Business Commons^™

Who Posts Positive Hotel Reviews On Social Media? Examining Experiential Value, Online Social Capital, And Personal Attributes, Jungyun Hur, Soocheong (Shawn) Jang

Journal of Tourism Insights

This study aims to identify key attributes which significantly distinguish people with high intentions to generate positive hotel review on social media from others by examining three major factors associated with online hotel review generation which include hotel experiential value (e.g., utilitarian value, hedonic value, atmospheric value, and service quality), online social capital (e.g., social interaction tie, norm of reciprocity, and social identification), and personal attributes (e.g., opinion leadership, Internet self-efficacy, and hotel loyalty). The results of this study suggest that utilitarian and atmospheric values were the two most critical hotel experiential attributes in determining guests’ high intention to generate …

Understanding And Motivating Salesperson Resilience, Valerie Good, Douglas E. Hughes, Alexander C. Labrecque

Peer Reviewed Articles

Prior research has shown that approximately half of salespeople fail to achieve their targets each year. Not only is the role difficult but also sales jobs are often marked by high levels of stress, rejection, and burnout. Thus, salesperson resilience is critical. However, a gap remains in our understanding of how resilience influences performance and how managers can motivate salespeople to be more resilient. To answer these questions, we collected survey data from 110 salespeople from a large firm based in the Midwest, along with objective effort and performance data provided by the company prior to and following a poor …

Supply Chain Management For Circular Economy: Conceptual Framework And Research Agenda, Daniel Pellathy

Peer Reviewed Articles

Purpose – Circular economy (CE) initiatives are taking hold across both developed and developing nations. Central to these initiatives is the reconfiguration of core supply chain management (SCM) processes that underlie current production and consumption patterns. This conceptual article provides a detailed discussion of how supply chain processes can support the successful implementation of CE. The article highlights areas of convergence in hopes of sparking collaboration among scholars and practitioners in SCM, CE, and related fields.

Design/methodology/approach – This article adopts a theory extension approach to conceptual development that uses CE as a “method” for exploring core processes within the …

Beyond Warm Glow: The Risk-Mitigating Effect Of Corporate Social Responsibility (Csr), Abhi Bhattacharya, Valerie Good, Hanieh Sardashti, John Peloza

Peer Reviewed Articles

Corporate social responsibility (CSR) positively impacts relationships between firms and customers. Previous research construes this as an outcome of customers’ warm glow that results from supporting firms’ benevolence. The current research demonstrates that beyond warm glow, CSR positively impacts firms’ sales through mitigating their customers’ perceptions of purchase risk. We demonstrate this effect across three conditions in which customers’ perceived risk of purchase is heightened, using both secondary data and two lab experiments. Under conditions of greater purchase risk (i.e., recessions, a service context, and longer-term consumer commitments), CSR positively impacts both sales and customer purchase intentions to a greater …

Improving The M&A Success Rate: Identity May Be The Key, Carol M. Sanchez, Mahendra Joshi, Paul Mudde

Peer Reviewed Articles

Every year companies spend over $4 trillion on mergers and acquisitions (M&As) in spite of the fact that between 70% to 90% of these M&As fail. Both practitioners and scholars are puzzled by these intriguing statistic and have tried to identify the causes of M&A failures. Factors such as inaccurate assessment of financial and operational synergies, lack of clarity in the execution of the integration process, negotiation errors, lack of backup plans, and cultural issues are only a few of the long list of reasons that may lead to such high rate of failure. Evidently, some of these factors have …

When To Outsource The Sales Force For New Products, Valerie Good, Roger J. Calantone

Peer Reviewed Articles

Executives and researchers continue to seek factors that lead to new product success. While prior research has suggested that outsourcing the selling function can help make the innovation process leaner and limit future liability, outsourcing can also pose risks in terms of safeguarding both customer relationships and confidential innovation capabilities. Moreover, examining the effects of outsourcing has been identified as a key research priority in recent marketing literature. Thus, using privileged access to managers in the biochemical industry, we employed a multi-group analysis of 229 new products to investigate the effect of outsourcing the sales force on new product success. …

Failing To Be Family-Supportive: Implications For Supervisors, Benjamin M. Walsh

Peer Reviewed Articles

Family-supportive supervision benefits employees in many ways. But what are the implications for the supervisors themselves, particularly when this support is not extended? Drawing on social exchange theory, we frame family-supportive supervision as a desirable resource that when withheld may trigger negative social responses from employees. We hypothesize that workplace ostracism is a mechanism through which employees sanction supervisors who fail to be family-supportive, thereby harming supervisor well-being. Study 1 captured the employee perspective and utilized an experimental design to understand whether employees engage in ostracism in response to a lack of family-supportive supervision. In Study 2, we captured the …

The Unbearable Heaviness Of Leadership: The Effects Of Competency, Negatives, And Experience On Women’S Aspirations To Leadership, Carol M. Sanchez, Kevin Lehnert

Peer Reviewed Articles

Competent women should aspire to leadership, but they may choose not to. We asked men and women at seven U.S. universities if competence, negatives of leadership, and experience affect their aspirations to leadership. Surprisingly, competent women with more work experience are less likely to aspire to leadership than men, while competent women with less work experience are more likely to aspire to leadership than men. The more women associate leadership with negative aspects, the less they aspire to leadership, compared with men. For both, the less competent they think they are to be leaders, the less they want to be …

Middle-Range Theorizing On Logistics Customer Service, Daniel Pellathy, Joonhwan In, Diane A. Mollenkopf, Theodore P. Stank

Peer Reviewed Articles

Purpose – The purpose of this paper is to illustrate how a systematic application of middle-range theorizing, which pays particular attention to contexts and mechanisms, can be used to extend current knowledge on logistics customer service (LCS) in a number of critical areas.

Design/methodology/approach – The paper applies Stank et al.’s (2017) framework for middle-ranging theorizing in logistics to develop a research framework and agenda that can guide future LCS research. Results are generated through a review of the LCS literature and an application of the main concepts of middle-range theorizing.

Findings – The paper outlines opportunities for middle-range research …

2014 M&A Update, Alexandra S. Schmid, Carol M. Sanchez, Stephen R. Goldberg

Peer Reviewed Articles

Market conditions for mergers and acquisitions (M&As) remained positive in 2013. Relative economic growth in the U.S. and within specific industry sectors, and positive economic developments in the emerging markets signaled an optimistic outlook for M&A activity. There was a decline in worldwide M&A transactions in the first half of 2013 following a modest gain in 2012 which resulted in an overall slowdown in M&A activities, yet there are positive signs for future M&A growth. Corporate executives and their boards were selective with their investment choices and sought many of their M&A opportunities in the middle market. In this article, …

Success At The Base Of The Pyramid: A Relational View Of Competitive Advantage, Carol M. Sanchez, Alexandra Schmid

Peer Reviewed Articles

In this paper, we propose a new framework to measure the success of projects at the Base of the Pyramid (BoP), based on the relational view of strategy (Dyer and Singh, 1998; Lavie, 2006; Mesquita et al., 2008), and we test the framework using new case studies. We argue that the success of BoP projects depends on relation-specific resources and capabilities resulting from partnerships among participating organizations. Typical partners involved in a BoP project are firms that make a product or a service designed for BoP customers, a public or private agency that has local knowledge and presence, and a …

A Comparative Analysis Of The Attitudes Toward Women Managers In China, Chile, And The United States, Carol M. Sanchez, Robert Scherer, Rajshekhar G. Javalgi, Lorena Pradenas Rojas, Victor Parada Daza, Chi-En Hwang, Wu Yan

Peer Reviewed Articles

Purpose: The purpose of this paper is to determine if stereotypical perceptions of women as managers existed among men and women in three cultural settings: the U.S., China and Chile. Based on the extant literature, hypotheses were developed and tested.

Design/Methodology Approach : Participants in our study were students enrolled in degree programs. The data was collected from the U.S., China and Chile. Using the women as mangers scale (WAMS), the study explores attitudinal dimensions. Further, gender and country effects were identified at both multivariate and univariate levels.

Findings: The findings show that stereotypical perceptions of women as mangers exist …

An Interview With Ian Browde Director Of Strategy And Business Development, Enterprise Solutions Division, Nokia, Inc., Carol M. Sanchez

Peer Reviewed Articles

Interviewer, Carol Sánchez (CS), Associate Professor, Seidman College of Business, Grand Valley State University. Interviewee, Ian Browde (IB), Director of Strategy and Business Development, Enterprise Solutions Division, Nokia, Inc.

How To Handle The Threat Of Catastrophe, Carol M. Sanchez, Stephen R. Goldberg

Peer Reviewed Articles

One of the principal jobs of chief executives is to minimize risk and vulnerability to catastrophic events. Analyzing risk has become more complex since September 11, 2001. In addition to terrorism, other catastrophes can change the course of life as we know it including cyber crime, biological attacks, and the spread of diseases such as SARS. Companies must realign corporate priorities and put the security issue at the forefront, as many companies have done since the 9/11 attacks. Risk management has dealt traditionally with two types of events: known risk and unknown risk. Known risks are events you know exist, …

Value Shift: Why Companies Must Merge Social And Financial Imperatives To Achieve Superior Performance, Carol M. Sanchez

Peer Reviewed Articles

In Value Shift. Lynn Sharp Paine argues that modern corporations are now expected to meet moral, as well as financial, performance standards to be considered superior performing firms. Paine calls this a return to, or a shift in, values that now emphasize ethics, culture, environmental standards, product safety, and community investment—what students of management might call a broad stakeholder model of the firm. The author, who is professor of leadership and values at the Harvard Business School, reflects on the recent crises in corporate America that began in 2001 with the Enron scandal. These disgraceful misdeeds and the public reaction …

Environmental Change And Management Staffing: An Empirical Examination Of The Electric Utilities Industry, Ram Subramanian, Carol M. Sanchez

Peer Reviewed Articles

This paper examines the relationship between environmental change, changes in competitive dynamics, and top management staffing in the electric utilities industry during the period surrounding the passage of the Energy Policy Act of 1992 (EPAct 92). The findings suggest that following the passage of the EPAct 92, competition in the electric utilities industry intensified placing greater emphasis on achieving internal, firm-level efficiencies. This external environmental change and the corresponding shift in the competitive context resulted in an adjustment in the composition of the top management coalition in these firms. The dominant coalition following the EPAct 92 consisted of older managers …

Environmental Regulatory Influence And Product Innovation: The Contingency Effects Of Organizational Characteristics, Carol M. Sanchez, William Mckinley

Peer Reviewed Articles

This paper examines the relationship between environmental regulatory influence and product innovation in a multi-industry sample of manufacturing organizations. Our theory argues that the influence of environmental regulation on the level of product innovation in a manufacturing organization is at least partially contingent on the organization's internal characteristics -- in particular, its structural flexibility and production process flexibility. Hypotheses are derived from our theory and tested, and the results are consistent with the conclusion that structural flexibility and production process flexibility moderate the environmental regulatory influence-product innovation relationship. Whether environmental regulation inhibits or promotes product innovation seems to depend at …

Diversity Management: An Administrative Case Study In A Tax-Exempt Human Service Organization, Jerry L. Johnson

Masters Theses

Diversity management is a business strategy that is intended to create an organizational climate where people from diverse backgrounds can succeed based on their work performance and not their personal similarities or differences with the organization's leadership. Diversity management programs are intended to help business remove barriers resulting from discrimination.; The present study investigated the need for a diversity management program in a tax-exempt human service organization. The perceptions and attitudes of organization employees, measured by survey instruments, in conjunction with an employee compensation study, provided the data for this investigation.; The instrument designed for this study and the random …

The Oral Interview As A Predictor Of Academic Performance In A Preservice Law Enforcement Training Program, M. Nicholas Meier

Masters Theses

The oral interview is a standard technique used in the selection of police officers and the prediction of their subsequent academy and on the job performance. This study attempted to construct a model that could accurately predict academic performance from oral interview performance in a preservice law enforcement training program. Previous research in the use of the oral interview as a predictor of academic performance has produced conflicting results.

The sample in this study consisted of 159 candidates accepted by an oral interview board for training in a preservice police academy. Average academic performance was correlated to scores on an …