Robert Paul Jones | University of Texas at Tyler (original) (raw)

Papers by Robert Paul Jones

A dissertation is not completed without the support of many hands and minds, and for that assista... more A dissertation is not completed without the support of many hands and minds, and for that assistance I offer great thanks. I am grateful to the University of Tennessee for the opportunity to pursue this degree. I thank all of those who helped in making this opportunity possible, particularly the faculty and staff of the Retail, Hospitality, and Tourism Management Department. I have been given a great gift through your example of scholarship and student care. I wish to thank Dr. Ann Fairhurst for taking the time to work with me in pursuing this degree and for chairing my committee. I thank Dr. Youn Kyung Kim, for her support and drive to have me complete my first research project and publication. I thank Dr. Rodney Runyan for his contribution to my committee and his valuable support and guidance, which helped me, become a better scholar and instructor. I thank Dr. Wanda Costen who provided me many insights both as a member of my committee and as an academic. This research was performed in conjunction with the Shopper Marketing Forum, where I have many to thank. I thank Dr. Daniel Flint, who agreed to co-chair my committee and pushing me to always search for connections in the analysis and deeper insight. I thank Dr. Sarah Gardial, who graciously agreed to serve on my committee, providing me great insights about her research which served as a foundation for this study. I wish to thank Dr. Dave Schumann, who although not a member of my committee, gave so freely of his time, which is in short supply, to support me and this research. I thank Dr. Ernie Cadotte, for his insight and patience in guiding the development of the new scale items developed for this research.

Journal of Retailing and Consumer Services, 2019

The theoretical notion of personal constructs implies that the very meaning of things, including ... more The theoretical notion of personal constructs implies that the very meaning of things, including activities, ultimately is determined by the extent to which it moves one closer to attaining central ideological states known as terminal personal values. Marketing and consumer research models traditionally approach deeply held personal values as an important, motivational, individual difference characteristic that orients behavior. This research takes a value-based perspective and examines personal values achievement as a climactic result of customerretailer interaction. Field research across two service contexts provides a test of whether and how key service constructs contribute to the perception of progress toward a preferable state. Results from two studies provide consistent evidence that retail services including shopping and dining can allow customers to incrementally achieve a preferred personal value state through a sequence of quality, experiential (hedonic) value realized and customer satisfaction. Theoretical and managerial implications discuss the process and business implications.

International Journal of Retail & Distribution Management, 2016

Purpose The purpose of this paper is to explore a conceptualization of shopper as behaviourally d... more Purpose The purpose of this paper is to explore a conceptualization of shopper as behaviourally distinct from consumer. The authors seek to identify elements foundational to shopper behaviour, using insights from the extant literature. A path-to-purchase framework is proposed, and tested. The framework is further explored as a method for improving shopper segmentation. Design/methodology/approach Over 308 articles associated with the shopper are examined using a bibliometric methodology. The literature review provides the foundation for a path-to-purchase (PtP) framework. An experimental design online study is undertaken to validate the framework. Structural equation modelling is used to analyse the data. Moderation testing of importance in the model is explored. Findings The findings reveal five stages through which shoppers’ progress in pursuit of purchase resolution. The exploratory study reveals the positive influence of each stage one on another. Additionally, shopper perception of the importance of the recipient and the occasion moderate relationships associated with purchase outcomes. Research limitations/implications The research may be limited by the selection of literature assembled from over 60 years of research, and the online methodology. Practical implications The framework is suited for both industry and academia to better address shopper needs. The framework is specific to shopper behaviour relieving some of the conflicting messages which result from the overlay of consumer behaviour on a shopper. The framework describes the processes in purchase pursuit allowing brands and retailers to better support the shopper. Importance as a moderator is explored allowing for new and perhaps better ways to segment shoppers. Originality/value This theory building research provides a comprehensive exploration of the shopping literature to propose a PtP framework. The framework provides academicians and practitioners a more detailed method for examining and segmenting shoppers. Through the framework elements specific with each stage can be examined for their suitability as better segmentation tools for brands and retailers to deliver enhanced shopper satisfaction.

Journal of Managerial Issues, 2016

The 2010 passage of the Affordable Care Act provided strong motivation for healthcare organizatio... more The 2010 passage of the Affordable Care Act provided strong motivation for healthcare organizations to improve operational efficiency and enhance organizational performance. Large and medium-sized organizations nationwide have adopted healthcare analytics to obtain operational benefits, with the Cleveland Clinic as a prime example of a successful adoption. Both Delos M. Cosgrove, chief executive officer, and James Merlino, chief experience officer, were instrumental in the adoption and use of healthcare analytics to improve patient satisfaction scores (Merlino and Raman, 2013). Another example is Forest Laboratories, which, in collaboration with Converge Health and Intermountain Healthcare, developed a rapid-learning system based on data analytics to improve outcomes for patients with respiratory diseases (PR Newswire, 2014). Jeff Elton, managing director of Accenture Life Sciences, claims that to improve patient outcomes, healthcare requires accurate data and predictive analytics f...

Sustainability, 2022

Communication utilizing proper message framing is a crucial component in the promotion of sustain... more Communication utilizing proper message framing is a crucial component in the promotion of sustainability and other related activities. Additionally, engaging all stakeholders in sustainable communication and endeavors is proven to be essential to corporate success. This is especially true for textile and apparel retailers, as they strive to gain competitive advantages through the incorporation of sustainability in their communication with their stakeholders. Therefore, promotional activities consisting of different message framing types can be a profitable way to reach, inform, and persuade consumers to engage in sustainable activities and to support corporate sustainability initiatives. Based on two theoretical foundations, the social cognitive theory and the dual-process model, this study investigates how different aspects of sustainability and message framing can persuade textile and apparel consumers to engage in sustainable behavior. The findings of this study demonstrated that...

Journal of Business Research, 2021

Abstract This study examines employee engagement in a quick-service restaurant’s (QSR’s) service ... more Abstract This study examines employee engagement in a quick-service restaurant’s (QSR’s) service profit chain. It addresses calls for new research from the service profit chain literature by using large sample sizes, a new employee perception construct (i.e., employee engagement), and financial data across multiple years. The findings support service management theory and the service profit chain, in that employee engagement was significantly linked to faster service value performance times, service value performance was significantly linked to customer perception of service, and customer perception of service was significantly linked to sales and controllable profit in year 1 and comparable (year-over-year) sales growth in year 2. The study shows that employee engagement, directly and indirectly, affects operational, customer, and financial performance measures in the QSR and provides initial support for the importance of fostering employee engagement in the workplace.

Journal of Retailing and Consumer Services, 2018

Abstract Ethnic cultural affiliation, well established in consumer literature as influential in d... more Abstract Ethnic cultural affiliation, well established in consumer literature as influential in decision making, is much less studied in shopper literature. This research examines key path-to-purchase framework (PtPF) elements; motivation, role, and subjective norms, and their impact among three major U.S. ethnic affiliations (African American, Caucasian, and Hispanic). Study one explores two PtPF phases, perceptual mapping and solution targeting, while a second study examines moderation through importance perception and social shopping situation. The study demonstrates significant differences in relationship between the populations. Those differences are also shown to be subject to significant variation under the influence of the moderating conditions.

Journal of Retailing and Consumer Services, 2018

Consumers often utilize product design as one of the central means for expressing identity. Howev... more Consumers often utilize product design as one of the central means for expressing identity. However, few studies have investigated how consumers leverage product design for self-expression, and how a dominant design preference can influence consumers’ self-expression through brands. Drawing upon identity theory, this study examines how design-driven consumers express their personal and social identities. The results suggest that design-dominance among consumers leverages their need-for-uniqueness as a conduit for social identity expression. For consumers with a clear self-concept, expressing uniqueness through product design is weaker. The results also demonstrate that when design-dominance is strong, consumer exhibit a reduced reliance on brands to express their social identity, thus weakening brand loyalty.

Information Systems Frontiers, 2018

Technology adoption literature generally focuses on behavioral and structural changes necessary f... more Technology adoption literature generally focuses on behavioral and structural changes necessary for successful adoption. Little explored in that literature is the factors impacting the level of adoption which will be achieved within the organization. This healthcare industry research demonstrates that higher levels of technology adoption in organizations require the influences of both internal absorptive capabilities and external institutional pressures impacting the organization. We surveyed U.S. healthcare employees to assess top management beliefs, top management participation, absorptive capacity, institutional pressures, and level of electronic medical records (EMR) adoption in clinics and hospitals. Our results indicate no direct influence of mimetic and coercive pressures on the level of EMR adoption. Normative and mimetic pressures indirectly influence EMR adoption level through top management participation. Absorptive capacity enhances top management beliefs and participation associated with EMR adoption process, resulting in higher levels of EMR adoption in U.S. hospitals.

Journal of Retailing and Consumer Services, 2015

This study utilized value laddering and phenomenological research methodologies to explore the da... more This study utilized value laddering and phenomenological research methodologies to explore the data gathered from 39 interviews of male and female grocery shoppers. Findings: This research examines the perceived constraints on shopper resources. The data reveal that all shoppers perceive themselves to be constrained by both finances and time. These findings hold across all income, age, and employment strata. As a result, price and convenience no longer function as segmentation tools. Instead, pricing and convenience become thresholds setting shopper "floor" expectations for retailers, service providers and brands. Research limitations/implications: This study was limited to grocery shoppers largely located in the southern US. Future research could expand on the variety of product categories and conditions explored, along with the cultural diversity of the participants. Practical implications: Shoppers' broader view of purchase relationships reduces the importance of transactional savings. Shopper consideration of total market basket value, allows for more focus on services and relationships to drive shopper value. Shopper constraints can result in purchase outcomes different than what consumer research would indicate. Originality/value: This research is the first to examine elements which may constrain shoppers, particularly temporal and financial risk assessments, and how they impact shopper purchase solutions.

Journal of Retailing and Consumer Services, 2014

ABSTRACT The unique role of retail sales associates combined with retailers desire to establish r... more ABSTRACT The unique role of retail sales associates combined with retailers desire to establish relational selling, make associates vulnerable to work–family conflict (WFC). Unfortunately, research examining how retail sales associates cope with a WFC is limited. This research investigates relationships between WFC, job stress, and three dimensions of salesperson deviance: organizational, interpersonal, and frontline. Findings indicate that WFC has a significant direct effect on all three deviant behaviors, as well as job stress. Interestingly, the relationship between job stress and deviant behavior is not significant. This finding adds to the debate regarding job stress as a mediator between WFC and deviant behavior or outcome variable.

The International Review of Retail, Distribution and Consumer Research, 2013

ABSTRACT Branding scholars have been deeply engaged in the identification of different interactio... more ABSTRACT Branding scholars have been deeply engaged in the identification of different interactions between brand and consumer. Additionally with the evolution of the internet, increasing research has focused on which brand relationships translate to the on-line environment. The current research advances the examination of these relationship constructs in particular brand experience, brand identification, brand community, and behavioral loyalty through the simultaneous examination of the relationships in the off and on-line channels. To add clarity, the context of the study utilizes single-brand retailers to explore relationship dynamics, providing less brand noise than a multi-brand retailer. Our results demonstrate the effect of channel as a moderator among these brand and consumer relationships providing valuable insight into brand management in multi-channel settings. Additionally the benefits from the single-brand retailer setting are highlighted.

International Journal of Retail & Distribution Management, 2014

Purpose – Retailers have demonstrated mixed results during international expansions. However, hom... more Purpose – Retailers have demonstrated mixed results during international expansions. However, home market saturation and the economic climate are forcing more and more retailers to look beyond their borders for revenue. A critical participant in the internationalizing effort is the expatriate manager. Unfortunately the literature is unclear and at times conflicted over how to select and prepare expatriate management for their leadership role. Therefore, this study was designed with the purpose of uncovering various factors which may lead to expatriate retail management success. Design/methodology/approach – Based on the lack of unanimity in the literature this study adopted a qualitative research methodology in order to develop some consensus regarding successful expatriate leadership attributes. Grounded theory was employed utilizing extensive in-depth interviews as the primary data gathering and analysis tools. Findings – A multi-dimensional construct emerged from the data requiri...

A B S T R A C T Ethnic cultural affiliation, well established in consumer literature as influenti... more A B S T R A C T Ethnic cultural affiliation, well established in consumer literature as influential in decision making, is much less studied in shopper literature. This research examines key path-to-purchase framework (PtPF) elements; motivation , role, and subjective norms, and their impact among three major U.S. ethnic affiliations (African American, Caucasian, and Hispanic). Study one explores two PtPF phases, perceptual mapping and solution targeting, while a second study examines moderation through importance perception and social shopping situation. The study demonstrates significant differences in relationship between the populations. Those differences are also shown to be subject to significant variation under the influence of the moderating conditions.

Purpose -The purpose of this paper is to explore a conceptualization of shopper as behaviourally ... more Purpose -The purpose of this paper is to explore a conceptualization of shopper as behaviourally distinct from consumer. The authors seek to identify elements foundational to shopper behaviour, using insights from the extant literature. A path-to-purchase framework is proposed, and tested. The framework is further explored as a method for improving shopper segmentation. Design/methodology/approach -Over 308 articles associated with the shopper are examined using a bibliometric methodology. The literature review provides the foundation for a path-to-purchase (PtP) framework. An experimental design online study is undertaken to validate the framework. Structural equation modelling is used to analyse the data. Moderation testing of importance in the model is explored. Findings -The findings reveal five stages through which shoppers' progress in pursuit of purchase resolution. The exploratory study reveals the positive influence of each stage one on another. Additionally, shopper perception of the importance of the recipient and the occasion moderate relationships associated with purchase outcomes.

Purpose: The purpose of this paper is to better understand the constraints that make shopper beha... more Purpose: The purpose of this paper is to better understand the constraints that make shopper behavior unique from consumers and how those constraints manifest themselves in retail purchase solutions. Design/methodology/approach: This study utilized value laddering and phenomenological research methodologies to explore the data gathered from 39 interviews of male and female grocery shoppers. Findings: This research examines the perceived constraints on shopper resources. The data reveal that all shoppers perceive themselves to be constrained by both finances and time. These findings hold across all income, age, and employment strata. As a result, price and convenience no longer function as seg-mentation tools. Instead, pricing and convenience become thresholds setting shopper " floor " expectations for retailers, service providers and brands. Research limitations/implications: This study was limited to grocery shoppers largely located in the southern US. Future research could expand on the variety of product categories and conditions explored, along with the cultural diversity of the participants. Practical implications: Shoppers' broader view of purchase relationships reduces the importance of transactional savings. Shopper consideration of total market basket value, allows for more focus on services and relationships to drive shopper value. Shopper constraints can result in purchase outcomes different than what consumer research would indicate. Originality/value: This research is the first to examine elements which may constrain shoppers, particularly temporal and financial risk assessments, and how they impact shopper purchase solutions.

Consumer patterns have been the dominant point of discussion in retailing and marketing for over ... more Consumer patterns have been the dominant point of discussion in retailing and marketing for over 50 years. However, we are just now beginning to understand how complicated and important it is to understand the habits of shoppers. Research has identified several key areas in which shoppers are different from consumers. Those differences help to clarify how best to support the shopper. In order to effectively communicate with shoppers, retailers should understand their needs. This assessment requires an entirely different set of tools targeted to reach the shopper at retail. In this chapter we will discuss the differences between shoppers and consumers, track the shoppers' methods, and explore opportunities for retailers to influence shoppers' changing demands. Let's begin with the consumer.

The unique role of retail sales associates combined with retailers desire to establish relational... more The unique role of retail sales associates combined with retailers desire to establish relational selling, make associates vulnerable to work–family conflict (WFC). Unfortunately, research examining how retail sales associates cope with a WFC is limited. This research investigates relationships between WFC, job stress, and three dimensions of salesperson deviance: organizational, interpersonal, and frontline. Findings indicate that WFC has a significant direct effect on all three deviant behaviors, as well as job stress. Interestingly, the relationship between job stress and deviant behavior is not significant. This finding adds to the debate regarding job stress as a mediator between WFC and deviant behavior or outcome variable.

If you would like to write for this, or any other Emerald publication, then please use our Emeral... more If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information.

Branding scholars have been deeply engaged in the identification of different interactions betwee... more Branding scholars have been deeply engaged in the identification of different interactions between brand and consumer. Additionally with the evolution of the internet, increasing research has focused on which brand relationships translate to the on-line environment. The current research advances the examination of these relationship constructs in particular brand experience, brand identification, brand community, and behavioral loyalty through the simultaneous examination of the relationships in the off and on-line channels. To add clarity, the context of the study utilizes single-brand retailers to explore relationship dynamics, providing less brand noise than a multi-brand retailer. Our results demonstrate the effect of channel as a moderator among these brand and consumer relationships providing valuable insight into brand management in multi-channel settings. Additionally the benefits from the single-brand retailer setting are highlighted.

A dissertation is not completed without the support of many hands and minds, and for that assista... more A dissertation is not completed without the support of many hands and minds, and for that assistance I offer great thanks. I am grateful to the University of Tennessee for the opportunity to pursue this degree. I thank all of those who helped in making this opportunity possible, particularly the faculty and staff of the Retail, Hospitality, and Tourism Management Department. I have been given a great gift through your example of scholarship and student care. I wish to thank Dr. Ann Fairhurst for taking the time to work with me in pursuing this degree and for chairing my committee. I thank Dr. Youn Kyung Kim, for her support and drive to have me complete my first research project and publication. I thank Dr. Rodney Runyan for his contribution to my committee and his valuable support and guidance, which helped me, become a better scholar and instructor. I thank Dr. Wanda Costen who provided me many insights both as a member of my committee and as an academic. This research was performed in conjunction with the Shopper Marketing Forum, where I have many to thank. I thank Dr. Daniel Flint, who agreed to co-chair my committee and pushing me to always search for connections in the analysis and deeper insight. I thank Dr. Sarah Gardial, who graciously agreed to serve on my committee, providing me great insights about her research which served as a foundation for this study. I wish to thank Dr. Dave Schumann, who although not a member of my committee, gave so freely of his time, which is in short supply, to support me and this research. I thank Dr. Ernie Cadotte, for his insight and patience in guiding the development of the new scale items developed for this research.

Journal of Retailing and Consumer Services, 2019

The theoretical notion of personal constructs implies that the very meaning of things, including ... more The theoretical notion of personal constructs implies that the very meaning of things, including activities, ultimately is determined by the extent to which it moves one closer to attaining central ideological states known as terminal personal values. Marketing and consumer research models traditionally approach deeply held personal values as an important, motivational, individual difference characteristic that orients behavior. This research takes a value-based perspective and examines personal values achievement as a climactic result of customerretailer interaction. Field research across two service contexts provides a test of whether and how key service constructs contribute to the perception of progress toward a preferable state. Results from two studies provide consistent evidence that retail services including shopping and dining can allow customers to incrementally achieve a preferred personal value state through a sequence of quality, experiential (hedonic) value realized and customer satisfaction. Theoretical and managerial implications discuss the process and business implications.

International Journal of Retail & Distribution Management, 2016

Purpose The purpose of this paper is to explore a conceptualization of shopper as behaviourally d... more Purpose The purpose of this paper is to explore a conceptualization of shopper as behaviourally distinct from consumer. The authors seek to identify elements foundational to shopper behaviour, using insights from the extant literature. A path-to-purchase framework is proposed, and tested. The framework is further explored as a method for improving shopper segmentation. Design/methodology/approach Over 308 articles associated with the shopper are examined using a bibliometric methodology. The literature review provides the foundation for a path-to-purchase (PtP) framework. An experimental design online study is undertaken to validate the framework. Structural equation modelling is used to analyse the data. Moderation testing of importance in the model is explored. Findings The findings reveal five stages through which shoppers’ progress in pursuit of purchase resolution. The exploratory study reveals the positive influence of each stage one on another. Additionally, shopper perception of the importance of the recipient and the occasion moderate relationships associated with purchase outcomes. Research limitations/implications The research may be limited by the selection of literature assembled from over 60 years of research, and the online methodology. Practical implications The framework is suited for both industry and academia to better address shopper needs. The framework is specific to shopper behaviour relieving some of the conflicting messages which result from the overlay of consumer behaviour on a shopper. The framework describes the processes in purchase pursuit allowing brands and retailers to better support the shopper. Importance as a moderator is explored allowing for new and perhaps better ways to segment shoppers. Originality/value This theory building research provides a comprehensive exploration of the shopping literature to propose a PtP framework. The framework provides academicians and practitioners a more detailed method for examining and segmenting shoppers. Through the framework elements specific with each stage can be examined for their suitability as better segmentation tools for brands and retailers to deliver enhanced shopper satisfaction.

Journal of Managerial Issues, 2016

The 2010 passage of the Affordable Care Act provided strong motivation for healthcare organizatio... more The 2010 passage of the Affordable Care Act provided strong motivation for healthcare organizations to improve operational efficiency and enhance organizational performance. Large and medium-sized organizations nationwide have adopted healthcare analytics to obtain operational benefits, with the Cleveland Clinic as a prime example of a successful adoption. Both Delos M. Cosgrove, chief executive officer, and James Merlino, chief experience officer, were instrumental in the adoption and use of healthcare analytics to improve patient satisfaction scores (Merlino and Raman, 2013). Another example is Forest Laboratories, which, in collaboration with Converge Health and Intermountain Healthcare, developed a rapid-learning system based on data analytics to improve outcomes for patients with respiratory diseases (PR Newswire, 2014). Jeff Elton, managing director of Accenture Life Sciences, claims that to improve patient outcomes, healthcare requires accurate data and predictive analytics f...

Sustainability, 2022

Communication utilizing proper message framing is a crucial component in the promotion of sustain... more Communication utilizing proper message framing is a crucial component in the promotion of sustainability and other related activities. Additionally, engaging all stakeholders in sustainable communication and endeavors is proven to be essential to corporate success. This is especially true for textile and apparel retailers, as they strive to gain competitive advantages through the incorporation of sustainability in their communication with their stakeholders. Therefore, promotional activities consisting of different message framing types can be a profitable way to reach, inform, and persuade consumers to engage in sustainable activities and to support corporate sustainability initiatives. Based on two theoretical foundations, the social cognitive theory and the dual-process model, this study investigates how different aspects of sustainability and message framing can persuade textile and apparel consumers to engage in sustainable behavior. The findings of this study demonstrated that...

Journal of Business Research, 2021

Abstract This study examines employee engagement in a quick-service restaurant’s (QSR’s) service ... more Abstract This study examines employee engagement in a quick-service restaurant’s (QSR’s) service profit chain. It addresses calls for new research from the service profit chain literature by using large sample sizes, a new employee perception construct (i.e., employee engagement), and financial data across multiple years. The findings support service management theory and the service profit chain, in that employee engagement was significantly linked to faster service value performance times, service value performance was significantly linked to customer perception of service, and customer perception of service was significantly linked to sales and controllable profit in year 1 and comparable (year-over-year) sales growth in year 2. The study shows that employee engagement, directly and indirectly, affects operational, customer, and financial performance measures in the QSR and provides initial support for the importance of fostering employee engagement in the workplace.

Journal of Retailing and Consumer Services, 2018

Abstract Ethnic cultural affiliation, well established in consumer literature as influential in d... more Abstract Ethnic cultural affiliation, well established in consumer literature as influential in decision making, is much less studied in shopper literature. This research examines key path-to-purchase framework (PtPF) elements; motivation, role, and subjective norms, and their impact among three major U.S. ethnic affiliations (African American, Caucasian, and Hispanic). Study one explores two PtPF phases, perceptual mapping and solution targeting, while a second study examines moderation through importance perception and social shopping situation. The study demonstrates significant differences in relationship between the populations. Those differences are also shown to be subject to significant variation under the influence of the moderating conditions.

Journal of Retailing and Consumer Services, 2018

Consumers often utilize product design as one of the central means for expressing identity. Howev... more Consumers often utilize product design as one of the central means for expressing identity. However, few studies have investigated how consumers leverage product design for self-expression, and how a dominant design preference can influence consumers’ self-expression through brands. Drawing upon identity theory, this study examines how design-driven consumers express their personal and social identities. The results suggest that design-dominance among consumers leverages their need-for-uniqueness as a conduit for social identity expression. For consumers with a clear self-concept, expressing uniqueness through product design is weaker. The results also demonstrate that when design-dominance is strong, consumer exhibit a reduced reliance on brands to express their social identity, thus weakening brand loyalty.

Information Systems Frontiers, 2018

Technology adoption literature generally focuses on behavioral and structural changes necessary f... more Technology adoption literature generally focuses on behavioral and structural changes necessary for successful adoption. Little explored in that literature is the factors impacting the level of adoption which will be achieved within the organization. This healthcare industry research demonstrates that higher levels of technology adoption in organizations require the influences of both internal absorptive capabilities and external institutional pressures impacting the organization. We surveyed U.S. healthcare employees to assess top management beliefs, top management participation, absorptive capacity, institutional pressures, and level of electronic medical records (EMR) adoption in clinics and hospitals. Our results indicate no direct influence of mimetic and coercive pressures on the level of EMR adoption. Normative and mimetic pressures indirectly influence EMR adoption level through top management participation. Absorptive capacity enhances top management beliefs and participation associated with EMR adoption process, resulting in higher levels of EMR adoption in U.S. hospitals.

Journal of Retailing and Consumer Services, 2015

This study utilized value laddering and phenomenological research methodologies to explore the da... more This study utilized value laddering and phenomenological research methodologies to explore the data gathered from 39 interviews of male and female grocery shoppers. Findings: This research examines the perceived constraints on shopper resources. The data reveal that all shoppers perceive themselves to be constrained by both finances and time. These findings hold across all income, age, and employment strata. As a result, price and convenience no longer function as segmentation tools. Instead, pricing and convenience become thresholds setting shopper "floor" expectations for retailers, service providers and brands. Research limitations/implications: This study was limited to grocery shoppers largely located in the southern US. Future research could expand on the variety of product categories and conditions explored, along with the cultural diversity of the participants. Practical implications: Shoppers' broader view of purchase relationships reduces the importance of transactional savings. Shopper consideration of total market basket value, allows for more focus on services and relationships to drive shopper value. Shopper constraints can result in purchase outcomes different than what consumer research would indicate. Originality/value: This research is the first to examine elements which may constrain shoppers, particularly temporal and financial risk assessments, and how they impact shopper purchase solutions.

Journal of Retailing and Consumer Services, 2014

ABSTRACT The unique role of retail sales associates combined with retailers desire to establish r... more ABSTRACT The unique role of retail sales associates combined with retailers desire to establish relational selling, make associates vulnerable to work–family conflict (WFC). Unfortunately, research examining how retail sales associates cope with a WFC is limited. This research investigates relationships between WFC, job stress, and three dimensions of salesperson deviance: organizational, interpersonal, and frontline. Findings indicate that WFC has a significant direct effect on all three deviant behaviors, as well as job stress. Interestingly, the relationship between job stress and deviant behavior is not significant. This finding adds to the debate regarding job stress as a mediator between WFC and deviant behavior or outcome variable.

The International Review of Retail, Distribution and Consumer Research, 2013

ABSTRACT Branding scholars have been deeply engaged in the identification of different interactio... more ABSTRACT Branding scholars have been deeply engaged in the identification of different interactions between brand and consumer. Additionally with the evolution of the internet, increasing research has focused on which brand relationships translate to the on-line environment. The current research advances the examination of these relationship constructs in particular brand experience, brand identification, brand community, and behavioral loyalty through the simultaneous examination of the relationships in the off and on-line channels. To add clarity, the context of the study utilizes single-brand retailers to explore relationship dynamics, providing less brand noise than a multi-brand retailer. Our results demonstrate the effect of channel as a moderator among these brand and consumer relationships providing valuable insight into brand management in multi-channel settings. Additionally the benefits from the single-brand retailer setting are highlighted.

International Journal of Retail & Distribution Management, 2014

Purpose – Retailers have demonstrated mixed results during international expansions. However, hom... more Purpose – Retailers have demonstrated mixed results during international expansions. However, home market saturation and the economic climate are forcing more and more retailers to look beyond their borders for revenue. A critical participant in the internationalizing effort is the expatriate manager. Unfortunately the literature is unclear and at times conflicted over how to select and prepare expatriate management for their leadership role. Therefore, this study was designed with the purpose of uncovering various factors which may lead to expatriate retail management success. Design/methodology/approach – Based on the lack of unanimity in the literature this study adopted a qualitative research methodology in order to develop some consensus regarding successful expatriate leadership attributes. Grounded theory was employed utilizing extensive in-depth interviews as the primary data gathering and analysis tools. Findings – A multi-dimensional construct emerged from the data requiri...

A B S T R A C T Ethnic cultural affiliation, well established in consumer literature as influenti... more A B S T R A C T Ethnic cultural affiliation, well established in consumer literature as influential in decision making, is much less studied in shopper literature. This research examines key path-to-purchase framework (PtPF) elements; motivation , role, and subjective norms, and their impact among three major U.S. ethnic affiliations (African American, Caucasian, and Hispanic). Study one explores two PtPF phases, perceptual mapping and solution targeting, while a second study examines moderation through importance perception and social shopping situation. The study demonstrates significant differences in relationship between the populations. Those differences are also shown to be subject to significant variation under the influence of the moderating conditions.

Purpose -The purpose of this paper is to explore a conceptualization of shopper as behaviourally ... more Purpose -The purpose of this paper is to explore a conceptualization of shopper as behaviourally distinct from consumer. The authors seek to identify elements foundational to shopper behaviour, using insights from the extant literature. A path-to-purchase framework is proposed, and tested. The framework is further explored as a method for improving shopper segmentation. Design/methodology/approach -Over 308 articles associated with the shopper are examined using a bibliometric methodology. The literature review provides the foundation for a path-to-purchase (PtP) framework. An experimental design online study is undertaken to validate the framework. Structural equation modelling is used to analyse the data. Moderation testing of importance in the model is explored. Findings -The findings reveal five stages through which shoppers' progress in pursuit of purchase resolution. The exploratory study reveals the positive influence of each stage one on another. Additionally, shopper perception of the importance of the recipient and the occasion moderate relationships associated with purchase outcomes.

Purpose: The purpose of this paper is to better understand the constraints that make shopper beha... more Purpose: The purpose of this paper is to better understand the constraints that make shopper behavior unique from consumers and how those constraints manifest themselves in retail purchase solutions. Design/methodology/approach: This study utilized value laddering and phenomenological research methodologies to explore the data gathered from 39 interviews of male and female grocery shoppers. Findings: This research examines the perceived constraints on shopper resources. The data reveal that all shoppers perceive themselves to be constrained by both finances and time. These findings hold across all income, age, and employment strata. As a result, price and convenience no longer function as seg-mentation tools. Instead, pricing and convenience become thresholds setting shopper " floor " expectations for retailers, service providers and brands. Research limitations/implications: This study was limited to grocery shoppers largely located in the southern US. Future research could expand on the variety of product categories and conditions explored, along with the cultural diversity of the participants. Practical implications: Shoppers' broader view of purchase relationships reduces the importance of transactional savings. Shopper consideration of total market basket value, allows for more focus on services and relationships to drive shopper value. Shopper constraints can result in purchase outcomes different than what consumer research would indicate. Originality/value: This research is the first to examine elements which may constrain shoppers, particularly temporal and financial risk assessments, and how they impact shopper purchase solutions.

Consumer patterns have been the dominant point of discussion in retailing and marketing for over ... more Consumer patterns have been the dominant point of discussion in retailing and marketing for over 50 years. However, we are just now beginning to understand how complicated and important it is to understand the habits of shoppers. Research has identified several key areas in which shoppers are different from consumers. Those differences help to clarify how best to support the shopper. In order to effectively communicate with shoppers, retailers should understand their needs. This assessment requires an entirely different set of tools targeted to reach the shopper at retail. In this chapter we will discuss the differences between shoppers and consumers, track the shoppers' methods, and explore opportunities for retailers to influence shoppers' changing demands. Let's begin with the consumer.

The unique role of retail sales associates combined with retailers desire to establish relational... more The unique role of retail sales associates combined with retailers desire to establish relational selling, make associates vulnerable to work–family conflict (WFC). Unfortunately, research examining how retail sales associates cope with a WFC is limited. This research investigates relationships between WFC, job stress, and three dimensions of salesperson deviance: organizational, interpersonal, and frontline. Findings indicate that WFC has a significant direct effect on all three deviant behaviors, as well as job stress. Interestingly, the relationship between job stress and deviant behavior is not significant. This finding adds to the debate regarding job stress as a mediator between WFC and deviant behavior or outcome variable.

If you would like to write for this, or any other Emerald publication, then please use our Emeral... more If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information.

Branding scholars have been deeply engaged in the identification of different interactions betwee... more Branding scholars have been deeply engaged in the identification of different interactions between brand and consumer. Additionally with the evolution of the internet, increasing research has focused on which brand relationships translate to the on-line environment. The current research advances the examination of these relationship constructs in particular brand experience, brand identification, brand community, and behavioral loyalty through the simultaneous examination of the relationships in the off and on-line channels. To add clarity, the context of the study utilizes single-brand retailers to explore relationship dynamics, providing less brand noise than a multi-brand retailer. Our results demonstrate the effect of channel as a moderator among these brand and consumer relationships providing valuable insight into brand management in multi-channel settings. Additionally the benefits from the single-brand retailer setting are highlighted.