Faculty of Business, Economics and Law

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The Faculty of Business, Economics and Law is committed to conducting research that matters. Research that matters is both research of high academic quality and impact, and research of relevance and value for business, the professions, government and society. The Faculty of Business, Economics and Law, comprises The AUT Business School, The AUT Law School and The School of Economics as well as a research institute and five research centres.

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The importance of brand-specific associations in brand extension: further empirical results
(Emerald Group Publishing Limited, 1998) Glynn, MS; Brodie, RJ
This paper reports a replication of Broniarczyk and Alba’s study on the influence of brand-specific associations on brand extensions. The results broadly support the original study showing brand-specific associations (attributes which differentiate a brand from the competition) can dominate the effects of the parent brand to the point where they reverse extension evaluations. Thus the study provides further evidence to challenge the commonly held assumption that the effect associated with the original brand name and product category is automatically transferred to the brand extension.
Online consumer trust: a multi-dimensional model
(IGI Global, 2004) Tan, F. B.; Sutherland, P.
Consumer trust is widely heralded as an essential element for the success of electronic commerce, yet the concept itself is still clouded in confusion by the numerous definitions and points of view held across multiple disciplines. It is the aim of this paper to synthesise the viewpoints from across the disciplines and bring them together in a multi-dimensional trust model. It is hoped that in doing so, these broad assortment of views will highlight the true underlying nature of trust in the online environment. From these multiple disciplines, three dimensions of trust emerged: dispositional trust, institutional trust and interpersonal trust, each bringing its own influencing factors into the overall intention to trust. From this model emerged the notion that the consumer as an individual is central to the understanding of trust, and in turn that the individual’s personality and culture form the foundation for the development of trust.
Antecedents of perceived playfulness: an exploratory study on user acceptance of general information-searching websites
(Elsevier B.V., 2004) Chung, J.; Tan, F. B.
Understanding user acceptance of the Internet, in particular user acceptance of general information-searching sites, is important in assessing its effectiveness. Such sites provide users with various information options while navigating the Internet. A well-designed general information-searching site helps to ensure a positive user experience and therefore repeat usage. This study extended existing research into user acceptance of the Internet. It explored the antecedents of Playfulness. Results indicated that website characteristics play a dominant role in influencing a user's experience of Playfulness and that cognitive aspects and motivations for searching are also important. Implications are discussed.
Factors contributing to IT industry success in developing countries: the case of Thailand
(Wiley Periodicals, 2005) Tan, F. B.; Leewongcharoen, K.
A stream of research exists that explores a country's information technology (IT) industry success. The theoretical model used in these studies is primarily focused on small developed countries. We contend that the factors that contribute to IT industry success in developing countries are likely to differ somewhat from those that play a role in small developed countries. Research to date on IT industry success has neglected developing countries. This study therefore presents an alternative IT industry success model for developing countries. It adapts Ein-dor, Myers, and Raman's (1997) model in developing such a conceptual model. The adapted framework is then applied in a study of IT industry in a developing country - Thailand. We found IT-related foreign direct investment to be vital to IT industry success in Thailand. Unlike findings from earlier studies on small developed countries, geographical location and to a lesser extent government investment promotion policies are also important to IT industry success in a developing country. These findings support the view that there are differences in the factors that affect IT industry success in developed and developing countries. Implications for research and practice are discussed. © 2005 Wiley Periodicals, Inc.
Occupational stress in the Hospitality Industry: an employment relations perspective
(ER Publishing Ltd., 2005) Lamm, F; Lo, K
This article endeavours to draw attention to occupational stress amongst workers in so-called ‘low risk industries’ – namely the service and hospitality industries - and to explore their perceptions of stress, their attitudes to managing stress and their responses to the recent inclusion of stress in the Health and Safety in Employment Amendment Act, 2002. It is also the intention to broaden the scope of analysis by investigating a range of employment factors – such as heavy workloads, interpersonal relationships and organisational factors - which can contribute to occupational stress amongst workers. Findings from two case studies are reported and they indicate that working in the hospitality industry can be stressful and that many workers are vulnerable in terms of their poor working conditions and low wages. Consistent with other studies, it was also found that there was low trade union presence and a high rate of casualisation and staff turnover. At the same time, there was a lack of overt conﬂict between management and workers, with an apparent close alignment of goals between the two parties and a style of management that could be described as unitarist.
Validating the extended technology acceptance model: perceived playfulness in the context of information-searching websites
(AIS, 2005) Tan, F. B.; Chung, J.
Prior research that has used the Technology Acceptance Model (TAM) to predict Internet usage has focused on perceived ease of use and perceived usefulness of websites. More recently, in an extension of TAM to include an intrinsic motivator, perceived playfulness was found to be another important factor in user acceptance of websites (Moon and Kim, 2001). Since then, no other research found has validated the significance of perceived playfulness. The purpose of this study is therefore to validate Moon and Kim’s extended TAM by exploring the importance of the intrinsic factor “perceived playfulness”, in the context of information-searching sites on the Internet.
Employee satisfaction and customer satisfaction: testing the service-profit chain in a Chinese securities firm
("Business Perspectives" Publishing Company, 2005-04-01) Xu, Y; Geodegebuure, R
With the rising share of the service sector in the global economy, best practices in production, human resource management (HRM) and marketing are copied from manufacturing and applied to service industries. As the production and marketing of services involve human interaction between producer and consumer, the question is relevant to what extent the marketing function intersects with production and HRM functions. A particular strand of research deals with the relationship between employee versus customer satisfaction. If the two are found to be mutually reinforcing, then company policies should take that fact into consideration. Motivation of staff hinges on a joint effort of production, HRM and marketing managers. And in reverse, staff motivation is a key element in successful marketing. The empirical study of a leading Chinese securities firm on which this article is based, tests the relationship between employee satisfaction, customer satisfaction, and their joint impact on profitability. The findings indicate that employee satisfaction and customer satisfaction are positive correlated, and both of them have a positive impact on profitability. Satisfied employees deliver the service customers desire for the company and remain loyal to the company, which results in a higher return on employee investment. Customer satisfaction and increased profitability can be achieved by managing the quality of employees and by improving employee satisfaction. Since customer satisfaction feeds back into employee satisfaction, a lasting competitive advantage has been created.
High school teachers’ perceptions of accounting: an international study
(2006) Wells, Paul K; Fieger, P.
A decline in enrollments in accounting programs in the United States of America has been well documented over the last decade. Some researchers have suggested that this decline is in part due to the misinformation or lack of information about the nature of accounting and the duties performed by accountants. Other studies have found that a significant number of students make their career choice decisions while at high school and that teachers are influential in this decision making process. Hardin, O’Bryan and Quirin (2000) carried out a study to identify the perceptions of US high school teachers of the accounting profession compared to engineering, law and medicine based on 24 attributes of a profession. We have replicated this study in both Australia and New Zealand to ascertain whether the US results could be generalised. Our findings indicate that the results from the NZ and Australian studies are similar to the results from the US study. This is of particular concern given the efforts of the professional accounting bodies in Australia and NZ to improve the image of accountants since the original US study was undertaken. This implies there are significant issues for educators and the profession. These include, repositioning the image of the profession, and a possible mismatch between the requisite skills perceived by the teachers and those sought by the profession.
Auditors' perceptions of environmental issues and its implications for the consideration of environmental matters
(Manukau Institute of Technology, 2006) Chiang, CKH
This study investigates New Zealand auditors’ perceptions on environmental issue and considers their possible implications for the consideration of environmental matters in financial audits. Information used in this study was gathered from a postal survey questionnaire. Survey responses indicated that auditors seem unable to translate their personal views on environmental issues to the auditing sphere of activity and they seem generally ill-informed about environmental matters. There appears to be a conflict between auditors’ awareness of environmental issues and their ability to translate this into their audit practice in considering environmental matter sin financial reports.
Investigating impulse buying and variety seeking: towards a general theory of Hedonic Purchase Behaviors
(Association for Consumer Research, 2006) Marshall, R; Sharma, P; Sivakumaran, B
Although impulse buying (IB) and variety seeking (VS) are both low-effort feelings-based behaviors with similar underlying psycho-social processes, there is no general theory to explain such hedonic purchase behaviors. This paper explores similarities and differences between these behaviors using a conceptual framework incorporating three relevant consumer traits – consumer impulsiveness, optimum stimulation level and self-monitoring. The findings from two studies across student and retail customer samples, show that consumer impulsiveness and optimum stimulation level influence both behaviors positively, whereas self-monitoring influences IB negatively and VS positively. Self-monitoring also moderates the influence of consumer impulsiveness and optimum stimulation level on purchase decisions, negatively for IB and positively for VS.
Explaining actual online shopping behavior: evidences from two distinct national cultures
(Conference on Information Science Technology and Management, 2006) Tan, F. B.; Yan, L.; Urquhart, C.
With increased population of online shoppers, research into online shopping behavior is starting to emerge. Much of the literature has used the technology acceptance model, innovation diffusion theory and the theory of planned behavior to study this phenomenon. This has shed light on the behavior of consumers when they shop online. However, prior research has placed little emphasis on cultural differences in online shopping. Despite wide acknowledgements that the online environment is characterized by a high level of uncertainty and an increasing number of international customers, there are only a few studies that describe how cultural differences may impact on the online shopping behavior of consumers. These have focused on intention to transact and not actual purchasing behaviour. The aim of this paper is to extend prior research by integrating national culture into the theory of planned behavior to better understand actual online shopping behaviour across two cultures. National culture dimensions of long-/short-term orientation and individualism/collectivism are found to have significant effects on both intended and actual behaviours.
Decoy effects and brands
(Association for Consumer Research, 2006) Kim, J; Park, J; Ryu, G
The relative preference for a target product over a competitor can be increased by providing a third alternative (a decoy) that is clearly inferior to the target but is not necessarily inferior to the competitor. We investigated how these “decoy” effects are influenced by the presence or absence of brand name information and the level of consumer brand knowledge. A field experiment was conducted with three hundred and twenty married females. Results indicated that overall, inclusion of a decoy in the choice set significantly increased the relative preference for the target (i.e., a decoy effect). However, identifying alternatives with real brand names eliminated this effect when participants possessed an extensive amount of knowledge about the brands, but it did not when participants had relatively limited knowledge. These results were generally consistent with implications of the category-based processing view about brand name information.
Relationship value dimensions: identifying a viable model
(Queensland University of Technology, 2006-12-04) Baxter, RA
This paper describes alternative models of intangible value, in business to business buyer-seller relationships, to the one reported by Baxter and Matear (2004). The perspective is that of the seller. Using Baxter and Matear’s dimensions, it provides theoretical arguments, based on the resource based view, the intellectual capital literature, and other conceptual bases, for the model as compared with three rival models. The empirical evidence to date in support of the original model is discussed.
Intangible relationship value: towards deeper understanding
(Australian and New Zealand Marketing Academy (ANZMAC), 2006-12-04) Baxter, RA; Zhang, A
This paper briefly reviews recent research into the value of buyer-seller relationships and then focuses specifically on the business to business context. It identifies the different approaches of the published research to the multiple perspectives of a relationship that can be adopted, such as: that of the buyer versus the seller; the identification of value drivers versus dimensions; tangible versus intangible aspects; and the differing extents to which human aspects of the relationship are considered. It then describes a replication which supports Baxter and Matear’s (2004) study of the dimensions of the intangible aspects of business to business buyer-seller relationships, synthesised from the intellectual capital literature.
The consideration of environmental matters in financial reports: some preliminary evidence on current audit practices
(AUT University, 2007) Chiang, CKH
This paper reports preliminary findings on what are current practices in the audit consideration of environmental matters in financial reports. It also reports on auditors’ perceptions of their responsibility for verifying environmental matters and whether AGS 1010 has impacted on current audit practice. The preliminary findings indicate that auditors do not consider environmental matters as a key audit risk area despite their implications for the community and public interest. Environmental matters (provided they have a financial impact on the company’s financial report) are considered mainly for those companies operating in a sector or industry that is exposed to significant environmental risk. Auditors depend on management in the client company to disclose information of any audit significance. They do not pro-actively search out environmental risk exposures for all their audit clients. The promulgation of AGS-1010 in 2001 apparently has little impact on how auditors take environmental matters into consideration when auditing financial reports.
How retail category differences moderate retailer perceptions of manufacturer brands
(Elsevier, 2007) Glynn, M
This article examines how the type of product category influences manufacturer-retailer relationships involving manufacturer brands. Category management is a key retailer management mechanism, but this topic has not been addressed in the context of purchasing manufacturer brands. This study examined retailer perceptions of manufacturer brands across eight product categories and the effects on retailer relationship outcomes including satisfaction, trust, commitment and performance. A significant difference in model parameters was initially identified between the two liquor and six grocery categories. The effect of this difference on the retailer relationship outcomes with manufacturer brands was then assessed using multi-group structural equation modelling. There were no differences between the categories in terms of the effect of brand benefits on retailer satisfaction with the brand and the subsequent effect of satisfaction on retailer commitment and trust. However, the impact of retailer satisfaction with the brand on brand performance expectations was greater for liquor brands than for brands in the grocery categories. The results indicate a retailer’s assessment of a brand’s performance within the store environment depends on the role of the category as well as satisfaction with the brand.
Sources of brand benefits in manufacturer-reseller B2B relationships
(Emerald Group Publishing Limited, 2007) Glynn, M; Motion, J; Brodie, RJ
Purpose – The aim of the paper is to develop a conceptual framework that explores the sources of manufacturer brand beneﬁts for resellers. Design/methodology/approach – The paper reports a qualitative investigation where packaged goods resellers were interviewed about the beneﬁts of manufacturer brands for their businesses. The qualitative data is analysed to develop several research propositions about the role of brands in reseller B2B relationships. Findings – A conceptual framework is developed that shows that manufacturers’ brands provide ﬁnancial, customer and managerial beneﬁts for resellers. These beneﬁts have an impact on reseller relationship outcomes with the manufacturer’s brand, which include satisfaction, dependence, cooperation, commitment and trust. Practical implications – The conceptual framework provides a model that manufacturers of both major and minor brands can use to understand and manage these brand beneﬁts in order to enhance the relationship outcomes with resellers. Originality/value – The paper responds to a need for empirical research to understand the role that brands play in channel relationships. It presents a conceptual framework that links manufacturer brand beneﬁts to reseller relationship outcomes. The framework also includes major and minor brands as moderating variables and thus provides a basis for further quantitative research.
Knowledge resources for university spinoffs: the role of the academic entrepreneur
(Academy of Management, 2007) Ho, M; Wilson, MG
The article discusses the commercialization of the scientific and technological knowledge that originates at universities. While this commercialization has been credited as fostering economic growth, innovation, and wealth creation, the processes by which academic entrepreneurs build organizations to create this wealth has been unexplored. The authors use a multiple-case study design on three human pharmaceutical biotechnology spinoffs to determine the ways in which university spinoffs become successful.
The effects of mobile service quality and technology compatibility on users' perceived playfulness
(Springer Berlin / Heidelberg, 2007) Tan, F. B.; Chou, JPC
There is a growing body of research into Mobile Information and Entertainment Services in recent years. This study explored the effect of mobile service quality and its compatibility to mobile technology on users' perceived playfulness toward these services. Perceived Service Quality and Perceived Technology Compatibility were found to influence users' Perceived Playfulness. Furthermore, Perceived Technology Compatibility significantly mediated the relationship between Perceived Service Quality and Perceived Playfulness. This suggests that service attributes need to be aligned with mobile phone functionalities to enhance user's Perceived Playfulness. In addition, Perceived Usefulness, Ease of Use and Personalization were the three most important service quality aspects that influenced Perceived Playfulness. © Springer-Verlag Berlin Heidelberg 2007.
The future-proofed practitioner: a service-centred marketing curriculum
(ANZMAC, 2007) Hilton, T; Bhat, R; Hyde, K; Xu, Y
Hilton, Hughes and McDowell (2007) suggest that the core marketing curriculum as currently delivered within many UK business schools is failing to prepare marketing students for the types of organisations they are likely to work within. Specifically they claim that the core marketing curriculum does not reflect the growing importance of service industries nor does it reflect a service-dominant logic in marketing. A Relationship-Driven model of marketing education is presented which proposes that development of the marketing curriculum is an interactive and ongoing process involving three parties: marketing academics, marketing students, and marketing practitioners. The paper proposes a research agenda to explore the dynamic processes of development of the marketing curriculum in New Zealand, and to address knowledge gaps arising from the Hilton, et al. (2007) study.

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