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5. Identifying and understanding the intersectional cues that matter for customers in speed dating events

Author

Séraphin, Hugues, Chaney, Damien, Séraphin, Hugues, and Chaney, Damien

Abstract

This study has investigated Intrinsic and Extrinsic Intersectional Cues taken into consideration by consumers when evaluating a product or a service at the intersection between the hospitality industry and the dating industries. The five main contributions of this study are as follow: First, the cue theory is a valid approach to investigate industry specific and intersectional products and services alike. Second, understanding of customer needs in the hospitality industry is partial, as existing research is based only on industry specific examples. Third, speed dating events, could potentially be a competitive advantage for bars and restaurants. Fourth, online reviews are not always the most suitable and reliable data, as consumers are sometimes adopting a protective self-presentation attitude particularly when frustrated about something. Finally, events are characterised by the types of activities participants are involved in; their level of involvement; encounters; and emotions experienced.

Published
2024

12. Rethinking consumer resistance through institutional entrepreneurship.

Author

Chaney, Damien and Slimane, Karim Ben

Subjects
ENTREPRENEURSHIP, CONSUMERS, VISION
Abstract

This article adopts an institutional view to rethink consumer resistance. Two types of consumers who resist market domination are identified: "rebels" and "entryists." Rebels are able to consume but do not want to and oppose all or part of the market, whereas entryists want to consume but are kept out of the market. These two categories of resistant consumers are regarded as institutional entrepreneurs because they attempt to shape established institutions. Rebels are game changers, their resistance aims at disrupting market and consumption practices while entryists are justiciaries, their resistance aims at empowering those who are left behind. Implications for marketing of this renewed vision of consumer resistance are discussed in this article. [ABSTRACT FROM AUTHOR]

Published
2019
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13. Measuring exchange norms and its impact on satisfaction in a B2C context.

Author

Elommal, Najoua, Manita, Riadh, and Chaney, Damien

Subjects
BUSINESS to consumer transactions, CUSTOMER satisfaction, CUSTOMER services, RELATIONSHIP marketing, MARKETING strategy, SOCIAL exchange
Abstract

This research investigates the relevance of exchange norms in a business-to-consumer context and studies the impact of both relational and discrete norms on customer satisfaction in services. As existing scales focus only on relational norms and are mostly limited to business-to-business contexts, Study 1 (n = 164) proposes measurement scales for seven exchanges norms adapted to a business-to-consumer context: Reciprocity, The Linking norms, Creation and restraint of power, Role integrity, Solidarity, Flexibility, and Effectuation of consent. Study 2 (n = 295) tests the influence on these norms on customer satisfaction. The article demonstrates that exchange norms as a whole positively affect customer satisfaction and, more specifically, that relational norms explain satisfaction better than discrete norms. The findings also show that, contrary to customer relationship proneness, relationship duration moderates the link between exchange norms and customer satisfaction. [ABSTRACT FROM AUTHOR]

Published
2019
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15. Le crowdfunding peut-il sauver le spectacle vivant ?

Author

Chaney, Damien, Pecchioli, Bruno, Métis Lab EM Normandie, École de Management de Normandie (EM Normandie), ICN Business School, Centre Européen de Recherche en Economie Financière et Gestion des Entreprises (CEREFIGE), and Université de Lorraine (UL)

Subjects
Danse, Théâtre, Musique, Financement, Spectacle vivant, Festival, Crowdfunding, ComputingMilieux_MISCELLANEOUS, Solidarité, [SHS]Humanities and Social Sciences
Abstract

National audience

Published
2021

18. consumer attraction or loyalty: the perception of relational marketing actions of a music festival by its organizers and by its audience

Author

Chaney, Damien, Groupe ESC Troyes en Champagne, and Bouladi, Emna

Subjects
consumer loyalty, fidélité, subsidy, community, Relational marketing, [SHS.GESTION]Humanities and Social Sciences/Business administration, festival de musiques actuelles, communauté, subventionnement, [SHS.GESTION] Humanities and Social Sciences/Business administration, music festival, Marketing relationnel
Abstract

Music festivals, just like any other branches of industry, arefacing an increasing competition which necessarily bringsthe organizers to create a closer relationship with theconsumer. However, music festivals must deal with a certainnumber of factors decreasing the possibilities of developinga stable relationship between the consumer and the peoplewho organize the festival. A qualitative methodology is usedin this article in order to compare the managers’ point ofview of an important subsidized French festival, Les Euroc-kéennes in Belfort, with its consumers’ point of view. Thearticle shows how the relational strategy of a festival can beorganized around a community in coherence with its status.., Les festivals de musiques actuelles rencontrent une forteconcurrence, ce qui les amène à mettre en place des pratiques relationnelles vis-à-vis de leurs publics. Pourtant,les festivals doivent faire face à un certain nombre decontraintes réduisant leur possibilité de fidéliser le consommateur. A partir d’une méthodologie qualitative confrontantle point de vue des dirigeants d’un grand festival françaissubventionné, les Eurockéennes de Belfort, avec celui deson public, cet article montre comment un festival peut développer des pratiques relationnelles autour d’un positionnement communautaire en cohérence avec son statut.

Published
2011

19. Don't stay so close to your customer

Author

Ben Slimane, Karim, Chaney, Damien, Bouladi, Emna, and Groupe ESC Troyes en Champagne

Subjects
marché des consoles vidéo, non- consommateurs, customer satisfaction, product strategy, [SHS.GESTION]Humanities and Social Sciences/Business administration, stratégie de produit, satisfaction client, [SHS.GESTION] Humanities and Social Sciences/Business administration, non- customers, video console market
Abstract

This paper deals with the strategies of new product deve- lopment. Its aim is twofold. First, it brings into question theconcept of customer satisfaction and sheds light on one ofits ill-understood paradox. This paradox stems from twounintended consequences by which the race to customer sa-tisfaction may lead to a product upgrade escalation and aprice war. Second, this paper outlines a set of actions thatcan help managers to escape the paradox of customer satisfaction. Those actions consist of targeting new segments ofnon-customers with a new offer that is simple and avoidinghigh competition. This paper is built on the insights derivedfrom the case of the launch of the Nintendo Wii in the videogame industry., A travers l’illustration du marché des jeux vidéo et du lancement de la console Nintendo Wii, cette rubrique met enlumière le phénomène du paradoxe de la satisfaction client.Celui-ci présente deux effets pervers : l’escalade d’amélioration du produit et la guerre des prix. Pour juguler ceparadoxe, une réponse stratégique consiste à cibler les non-consommateurs avec un produit plus simple technologiquement et en évitant la concurrence.

Published
2011

20. Analyzing Mental Representations: The Contribution of Cognitive Maps

Author

Chaney, Damien

Abstract

This article presents a procedure for constructing cognitive maps. Cognitive mapping is an instrument which enables mental representations to be apprehended and analyzed. The potential contributions of this methodological tool in the field of marketing are highlighted. The article also discusses cognitive mapping and compares it to other techniques of mental representation.

Published
2010
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21. Le rôle du discours des porteurs de projets dans la réussite des campagnes de crowdlending

Author

Ben Slimane, Faten, Chaney, Damien, Leboeuf, Gael, Trabelsi, Donia, Ben Slimane, Faten, Chaney, Damien, Leboeuf, Gael, and Trabelsi, Donia

Abstract

Cet article étudie l’effet du discours mobilisé par les porteurs de projets pour s’adresser aux communautés de prêteurs sur la réussite des campagnes de prêt. À partir de données collectées auprès de trois des principales plateformes françaises, nous avons identifié, dans un premier temps et grâce à une analyse textuelle automatisée, trois classes de discours : un discours portant sur la situation financière de l’entreprise, un discours axé sur l’équipe dirigeante et un discours portant sur le produit. Dans un deuxième temps, nous avons étudié l’impact de ces trois classes de discours sur la réussite des levées de fonds en utilisant la régression logistique par la méthode du maximum de vraisemblance pénalisé. Les résultats montrent que seul le discours relatif à la situation financière de l’entreprise a un effet positif et significatif sur le succès de la campagne.Codes JEL : L14, L26, G23, This article studies the effect of the discourse used by entrepreneurs on the success of the lending campaigns. Based on data collected from three main lending platforms in France, we first identified three classes of discourse using automated textual analysis: a discourse related to the company’s financial situation, a discourse related to the management team and a discourse related to the product. Secondly, we studied the impact of these three classes of discourse on fundraising success using the penalized maximum likelihood methodology. The results reveal that only the discourse related to the company’s financial situation has a positive and significant effect on the success of the campaign.JEL Codes: L14, L26, G23

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22. Le rôle du discours des porteurs de projets dans la réussite des campagnes de crowdlending

Author

Ben Slimane, Faten, Chaney, Damien, Leboeuf, Gael, Trabelsi, Donia, Ben Slimane, Faten, Chaney, Damien, Leboeuf, Gael, and Trabelsi, Donia

Abstract

Cet article étudie l’effet du discours mobilisé par les porteurs de projets pour s’adresser aux communautés de prêteurs sur la réussite des campagnes de prêt. À partir de données collectées auprès de trois des principales plateformes françaises, nous avons identifié, dans un premier temps et grâce à une analyse textuelle automatisée, trois classes de discours : un discours portant sur la situation financière de l’entreprise, un discours axé sur l’équipe dirigeante et un discours portant sur le produit. Dans un deuxième temps, nous avons étudié l’impact de ces trois classes de discours sur la réussite des levées de fonds en utilisant la régression logistique par la méthode du maximum de vraisemblance pénalisé. Les résultats montrent que seul le discours relatif à la situation financière de l’entreprise a un effet positif et significatif sur le succès de la campagne.Codes JEL : L14, L26, G23, This article studies the effect of the discourse used by entrepreneurs on the success of the lending campaigns. Based on data collected from three main lending platforms in France, we first identified three classes of discourse using automated textual analysis: a discourse related to the company’s financial situation, a discourse related to the management team and a discourse related to the product. Secondly, we studied the impact of these three classes of discourse on fundraising success using the penalized maximum likelihood methodology. The results reveal that only the discourse related to the company’s financial situation has a positive and significant effect on the success of the campaign.JEL Codes: L14, L26, G23

23. Financer l’éphémère

Author

Chaney, Damien, Pecchioli, Bruno, Chaney, Damien, and Pecchioli, Bruno

Abstract

Malgré le développement exponentiel du crowdfunding, la mobilisation de la foule pour financer un projet peut représenter un défi lorsqu’il s’agit d’une organisation temporaire comme un festival. Mobilisant la théorie du signal, cette recherche étudie les facteurs clés du succès des campagnes de crowdfunding pour les festivals à partir d’un échantillon de 368 observations. Si les résultats obtenus montrent des similitudes avec ceux observés dans d’autres secteurs concernant les informations liées aux projets, ils mettent également en évidence des spécificités du crowdfunding culturel dans le choix des projets à financer., Despite the exponential development of crowdfunding mobilizing a crowd to fund a project is a challenge when it comes to a temporary organization such a festival. Through the lens of the signaling theory, this research investigates the key factors of success of crowdfunding campaigns for festivals on the basis of a dataset of 368 observations. While the results show similarities with those observed in other sectors regarding the projects information, they also highlight some specificities of cultural crowdfunding in the choice of the projects to fund.

24. Dress, transformation, and conformity in the heavy rock subculture

Author

Damien Chaney, Christina Goulding, Département de marketing [ESC Troyes], Groupe ESC Troyes en Champagne, Recherches en Économie Gestion AgroRessources Durabilité Santé- EA 6292 (REGARDS), Maison des Sciences Humaines de Champagne-Ardenne (MSH-URCA), Université de Reims Champagne-Ardenne (URCA)-Université de Reims Champagne-Ardenne (URCA)-Université de Reims Champagne-Ardenne (URCA), and Chaney, Damien

Subjects
Marketing, Consumption (economics), business.industry, media_common.quotation_subject, 05 social sciences, Identity (social science), 16. Peace & justice, Clothing, Conformity, Popular music, 0502 economics and business, Rock music, Mainstream, [SHS.GESTION]Humanities and Social Sciences/Business administration, 050211 marketing, Everyday life, business, Psychology, [SHS.GESTION] Humanities and Social Sciences/Business administration, Social psychology, 050203 business & management, ComputingMilieux_MISCELLANEOUS, media_common
Abstract

While the relationship between clothing and the construction of identity has received considerable attention, less attention has been given to identity shifts through acts of consumption. This paper explores the role of dress in a ritual experience during which consumers temporarily shift from one identity mode to another. The qualitative study conducted at two heavy rock music festivals shows that consumers use dress to transform themselves physically which in turn facilitates escape from everyday life. Through this transformation participants gradually enter the ritual community where a leveling process occurs based on difference from the mainstream, but paradoxically, strict conformity and adherence to the codes of dress and behavior of the festival group. This uniformity acts as a collective ‘disguise’ which breaks down barriers and allows individuals to participate in expressive, more primal behaviors which act as a temporary release before a return to the mundane.

Published
2016

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