E-marketing services and e-marketing performance: the roles of innovation,knowledge complexity and environmental turbulence in influencing the relationship

The business-to-business electronic marketplace (e-marketplace) is becoming critical for small- and medium-sized enterprises (SMEs). However, which e-marketing services determine a firm’s e-marketing performance and how innovation, knowledge complexity and environmental turbulence influence the relationship between e-marketing services and e-marketing performance are under-researched topics in the field. We first empirically tested 176 SMEs from China to evaluate which e-marketing services are significantly related to e-marketing performance and how these services collectively influence the performance. Then, we used an NK model to examine how innovation, knowledge complexity and environmental turbulence mediate/moderate the relationship. The results show that five e-marketing services (e-CRM, e-SCM, e-competitiveness, IS/IT integration and information transparency) can greatly influence e-marketing performance; innovation positively mediates the relationship between e-marketing services and performance; and knowledge complexity and environmental turbulence positively moderate the relationship.     

It’s all in the mindset: Effects of varying psychological distance in persuasive messages

The current research shows that the persuasive impact of messages can be maximized if their framing is matched to where target consumers are in their decision making process at the time they evaluate the message. Results from two experimental studies show that consumers who are in the predecisional phase of decision making are more likely to be persuaded by messages framed using psychologically distant orientation (i.e., focusing on the future or targeting a distant other), whereas consumers who are in the postdecisional phase are more likely to be persuaded by messages using psychologically close orientation (i.e., focusing on the present or targeting a close other). Evidence of the process through which these effects occur is provided by showing that consumers in a pre- versus postdecisional mindset identify their actions in terms of the actions?? high- versus low-level identities, respectively.     

A Word to the Wise: How Managers and Policy-Makers can Encourage Employees to Report Wrongdoing

When successful and ethical managers are alerted to possible organizational wrongdoing, they take corrective action before the problems become crises. However, recent research [e.g., Rynes et al. (2007, Academy of Management Journal 50(5), 987–1008)] indicates that many organizations fail to implement evidence-based practices (i.e., practices that are consistent with research findings), in many aspects of human resource management. In this paper, we draw from years of research on whistle-blowing by social scientists and legal scholars and offer concrete suggestions to managers who are interested in encouraging internal reporting of problems requiring attention, and to observers of questionable activity who are considering reporting it. We also identify ways that research suggests policy-makers can have a more positive influence. We hope that these suggestions will help foster evidence-based practice regarding whistle-blowing.     

Green Business Strategies of Exporting Manufacturing Firms: Antecedents,Practices, and Outcomes

This research investigates the drivers that lead exporting manufacturing companies to adopt environmentally friendly actions, exploring green business practices/strategies they conducted and examining the outcomes which resulted from companies' green business activities. This exploratory study particularly focuses on green business strategies of Turkish manufacturing exporters. Thirty-two semi-structured interviews were conducted with executive managers from 22 companies and analyzed using qualitative content analysis. The results of the study reveal two internal (i.e., capabilities and resources) and four external stimulating forces (i.e., stakeholder pressures, institutional-based, network-based, and external factors) that encourage companies to implement green business operations, which were also classified under six functional themes. This study emphasizes several noteworthy outcomes (i.e., export competitive advantage and export performance). In doing so, the findings of this study provide a holistic insight into green business strategies within the exporting context by outlining both theoretical and managerial implications.     

Organizational Consequences, Marketing Ethics and Salesforce Supervision: Further Empirical Evidence

This study comparatively examines supervisory reactions of Turkish sales managers to potentially ethical and unethical salesperson behaviors while replicating Hunt and Vasquez-Parraga (1993). Four scenarios representing ethical and unethical conditions of over-stating plant capacity utilization and over-recommending expensive products were presented to the managers. As a result of this comparative study, it is empirically demonstrated that Turkish managers primarily rely on the inherent rightness of a behavior with a focus on the individual (i.e., deontological evaluations) in determining whether a salesperson's behaviors ethical or unethical, but the moral worth of a behavior (i.e., teleological evaluations) also play a role. Turkish managers rely both on the deontological and teleological evaluations in determining their intention to intervene through discipline and rewards. Furthermore, the results are consistent with Hunt and Vitell (1986), Etzioni's moderate deontology and inconsistent with the P-utility theory and ethical egoism.     

Crisis leadership in economic recession: A three-barrier approach to offset external constraints

An economic recession is a type of crisis originated from external factors that may imperil an organization’s survival depending on the intensity and duration of the crisis. In peripheral European countries, such as Portugal, the recent financial crisis had devastating effects on various business activities. As a result, Portugal represents an important case study in examining how some corporate leaders have handled the economic recession successfully. I interviewed 20 corporate managers to capture their perceptions of the leadership traits and behaviors exhibited by their CEOs in guiding their companies through the recession. In economic recessions, negative constraints do not affect the most effective leaders, who instead erect barriers against the high-pressure conditions to create a supportive, positive work environment. In order to achieve maximum effectiveness, leaders must act as blocking agents against the negative social impacts of the economic crisis, including the fragility of trust in organizational life (i.e., a barrier against distrust), uncertainty of the future (i.e., a barrier against uncertainty), and toxic emotions (i.e., a barrier against toxic emotions).     

Pseudo-Transformational Leadership: Towards the Development and Test of a Model

We develop and test a model of pseudo-transformational leadership. Pseudo-transformational leadership (i.e., the unethical facet of transformational leadership) is manifested by a particular combination of transformational leadership behaviors (i.e., low idealized influence and high inspirational motivation), and is differentiated from both transformational leadership (i.e., high idealized influence and high inspirational motivation) and laissez-faire (non)-leadership (i.e., low idealized influence and low inspirational motivation). Survey data from senior managers (N = 611) show differential outcomes of transformational, pseudo-transformational, and laissez-faire leadership. Possible extensions of the theoretical model and directions for future research are offered.     

How Ethical Behavior of Firms is Influenced by the Legal and Political Environments: A Bayesian Causal Map Analysis Based on Stages of Development

Even though potential impacts of political and legal environments of business on ethical behavior of firms (EBOF) have been conceptually recognized, not much evidence (i.e., empirical work) has been produced to clarify their role. In this paper, using Bayesian causal maps (BCMs) methodology, relationships between legal and political environments of business and EBOF are investigated. The unique design of our study allows us to analyze these relationships based on the stages of development in 92 countries around the world. The EBOF models structured through BCMs are used to explain how EBOF in a given country group are shaped by how managers perceive political, legislative, and protective environments of business in these countries. The results suggest that irregular payments and bribes are the most influential factors affecting managers’ perceptions of business ethics in relatively more advanced economies, whereas intellectual property protection is the most influential factor affecting managers’ perceptions of business ethics in less-advanced economies. The results also suggest that regardless of where the business is conducted in the world, judicial independence is the driving force behind managers’ perceptions of business ethics. In addition, the results of this study provide further support for scholars who argue that business ethics is likely to vary among countries based on their socio-economic factors. In addition to its managerial implications, the study provides directions for policy makers to improve the ethical conduct of businesses in their respective countries.     

Is Bart Simpson offering sage advice? A case-based general theory of managers' core self-evaluations and job satisfaction

This study applies asymmetric rather than conventional symmetric analysis to advance theory in occupational psychology. The study applies systematic case-based analyses to model complex relations among conditions (i.e., configurations of high and low scores for variables) in terms of set memberships of managers. The study uses Boolean algebra to identify configurations (i.e., recipes) reflecting complex conditions sufficient for the occurrence of outcomes of interest (e.g., high versus low financial job stress, job strain, and job satisfaction). The study applies complexity theory tenets to offer a nuanced perspective concerning the occurrence of contrarian cases—for example, in identifying different cases (e.g., managers) with high membership scores in a variable (e.g., core self-evaluation) who have low job satisfaction scores and when different cases with low membership scores in the same variable have high job satisfaction. In a large-scale empirical study of managers (n = 928) in four (contextual) segments of the farm industry in New Zealand, this study tests the fit and predictive validities of set membership configurations for simple and complex antecedent conditions that indicate high/low core self-evaluations, job stress, and high/low job satisfaction. The findings support the conclusion that complexity theory in combination with configural analysis offers useful insights for explaining nuances in the causes and outcomes to high stress as well as low stress among farm managers. Some findings support and some are contrary to symmetric relationship findings (i.e., highly significant correlations that support main effect hypotheses). The study's findings include evidence supporting the opposite stance to Bart Simpson's (a fictional character in a TV cartoon series) advice that having a cow reflects high stress; dairy farming is an ingredient in farm managers' configurations that reduce stress.     

Taking AIM at Theoretical and Pragmatic Impact: A Call for Actionable,Insightful, and Measurable Research

Ongoing debate surrounds the relative importance of theory and practice within supply chain research. Some contend that strong theory is central to knowledge advancement and its application to practice should be a secondary concern. Others argue that emphasizing theory moves the field away from its applied roots and the concerns of managers. We transcend this debate by proposing that theory and practice are separate dimensions rather than opposing concerns. Research projects can thus be strong in terms of both theory and practice, weak on both, or strong on one and weak on the other. We propose that placement within the first category requires scholars to devise research that is AIM—actionable (i.e., it provides a basis for making changes), insightful (it provides new ideas on important issues), and measurable (its effects can be quantitatively assessed). The impact of such research is magnified or dampened by the degree to which scholars achieve theoretical contextualization (i.e., adjusting the theory to reflect the setting under investigation) and theoretical calibration (i.e., alignment between theory and methods). Because “AIMing high” can deliver strong value for both scholars and managers, we encourage scholars, editors, and reviewers to embrace it in the development and evaluation of research.     

Linking Exploration with Exploitation through Relationship Memory*

Companies that are able to help clients make better decisions and enhance their business capabilities to flourish. However, there is often poor rapport between operating personnel who are in touch with end customers and executive personnel who make decisions. Through exploration and exploitation processes, new ideas and actions flow from the individual (i.e., operating personnel) to the organization (i.e., the rest of individuals and groups that form part of the organization). This paper examines the relative importance and significance of “the relationship memory” as a bridge between “exploration” and “exploitation” processes and its effects on the creation of “customer capital” through an empirical investigation of 139 small to medium‐sized enterprises in the Spanish optometry sector using structural equation modeling validated by factor analysis.     

Trickle-Down Effects of Perceived Leader Integrity on Employee Creativity: A Moderated Mediation Model

This study explored the relationship between the integrity of the supervisor and the manager (i.e., the supervisor’s immediate superior) and the creativity of employees who are below the supervisor. Drawing on social learning theory, we proposed a moderated mediation model for the trickle-down effects of perceived supervisor integrity. Using a sample of 716 employees and their supervisors, we found positive associations between both managers’ and supervisors’ integrity and employee creativity. Supervisors’ integrity partially mediates the relationship between managers’ integrity and employee creativity. In addition, supervisors’ perceptions of professional ethical standards moderate the indirect effects of the managers’ integrity on employee creativity. Theoretical and managerial implications are discussed.     

Misleading Disclosure of Pro Forma Earnings: An Empirical Examination

The Sarbanes–Oxley (SOX) Act was passed in 2002 in response to various instances of corporate malfeasance. The Act, designed to protect investors, led to wide-ranging regulation over various actions of managers, auditors and investment analysts. Part of SOX, and the focus of this study, targeted the disclosure by firms of “pro forma” earnings, an alternate (from GAAP earnings), flexible and unaudited measure of firm performance. Specifically, SOX directed the Securities and Exchange Commission (SEC) to craft regulation which would reduce – and preferably eliminate – any pro forma earnings disclosure which might be “misleading”. Examining earnings press releases over a 3-year period, this study addresses three questions. Were firms disclosing pro forma in a potentially misleading manner, what was the nature of this potentially misleading disclosure, and did SOX affect the disclosure practices? We find the following. In 2001 (prior to SOX), 53 firms – over 10% of all U.S. S&;P 500 firms – were disclosing pro forma earnings in a potentially misleading manner. This was being done most commonly by using traditional GAAP terminology (e.g., “net income”) in the press release headline to describe what was later in the press release revealed to be a pro forma amount (i.e., “net income excluding special items”). By 2003 (subsequent to the SEC regulation), potentially misleading disclosure practices were seen in less than 1% of the earnings press releases of S&;P 500 firms. This significant reduction suggests that managers, prior to the regulation, were either careless in their pro forma reporting practice, or were intentionally – and unethically – attempting to mislead investors. Either way, we conclude that the SEC regulation was both necessary and effective.     

Unique but integrated: The role of individuation and assimilation processes in teen opinion leadership

Opinion leaders propel the diffusion of innovation and exert a significant influence on the marketplace. This influence is especially pronounced during adolescence, a period marked by increasing reliance on peers and the emergence of a tension between two countervailing needs: assimilation and individuation. A survey of 1142 adolescents reveals that these developmental needs affect adolescent opinion leadership in the critical clothing market. Adolescent opinion leadership relies on a balance between desires for assimilation (i.e., centrality within the peer network) and individuation (i.e., need for uniqueness); adolescents' susceptibility to peers' normative influence and gender moderate these relationships. Adolescents who occupy central positions within their peer network tend to be opinion leaders, though only if they are not susceptible to normative influence. Position within the peer network is a key for girls, whereas need for uniqueness is a key for boys. These differences implicate different approaches for managers targeting adolescent males and females.     

I might try it: Marketing actions to reduce consumer disgust toward insect-based food

Despite the potential health- and sustainability-related benefits of insect-based food products, many consumers do not perceive them as an alternative to conventional foods. This research provides a systematic approach to explain consumer reactions to insect-based food products conducting a series of multi-method studies involving implicit, self-reported, and actual behavioral responses to real insect-based food products (provided by a partner company). The authors investigate how product type (i.e., whether the insect-based food is utilitarian or hedonic in nature) and packaging characteristics (i.e., whether the image of a real or stylized insect is present on the front packaging or not) interact with consumer-related characteristics (i.e., health consciousness and food neophobia) to affect feelings of disgust, which in turn influence willingness to try insect-based food products. A distinctive feature of this research is that a partner company used the findings to change its marketing tactics and observed an improvement in its market performance. Our research has clear implications for marketing managers trying to overcome consumer resistance to eating insect-based foods, as well as retail managers considering marketing such food products.     

Corporate Governance, Ethics, and the Backdating of Stock Options

Backdating of stock options is an example of an agency problem. It has emerged despite all the measures (i.e., new regulations and additional corporate governance mechanisms) aimed at addressing such problems? Beyond such negative controlling measures, a more positive empowering approach based on ethics may also be necessary. What ethical measures need to be taken to address the agency problem? What values and norms should guide the board of directors in protecting the shareholders’ interests? To examine these issues, we first discuss the role values and norms can play with respect to underlying corporate governance and the proper role of directors, such as transparency, accountability, integrity (which is reflected in proper mechanisms of checks and balances), and public responsibility. Second, we discuss various stakeholder approaches (e.g., government, directors, managers, and shareholders) by which conflicts of interest (i.e., the agency problem) can be addressed. Third, we assess the practice of backdating stock options, as an illustration of the agency problem, in terms of whether the practice is legally acceptable or ethically justifiable. Fourth, we proceed to an analysis of good corporate governance practice involving backdating options based on a series of ethical standards including: (1) trustworthiness; (2) utilitarianism; (3) justice; and (4) Kantianism. We conclude that while executive compensation schemes (e.g., stock options) were originally intended to help remedy the agency problem by tying together the interests of the executives and shareholders, these schemes may have actually become “part of the problem,” and that the solution ultimately depends upon whether directors and executives accept that all of their actions must be based on a set of core ethical values.     

Reference Points Used In Quality And Value Judgements

We propose that a fundamental difference between quality and value judgments is that consumers rely more on internal standards (i.e., information stored in memory) to evaluate a brand's quality and external standards (i.e., reference brands available in the evaluation context) to assess a brand's value. Since internal standards are relatively stable and external reference brands may change across contexts, value judgments are more context-dependent than quality judgments. In addition, we propose that the relative invariance of quality ratings to contextual product information will hold only for consumers who are relatively familiar with the product category and the target brand. To examine the underlying mechanisms, an experimental study varies task, comparison brand information and familiarity and uses a process tracing methodology.     

浅论电子营销的适用性

电子营销的优势对于企业营销人员来说无非是及其富有诱惑力的,但是,电子商务和互联网技术的复杂和专业性,以及电商技术的多样化程度,也使企业的营销人员和管理者在对电子营销为企业可能带来的竞争优势的幢憬的同时,不得不仔细审视自身企业的内外条件,以确定是否投资电子营销以获得竞争优势.     

My Anger Is Your Gain,My Contempt Your Loss: Explaining Consumer Responses to Corporate Wrongdoing

Two forms of consumer response to corporate wrongdoing are constructive punitive actions (i.e., those designed to induce firms to change their behavior but with the hope of sustaining relationships with consumers) and destructive punitive actions (i.e., those intended to discredit or harm firms, ultimately leading to disengagement from firms). This study investigates the conditions under which one or the other actions are taken and shows that anger regulates the former, whereas contempt governs the latter. Hypotheses are tested in two studies: a laboratory experiment and a naturalistic field study with an actual instance of recent corporate malfeasance. Theoretical and managerial implications are discussed.     

“Don't try to teach me,I got nothing to learn”: Management students' perceptions of business ethics teaching

Interest is growing towards including business ethics in university curricula, aiming at improving ethical behaviour of future managers. Extant literature has investigated the impact of ethics education on different ethics‐related students' cognitive and/or behavioural outcomes, considering variables related to training programmes and students' demographic aspects. Accordingly, we aim at assessing students' understanding of business ethics issues, by focusing on the differences in students' perceptions depending on gender, age, work experience, and ethics courses taken. Testing our hypotheses on a sample of 307 management students at a Polish university, and controlling for social desirability bias, we obtained mixed and partially surprising results. We found significant differences in students' understanding of business ethics depending on their gender and age (female and older students showed more ethical inclinations), but not depending on having taken ethics courses—actually perceptions of such courses worsened after taking them. Besides, work experience was not a significant variable. Moreover, course exposure intensiveness (i.e., number of ethics courses completed), and time passed since completion of the latest course, did not confirm hypothesized effects on most of the dependent (sub)variables. These findings stimulate further questions and challenges for future research (e.g., around course design and methodology, and social/cultural/contextual issues).