Julio Jimenez-Martinez

The influence of EDI adoption over its perceived benefits

Abstract The aim of this paper is to analyse the benefits to be gained from the use and adoption of Electronic Data Interchange (EDI), from the point of view of administration as well as of improvement in information and relationships with business partners. This study concentrates not on the evaluation of benefits to be had from EDI but on the changes in perception of these benefits arising from this tool’s use. Besides, we try to explain why EDI is not very widespread. Our hypothesis is that this must be due to the fact that these benefits are hard to perceive and that maybe, once the technology has been adopted, its users become aware of the benefits and change their opinion. We shall concentrate on the retail sector in Spain.

Differences between potential, new and experienced e‐customers: Analysis of e‐purchasing behaviour

Purpose – The purpose of the paper is to analyse the evolution of e-customer purchasing behaviour. Certain perceptions of electronic commerce (EC) may differ according to the purchasing experience of customers. Three groups of e-customers are differentiated: potential, new and experienced. Design/methodology/approach – First of all, the socio-demographic characteristics of each group were analysed using the Chi-squared test. Then, using ANOVA and post hoc analysis (Scheffe’s test), the differences that exist in their perceptions were analysed. Findings – Data analyses show that level of experience with Internet and the perceptions about EC differ according to the e-customer. Some variables, like perceived usefulness or attitude, increase significantly as the number of interchanges grows, while others, such as perceived ease of use, tend to stabilise. It can be affirmed that there is an evolving cycle of purchasing that will continue to develop as the individual acquires experience. Practical implications – This research enables the companies that want to compete in the e-market to know the type of customer they are addressing. Moreover, the results obtained show what perceptions must be concentrated on if these companies want to capture new customers (potential e-customers) or if they want to maintain existing customers (new and experienced). The evolution of this behaviour means that the strategies oriented to fomenting EC should stress one or another aspect depending on the target customer. Originality/value – While most research indistinctly analyses the behaviour of any e-customer, this study has considered it necessary to differentiate at least three types of e-customers in function of their purchasing experience. Thus, this is one of the few studies that allows us to know the evolution of the perceptions related to e-commerce.Purpose – The purpose of the paper is to analyse the evolution of e‐customer purchasing behaviour. Certain perceptions of electronic commerce (EC) may differ according to the purchasing experience of customers. Three groups of e‐customers are differentiated: potential, new and experienced.Design/methodology/approach – First of all, the socio‐demographic characteristics of each group were analysed using the Chi‐squared test. Then, using ANOVA and post hoc analysis (Scheffes test), the differences that exist in their perceptions were analysed.Findings – Data analyses show that level of experience with Internet and the perceptions about EC differ according to the e‐customer. Some variables, like perceived usefulness or attitude, increase significantly as the number of interchanges grows, while others, such as perceived ease of use, tend to stabilise. It can be affirmed that there is an evolving cycle of purchasing that will continue to develop as the individual acquires experience.Practical implications – T...

International diffusion of a new tool: the case of Electronic Data Interchange (EDI) in the retailing sector

Abstract This paper studies the diffusion of EDI in the retailing sector of a number of European countries. It contains a comparative analysis between these countries with respect to different aspects of this tool. It also sets out to demonstrate the relationship between the telecommunications sector, the retailing sector and the demand for information on the one hand, with the diffusion and the lag in the adoption of EDI in this sector on the other.

Key variables in the EDI adoption by retail firms

Abstract This paper analyses the opinions and behaviour of a sample of Spanish firms of the retailing sector in the adoption of EDI. We try to show how variables related to the advantages of use of telecommunications and standards, the environment of the firm and the internal situation of the firm, influence the adopters in a different way. Finally, we draw some conclusions on those factors that clearly discriminate between the different groups.

Adopting television as a new channel for e-commerce. The influence of interactive technologies on consumer behavior

The aim of this research is twofold. Firstly, it analyzes how the two main features of Internet Protocol Television (IPTV), interactivity and personalization, influence both customers’ perceived performance and involvement with a web-based information service. Secondly, it studies whether personalization and interactivity improve customer purchase intentions of this service through IPTV. We developed a 2×2 between-subjects factorial design and applied MANOVA analyses. Findings verify that interactivity and personalization foster customer involvement with the service, perceived performance of IPTV and purchase intentions. Moreover, interactivity promotes the effect of personalization on perceived performance and customer involvement. This research concludes that customers’ involvement and purchase behavior are not derived exclusively from their relationship with the firm, but also from connections established in the channel with other customers. Customers also appreciate participating in the service provision process, so firms should promote personalization activities during the purchase in order to improve customers’ performance evaluation.

Engagement platforms: The role of emotions in fostering customer engagement and brand image in interactive media

Purpose The purpose of this paper is to explore the role of emotions in developing customer engagement and brand image during virtual service interactions. The authors explore the concept of engagement platforms (EPs) and how their extrinsic characteristics or cues (i.e. C2C interactions–and personalization-related cues) originate both non-transactional (i.e. customer engagement and brand image) and transactional (i.e. purchase intentions) responses. Specifically, the authors propose that customer emotions (i.e. pleasure, arousal and dominance) mediate the influence of EP cues on customer responses. The authors also analyze how the engagement developed during interactions in EPs contributes to brand image perceptions and the effect of these two concepts on purchase intentions. Design/methodology/approach Building on servicescapes and stimulus-organism-response theories, the present paper carries out two studies. Study 1 adopts an experimental approach to explore C2C interactions–and personalization-related cues. Study 2 focusses on the importance of customer emotions to foster engagement and brand image, and also analyzes their effect on purchase intentions. It employs structural equations modeling techniques. Both studies analyze the effect of customer engagement on brand image. Findings Findings corroborate that, during interactions in the platform, customer engagement with the firm influences brand image. Moreover, the pleasure and arousal experienced by customers influence their engagement while dominance modifies brand image. Finally, customer engagement and brand image have a positive effect on purchase behavior. Research limitations/implications This paper contributes to research demonstrating the key role of emotions in interactions with EPs. The authors demonstrate the importance of fostering pleasant and arousing experiences to enhance the level of customer engagement with the firm in first interactions. Dominance constitutes a key dimension to improve brand image in EPs. Finally, the research demonstrates that engagement develops customers’ transactional behaviors and not only non-transactional ones, as seen in previous literature. Originality/value In digital worlds, EPs emerge as touch points beyond purchase that allow individuals to integrate resources and co-create value between them and with the firm. Despite the interest of BCPs, few works have analyzed how interactions with these platforms and the elicited emotions contribute to developing customer engagement and brand image, key factors for understanding customer participation and behavior in interactive media.

Passion at first sight: how to engage users in social commerce contexts

This study analyzes the role of passion in engaging users and how it affects participation in social commerce contexts. Based on extant marketing research, the engagement-generation process is studied in three stages: cognitive (social presence and interactivity), affective (enjoyment and sPassion) and behavioral (spread of sWOM). The results empirically confirm that the cognitive experience and emotional feelings derived from the process boost user participation. At the core of the process, sPassion positively affects the spread of sWOM. Introduction of the new concept sPassion brings new challenges and opportunities to marketing research, helping to develop the concept of engagement and furthering research on WOM valence. Knowing how sPassion is formed and what factors are key to its creation will enable companies to understand the necessary steps to enhance user participation in social commerce contexts.

The effect of experience on web procurement

Purpose – The main objective of this paper is to analyse how important the previous experience of firms with different information technologies is for their acceptance of web procurement.Design/methodology/approach – To analyse the different types of experience a study was conducted using structural equation modelling techniques. A multi‐sample analysis was also carried out to test whether there are significant differences in behaviour according to the sector of activity to which the organisation belongs.Findings – The findings show that using various precursor information technologies, such as Electronic Data Interchange (EDI) or the internet generates knowledge that both facilitates and encourages subsequent web procurement. Once a firm has acquired this knowledge its impact is the same in all sectors.Practical implications – The work examines the importance of making a continuous investment in IT and shows that previous experience of earlier information systems determines the future technological devel...

From sPassion to sWOM: the role of flow

Purpose Social commerce websites entail a completely new scenario for sharing experiences and opinions due to its richness in terms of social interactions. Nowadays, users can interact with the company and with other users; hence, it seems important to study how social stimuli affect users. Drawing on the stimulus-organism-response framework and flow theory, the purpose of this paper is to propose that the social stimulus (named social passion (sPassion)) has a positive effect on the organism (state of flow), which leads to a users’ positive response (via social word of mouth (sWOM)). Design/methodology/approach The data were collected through an online survey in 2015. The sample consists of 771 users of social commerce websites, of which 51 percent are male and 49 percent female, aged between 16 and 80 years old. Structural equation modeling was used to analyze the data with the statistical software SPSS version 22 and EQS 6. Findings The empirical results confirm that passionate users are prone to experience a state of flow and, as a consequence, share positive sWOM. Originality/value This study contributes to the literature on customers’ online participation, and the findings are hoped to help companies in developing social commerce websites that boost users’ exchange of information.

Introducing the discussant role to stimulate debate in the classroom: effects on interactivity, learning outcomes, satisfaction and attitudes

ABSTRACT Debates can help students to acquire cross-curricular competencies and improve their learning. However, their use in higher education is scarce and students’ acceptance is low. Considering the effectiveness of discussants in scientific conferences, this research introduces the discussant role as a teaching tool to revitalise debate in the classroom. We propose and test a model to analyse the effects of this activity on three important aspects of learning (interactivity, learning outcomes and satisfaction). We examine how these variables determine students’ attitudes towards the two roles that can be adopted in the activity (discussant or discussed) and their overall evaluation. We test the model regarding students’ expectations and perceptions in the aftermath of the activity. Results show significant relationships between interactivity, learning and satisfaction. Moreover, the three factors strongly determine attitudes and overall evaluation of the activity. Differences before and after experiencing the activity are also found.