Files in this item



application/pdfSREEKUMARARUN-DISSERTATION-2021.pdf (1MB)Restricted to U of Illinois
(no description provided)PDF


Title:Understanding the value-chain of counterfeit products: A multimethod investigation
Author(s):Sreekumar Arun, -
Director of Research:Viswanathan, Madhubalan
Doctoral Committee Chair(s):Viswanathan, Madhubalan
Doctoral Committee Member(s):Otnes, Cornelia; Rindfleisch, Aric; Echambadi, Raj
Department / Program:Business Administration
Discipline:Business Administration
Degree Granting Institution:University of Illinois at Urbana-Champaign
emerging markets
illegal markets
Abstract:The context of this dissertation is the market for counterfeit products, which accounts for more than one trillion US dollars of trade globally every year. Entrepreneurs who manufacture and market these products are clandestine and operate in the black market. Drawing from this context, this dissertation seeks to advance knowledge on how entrepreneurs strategically use ambiguity in marketing communications, and in relationships with other firms. The first essay examines how and why equivocation is used as a persuasive strategy by sellers of counterfeit products. This essay develops a framework that can help qualitatively and quantitatively identify equivocation rhetoric in firm-generated text. The second essay examines how relationships between firms are managed when one of the firms employs ambiguity as a protection strategy. Specifically, the essay sheds light on how manufacturers and retailers of counterfeit products succeed in maintaining ambiguity, and in managing relationship tension arising from ambiguity. Put together, the essays present an investigation of how counterfeit manufacturers and retailers conduct their marketing functions despite being clandestine and illegal.
Issue Date:2021-04-15
Rights Information:Copyright 2021 - Sreekumar Arun
Date Available in IDEALS:2021-09-17
Date Deposited:2021-05

This item appears in the following Collection(s)

Item Statistics