Neeraj Pandey

Factors affecting tourists’ intention to purchase: a study of Indian domestic tourists

In the tourism domain, marketing is getting a lot of attention. The analytical marketing helps in unravelling the phenomenon of tourist shopping behaviour based on the data, which may differ from the routine consumer shopping behaviour. The literature suggests various probable factors for tourists’ intention to purchase. The study endeavours to find the conclusive factors that impact Indian domestic tourist’s intention to purchase. The present research highlights the importance of store experience such as ambience of the store and interaction with sales person at the store besides specific demographic variables, for enhancing the Indian domestic tourist’s intention to purchase. Such insights about patterns and predictor factors of Indian domestic tourist’s purchase intention would lead to improved planning and management of sales and marketing in the tourism industry.

Factors affecting consumer’s green product purchase decisions: an empirical approach

Green marketing has emerged as an important marketing domain. The organisations are making large investments to facilitate innovation of new green product lines and also to improvise the existing ones to make it more environment-friendly. The market is responding to such changes by preferring green products over conventional products. The literature suggested various probable factors that influenced consumer’s green product purchase decisions. The present research focused on finding specific conclusive factors that impacted green product purchase decisions. Three hypotheses were developed to unravel these factors. The study highlighted the importance of funding and efficient distribution network as main factors influencing green product purchase decisions. These insights about the factors influencing the consumer’s green product purchase decisions would help marketers devise attractive credit schemes for purchasing green products, seek government funding and develop innovative integrated marketing communication for convincing consumers about it being beneficial investment in the long run besides enhancing availability of quality green product in the market. This would in turn lead to increase in consumption and spur green product demand in the respective categories. The study also calls for innovation in the distribution network of green products so as to positively impact consumer’s green product purchase decision, besides reducing cost.

Factors influencing employee attrition in Indian ITeS call centres

The employee attrition is a painful area for the management of information technology enabled services (ITeS) call centres. In spite of providing attractive salaries, social security benefits, pick-up and drop facilities and swanky office spaces, the ITeS call centre employees are leaving the organisation. The management is bemused that why do employees actually leave? The current research explores the factors behind the high attrition in Indian ITeS call centres. Apart from extensive literature review, available till date, techniques like focus group discussion and semi-structured interviews with employees of Indian ITeS call centres, who have shifted their ITeS call centre job at least once in their career, have been conducted. It calls for reviewing the human resource policies of the call centre employees in light of employee policies implemented in other industries apart from providing better facilitation on pertinent issues like career planning, appraisal system, salary and timings to the ITeS call centre employees.

Integrated model for understanding Indian physicians’ internet usage pattern: An empirical approach

Abstract Purpose: A recent change in the definition of pharmaceutical promotion allows for incorporation of emerging mediums like internet. Physicians are important stakeholders of the pharmaceutical marketing process. In India, the pharmaceutical promotions are predominantly physician directed in nature as the legal framework does not allow Direct to Consumer Advertising. Therefore, the knowledge about adoption and usage pattern of internet among Indian physician needs to be examined for devising internet-based physician- directed pharmaceutical promotions. In light of these developments, the purpose of this research paper is to empirically test an integrated conceptual model. Using an integrated technology acceptance model, this study examines impact of individual and technological factors that influence physicians’ acceptance of internet. Methodology: The non-probabilistic sampling technique, i.e. snowball sampling, was adopted for the study. The survey method was used for collecting the data. Data were collected from general physicians and specialists in the India using a self-administered questionnaire. The relationships proposed in the integrated conceptual model were tested using structural equation modelling (SEM). Findings: The findings of this study indicate that both the individual characteristics (optimism, innovativeness, and discomfort) and technology characteristics (compatibility) influence the perceived beliefs of physicians. Originality and value: This study provides a robust conceptual and empirically tested integrated model and validated instruments for examining physicians’ internet adoption behaviour in changing Indian pharmaceutical marketing context.

Leveraging technology adoption model for examining internet usage among physicians’ in changing Indian pharmaceutical marketing context: A structural equation modeling approach

Considering technological advancements happening all across the globe, the internet has been incorporated as an emerging medium of pharmaceutical promotion by Organization of Pharmaceutical Producers of India in the year 2012. In Indian pharmaceutical industry, the marketing process is only physician directed (except for “over-the-counter” drugs) and Direct to Consumer Advertising using internet or any other means of marketing communication is legally not allowed. Therefore, the knowledge about adoption and usage pattern of internet among Indian physician needs to be examined. This understanding would help the pharmaceutical marketing organizations to better promote their products over internet to the target customers, i.e. physicians. The present research describes about physicians’ technology acceptance phenomenon based on theoretical concept of technology adoption model. The structural equation model analysis highlighted relevance of technology adoption model to examine physicians’ internet adoption ph...

Internet banking: a review (2002–2016)

Abstract This paper presents an exhaustive review of literature on the current developments in internet banking. It provides an overview of the changes as well as the ongoing research on internet banking. To identify relevant works, research databases were searched using 11 keywords. Only research papers on internet banking published in the last 15 years (2002–2016) were selected. The selected articles were further refined on the basis of country of origin, journal type, and research methods used for data analysis. Finally, 51 papers were selected on the basis of specific inclusion criteria for further analysis. These papers were grouped by research themes, and customer satisfaction with internet banking was identified as the most common theme.

Does impact of price endings differ for the non-green and green products?: Role of product categories and price levels

The discount image associated with odd-ending prices has led to its extensive use by retailers. The purpose of this study is to assess the impacts and applications of nine-ending vs round-ending prices on the purchase of green and non-green products at different price levels and under different purchase motivations.,Three experiments are conducted. The first experiment is a 2 (price ending: nine-ending vs round-ending) × 2 (product appeal: green vs non-green) between-subjects study; the second experiment is a 2 (price ending: nine-ending vs round-ending) × 2 (price level: low price vs high price) × 2 (product appeal: green vs non-green) between-subjects study; and the third experiment examined buyers’ preferences of price endings regarding the purchase of green products having either utility (utilitarian) or pleasure (hedonic) motivation.,This research highlights that consumers prefer zero-ending prices for green products and pleasure motivation products, but they prefer odd endings for low-priced and utilitarian products. These results support the increased reception of round-ending prices. Accordingly, this study contributes to the literature by providing a boundary condition for odd-ending prices. Specifically, the study finds that the effect of nine-ending prices becomes weaker as the price of the product increases.,The findings of this study have practical implications for managers, as the results indicate that pricing green products and high-quality perception products using round digits and pricing low-priced and utility perception products using odd digits will increase consumers’ purchase intentions. Moreover, pricing the products using round-ending prices will reduce the perception of low quality and deter brand loyalty emanating from a low-priced/discount image of a product.,This research contributes to theoretical and practical aspects of behavioural pricing literature. This research uncovers the buyers’ distinct preferences for zero-ending prices and odd-ending prices when purchasing different products based on different motivations and varied price levels. This is the first research of its kind to explore and compare the impact of psychological pricing on green products. The study also resolves a contradiction in past literature regarding the use of nine-ending prices by providing boundary conditions.

Determinants of celebrity-owned brands leveraging price premium

Purpose The purpose of this paper is to investigate the celebrity-brand association from a different perspective. Design/methodology/approach This study uses exploratory factor analysis, confirmatory factor analysis, and binary logistic regression. Findings This study conceptualizes celebrity-owned brands (COBs). It statistically validates the complimentary and synergistic effects of six inter-related but distinct factors that are likely to influence a buyer’s willingness to pay price premium for COBs. Originality/value This study makes a novel attempt by analysing the celebrity-brand relationship from a different perspective. The paper deviates from the traditional and widely researched linkage of a celebrity with a brand through endorsement.

Why do Indian SMEs fail and succeed?: insights from auto-component industry

A cursory look at data on small and medium enterprises (SME) in India shows that large numbers of SMEs are failing. This study found fundamental reasons behind this failure besides providing insights into what makes few SMEs successfully manage competition. The data was collected from 517 auto-component manufacturing units in large automotive SME clusters of India. The research highlighted the key role of business planning in Indian SMEs. The SMEs need to proactively manage innovation and quality, improve financial agility, navigate change process and assess global impact. The study also looks at the role of benchmarking, negative attribution and buyer-supplier relationship in sustaining competitiveness by SMEs in post-WTO (World Trade Organization) era.

Havells India Limited: Transition from an Industrial Brand to a Consumer Brand:

Havells India Limited has successfully transformed itself from a family run business to a public limited company. With a turnover of US