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RISS 인기검색어
- 검색키워드
- 저자 : Soo Yeong Ewe (검색결과 4 건)
- 무료
- 기관 내 무료
- 유료
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ADAPTIVE SELLING IN TIMES OF UNCERTAINTY: A CASE STUDY ON INSURANCE AND UNIT TRUST INDUSTRY
Henry Chee Wei Cheah,Soo Yeong Ewe,Helen Hui Ping Ho 글로벌지식마케팅경영학회 2023 Global Marketing Conference Vol.2023 No.07
Insurance and unit trust (also known as mutual funds) are high-involvement financial products that require investors to hold for long term to gain desired returns. These financial products are also considered unsought products, which require salespeople’s personal touch with their potential customers to make sales. Therefore, the relationship between salespeople and their potential or existing customers becomes crucial in the sales of insurance and unit trust. In theoretical terms, this relationship represents business ties. A strong business ties between the salespeople and the customers enable them to exchange resources and knowledge, and co-create values in their business relationships. Such exchange and co-creation of values are desirable in a business network. Weak ties are irregular and infrequent exchanges, creating structural holes that bring about an opportunity for bridging but have not yet been capitalized.
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SELF-DETERMINED MOTIVATION, MINDFULNESS, AND GREEN CONSUMPTION BEHAVIOR
Shamim Ahmed Khan,Soo Yeong Ewe,Md. Yunus Ali,Motoki Watabe 글로벌지식마케팅경영학회 2023 Global Marketing Conference Vol.2023 No.07
Green consumption behavior (GCB) is desirable for a better world. The trend of GCB is expected to rise in the coming years. As such, it is imperative to understand the enablers of GCB. A significant majority of the investigated drivers of GCB are consumer-level factors. Studies focusing on the consumer-level showed that factors such as values, intentions, and personal norms could influence GCB. However, it is argued that compared to values or intentions, self-determined motivation can better predict GCB. The effect of self-determined motivation types (i.e., autonomous and controlled motivation) on GCB remains unclear due to prevailing gaps and contradictory findings. Furthermore, it is posited that people exhibit more self-determined behavior if they have strong self-awareness. Higher self-awareness can be achieved through mindfulness; therefore, differences in mindfulness level could affect the motivation-behavior relationship.
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THE ROLE OF EVOLUTIONARY PSYCHOLOGY IN CONSUMERS’ GREEN BEHAVIOUR
Yee Qin Lee,Soo Yeong Ewe,Motoki Watabe 글로벌지식마케팅경영학회 2023 Global Marketing Conference Vol.2023 No.07
The growing concerns about sustainable consumption encourage more consumer research on determinants that influence consumers’ green behavior. Although green consumption has risen for several decades, green adoption rates are often overestimated. This study rationalizes that developing strategies that follow human prehistorical roots may be effective in encouraging green consumption. This notion is supported by Miller (2009) regarding the reversal of direction to explaining consumer behaviour through human evolution and individual differences. Green strategies should focus on determining attributes that display specific characteristics favoured by respective peer groups. The current study introduces two evolutionary-focused priming stimuli as an ancestral motive to understand consumer behaviour. The selected evolutionary-focused stimuli represent the foundational modes in the evolutionary psychology of (1) mating (i.e. short-term mating) or (2) parenting (i.e. long-term parenting) modes. These different distinct modes are predicted to trigger different individual decisions based on each Sexual Selection strategy to pursue (Buss & Schmitt, 1993). Following Griskevicius’ et al. (2010) assertion that status signaling through pro-sociality is one of the primary green signaling mechanisms, this study further attempts to investigate the moderating effect of costly signaling. Therefore, this study aims to provide a conceptual framework with propositions on the role of evolutionary psychology in consumer decision-making in the green product context. The study proposes that viewing family-focused stimuli will induce higher buying intention on green products than viewing mating-focused stimuli. However, this effect may be moderated by costly signals.
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Shamim Ahmed Khan,Mohammad Zainuddin,Soo Yeong Ewe,Md. Yunus Ali,Motoki Watabe 글로벌지식마케팅경영학회 2023 Global Marketing Conference Vol.2023 No.07
The application of mindfulness is increasing significantly in different areas of business studies. However, identifying how mindfulness research has evolved and the major research themes, specifically within the business studies domain, remains lacking. This study unveils the intellectual structure of mindfulness research in business studies. Using citation and co-citation analysis, the study identifies the most influential articles, annual growth, and three key research clusters constituting the intellectual foundation.
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