Steven D'Alessandro

Edith Cowan University · School of Business and Law

Abstract: Despite the widespread adoption of MOOCs, no business model has emerged to make them sustainable from an institution standpoint. Using MOOCs as a marketing platform shows promise; but for this to succeed, it is necessary to understand the motivations of those who undertake them, and to demonstrate how these same motivations can be better...

This paper explores Hispanic immigrants' reactions to linguistic servicescapes in retail banking in Southern California. This fertile area of enquiry combines the sociolinguistic theory of linguistic landscape with research into multilingual service encounters describing what happens in the retail servicescape before the service encounter which set...

Recent research and practice in environmental management suggest sentiment analysis of social media communication can be a useful tool in stakeholder analysis of environmental policy. This is certainly the case when it comes to the controversial use of biological controls in dealing with invasive species. Current numerical scored approaches of sent...

This research examined the push-motives driving domestic rural tourism amongst senior travellers. An understanding of this is essential to stimulate rural tourism and to redistribute visitors from high volume destinations to other locations. Applying the push-pull framework, an online survey of Australians aged over 50 was conducted. Participants w...

Marketing Research, 5e equips students with the knowledge and skills required to successfully undertake marketing research. Combining a solid theoretical foundation with a practical, step-by-step approach, the marketing research process is explored through a learning model that is constantly reinforced throughout the text. Using local and internat...

This study addresses the interrelationships between strategy-making, organizational preparedness for corporate entrepreneurship (OPCE), selling actions, and the performance of the organization’s business-to-business (B2B) salespeople. A survey of B2B salespeople suggests that entrepreneurial strategy-making is positively associated with OPCE, an or...

Binge drinking is a wicked social problem associated with poor health and safety outcomes. However, most research on binge drinking occurs outside consumer research and marketing. This paper presents a systematic review of the contributions of key disciplines (Health, Marketing, Psychology, Economics, Management, Social Science, and Sociology) to t...

The authors develop a multimodal social listening analysis (MSLA) approach as a framework for managers to understand how meaning is constructed in social media posts using both text and other media. The research adds to AI and text analysis approaches by considering the whole meaning of a post rather than an analysis of subsets of information in te...

MOOCS (Massive Open Online Courses) are increasingly used by higher education providers to promote their fee‐paying courses. But while multiple studies have examined the reasons why individuals enrol into MOOCs, little is understood about the effects of course engagement on their later educational goals. The current work addresses this gap by inves...

The demand for luxury goods is growing in new emerging markets. However, there is still minimal research on the influence of culture and materialism on consumers' purchasing behaviour for luxury goods in these markets. Data were collected using an online survey from 532 luxury customers in Jordan. This research provides empirical evidence that adds...

This study addresses the interrelationships between a business-to-business (B2B) salesperson's sales performance and their level of entrepreneurial self-efficacy and entrepreneurial sales actions. Data was collected through a survey of 252 participants (B2B salespeople working in Australia). Structured equation modeling was used to analyze and test...

The iPhone is an iconic brand in China. In this article, we examine the impact of various personality factors, namely attention to social comparison information, need for uniqueness and quality consciousness, on purchase intentions for the iPhone among a sample of iPhone owners as well as non-iPhone owners. We find that intention to purchase an iPh...

Leveraging social media influencers allows companies to provide information on their products in a more social and interactive way. Yet, scholarly research on the implications of the effect of influencers on consumer trust, their interest and the purchase decision process is still in its infancy. This study proposes a theoretical model to explain h...

This is the fifth edition of Marketing Research and the first that also takes a United Kingdom, European perspective. It continues to reflect the importance of social media, ‘big data’, neuromarketing and the use of online technology in qualitative and quantitative data collection. This edition has a revised chapter on qualitative research, which i...

This book highlights the latest research presented at the first Digital Marketing & eCommerce Conference (Barcelona, Spain, June 2020). Papers include a diverse set of digital marketing and eCommerce-related topics such as user psychology and behavior in social commerce, influencer marketing in social commerce, social media monetization strategies,...

This commentary explores some of the reputational issues of using academic social networking sites (ASNS) such as ResearchGate, ResearcherID, ORCID, Academia.edu, Google Scholar, and Mendeley for academic self-promotion and considers whether the adage of 'Publish or Perish' has been recently overshadowed by the new imperative of 'Promote or Perish'...

Much is known about marketing strategy effectiveness and its impact on financial returns. Minimal research though has been conducted on what type of conditions encourage employees to perform according to the implementation of a strategy. This paper seeks to answer this question by examining the implementation of marketing strategies for research an...

The Internet and other technologies have changed our lives substantially. These days you can be sitting in a café and stream almost any music instantaneously, order something to arrive at your home the next day, video chat to your friend on the other side of the world, send a birthday card, control the climate in your home, keep track of your physi...

The increasing use of rankings of universities and greater transparency of outcomes as evidenced by the My University website in Australia and Universities Good Guide means employee performance is vital. How do universities though achieve better performance from their employees? Can approaches used in services marketing help or hinder this process?...

Tipping points occur in many natural and socio-economic systems, and may have serious implications when they occur. Changes in retail market structure and the development of new markets, we argue, can also be studied from the perspective of complex systems using insights from biology and physics. In this review, we discuss the theory of tipping poi...

Strong correlations among share prices appear during a market transitions. Numerous measures have been proposed to predict crash events, but they all show a trend which peaks at the transition itself. Information flow among share prices peaks before a transition, whereas correlation‐based indices peak at the transition itself. The classic spin mode...

urpose This paper aims to examine the antecedents of customer inertia (i.e. knowledge, confusion, perceptions of competitor similarity and switching costs) and their relationship to customer satisfaction, service providers’ switching intentions and actual switching behavior. Customer inertia is said to reduce the incidence of service provider swit...

Communication with farmers about climate change has proven to be difficult, with relatively low acceptance of anthropogenic climate change or the idea that climate change will negatively affect agriculture. Many farmers have been impervious to climate change communications because of the nature of farming, their worldviews, and the controversies ab...

n this paper we apply consumer goal theories to an educational context by examining how completion of a MOOC (Massive Open Online Course) may motivate enrolment in a university course. We contend that individuals who finish a MOOC are more likely to establish a new goal intention for university than those who do not finish. This new goal intention...

Marketing Research 4th Asia-Pacific edition continues to equip students with the knowledge and skills required to successfully undertake marketing research. Combining a solid theoretical foundation with a practical, step-by-step approach, the marketing research process is explored through a learning model that is constantly reinforced throughout th...

Understanding the process of switching providers is a topic of much debate and interest amongst market scholars and managers. What has not been studied in-depth until now, is the influence of inertia on customer advocacy, customer satisfaction and switching intentions. Results based on qualitative and quantitative research of 799 mobile phone servi...

This qualitative study of both switchers and non-switchers in the telecommunication service provider industry affords new insights into consumers’ switching behaviors and the role of inertia in the context of the telecommunications industry, and why people may avoid switching, even when their circumstances allow them this option. What also emerges...

There is more than one mobile-phone subscription per member of the Australian population. The number of complaints against the mobile-phone-service providers is also high. Therefore, the mobile service providers are facing a huge challenge in retaining their customers. There are a number of existing models to analyse customer behaviour and switchin...

Resource based theory (RBT), also known as the resource-based view, emphasizes resources as essential for building organizational competitive advantage. However, which competencies are essential for enhancing customer value remains unclear. Blueprinting and benchmarking are applied in this paper to demonstrate the process of identifying resources t...

Taking the case of China, this paper examines the relationship between different luxury value dimensions, and explores how these affect consumers' purchase intentions. China is now the second largest luxury market in the world. Most previous studies of luxury consumption have tested only the direct influences of luxury value perceptions on purchasi...

Resource based theory (RBT) emphasizes resources as essential for building organizational competitive advantage. However, it is not clear which competencies are essential for enhancing customer value. Blueprinting and benchmarking are applied in this paper to demonstrate the process of identifying resources that are specific to co-creating customer...

Understanding the change in retail structure has been a distinct challenge for many managers and policy analysts since the 1950s. Research has focused on concepts such as the wheel of retailing. However, this theory is more descriptive than explanatory of changes in market structure. In this paper we argue that changes in retail structure (discount...

Understanding the net flows of populations in and out of regional areas has been seen as an important issue for both scholars and policy makers (Eliasson, Westlund, & Johansson, 2015; Lee, 1966; Longino, 1992; Macisco & Pryor, 1963; Moon, 1995; Ravenstein, 1885). In particular, it is noted that the perception of factors encouraging or discouraging...

This paper is part of a larger project, which applies a social medicine approach to complex Aboriginal health issues in Northern Australia. A major component of this project is the construction and use of multiplex social networks, both with Aboriginal communities and health care worker networks. In an attempt to overcome difficulties with language...

Purpose – The purpose of this paper is to adapt the market performance indicator (MPI), used by the European Commission to evaluate market conditions, over time, to show that the MPI explains actual switching behavior better than stated intent and satisfaction. While research on service provider switching has focused on the outcomes of service tran...

The attraction of shopping malls as a retailing structure can be explained by the interrelationships that exist between stores and the benefits these provide consumers. Malls can provide centers or anchors, (department and supermarkets), attractions (fashion, cinema and entertainment) and reasons to prolong a shopping trip (or stickiness, such as c...

Purpose – This paper investigates the determinants of credit card use and misuse by student and young professionals. Critical to the research is the impact of materialism and knowledge on selection of the appropriate credit card. Design/methodology/approach – This study uses survey research and partial least squares to investigate credit card beha...

Consumer Behaviour in Action introduces students to the fundamental concepts of consumer behaviour in a contemporary context. The text provides a balanced approach as it illustrates theory with practical applications and research methods for understanding consumers. Practical examples and case studies provide global, regional and local industry exa...

The traditional retailing sector is under pressure through competition from low-cost online retailers. Certain types of retailers, such as stores selling music and videos, have shrunk dramatically with the introduction of new forms of online retailing in Amazon and iTunes, while other retailers including bookstores are threatened. Yet for other pro...

Increased longevity means that many people live into their 70s, 80s and beyond, with increasing numbers living with chronic disease. The role of the Internet in the care of chronic disease has been explored within the health literature and, to a lesser extent, within the marketing literature, with recent research suggesting that around 60% of patie...

China is now the second largest luxury market in the world. This study examines the effect of traditional Chinese cultural values and support for political ideologies on materialism and interest in luxury products. Results showed that both traditional Chinese cultural values (face, harmony and guanxi) and political ideology (Maoism vs. Deng's theor...

Purpose – The purpose of this paper is to highlight the problems in the measurement of culture in consumer studies and offers suggestions for remedies. Design/methodology/approach – Drawing on literature from related fields, the paper discusses some general issues in the measurement of culture and draws consumer researchers’ attention to the flaws...

Consumers increasingly turn to online health communities for health information and social support. Yet, the type of value consumers derive from online health communities is not well understood. This study examines social support as the mechanism through which consumers co-create and experience different types of value. Cutrona and Russell’s typolo...

With increasing complexity in the world, universities continue to face pressure to demonstrate that their graduates have acquired skills beyond discipline-based knowledge. These are generic skills like critical thinking, intellectual curiosity, problem-solving and so forth. In order to demonstrate this, universities have to show how their teaching...

The study of complex systems through agent based modelling present opportunities for marketing researchers to develop time and space explanations of interactions that occur in the marketplace and determine emergent phenomena, such as the adoption of new technology or successful business networks. The use of simulations and the ideas of complex syst...

The study of complex systems through agent based modelling present opportunities for marketing researchers to develop time and space explanations of interactions that occur in the marketplace and determine emergent phenomena, such as the adoption of new technology or successful business networks. The use of simulations and the ideas of complex syst...

We present a conceptual model where agents are prompted to adopt a new technology through a two-step process: information from neighbours prompts an upgrade, and the option purchased may be influenced by the one demonstrated by the neighbour. In a network world with two options available we systematically manipulate (1) the initial number of neighb...

a b s t r a c t We present a conceptual model where agents are prompted to adopt a new technology through a two-step process: information from neighbours prompts an upgrade, and the option purchased may be influenced by the one demonstrated by the neighbour. In a network world with two options available we systematically manipulate (1) the initial...

The current use of 3G technologies has created significant demands for capacity, such as cell TV, and this needs to be balanced with the capital constraints of many firms. Providers face price pressures on margins and the need to update cell networks to 4G in the post-GFC era where capital is scarce. Understanding consumer behavior in this area by...

"An increasing number of consumer studies quantify culture in order to explore its influence on consumer psychology and behavior. Some use established instruments such as Hofstede’s and Schwartz’s; others develop their own measures, usually based on the dimensions in Hofstede’s framework. However, when measuring culture, consumer researchers seldo...

With the proliferation in Web 2.0 technologies, many marketing educators are experimenting with new teaching and learning tools (e.g. Facebook, Twitter, YouTube and Second Life). The benefits of such technologies are often touted by scholars, and indeed, there is a good deal of evidence to support such a view. However, increasingly, educators are h...

Millions of people affected by disability or chronic disease access social support and information through online health communities. These communities of common interest flourish on the Internet, with participants creating peer-to-peer value through social support and information exchange. This study observes a community of people affected by moto...

With increasing marketisation of higher education, universities now have to show that they are providing value to their students. One way of doing this is to demonstrate that their graduates have acquired skills beyond discipline-based knowledge. These are generic skills like critical thinking, intellectual curiosity, problem-solving, and so forth....

The findings of an experimental study exploring the taste testing of wine with varying degrees of expertise and in the presence of variations in quality, brand and country of origin (COO) cues are reported. Novices experienced difficulty in evaluating quality and even when detecting quality differences were unable to assign an intelligent meaning t...

Purpose – The purpose of this study is to seek to investigate the impact that perceived risk and trust have on online purchasing behavior, in particular the nature of purchasing associations within the expensive, complex, high risk and credence products such as gemstones. Design/methodology/approach – An online survey of purchases of Thai gemston...

Approximately 57% of students in the United States work while attending college. For most of these students (81%), this is more than 20 hours a week. There has been shown to be a negative relationship between hours worked and academic achievement in studies in the United States as well as the United Kingdom and Australia. There is, however, no rese...

Impaired communication due to a disabling illness can lead to reduced participation in community life. Online health communities can provide a substitute community for the purpose of social support and information sharing. This study examines communication between participants in an online community for patients and carers affected by Amyotrophic L...

Surveys and large datasets are an important aspect of social entrepreneurship research and practice. Surveys and large datasets are usually an important aspect of program evaluation as well as opportunity analysis for social entrepreneurship undertakings. Large scale surveys and datasets also may show a need for a social intervention or provide sup...

urpose – The purpose of this study is to seek to investigate the impact that perceived risk and trust have on online purchasing behavior, in particular the nature of purchasing associations within the expensive, complex, high risk and credence products such as gemstones. Design/methodology/approach – An online survey of purchases of Thai gemstones...

As competition intensifies, it is essential that higher education providers endeavour to develop and offer high quality, satisfaction-creating service experiences. This requires a comprehensive understanding of the factors that lead to positive perceptions of the institutions services. Current perspectives suggest that the student should be engaged...

Endorsements play an important role in marketing communications. For international marketing communications, marketers must be cognizant of how the portrayal of body ideals and cultural background of endorsers can affect marketing communications. Two experimental studies showed that body image comparisons and the effectiveness of endorsers varies a...

This paper explores the different effects of two Chinese traditional cultural values on individuals' materialism and desire towards luxury products. Specifically, face (mianzi) positively influences luxury products desire through materialism; harmony (hexie) moderates the relationship between materialism and luxury products desire in such a way tha...

While there has been research on the diffusion of a particular type of innovation, few if any studies have examined the acceptance of a set of innovations (behavioral inno-vativeness) over time. This study, using the Rasch methodology, found evidence that computer hardware innovations are adopted in a particular order. The same could not be said fo...

This edition continues to equip students with the knowledge and skills required to successfully undertake marketing research. Combining a solid theoretical foundation with a practical, step-by-step approach, the marketing research process is explored through a learning model which is reinforced throughout the text. Using a raft of contemporary loca...

While there has been research on the diffusion of a particular type of innovation, few if any studies have examined the acceptance of a set of innovations (behavioral innovativeness) over time. This study, using the Rasch methodology, found evidence that computer hardware innovations are adopted in a particular order. The same could not be said for...

The effect that marketing has had on the prescription decisions of the medical profession is an area of great social and governmental concern and has been the subject of substantial international debate. In this study, the importance of brand name as a factor influencing the prescription habits of general practitioners and psychiatrists is examined...

Purpose The purpose of this paper is to examine which particular marketing strategies will work best in which particular business environments. It also aims to test a series of propositions that the choice of marketing strategy needs to be carefully considered so that it is appropriate for a set of environmental conditions, or business conditions....

While there has been research on the diffusion of a particular type of innovation, few if any studies have examined the acceptance of a set of innovations (behavioral innovativeness) over time. This study, using the Rasch methodology, found evidence that computer hardware innovations are adopted in a particular order. The same could not be said for...

AbstrACt While there has been research on the diffusion of a particular type of innovation, few if any studies have examined the acceptance of a set of innovations (behavioral innovativeness) over time. This study using the Rasch methodology found evidence that computer hardware innovations are adopted in a particular order. The same could not be s...

Around 70% of Australian students have reported working more than 12 hours a week. Recent large scale research in the UK suggests that there is a negative relationship between hours worked and academic achievement. There is, however, no research to the authors' knowledge as to how the number of working hours affect student learning in groups, and w...

Purpose To determine which factors account for customer satisfaction with a service and their loyalty to a given service provider, in the particular, context of “backpacking” in Australia, a significant element of the country's hospitality and tourism economy. Design/methodology/approach A series of hypotheses was developed from the services marke...

Purpose The globalisation of markets combined with the paradoxical rise of nationalism has created an increased concern about the importance of the interaction of global brands with other cues such as the country of origin (COO) of products and services. The purpose of this paper is to evaluate the decision‐making processes of experts and novices w...

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Purpose To assess which components of the marketing orientation, along with the new measure societal marketing orientation, predict the performance of the firm and which are moderated by the environment. Design/methodology/approach Survey research in 1999 and hierarchical regression of 81 items. Findings Competitor‐based strategy has a more posit...