Carmen Antón

Determinants of sales manager job satisfaction. An analysis of Spanish industrial firms

The objective of the current work is to analyse the determining factors of sales manager job satisfaction. In particular, we study the effect of various human resources management (HRM) practices – compensation, promotion, training and job design – on this satisfaction, using a model empirically tested on a sample of Spanish industrial firms. The results of the empirical analysis of the model, which uses data from a postal survey, indicate that human resources practices based on compensation – level and type – as well as on the job design – resources and autonomy – appear to be the fundamental determinants of sales manager job satisfaction. In the research we confirm that there is a growing need for firms to combine economic and non-economic incentives in order to satisfy their executives.

Relationship exit in different legal environments: a cross-cultural analysis

The current work adopts the theoretical perspective of migration models to pinpoint causes that may lead consumers to exit and compares two contrasting cultural contexts, Spain and Venezuela, in the area of car insurance. Whereas in Spain consumers are conscious of, and very much adhere to, the legal requirement to obtain car insurance, Venezuelan legislation is more lenient and consumers consistently fail to comply with compulsory car insurance law. When comparing these commercial settings, we highlight differences in the impact of factors inducing consumers to exit a relationship and factors attracting them to other suppliers.

Experience Value or Satiety? The Effects of the Amount and Variety of Tourists’ Activities on Perceived Experience:

Recently, tourist companies and destinations have moved from designing products to focusing on creating experiences that engage and involve the tourist. Although the intensity (intensiveness) and variety of the experience (extensiveness) leads tourists to feel their experience has been livelier and richer and to appraise it positively, it might also bring unwanted consequences such as a feeling of saturation. The present study seeks to explore the role played by the value of perceived experience and of satiety as mediators between experience intensity and variety as well as future visitor behavior. The empirical study reveals that the variety of activities improves the perceived experience value, whereas investing too much time reduces the value and causes satiety in the tourist. Moreover, while the experience value reinforces the intention to return, the intention to recommend and the intensification of the experience, the feeling of satiety reduces the intention to return and recommend.

Exploring the experience value of museum visitors as a co-creation process

Museums’ visitors can play an active role both during and after the visit that will allow them to shape a significant experience. The present work explores this role of the visitor as co-creator of experiences. Prior knowledge and interest enable visitors to participate and interact during the visit, all of which basically allows them to build a more intense experience in those areas that require their involvement. It is these more active experiences, and only these, which drive the individual’s intention to continue participating actively after the visit, seeking information and revisiting the museum, following it on social networks and making recommendations on opinion pages.

Pleasure in the use of new technologies: the case of e-book readers

The purpose of this paper is to analyze the adoption process of e-book readers and examine how the perception concerning the advantages of this technology and its incompatibility with consumer values determine the pleasure felt and its effective use. The authors also propose that consumer involvement with information and communication technologies (ICTs) moderates these effects.,Hierarchical moderated regression analysis is used to test the proposed model with survey data from a sample of e-book reader owners.,Appraisal of the device’s reading features and the possibility for free downloading increases the pleasure found with its use and the extent to which it is actually used, whereas attachment to paper books decreases the emotional feeling, with some of these effects being moderated by the individual’s involvement with new ICTs. Pleasure mediates the influence of perceived advantages and attachment to the older technology on the use of the e-book reader device.,Two challenges to practitioners are suggested: to overcome the rejection of users who are less eager to experience pleasure and to use the e-reader, and to find the product’s objective or sensory characteristics that provide pleasure and promote long-lasting use.,The study extends previous studies on e-book readers by emphasizing the need to go beyond adoption intention. It analyzes effective use as a crucial measure of the true adoption of this technology and incorporates the perspective offered by the appraisal theory of emotion, which explains the key role of pleasure in this process.

What to Do After Visiting a Museum? From Post-consumption Evaluation to Intensification and Online Content Generation

In the context of museums, this article analyses to what extent visitor evaluation of the experience (attainment, emotion, and satisfaction) drives their short-term online behavior: consumption of further online content (intensification) and posting content in online sites (content generation). On the basis of the optimal stimulation level theory and on the balance theory, it proposes that the evaluation of the experience has an inverted U-effect on visit intensification intention while a U-effect on the intention to generate content after the visit. Findings indicate that satisfaction fosters the intention to intensify or consume further content, while the perception of having gained the maximum attainment and emotional value limits it. On the other hand, while satisfaction and the perception of a profitable visit motivate visitors to post online comments, poor experiences in museums have no impact on the generation of online content.