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Businesses embark on cause-related marketing (CRM) initiatives as a marketing strategy to fortify consumers' behavioural intentions. Prior research indicates that human values could be tapped to understand the consumers' responses to perceived organizational motives behind undertaking social cause initiatives. This research employs Schwartz's theory of human values to examine consumers' patronage intentions towards CRM-linked fashion products. Moreover, fashion leaders play a crucial role in the diffusion of the latest fashion and fashion trends. This research investigates by integrating human values and fashion leadership, offering insights into CRM-linked fashion consumption motives.

The overarching goal was to investigate the complex interplay between human values and female fashion leadership to predict CRM patronage intention (CPI). Hence, a large-scale research study on 2,050 samples was undertaken by adopting threefold partial least squares–multigroup analysis–artificial neural network (PLS-MGA-ANN) to establish and empirically test a comprehensive model.

This study is unique as it establishes and validates the relative or normalized importance placed on human values by fashion leaders, thereby predicting CPIs. The results revealed that women with high-fashion leadership and specific value types (benevolence, universalism, self-direction) are more likely to patronize CRM-linked fashion retailers. In addition, the findings validated that women with low-fashion leadership and specific value types (tradition, security, conformity) are more likely to patronize CRM-linked fashion stores.

The findings provide a valuable rationale to non-profit marketers, fashion marketing experts and practitioners to design customer value-based profiling and manage crucial CRM decisions.

Pricing, Marketing Management, Strategic Marketing.

The case can be used for pricing course besides Marketing Management and Strategic Management course to MBA students and/or for Management Development Programmes.

ABC Fireworks Private Limited, located in Saharanpur, was into business of manufacturing fireworks under the brand name of Radiance. The owner Mr Sudhir Kapoor was satisfied with the present revenue growth and profit margin except that the cash flow was quite intermittent. The consumption pattern of Indian fireworks industry was highly skewed. Approximately 90 per cent of the entire year manufactured stock had retail market of just 5 days ahead of Diwali festival. To cater to this massive demand, the production was carried out for the whole year. Mr Kapoor was planning to restructure pricing policy so as to have regular cash flow throughout the year. To meet this objective, he was considering price promotion strategy as a preferred option which would enable his marketing team to offer specific discounts to stockists using time slab mechanism. The fireworks industry had four channel distribution processes. The product line was broadly divided into three categories, namely, sound, aerial shots and sparkles. The organization was not into manufacturing of aerial shots product category but was planning to make a foray into it. The case provides interesting insights into pricing dynamics prevalent in the Indian fireworks industry. It includes first-hand information about fireworks price, cost break-up and profit distribution among various members of the industry's value chain.

The case enables students to learn the concept and application of pricing, price-based promotion, discounts and price waterfall analysis in the firework industry.

Teaching Notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes.

As businesses become more sophisticated and welcome new technologies, artificial intelligence (AI)-based methods are increasingly being used for firms' pricing decisions. In this review article, we provide a survey of research in the area of AI and pricing. On the upside, research has shown that algorithms allow companies to achieve unprecedented advantages, including real-time response to demand and supply shocks, personalized pricing, and demand learning. However, recent research has uncovered unforeseen downsides to algorithmic pricing that are important for managers and policy-makers to consider.

Reference price is a key input in deciding product/service prices by organizations and has a significant influence on consumer purchase decisions. This study aims to provide a deeper understanding of reference pricing literature using bibliometric analysis and offers specific research questions for future research in this domain.

Using a sample of 309 articles published between 1977 and 2021, the study conducts bibliographic coupling, citation analysis, cluster analysis, content analysis, keyword analysis and a three-field plot to map the intellectual structure of reference price.

The content analysis gave seven research clusters: (1) modeling reference price, (2) consumer perceptions of price (un)fairness, (3) price framing, (4) comparative price-based promotion, (5) reference price formulation, (6) pay-what-you-want (PWYW) pricing and (7) range theory and price perceptions. The study also delineates reference price literature across several parameters like authorship, highest cited paper, most popular journal, institutions, region-wise publication trend and author-networks. The emerging research themes for future scholars working in this domain have also been highlighted.

This is the first comprehensive study to explore reference price from a bibliometric lens. The study highlights and discusses the recent themes on reference price, from both academic and managerial perspectives.

Preferred Reporting Items for Systematic Reviews and Meta-Analyses (PRISMA) is a widely accepted guideline for performing a systematic review (SR) in clinical journals. It not only helps an author to improve the reporting but also assists reviewers and editors in the critical appraisal of available SR. These tools help in achieving reproducibility in research, a major concern in contemporary academic research. But there is a lack of awareness about the approach among management researchers. This chapter attempts to fill this gap using a narrative review of reliable online resources and peer-reviewed articles to discuss the PRISMA guidelines and recent amendments. The chapter further points out the limitations of PRISMA in the review of management literature and suggests measures to overcome that. This piece of literature introduces a reader to the basics of a systematic review using PRISMA as an instrument. One of the significant contributions is to delineate a seven-step strategy to attain reproducibility in the systematic review. The chapter is useful for researchers and academicians in the field of social science and management.

The proliferation of bibliometric review articles is a true reflection of how bibliometrics is gaining popularity and has been widely adopted in various disciplines. The growing interest of scholars has encouraged us to dwell upon the what, why, when, how, and where of bibliometric literature reviews. The study explained the bibliometric review with the standpoint that it can be considered a strong review method for analyzing a large volume of data and scholars can supplement their traditional reviews with bibliometric reviews to strengthen their knowledge. This will help researchers to justify the (a) need for a study on the particular topic; (b) type or method of review chosen; (c) number of articles selected; (d) inclusion and exclusion criterion; (e) method of analysis; and (f) presentation of the findings.

Systematic literature review (SLR) papers have gained significant importance during the last years as many reputed journals have asked for literature review submissions from the authors. However, at the same time, authors are experiencing a high number of desk rejections because of a lack of quality and its contribution to the existing body of knowledge. Therefore, the purpose of this paper is to offer guidance to researchers who intend to communicate SLR papers in top-rated journals. We attempt to offer a guide to buddy researchers who plan to write SLR papers. This purpose is achieved by clearly stating how the traditional review method is different from SLR, when and how can each type of literature review method be used, writing effective motivation of a review paper and finally how to synthesize the available literature. We have also presented a few suggestions for writing an impactful SLR in the last. Overall, this chapter serves as a guide to various aspirants of SLR paper to understand the prerequisites of an SLR paper and offers deep insights to bring in more clarity before writing an SLR paper, thereby reducing the chances of desk rejection.