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Application Of Customer Lifetime Value Model In Make-To-Order Manufacturing, Oya I. Tukel, Ashutosh Dixit 2017 Cleveland State University

Application Of Customer Lifetime Value Model In Make-To-Order Manufacturing, Oya I. Tukel, Ashutosh Dixit

Oya Tukel

PURPOSE: The applicability of the customer life time value (CLV) concept goes beyond consumer markets. Specifically, the purpose of this paper is to show how a make‐to‐order manufacturing company in a supply chain can set customer‐focus manufacturing strategies using CLV. DESIGN/METHODOLOGY/APPROACH: Data from an integrated steel plant is used to calculate the life time value of customers based on the past value, the potential value, and their loyalty. The past value of a customer is based on the historical data and the future value of a customer is then forecasted. The loyalty index of a ...


Sex Differences On Elementary Cognitive Tasks Despite No Differences On The Wonderlic Personnel Test, Bryan Pesta, S. Bertsch, Peter J. Poznanski, W.H. Bommer 2017 Cleveland State University

Sex Differences On Elementary Cognitive Tasks Despite No Differences On The Wonderlic Personnel Test, Bryan Pesta, S. Bertsch, Peter J. Poznanski, W.H. Bommer

Peter Poznanski

Whether males and females differ in general mental ability (GMA) remains an open question. Complicating the issue is that standardized IQ tests are constructed to minimize sex differences. We propose a potential solution whereby GMA is measured via performance on elementary cognitive tasks (ECTs). ECTs assess basic information-processing ability, yet correlate moderately highly with GMA. Toward this end, we had male (n = 218) and female (n = 226) undergraduates complete the Wonderlic Personnel Test (WPT), and two ECTs: inspection time (IT) and reaction time (RT). The sex difference on the WPT was non-significant (d = .17), but small differences favoring males existed ...


Black-White Differences On Iq And Grades: The Mediating Role Of Elementary Cognitive Tasks, Bryan Pesta, Peter J. Poznanski 2017 Cleveland State University

Black-White Differences On Iq And Grades: The Mediating Role Of Elementary Cognitive Tasks, Bryan Pesta, Peter J. Poznanski

Peter Poznanski

The relationship between IQ scores and elementary cognitive task (ECT) performance is well established, with variance on each largely reflecting the general factor of intelligence, or g. Also ubiquitous are Black-White mean differences on IQ and measures of academic success, like grade point average (GPA). Given C. Spearman's (Spearman, C. (1927). The Abilities of Man. New York: Macmillan) hypothesis that group differences vary directly with a test's g loading, we explored whether ECT performance could mediate Black-White IQ and GPA differences. Undergraduates (139 White and 40 Black) completed the Wonderlic Personnel Test, followed by inspection time and choice ...


Sex Differences On Elementary Cognitive Tasks Despite No Differences On The Wonderlic Personnel Test, Bryan Pesta, S. Bertsch, Peter J. Poznanski, W.H. Bommer 2017 Cleveland State University

Sex Differences On Elementary Cognitive Tasks Despite No Differences On The Wonderlic Personnel Test, Bryan Pesta, S. Bertsch, Peter J. Poznanski, W.H. Bommer

Peter Poznanski

Whether males and females differ in general mental ability (GMA) remains an open question. Complicating the issue is that standardized IQ tests are constructed to minimize sex differences. We propose a potential solution whereby GMA is measured via performance on elementary cognitive tasks (ECTs). ECTs assess basic information-processing ability, yet correlate moderately highly with GMA. Toward this end, we had male (n = 218) and female (n = 226) undergraduates complete the Wonderlic Personnel Test (WPT), and two ECTs: inspection time (IT) and reaction time (RT). The sex difference on the WPT was non-significant (d = .17), but small differences favoring males existed ...


The Inspection Time And Over-Claiming Tasks As Predictors Of Mba Student Performance, Bryan Pesta, Peter J. Poznanski 2017 Cleveland State University

The Inspection Time And Over-Claiming Tasks As Predictors Of Mba Student Performance, Bryan Pesta, Peter J. Poznanski

Peter Poznanski

Elementary cognitive tasks (ECTs) are typically used in laboratory settings for basic research on the structure of intelligence. More recently, ECTs have been shown to predict important educational and clinical outcomes. Here we found that ECTs possess both criterion and incremental validity over IQ and the graduate management admission test (GMAT) as predictors of (N = 116) MBA student grades and scores on a capstone exam. Validity coefficients for the ECTs ranged from 0.24 to 0.50. A median split on an ECT component showed that the best-performing ECT group had substantially higher grades, exam scores, IQs and GMAT scores ...


Black-White Differences On Iq And Grades: The Mediating Role Of Elementary Cognitive Tasks, Bryan Pesta, Peter J. Poznanski 2017 Cleveland State University

Black-White Differences On Iq And Grades: The Mediating Role Of Elementary Cognitive Tasks, Bryan Pesta, Peter J. Poznanski

Peter Poznanski

The relationship between IQ scores and elementary cognitive task (ECT) performance is well established, with variance on each largely reflecting the general factor of intelligence, or g. Also ubiquitous are Black-White mean differences on IQ and measures of academic success, like grade point average (GPA). Given C. Spearman's (Spearman, C. (1927). The Abilities of Man. New York: Macmillan) hypothesis that group differences vary directly with a test's g loading, we explored whether ECT performance could mediate Black-White IQ and GPA differences. Undergraduates (139 White and 40 Black) completed the Wonderlic Personnel Test, followed by inspection time and choice ...


Sellers In Online Auction Markets: Introducing A Feedback-Based Classification, Radha Appan, Zhangxi Lin 2017 Cleveland State University

Sellers In Online Auction Markets: Introducing A Feedback-Based Classification, Radha Appan, Zhangxi Lin

Radha Appan

Trading in the online consumer-to-consumer (C2C) auction market necessitates buyers and sellers to engage in transactions with anonymous counterparts. The sequence of paying first and then taking delivery introduces a great amount of risk for potential buyers. In order to assist buyers in dealing with this risk, online auction markets (OAMs) are employing reputation-scoring systems and traders can be classified in terms of their online reputation scores. A review of the literature suggests a conspicuous absence of the study on any standard classification of sellers in OAMs. Lack of such a classification hinders systematic research and theory development. Therefore, a ...


The Potential Implications Of Web-Based Marketing Communications For Consumers’ Implicit And Explicit Brand Attitudes: A Call For Research, Sreedhar Madhavaram, Radha Appan 2017 Cleveland State University

The Potential Implications Of Web-Based Marketing Communications For Consumers’ Implicit And Explicit Brand Attitudes: A Call For Research, Sreedhar Madhavaram, Radha Appan

Radha Appan

Two developments in the last two decades frame the importance of Web-based marketing communications for firms. First is the phenomenal growth of the Internet as a viable commerce and communication option and second is the clear shift in attitude research toward recognizing the pervasive role of automatic processes in almost all the social psychological processes. Therefore, this article discusses the potential implications of Web-based marketing communications for consumers' implicit and explicit attitudes. In doing so, first, this article reviews the emergence of research on implicit attitudes, distinguishes implicit attitudes from explicit attitudes, and discusses research on explicit and implicit attitudes ...


Developing Complex, Business-To-Business Products: Issues And Implications, Sreedhar Madhavaram, Radha Appan 2017 Cleveland State University

Developing Complex, Business-To-Business Products: Issues And Implications, Sreedhar Madhavaram, Radha Appan

Radha Appan

No abstract provided.


Characteristics Of Accounting Faculty In The U.S., Ravindra R. Kamath, Heidi H. Meier, Edward G. Thomas 2017 Cleveland State University

Characteristics Of Accounting Faculty In The U.S., Ravindra R. Kamath, Heidi H. Meier, Edward G. Thomas

Ravindra Kamath

In this article, the academic and personal characteristics of Accounting faculty members at Colleges and Universities in the United States are analyzed to determine the demographics of the Accounting Professorate. Data on 12 variables were collected for the 2004-2005 academic year as a means of constructing a professional profile of the typical accounting professor teaching at today’s universities. Given that there are anticipated shortages of accounting faculty, this information should be of interest to students who are considering accounting as a major, those contemplating entering the profession, and those faculty members who are engaged in educating the next generation ...


Making Sense Of Supply Disruption Risk Research: A Conceptual Framework Grounded In Enactment Theory, Scott C. Ellis, Jeff Shockley, Raymond M. Henry 2017 Cleveland State University

Making Sense Of Supply Disruption Risk Research: A Conceptual Framework Grounded In Enactment Theory, Scott C. Ellis, Jeff Shockley, Raymond M. Henry

Raymond Henry

The rich stream of supply disruption risk (SDR) literature incorporates several different theories and constructs across studies, but lacks a unifying decision-making framework. We review 79 SDR studies and advance a comprehensive framework, grounded in enactment theory, which integrates the disparate elements of SDR research and offers new insights into the SDR decision-making process. Enactment theory posits a three-stage, closed-loop process, consisting of enactment, selection and retention, through which individuals process and make sense of equivocal environments. We suggest that this sense-making process also underlies SDR decision-making, and provides the theoretical underpinnings for the environmental, organizational and individual factors that ...


Buyer Perceptions Of Supply Disruption Risk: A Behavioral View And Empirical Assessment, Scott C. Ellis, Raymond M. Henry, Jeff Shockley 2017 Clemson University

Buyer Perceptions Of Supply Disruption Risk: A Behavioral View And Empirical Assessment, Scott C. Ellis, Raymond M. Henry, Jeff Shockley

Raymond Henry

As supply chains become more complex, firms face increasing risks of supply disruptions. The process through which buyers make decisions in the face of these risks, however, has not been explored. Despite research highlighting the importance of behavioral approaches to risk, there is limited research that applies these views of risk in the supply chain literature. This paper addresses this gap by drawing on behavioral risk theory to investigate the causal relationships amongst situation, representations of risk, and decision-making within the purchasing domain. We operationalize and explore the relationship between three representations of supply disruption risk: magnitude of supply disruption ...


The Impact Of Influence Tactics In Information System Development Projects: A Control-Loss Perspective, Ravi Narayanaswamy, Varun Grover, Raymond M. Henry 2017 Cleveland State University

The Impact Of Influence Tactics In Information System Development Projects: A Control-Loss Perspective, Ravi Narayanaswamy, Varun Grover, Raymond M. Henry

Raymond Henry

Information systems development (ISD) projects are prone to high levels of failure. One of the major reasons attributed to these failures is the inability to harmonize values held by a diverse set of participants in an environment that is characterized by uncertainty due to changing requirements. In this paper, we focus on a relational approach to achieve congruence between a project manager and a team member with respect to influence tactics. Constructs of perceptual congruence and communication congruence that reflect a level of agreement and degree of shared understanding between the project manager and team members are described. A congruence ...


Business Ethics Resources On The Internet, Scott A. Yetmar 2017 Cleveland State University

Business Ethics Resources On The Internet, Scott A. Yetmar

Scott Yetmar

There are an abundance of business ethics resources on the Internet. This paper details Internet resources with the following categories: Ethics Associations and Institutes, Ethics Journals, University Ethics Centers, Business Professions’ Code of Conduct, Business Codes of Conduct, and Ethics Cases.


Becoming The Boss: Discretion And Postsuccession Success In Family Firms, J. R. Mitchell, Timothy A. Hart, Sorin Valcea, David M. Townsend 2017 Western University

Becoming The Boss: Discretion And Postsuccession Success In Family Firms, J. R. Mitchell, Timothy A. Hart, Sorin Valcea, David M. Townsend

Sorin Valcea

Family firms can enjoy substantial longevity. Ironically, however, they are often imperiled by the very process that is essential to this longevity. Using the concept of managerial discretion as a starting point, we use a human agency lens to introduce the construct of successor discretion as a factor that affects the family business succession process. While important in general, successor discretion is positioned as a particularly relevant factor for productively managing organizational renewal in family businesses. This study represents a foundation for future empirical research investigating the role of agency in entrepreneurial action in the family business context, which consequently ...


Employee, Manage Thyself: The Potentially Negative Implications Of Expecting Employees To Behave Proactively, Mark Bolino, Sorin Valcea, Jaron Harvey 2017 University of Oklahoma

Employee, Manage Thyself: The Potentially Negative Implications Of Expecting Employees To Behave Proactively, Mark Bolino, Sorin Valcea, Jaron Harvey

Sorin Valcea

Previous research investigating proactive behaviour at work has generally focused on the ways in which proactive behaviour enables individuals and organizations to be more effective. Although it has been noted that some proactive behaviours may be undesirable or have potentially negative consequences, researchers have not examined the ‘dark side’ of proactive behaviour in any systematic way. In this conceptual paper, we explore the potentially negative individual and organizational implications of expecting employees to behave proactively. Specifically, at the individual level, we argue that expecting proactive behaviour in organizations may contribute to stress among employees and friction between proactive and less ...


The Relentless Pursuit Of Construct Validity In The Design Of Employment Interviews, Maria Riaz Hamdani, Sorin Valcea, M. R. Buckley 2017 University of Akron

The Relentless Pursuit Of Construct Validity In The Design Of Employment Interviews, Maria Riaz Hamdani, Sorin Valcea, M. R. Buckley

Sorin Valcea

The construct validity of employment interviews is the greatest challenge faced by employment interview researchers. In this paper, we discuss the theoretical and methodological issues which have an influence upon the construct validity ofemployment interviews.Wepay special attention to issues that emerge at the conceptual development and design stage of interviews. So far, the structuring of employment interviews has been the primary method of improving construct validity. We argue that construct validity can be further improved by bringing theoretical rigor in the design of interviews. For this purpose, we propose steps to reframe the interview dimensions in theoretical frameworks of ...


Nonverbal Emotion Recognition And Performance: Differences Matter Differently, William H. Bommer, Bryan J. Pesta, Susan F. Storrud-Barnes 2017 Cleveland State University

Nonverbal Emotion Recognition And Performance: Differences Matter Differently, William H. Bommer, Bryan J. Pesta, Susan F. Storrud-Barnes

Susan Storrud-Barnes

PURPOSE: This paper aims to explore and test the relationship between emotion recognition skill and assessment center performance after controlling for both general mental ability (GMA) and conscientiousness. It also seeks to test whether participant sex or race moderated these relationships. DESIGN/METHODOLOGY/APPROACH: Using independent observers as raters, the paper tested 528 business students participating in a managerial assessment center, while they performed four distinct activities of: an in‐basket task; a team meeting for an executive hiring decision; a team meeting to discuss customer service initiatives; and an individual speech.FINDINGS: Emotion recognition predicted assessment center performance uniquely ...


The Influence Of National Stereotypes On Country Image And Product Country Image: A Social Identity And Consumer Culture Theory Approach, Terence Motsi 2017 Selected Works

The Influence Of National Stereotypes On Country Image And Product Country Image: A Social Identity And Consumer Culture Theory Approach, Terence Motsi

Terence Motsi

Multinational companies often make use of country stereotypes in their marketing efforts. Volkswagen used the tagline “That’s the power of German engineering” to utilize the positive stereotype of German efficiency as well as its positive country image. Academic research has recognized the importance of the country of origin cue (COO) in consumer decision making but research addressing the use national stereotypes as an antecedent to COO evaluation is relatively sparse. The stereotype content model (SCM) contends that national stereotypes describe traits associated with a group of people through the dimensions of competence and warmth. Existing research on the antecedents ...


Price Dispersion In The Airline Industry: A Conceptual Framework And Empirical Analysis, Edward D. Gailey, Ashutosh Dixit, Thomas W. Whipple, Rajshekar G. Javalgi 2017 Cleveland State University

Price Dispersion In The Airline Industry: A Conceptual Framework And Empirical Analysis, Edward D. Gailey, Ashutosh Dixit, Thomas W. Whipple, Rajshekar G. Javalgi

Thomas Whipple

Many businesses compete in multiple markets which can cause businesses to temper their price adjustments, affecting price dispersion. The authors propose a framework based on major characteristics of competition and market structure which influence price dispersion. The focus of this study is the U.S. airline industry analyzing data from 5,974 city pair routes. The results of this empirical analysis show that multi-market contact and the interaction of market concentration with multi-market contact have considerable effects on price dispersion. An understanding of these effects provides valuable insights for developing pricing strategies and extending the stream of research on price ...


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