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1
Murphy, Brian, and Rongmei Wang. "An evaluation of stakeholder relationship marketing in China." Asia Pacific Journal of Marketing and Logistics 18, no. 1 (January 2006): 7–18. http://dx.doi.org/10.1108/13555850610641055.
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Wong, Y. H. "An Integrated Relationship (Guanxi)Marketing Model in China." Journal of Professional Services Marketing 18, no. 1 (February 18, 1999): 25–48. http://dx.doi.org/10.1300/j090v18n01_03.
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Wong, Y. H. "An integrated relationship (guanxi) marketing model in china." Services Marketing Quarterly 18, no. 1 (1998): 25–48. http://dx.doi.org/10.1080/15332969.1998.9985335.
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Shi, Guicheng, Huimei Bu, Yuan Ping, Matthew Tingchi Liu, and Yonggui Wang. "Customer relationship investment and relationship strength: evidence from insurance industry in China." Journal of Services Marketing 30, no. 2 (April 11, 2016): 201–11. http://dx.doi.org/10.1108/jsm-03-2014-0088.
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Purpose This study aims to elucidate how different relationship investment efforts by a service firm affect its customers’ perceived relationship investment; to determine how perceived relationship investment influences various dimensions of relationship strength; and to explore the moderating effects of customer innovativeness and complaint propensity on the relationship between the perceived relationship investment and relationship strength. Design/methodology/approach To minimize common method variance, data were collected from pairs of life insurance agents in China and their clients using self-report questionnaires. Hypotheses were tested using structural equation modeling. Findings The results indicate that customers value financial effort most followed by social effort and structural effort. Perceived relationship investment influences the affective strength most strongly, followed by cognitive strength and conative strength. Customer innovativeness and complaint propensity both moderate the effectiveness of perceived relationship investment in influencing two of the three dimensions of relationship strength. Originality/value This study is among the first to specify how service employees can guide consumer perceptions of relationship investment by applying three types of relationship investment effort. The impact of perceived relationship investment on different dimensions of relationship strength was assessed to demonstrate how service providers can benefit from investing in building consumer relationships. The moderating impact of consumer innovativeness and of complaint propensity was quantified. The research findings have important implications for managing different relationship investment as well as recruiting and training service employees.
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Marie Doherty, Anne, Xiaomin Chen, and Nicholas Alexander. "The franchise relationship in China: agency and institutional theory perspectives." European Journal of Marketing 48, no. 9/10 (September 2, 2014): 1664–89. http://dx.doi.org/10.1108/ejm-04-2012-0199.
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Purpose – The purpose of this study is to explore the franchise relationship in China, focusing on the relational constructs of power, control, support and conflict in this developing franchise environment. Agency theory has dominated franchise research. A more rounded theoretical interpretation of the franchising relationship is offered by employing both agency theory and institutional theory perspectives. Design/methodology/approach – The study adopts an interpretive approach, employing in-depth interviews with franchisors and franchisees in nine franchise organisations operating in the retail sector in China. It contributes a fuller understanding of how to manage the research process in China. Findings – The study reveals how the relational constructs of power, control, support and conflict are manifest in the franchise relationship in China. The explanatory power of agency theory is apparent when viewed in terms of the vertical agency problem. However, free-riding outside the franchise system, in the form of counterfeiting, mitigates against the occurrence of free-riding within it. With regard to institutional theory, we demonstrate that the regulatory institutional pillar is a crucial foundation for the franchise relationship. Practical implications – The study offers insights for franchisors and franchisees considering franchise relationships in China. Originality/value – For the first time in the literature, this study offers insights into key elements of the franchise relationship in China. Employing both agency and institutional theories facilitates a rounded explanation of the developing franchise environment in China.
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Sun, Francis. "Relationship versus Transaction Marketing in China: An Institutional Approach." Business and Management Studies 3, no. 2 (May 31, 2017): 47. http://dx.doi.org/10.11114/bms.v3i2.2448.
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This study takes a transaction governance institutional approach to predict firms’ choice between relationship versus transaction marketing in China. Drawing on the literatures on relational versus discrete transactions and their respective governance institutions of social relational governance versus market mechanisms, the paper posits that firms can either practice relationship marketing to reinforce social relational governance to support relational exchanges, or launch transaction marketing to enhance the effectiveness of market mechanisms to promote discrete transactions. The paper further argues that such decisions are determined by institutional, industry, and firm attributes. Empirical results support these arguments which provide strong research and practical implications.
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Zhang, Hao, Yeung-Kurn Park, and Xueting Zhang. "The Antecedent Factors Influencing Long-term Relationship Orientation in Overseas B2B Markets." Korea International Trade Research Institute 18, no. 6 (December 31, 2022): 63–79. http://dx.doi.org/10.16980/jitc.18.6.202212.63.
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Purpose – Based on the past overseas business experiences of China Business to Business (B2B) enterprises, this study focuses on the influence of relationship marketing factors on the long-term relationship orientation of trading partners. First, this study discusses whether the relationship marketing factors in B2B environment-information sharing, customer orientation and interdependence will lead to the relationship satisfaction of enterprise customers. Then, it discusses whether relationship satisfaction leads to long-term relationship orientation of corporate customers. Finally, the mediating role of relationship satisfaction between relationship marketing factors and long-term relationship orientation is analyzed. Design/Methodology/Approach – The data were collected through questionnaires, and the persons in charge of sales and purchases of 350 B2B enterprises in China were investigated. Finally, 296 valid questionnaires were used for research and analysis. Findings – The analysis results of this study are summarized as follows: First, this study reveals the positive influence of relationship marketing factors such as information sharing, customer orientation and interdependence on relationship satisfaction. Second, relationship satisfaction is confirmed to have a positive impact on long-term relationship orientation. Third, the analysis of the mediating effect of relationship satisfaction shows that “relationship marketing factors lead to long-term relationship orientation through relationship satisfaction. Research Implications – This study confirms that information sharing, customer orientation, and interdependence are key factors that shape relationship satisfaction. Managers of B2B companies should have a clear understanding of relationship marketing. All policies and behaviors of an enterprise must be guided by the interests and needs of enterprise customers and ran through the entire process of production and marketing. Enterprises should strengthen two-way communication with corporate customers to understand each other’s needs and gradually form interdependent relationships with corporate customers. They should provide customers with comprehensive and thoughtful services, so that they can have a sense of identity and belonging to the enterprise, and then achieve relationship satisfaction and be willing to maintain a long-term relationship.
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Chan, Chris Kit Weng. "The Exchange Relationship with Channel Middlemen Foreign-Investment Enterprises in China." Journal of Marketing Channels 15, no. 2-3 (May 23, 2008): 121–44. http://dx.doi.org/10.1080/10466690802013890.
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Mrisha, Samuel Hudson. "“Eastern Guanxi” and “Western Relationship Marketing” Cultures Meet in Tanzania Business Environment." East African Journal of Business and Economics 5, no. 1 (March 25, 2022): 99–112. http://dx.doi.org/10.37284/eajbe.5.1.595.
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Relationship marketing (RM) is a widely applicable concept in the corporate world. Recently, the Chinese version of RM called guanxi has also gained considerable attention from practitioners and business stakeholders. However, research on the interaction of the two concepts is quite under-researched, particularly in developing countries. This article intends to fill this gap by exploring the application of relationship marketing and guanxi concepts in the Tanzanian business environment and how the concepts have changed the Tanzanian business environment. Findings indicate that China is utilizing guanxi and is gaining the upper hand over the counterparts who are using relationship marketing. China through guanxi has managed to penetrate the Tanzanian market to become the dominant trading partner surpassing the western superpowers.
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Wang, Yen Po, and Hong Liu. "Patterns of Channel Relationship Management in China." Journal of Euromarketing 8, no. 3 (May 30, 2000): 77–93. http://dx.doi.org/10.1300/j037v08n03_04.
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Liu, Paul C. Y., Ruizhi Yuan, Jun Luo, and M. S. Balaji. "Evolution of B2B relationship stages in China: A study of confucianism philosophy." Industrial Marketing Management 96 (July 2021): 1–17. http://dx.doi.org/10.1016/j.indmarman.2021.04.008.
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Wang, Jiawei. "The relationship between loneliness and consumer shopping channel choice: Evidence from China." Journal of Retailing and Consumer Services 70 (January 2023): 103125. http://dx.doi.org/10.1016/j.jretconser.2022.103125.
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Liu, Yi, Yuan Li, Lei Tao, and Ying Wang. "Relationship stability, trust and relational risk in marketing channels: Evidence from China." Industrial Marketing Management 37, no. 4 (June 2008): 432–46. http://dx.doi.org/10.1016/j.indmarman.2007.04.001.
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Geng, Xianhui. "Chinese aquatic farmers' participation in modern marketing channels." British Food Journal 116, no. 5 (April 28, 2014): 780–91. http://dx.doi.org/10.1108/bfj-01-2013-0010.
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Purpose – The study uses survey data obtained in Jiangsu province, China, in June and August of 2012 to analyse the causal relations between aquatic farmers' relationship networks and trust, specific asset investments, joining in cooperatives and modern marketing channels participation. Design/methodology/approach – The authors used the structural equation mode to analyze the variables' causal relationships. Findings – The research results show that Chinese aquatic farmers' relationship networks can positively impact their participation in modern channels through the mediators of trust, specific assets investments and joining in cooperatives. Research limitations/implications – Two constructs are measured by a single item. Further study to incorporate multi-item constructs would be valuable. Practical implications – The policy implication is that the government should pay attention to farmers' relationship networks and can provide them with more public goods, especially channel and price information, to assist their evaluations and decision-making, which can help them to access modern marketing channels. Originality/value – The authors gave the answers that whether farmers' relationship networks affect their marketing channel selection decision and the function mechanism.
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Li, Hongyu, Junjie Wu, and Zhiqiang Lu. "Bank diversity and SME innovation: evidence from China." International Journal of Bank Marketing 38, no. 2 (October 21, 2019): 265–82. http://dx.doi.org/10.1108/ijbm-06-2019-0216.
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Purpose The purpose of this paper is to examine the relationship between bank diversity and small- and medium-sized enterprise (SME) firm innovation in China to evaluate the impact of recent bank deregulation. Design/methodology/approach Using a large data set that includes 8,143 firm-year observations of 1,122 listed SME firms in China and baseline and robustness regression analyses, the authors identify how bank diversity affects firm innovation and via what economic mechanisms. Potential endogeneity problems are considered and addressed in the design and analysis to minimize research bias. Findings The authors find robust evidence that bank diversity improves firm innovation. Specifically, the findings suggest that the positive effects of bank diversity on firm innovation are only significant for the firms which are more external finance dependent, have fewer growth opportunities and/or located in the provinces having low financial market development. Originality/value This study provides novel evidence and insights into the relationship between banking market structure and the determinants of firm innovation in the Chinese context, as a result of China’s banking deregulation.
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Chen, Xi, and Jie Xu. "Relationship between content marketing and brand loyalty of New-China-Chic brand based on nationalism." International Journal of Research in Business and Social Science (2147- 4478) 11, no. 5 (June 29, 2022): 556–78. http://dx.doi.org/10.20525/ijrbs.v11i5.1908.
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This paper explores the relationship between content marketing and consumer brand loyalty to the ‘New-China-Chic’ brand. It constructs a structural equation model, Through questionnaires distributed to the fan groups of various brands and offline stores, results show that the four different dimensions of content marketing strategy, namely the culture, entertainment, emotion and interaction, are the main factors affecting consumers' loyalty to the ‘New-China-Chic’ brand. Among them, emotional content and cultural content??= 0.304??= 0.209) have a strong impact on brand loyalty. Brand identity also plays a strong intermediary role in the relationship between the four different dimensions of content marketing and brand loyalty. Moreover, the data shows that consumer ethnocentrism has a significant regulatory effect on brand identity and brand loyalty in cultural content and emotional content, while interactive content and entertainment content have a weak impact.
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Fletcher-Chen, Chavi C. Y., Faten Baddar AL-Husan, and Fawaz Baddar ALHussan. "Relational resources for emerging markets’ non-technological innovation: insights from China and Taiwan." Journal of Business & Industrial Marketing 32, no. 6 (July 3, 2017): 876–88. http://dx.doi.org/10.1108/jbim-05-2015-0092.
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Purpose This paper aims to highlight the importance of relational resources (trust and relationship effectiveness). The authors investigate how the Chinese guanxi is utilized to create and develop service exploitation and exploration activities for adopting non-technological innovations. Design/methodology/approach This study surveyed 252 Chinese and Taiwanese firms. The results were analyzed through structural equation model. Findings Relational antecedents of collaborative communication and constructive conflict positively relate to trust, as well as to relationship effectiveness. Constructive conflict positively relates to exploration and exploitation. Relationship effectiveness and trust mediate two relational antecedents to exploitation. Relationship effectiveness crucially mediates two relational antecedents to exploration. Research limitations/implications Dyadic data would be more desirable to study firm interactions. Practical implications Chinese society perceives conflict as being detrimental to relationships. Constructive conflict enhances inter-firm trust and relationship effectiveness. Relationship effectiveness, which motivates suppliers to mobilize their guanxi network, mediates the supplier–customer interaction in broadening relationships to produce new services, as well as reinforcing networks to strengthen existing ventures. Originality/value This study contributes to a relatively under-explored relationship effectiveness area. Chinese suppliers capitalize their guanxi networks to achieve competitive advantages in non-technological innovation.
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Wang, Gang, and Feng Yan Ning. "Marketing of Glass Industry and Establishing of Customer Relationship." Applied Mechanics and Materials 357-360 (August 2013): 2716–19. http://dx.doi.org/10.4028/www.scientific.net/amm.357-360.2716.
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the glass industry has a far-reaching effect on the economical development, and much the city is developed, the much the glass is used. The China glass industry is very promising, the choice between the establishing of customer relationship and the marketing is an important content of the modern management. For the glass enterprise, how to prevent the drain of clients is both a art and a science, it needs the glass salesmen to be in regular contact with their clients and enhance client value. The glass enterprise need to keep and increase client loyalty by the client relationship system, and temper the core competitive of the glass enterprise. The city development needs the glass industry to develop marketing channels, and improve the production service function. The glass industry development can promote economic harmonious order, and make marketing progress in good way.
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PREECHANONT, PIYANUCH, and TAO LU. "A COMPARATIVE STUDY OF SMALL BUSINESS OWNER-MANAGERS' IDENTITY CONSTRUCTION IN B2B RELATIONSHIP MARKETING AND BUSINESS NETWORKING DISCOURSE IN THE UK AND CHINA." Journal of Enterprising Culture 21, no. 04 (December 2013): 495–532. http://dx.doi.org/10.1142/s0218495813500192.
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In a small business context, the importance of relationship marketing has not attracted much academic attention. This study explores the discursive resources on which small business owner-managers draw, when making sense of business to business (B2B) relationships and networks and constructing identities in various socio-cultural contexts. Through unstructured interviews with 21 British and 22 Chinese owner-managers, we find that both British and Chinese respondents show a noticeable preference for long-term interactive relationships and portray themselves as being interpersonal skillful. Yet British owner-managers describe themselves as being relational, trustworthy, and committed mostly at interorganizational level. According to them, interpersonal relationships are merely employed as a marketing technique supporting organizational goals. In contrast, Chinese owner-managers make sense of their identity merely at interpersonal level. They shape their self-images as trustworthy "friends" on both cognitive and affective dimensions. Chinese owner-managers present themselves as being personally committed to their relationship partners and highlight the importance of being reciprocal, cooperative, flexible, empathetic, respectful of "face", and willing to compromise. Chinese owner-managers verbally attach interorganizational relationship to interpersonal relationship and thus present a more complicated image of self. Some discourses of Chinese owner-managers show similar pattern of sensemaking with British owner-managers. This echoes structural changes of economic ideology as well as legal and contractual infrastructure. The concrete findings support the utility of sensemaking and identity construction as a framework for studying relationship marketing and business networking.
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Wei, Yujie, Faye S. McIntyre, and Salil Taplade. "A Cross-Cultural Study of Relationship Proneness and Its Implications for Relationship Marketing." International Journal of Customer Relationship Marketing and Management 2, no. 3 (July 2011): 57–78. http://dx.doi.org/10.4018/jcrmm.2011070104.
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This paper examines relationship proneness of consumers in a cross-cultural setting; specifically, the relationship proneness between Chinese and U.S. consumers of Generation Y (born from 1976 to 1995) and its effects on relational satisfaction and relationship commitment. Based on previous research (e.g., De Wulf, Odekerken- Schröder, & Iacobucci, 2001) and cultural theories (e.g., Hofstede, 1980, 2001), nine hypotheses were developed involving the effects of relationship building tactics (i.e., direct mail, preferential treatment, communication, and tangible rewards) on relationship proneness, relational satisfaction and store loyalty. This quantitative study used a survey among two samples of consumers in China and the U.S. The final sample size was comprised of 349 student consumers. The findings of the research provide managerial implications for international retailers. Relationship proneness is a meaningful personal characteristic that can be used to describe or predict consumer behavior across cultures. A relationship marketing strategy that works for one culture may also work well in another culture. It is possible and appropriate, at least with generation Y consumers, to employ standardized approaches in relationship marketing across cultures.
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Shah, Syed Mehmood Raza, Yan Lu, Qiang Fu, Muhammad Ishfaq, and Ghulam Abbas. "Interaction between wealth management products and bank deposits: evidence from China's shadow banking." International Journal of Bank Marketing 40, no. 1 (October 18, 2021): 154–71. http://dx.doi.org/10.1108/ijbm-03-2021-0088.
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PurposeShadow banking has been evolving rapidly in China, with banks actively using wealth management products (WMPs) to evade regulatory restrictions. These products are the largest constituent of China's shadow banking sector. A large number of these products are off-balance-sheet and considered a substitute for bank deposits. China's banking sector, especially the small and medium-sized banks (SMBs), uses these products to avoid regulatory restrictions and sustainability risk in the deposit market.Design/methodology/approachThis study empirically examined how banks in China, specifically SMBs, utilize these products on a short and long-run basis to manage and control their deposit levels. This study utilized a quarterly panel dataset from 2010 to 2019 for the top 30 Chinese banks, by first implementing a Panel ARDL-PMG model. For cross-sectional dependence, this study further executed a cross-sectional augmented autoregressive distributive lag model (CS-ARDL).FindingsUnder regulations avoidance theory, the findings revealed that WMPs and deposits have a stable long-run substitute relationship. Furthermore, the WMP–Deposit substitute relationship was only significant and consistent for SMBs, but not for large four banks. The findings further revealed that the WMP–Deposit substitute relationship existed, even after the removal of the deposit rate limit imposed by the People's Bank of China (PBOC) to control the deposit rates.Research limitations/implicationsThe individual bank-issued WMPs' amount data is not available in any database. Therefore, this study utilized the number of WMPs as a proxy for China's banking sector's exposure to the wealth management business.Practical implicationsThis research helps policymakers to understand the Deposit–WMP relationship from the off-balance-sheet perspective. During the various stages of interest rate liberalization, banks were given more control to establish their deposit and loan interest rates. However, the deposit rates are still way below the WMP returns, making WMPs more competitive. This research suggests that policymakers should formulate a more balanced strategy regarding deposit rates and WMPs returns.Originality/valueThis study contributes to the existing literature on China's shadow banking by concentrating on the WMPs. This research represents one of the few studies that analyze regulatory arbitrage in terms of the WMP–Deposit relationship. Moreover, the implementation of CS-ARDL panel data models and multiple data sources makes this study's findings more reliable and significant.
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Pousa, Claudio, Yunling Liu, and Asad Aman. "The effect of managerial coaching on salesperson's relationship behaviors: new evidence from frontline bank employees in China." International Journal of Bank Marketing 38, no. 6 (June 4, 2020): 1259–77. http://dx.doi.org/10.1108/ijbm-12-2019-0437.
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PurposeThe purpose of the study is to test the effect of relationship managerial behavior (i.e. managerial coaching) on frontline employee performance (i.e. sales performance) and the mediating effect of employee's relationship behaviors (i.e. customer orientation and adaptive selling) in a Chinese banking environment.Design/methodology/approachData were collected using a survey from 242 frontline employees working at a large commercial bank in Dalian (China). Measures on managerial coaching, customer orientation, adaptive selling and sales performance were adapted from the literature. Data were analyzed using structural equation modeling in AMOS 26.FindingsResults indicate that (1) managerial coaching positively affects employee customer orientation, (2) employee customer orientation positively affects employee adaptive selling behavior and (3) adaptive selling behavior positively affects sales performance. Bootstrap analysis confirmed the significance and stability of all the direct paths (suggesting that every mediator fully mediates the effect of its antecedent on the criterion) but none of the indirect paths found support (full mediation model).Research limitations/implicationsThe study makes a contribution to the nomological network of managerial coaching by introducing a construct that has not been used previously (i.e. employee adaptive selling behavior) and testing its relevance in a commercial setting.Practical implicationsThe results suggest that (1) managerial coaching is a central managerial behavior for companies that would like to implement a relationship marketing strategy because it helps promote specific employee relationship behaviors like customer orientation and adaptive selling, (2) there seems to be little cultural differences in the banking industry between the Chinese and the Western banks, suggesting that coaching and other management tools can be transferable from one culture to the other and (3) that coaching is an effective tool to help employees achieve higher sales performance.Originality/valueThe paper contributes to the literature on the use of managerial coaching in commercial areas to increase frontline employee relationships behaviors. The identification of adaptive selling as a mediator is an original contribution because it has received little attention in scientific research. Additionally, the use of a Chinese sample of bank employees responds to recent call for more research in cross-cultural settings.
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Hung, Chao-Chih, Min-Jiun Su, and Wen-Long Zhuang. "3D Experiential Marketing in International Industrial Fair." Journal of Economics and Behavioral Studies 8, no. 1(J) (April 5, 2016): 69–78. http://dx.doi.org/10.22610/jebs.v8i1(j).1207.
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This study explores the effect of buyers’ 3D experiences on their purchase intention, as well as the moderating effect of exhibitors’ corporate image on the above relationship. This study uses the purposive sampling method to survey buyers of the famous International Woodworking Machine Fair in China. Analytical results from 91 visitors are summarized as: the higher the international mechanical fair buyers’ feel experience, think experience and act experience, then the higher their purchase intention; buyers’ relate experience has a negative prediction effect on purchase intention; exhibitors’ corporate image has a moderating effect on the relationship between buyers’ feel experiences and purchase intention; exhibitors’ corporate image has a moderating effect on the relationship between buyers’ relate experience and purchase intention.
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Xiao, Jing Jian, Chengyang Yan, Piotr Bialowolski, and Nilton Porto. "Consumer debt holding, income and happiness: evidence from China." International Journal of Bank Marketing 39, no. 5 (March 25, 2021): 789–809. http://dx.doi.org/10.1108/ijbm-08-2020-0422.
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PurposeThe relationship between debt and happiness is an emerging research topic with significant implications for both theory and practice in economics and business. In China, where the consumer credit market is at an early stage of development, the topic remains under-investigated and the evidence on the debt–well-being link is scarce. The purpose of this study is to examine the association between debt holding and happiness and the moderating role of income in it.Design/methodology/approachData used in the study were from three waves (2013, 2015 and 2017) of the China Household Finance Survey. Fixed-effect regressions on panel data were used for data analyses.FindingsThe results show that any type of debt holding is negatively associated with happiness. Among seven specific types of debts, four types show negative associations with happiness, which in the order from higher to lower associations, are medical, education, other and housing debt. In addition, negative associations between debt holding and happiness vary among income groups. The results suggest that any debt holding potentially decreases happiness for low- and middle-income consumers only. In addition, holdings of three specific types of debts (medical, education and housing debt) may decrease happiness for both low- and middle-income consumers, and holding two types of debts (business and other debt) may decrease happiness for middle-income consumers only.Research limitations/implicationsData used in this study originate from one country only. It limits the generalizability of findings to other countries with different institutional backgrounds and different socio-economic characteristics of populations. The results have implications for researchers who study consumer debt behavior and business practitioners who do businesses with Chinese companies and consumers.Practical implicationsChina is an emerging economy that is at the early stage of credit market development. The results of this study provide helpful information and insights for business practitioners to explore credit markets and serve credit product clients with various income levels in China.Social implicationsThe results of this study are informative for public policies. When introducing credit market-related policies, policymakers should pay attention to people's happiness and to differential welfare effects of holdings of different types of debts and among consumers with various levels of incomes.Originality/valueUnique contributions of this study include using data from the most recently available waves of the China Household Finance Survey (2013, 2015 and 2017) to study the associations between debt holding and happiness. In addition, the findings of this study enrich the literature of debt and happiness by adding evidence from China, the largest emerging economy in the world, which is helpful for future theory building and business practice on the relationship between debt holding and happiness.
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Lu, Zhiqiang, Junjie Wu, and Jia Liu. "Bank concentration and SME financing availability: the impact of promotion of financial inclusion in China." International Journal of Bank Marketing 38, no. 6 (July 21, 2020): 1329–49. http://dx.doi.org/10.1108/ijbm-01-2020-0007.
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PurposeThe promotion of financial inclusion can disturb the composition of traditional bank concentration and change the relationship between bank concentration and the availability of small and medium-sized enterprise (SME) financing. This paper concentrates on a less frequently explored area of research by examining the relationships between bank concentration, financial inclusion and SME financing availability respectively, and the interaction between bank concentration and financial inclusion after the implementation of a financial inclusion strategy in China.Design/methodology/approachUsing firm-level data from 1,509 listed SMEs in China from 2007 to 2017 and applying rigorous analyses, we identify how bank concentration affects SME financing availability under the promotion of financial inclusion and also the mechanisms involved.FindingsWe find that bank concentration and financial inclusion respectively have positive impacts on the credit available to listed SMEs, indicating that the promotion of financial inclusion in China has reached a new high watermark. The positive impact of bank concentration is reduced when the level of financial inclusion is high. Conversely, a higher level of financial inclusion favours SME credit availability at only a low degree of bank concentration. Our findings suggest that financial inclusion has a substitution effect on bank concentration and has enabled us to add new interpretations to relevant theories; namely, the Market Power and Information Theories respectively.Originality/valueThis study provides new insights into the relationship between bank concentration and SME finance availability under the promotion of financial inclusion.
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Gan, Christopher E. C., David A. Cohen, Baiding Hu, Minh Chau Tran, Weikang Dong, and Annie Wang. "The relationship between credit card attributes and the demographic characteristics of card users in China." International Journal of Bank Marketing 34, no. 7 (October 3, 2016): 966–84. http://dx.doi.org/10.1108/ijbm-09-2015-0133.
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Purpose The purpose of this paper is to investigate the impact that several of these factors have on a consumer’s decision to hold a credit card, as well as those involved in determining the level of credit card limit. Design/methodology/approach Potential explanatory variables were identified in the literature, then used to build a binary logit model to test the impact of the card and consumer characteristics on credit card ownership. Data were collected via a structured interview of 409 consumers living in Hebei Province, China. Findings The results indicate that convenience in use, level of credit card interest rates, the application process, number of people in the household, a rewards programme, marital status, credit limit and age influence the likelihood of the respondent holding a credit card. Further, an anaylsis shows that the number of credit cards held, duration of holding a credit card, monthly credit card purchasing volume and having a degree at the tertiary level, are significantly and positively related to different levels of credit limit. Originality/value In summary, in order to attract more consumers to credit card use, the banks and credit card companies should consider making it more convenient for consumers to use their credit cards. Moreover, banks can increase their networking and degree of cooperation with merchants to increase the acceptance of payment by credit card. The most heavily used businesses such as supermarkets and smaller retailers, where consumers purchase goods frequently, would be good targets for banks’ attention. In addition, banks might also improve credit card reward programmes to make these more efficient and perhaps increase the size of the rewards customers can earn through card use.
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Zhou, Xinhua, Guicheng Shi, Matthew Tingchi Liu, and Huimei Bu. "The mediating roles of renqing and ganqing in Chinese relationship marketing." Nankai Business Review International 6, no. 2 (June 1, 2015): 156–76. http://dx.doi.org/10.1108/nbri-03-2014-0014.
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Purpose – This paper aims to investigate the roles of renqing (reciprocal favor) and ganqing (positive affect) as consequences of relationship marketing investments (three dimensions: financial, social and structural) and antecedents of customer loyalty. Design/methodology/approach – A quantitative survey methodology using self-administered questionnaires has been adopted to collect data of 218 procurement staffs from the database of China Purchasing Managers’ Club. Hypotheses tests were conducted using structural equation modeling. Findings – The results reveal that financial and social relationship marketing investments, but not structural relationship marketing investments, are crucial in evoking renqing and ganqing. The results also provide strong evidence of the relationship between renqing and ganqing, which in turn are necessary determinants of customer loyalty. Originality/value – This research is among the first to examine and confirm renqing and ganqing as a mediating mechanism through which financial and social relationship marketing investments influence attitudinal loyalty, and also through attitudinal loyalty ultimately affects behavioral loyalty. Findings imply the need for Chinese firms in general, and business-to-business context in particular, to strategically lever on the key antecedents of customer loyalty including relationship marketing investments, renqing and ganqing, in pursuit of a more competitive advantage and long-term profit.
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Kong, Rong, Calum Turvey, Xiaolan Xu, and Fei Liu. "Borrower attitudes, lender attitudes and agricultural lending in rural China." International Journal of Bank Marketing 32, no. 2 (April 1, 2014): 104–29. http://dx.doi.org/10.1108/ijbm-08-2013-0087.
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Purpose – The purpose of this paper is to investigate the lender-borrower relationship as it relates to Sannong loans for agricultural and rural financial markets by Rural Credit Cooperatives (RCCs) and other rural lenders. This paper is motivated by recent reforms to the rural credit market designed to encourage increased lending, particularly to farmers. Little is understood about the lender-borrower relationship in rural China. This paper fills that gap. Design/methodology/approach – The paper investigates relational attitudes between 120 loan officers at RCCs in China's costal Shandong province, paired with a field survey using matched questions to 394 farm households in the same region. Pairing lenders’ perception toward borrowers regarding RCC microcredit lending mechanism, against borrowers’ perception toward lenders and how themselves were perceived by lenders in the same regards, the paper investigates the degree of disconnect between lenders and with distinct cluster groupings based on their perceptions, the paper analyzes the influence of demographics on the borrower and lender cluster memberships. Findings – The paper identifies four borrower clusters and two lender clusters. Borrower clusters are segmented on credit access and satisfaction with their rural lender. The paper also identifies two lender clusters, segmented principally on financial incentives and lending activities. While all lenders view farming with higher regard than farmers believe they do, one cluster is clearly pro-farmer while the second is somewhat indifferent. Indifference is more related to current portfolio activities. The paper draws conclusions that policy initiatives should be put in place at RCCs that close the gap between lender and borrower in their credit relationship. Rural lenders should concentrate on advocating RCCs’ care and trust toward agriculture and farm households. At the institutional level, effort should be extended to train a dedicated team of loan officers that specialize in servicing farm households with standardized lending practices. This research provides financial institutions with outreach mechanisms to borrowers, while also training lenders to borrowers’ sensitivities. Originality/value – Management studies of RCCs are few. This is the first paper that the authors are aware of that studies farmer and lender attitudes on the same scale.
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Polonsky, Michael, William Kilbourne, and Andrea Vocino. "Relationship between the dominant social paradigm, materialism and environmental behaviours in four Asian economies." European Journal of Marketing 48, no. 3/4 (April 8, 2014): 522–51. http://dx.doi.org/10.1108/ejm-07-2011-0351.
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Purpose – This papers aim is to test the relationships between the Dominant Social Paradigm (DSP), materialism, environmental concern, and environmental behaviours, in four Asian economies. It examines the relationships between these constructs and identifies that the model of the relationship is applicable in regions with different cultural foundations. Design/methodology/approach – A sample of 1,174 consumers from four Asian economies with a strong Chinese background – mainland China (364), Hong Kong (260), Taiwan (289), and Singapore (261) – were recruited through an international online panel provider. Structural equation modelling was used to test the hypothesised relationships in the proposed model. Findings – The relationships within the model were all confirmed, with the exception of the link between the DSP and environmental concern, which was positive, which suggests that within these Asian economics there may be a realisation that consumption and the environment are intertwined. DSP was found to influence the dimensions of materialism and materialism negatively impacted on environmental concern. Environmental concern in turn increased direct and indirect environmental behaviours. Originality/value – This research is the first to look at the application of the Dominant Social Paradigm in Asian economies and shows that it applies in that context, although the relationships do differ to those identified in past research in Western economies. The model linking the DSP, materialism, environmental concern and environmental behaviours showed that most relationships are generalisable. However, the positive relationship between the DSP and environmental concern suggests that consumers in Asian economies appear to make a connection between consumption and its environmental impacts.
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Maille, Virginie, Elodie Gentina, and Zhen Li. "The influence of social belonging and creativity on the immoral consumption behaviors of new adolescents: A cross-cultural study of 16–24 year olds." Recherche et Applications en Marketing (English Edition) 36, no. 3 (April 8, 2021): 70–99. http://dx.doi.org/10.1177/20515707211001762.
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Why do adolescents engage in immoral consumer behavior, like changing a price or lying for a discount? Based on the theory of the need for social belonging, a study of 1,326 Brazilian, Chinese, American, and French adolescents aged 16–24 demonstrates the coexistence of two opposing relationships between belonging to a peer group and judgment of immoral consumption behavior: a direct relationship in which adolescents who feel most integrated are those whose judgment is the most severe, but also an indirect relationship, in which social belonging increases creative self-efficacy, which in turn makes the subject more forgiving of immoral behavior. The respective weights of direct and indirect paths vary with national culture, here the country of residence, and the value of individualism/collectivism. In Brazil and China, which have collectivist cultures, the direct path dominates. In the United States and France, which are more individualistic, the path is indirect.
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Dawson, Bonnie, Louise Young, John M. Murray, and Ian Wilkinson. "Drivers of supplier-customer relationship profitability in China: Assessing International Joint Ventures versus State Owned Enterprises." Industrial Marketing Management 66 (October 2017): 29–41. http://dx.doi.org/10.1016/j.indmarman.2017.06.009.
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Xi, Qin, Ousanee Sawagvudcharee, and John Walsh. "Information Sources and Domestic Tourism at Sanyuesan Festival, China." International Business Research 12, no. 8 (July 18, 2019): 23. http://dx.doi.org/10.5539/ibr.v12n8p23.
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Festival tourism is part of a phenomenon which is rather larger than its tourism component. The relationship between people and the various elements of the festival may be complicated by the changing availability of information sources, including web-based sources, as well as changing relationships towards those sources with respect to access ease and trust. A sample of 400 respondents was achieved via online questionnaire distribution to investigate these issues and to formulate lessons that might inform marketing strategies relating to future iterations of the festival. It was found that no straightforward relationships existed with respect to segmentation of the sample and, therefore, population and that attitudes towards both information sources and the institutions of the festival are undergoing a process of change.
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Sin, Leo Y. M., Alan C. B. Tse, Oliver H. M. Yau, Raymond P. M. Chow, and Jenny S. Y. Lee. "Market Orientation, Relationship Marketing Orientation, and Business Performance: The Moderating Effects of Economic Ideology and Industry Type." Journal of International Marketing 13, no. 1 (March 2005): 36–57. http://dx.doi.org/10.1509/jimk.13.1.36.58538.
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This study examines how economic ideology and industry type moderate the impacts of market orientation and relationship marketing orientation on business performance. The authors collected data through a survey of firms in both Mainland China and Hong Kong. They selected these two economies because they have similarities in cultural dimensions and differences in economic dimensions. The authors find support for the moderating effect of economic ideology and industry type on the link among market orientation, relationship marketing orientation, and business performance.
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Chang, Hsiu-Hua, Scott J. Vitell, and Long-Chuan Lu. "Consumers’ perceptions regarding questionable consumption practices in China." Asia Pacific Journal of Marketing and Logistics 31, no. 3 (June 10, 2019): 592–608. http://dx.doi.org/10.1108/apjml-08-2017-0168.
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Purpose Since East Asian Confucian societies are relational societies that view harmonious relationships with others as important, the issue of consumer ethics has received considerable attention in the quest to improve the effectiveness of business transactions. This is especially true of China, a large developing country with many business investment opportunities. The purpose of this paper is to examine the relationships between consumer ethical beliefs and the personality traits of consumer relationship proneness, religiousness, attitude toward business and love of money, which are seldom explored in the literature. Design/methodology/approach The sample is collected by systematic sampling in China and a sample of 434 individuals is surveyed. This study performs confirmatory factor analysis to examine the reliability and validity and then uses the evaluation of the structural equation model exhibited a good fit between the model and the observed data to test the hypotheses via LISREL 8.7. Findings Findings show that individuals with stronger relationship proneness and high religiousness tend to more strongly consider many questionable consumer practices as unacceptable. Attitude toward business and love of money partially impact consumer unethical beliefs. Originality/value While there cultural differences between East Asian and western societies, consumer relationship proneness and the three other constructs featuring Chinese characteristics should be considered a vital personality in Chinese society. The results of this study offer findings which are not fully consistent with the findings of studies conducted in other countries and can improve friendly relationship marketing practices with Chinese consumers. More research is necessary to understand consumer ethical behavior in the varied cultures of Asia.
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Han, Wei, Yuwei Tang, and Jiayu Wang. "The Effect of Identity Salience on Residents’ Engagement with Place Branding during and Post COVID-19 Pandemic." Sustainability 15, no. 1 (December 26, 2022): 357. http://dx.doi.org/10.3390/su15010357.
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It is critical for tourism managers and marketers to understand how to support the sustainable recovery of the industry by involving residents in tourism marketing. The purpose of this study is to investigate whether the COVID-19 pandemic, as an environmental stimulus, could enhance the salience of residents’ collective identity, thereby increasing their engagement with place branding. A conceptual framework was developed to explore the role of relationship-inducing factors and non-relationship-inducing factors in activating residents’ collective identity based on the social identity salience theory of relationship marketing success. The research model was tested using data from 603 questionnaires collected from Sanya, China, during the period of a sudden COVID-19-related crisis. The findings from the statistical analyses showed significant relationships among the research variables, and the moderating role of perceived social connectedness was supported. Our findings have implications regarding how to engage residents in the tourism recovery process during and post the COVID-19 pandemic.
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Zeng, Che. "Study on Construct Player Identity and Support the Development of Game Community of "Honor of Kings" and "PUBG"." BCP Business & Management 17 (February 23, 2022): 354–65. http://dx.doi.org/10.54691/bcpbm.v17i.412.
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As an entertainment product with outstanding cultural and commercial attributes, mobile games have penetrated the lives of the new generation of youth and are significant in contemporary China. However, features within the two fields are relatively independent in most research discussions. As the core elements of the industry, the interaction and collaboration between game marketing and player identity construction do not seem to be a popular topic among mainstream researchers. Therefore, this essay tends to extend an infrequent angle with two mobile games with the highest popularity in present China: Honor of Kings and PUBG, and conduct combined theoretical research around the relationship between the game industry chain and the shaping of player identity. Based on the related theories of game marketing structure, the article will research under the standard marketing models of promotional strategies, game mechanics, and player retention. Through the deconstruction and analysis of actual cases, this article demonstrates the marketing processes possess with complementary relationship to the construction of player identity. Such promotion exists in a series of game cultural industry links comprise promotional strategies, engagements during gaming, and user retention, which generates revenue while continuously consolidating the identity recognition among users and player communities.
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Ma, Baolong, Xiaofei Li, and Lin Zhang. "The effects of loyalty programs in services – a double-edged sword?" Journal of Services Marketing 32, no. 3 (May 14, 2018): 300–310. http://dx.doi.org/10.1108/jsm-06-2016-0227.
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Purpose This paper aims to demonstrate both the positive and negative effects of loyalty programs. The study proposes a model to demonstrate why and how loyalty program strategies can result in good customer relationships and customer entitlement behaviors. Various configurations of three different loyalty program strategies are analyzed – tangible rewards, preferential treatment and perceived status. Design/methodology/approach The authors’ hypotheses were tested by analyzing the survey data of 152 frequent flyer program members in China through partial least squares-structural equation modeling. Fuzzy-set qualitative comparative analysis (fsQCA) was used to test different configurations of the three loyalty program strategies. Findings A net effects analysis demonstrates that loyalty programs are a double-edged sword. While loyalty programs can improve customer relationships, strategies based on perceived status have a positive relationship to customer entitlement, which may lead customers to expect extraordinary efforts from companies, such as greater discounts and extra privileges. Using fsQCA, the authors determined four sufficient configurations of high level of relationship quality and high level of customer entitlement, which also support their findings. Originality/value First, this study expands the research on loyalty programs by providing an examination of their positive and negative consequences. Second, by proposing the configuration paths that lead to high level of relationship quality and high level of customer entitlement using fsQCA, this research enriches research on the net effects of loyalty programs, providing researchers and practitioners with a more comprehensive understanding of loyalty programs. Third, this research extends the concept of customer entitlement to the context of buyer–seller relationships by introducing perceived status as an important antecedent of customer entitlement and by identifying four sufficient configurations.
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Bao, Zheshi, and Dongdong Wang. "Examining consumer participation on brand microblogs in China: perspectives from elaboration likelihood model, commitment–trust theory and social presence." Journal of Research in Interactive Marketing 15, no. 1 (February 3, 2021): 10–29. http://dx.doi.org/10.1108/jrim-02-2019-0027.
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Purpose Brand microblogs have been adopted as a new approach to promote products or services and maintain relationships with consumers for companies, but literature on why consumers are willing to participate on these microblogs is still relatively limited. The purpose of this study is to examine factors affecting consumers’ participation on brand microblogs and then indicate the underlying mechanism of this process based on elaboration likelihood model (ELM), commitment–trust theory and social presence. Design/methodology/approach An online survey was conducted in China to investigate consumers who followed brand microblogs. A total of 380 valid responses were collected, and the data were analyzed by the partial least squares structural equation modeling to assess the proposed research model. Findings The findings show that argument quality and source credibility of a brand microblog are two important factors that enhance consumers’ community commitment and trust toward the microblog, which, in turn, promote their participation intention. In addition, social presence has a moderating effect on the relationship between trust toward brand microblog and participation. Originality/value This study extends the understanding regarding consumers’ information adoption processes in brand microblogs from both central and peripheral routes based on ELM. Besides, the role of trust in affecting consumers’ participation and community commitment in the context of brand microblog has been examined from a more detailed perspective. Finally, this paper better reveal the role of social presence in brand communities by focusing on its moderating effect on the relationship between commitment–trust and consumers’ participation. These findings can provide entrepreneurs with insights into strengthening consumers’ participation and operating their brand microblogs in the long-term.
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Metzgar, Emily T. "The Chinese Media Reciprocity Act, public diplomacy and the US–China relationship." Place Branding and Public Diplomacy 9, no. 2 (March 6, 2013): 76–87. http://dx.doi.org/10.1057/pb.2013.3.
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He, Peixu, Yana Pei, Chunpei Lin, and Di Ye. "Ambidextrous Marketing Capabilities, Exploratory and Exploitative Market-Based Innovation, and Innovation Performance: An Empirical Study on China’s Manufacturing Sector." Sustainability 13, no. 3 (January 22, 2021): 1146. http://dx.doi.org/10.3390/su13031146.
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Despite the acknowledged importance of innovation for enterprises’ sustainable development, in comparison to technological innovation, research on market-based innovation is still in its nascent stage. It is unclear what factors will predict market-based innovation and how market-based innovation boosts innovation performance. Therefore, based on an adaptive marketing capabilities perspective and drawing on insights from the organizational ambidexterity literature, this study explored the relationships among enterprises’ marketing capabilities, market-based innovation and innovation performance. Data collected from 237 manufacturing enterprises in China were analyzed using hierarchical regression analysis and bootstrapping methods. The results showed that: (1) Marketing capabilities and market-based innovation activities are both ambidextrous. Specifically, marketing capabilities include marketing exploration capabilities and marketing exploitation capabilities, and market-based innovation includes exploratory market-based innovation and exploitative market-based innovation. (2) Ambidextrous marketing capabilities can enhance innovation performance significantly, with ambidextrous market-based innovation playing a partial mediating role in this relationship. Specifically, marketing exploration capabilities affect innovation performance through the partial mediating role of exploratory market-based innovation, whereas marketing exploitation capabilities affect innovation performance through the partial mediating role of exploitative market-based innovation. (3) Exploratory market-based innovation negatively moderates the relationship between exploitative market-based innovation and innovation performance, and exploitative market-based innovation also exerts a negative moderating effect on the exploratory market-based innovation–innovation performance association. These findings complement and enrich the ambidextrous capability (innovation) theory, helping manufacturing enterprises to better understand and deploy ambidexterity, and hence to achieve sustainability.
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Su, Qiulai, Fei Zhou, and Yenchun Jim Wu. "Using Virtual Gifts on Live Streaming Platforms as a Sustainable Strategy to Stimulate Consumers’ Green Purchase Intention." Sustainability 12, no. 9 (May 6, 2020): 3783. http://dx.doi.org/10.3390/su12093783.
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As the use of live-stream marketing by corporations to sell products is increasing, the sustainability of this marketing model has been a controversial topic in recent years. In this study, we propose that live-stream marketing can be used as a sustainable strategy to improve the relationship between customers and the companies endorsed by broadcasters. Based on signal theory and the framework of “affordance--psychological outcome--consumer behavior”, this study answers the question from the perspective of virtual gift visibility, and finds that social presence and self-esteem serve as mediators, and self-monitoring personality as a moderator, of the relationship between online visibility of virtual gifts and green purchasing. Our research model was tested using structural equation model analysis. Data were collected from 552 users of Chinese live streaming platforms in China, and it was found that online gift visibility of live-stream marketing can be used as a sustainable strategy to stimulate customers’ purchase intention. Social presence is a full mediator of the relationship between the online visibility of virtual gifts and green purchases. Furthermore, self-monitoring personality moderates the relationships among the online visibility of virtual gifts, social presence, and green purchase intention. Our research not only extends the understanding of online gifts as a link between consumers and broadcasters, but also clarifies the process of how online gifts lead to green purchase intention.
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Assadinia, Shahin, Nathaniel Boso, Magnus Hultman, and Matthew Robson. "Do Export Learning Processes Affect Sales Growth in Exporting Activities?" Journal of International Marketing 27, no. 3 (June 13, 2019): 1–25. http://dx.doi.org/10.1177/1069031x19848425.
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The understanding of experiential learning through export learning process (XLP), and its outcomes, is limited in the international marketing literature. Using multisource, time-lagged data of exporting firms in the United Kingdom and China, this study finds that XLP is positively associated with marketing strategy adaptation for both U.K. and Chinese exporters. Results suggest contrasting moderating effects of experiential knowledge resources (i.e., psychic dispersion, multinationality, and duration) and strategy adaptation on the relationship between XLP and export sales growth in the two samples. In the U.K. sample, the authors observe a positive moderation effect of psychic dispersion and negative moderation effects of multinationality and duration. For the China sample, they find the exact opposite pattern of moderation effects for the experiential knowledge resources. Marketing strategy adaptation plays a negative moderation role in the China sample but has no such effect in the U.K. sample. The study has implications for theory development on, and the productive management of, processes of learning export management.
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Mavondo, Felix T., and Elaine M. Rodrigo. "The effect of relationship dimensions on interpersonal and interorganizational commitment in organizations conducting business between Australia and China." Journal of Business Research 52, no. 2 (May 2001): 111–21. http://dx.doi.org/10.1016/s0148-2963(99)00064-8.
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Allerheiligen, Robert, John L. Graham, and Chi-Yuan Lin. "Honesty in Interorganizational Negotiations in the United States, Japan, Brazil, and the Republic of China." Journal of Macromarketing 5, no. 2 (September 1985): 4–16. http://dx.doi.org/10.1177/027614678500500202.
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The relationship between honesty and the outcomes of interorganizational business negotiations is investigated using a laboratory experimentation methodology. One hundred sixty-two business executives from four countries participated in a buyer/ seller negotiation simulation and then evaluated their own performances and made judgments about their opponents’ strategies and characteristics. Honest bargaining strategies affected negotiation outcomes in different ways across the four cultural groups.
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Yuk-ha Tsang, Eileen. "Neither “Bad” nor “Dirty”: High-end Sex Work and Intimate Relationships in Urban China." China Quarterly 230 (May 17, 2017): 444–63. http://dx.doi.org/10.1017/s0305741017000649.
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AbstractThe relationship between sex workers and their clients is generally characterized as being based entirely on the direct exchange of sexual favours for money. However, this received wisdom cannot account for a nation such as China which attaches significant value to “face,” social status and interpersonal dignity. This paper draws parallels with high-end sex workers elsewhere in Asia as well as globally. With a focus on the high-end sector, I examine how workers and their clients engage not only in pecuniary transactions but also in genuinely intimate and non-remunerative relationships. High-end sex workers make use of their earned economic capital to acquire cultural capital, and use online apps as marketing tools to target local elites and expats to forge longer-term intimate relationships. Male clients in more commercialized, post-industrial cities in China continue to seek diverse types of sexual experiences, with some clients seeking genuine intimacy. Furthermore, I explore how Chinese and foreign clients overcome social barriers to develop such relationships with sex workers. Building on this sociocultural perspective, this paper analyses ethnographically both sides of the female sex worker–client relationship in high-end karaoke lounges and bars in Dongguan, southern China.
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Waheed, Abdul, and Yang Jianhua. "Achieving consumers’ attention through emerging technologies." Baltic Journal of Management 13, no. 2 (April 3, 2018): 209–35. http://dx.doi.org/10.1108/bjm-04-2017-0126.
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Purpose The purpose of this paper is to investigate the relationship between e-marketing (eM) and consumers’ buying behavior particularly exploratory buying behavior tendencies (EBBT) with moderating effect of a gender in the context of China. Design/methodology/approach Structural equation modeling using SPSS/AMOS was majorly applied to ascertain the relationship and hypotheses testing. First, the correlation of eM toward EBBT is examined using five factors: internet marketing (IM), e-mail marketing (EMa), intranet marketing (IMa), extranet marketing (EM), and mobile marketing (MM). Second, the relationship of each dimension of the eM model is determined autonomously to ensure the importance of such emerging technologies in marketing communications. Third, the effect of gender as a moderator is measured. To this end, primary data were collected through random distribution of the questionnaires among 1,600 consumers particularly students of the universities between February 2016 and August 2016 within North China. Findings The findings revealed that eM has a significant correlation on consumers’ EBBT. The comprehensive analysis of each factor of eM, i.e., IM, EMa, IMa, EM, and MM is positively correlated to EBBT. The present study revealed that gender did not moderate among the relationships of eM and EBBT. Additionally, study furnishes practical directions on how managers can utilize such emerging and revolutionary technologies in marketing activities to probe, understand, and reinforce consumers’ buying behavior. Research limitations/implications The research has limitations related to geographical location and sample size which thus limits the widespread generalization. Practical implications This study affirmed that organizations must engage the consumers using such technologies that are more likely acceptable by consumers in the present customer-oriented and digital era. The marketers must engage consumers the way they wish to be engaged by developing appropriate promotional strategies. The study provides possible implications both theoretical and managerial along with a contribution to the literature of eM and consumers’ buying behavior. Social implications Understanding the emerging technologies may furnish valuable insights for individuals to work well within Chinese SMEs. Originality/value The topic of eM has acknowledged as an evolving concept which is gaining an intense concern of both academician and practitioners. Therefore, more research mainly empirical work is still needed to probe the insights of eM across the globe. This study attempts to fulfill such need with empirical evidence together with an in-depth examination of eM determinants, collectively and autonomously.
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Walters, Peter G. P., and Saeed Samiee. "Executive Insights: Marketing Strategy in Emerging Markets: The Case of China." Journal of International Marketing 11, no. 1 (March 2003): 97–106. http://dx.doi.org/10.1509/jimk.11.1.97.20141.
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The Chinese market's attractiveness to international marketers has recently received a significant boost as a result of the country's admission into the World Trade Organization. Membership in the World Trade Organization requires trade barriers to be reduced and new sectors of the economy to be opened to foreign firms according to a predesignated timetable, which in turn will make this most populous country a promising market for marketers. Despite these positive developments, acquiring reliable information and, in particular, the understanding of the market presents big challenges to the development of a viable Chinese marketing strategy. In this article, the authors explore barriers to information acquisition in China and focus on the need to understand crucial dimensions of the operating environment with respect to internal protectionism, relationship development, the diversity of the market, and competitive contexts.
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Zhuang, Guijun, and Xubing Zhang. "Impact of Relationship Marketing Orientation on the Exercise of Interfirm Power and Relational Governance in Marketing Channels: Empirical Evidence From China." Journal of Marketing Channels 18, no. 4 (October 2011): 279–302. http://dx.doi.org/10.1080/1046669x.2011.613319.
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Zhao, Yanhui, and Guocai Wang. "The impact of relation-specific investment on channel relationship performance: evidence from China." Journal of Strategic Marketing 19, no. 1 (February 2011): 57–71. http://dx.doi.org/10.1080/0965254x.2010.537763.
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Leung, T. K. P., Y. H. Wong, and J. L. M. Tam. "Adaptation and the Relationship Building Process in the People's Republic of China (PRC)." Journal of International Consumer Marketing 8, no. 2 (September 18, 1995): 7–26. http://dx.doi.org/10.1300/j046v08n02_02.
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