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This article analyses factors influencing manufacturers’ adoption of Internet-based marketing channels, using models based on marketing channel and organisational innovation theory. Survey data from 1163 Danish, Finnish, and Swedish... more
This article analyses factors influencing manufacturers’ adoption of Internet-based marketing channels, using models based on marketing channel and organisational innovation theory. Survey data from 1163 Danish, Finnish, and Swedish manufacturers form the empirical basis for testing the models using LISREL analysis. The results stress that adoption of Internetbased marketing is influenced by willingness to cannibalise, management support, market pressure, and a firm’s knowledge of IT. Willingness to cannibalise mediates the effects of future market orientation, ownership, specialised investments, and management support. This is mainly the case in small and medium-sized firms, as the importance of the various drivers varies between size categories.
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Would you turn up at work tomorrow or next month, if you were not paid for going to work? Directly asked the question, especially if our employer posed it, most of us would probably say no. It could, however, be that we actually were... more
Would you turn up at work tomorrow or next month, if you were not paid for going to work? Directly asked the question, especially if our employer posed it, most of us would probably say no. It could, however, be that we actually were content with our job but dependent upon our salary – and it could be that any seizure of payment in itself would create mere dissatisfaction leading us to quit the job. Although espoused intentions may diff er from what we actually would do in a hypothetical situation, at least some of us would rather prefer to spend some more time in our garden, with our children or simply doing something else than go to work.
At present most European banks can only be considered domestic banks in the sense that they are operating in one country only. However, this situation is changing because the integration of Europe makes borders less important, and both... more
At present most European banks can only be considered domestic banks in the sense that they are operating in one country only. However, this situation is changing because the integration of Europe makes borders less important, and both the banks and their customers tend to become more internationally oriented. Further, the European banking sector is becoming more concentrated and many banks must consider not only their home market but also the whole of Europe as the potential market.
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1 I gratefully acknowledge the research assistance of Frederik Ahm Krag and Johannes Liebach Lüneborg and the financial support from the Aarhus University Research Foundation, research grant # F-1998-SAM-1-7. ... Niels Peter Mols... more
1 I gratefully acknowledge the research assistance of Frederik Ahm Krag and Johannes Liebach Lüneborg and the financial support from the Aarhus University Research Foundation, research grant # F-1998-SAM-1-7. ... Niels Peter Mols Associate Professor of Marketing ...
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This chapter analyses factors influencing manufacturers’ adoption and implementation of Internet-based marketing channels, using models based on marketing channel and organizational innovation theory. Survey data from 1,163 Danish,... more
This chapter analyses factors influencing manufacturers’ adoption and implementation of Internet-based marketing channels, using models based on marketing channel and organizational innovation theory. Survey data from 1,163 Danish, Finnish, and Swedish manufacturers form the empirical basis for testing the models using LISREL analysis. The results stress that adoption of Internet-based marketing is influenced by willingness to cannibalize, management support, market pressure, and a firm’s knowledge of information technology. Willingness to cannibalize mediates the effects of future market orientation, ownership, specialised investments, and management support. This is mainly the case in small firms, as the importance of the various drivers and the adoption pattern vary between size categories. Market-pull factors have relatively more explanatory power in medium-sized and large companies.
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This paper analyses factors influencing manufacturers’ adoption of Internet-based marketing channels using models based on marketing channel and organisational innovation theory. Survey data from 1,163 Danish, Finnish, and Swedish... more
This paper analyses factors influencing manufacturers’ adoption of Internet-based marketing channels using models based on marketing channel and organisational innovation theory. Survey data from 1,163 Danish, Finnish, and Swedish manufacturers form the empirical basis for testing the models using LISREL analysis. The results stress that adoption of Internet-based marketing is influenced by willingness to cannibalize, by management support, by market pressure, and by a firm’s knowledge of IT. A willingness to cannibalize mediates the effects of future market orientation, ownership, specialized investments, and management support. This is mainly the case in small firms, as the importance of the various drivers and the adoption pattern varies among size categories. Market-pull factors have relatively more explanatory power in medium-sized and large companies.
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Purpose“Concurrent sourcing” is a term used by Parmigiani to describe the phenomenon where a firm simultaneously buys and makes the same good or service. The purpose of this paper is to develop propositions that suggest how concurrent... more
Purpose“Concurrent sourcing” is a term used by Parmigiani to describe the phenomenon where a firm simultaneously buys and makes the same good or service. The purpose of this paper is to develop propositions that suggest how concurrent sourcing affects performance.Design/methodology/approachBased on transaction cost, agency, neoclassical economic, knowledge‐based, and resource‐based theory, it is proposed to show how concurrent sourcing affects performance.FindingsThe paper argues that concurrent sourcing improves performance when firms face a combination of volume uncertainty, technological uncertainty, performance uncertainty, non‐decomposability, transaction‐specific investments, and strong internal and external capabilities.Research limitations/implicationsThe paper maps the relationships between concurrent sourcing and performance and discusses how these relationships can be modelled. The propositions and discussion offer researchers a starting‐point for further research.Practic...
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Bank customers are divided into an Internet banking segment and a branch banking segment and it is argued the former is growing and the latter is declining. This development is predicted dramatically to change the distribution channel... more
Bank customers are divided into an Internet banking segment and a branch banking segment and it is argued the former is growing and the latter is declining. This development is predicted dramatically to change the distribution channel structure in the retail banking sector. Two important strategic distribution channel decisions face banks. The first is whether to target the branch banking segment or the Internet banking segment. The other regards the geographical area banks aim to serve. This can be the local/national area or several nations. Based on this, four pure distribution channel strategies and a dual strategy are identified and their advantages and disadvantages are discussed.
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Examines various aspects of the motives, perceptions and expectations connected with the introduction of Internet banking in Danish retail banking. Responses from 60 key managers in the largest retail banks in Denmark show that they... more
Examines various aspects of the motives, perceptions and expectations connected with the introduction of Internet banking in Danish retail banking. Responses from 60 key managers in the largest retail banks in Denmark show that they believe that Internet banking will become more important in the future, whereas all other distribution channels are predicted to become less important. Describes further the relationship between the perceptions of and expectations from Internet banking, the reasons for offering an Internet bank and the way it has been organized in the banks.
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The existence of dual or multiple channels of distribution consisting of independent distributors in combination with producer-owned distribution channels has been documented by several researchers, and some of them find indications that... more
The existence of dual or multiple channels of distribution consisting of independent distributors in combination with producer-owned distribution channels has been documented by several researchers, and some of them find indications that dual or multiple channels of ...
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This article compares users of PC‐based home banking systems with non‐users. A questionnaire study with responses from 669 bank consumers from Denmark shows that users of PC banking are more satisfied, are less price sensitive, have... more
This article compares users of PC‐based home banking systems with non‐users. A questionnaire study with responses from 669 bank consumers from Denmark shows that users of PC banking are more satisfied, are less price sensitive, have higher intentions to repurchase and provide more positive word‐of‐mouth than non‐users. For the banks these results indicate that, in the future, PC banking systems will become a stable source of revenue from a mass of loyal customers.
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Explores why some retail banks more than others are vigorous in their promotion of and have been successful in changing their distribution channel structure by introducing new electronic channels, such as PC banking and Internet banking.... more
Explores why some retail banks more than others are vigorous in their promotion of and have been successful in changing their distribution channel structure by introducing new electronic channels, such as PC banking and Internet banking. A tentative model is proposed relating a number of variables to the banks’ promotion and successful introduction of the electronic channels. Responses from 60 key managers in the largest retail banks in Denmark indicate that bank size, expected advantages for the customers, attention to the future, senior management support, and willingness to cannibalize existing channels may be important factors in explaining the successful introduction of the electronic channels. Further, the results indicate that different attitudes and perceptions are related to different means of attracting customers to the electronic channels. Finally, discusses the implications for the banks and other firms of adopting the Internet as a distribution channel.
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This article examines manufacturers' step to adopt Internet-based communication with their customers. In order to explain the adoption of electronic marketing channels a model is developed. Based on answers from 353 Danish... more
This article examines manufacturers' step to adopt Internet-based communication with their customers. In order to explain the adoption of electronic marketing channels a model is developed. Based on answers from 353 Danish manufacturers the model is tested and modified using LISREL analysis. A revised model is able to explain 68% of the variance in the adoption of Internet-based marketing channels. The results stress that the adoption of Internet-based interaction with the customers are influenced positively by willingness to cannibalize and the firm's knowledge of IT. Willingness to cannibalize mediates the effects from future market orientation, Internet ownership, specialized investments and top management support. Firm size has a negative effect on the adoption of the Internet-based marketing channels.
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SUMMARY. This article presents a framework for understanding the im-plementation of Internet-based marketing channels. This process includes the activities from the time before a firm first considers using the Internet as a marketing... more
SUMMARY. This article presents a framework for understanding the im-plementation of Internet-based marketing channels. This process includes the activities from the time before a firm first considers using the Internet as a marketing channel until it is fully implemented. ...
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Using organizational new institutional theory, this paper explores a core mechanism underlying contracting decisions in public organizations. A central proposition of this branch of institutional theory is that uncertainty leads to... more
Using organizational new institutional theory, this paper explores a core mechanism underlying contracting decisions in public organizations. A central proposition of this branch of institutional theory is that uncertainty leads to organizational isomorphism. The present study investigates this proposition by asking: When does perceived uncertainty lead public managers to imitative behavior in contracting out decisions? Contrary to most previous studies,
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Industrial consumers' use of single, dual or multiple sourcing strategies indicate, for example, how loyal they are towards their suppliers and whether they are transaction-oriented or relationship-oriented. in consequence,... more
Industrial consumers' use of single, dual or multiple sourcing strategies indicate, for example, how loyal they are towards their suppliers and whether they are transaction-oriented or relationship-oriented. in consequence, information about buyers' sourcing strategies is useful for sellers when evaluating and targeting different customer segments. This paper starts by reviewing the literature on single, dual, and multiple sourcing. It then goes on to investigate possible relationships between European corporate customers' sourcing strategies with regard to their domestic cash management banks in 1996 and 1998, and their intentions to increase or decrease the number of banks they use. It then goes on to examine their sourcing strategies by their geographical location, company size, industry type and market coverage. A questionnaire completed by more than 1000 corporate customers in 1996 and 1998 reveals that in most European countries the number of companies using three ...
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Increasing competition and demanding customers in the financial retail sector has become a challenge to the sector's traditional management accounting systems. Few financial institutions have accounting systems that allow them to... more
Increasing competition and demanding customers in the financial retail sector has become a challenge to the sector's traditional management accounting systems. Few financial institutions have accounting systems that allow them to identify the profitability of customer segments, and the relationship between customer related activities, customer loyalty and profit are hardly known at all. However, information systems are changing. This article documents how Danish financial institutions have accomplished - or planned - analyses of customer profitability. Other initiatives seem to support the customer orientation through empowerment at the branch level, but several barriers hamper further customer-oriented change in organizational behaviour. Data gathered at the branch level most strongly indicate problems of ownership and project sponsoring and it is argued that new accounting systems may be less important than goal-oriented participation of the frontline employees.
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Using organizational new institutional theory, this paper explores a core mechanism underlying contracting decisions in public organizations. A central proposition of this branch of institutional theory is that uncertainty leads to... more
Using organizational new institutional theory, this paper explores a core mechanism underlying contracting decisions in public organizations. A central proposition of this branch of institutional theory is that uncertainty leads to organizational isomorphism. The present study investigates this proposition by asking: When does perceived uncertainty lead public managers to imitative behavior in contracting out decisions? Contrary to most previous studies,
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... DOI: 10.1080/03003930.2011.623001 Jesper Rosenberg Hansen a , Niels Peter Mols a * & Anders R. Villadsen a pages 621-646. Available online: 21 Nov 2011. ...
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A t present, most European banks can be considered domestic banks in the sense that they are operating in one country only. However, this situation is changing because the integration of 'Europe makes borders ... Assistant Professor... more
A t present, most European banks can be considered domestic banks in the sense that they are operating in one country only. However, this situation is changing because the integration of 'Europe makes borders ... Assistant Professor Per Nikolaj D. Bukh and Associate ...
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... banking and Internet banking. Based on responses from 42 retail banks in Denmark, their distribution channel strategies are described and their relation to selectedmarketing mix elements is examined. Most Danish retail banks ...
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... DOI: 10.1080/01900692.2011.582624 Jesper Rosenberg Hansen a * , Niels Peter Mols a & Anders R. Villadsen a pages 539-552. Available online: 06 Jul 2011. ...
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... Theories/models, Explanations. Life cycle theory (Oxenfeldt & Kelly, 1968–1969), Franchising is used to access resources such as capital, skilled management, and knowledge of local conditions to expand relatively fast. When ...
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Industrial consumers' use of single, dual or multiple sourcing strategies indicate, for example, how loyal they are towards their suppliers and whether they are transaction-oriented or relationship-oriented. in consequence,... more
Industrial consumers' use of single, dual or multiple sourcing strategies indicate, for example, how loyal they are towards their suppliers and whether they are transaction-oriented or relationship-oriented. in consequence, information about buyers' sourcing strategies is ...
Research Interests:
Increasing competition and demanding customers in the financial retail sector has become a challenge to the sector's traditional management accounting systems. Few financial institutions have accounting systems that allow them to... more
Increasing competition and demanding customers in the financial retail sector has become a challenge to the sector's traditional management accounting systems. Few financial institutions have accounting systems that allow them to identify the profitability of customer segments, ...