During initial business-to-business encounters, salespeople try to enhance buyers’ future interaction intentions. A common belief is that increasing buyers’ similarity perceptions increases the chances of future interaction. This study assesses the impact of the similarity-attraction effect on future interaction. By synthesising social psychology and marketing literature, a conceptual framework is proposed, in which perceived similarity influences salesperson trust. This relationship is mediated by task-related and social assessments of buyers. Task-related assessments comprise willingness (benevolence and integrity) and competence (power and expertise). Social attraction is conceptualised as likeability. Salesperson trust drives anticipated future interaction, together with organisational trust and anticipated added value. The conceptual framework was empirically tested through a cross-sectional survey. Dutch professional buyers assessed recent initial sales encounters. A sample of 162 dyads was analysed, using PLS-SEM, including FIMIX segmentation. This study demonstrates support for a third willingness construct: willingness behaviour. This construct implies that buyers are more influenced by expectations regarding behaviour, than assessments of salespeople’s attitudes. A homogeneous analysis supports the influence of perceived similarity on salesperson trust, both directly and through willingness behaviour. However, model-based segmentation uncovers a segment of cost-oriented dyads and a segment of more profit-oriented dyads. In cost-oriented dyads, there is no significant direct effect between perceived similarity and salesperson trust, and willingness behaviour nearly fully mediates this relationship. In more profit-oriented dyads, the similarity-attraction effect is not present. Theoretical and methodological contributions and managerial implications of these findings are discussed.

This study aims to find out the impact of the credibility and content quality of social media influencers on the various stages of the customer's journey and the intention to choose a destination for the Saudi tourist. The target segment was Saudis in general, who are 18 years or above. To conduct this study, 618 usable questionnaires were collected. This study tested twenty-two hypotheses. The result of this study showed that the relationship between content quality, expertise, and similarity was significantly positive with the tourist's desire and information searching. As well, the relationship between the tourist's desire and information searching was significantly positive with the intention of choosing a destination. Conservatism, engagement, and gender were tested as moderators. Conservatism was not significant while the engagement was significant. Gender was only significant in the relationship between content quality and the tourist's desire. This study contributes to information and knowledge in the fields of tourism, hospitality, travel, marketing, tourist behavior, information science, and social media. Researchers and those interested in tourist and customer behavior can benefit from the results of this study. In the industrial field, this study will be very useful to the Saudi government, which has recently begun to rely on tourism and hospitality as a main source of income. As well, the study can be beneficial for tourism, hospitality and travel companies, hotels, restaurants, marketers of tourist destinations, and workers in the field of tourism and hospitality in general to know the best ways to attract tourists through social media influencers.

学位プログラム名: 京都大学大学院思修館 / 京都大学 / 新制・課程博士 / 博士(総合学術) / 甲第23590号 / 総総博第22号 / 新制||総総||4(附属図書館) / 京都大学大学院総合生存学館総合生存学専攻 / (主査)准教授 趙 亮, 教授 積山 薫, 准教授 関山 健 / 学位規則第4条第1項該当 / Doctor of Philosophy / Kyoto University / DGAM

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Determining the prognosis or risk of an individual experiencing a specific health outcome within a certain time period is essential to improve health. An important aspect of prognostic research is the development of risk assessment models (RAMs). In support of the movement towards personalized medicine, health care professionals have employed RAMs to stratify an individual patient’s absolute risk of developing a health condition and select the optimal management strategy for that patient. The development of RAMs is generally conducted using data driven methods or through expert consensus. However, these methods present limitations. Accordingly, we recognized the need to select factors for RAM development or update that are evidence-based and clinically relevant using a structured and transparent approach. In this sandwich thesis, I highlight the methods used to select prognostic factors for VTE and bleeding RAMs for hospitalized medical patients. However, the same methods can be applied to any clinical outcome of interest. This work presents a conceptualized and tested novel mixed methods approach to select prognostic factors for VTE and bleeding in hospitalized medical patients that are evidence-based, clinically meaningful and relevant. Our findings may inform the development of new RAMs, the update of widely used RAMs, and external validation and prospective impact assessment studies. Also, these findings may assist decision makers in evaluating the risk of an individual having an outcome to optimize patient care. / Thesis / Doctor of Philosophy (PhD) / Measuring the probability of an individual experiencing a specific health outcome in a certain period of time based on that individual’s risk factors is important to improve health. Prediction tools are often used to calculate the probability of an outcome. Health care practitioners use prediction tools to assess an individual’s risk of a certain health outcome and in turn provide individualized management. Prediction tools include a number of agreed upon risk factors that should be assessed in order to best estimate the risk of an outcome. These risk factors are usually selected through exploring sets of data or by consulting a group of experts in the field. However, these methods have limitations. Therefore, we recognized that it is important, when developing prediction tools, to select risk factors that are evidence-based and clinically relevant by adopting a systematic, comprehensive, structured and transparent approach. These sets of risk factors can then aid health researchers when developing new prediction tools or updating existing ones and help clinicians predicting risk. In this thesis, I highlight the methods used to select factors for prediction tools that evaluate the risk of having a venous clot or a bleeding event in patients that are hospitalized for a medical condition. However, the same methods can be applied to any clinical condition and outcome of interest. This work presents a new approach that we conceptualized and tested to select risk factors for venous clots and bleeding events in hospitalized medical patients that are evidence-based, clinically meaningful and relevant. Our findings may inform the development of new prediction tools, the update of widely used tools, and the design of studies to validate these tools. Also, these findings may assist decision makers in evaluating the risk of an individual having an outcome to optimize patient care.

Forskningsfrågor: 1. Hur påverkar den upplevda attraktiviteten hos influencers köpintentionen hos deras följare? 2. Vilka faktorer i relationen mellan influencers och konsumenter leder till en ökad upplevd attraktivitet hos influencers? Syfte: Syftet med uppsatsen är att undersöka och få en djupare förståelse för vad som påverkar influencers upplevda attraktivitet. Vidare kommer uppsatsen att undersöka vilka faktorer i konsumenters relation till influencers som leder till köp med attraktivitet i fokus. Följande faktorer som undersökts är attraktivitet, expertis, trovärdighet, community, autenticitet och köpintention. Genom att analysera dessa faktorer i relationer mellan konsumenter och influencers kan studien bidra med insikter som kan ligga till grund för framtida marknadsföringsstrategier. Metod: Studien har utgått från en kvantitativ undersökning där data har samlats in med hjälp av en enkätstudie med 355 respondenter. Vidare har data analyserats med hjälp av analysverktyget SPSS Statistics. I analysprogrammet har korrelationsanalyser, korstabuleringar, Cronbach’s reliabilitetsanalyser och regressionsanalyser genomförts för att tolka insamlad data.  Slutsats: Studien visar att det finns ett mycket signifikant och säkert positivt samband mellan attraktivitet och köpintention. Attraktivitet påverkas dessutom av expertis, trovärdighet, community och autenticitet. Kunder som känner attraktion till sin influencer i den mån att de har liknande intressen och värderingar kommer påverkas av marknadsföring från sin influencer på ett positivt sätt. Företag bör ha det i beaktning när de väljer influencers som ska marknadsföra deras varor. / Research questions: 1. How does the perceived attractiveness of influencers affect the purchase intention of their followers? 2. Which factors in the relationship between influencers and consumers lead to an increased perceived attractiveness of influencers? Purpose: The study aims to investigate and gain a deeper understanding of what affects the perceived attractiveness of influencers. Furthermore, the study will be researching which factors in the consumers' relationship with influencers lead to increased purchases intention, with attractiveness in focus. The following factors investigated are attractiveness, expertise, trustworthiness, community, authenticity and purchase intention. By analyzing these factors in relationships between consumers and influencers, the study can contribute with insights that can form the basis of future marketing strategies. Method: The study has been based on quantitative research where data has been collected using a questionnaire study with 355 respondents. Furthermore, the data has been analyzed using the analysis tool SPSS Statistics. In the analyses program, correlation analyses, cross-tabulations, Cronbach's reliability analyses and regression analyses have been carried out to interpret the collected data. Conclusion: The study shows that there is a very significant and certainly positive relationship between attractiveness and purchase intention. Attractiveness is also influenced by expertise, trustworthiness, community and authenticity. Customers who feel attraction to their influencer to the extent that they have similar interests and values will be affected by marketing from their influencer in a positive way. Companies should take this into consideration when choosing influencers to promote their products.

In this dissertation, I analyze online environmental anti-toxics activism. Environmental activist groups have created a presence on the World Wide Web to help empower people to become aware of and struggle against pollution. The sites that I explore (http://www.epa.gov/tri/, http://www.epa.gov/enviro/wme/, http://www.rtknet.org/, and http://www.scorecard.org/) serve as devices of this empowerment and by extension recruit people to the political goals of anti-toxics activism. In my analysis, I focus on a series of questions germane to this context. How can/does this movement go online and utilize that presence to sway others to their cause and ideology? How then is that cause represented digitally, in the online medium? What are the reciprocal impacts of that representation on the movement itself? Most importantly, what form of activist identity is being promoted through the mediation of the online interface? That is, how are the identity of the self as activist and the related understanding of space and place altered through their translation into a digital environment? What are the parameters and limitations of digitally mediated, informed empowerment? I undertake to critique empowerment as found through the digital translation of environmental anti-toxics activism into the virtual space of the Web. I show that particular uses of this Internet application invent (reinvent/reinforce) versions of environmental anti-toxics activism, digitized versions which must be understood in terms of their wider assumptions and implications. I break the study into three main parts. The first part lays theoretical groundwork for studying Web-based entities. The second part deals with more particular foundational elements for digital environmental anti-toxics activism, especially in terms of information. In the final section, I analyze and critique the forms of digital identity and empowerment that the websites create. I conclude that digital empowerment, defined primarily through access to expert information, actually represents an impoverished version of empowerment which may do little to aid real-world toxic struggles. / Ph. D.

Tableau d’honneur de la Faculté des études supérieures et postdoctorales, 2003-2004 / Ce mémoire explore, à l'aune du procès Papon, les défis de l'historien à l'heure de la judiciarisation de l'histoire. Les défis ici abordés sont au nombre de trois : la parole des témoins, la mémoire collective au prise avec un passé figé en devoir de mémoire, ainsi que la convocation de l'historien à la barre du prétoire. Nous tenterons de cerner les conditions de possibilité d'un usage éthique du jugement de l'historien dans les trois contextes que définissent les trois défis ci-haut mentionnés. Nous userons des propos de nombreux historiens et autres intellectuels qui se sont prononcés sur les questions abordées. Ce faisant, nous présenterons de façon critique l'ensemble des réflexions rapportées, de sorte que notre travail prendra l'aspect d'une argumentation plutôt que d'un travail d'histoire au sens classique du terme. Notre mémoire concerne en effet l'épineux problème du rôle de l'historien dans la société. Plus spécifiquement, nous nous préoccupons des dilemmes que peuvent faire surgir, pour l'historien, les témoignages, le devoir de mémoire et le prétoire. En raison de sa justification philosophique, notre réflexion s'inscrit ipso facto dans le champ de la méta-histoire. / Québec Université Laval, Bibliothèque 2014