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Salehi-Sangari, Esmail
Publications (10 of 92) Show all publications
Nath, A., Saha, P. & Salehi-Sangari, E. (2019). Blurring the borders between B2B and B2C: a model of antecedents behind usage of social media for travel planning. Journal of business & industrial marketing, 34(7), 1468-1481
Open this publication in new window or tab >>Blurring the borders between B2B and B2C: a model of antecedents behind usage of social media for travel planning
2019 (English)In: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 34, no 7, p. 1468-1481Article in journal (Refereed) Published
Abstract [en]

Purpose

The purpose of this paper is to call for a scrutiny of the dualist approach to business-to-business (B2B) and business-to-customer (B2C) marketing in industries driven by consumer-generated content. It posits that individual consumer-centric factors are influential for B2B marketing as well in sectors such as the travel industry and investigates the determinants of tourists’ intention to use social media websites for travel planning.

Design/methodology/approach

Integrating constructs from IS and marketing literature, the paper proposes information quality and perceived enjoyment as antecedents of perceived usefulness, attitude and intention to use. The research model is tested using data from social media users with experience in travel planning.

Findings

Results show that perceived usefulness and information quality are stronger predictors of attitude and behavioral intention than perceived enjoyment. Enjoyment was not found to be strongly influential. Relevancy and reliability of information and its usefulness concerning travel-planning needs were found more influential.

Research limitations/implications

Data were collected from social media users, raising possible issues of representativeness.

Practical implications

The paper offers clarity regarding antecedents of downstream user behavior which can be of significant value. Demarcations in B2B and B2C perspectives blur in the context of social media, enabling more effective integration.

Originality/value

The paper brings in and validates the roles of information quality and enjoyment as influencers of behavior. Identifying the travel industry as a sector having greater likelihood of B2BC convergence, the paper extends IS adoption research to user-interactive sites in the travel-planning context, which can benefit the consumer as well as the supply side.

Place, publisher, year, edition, pages
Emerald Group Publishing Limited, 2019
Keywords
perceived enjoyment, information quality, behavioral intention, B2B B2C convergence
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-76545 (URN)10.1108/JBIM-11-2018-0329 (DOI)000489029000008 ()2-s2.0-85068414665 (Scopus ID)
Note

Validerad;2019;Nivå 2;2019-10-29 (johcin)

Available from: 2019-10-29 Created: 2019-10-29 Last updated: 2019-10-29Bibliographically approved
Wallström, Å., Salehi-Sangari, E., Foster, T., Styvén, M. E. & Strandberg, C. (2017). Managing retail in an omnichannel environment: Consumer behavior, trends, and challenges (ed.). In: (Ed.), Stieler, Maximilian (Ed.), Creating Marketing Magic and Innovative Future Marketing Trends: Proceedings of the 2016 Academy of Marketing Science (AMS) Annual Conference. Paper presented at Academy of Marketing Science Annual Conference : 18/05/2016 - 21/05/2016 (pp. 243-244). Cham: Springer International Publishing
Open this publication in new window or tab >>Managing retail in an omnichannel environment: Consumer behavior, trends, and challenges
Show others...
2017 (English)In: Creating Marketing Magic and Innovative Future Marketing Trends: Proceedings of the 2016 Academy of Marketing Science (AMS) Annual Conference / [ed] Stieler, Maximilian, Cham: Springer International Publishing , 2017, p. 243-244Conference paper, Oral presentation with published abstract (Refereed)
Abstract [en]

Retailers are facing major changes, including intensified competition, increased internationalization, and technological advances, which are transforming the competitive landscape at a fast pace. Simultaneously we see an emerging paradigm shift in consumers’ buying behavior. Digital devices such as smartphones and tablets allow consumers to search and shop online, irrespective of time and place and without geographical boundaries. While these devices originally were used mainly for information search, mobile purchases are becoming a natural part of many consumers’ shopping habits.

Place, publisher, year, edition, pages
Cham: Springer International Publishing, 2017
Series
Developments in Marketing Science: Proceedings of the Academy of Marketing Science, ISSN 2363-6165
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-29717 (URN)10.1007/978-3-319-45596-9_49 (DOI)347677e3-1512-4691-824b-be50cd0c67d9 (Local ID)978-3-319-45595-2 (ISBN)978-3-319-45596-9 (ISBN)347677e3-1512-4691-824b-be50cd0c67d9 (Archive number)347677e3-1512-4691-824b-be50cd0c67d9 (OAI)
Conference
Academy of Marketing Science Annual Conference : 18/05/2016 - 21/05/2016
Projects
Kundens kanal(k)val – Hur ska handeln möta kundbehov i digitala kanaler?
Available from: 2016-09-30 Created: 2016-09-30 Last updated: 2018-04-10Bibliographically approved
Ghazisaeedi, M., Salehi-Sangari, E. & Wallström, Å. (2015). Compensation disclosure on product review blogs and persuasion with uncertainty. (ed.). In: (Ed.), Krzysztof Kubacki (Ed.), Ideas in Marketing: Finding the New and Polishing the Old : Proceedings of the 2013 Academy of Marketing Science (AMS) Annual Conference. Paper presented at Academy of Marketing Science Conference : 15/05/2013 - 18/05/2013 (pp. 175-178). Cham: Encyclopedia of Global Archaeology/Springer Verlag
Open this publication in new window or tab >>Compensation disclosure on product review blogs and persuasion with uncertainty.
2015 (English)In: Ideas in Marketing: Finding the New and Polishing the Old : Proceedings of the 2013 Academy of Marketing Science (AMS) Annual Conference / [ed] Krzysztof Kubacki, Cham: Encyclopedia of Global Archaeology/Springer Verlag, 2015, p. 175-178Conference paper, Published paper (Refereed)
Abstract [en]

Blogs have incredible potential as persuasion tools and their persuasive function is of great importance as they have a great influence over public opinion (Xifra & Huertas, 2008). Individuals are increasingly referring to online product review blogs for gaining advice and receiving recommendations concerning the quality of the product of their choice. As a result, some marketers have made an effort to control or manipulate the online reputation of their products by compensating individuals to review products favorably in various online forums and product review blogs (Jensen, 2011). In return, as of late 2009, the Federal Trade Commission (FTC) has mandated product review bloggers to provide disclosures in their reviews when they receive compensation (payment or free products), or whenever there may be hidden interests or unspoken biases related to recommendations (FTC, 2009).

Place, publisher, year, edition, pages
Cham: Encyclopedia of Global Archaeology/Springer Verlag, 2015
Series
Developments in Marketing Science, ISSN 0149-7421
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-40624 (URN)10.1007/978-3-319-10951-0_63 (DOI)fd1d7fac-1dcb-4b0f-a691-3c50a3211ce7 (Local ID)978-3-319-10950-3 (ISBN)978-3-319-10951-0 (ISBN)fd1d7fac-1dcb-4b0f-a691-3c50a3211ce7 (Archive number)fd1d7fac-1dcb-4b0f-a691-3c50a3211ce7 (OAI)
Conference
Academy of Marketing Science Conference : 15/05/2013 - 18/05/2013
Note
Godkänd; 2015; 20150917 (andbra)Available from: 2016-10-03 Created: 2016-10-03 Last updated: 2018-04-10Bibliographically approved
Engström, A., Styvén, M. E., Wallström, Å. & Salehi-Sangari, E. (2015). Developing an attractive mobile service: A comparison of desired consumption values of three different services (ed.). In: (Ed.), Mary Conway (Ed.), The Sustainable Global Marketplace: Proceedings of the Annual Conference of the Academy of Marketing Science, Coral Gables, FL USA May 24-27, 2011. Paper presented at Academy of Marketing Science. Conference : 24/05/2011 - 27/05/2011 (pp. 454-456). Cham: Encyclopedia of Global Archaeology/Springer Verlag
Open this publication in new window or tab >>Developing an attractive mobile service: A comparison of desired consumption values of three different services
2015 (English)In: The Sustainable Global Marketplace: Proceedings of the Annual Conference of the Academy of Marketing Science, Coral Gables, FL USA May 24-27, 2011 / [ed] Mary Conway, Cham: Encyclopedia of Global Archaeology/Springer Verlag, 2015, p. 454-456Conference paper, Published paper (Refereed)
Abstract [en]

This paper presents the results of an exploratory study on consumption values. The aim of this study is to explore and compare desired consumption values of different mobile services. The results point out similarities as well as differences in desired consumption values of different mobile services.

Place, publisher, year, edition, pages
Cham: Encyclopedia of Global Archaeology/Springer Verlag, 2015
Series
Developments in Marketing Science, ISSN 0149-7421
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-28621 (URN)10.1007/978-3-319-10873-5_267 (DOI)279dbbab-7faf-464a-ae47-fd7a4984b00f (Local ID)978-3-319-10872-8 (ISBN)978-3-319-10873-5 (ISBN)279dbbab-7faf-464a-ae47-fd7a4984b00f (Archive number)279dbbab-7faf-464a-ae47-fd7a4984b00f (OAI)
Conference
Academy of Marketing Science. Conference : 24/05/2011 - 27/05/2011
Note

Godkänd; 2015; 20150115 (andbra)

Available from: 2016-09-30 Created: 2016-09-30 Last updated: 2018-04-10Bibliographically approved
Kordestani, A., Amini, M. & Salehi-Sangari, E. (2015). Environmentally and socially responsible buyer supplier relationship management (ed.). In: (Ed.), Krzysztof Kubacki (Ed.), Ideas in Marketing: Finding the New and Polishing the Old : Proceedings of the 2013 Academy of Marketing Science (AMS) Annual Conference. Paper presented at Academy of Marketing Science Conference : 15/05/2013 - 18/05/2013 (pp. 445-446). Cham: Encyclopedia of Global Archaeology/Springer Verlag
Open this publication in new window or tab >>Environmentally and socially responsible buyer supplier relationship management
2015 (English)In: Ideas in Marketing: Finding the New and Polishing the Old : Proceedings of the 2013 Academy of Marketing Science (AMS) Annual Conference / [ed] Krzysztof Kubacki, Cham: Encyclopedia of Global Archaeology/Springer Verlag, 2015, p. 445-446Conference paper, Published paper (Refereed)
Abstract [en]

Stakeholders expect corporations to improve their sustainability performance through observing environmental and social demands, and corporations respond to these requirements through applying corporate social responsibility (CSR). CSR can be achieved by designing a sustainable supply chain in cooperation with companies along the supply chain. The stakeholder pressure on corporations to become sustainable transfers across the supply chain to suppliers. Buying firms manage the relationship with suppliers through supply management. Then, supplying managers’ attention to customer’s sustainability demands and reflecting such demands in their supply can improve the sustainability performance of the suppliers. This improvement in performance of suppliers emanates in supplied products and services and it gives buying firm a comparative advantage against competitors. Accordingly, sustainable supply management and buyer-supplier cooperation on achieving sustainability can address the sustainability concerns of the current business world. However, very few existing studies have considered the impact of sustainable supply management on improving sustainability performance of the buying firm. The current study goes beyond improving the sustainability performance of the buying firm. Specifically, the present research illustrates how sustainable supply management and buyer-suppliers cooperation can boost sustainability performance of the suppliers

Place, publisher, year, edition, pages
Cham: Encyclopedia of Global Archaeology/Springer Verlag, 2015
Series
Developments in Marketing Science, ISSN 0149-7421
National Category
Environmental Management
Research subject
Environmental Management
Identifiers
urn:nbn:se:ltu:diva-31273 (URN)10.1007/978-3-319-10951-0_166 (DOI)56744921-d297-4db2-b186-5082392c076d (Local ID)978-3-319-10950-3 (ISBN)978-3-319-10951-0 (ISBN)56744921-d297-4db2-b186-5082392c076d (Archive number)56744921-d297-4db2-b186-5082392c076d (OAI)
Conference
Academy of Marketing Science Conference : 15/05/2013 - 18/05/2013
Note
Godkänd; 2015; 20150917 (andbra)Available from: 2016-09-30 Created: 2016-09-30 Last updated: 2018-04-10Bibliographically approved
Wallström, Å., Engström, A., Styvén, M. E. & Salehi-Sangari, E. (2015). From crisis to control: all about communication? (ed.). In: (Ed.), Krzysztof Kubacki (Ed.), Ideas in Marketing: Finding the New and Polishing the Old : Proceedings of the 2013 Academy of Marketing Science (AMS) Annual Conference. Paper presented at Academy of Marketing Science Conference : 15/05/2013 - 18/05/2013 (pp. 253-255). Cham: Encyclopedia of Global Archaeology/Springer Verlag
Open this publication in new window or tab >>From crisis to control: all about communication?
2015 (English)In: Ideas in Marketing: Finding the New and Polishing the Old : Proceedings of the 2013 Academy of Marketing Science (AMS) Annual Conference / [ed] Krzysztof Kubacki, Cham: Encyclopedia of Global Archaeology/Springer Verlag, 2015, p. 253-255Conference paper, Published paper (Refereed)
Abstract [en]

The supply of drinking water is a crucial and vulnerable element of the Swedish infrastructure. In the past few years it has suffered several crises due to contamination and waterborne diseases. Therefore, management of water crisis has become a highly topical issue for the country's municipalities, particularly after two recent outbreaks of cryptosporidium. This protozoan parasite is often spread through contaminated water and causes a parasitic disease that affects the intestines and typically causes an acute short-term infection. The largest known outbreak of cryptosporidium in drinking water occurred in 1993 in Milwaukee, US, where more than 400 000 people were infected. In Sweden, two large outbreaks have occurred during the past few years. The drinking water in Östersund, a mid-sized city with around 59 000 inhabitants, was infected with cryptosporidium in November 2010. The number of people infected reached approximately 27 000, and the outbreak lasted for 12 weeks. Just a few months afterwards, Skellefteå, with 71 000 inhabitants, had a similar experience. At least 20 000 people were infected in an outbreak lasting 20 weeks. This type of crisis affects many people for a long time, and effective communication, therefore, is essential to limit the impact of the crisis.

Place, publisher, year, edition, pages
Cham: Encyclopedia of Global Archaeology/Springer Verlag, 2015
Series
Developments in Marketing Science, ISSN 0149-7421
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-30074 (URN)10.1007/978-3-319-10951-0_89 (DOI)3c5a95df-616d-4b94-b31a-6cad26c473c3 (Local ID)978-3-319-10950-3 (ISBN)978-3-319-10951-0 (ISBN)3c5a95df-616d-4b94-b31a-6cad26c473c3 (Archive number)3c5a95df-616d-4b94-b31a-6cad26c473c3 (OAI)
Conference
Academy of Marketing Science Conference : 15/05/2013 - 18/05/2013
Projects
Effektiv kommunikation vid kris
Note
Godkänd; 2015; 20150917 (andbra)Available from: 2016-09-30 Created: 2016-09-30 Last updated: 2018-04-10Bibliographically approved
Wallström, Å., Ek Styvén, M., Engström, A. & Salehi-Sangari, E. (2015). Projekt: Effektiv kommunikation vid kris. Paper presented at .
Open this publication in new window or tab >>Projekt: Effektiv kommunikation vid kris
2015 (Swedish)Other (Other (popular science, discussion, etc.))
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-36099 (URN)691b6eaa-f76e-45c0-836c-64e4377ee08b (Local ID)691b6eaa-f76e-45c0-836c-64e4377ee08b (Archive number)691b6eaa-f76e-45c0-836c-64e4377ee08b (OAI)
Note

Publikationer: There's a silver lining: Information quality, trust and positive meaning after a crisis; From crisis to control: all about communication?; Effektiv kommunikation vid kris: Slutrapport från projektet EKOs; Status: Avslutat; Period: 01/01/2011 → 31/01/2013

Available from: 2016-09-30 Created: 2016-09-30 Last updated: 2018-04-10Bibliographically approved
Ek Styvén, M., Wallström, Å., Engström, A. & Salehi-Sangari, E. (2015). Projekt: Kundens kanal(k)val – Hur ska handeln möta kundbehov i digitala kanaler?. Paper presented at .
Open this publication in new window or tab >>Projekt: Kundens kanal(k)val – Hur ska handeln möta kundbehov i digitala kanaler?
2015 (Swedish)Other (Other (popular science, discussion, etc.))
National Category
Business Administration
Research subject
Industrial Marketing; Effective innovation and organisation (AERI); Smart machines and materials (AERI)
Identifiers
urn:nbn:se:ltu:diva-36016 (URN)2706b6af-92e4-440a-a636-744aae79e6be (Local ID)2706b6af-92e4-440a-a636-744aae79e6be (Archive number)2706b6af-92e4-440a-a636-744aae79e6be (OAI)
Note

Publikationer: Managing retail in an omnichannel environment: Consumer behavior, trends, and challenges; Status: Pågående; Period: 01/10/2014 → 30/09/2016

Available from: 2016-09-30 Created: 2016-09-30 Last updated: 2018-04-10Bibliographically approved
Salehi-Sangari, E., Wallström, Å., Ek Styvén, M. & Engström, A. (2015). Projekt: Kundfokus för ökad användning av offentliga e-tjänster. Paper presented at .
Open this publication in new window or tab >>Projekt: Kundfokus för ökad användning av offentliga e-tjänster
2015 (Swedish)Other (Other (popular science, discussion, etc.))
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-36111 (URN)70a9d072-b866-400a-8258-51452bed0749 (Local ID)70a9d072-b866-400a-8258-51452bed0749 (Archive number)70a9d072-b866-400a-8258-51452bed0749 (OAI)
Note

Publikationer: To Use or Not to Use: Road Bumps for Citizens’ Adoption of e-Services; Offentliga e-tjänster - En nytta för medborgaren eller en nödvändighet för kommunen?; E-asy p-easy - or maybe not...: using market segmentation to address citizens' needs; E-medborgare och p-medborgare - vilka är det: Delrapport 3 i projektet "Kundfokus för ökad användning av kommunala e-tjänster" (CUP); Ska alla medborgare bemötas lika?; Kommunala e-tjänster: Vilka egenskaper och funktioner är viktiga för medborgarna? : Delrapport 2 i projektet "Kundfokus för ökad användning av kommunala e-tjänster" (CUP); Medborgarperspektiv på kommunala e-tjänster: Delrapport 1 i projektet "Kundfokus för ökad användning av kommunala e-tjänster" (CUP); "IT's Complicated...": Influence of perceived sacrifice and trust on eService adoption; Public e-services - for whom?: citizens' perceptions of the Internet as a contact channel; Success of government e-service delivery: does satisfaction matter?; E-government ur medborgarnas perspektiv: marknadsorienteringens outnyttjade möjligheter; Report from the Preconference for the EU 5th Ministeriale-Government Conference "e-Government Research and Innovation: Empowering Citizens through Government Services across Sectors and Borders"; Public e-services from the citizens' perspective: adopting a market orientation; Kommunala e-tjänster från medborgares perspektiv; Status: Avslutat; Period: 01/11/2008 → 31/10/2011

Available from: 2016-09-30 Created: 2016-09-30 Last updated: 2018-04-10Bibliographically approved
Sattari, S., Peighambari, K., Salehi-Sangari, E. & Torkan, S. (2015). Requiem for a brand: consumer response to brand elimination (ed.). In: (Ed.), Mary Conway (Ed.), The Sustainable Global Marketplace: Proceedings of the Annual Conference of the Academy of Marketing Science, Coral Gables, FL USA May 24-27, 2011. Paper presented at Academy of Marketing Science. Conference : 24/05/2011 - 27/05/2011 (pp. 482-484). Cham: Encyclopedia of Global Archaeology/Springer Verlag
Open this publication in new window or tab >>Requiem for a brand: consumer response to brand elimination
2015 (English)In: The Sustainable Global Marketplace: Proceedings of the Annual Conference of the Academy of Marketing Science, Coral Gables, FL USA May 24-27, 2011 / [ed] Mary Conway, Cham: Encyclopedia of Global Archaeology/Springer Verlag, 2015, p. 482-484Conference paper, Published paper (Refereed)
Abstract [en]

While companies may seek to rejuvenate and/or adapt their brands, circumstances will arise where the company may seek its brand closure. Studies on the consumer-side of brand death are sparse. This paper argues that how consumers react toward brand deletion can be explained by grief and bereavement theories used in psychology.

Place, publisher, year, edition, pages
Cham: Encyclopedia of Global Archaeology/Springer Verlag, 2015
Series
Developments in Marketing Science, ISSN 0149-7421
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-35053 (URN)10.1007/978-3-319-10873-5_281 (DOI)96ec95ed-3a0d-44af-aff1-b15fade86c74 (Local ID)978-3-319-10872-8 (ISBN)978-3-319-10873-5 (ISBN)96ec95ed-3a0d-44af-aff1-b15fade86c74 (Archive number)96ec95ed-3a0d-44af-aff1-b15fade86c74 (OAI)
Conference
Academy of Marketing Science. Conference : 24/05/2011 - 27/05/2011
Note
Godkänd; 2015; 20150119 (andbra)Available from: 2016-09-30 Created: 2016-09-30 Last updated: 2017-11-25Bibliographically approved
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