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Articles 1 - 11 of 11
Full-Text Articles in Business
Essays On Sales Force Turnover And Job Satisfaction, Hossein Hashemi Bahramani
Essays On Sales Force Turnover And Job Satisfaction, Hossein Hashemi Bahramani
Doctoral Dissertations
Salespeople are among the most valuable resources of a firm. The salesperson’s roles in value realization includes translating a firm’s offerings into financial and relational rewards, co-creating value with customers, and forming and maintaining business relationships. Thus, retaining salespeople and enhancing their job satisfaction are among the top priorities of managers and the focus of this dissertation. This dissertation presents three essays in sales management. Essay 1 provides a quantitative synthesis of turnover literature using meta-analytical methods. Using 129 samples of 36,436 salespeople, this study conceptualizes the antecedents of salesperson turnover into 30 unique groups and presents a bivariate meta-analysis …
Essays On Salesperson’S Motivation And Job Satisfaction-Performance, Claire H. Cha
Essays On Salesperson’S Motivation And Job Satisfaction-Performance, Claire H. Cha
Doctoral Dissertations
Salesforces are important to firms as they drive a significant part of the firm’s brand, financial, and relational performance. Salesforce performance, job satisfaction, and motivation have remained key topics of interest to practitioners as well as researchers (Hansen & Levin, 2016; Pullins, 2001; Williams & Plouffe, 2007). This dissertation includes three essays. Essay 1 aims to address a lingering question theoretically and managerially. What is the relationship between satisfaction and performance? That question is assessed with a unique longitudinal simultaneous design to test four leading hypotheses of the causal relationship between salespeople’s job satisfaction and performance. The study’s design addresses …
Resource Allocation In Subsidy Welfare Programs: Managerial Insights For Nonprofits, Governments, And Service Providers, Wei Wei
Doctoral Dissertations
Subsidy welfare programs provide financial assistance to economically disadvantaged individuals and families to access essential and life-altering services (e.g., education, child care, and housing) that they might not otherwise have access to. Access to these services is considered critical to achieving a better and more sustainable future for all. As such, these high-quality services are directly related to several United Nations Sustainable Development Goals, which were adopted as a universal call to action to end poverty, save the planet and improve the lives and prospects of everyone, everywhere." In particular, the need for these affordable and high-quality services has been …
The Importance Of Fairness Perceptions: The Effect Of Icfr Audit Reporting Options And Focus Of Auditor Behavior On Management Defensiveness, Aubrey R. Whitfield
The Importance Of Fairness Perceptions: The Effect Of Icfr Audit Reporting Options And Focus Of Auditor Behavior On Management Defensiveness, Aubrey R. Whitfield
Doctoral Dissertations
Unlike financial statement audits, auditor reporting requirements for audits of internal control over financial reporting (ICFR) prohibit auditors from issuing a qualified opinion (i.e., only unqualified or adverse opinions are permitted). Using an experiment with experienced financial reporting managers, this study explores how managers’ perceptions of the unfairness of the ICFR reporting requirements influence their judgments when audit issues arise. Based on fairness heuristic theory, I predict that managers are more defensive when the auditor is not permitted to issue a qualified opinion on the audit of ICFR (compared to the auditor being able to issue a qualified opinion) due …
Investigation Of Privacy Within Health Marketing, Digital Activism, And International Contexts, Alec N. Slepchuk
Investigation Of Privacy Within Health Marketing, Digital Activism, And International Contexts, Alec N. Slepchuk
Doctoral Dissertations
Privacy, which has a long history of academic inquiry across multiple disciplines, is critically important to modern marketing. Advances in digital information technologies have allowed marketers to provide personalized services to consumers at the cost of their privacy. However, as new technologies increase privacy tensions across all facets of life, so does the need for situational scholarship on privacy. This dissertation uses a variety of datasets, theories, and analytical methods to examine three important privacy contexts: healthcare (industry), activists (actors), and countries (nations). Essay 1 draws on justice theory to examine the role of fairness in consumers’ decision to use …
Women’S Professional Sport And Stigma, Risa Isard
Women’S Professional Sport And Stigma, Risa Isard
Doctoral Dissertations
Women’s sport has recently seen historic growth across the United States as new leagues launched and existing leagues reached new heights. Despite notable wins, sport remains a male-dominated institution and women’s sport does not always receive the respect it deserves. Indeed, evidence suggests women’s sport is devalued, enduring a unique stigma. Thus, the purpose of this dissertation is to explore the impact of stigma on fans of and employees working in women’s sport. I do this through three studies. In Study 1, I use reflexive autobiography to begin to develop a theoretical understanding of women’s sport fans’ experiences with stigma …
The Disparate Effects Of Non-Reliance Restatements On Retail And Institutional Investor Trading, Jason T. Bangert
The Disparate Effects Of Non-Reliance Restatements On Retail And Institutional Investor Trading, Jason T. Bangert
Doctoral Dissertations
The SEC seeks to mandate disclosures that effectively inform retail investor decision making. To evaluate these efforts, I investigate how retail investors, relative to institutional investors, process non-reliance restatements. I find that both retail and institutional investors revise expectations about firm value and modify investment decisions following these disclosures. However, in contrast to regulator efforts, the results suggest that the costs to process non-reliance restatements are disproportionately high for retail investors. Specifically, individuals tend to disagree regarding the implications of these disclosures for firm value, whereas institutions tend to draw similar inferences. Moreover, individuals take significantly longer than institutions to …
Broker Conflict Of Interest Mitigation Efforts And Mutual Funds: Evidence From The 2016 Department Of Labor Fiduciary Rule, Connor Kasten
Broker Conflict Of Interest Mitigation Efforts And Mutual Funds: Evidence From The 2016 Department Of Labor Fiduciary Rule, Connor Kasten
Doctoral Dissertations
This dissertation utilizes the 2016 Department of Labor (DOL) Fiduciary Rule to analyze the impact of efforts to mitigate broker conflicts of interest on mutual funds. The first chapter examines the effect of the Fiduciary Rule on mutual fund investment. Specifically, I look at changes in the composition of funds available for investment and fund flows during and after the implementation of the Fiduciary Rule. I find that investment companies shifted away from offering investments with broker compensation by eliminating commissioned loads on existing funds, removing funds with broker compensation, and adding funds without broker compensation. This change in investment …
Improving Customer Experience Throughout The Customer Journey In The Big Data Era, Mohammad Saljoughian
Improving Customer Experience Throughout The Customer Journey In The Big Data Era, Mohammad Saljoughian
Doctoral Dissertations
My PhD dissertation focuses on how firms should adapt their strategies to improve customer engagement throughout customer journey. My first paper examines firm-customer conversations on social media. Many firms struggle with how to craft their messages in conversations with customers on social media, and the lack of guidance for interacting with customers is among the top social media challenges reported by firms. The problem is compounded by the fact that these conversations take place in different, simultaneous threads, each of which potentially requiring a different approach. This paper studies how firms can adapt their responses in individual social media conversations …
Firm Transparency Of Risk Oversight: An Examination Of Cybersecurity Governance Disclosures, Laurie E. Ereddia
Firm Transparency Of Risk Oversight: An Examination Of Cybersecurity Governance Disclosures, Laurie E. Ereddia
Doctoral Dissertations
In this study, I examine factors associated with firm transparency of board oversight using the setting of cybersecurity risk. The SEC requires that, to the extent cybersecurity risks are material, firms must disclose the nature of the board’s role in overseeing the management of that risk, allowing investors to assess how the board is fulfilling its risk oversight duties. Using textual analysis, I identify 2,921 firms that report material cybersecurity risk factors in their annual reports. From these firms’ 2021 proxy statement filings, I hand collect data relating to 12 different elements of cybersecurity board oversight and create an overall …
Two Essays On Using Data Manipulation To Justify Biased Reports, Cody Lu
Two Essays On Using Data Manipulation To Justify Biased Reports, Cody Lu
Doctoral Dissertations
An important aspect of data-generated metrics is the degree to which they can be manipulated by users. Agents providing reports often (a) have incentive conflicts with principals and (b) have access to and an ability to manipulate data used in those reports. This study investigates how data manipulation affects advisors’ tendency to provide biased recommendations when incentives between advisors and advisees are misaligned and aligned. Drawing on theories in deception and persuasion, I posit that, when incentives are misaligned, advisors will provide a more biased recommendation when the evidence used to support their recommendation is more manipulable. I also predict …