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Dr. Irene Gil-Saura
University of Valencia

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0 Brand Equity
0 Consumer Behavior
0 Marketing
0 Services
0 Sustainability

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Earlycite article
Published: 12 April 2021 in International Journal of Retail & Distribution Management
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Purpose This paper addresses both conceptual and empirical value co-creation and relationship quality in a triadic approach for a B2B industrial context by 1) reviewing the relationship quality concept when social and economic satisfaction are addressed separately and 2) testing alternative models of relationship quality and economic satisfaction when value co-creation is introduced. Design/methodology/approach Two alternative models are developed where relationship quality is conceptualized as a higher-order multi-dimensional construct with three sub-factors: trust, commitment and social satisfaction. Data on the B2B relationship were collected from 77 partaking firms in the Spanish Furniture Market Observatory business panel, covering the manufacturer-retailer and manufacturer-supplier relationships for control and comparison purposes. Findings Using PLS-SEM, results reflect that social and economic satisfaction act differently in the B2B relationship. The effect of relationship quality on economic satisfaction is greater when value co-creation is introduced as a mediating variable, although this mediation is partial. Moreover, the mediating effect is greater in the manufacturer-supplier relationship than in the manufacturer-retailer one. Originality/value The paper reduces the conceptual gap between value exchanges in B2C and B2B contexts. It also introduces a less-common triadic approach along the supply chain for B2B industrial relationships. Evidence is provided on the importance of social satisfaction as an affective dimension of relationship quality and on the mediating role of value co-creation between relationship quality and economic satisfaction.

ACS Style

Vicente Sales-Vivó; Irene Gil-Saura; Martina G. Gallarza. Comparing relationship of quality-satisfaction models: effects of B2B value co-creation. International Journal of Retail & Distribution Management 2021, ahead-of-p, 1 .

AMA Style

Vicente Sales-Vivó, Irene Gil-Saura, Martina G. Gallarza. Comparing relationship of quality-satisfaction models: effects of B2B value co-creation. International Journal of Retail & Distribution Management. 2021; ahead-of-p (ahead-of-p):1.

Chicago/Turabian Style

Vicente Sales-Vivó; Irene Gil-Saura; Martina G. Gallarza. 2021. "Comparing relationship of quality-satisfaction models: effects of B2B value co-creation." International Journal of Retail & Distribution Management ahead-of-p, no. ahead-of-p: 1.

Earlycite article
Published: 09 March 2021 in Journal of Hospitality and Tourism Insights
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Purpose The word-of-mouth comments considered as the evaluation of a purchase experience have been widely discussed in the literature. Nevertheless, the study of online reviews pre-purchase stage remains limited. The purpose of this study is to analyze the variables that support word-of-mouth adoption in the choice of the hotel, from the receiver perspective. Design/methodology/approach The information was collected by face-to-face survey to 393 guests from 32 hotels in two Spanish cities. Structural equation modeling was applied to test the hypotheses. Findings The results confirm the significant and indirect effects of the motivations for conducting reviews on online word-of-mouth adoption. Specifically, the significant relationship chain of convenience and risk reduction motivations, intention to consult online comments, volume of comments exert a significant influence on acceptance the suggestions in online reviews and recommendations about the hotels. Research limitations/implications The study of these variables advances the literature on online word-of-mouth by analyzing in-depth the antecedents of the purchase decision using technologies. From the practical point of view, the results help hotels managers to improve the way to share information by facilitating access to the accommodation experiences of other consumers. Originality/value The novelty of this research is mainly found in the study of how consumers modify their behavior using online word-of-mouth reviews. From the receiver perspective, consumer motivations, word-of-mouth volume and intention to consult serve as antecedents of purchase decision.

ACS Style

Beatriz Moliner-Velázquez; Maria Fuentes-Blasco; Irene Gil-Saura. Antecedents of online word-of-mouth reviews on hotels. Journal of Hospitality and Tourism Insights 2021, ahead-of-p, 1 .

AMA Style

Beatriz Moliner-Velázquez, Maria Fuentes-Blasco, Irene Gil-Saura. Antecedents of online word-of-mouth reviews on hotels. Journal of Hospitality and Tourism Insights. 2021; ahead-of-p (ahead-of-p):1.

Chicago/Turabian Style

Beatriz Moliner-Velázquez; Maria Fuentes-Blasco; Irene Gil-Saura. 2021. "Antecedents of online word-of-mouth reviews on hotels." Journal of Hospitality and Tourism Insights ahead-of-p, no. ahead-of-p: 1.

Journal article
Published: 25 February 2021 in Cuadernos de Gestión
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The growing need to increase the effectiveness of the hotel sector communication drives to investigate the ways on how to intensify this communication effects. IMC approach based on sustainability starts to be increasingly important among other alternatives. The present work aims to examine the relationships between IMC for sustainability, ecological knowledge, co-creation of value and satisfaction. A theoretical model is proposed based on the relationships that are studied. The fieldwork was conducted among 303 hotel guests in Kyiv (Ukraine). The results reveal that the IMC for sustainability has a significant influence on satisfaction; furthermore, the findings show that satisfaction increases when ecological knowledge and the co-creation of value mediate this relationship, showing themselves as ways to promote the effect of the IMC. Finally, concerning the trip purpose, it is observed that for business guests, compared to leisure guests, IMC has a greater effect on the level of ecological knowledge, which in turn leads to a higher degree of satisfaction with the hotel.

ACS Style

Mariia Bordian; Irene Gil Saura; Maja Šerić. How does Integrated Marketing Communication boost guest satisfaction? A proposal through ecological knowledge and value co-creation. Cuadernos de Gestión 2021, 2021-02-25, 1 .

AMA Style

Mariia Bordian, Irene Gil Saura, Maja Šerić. How does Integrated Marketing Communication boost guest satisfaction? A proposal through ecological knowledge and value co-creation. Cuadernos de Gestión. 2021; 2021-02-25 (OLF):1.

Chicago/Turabian Style

Mariia Bordian; Irene Gil Saura; Maja Šerić. 2021. "How does Integrated Marketing Communication boost guest satisfaction? A proposal through ecological knowledge and value co-creation." Cuadernos de Gestión 2021-02-25, no. OLF: 1.

Empirical article
Published: 04 February 2021 in Service Business
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There is a renewed interest in the study of online word-of-mouth behavior due to the increasing use of the Internet and the development of social networks. This paper focuses on the receiver perspective to analyze the unequal influence of the antecedents of online consumer searches. The main purpose is to detect the heterogeneity of the effect of different motivations (convenience, risks reduction and social reassurance) and the volume of comments on the willingness to check online reviews. Based on 393 guests of hotels, a mixture regression model indicates the existence of three internally consistent segments, which reveal the varying influence on consumer intentions to look at online comments.

ACS Style

Beatriz Moliner-Velázquez; Maria Fuentes-Blasco; Irene Gil-Saura. Segmenting customers according to online word-of-mouth about hotels. Service Business 2021, 15, 103 -130.

AMA Style

Beatriz Moliner-Velázquez, Maria Fuentes-Blasco, Irene Gil-Saura. Segmenting customers according to online word-of-mouth about hotels. Service Business. 2021; 15 (1):103-130.

Chicago/Turabian Style

Beatriz Moliner-Velázquez; Maria Fuentes-Blasco; Irene Gil-Saura. 2021. "Segmenting customers according to online word-of-mouth about hotels." Service Business 15, no. 1: 103-130.

Research article
Published: 01 February 2021 in Economic Research-Ekonomska Istraživanja
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Due to growing consumer awareness of environmental problems, more and more hotels have been developing green practices in response to the environmental concerns of their guests and improve their image. This study aimed to test a model for analyzing the incidence of green practices as drivers for generating positive hotel image and guest trust and satisfaction, evaluating the moderating role of guest gender in these relationships. Based on a personal survey of 302 guests at 3 and 4-star hotels in Bogotá, evidence was obtained for the positive relationship between sustainable practices and the variables considered, with certain differences depending on the gender of each guest. Thus, this study highlights the importance for hotels located in developing countries of implementing green practices, in order to improve their image and increase the degree of trust and satisfaction of their guests to maintain long-term relationships.

ACS Style

Mihaela Simona Moise; Irene Gil-Saura; María Eugenia Ruiz Molina. The importance of green practices for hotel guests: does gender matter? Economic Research-Ekonomska Istraživanja 2021, 1 -22.

AMA Style

Mihaela Simona Moise, Irene Gil-Saura, María Eugenia Ruiz Molina. The importance of green practices for hotel guests: does gender matter? Economic Research-Ekonomska Istraživanja. 2021; ():1-22.

Chicago/Turabian Style

Mihaela Simona Moise; Irene Gil-Saura; María Eugenia Ruiz Molina. 2021. "The importance of green practices for hotel guests: does gender matter?" Economic Research-Ekonomska Istraživanja , no. : 1-22.

Journal article
Published: 19 January 2021 in Sustainability
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Currently, sustainability emerges as a key element on which the development of competitive advantages for businesses is based. In the dynamic and turbulent environment in which retail companies operate, sustainable practices are posited as an opportunity for their progress and survival. Through this article, it is intended to advance the nature and dimensions of this construct and examine its influence on store equity and consumer satisfaction. Furthermore, this work analyses the moderating effect of gender on these variables and the mediating nature of brand equity in the development of consumer satisfaction. All this is developed through a quantitative study carried out on a sample of 510 consumers of different food retail commercial formats (hypermarkets, supermarkets, and discount stores) in Spain. The technique used for data analysis is partial least squares (PLS) regression. The results show the importance of sustainability and brand equity in the development of consumer satisfaction in the retail sector, with the intensity of its effects being a gender issue. On the other hand, brand equity is positioned as a key element thanks to its mediating effect between sustainability and satisfaction. All of this points to the need to move towards more sustainable business models.

ACS Style

Antonio Marín-García; Irene Gil-Saura; María Ruiz-Molina; Gloria Berenguer-Contrí. Sustainability, Store Equity, and Satisfaction: The Moderating Effect of Gender in Retailing. Sustainability 2021, 13, 1010 .

AMA Style

Antonio Marín-García, Irene Gil-Saura, María Ruiz-Molina, Gloria Berenguer-Contrí. Sustainability, Store Equity, and Satisfaction: The Moderating Effect of Gender in Retailing. Sustainability. 2021; 13 (2):1010.

Chicago/Turabian Style

Antonio Marín-García; Irene Gil-Saura; María Ruiz-Molina; Gloria Berenguer-Contrí. 2021. "Sustainability, Store Equity, and Satisfaction: The Moderating Effect of Gender in Retailing." Sustainability 13, no. 2: 1010.

Journal article
Published: 25 December 2020 in Sustainability
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Research on Value co-Creation (VcC) has been more extensive in B2C (business-to-consumer) than in B2B (business-to-business) and mainly for service contexts, under dyadic approaches (supplier–client). Moreover, research has paid little attention to the impacts of VcC on Satisfaction in its duality: Social and Economic Satisfaction. As a novelty, this study examines VcC in B2B industrial relationships in the triad of supplier–manufacturer–client. A model proposes VcC as an antecedent of manufacturer’s Economic Satisfaction, with the mediating role of Social Satisfaction. The model is empirically contrasted for a sample of 77 firms from an industrial panel—the Spanish Furniture Market Observatory. The triadic approach is depicted with bi-directional relationships of the manufacturer with its main supplier and main client). Results evidence that VcC and Economic Satisfaction are greater in the manufacturer–main client relationship. Moreover, the manufacturer’s Satisfaction relies on its social dimension, which has a key role to produce Economic Satisfaction. Results also show asymmetry in the supply chain, different from those with the main supplier. Implications for managers invite to achieve a long-term VcC chain with all business partners, the focus being on manufacturer’s social dimension, so the triad supplier–manufacturer–client could be better aligned.

ACS Style

Vicente Sales-Vivó; Irene Gil-Saura; Martina Gallarza. Value Co-Creation and Satisfaction in B2B Context: A Triadic Study in the Furniture Industry. Sustainability 2020, 13, 152 .

AMA Style

Vicente Sales-Vivó, Irene Gil-Saura, Martina Gallarza. Value Co-Creation and Satisfaction in B2B Context: A Triadic Study in the Furniture Industry. Sustainability. 2020; 13 (1):152.

Chicago/Turabian Style

Vicente Sales-Vivó; Irene Gil-Saura; Martina Gallarza. 2020. "Value Co-Creation and Satisfaction in B2B Context: A Triadic Study in the Furniture Industry." Sustainability 13, no. 1: 152.

Journal article
Published: 27 November 2020 in Cuadernos de Gestión
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El desarrollo de este trabajo pretende una aproximación al concepto de innovación minorista, desde un triple enfoque: innovación de producto, innovación en marketing e innovación relacional. Además, se examinan sus nexos con otros constructos que tradicionalmente han suscitado especial interés en la investigación en marketing, como la lealtad a la marca, el valor de marca y la satisfacción. Para ello, se delimita un modelo teórico que se contrasta mediante un análisis empírico fundamentado en una encuesta a una muestra de 510 clientes de tres formatos comerciales de alimentación —hipermercado, supermercado y tienda de descuento— en la provincia de Valencia. Con el objetivo de testar las relaciones propuestas en forma de hipótesis, los datos recogidos fueron analizados mediante el uso de la técnica de regresión por mínimos cuadrados parciales (PLS). Los resultados confirman el papel de la innovación como elemento dinamizador de la lealtad a la marca, potenciado por las TIC. Además, se observan efectos encadenados de la lealtad a la marca sobre el valor de marca, y de esta última variable sobre la satisfacción. Finalmente, las conclusiones derivadas orientan un conjunto de recomendaciones para la gestión, fundamentadas en los beneficios observados al desarrollar procesos de innovación en la gran distribución de alimentación.

ACS Style

Antonio Marín García; Irene Gil-Saura; Maria Eugenia Ruiz Molina. Does innovation contribute to generate brand equity and customer satisfaction?: Evidence in the large grocery distribution. Cuadernos de Gestión 2020, 20, 29 -40.

AMA Style

Antonio Marín García, Irene Gil-Saura, Maria Eugenia Ruiz Molina. Does innovation contribute to generate brand equity and customer satisfaction?: Evidence in the large grocery distribution. Cuadernos de Gestión. 2020; 20 (3):29-40.

Chicago/Turabian Style

Antonio Marín García; Irene Gil-Saura; Maria Eugenia Ruiz Molina. 2020. "Does innovation contribute to generate brand equity and customer satisfaction?: Evidence in the large grocery distribution." Cuadernos de Gestión 20, no. 3: 29-40.

Journal article
Published: 25 November 2020 in Sustainability
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Recently, great interest in value co-creation has been revealed among both academics and practitioners in the hotel sector. However, few studies are analyzing the consequences of co-creation behavior from the customer perspective in “green” (environmentally-friendly) hotels. This study explores the relationships between value co-creation and guest trust, satisfaction, and loyalty in the context of green hotels. Moreover, the role of trip purpose and generational cohort as moderating variables in these relationships is tested. The data are collected through a personal survey from 309 Spanish hotel guests, and the partial least square structural equation model (PLS-SEM) is employed to test the research hypotheses. The results of this study reveal that guest participation in the hotel’s process of value co-creation positively affects guests’ trust, satisfaction, and loyalty. Additionally, both trust and satisfaction are positively linked with customer loyalty. The findings here also suggest that only customers’ age moderates some of the relationships considered (i.e., trust–loyalty and satisfaction–loyalty). To practice, this study provides managerial implications to help hoteliers use value co-creation to develop competitive strategies that will generate more value for tourists due to the positive effects of these strategies on tourist trust, satisfaction, and loyalty.

ACS Style

Mihaela Moise; Irene Gil-Saura; María-Eugenia Ruiz-Molina. Implications of Value Co-Creation in Green Hotels: The Moderating Effect of Trip Purpose and Generational Cohort. Sustainability 2020, 12, 9866 .

AMA Style

Mihaela Moise, Irene Gil-Saura, María-Eugenia Ruiz-Molina. Implications of Value Co-Creation in Green Hotels: The Moderating Effect of Trip Purpose and Generational Cohort. Sustainability. 2020; 12 (23):9866.

Chicago/Turabian Style

Mihaela Moise; Irene Gil-Saura; María-Eugenia Ruiz-Molina. 2020. "Implications of Value Co-Creation in Green Hotels: The Moderating Effect of Trip Purpose and Generational Cohort." Sustainability 12, no. 23: 9866.

Earlycite article
Published: 11 November 2020 in Journal of Hospitality and Tourism Insights
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PurposeTo respond to the environmental demands of consumers, more and more hotels are increasingly striving to implement sustainable practices to satisfy the requests of environmentally conscious consumers. This paper aims to propose and test the relationship between these “green” initiatives and functional value as perceived by tourists, guest satisfaction and intentions to revisit the hotel and to spread positive word-of-mouth (WOM).Design/methodology/approachA sample of 378 guests who stayed in a three- and four-star hotel was used. Structural equation modeling (SEM) was used to test the proposed relationships. Confirmatory factor analysis and structural equational modeling were used to test the proposed model.FindingsThe results of the data analysis indicated that the impact of “green” practices on perceived value, satisfaction, intention to revisit and WOM. In addition, the positive effects of functional value on guest satisfaction and WOM are also confirmed.Practical implicationsCustomers' revisit intention is not only created when hotels implement “green” practices, but also when the degree of customer satisfaction with the hotel increases. In this sense, managers are encouraged to pay more attention to environmental initiatives as an essential tool to increase the level of guests' satisfaction.Originality/valueThe study yields several implications that can be helpful for managers while devising green marketing strategies for the hotel sector. The results show that guests tend to develop greater levels of loyalty to a specific hotel when they are satisfied with the services offered by the hotel. In this sense, the environmental measures implemented by companies are a key strategic tool, given their essential role in the construction of perceived value, guest satisfaction as well as WOM and revisit intention.

ACS Style

Mihaela Simona Moise; Irene Gil-Saura; María-Eugenia Ruiz-Molina. “Green” practices as antecedents of functional value, guest satisfaction and loyalty. Journal of Hospitality and Tourism Insights 2020, ahead-of-p, 1 .

AMA Style

Mihaela Simona Moise, Irene Gil-Saura, María-Eugenia Ruiz-Molina. “Green” practices as antecedents of functional value, guest satisfaction and loyalty. Journal of Hospitality and Tourism Insights. 2020; ahead-of-p (ahead-of-p):1.

Chicago/Turabian Style

Mihaela Simona Moise; Irene Gil-Saura; María-Eugenia Ruiz-Molina. 2020. "“Green” practices as antecedents of functional value, guest satisfaction and loyalty." Journal of Hospitality and Tourism Insights ahead-of-p, no. ahead-of-p: 1.

Journal article
Published: 29 September 2020 in Sustainability
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The present paper analyzed the influence of ethically minded consumer behavior on retailer’s commitment to sustainable development as perceived by the consumer, and their contribution to the chain of relationships “store equity–loyalty–word of mouth communication”, in the context of retailing. Responses from 317 hypermarket customers in Ecuador were analyzed. The model was estimated using the partial least squares technique. The results show the sustainable development actions implemented by retailers, together with perceived value, contribute significantly to store equity creation, which explains customer loyalty and, ultimately, positive word-of-mouth communication. However, the most concerned consumers of ethical aspects value the retailer’s efforts towards sustainability to a lesser extent. The findings of this research allow developing a series of implications for the managers of these establishments.

ACS Style

Irene Sánchez-González; Irene Gil-Saura; María Eugenia Ruiz-Molina. Ethically Minded Consumer Behavior, Retailers’ Commitment to Sustainable Development, and Store Equity in Hypermarkets. Sustainability 2020, 12, 8041 .

AMA Style

Irene Sánchez-González, Irene Gil-Saura, María Eugenia Ruiz-Molina. Ethically Minded Consumer Behavior, Retailers’ Commitment to Sustainable Development, and Store Equity in Hypermarkets. Sustainability. 2020; 12 (19):8041.

Chicago/Turabian Style

Irene Sánchez-González; Irene Gil-Saura; María Eugenia Ruiz-Molina. 2020. "Ethically Minded Consumer Behavior, Retailers’ Commitment to Sustainable Development, and Store Equity in Hypermarkets." Sustainability 12, no. 19: 8041.

Journal article
Published: 20 August 2020 in Estudios Gerenciales
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El objetivo de este trabajo fue analizar cómo la sostenibilidad (económica, social y ambiental), bajo el enfoque de triple línea base, afecta la calidad de servicio, el valor logístico y la satisfacción en empresas del sector marítimo. Se propone un modelo teórico que se contrasta con la información suministrada por una muestra de 50 responsables de empresas (transitarios, importadores y exportadores) en Panamá. La información se analiza mediante la estimación de regresión por mínimos cuadrados parciales, que permite confirmar el carácter multidimensional de la sostenibilidad y del valor logístico. Los resultados también confirman que las percepciones de los clientes sobre las iniciativas de sus proveedores, con base en este enfoque, poseen la capacidad de impulsar su satisfacción a través de la calidad y el valor; esto demuestra los beneficios de llevar a cabo tales iniciativas y, con ello, su alcance a nivel global.

ACS Style

Milva Eileen Justavino-Castillo; Irene Gil-Saura; María Fuentes-Blasco. Efectos de la sostenibilidad y del valor logístico en las relaciones entre empresas de transporte marítimo. Estudios Gerenciales 2020, 377 -390.

AMA Style

Milva Eileen Justavino-Castillo, Irene Gil-Saura, María Fuentes-Blasco. Efectos de la sostenibilidad y del valor logístico en las relaciones entre empresas de transporte marítimo. Estudios Gerenciales. 2020; ():377-390.

Chicago/Turabian Style

Milva Eileen Justavino-Castillo; Irene Gil-Saura; María Fuentes-Blasco. 2020. "Efectos de la sostenibilidad y del valor logístico en las relaciones entre empresas de transporte marítimo." Estudios Gerenciales , no. : 377-390.

Journal article
Published: 24 June 2020 in Heliyon
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This article aims to explore the key factors on e-commerce adoption from elements of social psychology, such as attitude, subjective norms, perceived behavioral control, ease of use and perceived usefulness, introducing the study of non-traditional elements like buying impulse, compatibility, and self-efficacy in online stores, contrasting relationships in a cross-cultural environment. The proposed model is tested from quantitative research with a sample of 584 online consumers in Colombia and Spain. The following statistical analyses were conducted: CFA, structural equations, measurement instrument invariance, and multi-group analysis with EQS 6.3 software. The study reveals that self-efficacy in online stores is a key factor in adopting electronic commerce above the cultures studied. Also, there is significant evidence that proves the moderating effect of national culture on several relationships of the model proposed. Results highlight the importance of national culture to understand impulsive buying behavior. The article presents several considerations toward the main elements to generate online purchase intention among consumers in an emerging country and finds substantial differences with consumers in a developed country. Practical implications are made for companies to adopt online channels and expand internationally.

ACS Style

Nathalie Peña-García; Irene Gil-Saura; Hector Augusto Rodríguez Orejuela; José Ribamar Siqueira-Junior. Purchase intention and purchase behavior online: A cross-cultural approach. Heliyon 2020, 6, e04284 .

AMA Style

Nathalie Peña-García, Irene Gil-Saura, Hector Augusto Rodríguez Orejuela, José Ribamar Siqueira-Junior. Purchase intention and purchase behavior online: A cross-cultural approach. Heliyon. 2020; 6 (6):e04284.

Chicago/Turabian Style

Nathalie Peña-García; Irene Gil-Saura; Hector Augusto Rodríguez Orejuela; José Ribamar Siqueira-Junior. 2020. "Purchase intention and purchase behavior online: A cross-cultural approach." Heliyon 6, no. 6: e04284.

Earlycite article
Published: 29 May 2020 in Marketing Intelligence & Planning
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PurposeThis study examines the triadic approach of value co-creation (VcC) in B2B relationships between the industrial manufacturer, its main supplier and its main client, by validating VcC as antecedent of Trust and Commitment, which, in turn, affect Satisfaction.Design/methodology/approachA model studies the association of VcC to Trust, Commitment and Satisfaction, the latter in its economic and social dimensions. The relationships in the model are empirically contrasted twice (with suppliers and clients) for a sample of 77 firms participating in an industrial panel, the Spanish Furniture Market Observatory.FindingsUsing PLS-SEM, results suggest that, in industrial B2B relationships, VcC acts as antecedent of Trust and, to a minor extent, of Commitment. It also has a positive effect on Social Satisfaction, the latter having a positive effect in turn on Economic Satisfaction.Research limitations/implicationsResults are limited to the Spanish furniture industry with a cross-sectional approach. The linkages between VcC and Commitment, as well as the differences found between Social Satisfaction and Economic Satisfaction, need replications.Practical implicationsThe study suggests that VcC is the core of B2B industrial relationships. VcC may also boost Economic Satisfaction.Originality/valueLiterature on VcC has been extensive in B2C and B2B mostly for service contexts; this paper contributes by bringing evidence from a B2B manufacturing context. At the same time, it depicts a triadic approach of VcC in B2B, by measuring the relationships with both the manufacturer's main supplier and main client. The study also contributes with evidence to the role played by Trust and Commitment in the relationship between VcC and two Satisfactions.

ACS Style

Vicente Sales-Vivó; Irene Gil-Saura; Martina Gallarza. Modelling value co-creation in triadic B2B industrial relationships. Marketing Intelligence & Planning 2020, 38, 941 -955.

AMA Style

Vicente Sales-Vivó, Irene Gil-Saura, Martina Gallarza. Modelling value co-creation in triadic B2B industrial relationships. Marketing Intelligence & Planning. 2020; 38 (7):941-955.

Chicago/Turabian Style

Vicente Sales-Vivó; Irene Gil-Saura; Martina Gallarza. 2020. "Modelling value co-creation in triadic B2B industrial relationships." Marketing Intelligence & Planning 38, no. 7: 941-955.

Earlycite article
Published: 01 April 2020 in Journal of Business & Industrial Marketing
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Purpose The purpose of this paper is to describe the way in which B-to-B relationships are built, based on commitment and trust affecting value co-creation (VcC) and resulting in greater or lesser economic and social satisfaction and the manager’s perception of the delivered value (business customer value) moderating these effects. Design/methodology/approach Through a means-end approach, a causal model is estimated with PLS using a sample of 268 hotel managers who rate their relationship with their main partner (travel agency or booking center) in Spain. Findings VcC is a) dynamic because it is episodic, where VcC is a mediator between the trust–commitment relationship and two types of satisfaction (economic and social) and b) synergetic, because when the hotel delivers higher levels of business customer value, the effects in the linkages of VcC–satisfaction(s) are intensified. These effects are not significantly different on economic versus social satisfaction. Research limitations/implications The empirical paper collects the perception of a single partner (hotel managers) in a single setting (hotels in Spain). The moderating role of business customer value on the VcC–satisfaction(s) relationship should be further analyzed. The paper contributes to the growing literature on B-to-B VcC by translating empirically the theoretical richness of the VcC concept as being dynamic and synergetic. Originality/value This paper adds quantitative evidence to theoretical assumptions on VcC as dynamic and synergetic. The quantitative modelling proves VcC as a true mediator, in a chain of variables in a B-to-B setting.

ACS Style

Gloria Berenguer-Contrí; Martina G. Gallarza; Maria-Eugenia Ruiz-Molina; Irene Gil-Saura. Value co-creation in B-to-B environments. Journal of Business & Industrial Marketing 2020, 35, 1251 -1271.

AMA Style

Gloria Berenguer-Contrí, Martina G. Gallarza, Maria-Eugenia Ruiz-Molina, Irene Gil-Saura. Value co-creation in B-to-B environments. Journal of Business & Industrial Marketing. 2020; 35 (7):1251-1271.

Chicago/Turabian Style

Gloria Berenguer-Contrí; Martina G. Gallarza; Maria-Eugenia Ruiz-Molina; Irene Gil-Saura. 2020. "Value co-creation in B-to-B environments." Journal of Business & Industrial Marketing 35, no. 7: 1251-1271.

Earlycite article
Published: 16 March 2020 in Journal of Product & Brand Management
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Purpose This study aims to suggest an integrative model to investigate design orientation by analyzing its links with market orientation and its ability to generate and maintain a competitive advantage and improve effectiveness. Design/methodology/approach The structural equation technique is used to test the research hypotheses based on data from the Spanish furniture and lighting industries. The data are obtained from the responses of 209 companies to a questionnaire targeted at design and marketing managers. Findings The results suggest that design orientation helps companies to gain competitive advantages in product differentiation and improve business effectiveness. The design orientation is stimulated by proactive market orientation and by marketing-design integration during the development of new products. The design orientation fully mediates the effect of proactive marketing orientation on perceived effectiveness. Originality/value This study uses a quantitative research approach to propose and test an integrative model that relates design orientation with the generation of competitive advantage in product differentiation and perceived effectiveness.

ACS Style

Mónica Canto Primo; Irene Gil-Saura; Marta Frasquet-Deltoro. The role of marketing and product design in driving firm’s performance. Journal of Product & Brand Management 2020, 30, 231 -243.

AMA Style

Mónica Canto Primo, Irene Gil-Saura, Marta Frasquet-Deltoro. The role of marketing and product design in driving firm’s performance. Journal of Product & Brand Management. 2020; 30 (2):231-243.

Chicago/Turabian Style

Mónica Canto Primo; Irene Gil-Saura; Marta Frasquet-Deltoro. 2020. "The role of marketing and product design in driving firm’s performance." Journal of Product & Brand Management 30, no. 2: 231-243.

Journal article
Published: 05 March 2020 in Estudios Gerenciales
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El presente trabajo tuvo por objetivo evaluar la incidencia de las prácticas verdes, la innovación sostenible y el manejo del desperdicio alimentario en la construcción del capital de marca de los restaurantes. A partir de una investigación cuantitativa dirigida a responsables de restaurantes en Ecuador, se obtuvieron 120 cuestionarios válidos que permitieron estimar un modelo de ecuaciones estructurales a través de la regresión de mínimos cuadrados parciales. Los resultados obtenidos evidencian que las prácticas verdes orientadas a la formación del empleado y la innovación sostenible contribuyen significativamente a la reducción del desperdicio alimentario, que, a su vez, junto a las prácticas verdes orientadas a la sensibilización del consumidor, influyen positivamente en el capital de marca de los restaurantes.

ACS Style

María Gabriela Montesdeoca-Calderón; Irene Gil-Saura; María Eugenia Ruiz-Molina. ¿Cómo influyen las prácticas verdes y el manejo del desperdicio alimentario en el capital de marca de los restaurantes? Estudios Gerenciales 2020, 100 -113.

AMA Style

María Gabriela Montesdeoca-Calderón, Irene Gil-Saura, María Eugenia Ruiz-Molina. ¿Cómo influyen las prácticas verdes y el manejo del desperdicio alimentario en el capital de marca de los restaurantes? Estudios Gerenciales. 2020; ():100-113.

Chicago/Turabian Style

María Gabriela Montesdeoca-Calderón; Irene Gil-Saura; María Eugenia Ruiz-Molina. 2020. "¿Cómo influyen las prácticas verdes y el manejo del desperdicio alimentario en el capital de marca de los restaurantes?" Estudios Gerenciales , no. : 100-113.

Journal article
Published: 01 March 2020 in Cuadernos de Gestión
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ACS Style

Maria Fuentes Blasco; Beatriz Moliner Velázquez; David Servera Francés; Irene Gil-Saura. How do the effects of retail innovation change? An analysis by product category. Cuadernos de Gestión 2020, 20, 97 -122.

AMA Style

Maria Fuentes Blasco, Beatriz Moliner Velázquez, David Servera Francés, Irene Gil-Saura. How do the effects of retail innovation change? An analysis by product category. Cuadernos de Gestión. 2020; 20 (2):97-122.

Chicago/Turabian Style

Maria Fuentes Blasco; Beatriz Moliner Velázquez; David Servera Francés; Irene Gil-Saura. 2020. "How do the effects of retail innovation change? An analysis by product category." Cuadernos de Gestión 20, no. 2: 97-122.

Journal article
Published: 31 January 2020 in Estudios Gerenciales
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El objetivo de este trabajo fue analizar la incidencia del desarrollo sostenible sobre la cadena de efectos: valor percibido - capital de marca - lealtad. Para ello, se propone un modelo teórico de relaciones que se contrasta a partir de una muestra de 317 clientes de hipermercados en Ecuador. Los resultados, aplicando una metodología exploratoria y confirmatoria, combinada con regresión por mínimos cuadrados parciales, mostraron que tanto las acciones de desarrollo sostenible como el valor percibido son pilares maestros sobre los que se puede apoyar la estrategia minorista. Ambas se muestran como variables clave por su naturaleza, en cuanto son multidimensionales, y por su alcance, al permitir construir la lealtad del consumidor hacia el hipermercado a través de su capital de marca.

ACS Style

Irene Sánchez-González; Irene Gil-Saura; María Eugenia Ruiz-Molina. Efectos del desarrollo sostenible percibido por el consumidor. Una propuesta de modelo de hipermercados en Ecuador. Estudios Gerenciales 2020, 27 -42.

AMA Style

Irene Sánchez-González, Irene Gil-Saura, María Eugenia Ruiz-Molina. Efectos del desarrollo sostenible percibido por el consumidor. Una propuesta de modelo de hipermercados en Ecuador. Estudios Gerenciales. 2020; ():27-42.

Chicago/Turabian Style

Irene Sánchez-González; Irene Gil-Saura; María Eugenia Ruiz-Molina. 2020. "Efectos del desarrollo sostenible percibido por el consumidor. Una propuesta de modelo de hipermercados en Ecuador." Estudios Gerenciales , no. : 27-42.

Earlycite article
Published: 27 January 2020 in Tourism Review
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Purpose Consumer value (CV) is endemic to marketing, and therefore, it is a crucial notion to understand the evolution of tourism research. This paper aims to review the main achievements made on CV in tourism and hospitality literature and also the shortcomings and propose avenues for future research on tourism through the lens of CV. Design/methodology/approach Through relevant citations from 1975 to 2020, a figure describes diachronically the role of CV in different paradigm flaws, both pre and post digitization: experiential consumption in the 1980s, service quality-satisfaction discussion in early 1990s, customer relationship in late 1990s and Service Dominant Logic in 2000s and beyond. Findings Tourism services have been preferred fields for inquiry on CV, helping to describe the idiosyncrasy of nearly all tourism consumption settings. Although there is not a clear picture on the number and nature of value dimensions (intra-variable perspective), nor in the direct and indirect effects on the quality-value-satisfaction-loyalty chain (inter-variable), new CV frameworks favor ecosystems of value (different stakeholders, different times and places and mixed motivations) in more comprehensive models. Originality/value This paper depicts how CV has contributed to tourism development as a behavioral science through the past 75 years. Moreover, it preconizes that CV is still a valid construct to address all new challenges of human beings as tourists, either online or offline, by enlightening phenomena such as e-value co-creation, over-tourism, peer-to-peer consumption and the power of tourism transformative value.

ACS Style

Martina G. Gallarza; Irene Gil-Saura. Consumer value in tourism: a perspective article. Tourism Review 2020, 75, 41 -44.

AMA Style

Martina G. Gallarza, Irene Gil-Saura. Consumer value in tourism: a perspective article. Tourism Review. 2020; 75 (1):41-44.

Chicago/Turabian Style

Martina G. Gallarza; Irene Gil-Saura. 2020. "Consumer value in tourism: a perspective article." Tourism Review 75, no. 1: 41-44.