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Articles 1 - 27 of 27
Full-Text Articles in Business
Corporate Entrepreneurship, Customer-Oriented Selling, Absorptive Capacity, And International Sales Performance In The International B2b Setting: Conceptual Framework And Research Propositions, Rajshekhar G. Javalgi, Kenneth D. Hall, S. Tamer Cavusgil
Corporate Entrepreneurship, Customer-Oriented Selling, Absorptive Capacity, And International Sales Performance In The International B2b Setting: Conceptual Framework And Research Propositions, Rajshekhar G. Javalgi, Kenneth D. Hall, S. Tamer Cavusgil
Business Faculty Publications
In the international business-to-business (B2B) setting, a firm's salespeople often have more direct, prolonged, and intimate contact with the customer and market environments than any other employees of the firm. In fact, for customers in many B2B markets, the salesperson is the face of the firm. The sales function can be characterized as an inherently entrepreneurial activity. Entrepreneurship is founded on knowing or seeing something others do not see, and the sales force has long been recognized as an important source of knowledge about a firm's customers and environment. However, there has been relatively little work linking entrepreneurship to international …
"Let's Go Shopping At The Square" Cleveland's Leading Downtown Department Stores: A Business Legacy, Richard Klein
"Let's Go Shopping At The Square" Cleveland's Leading Downtown Department Stores: A Business Legacy, Richard Klein
Cleveland Memory
This book is a tribute to the eight major downtown Cleveland department stores and their many loyal customers. For over 150 years, these large stores dominated the local retail scene. They represented exciting places that not only provided a full range of goods and services all under one roof, but also, offered a special shopping adventure every time their customers visited.
Antecedents Of Taiwan Chinese Consumers' Purchase Intentions Toward U.S. - And Japanese-Made Household Appliances, Rajshekhar G. Javalgi, Jieun Park, Oscar Lee, V. Kanti Prasad
Antecedents Of Taiwan Chinese Consumers' Purchase Intentions Toward U.S. - And Japanese-Made Household Appliances, Rajshekhar G. Javalgi, Jieun Park, Oscar Lee, V. Kanti Prasad
Business Faculty Publications
The purpose of this article is to understand the factors influencing Taiwan's Chinese consumers’ purchase intentions toward U.S. and Japanese household appliances. The authors attempt to develop and test a comprehensive model linking such purchase intentions to several constructs including Taiwan Chinese consumers’ openness to foreign cultures, consumer nationalism, product familiarity, traditional cultural values orientation, and product-country image. The result of analysis using structural equation modeling shows that consumer nationalism has a strong indirect effect on purchase intention via the product-country image construct. Taiwan Chinese consumers’ traditional cultural values orientation and openness to foreign cultures have direct effects on consumer …
The Relentless Pursuit Of Construct Validity In The Design Of Employment Interviews, Maria Riaz Hamdani, Sorin Valcea, M. R. Buckley
The Relentless Pursuit Of Construct Validity In The Design Of Employment Interviews, Maria Riaz Hamdani, Sorin Valcea, M. R. Buckley
Business Faculty Publications
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 job …
Firm Resources And Host-Country Factors Impacting Internationalization Of Knowledge-Intensive Service Films, Rajshekar G. Javalgi, David A. Grossman
Firm Resources And Host-Country Factors Impacting Internationalization Of Knowledge-Intensive Service Films, Rajshekar G. Javalgi, David A. Grossman
Business Faculty Publications
In the era of the global economy, knowledge-based services are becoming important sectors of the service industry. Services offered by a university are knowledge-based services. Universities are in the service business, and they play a key role in creating and disseminating knowledge through teaching, research, and related services that cross domestic borders. The current research focuses on the internationalization of US MBA programs. The internationalization of US MBA programs refers to the delivery of knowledge-based services beyond the domestic borders. The main objective of our research is to examine the effect of an organization's (e.g., a US business school) resources …
Understanding The Characteristics Of The Growth Of Smes In B-To-B Markets In Emerging Economies: An Organizational Ecology Approach, Patricia R. Todd, Rajshekhar G. Javalgi, David Grossman
Understanding The Characteristics Of The Growth Of Smes In B-To-B Markets In Emerging Economies: An Organizational Ecology Approach, Patricia R. Todd, Rajshekhar G. Javalgi, David Grossman
Business Faculty Publications
Purpose – The aim of this paper is to focus on the determinants that impact the growth of SMEs in B-to-B markets in emerging economies. The objective is to apply the classic model of organizational ecology to examine the characteristics of growth patterns in the B-to-B environment for SMEs in emerging markets, specifically India and China. Application of the model can guide SMEs owners/managers in their effort to successfully expand internationally in turbulent markets characterized by competitive and technological intensity. Design/methodology/approach – An overview of the basics of the organizational ecology model is presented, followed by the description of various …
Understanding Knowledge Management Software-Organisation Misalignments From An Institutional Perspective: A Case Study Of A Global It-Management Consultancy Firm, Khuong Le-Nguyen, G. Harindranath, Romano Dyerson
Understanding Knowledge Management Software-Organisation Misalignments From An Institutional Perspective: A Case Study Of A Global It-Management Consultancy Firm, Khuong Le-Nguyen, G. Harindranath, Romano Dyerson
Business Faculty Publications
Inspired by the proposition that “Enterprise IS configurations chosen by the organisations will encodeinstitutionalised principles into these systems” (Gosain, 2004, p. 169), this study seeks to draw attentionto potential sources of misalignment between knowledge management (KM) software and the imple-menting organisation from an institutional theory perspective. Using a case of a global consultancy firm,the study elucidates such misalignments as the consequence of different institutional contexts wheretechnology developers and adopters operate. This study demonstrates how institutional forces affect theimplementation project and provides some lessons learned for organisations that are rich in high-valuetext-based knowledge for making decisions.
The Appropriateness Of Different Modes Of Strategy From A Product-Market Perspective, Tilottama G. Chowdhury, Sreedhar Madhavaram, S. Ratneshwar, Rhetta Standifer
The Appropriateness Of Different Modes Of Strategy From A Product-Market Perspective, Tilottama G. Chowdhury, Sreedhar Madhavaram, S. Ratneshwar, Rhetta Standifer
Business Faculty Publications
Strategy-making is an important yet complex task. The present research examines the issue of strategy mode, that is, the manner or style in which strategy is determined in an organization. Prior researchers have proposed various typologies for strategy modes. However, research into which strategy modes are appropriate to what kinds of firm situations and contexts has been limited. Specifically, there has been no research that explores strategy modes from a marketing environment perspective. Given that research at the intersection of marketing and management disciplines has often produced mutually beneficial, rich insights, we approach strategy modes from a product-market perspective and …
The Odd-Ending Price Justification Effect: The Influence Of Price Endings On Hedonic And Utilitarian Consumption, Jungsil Choi, Yexin J. Li, Priyamvadha Rangan, Promothesh Chatterjee
The Odd-Ending Price Justification Effect: The Influence Of Price Endings On Hedonic And Utilitarian Consumption, Jungsil Choi, Yexin J. Li, Priyamvadha Rangan, Promothesh Chatterjee
Business Faculty Publications
This paper examines how odd-ending pricing influences consumption of hedonic and utilitarian products. Four studies test the hypothesis that the discount image associated with odd-ending prices reduces anticipated guilt and provides justification for hedonic consumption – an effect the authors label the odd-ending price justification effect (OPJE). Study 1 reveals people are more likely to choose hedonic over utilitarian products when they have odd-ending prices. Study 2 finds that the effect of odd-ending prices on hedonic consumption is mediated by guilt reduction. Study 3 reveals a boundary condition for the OPJE – purchase likelihood of hedonic products increases only when …
Decision Models In Supply Chain Management: A Social Responsibility Perspective, Swathi Reddy Baddam
Decision Models In Supply Chain Management: A Social Responsibility Perspective, Swathi Reddy Baddam
ETD Archive
Recent events in emerging countries concerning supplier unethical practices and the resulting fatalities have stressed the need for social responsibility in supply chains. Rising consumer awareness regarding such events and their negative impact pose a challenge in supply management decisions for firms. This research integrates the risk of supplier irresponsibility and the impact of such events from the consumer perspective in developing supply management decision models for maximizing economic performance of firms. Two important issues in supply management: supplier selection and supplier development are addressed through stylized modeling approach.First, a supplier selection decision model is analyzed that will aid a …
The Role Of Cognitive Effort In Decision Performance Using Data Representations :;A Cognitive Fit Perspective, Dinko Bacic
The Role Of Cognitive Effort In Decision Performance Using Data Representations :;A Cognitive Fit Perspective, Dinko Bacic
ETD Archive
A major goal of Decision Support (DSS) and Business Intelligence (BI) systems is to aid decision makers in their decision performance by reducing effort. One critical part of those systems is their data representation component of visually intensive applications such as dashboards and data visualization. The existing research led to a number of theoretical approaches that explain decision performance through data representation's impact on users' cognitive effort, with Cognitive Fit Theory (CFT) being the most influential theoretical lens. However, available CFT-based literature findings are inconclusive and there is a lack of research that actually attempts to measure cognitive effort, the …
Examining The Impact Of Disruption, Supplier Quality And Knowledge Transfer: Recommended Strategies For Meeting Demand And Supplier Development, Rebecca E. Clemons
Examining The Impact Of Disruption, Supplier Quality And Knowledge Transfer: Recommended Strategies For Meeting Demand And Supplier Development, Rebecca E. Clemons
ETD Archive
I investigate the effect of supply-chain disruption on a firm's decisions on investment in quality, and on ordering decisions, when there is a choice between suppliers, and a variable rate of knowledge transfer. I find that supply-chain disruption has a negative effect on profit, which can be mitigated by appropriate policies for order allocation and supplier development. When the probability of disruption is high, the firm should seek alternative sources of supply (even if they have lower levels of quality). Under certain conditions, the firm can improve its profit by investing in quality improvement efforts at the alternative supplier. I …
An Empirical Examination Of Relational Governance And Service Capabilities On The Success Of Professional Service Firms Offshore Outscoring The Client Perspective, Renee M. Castrigano
An Empirical Examination Of Relational Governance And Service Capabilities On The Success Of Professional Service Firms Offshore Outscoring The Client Perspective, Renee M. Castrigano
ETD Archive
Professional services, such as accounting, finance, engineering and management consulting, are significant contributors to the U.S. economy accounting for the largest value added industry within the private sector. Knowledge-intensive professional services reached this level of economic prominence by responding to heightened competition, managing rising costs, utilizing key resources, and re-directing their focus to internal core competencies through the strategic decision to engage in offshore outsourcing relationships. By 2015, the Congressional Research Study report predicts 3.4 million, or 13.7 of professional service jobs will be offshore outsourced. Offshore outsourcing is a firm level strategic decision to relocate business activities to an …
The Impact Of User Involvement On Information System Projects, Bradford Reese Eichhorn
The Impact Of User Involvement On Information System Projects, Bradford Reese Eichhorn
ETD Archive
Information systems (IS) development has been studied from many perspectives. Information systems are being viewed as a service as the economy shifts from being industrial-based to service-based. This shift is motivating the business user to become more involved with the development of the system. The once clear roles of user-as-specifier and IT professional-as-developer are blurring. This research addresses three objectives. First, we survey the actual business users themselves for their perception of activities and satisfaction with the completed system. Second, we analyze the separation of business requirements into two constructs representing the functional and presentation dimensions of these requirements to …
An Inquiry Into The Antecedents Of Consumer Purchase Of Non-Deceptive Counterfeit Goods: Theory, Practice And Problems, Heather L. Kirkwood-Mazik
An Inquiry Into The Antecedents Of Consumer Purchase Of Non-Deceptive Counterfeit Goods: Theory, Practice And Problems, Heather L. Kirkwood-Mazik
ETD Archive
With counterfeit good consumption growing at alarming rates each year, this topic is increasingly demanding attention of marketing academics. This dissertation examines two sets of factors that influence consumer attitude toward counterfeits: sociocultural influences and psychological influences. Based on a review of the literature, two constructs, namely information susceptibility and normative susceptibility are combined to form a group of sociocultural influences expected to influence consumer attitude toward counterfeits. In addition, five constructs are combined to represent psychological influences, namely value consciousness, self-identity, integrity, materialism and perceived risk. Data was collected through a web-based survey and features a cross-sectional design. Utilizing …
Order Acceptance To Increase Shop-Floor Profitability, Salil Menon
Order Acceptance To Increase Shop-Floor Profitability, Salil Menon
ETD Archive
Managers of manufacturing and service facilities often face situations where incoming demand exceeds available capacity. In such situations a firm can accept, reject or renegotiate the order in order to match the demand and supply. Order acceptance research studies this decision, both at the firm and supply chain level, in order to help the firm select orders that meet their business objectives. Prior research has focused on developing order acceptance models for diverse business situations. This thesis builds upon prior research by incorporating rejection techniques in the development of order acceptance models. A tunable two-step order acceptance model consisting of …
Three Essays On Pricing And Volume Distributions Of Cross-Listed Stocks, Jing Wang
Three Essays On Pricing And Volume Distributions Of Cross-Listed Stocks, Jing Wang
ETD Archive
This dissertation provides empirical evidences in global cross-listed stocks trading volume and pricing. The first essay documents the global trading volume distribution of cross-listed stocks and examines factors that make a host market competitive in attracting order flows from the counterpart domestic market. The results show that host markets are more successful in attracting trading volume when they have a higher information factor, have lower bid-ask spreads, provide better investor protection and information disclosure, share the common language or legal origin with the counterpart home markets and locate closer to the home market. The second essay investigates the market competitiveness …
The Stock Market Impact Of Government Interventions On Financial Services Industry Groups: Evidence From The 2007-2009 Crisis, Deborah Smith
The Stock Market Impact Of Government Interventions On Financial Services Industry Groups: Evidence From The 2007-2009 Crisis, Deborah Smith
Business Faculty Publications
We examine the market reaction and shift in risk from nine prominent government interventions in response to the crisis between February 2007 and July 2009 on four types of institutions: banks, savings and loan associations (S&Ls), insurance companies, and real estate investment trusts (REITs). Overall, with the exception of the Troubled Assets Repurchase Program (TARP), the interventions were wealth-decreasing and risk-increasing events for financial institutions. Leveraged firms and firms with higher trading volumes earn significantly lower abnormal returns. For both during- and post-crisis periods, larger firms experience increases in systematic risk; non-U.S. firms experience lower changes in systematic risk.
Baker Hughes: Greasing The Wheels In Kazakhstan (Fcpa Violations And Implementation Of A Corporate Ethics And Anti-Corruption Compliance Program, Mark Holtzblatt, Norbert Tschakert
Baker Hughes: Greasing The Wheels In Kazakhstan (Fcpa Violations And Implementation Of A Corporate Ethics And Anti-Corruption Compliance Program, Mark Holtzblatt, Norbert Tschakert
Business Faculty Publications
This case discusses the Foreign Corrupt Practices Act (FCPA) violations of Texas-based Baker Hughes, in connection with its oil service operations in Kazakhstan. You will assume the position of a newly assigned audit committee member who is trying to understand Baker Hughes’ FCPA violations related to its Kazakhstan operations. Your investigation will involve the examination of the SEC court complaint, press releases, government and company publications and 10-K annual reports. Baker Hughes’ FCPA experiences illustrate the corruption risks and difficulties that multinational corporations encounter in conducting international business. The subsequent creation of a new Baker Hughes Code of Conduct, FCPA …
Influence Of Congruity In Store-Attribute Dimensions And Self-Image On Purchase Intentions In Online Stores Of Multichannel Retailers, Vishag Badrinarayanan, Enrique P. Becerra, Sreedhar Madhavaram
Influence Of Congruity In Store-Attribute Dimensions And Self-Image On Purchase Intentions In Online Stores Of Multichannel Retailers, Vishag Badrinarayanan, Enrique P. Becerra, Sreedhar Madhavaram
Business Faculty Publications
Online stores of multichannel retailers continue to lag pure internet retailers with reference to consumers' shopping intentions and sales. This study develops and tests a framework in which (a) trust and attitude (conceptualized as a second-order construct with hedonic and utilitarian dimensions) influence purchase intentions, (b) congruity between the multichannel retailer's land-based and online stores (conceptualized as a second-order constructs made up of seven dimensions: aesthetic appeal, navigation convenience, transaction convenience, atmosphere, service, price orientation, and security) influences trust in and attitude toward the online store, and (c) congruity between consumers' self-image and perceived image of the online store influences …
Sustainability Dilemmas In Emerging Economies, Rama K. Jayanti, M.V. Rajeev Gowda
Sustainability Dilemmas In Emerging Economies, Rama K. Jayanti, M.V. Rajeev Gowda
Business Faculty Publications
Increasing evidence of climate change is forcing businesses to play an active role in reducing sustainability burdens and preserving resources for future generations. Extant research on sustainability has an exclusive focus on developed countries with stringent environmental regulations and activist scrutiny. Emerging markets present interesting dilemmas since rapid mass urbanisation aimed at raising standards of living poses concomitant threats to environmental health. This round table aimed to showcase best practices in sustainability within the Indian business context. Insights from the discussion regarding sustainability dilemmas provide a fertile ground for bench marking global sustainability best practices.
National And Store Brand Advertising Strategies, Jenyi Chen, Stanko Dimitrov
National And Store Brand Advertising Strategies, Jenyi Chen, Stanko Dimitrov
Business Faculty Publications
As the propensity of premium store brands (SBs) increases, retailers must consider different ways to drive sales besides promotional strategies. With this in mind, we consider a national brand (NB) and a (premium) SB co-existing in a market. Each brand has to decide the amount to invest in advertising its product and the prices to charge its customers, which can be determined separately or in unison. When either advertising expenditures or pricing decisions are set, each brand must keep in mind that the advertising efforts and revenue may spillover between the two brands, customers who intend to purchase the NB …
Relationship Marketing Strategy: An Operant Resource Perspective, Sreedhar Madhavaram, Elad Granot, Vishag Badrinarayanan
Relationship Marketing Strategy: An Operant Resource Perspective, Sreedhar Madhavaram, Elad Granot, Vishag Badrinarayanan
Business Faculty Publications
Marketing's evolution toward a new, service-dominant (S-D) logic requires the focus of marketing to be on the intangible, dynamic, operant resources. Therefore, in this paper, we examine the relationship marketing (RM) strategy from an operant resource perspective that focuses on how operant resources can influence RM-based strategy success. Specifically, we identify network competence, alliance competence, internal market orientation, and customer response capability as operant resources that have been empirically verified to have positive influences on firms. Next, we identify market relating capability and knowledge management capability as operant resources that need further conceptual and empirical investigation. Furthermore, based on our …
Regulatory Focus As A Predictor Of Attitudes Toward Partitioned And Combined Pricing, Kiljae Lee, Jungsil Choi, Yexin J. Li
Regulatory Focus As A Predictor Of Attitudes Toward Partitioned And Combined Pricing, Kiljae Lee, Jungsil Choi, Yexin J. Li
Business Faculty Publications
Partitioned pricing is a widely used pricing strategy, but little is known about the buyer characteristics that influence its effectiveness. The current research contributes to the pricing literature by investigating the impact of regulatory focus on the perceived attractiveness of partitioned and combined pricing. In four studies, we hypothesized and found support for the idea that promotion focused individuals perceive partitioned prices to be more attractive than combined prices, while prevention focused individuals do not differentiate between the two pricing types. Our results also show that regulatory focus influences consumers' information processing style, which in turn leads to important differences …
Iso 9000 Internalization And Organizational Commitment - Implications For Process Improvement And Operational Performance, Cigdem Ataseven, Daniel I. Prajogo, Anand Nair
Iso 9000 Internalization And Organizational Commitment - Implications For Process Improvement And Operational Performance, Cigdem Ataseven, Daniel I. Prajogo, Anand Nair
Business Faculty Publications
This study presents an investigation of the relationship between internalization of ISO 9000 practices and the development of intellectual capital within organizations. We posit that intellectual capital, which comprises of human capital, organizational capital, and social capital, leads to improved processes in an organization. Process improvement, in turn, results in superior operational performance. Using a sample of 321 ISO 9001 certified organizations, the hypothesized relationships are tested by means of the structural equation modeling technique. The results of this study lend strong support for the hypotheses and show that performance benefits from the internalization of ISO 9000 standards occur mainly …
A Socio-Marketing Analysis Of The Concept Of Cute And Its Consumer Culture Implications, Elad Granot, Thomas Brashear Alejandro, La Toya M. Russell
A Socio-Marketing Analysis Of The Concept Of Cute And Its Consumer Culture Implications, Elad Granot, Thomas Brashear Alejandro, La Toya M. Russell
Business Faculty Publications
Cute has become the favored language of (the predominantly female) popular consumer culture. This paper examines the roots of “cute” and its evolution with reference to its relevance to marketers. We follow the cultural appropriation of Japan’s “Kawaii” by the Western “cute”, and introduce a social, marketing-oriented description and analysis of the concept. We present its socio-cultural, experiential, symbolic, and ideological relevance to consumption in general, and to consumer culture theory in particular. This examination steers clear of scientific generalizations prevalent in consumer behavior research and aims, instead, to illuminate the cultural dimensions of the consumption cycle, and allow a …
Knowledge Needs Of Firms: The Know-X Framework For Marketing Strategy, Sreedhar Madhavaram, Andrew C. Gross, Radha Appan
Knowledge Needs Of Firms: The Know-X Framework For Marketing Strategy, Sreedhar Madhavaram, Andrew C. Gross, Radha Appan
Business Faculty Publications
In today’s knowledge-intensive economy, the acquisition, development, and management of knowledge are fundamental to the survival and growth of firms. Consequently, organizational knowledge has emerged as a potential source of competitive advantage for firms. Specific to the marketing context, research has long since recognized the role of knowledge in effective marketing. Therefore, through a systematic review of organizational knowledge research and the knowledge business environment, this paper (1) identifies different types of organizational knowledge required by firms and develops the know-x framework, (2) discusses exemplars of different types of marketing knowledge products that firms might require, (3) identifies and discusses …