I am interested in how business in general and marketing in particular can become more relational. Shared values and mutual trust are important components of relationships and can provide a good framework for both higher education and business. I care about both sectors developing improved relations. As a Head of Department (from 2018 at Angialia Ruskin in Cambridge) and Professor I hope to practise what I preach.
The older population is particularly susceptible to malnutrition, which currently affects 1.3 mil... more The older population is particularly susceptible to malnutrition, which currently affects 1.3 million people aged 65+ in the United Kingdom. Malnutrition is an outcome of food insecurity and despite demographic changes that have led to a rise in numbers of older people, we know very little about how older people become vulnerable to food insecurity. The aim of this study was therefore to explore older people's everyday food practices in order to expose the strengths and challenges within local and national food systems, and better understand how food insecurity might arise in later life. This empirical study operationalised practice theory using a multi-method ethnographic approach with 25 households aged 60–94 years, comprising interviews, observation, visual methods and food logs. A model of vulnerability developed by Schröder-Butterfill and Marianti framed data collection and analysis. Analysis revealed the assets and adaptations older households used to protect themselves fr...
In order to understand the service encounter, which lies at the heart of all marketing processes,... more In order to understand the service encounter, which lies at the heart of all marketing processes, it is necessary to focus on consumer and consumercontact personnel interactions. We view the marketing encounter between the consumer and organisation personnel as a narrative event. Since social life is a narrative (MacIntyre 1981), what we are saying is that marketing processes are part of the narrative of our social lives. We understand narrative as a discursive ‘form of meaning making’ (Polkinghorne 1988, p. 36). We use Potter and Wetherell’s approach to discourse analysis (1987) to focus less on an objective outcome constructed in the marketing encounter (the transaction, the purchase) and more on the variations and consistencies in language use, to discern what collective, interpersonal meaning is being constructed in the encounter. In other words, we look at what people say and consider how this then creates the marketing encounter. In this chapter we explore this encounter and e...
Policymakers are still struggling to deliver effective nutrition policies, as nutrition policy de... more Policymakers are still struggling to deliver effective nutrition policies, as nutrition policy development can be lost among other competing demands from what is a complex, interconnected food system. Therefore, we explored the relevance of including a wider (relational) marketing perspective to enable effective nutrition policy formulation through in-depth interviews with food system stakeholders and focus groups with citizens. A relational approach would release the potential to build trust and collaboration, necessary for policy implementation, by focusing on the shared goal of citizen wellbeing. A power shift is needed from large corporations to governments and end-users (consumers/citizens). For this to happen, governments need to address power sources to orchestrate policy development, rather than merely monitoring the actor set. Acknowledged interdependence that re-balances power and includes citizens' input in nutrition policy development is vital
The purpose of this study is to clarify theory and identify factors that could explain the level ... more The purpose of this study is to clarify theory and identify factors that could explain the level of continuance intention of e-shopping. A revised technology acceptance model integrates expectation confirmation theory and investigates effects of age differences. An online survey of internet shoppers in Saudi Arabia. Structural equation modelling and invariance analysis confirm model fit. The findings confirm that perceived usefulness, enjoyment and social pressure are determinants of e-shopping continuance. The structural weights are mostly equivalent between young and old but the regression path from perceived usefulness to social pressure is stronger for younger respondents. This research moves beyond e-shopping intentions to factors affecting e-shopping continuance, explaining 55 % of intention to continue shopping online. Online strategies cannot ignore direct and indirect effects on continuance intentions. The findings contribute to literature on internet shopping and continuan...
The objective of this study is to clarify the theoretical problem and identify factors that could... more The objective of this study is to clarify the theoretical problem and identify factors that could explain the level of continuance intention of e-shopping in context of Saudi Arabia. The study proposes a revised technology acceptance model that integrates expectation confirmation theory to measure age differences with regard to continuance online shopping intentions. Structural equation model confirms model fit. The research findings confirm that Perceived usefulness, enjoyment, and subjective norms are determinants of online shopping continuance. The structural weights are mostly equivalent between the young and old groups, but the regression path from subjective norms to perceived usefulness is not invariant, with that relationship being stronger for the younger respondents. This research moves beyond online shopping intentions and includes factors affecting online shopping continuance. The model explains 65% of the intention to continue shopping online. The research findings sugg...
In this article we discuss the role of brands in the creation of sustainable markets. We focus on... more In this article we discuss the role of brands in the creation of sustainable markets. We focus on the increasing importance of ethical branding and how it might help to overcome some institutional shortcomings inherent in current market settings. We also discuss the increasing influence of brand communities and the seeming potential for a ‘democratisation’ of brand value and values. Brands are in this article described as one practical and effective way forward to develop the market for sustainable products further. We illustrate this from examples of food retailing, showing how companies have already started to follow this logic. At the same time this article raises doubts over the long-term effectiveness of a (purely) brand-focused approach to sustainable market exchange. On the one hand we claim that brands have proven receptive to public top-down (i.e. policy makers) and bottom-up (i.e. social movements) pressure. For intensive public scrutiny has resulted in markets developing ...
Http Dx Doi Org 10 1080 0959396032000129507, Apr 15, 2011
ABSTRACT This is a conceptual paper that sheds light on how trust works by distinguishing &#3... more ABSTRACT This is a conceptual paper that sheds light on how trust works by distinguishing 'placed trust' from 'trust as response'. This distinction has implications for management practice and provides directions for future research. The paper reviews, critiques and re-interprets different understandings of trust across several strands of management literature. Trust, as a means of coping with uncertainty by reducing perceived risk, is contrasted with two other options, regulation and opportunism. Trust reduces risk by placing obligations on the trustee to be trustworthy and it is argued that trust is calculating by contrasting it with naiveté. Consideration is then given to its role in creating customer satisfaction, service quality and commitment. The distinction conceptualized between the initiatory act of trusting and the response of trusting enables retail and distribution management to optimize use of trust in the service encounter.
Http Dx Doi Org 10 1362 026725708x273911, Feb 1, 2010
... In the next section, we examine some of the more compelling frameworks ofdramaturgy put forwa... more ... In the next section, we examine some of the more compelling frameworks ofdramaturgy put forward by scholars of services and experiential marketing before moving on to consider their relevance for the lecture theatre setting. ...
... Gummesson links this to service production and consumption ('servuction'; see Lange... more ... Gummesson links this to service production and consumption ('servuction'; see Langeard et al., 1981): It means that the more marketing is built into the servuction process and the more the opportunities provided by the points-of-marketing are utilised, the less you have to worry ...
ABSTRACT Relationship marketing is the paradigm which is currently seen to offer insight into the... more ABSTRACT Relationship marketing is the paradigm which is currently seen to offer insight into the internationalising process. This paper takes these concepts and links them together with notions of culture and learning in novel ways. The knowledge impacts of national and corporate culture need to be understood in the international exchange processes at the heart of cross-border/cultural marketing. Relationship creation can then be incorporated into organisational learning so that the organisation learns, understands and develops a memory. These processes are here combined into a conceptual learning-based model of cross-cultural marketing.
The older population is particularly susceptible to malnutrition, which currently affects 1.3 mil... more The older population is particularly susceptible to malnutrition, which currently affects 1.3 million people aged 65+ in the United Kingdom. Malnutrition is an outcome of food insecurity and despite demographic changes that have led to a rise in numbers of older people, we know very little about how older people become vulnerable to food insecurity. The aim of this study was therefore to explore older people's everyday food practices in order to expose the strengths and challenges within local and national food systems, and better understand how food insecurity might arise in later life. This empirical study operationalised practice theory using a multi-method ethnographic approach with 25 households aged 60–94 years, comprising interviews, observation, visual methods and food logs. A model of vulnerability developed by Schröder-Butterfill and Marianti framed data collection and analysis. Analysis revealed the assets and adaptations older households used to protect themselves fr...
In order to understand the service encounter, which lies at the heart of all marketing processes,... more In order to understand the service encounter, which lies at the heart of all marketing processes, it is necessary to focus on consumer and consumercontact personnel interactions. We view the marketing encounter between the consumer and organisation personnel as a narrative event. Since social life is a narrative (MacIntyre 1981), what we are saying is that marketing processes are part of the narrative of our social lives. We understand narrative as a discursive ‘form of meaning making’ (Polkinghorne 1988, p. 36). We use Potter and Wetherell’s approach to discourse analysis (1987) to focus less on an objective outcome constructed in the marketing encounter (the transaction, the purchase) and more on the variations and consistencies in language use, to discern what collective, interpersonal meaning is being constructed in the encounter. In other words, we look at what people say and consider how this then creates the marketing encounter. In this chapter we explore this encounter and e...
Policymakers are still struggling to deliver effective nutrition policies, as nutrition policy de... more Policymakers are still struggling to deliver effective nutrition policies, as nutrition policy development can be lost among other competing demands from what is a complex, interconnected food system. Therefore, we explored the relevance of including a wider (relational) marketing perspective to enable effective nutrition policy formulation through in-depth interviews with food system stakeholders and focus groups with citizens. A relational approach would release the potential to build trust and collaboration, necessary for policy implementation, by focusing on the shared goal of citizen wellbeing. A power shift is needed from large corporations to governments and end-users (consumers/citizens). For this to happen, governments need to address power sources to orchestrate policy development, rather than merely monitoring the actor set. Acknowledged interdependence that re-balances power and includes citizens' input in nutrition policy development is vital
The purpose of this study is to clarify theory and identify factors that could explain the level ... more The purpose of this study is to clarify theory and identify factors that could explain the level of continuance intention of e-shopping. A revised technology acceptance model integrates expectation confirmation theory and investigates effects of age differences. An online survey of internet shoppers in Saudi Arabia. Structural equation modelling and invariance analysis confirm model fit. The findings confirm that perceived usefulness, enjoyment and social pressure are determinants of e-shopping continuance. The structural weights are mostly equivalent between young and old but the regression path from perceived usefulness to social pressure is stronger for younger respondents. This research moves beyond e-shopping intentions to factors affecting e-shopping continuance, explaining 55 % of intention to continue shopping online. Online strategies cannot ignore direct and indirect effects on continuance intentions. The findings contribute to literature on internet shopping and continuan...
The objective of this study is to clarify the theoretical problem and identify factors that could... more The objective of this study is to clarify the theoretical problem and identify factors that could explain the level of continuance intention of e-shopping in context of Saudi Arabia. The study proposes a revised technology acceptance model that integrates expectation confirmation theory to measure age differences with regard to continuance online shopping intentions. Structural equation model confirms model fit. The research findings confirm that Perceived usefulness, enjoyment, and subjective norms are determinants of online shopping continuance. The structural weights are mostly equivalent between the young and old groups, but the regression path from subjective norms to perceived usefulness is not invariant, with that relationship being stronger for the younger respondents. This research moves beyond online shopping intentions and includes factors affecting online shopping continuance. The model explains 65% of the intention to continue shopping online. The research findings sugg...
In this article we discuss the role of brands in the creation of sustainable markets. We focus on... more In this article we discuss the role of brands in the creation of sustainable markets. We focus on the increasing importance of ethical branding and how it might help to overcome some institutional shortcomings inherent in current market settings. We also discuss the increasing influence of brand communities and the seeming potential for a ‘democratisation’ of brand value and values. Brands are in this article described as one practical and effective way forward to develop the market for sustainable products further. We illustrate this from examples of food retailing, showing how companies have already started to follow this logic. At the same time this article raises doubts over the long-term effectiveness of a (purely) brand-focused approach to sustainable market exchange. On the one hand we claim that brands have proven receptive to public top-down (i.e. policy makers) and bottom-up (i.e. social movements) pressure. For intensive public scrutiny has resulted in markets developing ...
Http Dx Doi Org 10 1080 0959396032000129507, Apr 15, 2011
ABSTRACT This is a conceptual paper that sheds light on how trust works by distinguishing &#3... more ABSTRACT This is a conceptual paper that sheds light on how trust works by distinguishing 'placed trust' from 'trust as response'. This distinction has implications for management practice and provides directions for future research. The paper reviews, critiques and re-interprets different understandings of trust across several strands of management literature. Trust, as a means of coping with uncertainty by reducing perceived risk, is contrasted with two other options, regulation and opportunism. Trust reduces risk by placing obligations on the trustee to be trustworthy and it is argued that trust is calculating by contrasting it with naiveté. Consideration is then given to its role in creating customer satisfaction, service quality and commitment. The distinction conceptualized between the initiatory act of trusting and the response of trusting enables retail and distribution management to optimize use of trust in the service encounter.
Http Dx Doi Org 10 1362 026725708x273911, Feb 1, 2010
... In the next section, we examine some of the more compelling frameworks ofdramaturgy put forwa... more ... In the next section, we examine some of the more compelling frameworks ofdramaturgy put forward by scholars of services and experiential marketing before moving on to consider their relevance for the lecture theatre setting. ...
... Gummesson links this to service production and consumption ('servuction'; see Lange... more ... Gummesson links this to service production and consumption ('servuction'; see Langeard et al., 1981): It means that the more marketing is built into the servuction process and the more the opportunities provided by the points-of-marketing are utilised, the less you have to worry ...
ABSTRACT Relationship marketing is the paradigm which is currently seen to offer insight into the... more ABSTRACT Relationship marketing is the paradigm which is currently seen to offer insight into the internationalising process. This paper takes these concepts and links them together with notions of culture and learning in novel ways. The knowledge impacts of national and corporate culture need to be understood in the international exchange processes at the heart of cross-border/cultural marketing. Relationship creation can then be incorporated into organisational learning so that the organisation learns, understands and develops a memory. These processes are here combined into a conceptual learning-based model of cross-cultural marketing.
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Papers by Sue V Halliday