The purpose of this paper is to extend marketing knowledge into perceived risk in online transactions beyond the current positivistic, hypotheses-driven research by providing qualitative insights into how individuals construct their accounts of perceived risk online. Additionally, the study...

Despite the increased offering of online communication channels to support web-based retail systems, there is limited marketing research that investigates how these channels act singly, or in combination with online channels, to influence an individual' s intention to purchase online. If the...

This paper empirically examines models of replacement sales for six electronic consumer durables ? TVs, VCRs, DVD players, Digital Cameras, personal and notebook computers ? using data from a large survey of 8077 German households. A new replacement model is developed that fits the empirical...

This paper develops and tests a new model for multiple-unit adoptions of durable goods based on the diffusion modeling tradition. Multiple-unit adoptions are a major component of sales for many consumer durable product categories. For instance, sales of multiple-unit adoptions for televisions...

Research indicates that the environment has had a definite impact on consumer behaviour whereby suggesting to target consumers according to their environmental beliefs. This study investigated the consumers' green purchase behaviour using price and quality attributes as contributors to the...

This paper postulates that organisational capabilities, particularly brand orientation, may provide an appropriate theoretical framework to explain variations in organisational performance among retailers. Brand orientation is viewed as a strategic capability, just like innovation. This allows...

The wine industry is a multi-billion product value category worldwide with a significant part being sales through hospitality service providers. Although wine sales add considerably to the profitability of many restaurants, hotels, bars and other hospitality establishments, few studies have been...

This study contributes to the brand management literature by providing a conceptualisation of brand orientation from a resource based theory perspective. Moreover, the study advances seminal brand conceptualisations through operationalising the construct and empirically testing its psychometric...

Purpose – The purpose of this study is to examine empirically the relationship between psychic distance and adaptation of the retail offer across a range of countries. Design/methodology/approach – Data were collected using a mail survey of randomly selected non-food retailers that operated...

Purpose – This study aims to understand buyer and supplier motives for developing direct relationships with their trade partners. Design/methodology/approach – A total of 18 in-depth interviews were conducted across Victoria and Tasmania (Australia); eight with retail buyers and ten with...