Business Commons^™

Customer Engagement With Digitalized Interactive Platforms In Retailing, Sanjit K. Roy, Gaganpreet Singh, Saalem Sadeque, Paul Harrigan, Kristof Coussement

Research outputs 2022 to 2026

Digitalized interactive platforms (DIPs) such as Apple watch, Starbucks apps and Nike+ have seen enormous growth. This study empirically investigates the antecedents and consequences of customer engagement in a digitalized interactive platform of an online shoe retailing start-up. Specifically, we integrate service-dominant logic and self-determination theory to explore the complex relationships between human psychological needs, customer engagement and subjective well-being. We hypothesise that, in case of digitalized interactive platforms, the direct relationship between human psychological needs satisfaction (autonomy, relatedness and competence) and subjective well-being is mediated by customer engagement (cognitive, affective and behavioral). We applied a hybrid SEM-ANN approach to …

How Transformational Leadership Transforms Followers’ Affect And Work Engagement, Benjamin Bader, Michael Gielnik, Ronald Bledow

Research Collection Lee Kong Chian School Of Business

How do episodes of transformational leadership transform followers? To address this question, we build on theories of affective events and affect regulation and develop a research model that explicates a mechanism of the transformation process implicit in transformational leadership theory. Specifically, the model explains how experiencing episodes of transformational leadership transforms (i.e., changes) followers’ positive affect and eventually their work engagement by fulfilling followers’ basic psychological needs. We tested our model in two independent longitudinal samples using daily and weekly measurement designs with 214 (N = 75) and 147 (N = 54) lagged observations, respectively. In support of our model, …

Lessons From Psychology For Law Practice Management, Peter G. Glenn

Dickinson Law Review (2017-Present)

No abstract provided.

The Influence Of Intrinsic Motivational Forces On Consumers’ Product Purchase Intentions, Sumera Syed, Syed R. H. Shah, Fauziah S. Ahmad

Journal of Mediterranean Tourism Research

Food is perceived as the top most surviving need of humans since their existence. With the passage of time, this need has been further revolutionized with added requirements of safety and hygienic factors. Halal food having both of these factors, has gained popularity among both Muslims and non-Muslims consumers. Despite of ever increasing trend of Halal food consumption, the research to uncap this amazingly growing sector is still in its infancy stages. Interestingly, the role of intrinsic motivation in shaping up intention of the consumers for Halal food purchase is still not well explored. This study has addressed this untapped …

Is Restaurant Management An Extreme Job? How Restaurant Managers Are Motivated To Work Intense And Excessive Jobs, Rebecca Gordon

TTRA Canada 2021 Conference

No abstract provided.

More Than Money: Establishing The Importance Of A Sense Of Purpose For Salespeople, Valerie Good, Douglas E. Hughes, Hao Wang

Peer Reviewed Articles

Much of the current research on salesperson motivation focuses on extrinsic reward expectancy related to compensation, contests, incentives, and quotas. We find that while salespeople want to make money, they also want to make a difference and contribute to society through their work. In Study 1, the qualitative findings reveal that a sense of purpose–the belief that one is making a contribution to a cause greater and more enduring than oneself–is a significant motivator for salespeople. Hence, in Study 2 we develop a measure for sense of purpose and distinguish it from related constructs. Finally, in Study 3 we use …

Happiness At Work: A Phenomenological Investigation Of Clinic Managers, Jorge Melendez

Doctor of Business Administration (DBA)

This study seeks to understand, through a qualitative phenomenological design, the meaning of happiness at work for clinic managers who work for a mission-driven healthcare organization. There exists many organizational dynamics that can influence happiness at work; nevertheless, for the scope of this investigation, this paper converged on three theoretical premises: (1) Positive Psychology: Happiness at work which is divided into eudemonic and hedonic happiness, (2) Intrinsic Motivation Theory: Self-determination, and (3) Extrinsic Motivation Theory: Self-determination. The evidence discovered in this study demonstrates the importance of understanding the context for what happiness at work means for management-level caregivers/employees. The clinic …

Rotarians’ Transformative Path From Initiate To Servant Leader: A Narrative Study Examining The Motivation To Volunteer, Edwin A. Kalinka

Seton Hall University Dissertations and Theses (ETDs)

Rotarians’ Transformative Path from Initiate to Servant Leader: A Narrative Study Examining the Motivation to Volunteer The purpose of this research study was to explore Rotarians transformative path from initiate (follower) to servant leader supporting student programs. Research was conducted using a qualitative narrative design to examine participants’ perceptions of the factors that motivated them to join a volunteer organization with the motto “service above self,” the factors that motivated them to support student programs, and their perceptions of the impact of their volunteer efforts. Sixteen Rotarian participants supporting EarlyAct, InterAct, Rotary Youth Leadership Awards, Short-Term Youth Exchange, and Long-Term …

Competing With The Sharing Economy: Understanding The Barriers Faced By “Traditional” Providers, Amiee Mellon, Jim Connell

Association of Marketing Theory and Practice Proceedings 2020

Consumer participation has made the sharing economy an economic wonder, creating valid competition for traditional service providers. Using the self-determination theory, we examine why both consumers and peer-providers engage in the sharing economy. Three areas of consumer-focused marketing where traditional providers can increase efforts to decrease erosion are app abilities; niche markets; and consumer-desired amenities. Two areas of employee-focused marketing where traditional providers can increase efforts to decrease erosion are flexible hours and environments and employee appreciation and rewards.

Employee Engagement In Antigua And Barbuda Broadcasting Services, Jrucilla Bernice Samuel

Walden Dissertations and Doctoral Studies

Employee disengagement is a direct threat to business survival. The strategic development of sustainable engagement initiatives results in employee well-being and also mitigates against organizational collapse. Grounded in the conceptual frameworks of employee engagement theory, Deci and Ryan’s self-determination theory, and Kahn’s theory of personal engagement, the purpose of this qualitative single case study was to explore the motivational strategies some media leaders use to keep employees engaged. The participants comprised 5 media leaders in Antigua and Barbuda with at least 2 years’ experience in successful employee engagement. Data were collected in person via semistructured interviews and documents from the …

Integrating Coaching And Self-Determination Theory: The Development And Validation Of The Managerial Coaching Questionnaire, Hunter Thomas Black

CGU Theses & Dissertations

Despite increasing practitioner application and decades of research on the topic of managerial coaching, the topic continues to lack conceptual clarity, foundational theory, and sound measures. As a result, there is little understanding of the underlying psychological mechanisms connecting coaching behaviors to employee outcomes. This dissertation develops a new theory-based framework and survey measure of managerial coaching behaviors (the managerial coaching questionnaire; MCQ) grounded in self-determination theory (Deci & Ryan, 1985; Ryan & Deci, 2000). Time-lagged results support the theoretical propositions of the framework with results showing a positive relationship between the MCQ and employee wellbeing mediated by employee need …

Relationship Between Self-Determination And Employee Retention, Tiffany Edwards

Walden Dissertations and Doctoral Studies

Retention of registered nurses (RNs) is essential to the sustainability of quality health care services. More than 55% of hospitals in the United States have not translated retention initiatives into a formal retention strategy. The purpose of this study was to examine the relationship between training programs, new hire onboarding processes, frozen positions, and nurse retention. The self-determination theory was the theoretical framework for this study. Secondary data were collected from the 2016 Texas Hospital Nurse Staffing Survey. Data were analyzed using multiple linear regression. The results of the multiple linear regression were statistically significant, with F(3, 251) = .602, …

Spillover Effects And Freedom: An Experimental Investigation Of The Indirect Effects Of Managerial Autonomy And Firms’ Rationale For The Implementation Of Internal Controls Across The Organizational Hierarchy, Erin M. Masters

Theses and Dissertations

The creation of excessive budgetary slack can be costly, causing organizations to implement internal controls to motivate employees to report more honestly. Internal control research explores many control-related motivations; however, the behavioral effects of autonomy in expanded organizational hierarchies are not well understood in budgeting contexts. This paper examines managerial autonomy and firms’ rationales for the implementation of internal controls in a setting that extends the common participatory dyad utilized in prior literature to an organizational hierarchy that includes owners, mid-level managers, and employees. This setting is explored through the lens of self-determination theory and psychological reactance theory, which offer …

Managing Women's Post Retirement Career In Law Enforcement Organisations: Lessons From Developed Nations For Emerging Economies, Mary Anthony, Werner Soontiens

Business Papers and Journal Articles

This paper explores protean careers US and Australian policewomen seek post retirement. Two research questions address why policewomen seek a protean career after retirement from law enforcement. The study utilised a phenomenological approach involving semi-structured interviews conducted with 40 policewomen in middle and top management roles in the USA and Australia. Analysis of data involved coding for emergent themes based on the interpretivist research philosophy. Interview transcripts of 40 policewomen from these countries show that more than 90% of the women from the USA were aggressively seeking to develop protean careers while that was not the case in Australian law …

Promoting Harmonious Work Passion Among Unmotivated Employees: A Two-Nation Investigation Of The Compensatory Function Of Cooperative Psychological Climate, Violet T. Ho, Dejun Tony Kong, Chay-Hoon Lee, Phillippe Dubreuil, Jacques Forest

Management Faculty Publications

This research draws on self-determination theory to investigate (a) the role of cooperative psychological climate in promoting harmonious work passion among employees with low intrinsic motivation; and (b) the mediating role of harmonious passion in linking cooperative psychological climate to behavioral outcomes. We propose that cooperative psychological climate facilitates harmonious passion and, in particular, plays a compensatory role among employees with low intrinsic motivation. In turn, harmonious passion is expected to facilitate both task performance and interpersonal helping, thereby linking cooperative psychological climate to these employee behaviors. We test the model using data from employees and their supervisors across two …

Managing Employee Motivation Through The Process Of Government Furloughs, Kim Charisc Hill

Walden Dissertations and Doctoral Studies

Budget constraints will cause federal furloughs to continue through 2035. Federal furloughs such as the one in 2012-2013, affected 800,000 out of 2.7 million federal employees. This dramatic workforce reduction caused remaining employees to experience stress and morale issues in the workplace. The purpose of the research was to understand how managers comprehend and experience the impact of extrinsic and intrinsic motivation on remaining employees' performance and attitudes during the furlough process. The theoretical foundation and conceptual framework were designed using both intrinsic and extrinsic motivation concepts and theories. Aspects of self-determination theory and hierarchy motivation theory were used to …

Saving Behaviour In The Australian Dream: Its Relationship With Aspiration And Motivation, Financial Literacy, And Materialism, Ming D’Iapico-Bien

Theses : Honours

In Australia, most people aspire to achieve the “Australian dream” of owning their homes. Australian house prices have risen dramatically in comparison to people’s incomes, but despite this, many Australians still strive to enter the property market. The aim of this correlational study was to investigate the relationships between saving behaviour (with the ultimate goal of spending accumulated savings on a house deposit) and various psychological variables over and above sex, age, education, employment status, and income. The investigated predictor variables were motivation, extrinsic aspiration, financial literacy, and materialism. Previous research grounded in self-determination theory (SDT) has shown that intrinsic …

An Integrated Behavioural Model Towards Evaluating And Influencing Energy Behaviour—The Role Of Motivation In Behaviour Demand Response, Julia Blanke, Christian Beder, Martin Klepal

NIMBUS Articles

The change in the actual use of buildings by its occupants is receiving more and more attention. Over the lifecycle of a building the occupants and therefore the demands towards the buildings often change a lot. To match these altering conditions, particularly in the context of the demand for energy efficiency, purely technical approaches usually cannot solve the problem on their own or are not financially viable. It is therefore essential to take the behaviour of the end user into account and ask the fundamental question: “How is it possible to influence people’s behaviour towards a more pro-environmental outcome, and …

Essays On Sales Coaching, Carlin A. Nguyen

USF Tampa Graduate Theses and Dissertations

In general, scholars and practitioners agree that sales coaching enhances sales performance. Sales firms continue to invest billions of dollars towards coaching endeavors. However, despite the positive benefits of sales coaching, the fact is that most sales coaches are ineffective. In three essays, this dissertation aims to offer insight that will help companies and coaching programs improve the effectiveness of their sales coaches.

The first essay explores the sales coaching process and how it is affected by factors related to the sales manager (coach) and the salesperson (coachee). Using in-depth interviews, we identified various skills, behaviors, and abilities that reflect …

Motivations In The Fine-Art Market: A Self-Determination Theory Approach, Jonathan P. Leavell

Atlantic Marketing Journal

The purpose of this paper is to demonstrate the theoretical value of incorporating constructs from self-determination theory (SDT) into the analysis of the motivations within the fine-art market. The motivations of buyers and artists are examined in light of a controlling-informational event gradient. Moureau’s and Sagot-Duvauroux’ (2012) artist business-model framework is used to provide the context for marketing’s role in facilitating communication along the various motivational interactions of the gradient. Opportunities for further research are presented.

Work-Value Profile And Career Success, Chee Wee Koh

USF Tampa Graduate Theses and Dissertations

Work values, defined as the end states people desire and expect to realize through work, appear to play a role in career success, but the small number of past studies have reported conflicting results, some of which may be attributed to research methodology. Using a person-centered approach to model the conjoint effects of intrinsic and extrinsic work values, the present study inductively investigated the association between work-value profile and career success using a three-panel longitudinal dataset consisting of 905 lawyers from the After the Juris Doctorate (AJD) study. Latent profile analysis identified five work-value profiles: (i) Neither Intrinsic nor Extrinsic …

Effect Of Cooperation On Players' Immersion And Enjoyment, Lakshmi Sushma Daggubati

Masters Theses

"This research examines the effect of cooperative versus non-cooperative game play on immersion and enjoyment in online games. It draws on the self-determination theory to generate the research hypotheses and explain the observed phenomenon. A within-subject experimental design (N=38) was used to evaluate the effects of cooperative versus non-cooperative game play on enjoyment and immersion by having participants play in a manipulated game mode in a controlled gaming environment. The participants' subjective responses were assessed to understand their user experience in cooperative and non-cooperative gaming environments. The results suggest that both immersion and enjoyment were significantly enhanced in cooperative game …

Motivations In The Fine-Art Market: A Self-Determination Theory Approach, J. Paul Leavell

Atlantic Marketing Association Proceedings

Fine-art marketing research experiences friction that other arenas for marketing research do not. The product moved within this arena has subjective value with many drivers that can be difficult to quantify: The motivations of sellers and buyers may be different from what other marketing arenas experience (Marshall and Forrest 2011). The end price of fine art may have no relationship to the cost of inputs relying more on the demand driven by the artist’s reputation (Throsby 1994). Due to such challenges, the Academy has struggled in its contemplation of the marketing concept within this arena.

This paper will investigate the …

Contolling And Informational Planned Behavior: Self-Determination Theory And The Theory Of Planned Behavior, J. Paul Leavell

Atlantic Marketing Association Proceedings

Self-determination theory (SDT) is a paradigm of human motivation and an approach to personality that focuses on an individual’s psychological needs and how those needs interact with self motivation (Ryan and Deci, 2000). SDT explores the foundation of intrinsic motivation (Deci and Ryan, 1985) which can be applied as marketing theory. Additionally this theory offers the opportunity for comparison and integration with the theory of planned behavior (TPB). Deci and Ryan (1985) published this theory within the same year that Ajzen (1985) published the theory of planned behavior (TPB). While SDT has a predominantly intrinsic focus, TPB maintains a primarily …

Positive Psychological Capital, Need Satisfaction, Performance, And Well-Being In Actors And Stunt People, Brian Hite

Walden Dissertations and Doctoral Studies

Positive psychological capital (PsyCap), a second-order construct formed from optimism, hope, resilience, and self-efficacy, has predicted the performance and psychological well-being of a variety of full-time workers, and mediators of the relationships between PsyCap and performance and psychological well-being have rarely been examined. Using self-determination theory, broaden-and-build theory, and the conceptual framework of positive psychology, this study was an exploration of (a) the relationships among PsyCap, (b) basic psychological need satisfaction (i.e., autonomy, competence, relatedness), and (c) psychological well-being and performance using a sample of 103 working actors and stunt people. A serial mediation model was proposed whereby PsyCap predicted …

The Moderating Effects Of Praise On The Relationship Between Autonomy And Work Motivation, Alyssa Washakowski

Honors Theses and Capstones

This study applied self-determination theory principals and the already existing links to work motivation to examine how praise would moderate the relationship between work motivation and autonomy. Previous literature has already stated that there is a positive relationship between autonomy and work motivation and also a positive relationship between praise and work motivation. A sample of 54 participants was used in a 37 question survey highlighting questions on work motivation, autonomy and praise. Our results yielded that there was in fact a significant relationship between praise moderating the effects of autonomy on work motivation. From this research it is evident …

The Mediating Effects Of Autonomy, Competence, And Relatedness During Couple Leisure On The Relationship Between Total Couple Leisure Satisfaction And Marital Satisfaction, Miriam Puerta Amato

Theses and Dissertations

This study tested Self-Determination Theory as a possible explanatory framework to understand the relationship between total couple leisure satisfaction and marital satisfaction. The three psychological needs of autonomy, competence, and relatedness-fundamental components of Self-Determination Theory-were measured through the Fulfillment of Psychological Needs during Couple Leisure (FPNL) scale and were tested as mediators. The analysis of five structural equation models confirmed the relevance of the Self-Determination Theory in explaining the relationship between couple leisure satisfaction and marital satisfaction. Although autonomy and competence were significant mediators, relatedness consistently appeared as the strongest mediator suggesting that the fulfillment of this psychological need is …

Total Participation Management:Toward Psychological Determinants Of Subjective Well-Being At Work, Katarzyna Mika, Ryszard Stocki, Agnieszka Bożek

Journal of Entrepreneurship, Management and Innovation JEMI

Aiming to determine which management practice has the strongest influence on the subjective well-being (SWB) of employees, three workplaces were assessed with reference to different levels of total participation management (TPM), an innovative approach to human resource management. The study examined whether the level of TPM is positively related with SWB, defined according to Diener’s (1984) affective and cognitive facets of work. The psychological explanation of the predicted dependence was the level of satisfaction of three basic needs (autonomy, competence and relatedness) distinguished by Deci and Ryan (2000a). The hypothesis about a positive relationship between SWB and TPM was confirmed. …

Gendered Narratives Of Innovation Through Competition: Lessons From Science And Technology Studies, Scout Calvert

UNL Libraries: Faculty Publications

Library and information science is a technologically intensive profession with a high percentage of women, unlike computer science and other male-dominated fields. On the occasion of the 2011 Association for Library and Information Science Education (ALISE) conference, this essay analyzes the theme “Competitiveness and Innovation” through a review of social psychology and science and technology studies literature. Both theme concepts have ramifications for library and information science (LIS) education. Librarianship and teaching are both professions that resist commodification because they rely on embodied labor and personal interaction. Competition, as a management or learning style, may not promote meaningful innovation in …

Driven To Work And Enjoyment Of Work: Effects On Managers’ Outcomes, Laura M. Graves, Marian N. Ruderman, Patricia J. Ohlott, Todd J. Weber

Department of Management: Faculty Publications

The authors examined the effects of two types of motivation, driven to work and enjoyment of work, on managers’ (N = 346) performance, career satisfaction, and psychological strain. Performance was assessed using 360-degree performance ratings. The authors also tested the effects of self-esteem on the two motives. They found that the enjoyment motive was positively related to career satisfaction and performance and negatively related to strain. Driven to work had no main effects but appeared to interact with enjoyment of work to influence performance and strain. When enjoyment of work was high, driven to work was unrelated to performance or …