding market entry scenarios of different food brands. A remote metropolitan area (Novosibirsk) was chosen as quasi-laboratory setting to simulate the market introduction of alternative fast food brands. Insights are gained about the interdependence of branding and advertisement effects. As expected, consumers´ attitude towards the brand and towards the ad are key success factors for any type of brand. Different responses depend on consumers’ expectations towards novel or established brands. Otherwise, the paper provides a proof of concept to integrate AHP and experts’ assessments with consumer surveys.
Tercia, C. Y., & Teichert, T. (2015). Does tie-strength matter in the recommendation of consumer? How receivers respond to incentivized Word-of-Mouth. Journal of Marketing Trends, 3(1), 37–58.
Citation: Tercia, C. Y., & Teichert, T. (2015). Does tie-strength matter in the recommendation of consumer? How receivers respond to incentivized Word-of-Mouth. Journal of Marketing Trends, 3(1), 37–58.
This paper explores the perspective of receivers on incentivized WOM by analysing incentive components, which can propel the success of WOM campaigns. The relationship between senders and receivers is taken into consideration to foster the dynamics of WOM interactions. An experiment is conducted, using mobile coupons as a novel tool of WOM. Results show that the size of incentives provided to senders has a negative influence on receivers´ attitude towards the WOM campaign. The action of receivers is further influenced by incentive conditionality, the relationship to the sender as well as by situations of reciprocity. Finally, a comparison of Indonesian and German responses reveals significant socio-cultural effects on WOM activities.
Rasch, C., Louviere, J. J., & Teichert, T. (2015). Using facial EMG and eye tracking to study integral affect in discrete choice experiments. Journal of Choice Modelling, 14, 32–47.
Citation: Rasch, C., Louviere, J. J., & Teichert, T. (2015). Using facial EMG and eye tracking to study integral affect in discrete choice experiments. Journal of Choice Modelling, 14, 32–47. https://doi.org/10.1016/j.jocm.2015.04.001
Although affect has been found to be an integral part of decision-making, it is largely ignored in the consumer choice modelling literature. Rational choice assumptions continue to be dominant in discrete choice experiments (DCEs). One reason why affect has been ignored is that immediate affect during the choice process cannot be "seen" or measured easily. Consequently, most prior work on affect focuses on self-reports, which may be unreliable and merely self-justifications. Thus, we do not know whether immediate affect actually plays a key role in consumer choices. We addressed this gap by testing whether immediate affect can be observed in fairly trivial choices, and we tried to identify the drivers of and contexts in which affect occurs. We used a novel combination of eye tracking and facial electromyography (fEMG) methods to observe and measure integral affect for each choice option in a DCE. Results indicate the feasibility of the combination of eye tracking and fEMG during DCEs, the existence of affect in stated choice experiments for fairly trivial product categories, and provide insights into drivers and contexts of affective choice processes. Among others, best and worst task frames show to influence integral affect in DCEs. Findings stress the need for future joint investigations of cognitive and affective processes in consumer choice tasks. Better understanding of these processes should lead to valuable insights into how real-time marketing actions influence decisions, ways to improve the predictive performance of choice models, and novel ways to help consumers and organizations make better decisions.
Li, H., & Liu, Y. (2014). Understanding post-adoption behaviors of e-service users in the context of online travel services. Information & Management, 51(8), 1043–1052.
Citation: Li, H., & Liu, Y. (2014). Understanding post-adoption behaviors of e-service users in the context of online travel services. Information & Management, 51(8), 1043–1052. https://doi.org/10.1016/j.im.2014.07.004
We developed a model to investigate the factors influencing two different post-adoption behaviors of e-service users based on the Post-Acceptance Model of IS Continuance (IS continuance model): (1) continuance intention to use e-services; and (2) Word of Mouth (WOM) behavior. We tested the research model using a survey of 543 usable responses in China. Our findings show that satisfaction and perceived usefulness positively affect continuance intention, which, together with perceived usefulness, positively influences the WOM behavior. The two different post-adoption behaviors of e-service users, continuance intention and WOM, are closely related. Implications for theory and practice are also discussed.
Effertz, T., Franke, M.-K., & Teichert, T. (2014). Adolescents’ Assessments of Advertisements for Unhealthy Food: an Example of Warning Labels for Soft Drinks. Journal of Consumer Policy, 37(2), 279–299.
Citation: Effertz, T., Franke, M.-K., & Teichert, T. (2014). Adolescents’ Assessments of Advertisements for Unhealthy Food: an Example of Warning Labels for Soft Drinks. Journal of Consumer Policy, 37(2), 279–299. . https://doi.org/10.1007/s10603-013-9248-7
The potential of advertising to deceive young adolescents is problematic especially when it results in unhealthy food choices. Health warnings are supposed to raise awareness of the risky nature of a food product. However, these warnings compete for consumer’s attention with other advertising components set by marketers, such as product claims, visual frames, and images. To examine perception, attitudes, and behavioural intentions towards an ad, adolescents were exposed with fictitious soft drink advertisements in an experimental design. Hereby, we systematically varied warning labels and visual frames as key design elements of the advertisement. Results suggest that the effects of warnings on attitudes and purchase intention are mitigated by accompanying advertising elements. A single positive visual cue is sufficient to provoke purchase intentions. Overall, distraction from health warnings peaks in the youngest age groups and decreases with age. Findings raise concerns about how public health regulations on advertisements should be designed when the purpose is to inform especially younger adolescents of possible health risks. We discuss several implications for ethical marketing techniques of food products.
Teichert, T. (2014). Themen und Trends der Werbeforschung. transfer - Werbeforschung & Praxis, 60(2), 19–31.
Citation: Teichert, T. (2014). Themen und Trends der Werbeforschung. transfer - Werbeforschung & Praxis, 60(2), 19–31.
Die Werbeforschung ist eine weithin etablierte Disziplin, wie auch der 60. Jahrgang der Fachzeitschrift „Werbeforschung und Praxis“ eindrucksvoll dokumentiert. Dieser Überblicksbeitrag über die Entwicklung der Werbeforschung verfolgt verschiedene inhaltliche wie methodische Ziele: Zum einen gilt es, einen Rundumblick über den wissenschaftlichen Diskurs in verschiedenen Disziplinen zu vermitteln und deren Verbindungen offen zu legen. Die hierbei gewonnenen inhaltlichen Erkenntnisse sollen Praktikern wie auch Wissenschaftlern Hilfe bei der Verortung eigener Arbeiten geben. Zum anderen soll aus methodischer Sicht ein innovativer Ansatz der Textanalyse vorgestellt werden, welcher es ermöglicht, einen derart komplexen Diskurs anhand von Schlüsselbegriffen zu erfassen und auszuwerten
Capone, M. J., & Teichert, T. (2013). Prädiktions-Monitoring am PoS: Adressierung von Shopper-Unzufriedenheit durch Frühindikatoren. transfer - Werbeforschung & Praxis, 59(2), 23–29.
Citation: Capone, M. J., & Teichert, T. (2013). Prädiktions-Monitoring am PoS: Adressierung von Shopper-Unzufriedenheit durch Frühindikatoren. transfer - Werbeforschung & Praxis, 59(2), 23–29.
For most companies, customer dissatisfaction becomes an issue after a customer purchases a product or service and perceives a gap between expectation and use experience, because this is when most cases of dissatisfaction are expressed. The investments in CRM systems and customer care centers today are geared for handling this sort of customer complaint. The company’s response to dissatisfaction is often too late, though, because in an age of social media and hyperconnectivity, disgruntled customers can share their bad experiences with hundreds and sometimes thousands of friends, followers, and fans in a few minutes. Instead of responding to dissatisfaction, companies can monitor prepurchase consumer behavior, differentiate content from confused or frustrated shoppers, and respond deliberately to atrisk customers and prevent dissatisfaction or the expression of dissatisfaction altogether.
Teichert, T., & Wagenfuehrer, D. (2012). Effects of Disruptive Events on Consumer Loyalty: Bank Switching after 2008's Crisis. Journal of Business and Policy Research, 7(3), 195–205.
Citation: Teichert, T., & Wagenfuehrer, D. (2012). Effects of Disruptive Events on Consumer Loyalty: Bank Switching after 2008's Crisis. Journal of Business and Policy Research, 7(3), 195–205.
The financial crisis of 2008 undoubtedly constituted a disruptive event in the worldwide financial markets, which impacted the relationships of consumers with their banks in various ways. This holds true given the importance of customers' service and performance orientation in generally risk-averse households. Therefore, the effects of the financial crisis on customers' relationships are explored. Insights are gained into patterns of consumer behavior in disruptive settings. A conceptual framework is generated – supported by in-depth interviews – to understand consumers' concernments with and reactions to the financial crisis. A structural equation model is developed and tested in a survey with 167 customers. The quantitative analyses identify key determinants influencing customers' loyalty and their intention to switch their bank.
Bouncken, R. B., & Teichert, T. (2012). Analyzing the Innovation Value Chain: A Study on the Renewable Energy Industry. International Journal of Business Research, 12(4), 33–43.
Citation: Bouncken, R. B., & Teichert, T. (2012). Analyzing the Innovation Value Chain: A Study on the Renewable Energy Industry. International Journal of Business Research, 12(4), 33–43.
The perspective of an “Innovation Value Chain” is introduced to describe innovation activities within industries. According to this view, innovation is embedded in a network of all actors along the supply-chain. Thus it is neither sufficient to analyze single companies nor specific collaborations to explain innovation success on the aggregate level. Instead, an analysis of the interaction patterns within the network of organizations along the supply chain as well as their (path-) dependencies is needed. We explore patterns of innovation value chains in the very important but barely researched industry of renewable energies. Results of the German green industry indicate the importance of project development and R&D in many sub-industries of renewable energy. Further, the (sub) branches of the industries differ in the degree to which project management and R&D are connected to the other actors in the network
Clauß, T. (2012). The Influence of the Type of Relationship on the Generation of Innovations in Buyer-Supplier Collaborations. Creativity and Innovation Management, 21(4), 388–411.
Citation: Clauß, T. (2012). The Influence of the Type of Relationship on the Generation of Innovations in Buyer-Supplier Collaborations. Creativity and Innovation Management, 21(4), 388–411. https://doi.org/10.1111/j.1467-8691.2012.00651.x
Recent research pointed at the potential of buyer-supplier collaborations for joint innovation generation. However, studies reveal mixed results. Since multiple contingency factors influence the results of cooperation, this study analyzes different relationship patterns as a context for joint innovation generation and problem solving. A comprehensive model of buyer-supplier relationships is conceptualized drawing on social psychology literature. Based on a sample of 250 small and mid-sized enterprises (SMEs) from the German machinery construction sector, buyer-supplier relationships are empirically classified into four distinct types. These then are related to the innovation outcomes. The results indicate that a relational context fosters joint innovation generation and problem solving. Interestingly, a high degree of formalization if it is legitimated can lead to innovation as well. Sporadic superficial interactions as well as interactions dominated by tension hinder joint innovation generation, though. The results help managers to consider the potential innovative outcomes when making decisions about supplier cooperation.
Blecker, T., Rasch, C., & Teichert, T. (2011). Prospects for PoS market research with RFID technology: Examination of consumers' in-store shopping processes. European Retail Research, 25(1), 47–62.
Citation: Blecker, T., Rasch, C., & Teichert, T. (2011). Prospects for PoS market research with RFID technology: Examination of consumers' in-store shopping processes. European Retail Research, 25(1), 47–62. https://doi.org/10.1007/978-3-8349-6235-5_3
RFID (Radio Frequency Identification) technology yields the chance to examine consumer behavior at the point-of-sale in detail. RFID provides accurate information about the interaction process of consumers and products in real-world settings. Important aspects of consumer behavior can be validated in “real life”, using thorough empirical process data. Hereby, the advantages of online metrics, customer-specific PoS marketing, can be transferred to an offline context. We identify three layers of potential impacts of consumer research with RFID technology: validation and refinement of consumer models in real-life settings, improvement of consumer models by integration of behavioral metrics, and the identification of influential contingent factors on consumer behavior. Potentially valuable practical implications are drawn from the prospected research issues.
Teichert, T., Bouncken R. B. (2011), Rigidities Considered: Supplier strategies for integrated innovation, International Journal of Innovation Management, Vol. 15 (1), 95-119.
Citation: Teichert, T., & Bouncken, R. B. (2011). Rigidities Considered: Supplier strategies for integrated innovation. International Journal of Innovation Management, 15(01), 95–119. https://doi.org/10.1142/S136391961100309X
Innovation is a strategic issue in need of internal and external alignment. This is particularly the case for supplier innovations, as new product concepts and strategies must cope with supply chain interfaces. Suppliers' strategies are oftentimes confronted by innovation rigidities resulting from a manufacturers' need to manage the integration of several components from various suppliers into a coherent innovation. Suppliers can follow different innovation strategies derived from a deliberate planning or (2) emerging as suppliers incrementally learn and experiment along their path. A survey of 241 suppliers illustrates that these two strategic types effect on market success depends on the level of the rigidities. The survey results also illustrated that two dynamic capabilities, the planning capability and the innovation orientation, act as intermediary variables to increase success under specific rigidity conditions. The findings further illustrate that dynamic capabilities can be enhanced by an adequate strategy.
Averdung, A., & Wagenfuehrer, D. (2011). Consumers acceptance, adoption and behavioural intensions regarding environmentally sustainable innovations. Journal of Business Management and Economics, 2(3), 98–106.
Citation: Averdung, A., & Wagenfuehrer, D. (2011). Consumers acceptance, adoption and behavioural intensions regarding environmentally sustainable innovations. Journal of Business Management and Economics, 2(3), 98–106.
Diffusion of sustainable product-service integrated innovations is critical for protecting the environment. Past research indicated that post-purchase behaviour is the key success factor of an ecological innovation. Therefore, it was our objective to explain post-adoption behaviour rather than the first purchase itself. Based on theory of reasoned action and theory of planned behaviour we proposed a technology acceptance model (TAM) for the adoption of environmentally sustainable innovations. The model consists of three layers which were consumer characteristics; attitude towards a service integrated eco-product and intended behaviour. Statistical data of a structural equation model (SEM) significantly support the notion that environmental sustainability did not constitute a major reason for the consumer to pay more. Other product aspects determine whether the consumer was willing to pay more for a certain product or not. Social contagion as word-of-mouth revealed to be critical in this process. Major findings contribute to existing green technology research and provide new insights into pro-environmental consumer behaviour.
Clauß, T., Teichert, T., & Staupe, P. (2010). Suchmaschinennutzung als Prädiktor der Produktnachfrage – Eine Längsschnittanalyse auf Basis von Daten aus Google Insights for Search. transfer - Werbeforschung & Praxis, 56(4), 6–20.
Citation: Clauß, T., Teichert, T., & Staupe, P. (2010). Suchmaschinennutzung als Prädiktor der Produktnachfrage – Eine Längsschnittanalyse auf Basis von Daten aus Google Insights for Search. transfer - Werbeforschung & Praxis, 56(4), 6–20.
Die vorliegende Studie untersucht den Zusammenhang zwischen der Online-Informationsbeschaffung durch Konsumenten und dem Kauf. Ausgehend von der Hypothese, dass die Abfragehäufigkeit in Internetsuchmaschinen einen Prädiktor der Nachfrage darstellt, wird eine Längsschnittanalyse am Beispiel des deutschen Fahrzeugmarktes berechnet. Es werden Suchhäufigkeiten aus Google Insights for Search verwendet. Anhand dieser kann der vermutete Zusammenhang empirisch bestätigt werden. Zusätzlich werden Moderationseffekte der Markenreputation auf die Online-Suchphase beim Konsumenten überprüft. Diese zeigen, dass eine hohe Markenreputation mit einer kürzeren Online-Suchphase einhergeht, während eine niedrige Markenreputation eine extensive Nutzung des Internets indiziert.
Effertz, T., & Teichert, T. (2010). Kindermarketing aus neurologischer Sicht: Empfehlungen für ethisch korrekte Gestaltungen des Marketing-Mix. Journal für Betriebswirtschaft, 60(3), 203–236.
Citation: Effertz, T., & Teichert, T. (2010). Kindermarketing aus neurologischer Sicht: Empfehlungen für ethisch korrekte Gestaltungen des Marketing-Mix. Journal für Betriebswirtschaft, 60(3), 203–236. https://doi.org/10.1007/s11301-010-0063-9
Kinder sind eine Zielgruppe der Konsumgüterindustrie, die wie keine andere entwicklungsbedingten Veränderungen unterworfen ist und deshalb eine sich im Zeitablauf ändernde Wahrnehmung und Verständnis von Konsumgütern und deren Marketing besitzt. Insbesondere deshalb ist das Kindermarketing einer starken Kritik unterworfen, da es direkt mit problematischen Konsummustern und gesundheitlichen Risiken assoziiert wird. Dieser Artikel gibt einen interdisziplinären Überblick über die Kindesentwicklung und Implikationen, die für das Kindermarketing ableitbar sind. Hierbei wird ausgehend von der kognitiven Entwicklungstheorie Piagets eine neuroökonomische Sichtweise auf die Kindesentwicklung genutzt und sowohl mit aktuellen Marketingkampagnen kontrastiert als auch mit allgemeinen Marketingkonsequenzen abgeglichen. Als Synthese der Erkenntnisse aus der Entwicklungspsychologie werden Gestaltungsoptionen für die betriebswirtschaftliche Marketingpraxis diskutiert und ein Forschungsbedarf für empirische Untersuchungen aufgezeigt. Der Artikel schließt mit fünf wesentlichen Empfehlungen für ein ethisch korrektes Kindermarketing. Ob sich die aufgestellten Forderungen im praktischen Marketingumfeld in Eigenverantwortung umsetzen lassen, bleibt jedoch fraglich.
Teichert, T., & Shehu, E. (2010). Investigating Research Streams of Conjoint Analysis: A Bibliometric Study. BuR - Business Research, 3(1), 49–68.
Citation: Teichert, T., & Shehu, E. (2010). Investigating Research Streams of Conjoint Analysis: A Bibliometric Study. BuR - Business Research, 3(1), 49–68. https://doi.org/10.1007/BF03342715
Conjoint analysis (CA) is one of the most important methods for preference elicitation. In this paper we investigate the intellectual structure within the conjoint analytical research community. Analyses based on single papers provide a method-based overview of streams of conjoint research. By using novel bibliometric techniques in this field we complement findings of existing reviews. We use co-citation and factor analysis of most cited articles in SSCI for identifying the most important articles and research streams. Seven research streams are revealed which are visualized by means of multidimensional scaling. Tables and graphics reveal the disciplinary affiliations of contributors to CA, the special structure within the classes as well as links between them.
Teichert, T. A., & Schöntag, K. (2010). Exploring consumer knowledge structures using associative network analysis. Psychology and Marketing, 27(4), 369–398.
Citation: Teichert, T. A., & Schöntag, K. (2010). Exploring consumer knowledge structures using associative network analysis. Psychology and Marketing, 27(4), 369–398. https://doi.org/10.1002/mar.20332
This paper offers a new perspective on consumer knowledge analysis that combines Human Associative Memory (HAM) models from cognitive psychology with network analytic approaches in order to gain deeper insights into consumers’ mental representations, such as brand images. An illustrative case study compares the associative networks of a manufacturer brand with a retail brand and is used to demonstrate the application and interpretation of various network measures. Network analysis is conducted on three levels: node level analysis yields insights about salient brand image components that can be affected through short-term marketing activities. Group level analysis is concerned with brand image dimensions that characterize a brand and can be strategically influenced in the medium term. Network level analysis finally examines the network structure as a whole, drawing parallels to brand imagery which needs to be managed over the long term. Management implications are derived and suggestions for further research are provided.
Publications before 2010
Grimpe, Chr., Sofka, W. (2009), Search Patterns and Absorptive Capacity: Low- and High-Technology Sectors in European Countries, Research Policy, 38 (3), 495–506.
Citation: Grimpe, Chr., Sofka, W. (2009), Search Patterns and Absorptive Capacity: Low- and High-Technology Sectors in European Countries, Research Policy, 38 (3), 495–506. https://doi.org/10.1016/j.respol.2008.10.006
Searching for externally available knowledge has been characterised as a vital part of the innovation process. Previous research has, however, almost exclusively focused on high-technology environments, largely ignoring the substantial low- and medium-technology sectors of modern economies. We argue that firms from low- and high-technology sectors differ in their search patterns and that these mediate the relationship between innovation inputs and outputs. Based on a sample of 4500 firms from 13 European countries, we find that search patterns in low-technology industries focus on market knowledge and that they differ from technology sourcing activities in high-technology industries.
Teichert, T., Lechler, T. (2009), Countervailing Effects of Innovation Proactiveness in SMEs, Frontiers of Entrepreneurship Research, 29 (17), art. 6.
Citation: Teichert, T., Lechler, T. (2009), Countervailing Effects of Innovation Proactiveness in SMEs, Frontiers of Entrepreneurship Research, 29 (17), art. 6.
We investigate the role of the entrepreneurial processes within SMEs operating within a well established supply chain operating under high innovation constraints. We specifically analyze the interaction effects between the recognition and evaluation and selection processes for innovations and their impact on firm performance. Our study provides insights into countervailing effects of innovation proactiveness and the rigidity of the innovation evaluation and selection processes.
Alertness is seen as a precondition for opportunity discovery (Gaglio & Katz; Kirzner 1999). Goal-setting theory stresses the need to specify overarching strategic goals to direct idea generation. We propose that these components jointly define innovation proactiveness and that both innovation alertness (H1) as well as innovation goals (H2) support firm performance. While alertness can expected to be more important to understanding the performance of small firms (H3), innovation goals should be more important for the performance of medium sized firms (H4).
The number of innovation ideas generated is related to firm success (Lawson, Samson 2001). But an increase of ideas could also cause an evaluation and selection problem requiring organization: Increased innovation proactiveness may thus lead to more alternative innovation proposals and require a more rigid evaluation&selection process. This may lead to missed or delayed innovation opportunities. The positive effects of innovation proactiveness on firm performance may thus be countervailed by negative effects of process rigidity (H5).
Weber, B., Franke, M.-K., Aholt, A., Teichert, T. (2009), Neurophysiologische Korrelate von Kaufentscheidungs- und Bewertungsprozessen, NeuroPsychoEconomics, 4 (1), 7-18.
Citation: Weber, B., Franke, M.-K., Aholt, A., Teichert, T. (2009), Neurophysiologische Korrelate von Kaufentscheidungs- und Bewertungsprozessen, NeuroPsychoEconomics, 4 (1), 7-18.
Das menschliche Entscheidungsverhalten ist für diverse Bereiche der Betriebswirtschaftslehre, wie z. B. für das Marketing, von besonderer Bedeutung und Interesse. Die während Kaufentscheidungen in den Köpfen der Konsumenten ablaufenden Prozesse sind mit Hilfe klassischer Erhebungsmethoden für die Marketingforschung nur schwer nachvollziehbar. Diese Limitation kann mit Hilfe der Neurowissenschaften teilweise aufgehoben werden. Der folgende Beitrag fußt auf diesem Grundgedanken und zerlegt den Kaufentscheidungs- und Bewertungsprozess in die folgenden fünf aufeinander aufbauenden Phasen: die Entscheidung, die Re-Evalutionsphase nach der Entscheidung, das aus der Entscheidung resultierende Erlebnis, die Erinnerung und die Prognose zukünftiger Entscheidungen. Die in einer Vielzahl neuroökonomischer Studien identifizierten neurophysiologischen Aktivierungen, die während menschlicher Entscheidungsprozesse zu beobachten sind, werden im Folgenden den einzelnen Phasen zugeordnet. Auf diese Weise soll ein besseres Verständnis des Kaufentscheidungs- und Bewertungsprozesses ermöglicht werden.
Teichert, T., Donder, K., & Wagenfuehrer, D. (2009). Design and Innovation: Insights from a Consumer's Perspective. Proceedings of the 17th International Conference on Engineering Design (ICED'09), 5(1), 325–334.
Editors: Norell Bergendahl, M.; Grimheden, M.; Leifer, L.; Skogstad, P.; Lindemann, U., 325-334.
Citation: Teichert, T., Donder, K., & Wagenfuehrer, D. (2009). Design and Innovation: Insights from a Consumer's Perspective. Proceedings of the 17th International Conference on Engineering Design (ICED'09), 5(1), 325–334.
Design is able to emphasize a unique selling proposition for new products and thus constitutes a success factor for innovations. Yet it is recently incorporated as a major theme in marketing, especially in new product development literature. This paper examines relevant dimensions of industrial design from a consumer-behavior perspective, namely product form and how that influences a variety of perceived product qualities. A consumer typology regarding design attitudes is developed and the interactions between design and other product attributes are investigated. An experimental study reveals that consumers' perceptions of new products depend both on design by itself as well as on its interactions with technical functions and brand of the new product. The paper thus hints towards the existence of a “Golden Fit” for design and technical features as well as for design and brand. Conclusions are presented from the view of marketing and implications for the design process of new products are provided.
Teichert, T. and A. Aholt (2008). "Einsatz der Rechnung als Marketing-Instrument." Die Unternehmung 6(1): 573–598.
Citation: Teichert, T. and A. Aholt (2008). "Einsatz der Rechnung als Marketing-Instrument." Die Unternehmung 6(1): 573–598.
Die Rechnung stellt oft einen der vorläufig letzten Kontakte im Kaufprozess dar. Dennoch wurde der Einfluss der Rechnung auf das Konsumentenverhalten bisher nur am Rande der Marketingwissenschaft betrachtet. Dieser Beitrag versteht sich als konzeptionelle, integrative und empirisch gestützte Systematisierung des Einflusses, den ein Unternehmen mittels der Rechnung auf den Kunden ausüben kann. Hierzu werden in Korrespondenz zu den vier P's des Marketings (Product, Promotion, Place und Price) vier Gestaltungsebenen zur Beeinflussung des Nachkaufprozesses durch die Rechnung analysiert. Einzelne Gestaltungsparameter werden aus etablierten und neueren Befunden der Marketing¬wissenschaft abgeleitet sowie anhand von Praxisbeispielen in konkrete Handlungsempfehlungen überführt.
Aholt, A., Queißer, C., Rowe, J., & Vogel, R. (2008). Das organisationspsychologische Fairness-Konstrukt im Marketing. Zeitschrift für Management, 3(4), 321–338.
Citation: Aholt, A., Queißer, C., Rowe, J., & Vogel, R. (2008). Das organisationspsychologische Fairness-Konstrukt im Marketing. Zeitschrift für Management, 3(4), 321–338.
Wir geben einen Überblick, wie Fairness als zentrales sozial- und organisationspsychologisches Konstrukt in der aktuellen Marketingforschung rezepiert wird. In der Konstruktgeschichte haben sich vier Dimensionen von Fairness (distributive, prozedurale, informationale, interpersonale) ausdifferenziert. Wir gehen auf die organisationspsychologische Fairnessforschung ein und zeigen deren Relevanz für Marketing. In einer bibliometrischen Analyse strukturieren wir den gegenwärtigen Fairnessdiskurs im Marketing. Anhand von 205 internationalen Zeitschriftenartikeln identifizieren wir vier relevante Themenkomplexe: Beschwerdemanagement, Preisfairness, intraorganisationale Fairness im Marketing-Kontext sowie Fairness und Vertrauen in Geschäftsbeziehungen. Diese Subdiskurse verdeutlichen, auf welchen Themengebieten die Marketingforschung durch Rezeption des Fairness-Konstrukts bereits bereichert wurde. Zugleich lassen sie aber weitere Differenzierungsmöglichkeiten erkennen.
Teichert, T., Heyer, G., Schöntag, K., & Marif, P. (2008). Co-word analysis for assessing consumer associations: A case study in market Research. Workshop Proceedings, LREC-Conference, 102–106.
Citation: Teichert, T., Heyer, G., Schöntag, K., & Marif, P. (2008). Co-word analysis for assessing consumer associations: A case study in market Research. Workshop Proceedings, LREC-Conference, 102–106.
Sentiment analysis is particularly relevant in marketing contexts because it is essential for deriving an in-depth understanding of consumer behaviour. This manuscript illustrates an exemplary best-practice case study for the application of text analysis tools. The case study analyzes the association of female consumers with the product category “shoes”. Automated text analysis is used to identify features and structures from the qualitative data at hand. The results of the automated text analysis are contrasted with manual feature coding, showing a comparable coding quality while yielding considerable savings of time and effort. Thus we conclude that NLP offers a high potential for future research applications to solve marketing problems.
Bouncken, R. B., Teichert, T. (2008), Strategic Impulses for Innovation in Supply Chains, Academy of Management Annual Meeting 2008 Proceedings, 1-6.
Citation: Bouncken, R. B., Teichert, T. (2008), Strategic Impulses for Innovation in Supply Chains, Academy of Management Annual Meeting 2008 Proceedings, 1-6. https://doi.org/10.5465/ambpp.2008.33664532
Innovation is a strategic issue which needs to be aligned not only internally with overall business goals but as well externally with the environment. Suppliers particularly are confronted with manufactures’ pre-settings related to product and process objectives, frame specifications, and target prices. We refer to those aspects as supply-chain rigidities towards innovation. This study aims to explore the complex setting for strategic impulses for innovation. We clarify how suppliers’ innovation strategies and their hereby created internal capabilities cope with different degrees of supply-chain rigidity and support market success. A survey on 241 small and mid-sized companies in the high-tech sector reveals that a strategic design towards innovation increases market performance both directly and through the achievement of “hard” and “soft” innovation goals. Performance effects are dependent on the supply chain integration. A deliberate strategy seems suitable for high levels of supply chain rigidity, i.e. clear product/technology requirements and interfaces between the different tier-levels of the supply chain. An emergent strategy supports market performance through intra-firm innovation orientation under high ambiguity of supply chain requirements. Our results may assist firms in finding the right innovation planning with respect to their overall setting in the supply chain.
Bouncken, R. B., et al. (2008). "Project Management Capabilities in the New Media Industry." Journal of Media Business Studies 5(1): 67–93.
Citation: Bouncken, R. B., Lekse, W., Koch, M. (2008), Project Management Capabilities in the New Media Industry, Journal of Media Business Studies (JoMBS), Vol. 5 (1), 67-94. https://doi.org/10.1080/16522354.2008.11073461
The new media industry is made up of dynamic and perilous markets, in which a firm’s success is dependent on the continuous rapid development of innovative products. To achieve this daunting task firms establish and maintain networks of potential partners that have capabilities with high potential and serious risks. These networks of partners are repositories of diverse resources to supplement and complement lacking internal resources. The authors conducted in-depth exploratory interviews with executives of small and medium sized new media firms following their participation in joint innovative product development projects. The authors develop propositions extending resource-based view theory to the development of resources across weak ties while highlighting the tactical and strategic management of new product projects within project networks. They uncovered complex processes and performance constructs giving future researchers more specificity in their future project alliance research models.
Schmiele, A. and W. Sofka (2008). "Internationalizing R&D Co-opetition: Dress for the Dance with the Devil." MIT Sloan Management Review 49(2): 8–9.
Citation: Schmiele, A. and W. Sofka (2008). "Internationalizing R&D Co-opetition: Dress for the Dance with the Devil." MIT Sloan Management Review 49(2): 8–9.
Competitors can be valuable sources and partners for innovation activities. Against the background of international expansion of firms and increased international competition, the R&D collaborations with international competitors (international co-opetition) is becoming an increasingly interesting way to gain access to well guarded knowledge from abroad. However, to be able to benefit from these paradox alliances, a certain level of international co-opetition readiness is required. On the one hand, this readiness is important to protect the companies' intellectual property that should not be leaked to competitors. On the other hand, the firm has to be able to absorb and utilize the knowledge and capabilities of the collaborating competitor. Hence, we envision co-opetition as a balancing act between appropriability practices and absorptive capacities in a cross-border context. We test these dual hypotheses for a broad sample of roughly 1,000 innovative firms in the German manufacturing sector. We find that co-opetition with international competitors requires a shift in appropriability practices from informal methods (secrecy, lead time) towards formal ones (like patents and copyrights). Besides, we discover that the readiness for international co-opetition can be achieved by developing international collaboration experience through collaborations with international customers or suppliers.
Schmiele, A. and W. Sofka (2008). "M&A-Investitionen aus Brasilien, Russland, Indien und China in Deutschland." M&A Review 7(1): 359–363.sland, Indien und China in Deutschland, M&A Review, Vol. 7 (1), 359-363.
Citation: Schmiele, A. and W. Sofka (2008). "M&A-Investitionen aus Brasilien, Russland, Indien und China in Deutschland." M&A Review 7(1): 359–363. https://doi.org/10.1016/j.tourman.2016.08.012
The study leverages the advantages of tourist-generated reviews in aim to offer new insights into the determinants of hotel customer satisfaction by discriminating customers based on travel types and languages groups. Based on a collection of 412,784 users-generated reviews on 10,149 hotels from 5 Chinese cities from TripAdvisor, we found that the types of travel, such as business, couple, family, leisure, and solo travels, substantially alters customers’ preference over hotel attributes in shaping their satisfaction. Foreign tourists, who speak a diversity of languages (English, Germany, French, Italian, Portuguese, Spanish, Japanese, and Russian), substantially differ in terms of their emphasis on the roles of hotel attributes (room, location, cleanliness, service, and value) in forming their overall satisfaction rating on hotels. Inbound Chinese tourists exhibit distinctive preferences for room-related hotel attributes when compared to foreign tourists. By contrasting 95% confidence interval of regression coefficients, our findings provide a high external validity.
Sofka, W. (2008). "Globalizing Domestic Absorptive Capacities." Management International Review 48(6): 769–792.
Citation: Sofka, W. (2008). "Globalizing Domestic Absorptive Capacities." Management International Review 48(6): 769–792.https://doi.org/10.1007/s11575-008-0106-9
Promising innovation impulses originate increasingly from customers, suppliers or competitors outside of a firm's traditional home market. We investigate how firms can adjust their absorptive capacities to benefit from these new opportunities. We suggest that these capabilities depend upon the investments in absorptive capacity development, international experience as well as the munificence of the home market environment. We test these hypotheses empirically based on a survey of more than 2,200 German firms. We find that the globalization of absorptive capacities is a combination of refining their development (most importantly through ambitious incentive systems), export experience and shortcomings of the domestic innovation environment. The importance of each individual factor varies with regards to the source of the impulse, i.e. whether it stems from foreign customers, suppliers or competitors.
Sofka, W. and J. Zimmermann (2008). "Regional economic stress as moderator of liability of foreignness." Journal of International Management 14(2): 155–172.
Citation: Sofka, W., Zimmermann, J. (2008), Regional Economic Stress as Moderator of Liability of Foreignness, Journal of International Management, Vol. 14 (2), 155-172. https://doi.org/10.1016/j.intman.2008.01.002
In this paper we develop optimized localization strategies for multinational firms to overcome their liability of foreignness by adding a regional dimension within a country. We explore conceptually whether economic stress in a region has a mitigating or reinforcing effect. We test this analytical framework empirically on the highly internationalized German car market and find that intra-national regions under economic stress are more promising markets for foreign car manufacturers as the effects of liability of foreignness are significantly lower there.
Teichert, T., Shehu, E., & Wartburg, I. v. (2008). Customer segmentation revisited: The case of the airline industry. Transportation Research Part A: Policy and Practice, 42(1), 227–242.
Citation: Teichert, T., Shehu, E., & Wartburg, I. v. (2008). Customer segmentation revisited: The case of the airline industry. Transportation Research Part A: Policy and Practice, 42(1), 227–242. https://doi.org/10.1016/j.tra.2007.08.003
Although the application of segmentation is a topic of central importance in marketing literature and practice, managers tend to rely on intuition and on traditional segmentation techniques based on socio-demographic variables. In the airline industry, it is regarded as common sense to separate between the ever more complex and heterogeneous choices made by customers. Airline companies relying solely on flight class as the segmentation criterion may not be able to customize their product offerings and marketing policies to an appropriate degree in order to respond to the shifting importance and growing complexity of customer choice drivers, e.g. flexibility and price as a result of liberalization in the airline industry. Thus, there is a need to re-evaluate the traditional market segmentaiton criterion.By analyzing the stated preference data of more than 5 800 airline passengers, we show that segmenting into business and leisure (a) does not sufficiently capture the preference heterogeneity among customers and (b) leads to a misunderstanding of consumer preferences. We apply latent class modeling to our data and propose an alternative segmentation approach: We profile the identified segments along behavioral and socio-demographic variables. We combine our findings with observable consumer characteristics to derive pronounced fencing mechanisms for isolating and addressing customer segments recptive for tailored product packages.
Wartburg, I. v. and T. Teichert (2008). "Valuing patents and licenses from a business strategy perspective – Extending valuation considerations using the case of nanotechnology." World Patent Information 30(2): 106–114.
Citation: Wartburg, I. v. and T. Teichert (2008). "Valuing patents and licenses from a business strategy perspective – Extending valuation considerations using the case of nanotechnology." World Patent Information 30(2): 106–114. https://doi.org/10.1016/j.wpi.2007.05.007
Currently there is a debate in the field of nanotechnology about the evolving IP landscape and its impact on innovative progress based on technological discovery in the future. Nevertheless, nanotechnology patents will serve as an important securitization instrument for future financing and business strategic purposes. Valuation know-how of nanotechnology patents will therefore become critical in deal-making and in bringing about innovation. Like many innovative products today, nanotechnology enabled products also consist of a multitude of patented technological components from different stages in a value chain and belonging to a multitude of owners. Complex IP landscapes along entire value chains give rise to a tendency to over-value one’s own patented technology from an ex-ante and individual company’s perspective. Thus the sum of individually estimated values of patented technology can exceed the value that can be realized ex-post in a given value chain. We extend current valuation considerations of patented technology from a static perspective to include a dynamic view using nanotechnology as an example. Furthermore, in addition to single value chain stages as a level of analysis (level A) we also take into account the complex technology landscapes in entire value chains (level B) as well as patented technologies’ potential value in different current or future value chains (level C). We derive conclusions with respect to valuation approaches for the discussed levels of analysis from a static and dynamic perspective.
Bouncken, R. B., & Teichert, T. (2007). Inter-firm Innovation Teams: Structures for Relational Learning. Journal Academy of Business and Economics, 7(2), 28–37.
Citation: Bouncken, R. B., & Teichert, T. (2007). Inter-firm Innovation Teams: Structures for Relational Learning. Journal Academy of Business and Economics, 7(2), 28–37.
Learning in innovation alliances is fostered by inter-firm NPD teams. Still, to encourage innovation, those teams have to be carefully designed to fulfil their demanding tasks of learning across the boundaries of the firms. Therefore, this study explores the impact of team design on learning. We research the effects of technical learning and on meta-learning. Team unity and project modularity are found drivers of inter-firm learning. Trade-offs between the two devices of team design are discussed and empirically tested. We show that process measures of modularity can only partly overcome deficits in structure, in particular a missing team unity.
Bouncken, R., Koch, M., Teichert, T. (2007), Managing Alliances in Dynamic Industries: Modularization and Inter-firm Teams, International Journal of Business Research,8 (3), 1-9.
Citation: Bouncken, R., Koch, M., Teichert, T. (2007), Managing Alliances in Dynamic Industries: Modularization and Inter-firm Teams, International Journal of Business Research, 8 (3), 1-9.
Prior studies indicate that modularization improves innovation. The benefits are based upon by a flexible configuration of components and processes. This paper extends the intra- firm concept of modularity to the inter-firm level. We explore two facets of modularity and synergistic specificity and their consequences on the outcomes of alliances, particularly on outcome-blending. We differentiate the context-driven effects of modularity and synergistic specificity on outcome blending by a comparison of two dynamic industries. Biotechnology and new media represent two ends of a continuum between (1) highly science-laden with long time-to-market, and (2) highly IT- and design-laden with fast-to-market innovations. Based on a survey of more than 300 enterprises, we find that alliances in both industries achieve a synergistic blending of collaboration outcomes. Applying a two-group structural equation model, we reveal differences according to hypothesized relationships. Findings are related to market and technology characteristics.
Bouncken, R., Koch, M., Teichert, T. (2007), Innovation Strategy Explored: Innovation Orientation’s Strategy Preconditions and Market Performance Outcomes, Zeitschrift für Betriebswirtschaftslehre, Vol. 2 (Special Issue), 71-95.
Citation: Bouncken, R., Koch, M., Teichert, T. (2007), Innovation Strategy Explored: Innovation Orientation’s Strategy Preconditions and Market Performance Outcomes, Zeitschrift für Betriebswirtschaftslehre, Vol. 2 (Special Issue), 71-95.
To increase innovativeness firms will find the right choice of a strategic planning approach crucial. Yet, innovation research provides only very few results on the strategic planning preconditions. This is a serious omission in innovation management as strategy research provides us with different types of planning, in particular the diverging deliberate and emergent planning. This study explores the link strategic planning-dynamic capability performance link. We follow the dominant distinction and research effects of deliberate and emergent planning. For dynamic capabilities which can cover various types we consider two important classes: internal innovation orientation and flexibility. Our results derived from a survey on 140 firms in the IT industry clearly state that an adequate choice of planning increases market performance through the realization of specific dynamic capabilities. Performance effects are dependent on the level of uncertainty. We find that a deliberate strategy enfolding its positive effect through flexibility increases market performance under low levels of uncertainty. Differently an emergent strategy increases market performance through an intra-firm innovation orientation under levels of high uncertainty. Our results may assist firms in finding the right planning with respect to uncertainty and dynamic capabilities.
Aholt, A., Neuhaus, C., Teichert , T., Weber, B., Elger, C. E. (2007), Neurowissenschaftliche Analyse des Regret-Effektes und der Beeinflussbarkeit der Kaufentscheidungszufriedenheit, Zeitschrift für NeuroPsychoEconomics, Vol. 2 (5/6), 76-91.
Citation: Aholt, A., Neuhaus, C., Teichert , T., Weber, B., Elger, C. E. (2007), Neurowissenschaftliche Analyse des Regret-Effektes und der Beeinflussbarkeit der Kaufentscheidungszufriedenheit, Zeitschrift für NeuroPsychoEconomics, Vol. 2 (5/6), 76-91.
Die Wahrnehmung eines Bedauerns („Regret“) im Anschluss an eine Entscheidung wird sowohl in Neuro- als auch Marketingwissenschaft thematisiert. Dieser Beitrag liefert erstmals anhand realer Kaufentscheidungen neurowissenschaftliche Evidenz dafür, dass die negative Emotion Regret sowohl vor als auch nach dem Kauf auftritt. Es wird ferner untersucht, inwieweit ein günstiges Framing das Regret-Empfinden reduzieren oder sogar zu einer rückblickend positiv-emotionalen Bewertung der Kaufentscheidung beitragen kann. Konkret wird gezeigt, dass ein rückblickender Vergleich mit einem höheren externen Referenzpreis das Belohnungssystem anspricht und die Kaufentscheidungszufriedenheit erhöht. Rückblickende Preisvergleiche können somit zu emotionalem (Zusatz-) Nutzen führen. Schließlich wird nachgewiesen, dass die negative Emotion des Regret-Empfindens neben dieser positiven Emotion parallel fortbesteht, was für eine emotional-bipolare Konzeptionalisierung des Konstruktes Kaufentscheidungszufriedenheit spricht.
Weber, B., Aholt, A., Neuhaus, C., Trautner, P., Elger, C. E., Teichert , T. (2007), Neural evidence for Reference-Dependence in Real-Market-Transactions, NeuroImage, 35 (1), 441-447.
Citation: Weber, B., Aholt, A., Neuhaus, C., Trautner, P., Elger, C. E., Teichert , T. (2007), Neural evidence for Reference-Dependence in Real-Market-Transactions, NeuroImage, 35 (1), 441-447. https://doi.org/10.1016/j.neuroimage.2006.11.034
Human decision making has become one of the major research-foci in economics, marketing and in neuroscience. This study integrates perspectives from these disciplines by examining neurophysiological correlates to Reference-dependence of utility evaluations in real market contexts both before and after choice. First, by comparing buying and selling decisions, we observe an activation of the amygdala only in the latter. We interpret this as loss aversion with respect to prior possessions. This finding contributes to the settling of an ongoing fundamental dispute in economic theory by indicating the absence of loss aversion for money in routine transactions. Second, ex post satisfaction statements are accompanied by an activation of the reward processing orbitofrontal cortex, if the evaluation context is framed by a high external reference price instead of a lower internal reference price. This indicates a nonrational Reference-dependence - despite the neoclassical view of a rational Homo Economicus - of satisfaction measures and challenges a central marketing variable.
*Leading Neuroscientific Journal ( JIF 2005 = 5,2; source ISI Web of Science).
Grimpe, Chr., Schmidt, T., Sofka, W. (2007), Innovationspotenziale in der Bewertung von IPOs, Vol. 76 (3), 118-123.
Citation: Grimpe, Chr., Schmidt, T., Sofka, W. (2007), Innovationspotenziale in der Bewertung von IPOs, 76 (3), 118-123.
Der Börsengang ist in vielen Fällen eine wichtige Exit-Option für Private Equity Investoren. Das Börsenumfeld für diese IPOs war in Deutschland nach dem Ende des Internet-Booms vielfach schwierig. In jüngerer Vergangenheit hat sich das Börsenklima für diese Neulinge deutlich positiver entwickelt. Für ausstiegswillige Investoren steigt somit der Anreiz, ihr Unternehmen für den IPO fit zu machen. Dies ist eine besondere Herausforderung, weil das Zukunftspotenzial eines Börsenneulings häufig auf seinen immateriellen Unternehmenswerten beruht. Diese müssen mess- und sichtbar gemacht werden, um das Unternehmen nicht „unter Wert“ zu verkaufen. Selbstverständlich müssen diese Bewertungsmaßnahmen im Einklang mit Bilanzierungsrichtlinien und Standards im Rahmen der Due Diligence erfolgen. Über diese zwingend notwendigen Qualitätsstandards hinaus sollte jedoch nicht vergessen werden, was das Ziel der Bewertung ist und an wen sie sich richtet. Das Potenzial des IPO-Unternehmens soll externen Finanzanalysten möglichst umfassend, kompetent und verlässlich dargestellt werden. Diese „Marktperspektive“ kann den Ansatz der Rechnungslegung keinesfalls ersetzen, jedoch um eine wichtige strategische Komponente ergänzen.
Bouncken, R., Koch, M. (2006), Governing of Alliances: Bridging Pre-Planned and Emergent Styles of Collaborative Innovation Projects, Journal of International Business Strategy, 4 (1), 1-20.
Citation: Bouncken, R., Koch, M. (2006), Governing of Alliances: Bridging Pre-Planned and Emergent Styles of Collaborative Innovation Projects, Journal of International Business Strategy, 4 (1), 1-20.
Government of project based innovation alliances that are typically multi-motive-multi-functional, has to cope with the tension between the need to implement formalization and also promote creativity: Formalization is a means to uncertainty and equivocality but with increased formalization it decreases creativity. This paper analyzes non-equity multi-motive and multi-functional project alliances with joint R&D agreements, technology sharing agreements, co-marketing, supply-agreements, and other agreements that include shared production and distribution devices in the new media industry. The pre-elaborate and emergent coordination were found as two distinct patterns of alliance coordination. As assumed, the more creativity enhancing emergent style, relates to the strength of ties between partnering firms. Surprisingly, we also found a positive relation between strong ties and pre-elaborated coordination. Thus, strong ties are beneficial for both styles. Still, it is to question if the cost for setting up formalization exceed the outcome. Then an emergent style will be more advantageous. These results can be transferred to the international framework. According to the relationships found in this study, we develop five propositions on international and cross-cultural collaboration.
Bouncken, R., Teichert, T., Koch, M. (2006), Blending management styles for learning alliances, Academy of Management Annual Meeting 2006 Proceedings, TIM:W1-W6.
Citation: Bouncken, R., Teichert, T., Koch, M. (2006), Blending management styles for learning alliances, Academy of Management Annual Meeting 2006 Proceedings, TIM:W1-W6. https://doi.org/10.5465/ambpp.2006.22898702
Literature on learning in alliances has by and large focused on transfer of knowledge at the individual and organizational level. In contrast, the mutual creation of inter-organizational knowledge has been neglected so far. This paper adopts a social-cognitive view on knowledge creation in the relational sphere. Secondly, it contrasts two distinct styles of alliance management and links those to genuine knowledge creation. After discussing basic concepts and theory that addresses the management of an alliances process and relational learning from a mental models perspective, we derive a structural equation model which is tested in a study of 222 alliances in the new media industry. We discuss our findings on two distinct styles of alliance project management and on two configurations of relational learning: absorption and autopoiesis.
Sofka, W., Teichert, T. (2006), Global Sensing and Sensibility - A Matching Assessment of Foreign Sources for Innovation, Academy of Management Annual Meeting 2006 Proceedings, IM: J1–J6.
Citation: Sofka, W., Teichert, T. (2006), Global Sensing and Sensibility - A Matching Assessment of Foreign Sources for Innovation, Academy of Management Annual Meeting 2006 Proceedings, IM: J1–J6. https://doi.org/10.5465/ambpp.2006.27163055
We focus on a core competitive capability of a modern firm: The ability to deliver successful innovations in a globalized environment. Companies literally find themselves confronted with a world of ideas. The challenge remains to decide which impulses should be on top of the list and which at the bottom. Given limited resources and substantial investments, betting on the wrong horse can be risky and costly. Theoretically integrated in capability based view of the firm we investigate firms' capabilities to assimilate, identify and prioritize valuable knowledge across national, cultural and social borders; a competence which we call global sensing. We establish an analytical framework to examine whether global sensing activities generate competitive advantage. Consequently, we develop an empirical, multistage evaluation strategy. The latter rests on a matching approach for a recent, broad sample of almost 1,700 German companies from both services and manufacturing. We find the strongest and most consistent support for global sensing as a strategic enabler for technological leadership. Apart from this strategic advantage we observe that foreign external sources for innovation are generally not superior to domestic ones.
Teichert, T., von Wartburg, I., Braterman, R. (2006), Tacit meaning in disguise: Hidden metaphors in new product development and market making, Business Horizons, Vol. 49, 451-461.
Citation: Teichert, T., von Wartburg, I., Braterman, R. (2006), Tacit meaning in disguise: Hidden metaphors in new product development and market making, Business Horizons, Vol. 49, 451-461. https://doi.org/10.1016/j.bushor.2006.02.006
In this paper we explore the role of metaphor in product development processes and market making. Based on a sociocognitive perspective of innovation dynamics and required learning by market actors we explain the potential of metaphors for mental model development during new product development (NPD) processes. From this discussion we infer three roles for metaphors as cognitive focussing devices for the co-evolution of producers' and consumers' mental models, i.e. 'mental model communication', 'mental model matching', and 'mental model creation'. The roles are illustrated by examples which represent evidence that calls for creativity in applying metaphors as cognitive focussing devices in NPD and market making.
Wartburg, I. v., Rost, K., & Teichert, T. (2006). The creation of social and intellectual capital in virtual communities of practice: shaping social structure in virtual communities of practice. Intl. Journal of Learning and Change, 1(3), 299-316.
Citation: Wartburg, I. v., Rost, K., & Teichert, T. (2006). The creation of social and intellectual capital in virtual communities of practice: shaping social structure in virtual communities of practice. International Journal of Learning and Change, 1(3), 299-316. http://dx.doi.org/10.1504/IJLC.2006.010972
Communities of practice (CoPs) are groups of people bound together by shared expertise and passion for a joint enterprise on behalf of an organization (Wenger, 1998). To support effective work practices in an ever more distributed work environment, collocated CoPs are complemented by virtual communities of practice (VCoPs). Its members interact supported by collaborative technologies in order to bridge time and/or geographical distances. Virtual communities of practice CoPs represent a somewhat paradoxical challenge to firms: on the one hand, VCoPs are believed to be a desirable organizational form for collective knowledge generation. On the other hand collective learning in (V)CoPs is described as a rather emergent and situated process which can not be managed and planned proactively. Thus, on the one hand decision makers are urged to believe that VCoPs are something beneficial, i.e. the success hypothesis, while at the same time they are told that VCoPs cannot be managed deliberately, i.e. the 'metaphysics' hypothesis.
Pilkington, A., & Teichert, T. (2006). Management of technology: themes, concepts and relationships. Technovation, 26(3), 288–299.
Citation: Pilkington, A., & Teichert, T. (2006). Management of technology: themes, concepts and relationships. Technovation, 26(3), 288–299. . https://doi.org/10.1016/j.technovation.2005.01.009
In this paper bibliometric (co-citation analysis) and social network analysis techniques are used to investigate the intellectual pillars of the technology management literature as reported in Technovation . Network analysis tools are also used to show that the research agenda of scholars from different parts of the world differ substantially from each other, and it is argued that such differences may have exacerbated the delays experienced in developing technology management as a respected academic discipline.
Borell, M., & Sofka, W. (2006). Ausländische Investoren auf dem deutschen Kapitalmarkt: Fremde in einem fremden Land? Finanz Betrieb 2, 114–122.
Citation: Borell, M., & Sofka, W. (2006). Ausländische Investoren auf dem deutschen Kapitalmarkt: Fremde in einem fremden Land? Finanz Betrieb 2, 114–122.
Ausländische Investoren sehen sich bei der Übernahme deutscher Unternehmen speziellen Heraus-forderungen gegenüber. Auf Basis einer Umfrage unter mehr als 200 Finanzmarktexperten werden potenzielle Zielbranchen der ausländischen Investo-ren, Belastungsfaktoren und kulturelle Barrieren für die Übernahme deutscher Unter-nehmen näher beleuchtet. Die Befragten rechnen vor allem im Finanzsektor mit Übernahmen aus dem Aus-land. Besonders positiv werden ausländische Engage-ments in Deutschland eingeschätzt, wenn die grenzüber-schreitenden Ertragspotenziale nicht durch kulturelle Reibungsverluste aufgezehrt werden.
Teichert, T., von Wartburg, I. (2005), Online Customer Integration in New Product Development, Innovative Marketing, Vol. 1 (1), 41-54.
Citation: Teichert, T., & Wartburg, I. v. (2005). Online Customer Integration in New Product Development. Innovative Marketing, 1(1), 41–54.
Today, new product development (NPD) is viewed as one of the fundamental drivers of competitive advantage of firms. Despite the focus on customer orientation customers are often only called in to make an initial position sensing during new product development processes. Later on, they also effect a continuous validation of solutions generated by enterprises. However, the opportunity of regarding customers as partners of value creation during NPD as well as the chance of actively involving them into the process is often neglected. However, there is a lot of potential of customer integration during the whole process of NPD. Especially, the advent of internet technologies allows a variety of different forms of customer integration during NPD. In this paper we develop a typology of different online customer integration forms, i.e. Lead-Communities, Lead User-Portals, customer exchange forums, and personalized customer portals. A tentative mapping of different forms of online customer integration to different modes of knowledge generation is proposed. It is argued that knowledge about the potential and possible pitfalls of online customer integration gained during the implementation such programmes can turn into a competitive advantage.
Wartburg, I. v., Teichert, T., & Rost, K. (2005). Inventive progress measured by multi-stage patent citation analysis. Research Policy, 34(10), 1591–1607.
Citation: Wartburg, I. v., Teichert, T., & Rost, K. (2005). Inventive progress measured by multi-stage patent citation analysis. Research Policy, 34(10), 1591–1607. https://doi.org/10.1016/j.respol.2005.08.001
Studies of technological change constitute a field of growing importance and sophistication. In this paper we contribute to the discussion with a methodological reflection and application of patent citation analysis for the measurement of inventive progress. Pointing to the specific patterns of patent citation data, we conclude that single-stage citation analysis cannot reveal technological paths or lineages and therefore should also make use of indirect citations and bibliographical coupling. To measure aspects of cumulative inventive progress, we develop a "shared specialization measure" of patent families and relate it to an expert rating of their technological value added in the field of variable valve actuation for internal combustion engines. In sum, the study presents promising evidence for patent multi-stage citation analysis in order to explain aspects of technological change.
Teichert, T., & Rost, K. (2004). Zusammenarbeit von KMU mit Hochschulen und Transfermittlern. Die Unternehmung, 58(5), 373–392.
Citation: Teichert, T., & Rost, K. (2004). Zusammenarbeit von KMU mit Hochschulen und Transfermittlern. Die Unternehmung, 58(5), 373–392.
Kleinere und mittlere Unternehmen (KMU) sind häufig Triebkraft von Innovationen, zugleich jedoch durch hohe Defizite gekennzeichnet. Als eine prominente Schwachstelle wird die Zusammenarbeit mit Hochschulen genannt. Zur Überwindung von (initialen) Barrieren werden von öffentlicher Seite u.a. Transfermittler bereitgestellt, welche die Kooperationstätigkeit fördern sollen. Dieser Artikel untersucht mögliche Ergebnisbeiträge von Hochschulen sowie von Mittlern im Innovationsprozess. Hierzu werden KMU-Defizite und Nutzenbeiträge universitärer Kooperationen den Leistungsbeiträgen eines Mittlers, unterteilt in "Bonding"- und Bridging"-Dienstleistungen, gegenübergestellt. Der Nutzenbeitrag nachgefragter Mittlerfunktionen wird zunächst allgemein sowie anschliessend unter Berücksichtigung vorangegangener Kooperationserfahrungen beurteilt.
Teichert, T., & Rost, K. (2003). Trust, Involvement Profile and Customer Retention - Modeling, Effects and Implications. International Journal of Technology Management, 26(5/6), 621–639.
Citation: Teichert, T., & Rost, K. (2003). Trust, Involvement Profile and Customer Retention - Modeling, Effects and Implications. International Journal of Technology Management, 26(5/6), 621–639. https://doi.org/10.1504/IJTM.2003.003426
This study proposes and tests a structural model of customer retention. It measures the effects of trust and involvement of customer retention assuming general customer satisfaction. The model is tested in an empirical study in the context of an existing long-term customer relationship. As expected, customer satisfaction is not a construct on its own but is confounded with retention. Trust serves as a strong trigger for enhancing customer retention. Involvement is revealed to play a prominent role in explaining both trust creation and customer retention. Applying the scale of Jain and Srinivasan (1990), effects of different involvement profiles are analysed. Based on a discussion of the conceptual framework and an empirical proof of its operationalization, five different dimensions of involvement are distinguished. Trust creation is primarily triggered by affective components of involvement, whereas the cognitive components show distinct effects. Further differences between the individual dimensions of involvement are revealed and in accordance with theoretical considerations. We conclude that relational customer retention, where trust is a major constituent element, is differently supported by affective and cognitive involvement. Consequently, the focus of innovation and new product management should shift from the mere design of new physical properties towards a broader, proactive perspective of shaping both consumer involvement and long-term retention.
Rost, K., Teichert, T., & Wartburg, I. v. (2003). Multiplexity in R&D Employees' Networks: Work-Life Complementarity. Proceedings of the 2003 IEEE International Engineering Management Conference IEMC-2003, 156–161.
Citation: Rost, K., Teichert, T., & Wartburg, I. v. (2003). Multiplexity in R&D Employees' Networks: Work-Life Complementarity. Proceedings of the 2003 IEEE International Engineering Management Conference IEMC-2003, 156–161.
Traditional types of hierarchical organization are complemented with cellular network organizations. Social roles and the position of actors become more complex with increasing embeddedness in a growing number of relations - for instance through affiliations to multiple and changing work teams. Two research disciplines investigate such heterogeneous social networks: research on social networks and research on product innovation. Both offer different explanations for the types of interaction that are best suited for knowledge creation and sharing. This paper integrates both types of research whilst focusing on innovation effectiveness. In analogy to telecommunication, where multiplexity denotes the ability to transport a multitude of signals through a single line or cable, we refer to social multiplexity as a concurrent and productive affiliation to a multitude of social network functions. We show that in particular job-external and emotional contacts of employees may strengthen competitive advantages of firms. As a conclusion, previous recommendations of literature are suspected to increase rather than decrease risks.
Wartburg, I. v., Teichert, T., & Rost, K. (2003). Visioning for Innovation - How Firms Inject Knowledge About the Future. Proceedings of the 2003 IEEE International Engineering Management Conference IEMC-2003, 301–305.
Citation: Wartburg, I. v., Teichert, T., & Rost, K. (2003). Visioning for Innovation - How Firms Inject Knowledge About the Future. Proceedings of the 2003 IEEE International Engineering Management Conference IEMC-2003, 301–305.
Developing radical or disruptive innovations requires the meshing of actual sophisticated technological and market knowledge with visions about the future. Both, knowledge reuse (exploitation) and the search for new knowledge (exploration) in order to create new products are taking place in an ambiguous world and require certain types of sensemaking dynamics to be successfully executed. This paper presents a conceptual framework of visioning for innovation as a dynamic capability for sustained product innovation from which hypotheses are inferred. We carry out a pilot survey to gain preliminary evidence on the validity of the hypotheses and the framework proposed.
Teichert, T., & Talaulicar, T. (2002). Managementkonzepte im betriebswirtschaftlichen Diskurs: Eine bibliometrische Klassifizierung. Die Betriebswirtschaft, 62(4), 409–426.
Citation: Teichert, T., & Talaulicar, T. (2002). Managementkonzepte im betriebswirtschaftlichen Diskurs: Eine bibliometrische Klassifizierung. Die Betriebswirtschaft, 62(4), 409–426.
We develop a typology of prominent management concepts and examine its meaningfulness. Based on bibliometric data provided by the Social Science Citation Index (SSCI), three different types of management concepts are identified. They are distinguished by kind and age of quoted references. The three types can be characterized as long-term, application-focused discourse, topical discourse and academic discourse. Publications of the first type draw from older, but less sophisticated references. The topical discourse refers primarily to very recent sources of different quality. Finally, the academic discourse is based on a disproportionate high share of references to be qualified as high-value and processes more older sources. A supplementing model reveals that these types are furthermore associated with different author affiliations, journal quality, and citations of type-related publications.
Teichert, T., & Mittermayer, M.-A. (2002). Text Mining for Technology Monitoring. Proceedings of the 2002 IEEE International Engineering Management Conference IEMC-2002, 596–601.
Citation: Teichert, T., & Mittermayer, M.-A. (2002). Text Mining for Technology Monitoring. Proceedings of the 2002 IEEE International Engineering Management Conference IEMC-2002, 596–601.
A considerable part of scientific and technological knowledge is coded in writing. In this context, automated text categorization can be regarded as a promising tool particularly for patent data analysis. In a real-life example, we show that automated text categorization can closely resemble the time-consuming categorisation job of an expert. By comparing different algorithms we reveal systematic differences in their results and show potential for further improvement.
Teichert, T. (2001). Nutzenermittlung in wahlbasierter Conjoint-Analyse: Ein Vergleich zwischen Latent-Class- und hierarchischem Bayes-Verfahren. Zeitschrift für betriebswirtschaftliche Forschung, 53(8), 798–822.
Citation: Teichert, T. (2001). Nutzenermittlung in wahlbasierter Conjoint-Analyse: Ein Vergleich zwischen Latent-Class- und hierarchischem Bayes-Verfahren. Zeitschrift für betriebswirtschaftliche Forschung, 53(8), 798–822.
Two different concepts of disentangling noise from systematic deviations in Choice-Based Conjoint evaluations are compared: The Latent Class Technique and the Hierarchical Bayes procedure. Conceptual differences between these models are discussed and hypotheses on resulting differences in estimates are derived. These are tested in a large-scale empirical study. The relative performance is evaluated in two distinct application areas: segment/level and individual/level estimates. The expected patterns are confirmed only partly by empirical evidence. It is shown that the structure of the underlying heterogeneity concept influences the achievable outcomes. Contrary to expectations it is shown that the segment-level estimates are highly stable across methods. While individual Hierarchical Bayes estimates are often of questionable quality, they are to be preferred against the Latent Class estimates, because they detect outliers reasonably well and provide more flexibility in the data evaluation.
Teichert, T. (2000). Das Latent-Class Verfahren zur Segmentierung von wahlbasierten Conjoint-Daten - Befunde einer empirischen Anwendung. Marketing ZfP, 22(3), 227–240.
Citation: Teichert, T. (2000). Das Latent-Class Verfahren zur Segmentierung von wahlbasierten Conjoint-Daten - Befunde einer empirischen Anwendung. Marketing ZfP, 22(3), 227–240. https://doi.org/10.15358/0344-1369-2000-3-227
The Latent Class technique is applied in a large-scale empirical study with limited number of observations per respondent. Segment-level utility functions possess a high stability and are superior to aggregate solutions. However, the meaningfulness of the derived part-worth estimates remains questionable, as they are unable to outperform the predictive validity from simplified utility models. The findings show the necessity to perform in-depth validity tests and to specify benchmark values for a relative assessment of quality. Finally, the findings indicate structural biases both of the Latent-Class Technique and of the method of Choice-Based preference elicitation by itself.
Teichert, T. (2000). Auswirkungen von Verfahrensalternativen bei der Erhebung von Präferenzurteilen. Marketing ZfP, 22(2), 145–159.
Citation: Teichert, T. (2000). Auswirkungen von Verfahrensalternativen bei der Erhebung von Präferenzurteilen. Marketing ZfP, 22(2), 145–159.
Alternative Verfahren der Präferenzbefragung können zu voneinander abweichenden Nutzenschätzungen führen. Erklärungsmodelle der Wahrnehmung und der begrenzten Rationalität werden zur Untersuchung hierfür ursächlicher Mechanismen der Präferenzartikulation eingesetzt. Drei Verfahren der Präferenzbefragung sowie je zwei Verfahrensvariationen derselben werden in ihrer relativen Schätzeffizienz verglichen. Ein neuartiger Einsatz einer Agenten-Aufgabe ermöglicht Vergleiche gegenüber "wahren" Werten sowie vertiefte Analysen. Unterschiedliche Verfahrensalternativen der Präferenzerhebung führen zu systematischen Abweichungen der Nutzenschätzwerte. Die direkte Präferenzbefragung führt zu Verzerrungen im Verhältnis zwischen den Attributen der Nutzenfunktion, d.h. deren Bedeutungsgewichten. Conjoint-Präferenzbefragung wie auch die Abfrage von Wahlurteilen ergeben insbesondere Verzerrungen innerhalb eines Attributes, d.h. zwischen den relativen Vorziehenswürdigkeiten der Attributsausprägungen. Konzepte der menschlichen Wahrnehmung sowie der beschränkten Rationalität liefern Erklärungen für die beobachteten Verzerrungen.
Teichert, T. (1998). Schätzgenauigkeit von Conjoint-Analysen. Zeitschrift für Betriebswirtschaft, 68(11), 1245–1266.
Citation: Teichert, T. (1998). Schätzgenauigkeit von Conjoint-Analysen. Zeitschrift für Betriebswirtschaft, 68(11), 1245–1266.
Conjoint analysis is widely applied in the area of consumer research to estimate metric preference functions from ranking input data. This paper shows the potential pitfalls which stem from the necessary scale transformation. It is shown that different estimation methods lead to divergent solutions. The part-worth estimates possess estimation intervals of remarkable size. The estimation intervals are indeterminate both in their size and location and depend on experimental design, utility function and error term. The commonly used estimation methods OLS and LINMAP provide only suboptimal estimates and can lead to an exaggeration of individual differences in utility functions. Potential for improvement is shown.
Ernst, H., & Teichert, T. (1998). The R&D/Marketing interface and single informant bias in NPD Research: An illustration of a benchmarking case study. Technovation, 18(2), 721–739.
Citation: Ernst, H., & Teichert, T. (1998). The R&D/Marketing interface and single informant bias in NPD Research: An illustration of a benchmarking case study. Technovation, 18(2), 721–739. https://doi.org/10.1016/S0166-4972(98)00069-8
Analysing the performance of new product development (NPD) processes requires the reliable assessment of non-documented organizational characteristics. Based on key informant literature we discuss the difficulties of gaining reliable information from respondents and we identify potential sources for heterogeneous perceptions among different respondents. We assume that NPD research may be subject to response biases, if it is based on sole informants only. We apply an existing benchmarking approach for NPD processes in a comprehensive case study in order to illustrate sources and effects of single informant biases. We find that perceptions differ substantially among the individual respondents. In particular, we observe different functional perceptions between respondents from Marketing and Research &Development. The results are consistent with expectations from interface theory. These perceptual differences have a severe impact on the managerial conclusions drawn from benchmarking. There appears to be no single reliable source of information within an organization. Furthermore, variances among informants' assessments should be recognized and regarded as valuable information. It is our recommendation that multiple informants ought to be included in future NPD research and benchmarking studies.
Teichert, T. (1997). Success Potential of international R&D co-operation. International Journal of Technology Management, 14(6/7/8), 804–821.
Ebenso als: Teichert, T. (1993), The success potential of international R&D cooperation, Technovation, Vol. 13 (8), 519–532
Citation: Teichert, T. (1997). Success Potential of international R&D co-operation. International Journal of Technology Management, 14(6/7/8), 804–821. http://dx.doi.org/10.1504/IJTM.1997.002591
Key success factors for cooperative research and development projects and their interaction effects are examined. Hypotheses are derived from theoretical and empirical evidence. They are tested simultaneously, using an experimental design. Results support, in general, the expected directions of functional and disfunctional effects. They also show that preferences vary between cooperators and that different types can be distinguished. The method of conjoint measurement is applied to a new area. The technique is described and assessed. It is shown that new insights can be gained by implementing this simultaneous method of evaluation. Illustrations are included to ease further applications in this area.
Brockhoff, K., & Teichert, T. (1995). Cooperative R&D and partners' measures of success. Intl. Journal of Technology Management, Special Issue on the Management of Technological Flows Across Industrial Borders, 10(1), 111–123.
Citation: Brockhoff, K., & Teichert, T. (1995). Cooperative R&D and partners' measures of success. Intl. Journal of Technology Management, Special Issue on the Management of Technological Flows Across Industrial Borders, 10(1), 111–123. https://doi.org/10.1504/IJTM.1995.025617
The issue of success measurement for cooperations is analysed from a situational and objectives-based point of view. Objectives for the cooperation are divided into economical, technological and people-oriented dimensions. An explorative study is used for identifying these objectives. They can be either project or relationship oriented. In comparing the objectives of multiple partners, four cases of relationship of partners´ objectives are distinguished. Possible implications for success measurement are discussed and areas for future research are addressed.
Teichert, T. (1994). Zur Validität der in Conjoint-Analysen ermittelten Nutzenwerte. Zeitschrift für betriebswirtschaftliche Forschung, 46(7/8), 610–629.
Citation: Teichert, T. (1994). Zur Validität der in Conjoint-Analysen ermittelten Nutzenwerte. Zeitschrift für betriebswirtschaftliche Forschung, 46(7/8), 610–629.
This article investigates critical issues of experimental design related to rank-ordered conjoint analysis. Insights into basic patterns of experimental design are been provided. The influence of the experimental framework on the quality of the outcomes is shown. Hypotheses are specified for practical applications; simulations are performed to check the validity of the hypotheses. It is shown that the internal validity of part-worth-estimates is influenced by the experimental framework - in particular: type of design and of assessment task. While a confounding with interaction effects always reduces the validity, random effects even enhance the quality of the output. Contrary to common expectations it is shown that internal validity does not necessarily increase with increasing number of scenario cards and that different design types have to be used for different types of true preference structures. As a conclusion it is postulated not to use automatic design generators but to tailor the experimental design according to the specific tasks encountered.