Vishal Kashyap

A Profile of the Internet Shopper: Evidence from Six Countries

Internet usage and commerce are expected to grow significantly across the world. However, as each part of the world is unique in its social norms, culture, and infrastructure, these differences may cause the profiles of Internet shoppers and nonshoppers to be different worldwide. Hence, the importance of understanding the similarities and dissimilarities among consumers in different regions is crucial for both marketing theory and practice. In this paper, the authors report the characteristics relating to attitudes, motivations, and demographics of Internet shoppers in six countries (United States, England, New Zealand, China, Brazil, and Bulgaria), thereby contributing to understanding differences between Internet users and online shoppers in different regions of the world. Findings show that online shoppers share many similar traits around the world. Internet shoppers in all countries examined are similar in regard to their desire for convenience, are more impulsive, have more favorable attitudes toward direct marketing and advertising, and wealthier, and are heavier users of both e-mail and the Internet. Implications of the findings for theory and practice are discussed.

Learning Strategies and Performance in a Technology Integrated Classroom

Abstract This study examines students’ use of technology for learning (accessing the course Web site to download PowerPoint slides for note taking and exam preparation) relative to more traditional learning methods (reading the textbook and taking notes in class and from the textbook) and the effect of their learning strategies on exam performance and class attendance. Students who were categorized as high on use of technology and low on traditional learning methods or low on technology and high on traditional learning methods exhibited higher attendance and performance than those students categorized as high or low on both technology and traditional learning methods. Results suggest that there is more than one path for optimal exam performance.

The use of online marketplaces for competitive advantage: a Latin American perspective

The promise of B2B e‐commerce had led to an explosion in the number of e‐marketplaces as firms adopted a “launch and learn” strategy. However a cash crisis and continuing losses led to tremendous consolidation in these marketplaces. This scenario was mirrored in Latin America too. With the growing importance of B2B e‐commerce worldwide, Latin American firms cannot ignore the competitive advantages that accrue by employing the Internet into their strategies. This paper presents a variety of decision models that small and medium enterprises can employ to integrate the Internet into their business decisions and thereby remain competitive.

Manifest Conflict and Conflict Aftermath in Franchise Systems: A 10‐Year Examination

Conflict within interorganizational relationships has been demonstrated to impair the mechanisms by which cooperation results in mutually beneficial outcomes for partners. The focus of this research is upon the landmark legal battle that occurred within the Meineke franchise organization in the 1990s—a case that includes a potentially devastating demonstration of manifest conflict encompassing overtly opportunistic behavior, contentious class‐action litigation, and a demoralizing reversal of a half‐billon dollar verdict. In a study spanning a 10‐year period within the Meineke organization, the effects of conflict on franchisee satisfaction and compliance are revealed to be long‐lasting and substantial. Using path analysis and mediation tests, we examine both the immediate and long‐term impacts of manifest conflict on channel partner perceptions. We find that episodes of manifest conflict can, through the increased salience of this conflict, have long‐lasting negative impacts on franchisee satisfaction with the relationship and willingness to comply with franchisor regulations, even when the original conflict was remediated in a manner that yielded highly positive outcomes to the aggrieved parties. As a result, our study provides unique and valuable insights to the understanding of franchises and other forms of interorganizational relationships.

Developing sales force relationalism: The role of distributive and procedural justice.

Sales force justice perceptions can play an important role in the development of relational norms or relationalism; however, little research has explored the linkages between justice and the development of sales force relationalism. The relational justice model—that is, neutrality, trust, and respect—was tested with regard to direct effects on sales force perceptions of distributive and procedural justice, and in, subsequently, manager–sales force relationalism. The findings, from a sample of business-to-business salespeople, support the hypothesized relationships between the constructs in the relational model and distributive and procedural justice. Neutrality, trust, and respect significantly and positively affect both distributive and procedural justice, which directly affects the development of sales force relationalism. The results have implications for sales force management and future research endeavors.

A Measure of Distributive Justice in Distribution Channels: Scale Development and Validation

ABSTRACT The construct of distributive justice has been conceptualized largely along the three allocation rules of equity, equality, and need. Extant empirical research in the marketing channels area, however, treats distributive justice as a unidimensional, global construct focusing almost exclusively on the allocation rule of equity. As a result, the measurement of equality and need, two distinct and significant allocation rules, has been largely overlooked in the context of people and organizations involved in interorganizational exchange. The current study tests a measure of distributive justice that takes into account each of the three allocation rules. Results indicate valid scales that accurately measure three rules of distributive justice across two independent samples of channel participants in franchise systems. This research represents an important step toward accurately, concisely, and efficiently measuring this important and socially relevant construct in an interorganizational setting.

The Joint Effects of Ex Ante Contractual Completeness and Ex Post Governance on Compliance in Franchised Marketing Channels

This study examines the heretofore neglected joint effects of ex ante contractual completeness and ex post governance on compliance in a franchise setting. In contrast to much of the extant literature that views contractual completeness in the aggregate, the present research disaggregates contractual completeness into ex ante monitoring and enforcement completeness, and additionally distinguishes between ex post monitoring and enforcement, allowing for a nuanced examination of the joint effects of different types of ex ante and ex post governance on compliance. Additionally, the authors advance the concept of consummate compliance, thereby complementing the literature, which tends to view compliance solely in terms of perfunctory compliance—an important distinction because the results suggest that perfunctory compliance has a negative relationship with customer satisfaction, whereas consummate compliance has a positive one. Drawing on multiple data sources, the authors demonstrate that ex ante monitoring completeness positively moderates the relationship between ex post monitoring and both types of compliance; however, ex ante enforcement completeness negatively moderates the relationship between ex post enforcement and both types of compliance.

Hospital care and capacity in the tri-state region of Indiana, Kentucky, and Ohio: analysis and insights.

ABSTRACT Hospitals are a significant part of the burgeoning healthcare sector in the United States (U.S.) economy. Despite the availability of what some describe as the worlds best healthcare, the U.S. suffers from wide discrepancies in healthcare provision across hospitals and regions of the country. Specifically, capacity, utilization, quality, and even financial performance of hospitals vary widely. Based on secondary data from 533 hospitals in the adjoining states of Indiana, Kentucky, and Ohio, this study develops several comparative metrics that enable benchmarking, which, in turn, leads to several inferences and implications for hospital administrators. The paper concludes with implications for hospital administrators and suggestions for future research.

Clustering, Knowledge Sharing, and Intrabrand Competition: A Multiyear Analysis of an Evolving Franchise System

As franchise systems expand, the clustering and resulting proximity of same-brand outlets often become contentious issues. The increased interactions among outlets may facilitate knowledge sharing, even while inducing intrabrand competition. Prior research has considered each possibility—knowledge sharing or intrabrand competition—in isolation, resulting in conflicting recommendations to the central question of whether multiple same-brand outlets should be close to or distant from one another. In this study, the authors take the perspective of the focal outlet and show that the opportunity to share knowledge afforded by clustering-based proximity may or may not be realized, depending on the motivation and ability of the proximal outlets to share knowledge, the focal outlets ability to absorb knowledge, and the governance context. An analysis of more than 8,000 observations on the 988 outlets of a U.S.-based automotive service franchise system from 1977 to 2012, and corresponding outlet-level sales information from 2004 to 2012, provides support for the authors’ hypotheses.