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All Journal JURNAL SAINS PEMASARAN INDONESIA International Research Journal of Business Studies (E-Journal) Kajian Branding Indonesia
Christiana Yosevina Ratna Tercia
Universitas Prasetiya Mulya, BSD City Kavling Edutown I.1, Jl. BSD Raya Utama, BSD City, Kec. Pagedangan, Tangerang, Banten 15339
Humanities Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Education Social Sciences

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Journal : International Research Journal of Business Studies (E-Journal)

 1 
The Factors Affecting Cooperation and the Moderating Effect of Technological Turbulence Arthur Tunggul Siahaan; Eko Suhartanto; Christiana Tercia
INTERNATIONAL RESEARCH JOURNAL OF BUSINESS STUDIES Vol 14, No 2 (2021): August - November 2021
Publisher : Universitas Prasetiya Mulya

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Abstract

This present study examines the effect of technological turbulence in driving cooperation, the role of non-economic satisfaction in mediating between focal constructs of relationship marketing (RM) with cooperation, and the effect of interpersonal commitment on interorganizational commitment. The findings show that high technological turbulence dampens the positive relationship of two focal constructs of RM, non-economic satisfaction mediates focal constructs of RM and cooperation, and interpersonal commitment influences interorganizational commitment. The study uses empirical data from business-to-business (B2B) ICT resellers in Indonesia to test the hypotheses developed. A structured questionnaire via an online platform is used as a research instrument with one hundred and one companies participating. https://doi.org/10.21632/irjbs.14.2.171-186 
To Whom Should I Send it? Sender Perspective on Incentivized Word of Mouth Christiana Yosevina Tercia; Thorsten Teichert
INTERNATIONAL RESEARCH JOURNAL OF BUSINESS STUDIES Vol 13, No 2 (2020): August-November 2020
Publisher : Universitas Prasetiya Mulya

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This paper examines how consumers’ WOM-related activity can be steered by marketing measures. By conducting an experimental study using mobile coupons as a novel tool of word of mouth, we specifically investigate how monetary incentives foster senders’ decision in targeting particular receivers. Our results show that senders tend to share incentivized WOM with receivers deemed to be close to them when the amount of the incentive is unequal between sender and receiver, and information on the incentive is revealed to both sides. The different amount of incentive for senders and their receivers also leads senders to target receivers who are deal prone.Keywords: word of mouth, consumer incentives, tie strength, mobile couponing* Universitas Prasetiya Mulya, BSD City Kavling Edutown I.1, Jl. BSD Raya Utama, BSD City, Kec. Pagedangan, Tangerang, Banten 15339** University of Hamburg, Mittelweg 177, 20148 Hamburg, Germany  https://doi.org/10.21632/irjbs.13.2.127-138
Co-Authors Amelia, Novi Antonius W Sumarlin Arthur Tunggul Siahaan Calista Calista Christania Angelica Clara Sandadi Dini Anggraeni Sirad Eko Suhartanto Fadilla Anjani A Krishnamurti Murniadi Sachio, Ken Tan, Jones Thorsten Teichert Venny Tang Winnie Wiwa Soetijoso