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  • 1
    Online Resource
    Online Resource
    Promoting Bank Usage Habits in Africa’s Savings Mobilization Programs: A Strategic Marketing Perspective
    SAGE Publications ; 2021
    In:  Journal of Macromarketing Vol. 41, No. 2 ( 2021-06), p. 391-410
    Details
    In: Journal of Macromarketing, SAGE Publications, Vol. 41, No. 2 ( 2021-06), p. 391-410
    Abstract: Despite widespread liberalization of savings mobilization marketing systems in African economies, consumers continue to rely more heavily on informal financial services than formal financial services, within these systems. The authors draw on habit theory and the strategic marketing framework to develop a rural, customer-centric marketing (CCM) model for promoting rural savings programs in the Sub-Saharan African (SSA) context. Results based on data from Ghana’s savings mobilization program show that under the current, liberalized policy regime, formal financial institutions generate a more significant relative advantage than informal financial arrangements. Of the four customer-centric marketing activities (i.e., service affordability, accessibility, acceptability, and awareness), consumers only viewed service affordability as generating a relative disadvantage. Relatedly, only service affordability positively influenced savings likelihood, while service accessibility negatively influenced the bank usage habit. The results confirm that the customer-centric marketing approach effectively identifies which service inducements promote the bank usage habit in Africa’s savings mobilization programs.
    Type of Medium: Online Resource
    ISSN: 0276-1467 , 1552-6534
    URL: Article
    DOI: 10.1177/0276146720958063
    Language: English
    Publisher: SAGE Publications
    Publication Date: 2021
    detail.hit.zdb_id: 2068181-1
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  • 2
    Online Resource
    Online Resource
    Influence in the organizational buying center and logistics automation technology adoption
    Emerald ; 1999
    In:  Journal of Business & Industrial Marketing Vol. 14, No. 5/6 ( 1999-12-01), p. 433-444
    Details
    In: Journal of Business & Industrial Marketing, Emerald, Vol. 14, No. 5/6 ( 1999-12-01), p. 433-444
    Abstract: Explores the structure of the buying center for logistics automation technologies. Examines the relationships between the degree of participation of key functional areas, the extent of coalescence on buying decision criteria, and the hazard rate of adoption. Analyses an event history, and suggests that adoption rates are influenced by the degree of participation of key users and extent of consensus on only two of six buying decision criteria. Discusses guidelines for enhancing logistics technology adoption.
    Type of Medium: Online Resource
    ISSN: 0885-8624
    URL: Article
    DOI: 10.1108/08858629910290238
    Language: English
    Publisher: Emerald
    Publication Date: 1999
    detail.hit.zdb_id: 649550-3
    detail.hit.zdb_id: 2019934-X
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  • 3
    Online Resource
    Online Resource
    Assessing Logistics Technology Adoption Time with Event History Analysis
    Emerald ; 2000
    In:  The International Journal of Logistics Management Vol. 11, No. 1 ( 2000-01-01), p. 47-60
    Details
    In: The International Journal of Logistics Management, Emerald, Vol. 11, No. 1 ( 2000-01-01), p. 47-60
    Abstract: This article addresses the issue of adoption timing in the diffusion of logistics technology. An event history analysis of warehouse automation technologies confirms the conceptual soundness of this relatively new procedure for predicting adoption of logistics technology. Implications for logistics technology research and managerial practice are presented.
    Type of Medium: Online Resource
    ISSN: 0957-4093
    URL: Article
    DOI: 10.1108/09574090010806074
    RVK:
    QA 10000
    Language: English
    Publisher: Emerald
    Publication Date: 2000
    detail.hit.zdb_id: 2069452-0
    detail.hit.zdb_id: 1034825-6
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  • 4
    Online Resource
    Online Resource
    How Managers Handle Conflict in Supply Chain Collaborative Relationships in Ghana
    Informa UK Limited ; 2009
    In:  Journal of African Business Vol. 10, No. 2 ( 2009-09-30), p. 203-217
    Details
    In: Journal of African Business, Informa UK Limited, Vol. 10, No. 2 ( 2009-09-30), p. 203-217
    Type of Medium: Online Resource
    ISSN: 1522-8916 , 1522-9076
    URL: Article
    DOI: 10.1080/15228910903187833
    Language: English
    Publisher: Informa UK Limited
    Publication Date: 2009
    detail.hit.zdb_id: 2112760-8
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  • 5
    Online Resource
    Online Resource
    Inclusive Economic Development Programs and Consumers’ Access to Credit in Emerging Market Economies: The Public Policy Role of Marketing in Rural Bank Programs in Ghana
    SAGE Publications ; 2013
    In:  Journal of Public Policy & Marketing Vol. 32, No. 1_suppl ( 2013-04), p. 59-69
    Details
    In: Journal of Public Policy & Marketing, SAGE Publications, Vol. 32, No. 1_suppl ( 2013-04), p. 59-69
    Abstract: The mobilization of rural consumers’ potential savings to generate credit for inclusive lending to the rural/urban poor consumers in emerging market countries presents a strategic challenge for policy makers. Large-scale credit aggregation can only be achieved by the use of modern banks. However, rural consumers may resist the use of banks as objects of nonlocal origin. The authors rely on the classic theory of demand aggregation advantage to critically analyze the public policy framework underpinning rural banking for the attainment of inclusive economic development goals of bottom-of-the-pyramid countries. An empirical test of the framework in Ghana's rural banking programs shows that demand aggregation advantage predicts consumer satisfaction with the inclusive lending practices of banking institutions among existing clients but not new clients. The study suggests that the public policy framework for promoting compliance with inclusive lending goals of rural banking programs in Ghana does not adequately consider rural consumers’ interpretation of demand aggregation activities.
    Type of Medium: Online Resource
    ISSN: 0743-9156 , 1547-7207
    URL: Article
    DOI: 10.1509/jppm.12.052
    Language: English
    Publisher: SAGE Publications
    Publication Date: 2013
    detail.hit.zdb_id: 2068581-6
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  • 6
    Online Resource
    Online Resource
    Trust and duration of buyer-seller relationship in emerging markets
    Emerald ; 2018
    In:  Journal of Business & Industrial Marketing Vol. 33, No. 1 ( 2018-02-05), p. 134-144
    Details
    In: Journal of Business & Industrial Marketing, Emerald, Vol. 33, No. 1 ( 2018-02-05), p. 134-144
    Abstract: This study aims to examine how various components of interpersonal trust (affective and cognitive) influence the duration of buyer-seller relationships in the emerging market (EM) context of a heterogeneous market structure dominated by small, fragmented sellers/suppliers. Design/methodology/approach The study proposes a hazard model for analyzing duration effects of interpersonal trust in the EM context. The model was validated using data on buying agents provided by 340 cocoa sellers/producers in Ghana, gathered from extensive field interviews. Findings Results of the survival analysis reveal a limited but significant positive duration effect of cognitive (ability) trust only. Further analysis of sellers’ duration intentions (intention to remain with a buyer) also reveals a positive impact of affective trust but no impact of cognitive (ability and integrity) trust. Cocoa bean sellers’ evaluation of buying firms’ purchasing agents suggests that buying firms underperform on emotional/affective components of interpersonal trust, and that private firms outperform state buying agents on ability trust as well. Research limitations/implications While this study focused on the fragmented nature of sellers in the EM context, and the scope was limited to the sellers’ interpersonal trust perception of the buyer-seller, future research should examine both buyer and seller perceptions to obtain complete insight into the buyer-seller dyad in the EM context. In addition, the results of the duration effects identified in this study may not be generalizable to other EM export commodities, where channels have long been fully privatized. Ghana’s cocoa export marketing system was only recently privatized, and potentially has more sellers at the risk of adopting/switching relationships with their buyers than would be expected in more privatized expert commodity marketing systems. Practical implications Managers of export commodity buying firms in EMs can take advantage of the positive duration effects of cognitive trust by constantly improving the capabilities of their purchasing agents throughout the lifetime of their suppliers to sustain their relationship. However, sellers’ intention to switch can be mitigated by formalizing policies that encourage emotional bonds with sellers, especially small-scale producers in highly vulnerable bargaining positions. The aggregate output of small-scale producers could be of strategic importance in the future. Originality/value Managers need systematic empirical evidence of the nature of duration effects of interpersonal trust given anecdotal evidence suggesting that managers have a tendency to emphasize cognitive trust over affective/emotional trust. Further, the applicability of such evidence in the EM context is critical given unique conditions such as highly fragmented sellers dealing with relatively large corporations.
    Type of Medium: Online Resource
    ISSN: 0885-8624
    URL: Article
    DOI: 10.1108/JBIM-04-2017-0090
    Language: English
    Publisher: Emerald
    Publication Date: 2018
    detail.hit.zdb_id: 649550-3
    detail.hit.zdb_id: 2019934-X
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  • 7
    Online Resource
    Online Resource
    Organizational Culture, Competitive Strategy, and Performance in Ghana
    Informa UK Limited ; 2012
    In:  Journal of African Business Vol. 13, No. 3 ( 2012-11), p. 172-182
    Details
    In: Journal of African Business, Informa UK Limited, Vol. 13, No. 3 ( 2012-11), p. 172-182
    Type of Medium: Online Resource
    ISSN: 1522-8916 , 1522-9076
    URL: Article
    DOI: 10.1080/15228916.2012.727737
    Language: English
    Publisher: Informa UK Limited
    Publication Date: 2012
    detail.hit.zdb_id: 2112760-8
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  • 8
    Online Resource
    Online Resource
    How Firms Implement Marketing Strategies in Emerging Markets: An Empirical Assessment of The 4A Marketing Mix Framework
    Informa UK Limited ; 2017
    In:  Journal of Marketing Theory and Practice Vol. 25, No. 3 ( 2017-07-03), p. 234-256
    Details
    In: Journal of Marketing Theory and Practice, Informa UK Limited, Vol. 25, No. 3 ( 2017-07-03), p. 234-256
    Type of Medium: Online Resource
    ISSN: 1069-6679 , 1944-7175
    URL: Article
    DOI: 10.1080/10696679.2017.1311220
    Language: English
    Publisher: Informa UK Limited
    Publication Date: 2017
    detail.hit.zdb_id: 2070142-1
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  • 9
    Online Resource
    Online Resource
    The Transitioning of Marketing Practices from Segment to Customer-Centric Marketing in the African Business Context: Toward a Theoretical Research Framework
    Informa UK Limited ; 2019
    In:  Journal of African Business Vol. 20, No. 2 ( 2019-04-03), p. 206-223
    Details
    In: Journal of African Business, Informa UK Limited, Vol. 20, No. 2 ( 2019-04-03), p. 206-223
    Type of Medium: Online Resource
    ISSN: 1522-8916 , 1522-9076
    URL: Article
    DOI: 10.1080/15228916.2019.1583978
    Language: English
    Publisher: Informa UK Limited
    Publication Date: 2019
    detail.hit.zdb_id: 2112760-8
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  • 10
    Online Resource
    Online Resource
    The effects of normative social belief systems and customer satisfaction on rural savings programs in Ghana
    Emerald ; 2003
    In:  Management Decision Vol. 41, No. 3 ( 2003-04-01), p. 233-240
    Details
    In: Management Decision, Emerald, Vol. 41, No. 3 ( 2003-04-01), p. 233-240
    Abstract: This study examines the effects of normative social beliefs, customer satisfaction with service quality and demographic variables on the long‐term savings behavior of rural households some 15 years after the 1981 large‐scale promotion of the rural bank program in Ghana. The results show that considerations of these influences beyond income alone provide stronger predictive power, over and above that of income. In addition, it appears that the negative effects of social beliefs on savings behavior were ameliorated significantly as a result of the promotional program. Similarly, customer satisfaction with the level of service quality was also positively correlated with the level of savings. However, the effects of the marketing approach used in Ghana differed significantly across state owned commercial banks, foreign multinational banks, and rural banks. The implications for enhancing the role of promotional marketing in changing savings attitudes in rural savings mobilization programs in Ghana and elsewhere in Africa are discussed.
    Type of Medium: Online Resource
    ISSN: 0025-1747
    URL: Article
    DOI: 10.1108/00251740310469422
    Language: English
    Publisher: Emerald
    Publication Date: 2003
    detail.hit.zdb_id: 2023018-7
    SSG: 3,2
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