Business Commons^™

Unraveling The Link Between Simulation Ehr Training And Task Performance: The Mediation Role Of Stress, Murad Moqbel, Vanessa Garza Clark, Aroop K. Pal, Lauren Pulino

Information Systems Faculty Publications and Presentations

Past research has explored the link between computer-mediated communication (CMC) and task performance, but it remains unclear how (i.e., under what mechanisms) CMC impacts task performance. Drawing on media naturalness theory and the stimulus-organism-response model as our theoretical framework, we develop a research model and describe how simulation-based EHR training (a type of CMC) can improve EHR-based task performance by mitigating stress. We empirically test the model with a unique experimental dataset from EHR lab assessment and questionnaires that 225 participants completed. The structural equation modeling analysis results show that simulation EHR training helped improve EHR-based task performance (both effectiveness …

Salesperson Moral Identity And Value Co-Creation, Omar S. Itani, Larry Chonko, Raj Agnihotri

Marketing Faculty Publications and Presentations

Purpose

The purpose of this study is to examine the role of salesperson moral identity centrality in value co-creation. This study identified and tested an extended identity-based formation process of selling orientation, customer orientation and value co-creation. This was accomplished by examining the role of inclusion of others in the self and circle of moral regard in the mechanism through which moral identity centrality impacts selling orientation, customer orientation and value co-creation, taking into account the contingency role of salesperson self-construal.

Design/methodology/approach

An extended identity-behavior model grounded in identity theory and the social-cognitive perspective of moral identity centrality was tested. …

Hands-On Introductory Training In Backdoor And Sql Injection Attacks, Anil Singh, Sandra Henderson

Information Systems Faculty Publications and Presentations

Software, though vital to organizations, come with risks attached. Malicious use of software has caused a great deal of damage to individuals, companies, and even countries. Accounting students generally do not acquire detailed understanding of such threats. To introduce accounting students to software vulnerabilities, we provide two MS Access exercises illustrating simplified versions of Backdoor attacks and SQL injection attacks. These quick and simple-to-do introductory exercises help accounting students get a closer look at software vulnerabilities. The COSO framework, to address such risks is discussed. Post exercise survey revealed increased understanding of software vulnerabilities.

Marketing And Market, A. Fuat Firat

Marketing Faculty Publications and Presentations

In this paper, a contradiction that has developed between the key economic institution of modernity, the market, and its institutionalized practices, marketing, is explored. This paper makes observations beyond earlier discussions of this contradiction based on the history of perspectival developments in the orientations of the discipline and in marketing practices. Specifically, separation of marketing practice from consumers resulting in its conceptualization as a provisional set of activities, and the turn from a focus on needs to a focus on exchange resulting in an emphasis on the health of the market rather than on the health of the people are …

The Game Of Teaching Resource Allocation, Ryan Samuel Sale

International Business and Entrepreneurship Faculty Publications and Presentations

In response to the increased prevalence of remote learning, and exhortation that educators adopt more experiential pedagogy, a methodology is presented to use a free, commercially available game to teach a variety of resource allocation problems in various disciplines. The use of games to provide experiential learning has been shown to increase student enjoyment and mastery of learning outcomes. The technique is appropriate for students at different levels from secondary school through graduate-level university instruction. The lack of cost to the student or university coupled with the ease of adaptability of the game makes the technique widely available to all …

Design Power And Potential Future Of Global Organization Of Life, A. Fuat Firat

Marketing Faculty Publications and Presentations

In this essay I propose a definition of design to address its potential role in largely determining power relations in the future. Some foundational discussion of wealth, culturally constructed differently in different historical times, trends of corporatization in the contemporary world, and the birth of control society is presented to help understand the possibilities and difficulties of building future organizations of life. I invite discussions and dialogues to widen and deepen the concept of design power.

Inside Sales Social Media Use And Its Strategic Implications For Salesperson-Customer Digital Engagement And Performance, Nawar N. Chaker, Edward L. Nowlin, Maxwell T. Pivonka, Omar S. Itani, Raj Agnihotri

Marketing Faculty Publications and Presentations

Highlights

• Inside salespeople rely on four main strategies when it comes to using social media in their roles to engage with customers.

• Inside sales strategic social media use leads to higher levels of customer digital engagement and, ultimately, performance.

• Firm digital technology resources may shape the effects of inside sales strategic social media use.

Abstract

The nature of inside sales has shifted, increasing in autonomy, importance, and scope. Moreover, buyers are changing their preferences from face-to-face interactions to virtual-based relationships, leading to a future full of opportunities for inside salespeople using social media. The practitioner literature suggests that inside sales …