Business Commons^™

An Empirical Analysis Of The Impact Of Certificate Of Need Law On Utilization Of Inpatient Services, Jomon Aliyas Paul, Huan Ni, Aniruddha Bagchi

Faculty Articles

We investigate the impact of Certificate of Need (CON) Law and its stringency on Inpatient service utilization measured by hospital occupancy. We show that on average the CON legislation reduces utilization in Inpatient units. Besides, we do not find sufficient statistical evidence to reject the exogenous assumption of CON and its features. Furthermore, we confirm the qualitative nature of these key findings by an analysis featuring Inpatient length of stay (LOS). Other findings include the following: Inpatient utilization is positively related to proportion of females in a state and the proportion of Asian-Americans; a statistically significant positive relationship exists between …

The Effects Of Home Country, Gender, And Position On Listening Behaviors, Deborah B. Roebuck, Reginald L. Bell, Reeta Raina, Cheng Ean Lee

Faculty Articles

Regardless of national culture, often listening is mentioned as an important component for effective business operations. In addition, understanding how individuals of different national cultures perceive and process listening is fundamental to our global world of work. The present study used Glenn and Pood (1989) Listening Self-Inventory to examine the distracted and attentive listening behaviors of male and female managers and non-managers who worked full time inthe countries of India, Malaysia, and the United States of America (USA). Findings in this study suggestUSA females and males, in general, are less likely to be attentive listeners than the Indian and Malaysianrespondents …

The Early Identification Of At-Risk Students In An Undergraduate Marketing Metrics Course, Bruce K. Pilling, David L. Nasser

Atlantic Marketing Journal

The Early Identification of At-Risk Students in an Undergraduate Marketing Metrics Course

Abstract

This research describes the development of a diagnostic tool to permit the early identification of at-risk students in an undergraduate marketing metrics course. Using multiple discriminant analysis, students were classified into performance categories by drawing on a set of predictor variables conceptually linked to student performance in math-based courses. The discriminant model included math ability, perceived self-efficacy, math anxiety and overconfidence as potential discriminators of student performance. The model successfully identifies at-risk students at three times the chance probability. The early identification of at-risk students is a …

Teaching Customer Orientation To Millennials By Utilizing Electronic Communication Between Students And Firms, Thomas M. Hickman, Michael M. Pearson

Atlantic Marketing Journal

This article describes an experiential method for teaching customer orientation by directing students to use their own experience with a business to write either an e-mail letter of praise or complaint to that business. Students complete a survey that asks them to rate businesses on customer orientation measures at the time they send the e-mail and, again, at the end of the semester after having had time to receive a response. Results of the surveys are analyzed and recommendations are given for conducting an interactive discussion that allows students to see the variability of the firms’ commitment to customer orientation.

An Analysis Of Perceptual Gaps Among Chamber Management, Chamber Member Contacts, And A Proxy Sample Of Chamber Member Employees: An Attempt To Improve Marketing Efficacy, Paul J. Costanzo, Janelle E. Goodnight

Atlantic Marketing Journal

Decreases in membership for a local chamber of commerce led the authors to conduct research to assist them in determining why they have been experiencing difficulty with business organization memberships within the last few years. This paper presents findings from an exploratory study that examined perceptual gaps on a series of factors that the authors believe when identified, may lead to improved marketing efficacy. Chamber management, chamber member contacts, and a proxy sample of chamber member employees for a local chamber of commerce completed surveys to assess the level of consistency among their perceptions of value added benefits of chamber …

A Modified Framework Of Service Encounter Types For The Application Of Relationship Marketing In Services, Gary D. Futrell

Atlantic Marketing Journal

Many firms believe that the best way to inculcate loyalty and retain customers is to establish connections with them through relationship marketing. Unfortunately, only about half of the firms surveyed in a recent study indicated any level of success with it. The significant attention directed toward service classification suggests legitimate differences among service types that may moderate the effectiveness of relationship marketing efforts. This paper proposes a typology of service interactions that takes into account three critical dimensions of relationship marketing: anticipated future interaction, channel of interaction, and customer involvement. Corresponding propositions are offered to guide further research.

Negotiating Stances Used With Minority Suppliers: A Research Note, Alicia D. Cooper Ph.D., Rodney L. Stump Ph.D.

Atlantic Marketing Journal

While new ways of organizing exchange have become prominent in business-to-business markets, the function of corporate minority supplier purchasing programs in this changing organizational environment has received scant attention. Specifically, the extent to which the present structure of minority supplier purchasing programs enhances -- or deters -- the creation of strategic partnerships, impacts the way buyers and suppliers interact, and ultimately determines the efficacy of these exchange relationships has not been sufficiently addressed in the literature. The present study examines the relationship between the minority supplier categorization (versus those not classified as such) and the negotiation stances that purchasing agents …

Does Thin Always Sell? The Moderating Role Of Thin Ideal Internalization On Advertising Effectiveness, James A. Roberts, Chloe' A. Roberts

Atlantic Marketing Journal

Much of the current focus on the use of ultra-thin models in fashion magazines can be attributed to Madison Avenue which still operates under a “Thin Sells” ethos. Research to date, however, has provided equivocal evidence of the efficacy of thin models in advertising (Yu 2014). The present study’s two related objectives include: (1) determining whether model size has an impact on advertising effectiveness, and (2) if internalization of the thin ideal moderates this relationship. Study results suggest model size in fashion advertisements has no main effect on advertising effectiveness. Additionally, thin ideal internalization moderates the model size – advertising …

Bank Loan Agreement And Ceo Compensation, Amine Khayati, Donald L. Ariail

Faculty Articles

Contrary to other forms of outside financing, the announcement of a bank loan agreement prompts a positive and significant market return. Throughout the literature, bank loans are deemed special and unique due to multiple benefits accruing to bank borrowers. The short-term positive market reaction is however inconsistent with the long-term underperformance of borrowing firms (Billet et al., 2006). We find that unlike shareholders, CEOs gain from the bank loan relation over the long-term. Specifically, we find that bank loan agreement elicits a significant increase in total compensation through an increase in non-performance based compensation components such as salary, bonus and …

Supply Chain Managers And Risk Behavior: Testing The Sitkin And Pablo Model, Willie Frank Thompson

Doctor of Business Administration Dissertations

The frequency of supply chain disruptions is increasing and the resulting costs amplify with the growth of supply chain density and complexity. Supply chain managers serve a pivotal role in ensuring continued firm competitiveness and success. Having the right person whose risk preferences, propensity to take risks, and history dealing with risks match the needs of the company is important. A foundational study performed by Sitkin and Pablo (1992) proposed a conceptual model focused on specific predictors of risk behavior from the individual, organizational, and problem-related perspectives. Questions still remain to the validity of the model given that it has …

Intuition And Its Impact On Information Systems Success, Robecca Quammen

Doctor of Business Administration Dissertations

The concept of Intuition is not new to management and behavioral sciences. However, defining Intuition has been anything but intuitive even in these heavily studied domains. This research seeks to expand current Intuition research into the information systems (IS) domain. Given the velocity of change in contemporary IS, researchers and practitioners are seeking richer explanations and success measurements to better understand and promote effective use of IS. A preliminary content analysis of select proceedings from the Americas Conference on Information Systems (AMCIS), designed to assess the investigation and interest in the concept of Intuition as a contemporary IS research topic, …

When Being More Different And Less Visible Leads To Commitment And Justice For All, Lisa Farmer

Doctor of Business Administration Dissertations

Little empirical research is available that counters the viewpoint that both demographically dissimilar individuals and telecommuters have low-levels of commitment, in addition to the role of procedural justice in this context. Using a multi-company sample of 201 respondents employed by U.S. firms each with more than 100 employees; the results indicate significant support for high-levels of demographic dissimilarity associated with low-levels of affective commitment towards one’s organization. Contrary to the hypotheses, high-intensity telecommuting was found to be more strongly related to affective commitment, especially when procedural justice was high. Non-significant results were found for telecommuting intensity as a moderator of …

2015 - The Twentieth Annual Symposium Of Student Scholars

Symposium of Student Scholars Program Books

The full program book from the Twentieth Annual Symposium of Student Scholars, held on April 16, 2015. Includes abstracts from the presentations and posters.

An Examination Of Fit And The Use Of Mobile Devices For Performing Tasks, Carole L. Hollingsworth

Doctor of Business Administration Dissertations

This research seeks to better understand an individual’s use of mobile devices and the matching fit between type of mobile device and activity. As mobile devices swiftly progress and alter individuals’ ways of interacting with technology, a more comprehensive understanding of how tasks are impacted may help ensure appropriate device selection. The ability for more targeted device selection may increase use and help mobile device users and designers avoid the pitfalls of pre-existing, traditional technology.

Building on identified antecedents of success from the DeLone & McLean Information Systems Success Model and focusing on the measurement of hedonic and utilitarian tasks …

Differing Effects Of Goals On Sales Control Systems And Multifaceted Job Satisfaction, Anne Gottfried

Doctor of Business Administration Dissertations

This research empirically explored the differing effects of both quantitative and qualitative goals on sales force motivation in the context of sales force control systems and the various facets of job satisfaction. An interactive sales controls–goal systems model was presented with the objective of more clearly understanding what is going on inside the black box. Relevant to this study was capturing all seven facets of the INDSALES scale. Given the limitations of global measures of job satisfaction, this investigation more fully explained the relationships among types of sales force control systems on multifaceted job satisfaction than what currently exists with …

Financial Services: A Taxonomy Of Consumer-Focused Selling Activities And Sales Positions, Linda Joie Hain

Doctor of Business Administration Dissertations

The financial services industry has come under close scrutiny in the past several years resulting in a much different and more highly regulated environment. These regulatory changes impact the way a salesperson interacts with customers in the banking industry. Currently, the financial services industry accounts for almost half of the country’s nonfarm, commercial profit. No prior sales taxonomy has been conducted for individuals in the financial services industry that are involved in selling. This study utilizes the NAICS subcodes 522, 523, and 524 to understand and classify the consumer-focused sales activities that characterize the financial services industry. Using an established …

The Effect Of Audit Committee Compensation On The Procurement Of Non-Audit Services, Caroline Hayek

Doctor of Business Administration Dissertations

Over the last decade, audit committee member compensation has shifted from a cash compensation structure toward a more equity-based compensation structure, with members on the audit committee holding substantially large equity positions. Although contrasting viewpoints exist as to whether more equity-based compensation aligns with shareholders’ interest, empirical evidence suggests that the form of compensation has an impact on financial reporting quality and audit committee members’ objectivity. Despite these results, to date there is no authoritative guideline on the appropriate compensation structure for audit committees. Non-audit services (NAS) have also been at the forefront of regulators’ attention in the last decade …

Promoting Ict Careers Using A South African Ict Career Portal, Andre Calitz, Candice Evert, Margaret Cullen

The African Journal of Information Systems

South Africa is experiencing an Information and Communications Technology (ICT) skills shortage and a limited number of scholars and students are pursuing ICT careers. The provision of a web-based ICT career information platform as an effective solution to the growing demand for skilled ICT employees is the focus of this study. The study is grounded in the network theory of social capital. The aim of the development of an ICT career portal was to provide ICT career information to scholars, students and the ICT industry. Scholars can obtain information about ICT career opportunities and determine if they qualify for specific …

A Practical Transition Of Employees Towards Information Systems Adoption: A Public Service Perspective, Johan Rossouw Mr, Trish Alexander

The African Journal of Information Systems

This paper is a case study which studies change management in the pilot study phase of the implementation of an ERP system. This system, when rolled out in its entirety, will affect all parts of the public service and all state departments of an unnamed African country. Amongst the challenges faced is the matrix structure of the public sector, with one department seen as the driver of this change. This wide scope means that particularly skillful change management is required. Nine factors that had previously been identified from research literature on change management, IS adoption models, and different people-centric approaches …

The Conceptual Foundations Of Relationship Marketing: Review And Synthesis, Jagdish N. Sheth, Atul Parvatiyar, Mona Sinha

Faculty Articles

The present review is devoted to a rapidly developing area of marketing — relationship marketing. The authors suggest that the conceptual foundations of it are not currently well developed but forecast that it will transform into a discipline in the near future. They outline two approaches to the definition of relationship marketing and provide their own definition, emphasizing such aspects as collaboration, creation and enhancement of value for those who are involved in relationships. The authors trace the origins of relationship marketing, describing the importance of a range of factors that contribute to the increasing importance of relationship marketing today, …

A Taxonomy Of Emerging Markets, Alexander A. Assouad

Doctor of Business Administration Dissertations

Focusing on emerging markets is now a significant imperative for business professionals as well as strategy, management, and international business (IB) scholars. However, there are no accepted categorizations of these countries. Furthermore, major international organizations, institutions, scholars, and multinational, all approach classifying these countries from a multitude of different perspectives. Using institutional theory as a framework and drawing on research from multiple disciplines such as IB, sociology, economics, and economic geography, this dissertation proposes a framework by which a more nuanced reclassification of emerging markets into eight subgroups is considered appropriate. The application of this multidimensional and multidisciplinary approach shows …

Business Intelligence Technology, Applications, And Trends, Muhammad Obeidat, Max North, Ronny Richardson, Vebol Rattanak

Faculty Articles

Enterprises are considering substantial investment in Business Intelligence (BI) theories and technologies to maintain their competitive advantages. BI allows massive diverse data collected from virus sources to be transformed into useful information, allowing more effective and efficient production. This paper briefly and broadly explores the business intelligence technology, applications and trends while provides a few stimulating and innovate theories and practices. The authors also explore several contemporary studies related to the future of BI and surrounding fields.

An Increasing Usefulness For Managerial Communication Research On The Main Topics Of Management, Reginald L. Bell, Deborah Roebuck

Faculty Articles

Effective communication is necessary across all management tiers and functions. In addition, it is an integral part of managerial decision-making. Over the last 10 years, interest in the nuances of communication as related to management has intensified. These studies have fostered diverse approaches to linking management and communication. Our investigation, using 2x5 and 2x4 factorial ANOVAs, reveals that differences exist among the means of five professional communication fields. Numerous articles published between 2004 and 2013 were examined, and we found an increasing usefulness for managerial communication research on the main topic of management.

Multi-Stakeholder Assessment Of A Mobile And Temporarily Interconnected Systems Prototype: People-First Tourism, Fay Cobb Payton, Duarte Morais, Ernie Heath

The African Journal of Information Systems

While tourism has often been proposed as a mechanism for equitable and sustainable development in developing countries, most destination communities remain relegated to the role of passive “tourees” who are unable to participate in economic opportunities often controlled by tourism retail monopolies. Guided by information systems (IS) research on mobile and temporarily interconnected systems (MTIS), this work examines the ubiquitous nature of information services for users on the move. That is, users that are largely dependent on mobile telephones and temporary tourism services. Stakeholder interviews included local South African micro-entrepreneurs from under-resourced rural and peri-urban communities and other national and …

Knowledge Management And The Nigerian Culture – A Round Peg In A Square Hole?, Adeola Bamgboje-Ayodele, Leonie Ellis

The African Journal of Information Systems

Knowledge Management (KM) is a key strategy which many organizations have been leveraging upon because of its potential in achieving competitive advantage. However, factors such as the national culture can impact the efficacy of this strategy. Hence, the aim of this paper is to provide insight into how Nigerian culture influences organizational culture, which in turn influences KM practices in Nigerian organizations. Based on a post-positivist stance, this research employs a descriptive survey approach for the data collection and analysis while also incorporating Hofstede’s cultural dimensions. The findings suggest that the hierarchical nature of the society in Nigeria supports centralized …

Sales And Operations Planning: A Performance Framework, Scott C. Ambrose

Doctor of Business Administration Dissertations

Despite a robust body of practitioner-oriented literature focused on the importance of balancing customer demand with product supply within companies, there is very little empirical research suggesting how to achieve it. Sales and Operations planning (S&OP) is a tactical approach meant to help firms accomplish demand and supply balance at aggregate levels. While guidebooks authored by consultants suggest best practices that lead to S&OP success, many experts agree that companies have fallen short of achieving the anticipated benefits. Carried out by cross-functional teams, S&OP entails getting people from different thought worlds to work toward a common goal, a challenging task …

Why Empowering Salespeople Is A Double Edge Sword, Lucy Matthews

Doctor of Business Administration Dissertations

Salespeople in business-to-business markets are given autonomy to manage firms’ relationships with their customers. This autonomy implies that salespeople are responsible for making decisions that not only benefit but may also adversely impact customers (e.g., offer an account preferential treatment vs. terminate an established account). While numerous studies establish that autonomy (a critical facet of empowerment) has a positive impact on sales employee’s job outcomes, this study investigates the possibility that salesperson autonomy also has undesirable effects on salesperson job outcomes because it makes them responsible for decisions that have adverse consequences on the customers they are charged with satisfying. …

Preparing For The Looming Changes In Lease Accounting, Dennis Chambers, James Dooley

Faculty Articles

Donald Rumsfeld famously stated, “There are known knowns. These are things we know that we know. There are known unknowns. That is to say, there are things that we know we don’t know. But there are also unknown unknowns. There are things we don’t know we don’t know.” Rumsfeld’s statement can be applied to our state of knowledge regarding the accounting for operating leases in the future. There is general agreement (that is, a “known known”) that new standards will require lessees to report most of the assets and related liabilities associated with operating leases on the balance sheet—a significant …

Comparing Business Law In Online And Face-To-Face Formats: A Difference In Student Learning Perception, Mary Catherine Cleaveland, Cristen Dutcher, Kathryn Epps

Faculty Articles

This paper extends the body of research investigating potential differences in face to face and online delivery of a business law course. Using a unique survey, it investigates student perceptions of their learning and understanding of key course concepts, as well as student satisfaction with the course and course instruction. Further, the paper explores the specific characteristics of online versus face to face students that may impact their satisfaction.

Credit Cards, Financial Responsibility, And College Students: An Experimental Study, Lucy F. Ackert, Bryan K. Church

Faculty Articles

Policymakers are concerned about the limited financial expertise of young adults because their naiveté leaves them vulnerable to the perils of excess debt. We report the results of three experiments designed to investigate college students' mental representations of credit cards, focusing on linkages to financial responsibility. Students complete an inferential reasoning task in which they assess conditional relations to provide evidence on their rudimentary understanding of what credit card ownership entails. The findings suggest that students readily associate credit card ownership with the need to exercise financial responsibility. Yet, they have difficulty correctly assessing conditional relations. While these young adults …