You are charging your friend a fee? The influence of brand relationship norms on consumer judgments

Prior research has found that consumer interpersonal relationship norms influence how consumers view marketing actions by a brand. Exchange relationships (e.g. payment for benefit received) and communal relationships (e.g. altruistic concern for a partner’s welfare) were studied. Violating relationship norms negatively affected consumer judgments. We replicate and extend this finding. We show general support for the proposed interaction across a range of dependent measures, manipulations and with an Australian sample. We also show that the negative effects of norm transgression by charging consumers a fee can be attenuated when the fee is modest and that exchange participants can also regard fees as violations of relationship norms.     

Understanding the dynamics between supervisor‐follower social capital,work engagement,and employees' creative work involvement

This study examines the previously unexplored mediating role of work engagement in the link between creative work involvement and the relational resources embedded in supervisor‐follower exchanges. We studied three relational resources inherent to the exchanges between followers and their supervisors: trust in supervisor, goal congruence, and relationship informality. Data were captured from IT professionals working at four well‐established IT companies in Ukraine. The findings show that relationship informality and goal congruence positively affect employees' creative work involvement, yet these effects are less pronounced when controlling for work engagement. The significance and implications of these findings for research and practice are discussed. Copyright © 2016 ASAC. Published by John Wiley & Sons, Ltd.     

Experience matters: The role of academic scientist mobility for industrial innovation

Research Summary: A learning‐by‐hiring approach is used to scrutinize scientists' mobility in relation to the recruiting firms' subsequent innovation output. Our starting point is that among firm hires, individuals with university research experience—hired from universities or firms—can be particularly valuable. However, conflicting institutional logics between academia and industry makes working with academic scientists challenging at times for firms. We suggest two solutions to this difficulty: hiring “ambidextrous” individuals with a mix of experience of university research and working for a technologically advanced firm, and a strong organizational research culture in the recruiting firm reflected by the presence of a scientist on the top management team. We track the mobility of R&D workers empirically using patent and linked employer‐employee data. Managerial Summary: An important way to make organizations more innovative is hiring individual researchers with the right types of skills and experience. We show that individuals with university research experience beyond their final degree are particularly likely to help boost firm‐level innovation output after hiring compared to R&D workers with other types of skills and experience. However, to obtain good returns to innovation from hiring such individuals, firms need a university research–friendly organizational culture when hiring individuals with university research experience, from either firms or academia.     

农业生产托管中组织关系演化及动力机制研究

小农户与现代农业发展的有机衔接是当前实施乡村振兴战略的关键措施，农业生产托管正是实现小农户与现代农业有机衔接的最有效途径。探究农业生产托管中组织关系的演化及动力机制可以对农业生产托管有更清晰的认识，更好地推进农业生产托管，为进一步规范农业生产托管提出对策建议。     

Transaction services and SME internationalization: The effect of home and host country bank relationships on international investment and growth

Building on the argument put forward by North and Wallis (1994) that the transaction sector enables economic growth by lowering the costs of transacting, we investigate how internationalizing firms’ host and home country bank relationships affect their international specific investments and growth. Banks provide payment, liquidity, and risk management services, which are essential to international business relationships, yet little is known about how banks affect international business relationships. In a sample of 255 small and medium-sized enterprises (SMEs), we find that host and home country bank relationships affect the dependent variables differently. We contribute to the literature by explicating the role and effects of banks in international business relationships. Our findings have implications for understanding transaction services in international business as well as the choices made by their customers.     

Validity and Reliability of Satisfaction as a Mediator between Quality Constructs in Manufacturer–Supplier Relationships Through Time and Across Contexts

Purpose: The main objective is to test and assess a research model through time and across contexts in which satisfaction is a mediator between quality constructs in manufacturer–supplier relationships. Satisfaction is positioned as a mediator between trust and commitment (i.e., causes) on the one hand, and cooperation, coordination and continuity expectancy (i.e., outcomes) on the other. The objective is also to provide a substantiation and contribution through time and across contexts, to business theory of supplier-manufacturer relationships

Methodology/approach: One out of eight samples selected for additional empirical substantiation for this study comprises a total of 600 small and medium-sized Spanish enterprises from various industrial sectors. A total of 259 usable questionnaires were returned, generating a response rate of 43.2%. The study is positioned (and compared) in relation to seven other samples that have been tested within the same research model in Canada, Finland, Norway (twice), South Africa, Sweden, and Taiwan. The total number of useable questionnaires is 1641, the average number of useable questionnaires per study is 205 and the average response rate is 37.4% in the studies assessed of this article.

Findings: The research model tested and assessed in the eight studies meets the requirements for satisfactory convergent, discriminant and nomological validity, as well as for construct reliability. The measurement and structural metrics support validity and reliability over time and across contexts, which is rare in marketing research.

Research implications: The theoretical framework contributes, through time and across contexts, to the business theory of supplier–manufacturer relationships. The tested research model demonstrates properties of validity and reliability across countries and company sizes. Implications and suggestions for further research are provided.

Practical implications: The empirical findings indicate key factors that contribute to satisfaction in manufacturer–supplier relationships in different countries and companies.

Originality/value: The article makes a contribution to theory relating to supplier–manufacturer relationships, providing evidence that the tested, hypothesized relationships are generally applicable. The validation or falsification of empirical findings in previous research is crucial in building valid and reliable theory over time and across contexts. Otherwise, theory becomes fragmented and undermines the credibility of marketing research.     

创业机会共创研究探析

过往研究就创业机会的来源和产生等问题存在争议,而且聚焦于创业者、创业企业及外部环境等独立要素,割裂了创业机会在不同要素之间的互动关系。本文通过系统梳理创业机会研究的演进脉络,发现创业机会共同创造(co-creation)已成为未来研究的主要趋势。在已有研究的基础上,本文初步界定了"创业机会共创"的概念,并对相关概念进行了辨析。进一步,基于创业生态系统视角探讨了机会共创的参与要素,以此区分了实现创业机会共创的四种基本互动路径:即机会之间的互动,创业主体与机会的互动,创业主体之间的互动,创业主体与环境的互动。最后,提出了未来研究的思路与建议。     

领导风格和团队冲突控制的实验研究

在团队决策过程中,冲突在所难免。单纯的任务冲突能促使成员交换不同意见,更深刻地理解团队任务,有利于提高团队决策绩效;但任务冲突往往又会引发关系冲突,关系冲突一旦产生,就会对整个团队的决策绩效产生较大的负面影响。要提高团队决策绩效,关键在于有效抑制任务冲突向关系冲突的转化。鉴于团队领导能够显著影响团队的内部互动及团队结果,本研究在团队决策过程中引入了领导风格这一变量,通过行为实验模拟团队决策过程,来对比研究务实型领导风格和魅力型领导风格对任务冲突和关系冲突之间关系的影响。结果表明,务实型领导风格比魅力型领导风格更能有效抑制任务冲突向关系冲突的转化。     

中国城镇家庭能源贫困评估*——基于微观调查数据的研究

我国扶贫工作重点已进入新阶段,从消除绝对贫困向缓解发展不平衡、不充分的相对贫困转变,从解决收入贫困向解决多维贫困转变,从重点解决农村贫困问题向统筹城乡扶贫转变。能源是人民生活质量的重要指标,能有效反映福利水平。了解我国城镇家庭能源消费的基本特征、准确测度能源贫困水平与分布,有助于为今后扶贫工作提供资料基础和科学管理依据。本文构建消费者能源消费决策分析框架,并运用第一次中国家庭能源消费调查数据,考察居民收入与能源消费之间的关系,并对中国城镇家庭能源贫困状况进行测度。研究发现,居民收入与能源消费之间存在S型非线性关系,能源价格、家庭特征、地域特征等因素在能源消费决策中都发挥重要影响。我国城镇家庭相对能源贫困较为严重,主要表现为能源可支付性问题。能源贫困率在20%左右,其中电力贫困程度更为严重,超过25%。家庭收入增长、户主受教育程度提高、城市电力基础设施的普及、城市环境规制水平的提升会显著降低城镇家庭陷入能源贫困的可能性,而电力价格上涨会显著增加城镇家庭陷入能源贫困的概率。     

从员工自我披露到顾客忠诚：私域运营模式下品牌关系营销研究

由于公域流量获客成本剧增,越来越多的商家加入私域流量赛道,以期实现业绩突破,但最终却收效甚微。当关系营销进入私域时代,品牌与顾客的良好关系如何实现,对应的营销策略应如何转变,现有研究还没有明确的结论。因此,文章基于基于B2C关系营销相关理论,通过访谈和问卷收集数据,探究了私域运营模式下品牌员工自我披露行为、关系质量与顾客忠诚之间的关系。结果发现,私域运营模式下品牌员工自我披露正向影响关系质量;关系质量正向影响顾客员工忠诚,继而正向影响顾客品牌忠诚;品牌员工自我披露对关系质量的影响过程中存在关系强度和性别的调节作用。研究结论有助于品牌通过私域平台充分利用员工自我披露行为发挥私域运营模式的优势,提升关系营销效果。