Manufacturers’ reliance on channel intermediaries: Value drivers in the presence of a direct web channel

Using Entrepreneurial Marketing to Foster Reseller Adoption of Smart Micro-Grid Technology

“…Benbasat & Barki, 2007), there are few studies focused on the adoption of technology in the channel context, particularly with respect to resellers (Osmonbekov, 2010;Westerlund & Rajala, 2014). We find this lack of research surprising given that resellers are key intermediaries between vendors and end-customers (Chung et al, 2012) and that one of the most effective ways to diffuse innovations to markets is to leverage the power of downstream channels (Sreenivas & Srinivas, 2008). However, user acceptance models may not be applicable when studying reseller adoption, given that they have been designed for the individual context and resellers may emphasize dissimilar aspects when choosing technologies to adopt for modifying and reselling purposes.…”

The Impact of Seniors’ Health Food Product Knowledge on the Perceived Value and Purchase Intention

“…Referring to Chung, Chatterjee, & Sengupta (2012), who studied consumers' knowledge about product term, attribute, and use condition, three dimensions of subjective knowledge, objective knowledge, and experience value are applied to this study.…”

“…Kasim & Ismail (2012) also agreed that product knowledge would aff ect consumers' product evaluation and diff erent degree of product knowledge would infl uence consumer' purchase decision and further aff ect the purchase intention. Chung, Chatterjee, & Sengupta (2012) proposed the positive eff ect of more detailed innovative product information on consumers' purchase intention. Accordingly, consumers' product knowledge would aff ect the purchase intention.…”

“…(1) Product knowledge: Referring to Chung, Chatterjee, & Sengupta (2012), three dimensions are extracted, with Factor Analysis, for product knowledge, including "subjective knowledge" (eigenvalue=2.153, α=0.83), "objective knowledge" (eigenvalue=1.762, α=0.81), and "prior knowledge" (eigenvalue=1.429, α=0.84). The accumulative covariance explained achieves 75.237%.…”

Effective Digital Channel Marketing for Cybersecurity Solutions

“…One of the most effective ways to reach these numerous potential customers is to leverage the power of downstream channels (cf. Sreenivas & Srinivas, 2008;Chung et al, 2012). Valueadded resellers are systems integrators that can work either with a single vendor that offers most of the technology needed to build end-to-end offerings, or multiple vendors to integrate and craft more comprehensive solutions.…”