자연주의적 탐구조사(Naturalistic Inquiry)

Basics of qualitative research: Grounded theory procedures and techniques

The author systematically examines one of the important issues of information — establishing the market price. He introduces the concept of «search» — where a buyer wanting to get a better price, is forced to question sellers. The article deals with various aspects of finding the necessary information.

Economics of Information

The authors examine the implications of electronic shopping for consumers, retailers, and manufacturers. They assume that near-term technological developments will offer consumers unparalleled opportunities to locate and compare product offerings. They examine these advantages as a function of typical consumer goals and the types of products and services being sought and offer conclusions regarding consumer incentives and disincentives to purchase through interactive home shopping vis-à-vis traditional retail formats. The authors discuss implications for industry structure as they pertain to competition among retailers, competition among manufacturers, and retailer-manufacturer relationships.

Interactive home shopping: Consumer, retailer, and manufacturer incentives to participate in

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Qualitative Research in Information Systems

This article introduces Internet group purchasing (IGP) as a novel e-commerce phenomenon. Drawing on collective cognition and other relevant theories, we investigate the management of IGP by analyzing the four stages of IGP: (1) information accumulation, (2) interaction, (3) examination, and (4) accommodation. Netnographic methods were employed to collect qualitative data from eleven online group purchasing websites selected from hundreds of possible study websites. Analysis of the four stages of IGP lends support to the group-level cognition theory and makes contributions to collective cognition theory, especially as how it can be applied to the e-commerce context. It also situates group purchasing within the phenomenon of social networking marketing and discusses the symbiosis between IGP and businesses goals. Findings can help e-commerce practitioners to better understand online consumers and the manner in which they organize Internet group purchasing using social media. The research also provides managerial implications and directions for future research.

The Power of Many: An Assessment of Managing Internet Group Purchasing

Exploring the Robin Hood effect: Moral profiteering motives for purchasing counterfeit products

Purpose – The purpose of this paper is to examine the effects of problematic customer behaviors on customer service employee (CSE) attitudes and subsequent retaliation toward customers. Design/methodology/approach – Data from five semi-structured in-depth interviews and a structured survey with 434 responses are used to develop and test the theoretical model. CSEs working in different call center companies serving American and European customers were approached using an established survey panel. Findings – Results using partial least squares methodology showed that problematic customer behaviors have significant effects on emotional dissonance and drain CSEs emotionally. Negative emotional reactions are positively impacted by higher emotional dissonance and exhaustion levels and, subsequently, lead to higher employees’ retaliation. Research limitations/implications – For implications, this study provides an understanding of the relationship between problematic customer behaviors and CSEs’ retaliation. Fut...

Problematic customers and customer service employee retaliation

This research reveals three perceptual themes or “rules of engagement” used by consumers when personal information is requested in online exchanges. The themes—the criticality of the exchange, felt invasion, and fair play—underlie the choice of responses from compliance to blatant falsification of information to company requests. Identified from consumers' in-depth interviews, these themes, along with the range and variations of response behaviors, reveal that consumers' motivations vary from very simple rules to more customized rules. Our findings may help firms understand consumers' interpretation of online informational requests better and identify factors that influence how consumers respond.

https://onlinelibrary.wiley.com/doi/pdf/10.1111/j.1745-6606.2009.01147.x

Consumers Rules of Engagement in Online Information Exchanges

Most studies of the market orientation-performance relationship are cross-sectional and use managerial surveys; this paper explores the impacts of customer and competitor dimensions of market orientation on an objective measure of financial performance, using a quasi-longitudinal analysis of archival and secondary data. The content analysis includes 150 SEC (U.S. Securities and Exchange Commission) filings by 75 firms that had undergone an initial public offering. The results show that customer orientation leads to superior financial performance, with the type of firm, managerial heterogeneity, and firm size as significant moderators. Surprisingly, competitor orientation does not relate positively to firm performance, nor are the moderating results significant.

Amit Poddar

Papers

The Power of Many: An Assessment of Managing Internet Group Purchasing

Exploring the Robin Hood effect: Moral profiteering motives for purchasing counterfeit products

Problematic customers and customer service employee retaliation

Consumers Rules of Engagement in Online Information Exchanges

The Performance Implications of Planning, Implementation, and Evolution of Firms' Customer and Competitor Orientations