Development and validation of a scale measuring approaches to work‐related informal learning

Social approaches to work‐related informal learning, such as proactive feedback‐seeking, help‐seeking and information‐seeking, are important determinants of development in the workplace. Unfortunately, previous research has failed to clearly conceptualize these forms of learning and does not provide a validated and generally applicable measurement instrument. We set out to develop and validate such a scale measuring social approaches to work‐related informal learning. We collected data in four organizations in Austria and the Netherlands, with a total sample size of 895 employees. These data were used to conduct exploratory and confirmatory factor analyses, which showed four distinct factors: feedback‐seeking from the supervisor, feedback‐seeking from colleagues, help‐seeking and information‐seeking. In conclusion, the scale we developed is valid in a range of contexts and thus is an appropriate tool for research as well as human resource development practice.     

Factors That Distinguish Proactive Versus Reactive Exporters: Decisions by Export Firms in a Developing Country

This study explored factors that distinguish proactive versus reactive export marketing strategies of Zimbabwean export companies. It identified key variables that contributed most to the discrimination between proactive firms with high levels of adaptation of export marketing strategy against reactive exporters with low levels of adaptation of export marketing strategy. Data were collected through a structured multi-item questionnaire involving a randomly selected sample of 105 exporting organizations. The overseas experience of management and strategic orientation of the company, cultural values, and legislation were found as key variables that discriminated between reactive exporting firms using low adaptation of export marketing strategy from those proactive exporters with high adaptations.     

Measuring risky adolescent cycling behaviour

Adolescents are at a greater risk of being involved in traffic accidents than most other age groups, even before they start driving cars. This article aims to determine the factor structure of a self-report questionnaire measuring adolescent risky cycling behaviour, the ACBQ (Adolescent Cycling Behaviour Questionnaire). The questionnaire's structure was based on the widely used Driver Behaviour Questionnaire (DBQ). A sample of secondary school students (N = 1749; age range: 13–18 years) filled out the questionnaire. Factor analysis revealed a three-factor structure underlying the questionnaire, which was confirmed on two equally large portions of the entire sample. These three underlying factors were identified as errors, common violations and exceptional violations. The ACBQ is a useful instrument for measuring adolescents' risky cycling behaviour.     

Perceived Service Quality and Loyalty of Fitness Centers' Customers: Segmenting Members Through Their Exercise Motives

The present study aimed to segment fitness centers' members through their exercise motives and further profile them according to their perceptions of service quality and loyalty. Participants (N = 378) filled in a questionnaire measuring: (a) exercise motives, (through the translated-into-Greek EMI-2), (b) service quality, and (c) psychological commitment. An exploratory factor analysis of the motivation scale revealed nine factors. A cluster analysis categorized these factors into five segments that statistically different evaluated service quality and psychological commitment. The marketing implications of results are discussed.     

The Management of Meaning – Conditions for Perception of Values in a Hierarchical Organization

This article argues that the introduction of value based management in a decentralized, hierarchical, and rule-based organization will add to existing informal and formal systems instead of replacing them. Consequently, employees’ perception of and willingness to embrace and operationalize centrally imposed values were assumed to be dependent upon existing emotional, social, and formal processes and structures. Hierarchical regression analysis on data from a maritime company (N = 408) gathered in Norway in 2004 – which claims to be a learning and value based company – showed that affective commitment and group coherence correlated positively with perception of values among employees. Formalization was positively but insignificantly correlated, whereas loyalty toward immediate superiors was significantly negatively correlated with perception of values.     

The Role of Private Label Brands in Enhancing Service Satisfaction in the Hotel Industry: Comparing Luxury and Boutique Hotels

ABSTRACT

This research proposes private label branding as a strategy that can have a positive effect on guest satisfaction and loyalty in hotels that cater to travelers seeking a special hotel experience. We test this using a sample of guests in two hotels: a five-star luxury hotel (N = 225) and a boutique hotel (N = 101). Findings show that in the luxury hotel but not the boutique hotel, perception of a private label had a direct impact on loyalty, and an indirect impact on loyalty through its effect on guest satisfaction. The theoretical implications and recommendations for hoteliers based on the findings are discussed.     

German Consumer Decision‐Making Styles

The lack of previous relevant consumer research in Germany, together with the need to test the generalizability of consumer decision‐making styles in different countries and with non‐student samples, prompted an investigation of German shoppers. The original U.S. eight‐factor model could not be confirmed completely, but support was found for six factors: Brand Consciousness, Perfectionism, Recreational/Hedonism, Confused by Overchoice, Impulsiveness, and Novelty‐Fashion Consciousness. Variety Seeking was novel to Germany and replaced brand loyalty and price‐value consciousness factors found in previous countries. Explanations for the differences are discussed as well as the marketing implications.     

Exploring the drivers of customer engagement behaviours in social network brand communities: towards a customer-learning model

Customer learning is regarded as a process that alters either individual cognition or the outcomes of socialisation. Understanding how the learning process works enables a brand firm to identify a customer’s latent needs. Prior studies have primarily focused on effectively positioning brand knowledge in the minds of customers, but that linear learning process does not apply to the interactive and proactive social media setting. Based on the uses and gratifications perspective, this study proposes a customer-learning model and analyses 373 online questionnaires using partial least squares structural equation modelling. The empirical results confirm that learning motivation and collaborative learning are two core components of customer learning that have positive influences on satisfaction, which in turn has a positive influence on customer engagement behaviours (CEBs) and loyalty. In addition, learning motivation is the driver of collaborative learning. Finally, CEBs also have a positive influence on loyalty. This study also concludes that the social network brand community is an informative customer-learning platform that is characterised by interactivity, collaborative learning and co-creation. Theoretical and managerial implications are also discussed.     

Servant Leadership,Proactive Work Behavior,and Performance Overall Rating: Testing a Multilevel Model of Moderated Mediation

ABSTRACT

Purpose: The goal of this paper is to investigate whether salesperson proactive behavior mediates the relationship between sales manager servant leadership and salesperson overall performance rating by the sales manager. Moreover, it examines whether salesperson customer orientation and political skill moderate the sales manager servant leadership ? salesperson proactive behavior ─ salesperson overall performance. Design/methodology/approach: Empirical analysis is based on dyadic data from 181 industrial salespeople and their sales managers in a range of different industries (including both manufacturing and service industries). To analyze the multilevel moderated mediation process, this investigation uses Multilevel Structural Equation Modeling (MSEM). Findings: Sales manager servant leadership was positively related to salespeople overall performance rating through their proactive behavior except when their customer orientation was low. Moreover, this relationship between sales manager servant leadership and overall performance rating through proactive work behavior was stronger the greater the salespeople consumer orientation and political skill. Research implications: The study suggests that sales manager servant leadership is indirectly related to salesperson overall performance rating through salesperson proactive behavior. The findings also support subsequent research on salesperson values, skills, and behaviors as moderators in the servant leadership – proactive behavior – overall performance rating relationship. Understanding how these salesperson factors interact with sales management leadership to produce organizational outcomes (e.g., stress, engagement, organizational commitment) are questions that sales researchers may wish to pursue via further study. Practical implications: Sales managers should employ servant leadership to stimulate salespeople proactive work behavior. This study clearly indicates the salespeople need to adopt customer orientation and to have political skill. Hence, sales managers need to try to improve the customer orientation and the political skill of their salespeople through selection procedures or training programs. Originality/value: The relationship between sales manager servant leadership and salesperson overall performance through proactive work behavior has not been addressed and tested in the literature to date.     

The institutional work of a social enterprise operating in a subsistence marketplace: Using the business model as a market‐shaping tool

The void between formal and informal institutionalized practices that coexist in subsistence marketplaces can render them inaccessible to subsistence consumer–merchants. We conducted an in‐depth auto‐ethnographic study of Novo Dia Developments, a social enterprise in Maputo, Mozambique, seeking to make the housing market accessible. Our study extends the extant understanding of the transformation of subsistence marketplaces in two ways. First, our study characterizes the institutional work done by a social enterprise to open up a subsistence marketplace. Second, our study theorizes the business models in use as a mechanism through which institutional work can be organized and performed, by (a) transforming an idea for market change into new market offerings and practices that begin to fill the void, (b) materializing and making visible other institutional voids that need to be filled, and (c) serving as a juncture at which formal and informal institutionalized practices can connect.     

Knowledge seeking in going abroad

Based on knowledge theories, this study examines the impact of client‐following and market‐seeking entry strategies on foreign market entry by firms. The article also explores the subsequent development of knowledge in firms. Using data from 116 firms, we test three hypotheses using logistic regression. Our hypotheses are supported in the data. Our analysis shows that significant differences exist between client‐following firms and market‐seeking firms. Client followers are both supported and trapped by their international network, whereas market seekers, though not supported, are much freer to pursue higher‐order learning. Due to differences in their network ties, these two types of firms learn at different speeds and learn different things. We also found that firms with proactive knowledge‐seeking strategies learn more. Thus, learning strategies have consequences for exploration and exploitation of international markets, what is learned and how much is learned, and proactive internationalization strategies for firms. © 2009 Wiley Periodicals, Inc.     

A Challenge-Feedback Learning Approach to Teaching International Business

This article introduces a challenge-feedback learning (CFL) approach based on the goal-setting theory of human motivation, the deliberate practice theory of expert performance, and findings from the research on active and collaborative learning. The core of the teaching concept is the CFL cycle in which students repeatedly progress through four steps (Challenge–Act–Feedback–Reflect). Upon completion of one cycle, a new, more complex challenge is introduced in which students have the chance to go beyond their current skills level. The article also presents an example for an implementation of the CFL approach in an international business (IB) curriculum. The CFL approach is particularly useful for acquiring the problem-solving, adaptation, communication, metacognition, and intercultural teamwork skills needed in IB practice.     

Why do cognitive prompts hurt learning in older adults?

The purposes of the present investigation were to attempt to replicate the negative effects for learning prompts in older adults reported by Cavanagh, Kraiger and Peters (2016), determine if the impact of learning prompts depends on type of prompt, and investigate the two possible explanations of the negative impact of prompts – increased cognitive load and higher negative affect. Learning prompts refer to short text inserted into training content to encourage trainees to rehearse new content or engage in meta‐cognitive activity. Although learning prompts generally lead to greater learning in training, Cavanagh et al. reported a negative impact for prompts on measures of recall and transfer. Using similar training materials and learning outcome measures, we conducted two studies using both elaboration and meta‐cognitive prompts in online training. In the first, older adults (N = 194) between 55 and 70 years and younger adults (N = 218) were randomly assigned to either a meta‐cognitive, elaboration or no prompts (control) condition. Older adults learned less and reported greater mental effort than younger learners, but these effects were not moderated by prompt condition. In the second, N = 57 older adults were randomly assigned to the same three prompts conditions listed above. Older adults learned less with prompts than without, but there were no differences between conditions in mental effort or negative affect. In sum, we found negative effects for learning prompts in older adults in two studies, but found no evidence to suggest that these effects were due to either increased cognitive load or greater negative affect.     

Antecedents and characteristics of informal relation-based networks in Korea: Yongo,Yonjul and Inmaek

Although there has been a large amount written about Chinese Guanxi networks, a detailed debate concerning Korean informal relation-based networks is by comparison under-represented in the international business literature. This paper introduces and distinguishes between three forms of informal relation-based networks in Korea: (1) Yongo, (2) Yonjul and (3) Inmaek. Inmaek describes a social network in general, while Yongo networks draw primarily on existing kinship-, university/school- and regional origin-based ties. Contrary to Yongo ties, Yonjul ties exist for a purpose, often to secure personal gains and benefits. In all three forms, kinship-, university/school- and regional origin-based ties play primary, but not exclusive, roles. A better understanding of Korean informal relation-based networks helps contribute to the advancement of knowledge about the anatomy of informal institution, as well as to the growing field of indigenous management research, by identifying and analysing an influential contextual factor in Korea. In addition, it underlines important implications for management practices in Korea.     

Whistle-Blowing Among Young Employees: A Life-Course Perspective

The 2003 National Business Ethics Survey, conducted by the Ethics Resource Center, found that respondents who were both young and had short organizational tenure were substantially less likely than other respondents to report misconduct that they observed in the workplace to an authority. We propose that the life-course model of deviance can help account for this attenuation of acquiescence in misbehavior. As employees learn to perceive informal prosocial control during their socialization into the workforce, we hypothesize that they will become more willing to blow the whistle on misconduct. Analysis of the 2003 NBES (n = 1,417, with a subset of 314 who observed misconduct) reveals that young and short-tenured employees do perceive less informal prosocial control, and that informal prosocial control does boost whistle-blowing; however, tests for mediation of the relationship between youth and short-tenure and whistle-blowing by informal social control were largely negative, suggesting that other explanations are still needed.     

When Satisfied Consumers Do Not Return: Variety Seeking's Effect on Short‐ and Long‐Term Intentions

Even satisfied consumers frequently do not come back, which challenges loyalty theory and marketing practice. It is reasoned that variety‐seeking tendencies will significantly affect short‐term revisit intentions, whereas satisfaction and regret will mostly determine long‐term revisit intentions. Thus, the influence of satisfaction on loyalty is hypothesized to be critically dependent on the time perspective of the intentions, now or later, and variety seeking. A representative survey (N = 400) in eight Spanish cities supported these predictions. Multivariate moderated‐mediation analyses revealed that indeed the influence of satisfaction, regret, and variety seeking critically depends on the time perspective of the behavioral intentions.     

Unraveling the Competence Development of Corporate Social Responsibility Leaders: The Importance of Peer Learning,Learning Goal Orientation,and Learning Climate

The implementation of corporate social responsibility (CSR) objectives within companies is often managed by a CSR leader or a small team of CSR leaders. The effectiveness of these CSR leaders depends to a large extent on their competencies. Previous studies have identified the competencies these professionals need, yet it remains unclear how these competencies can be developed. Therefore, the aim of this survey study was to reveal how CSR leaders develop their competencies and to explore which learning activities CSR leaders (N = 176) engage in. The results showed that informal learning activities that center on learning with and from peers outside the company are particularly emphasized. In addition, this study examines whether and how dimensions of companies’ learning climates (i.e., facilitating, awarding, and error-avoiding learning climates) and CSR leaders’ learning goal orientation (LGO) affect the competence of CSR leaders. We found significant interaction effects between the learning climate dimensions. Furthermore, we found an even stronger and positive connection between LGO and CSR competence, highlighting the importance of attracting CSR leaders with a strong LGO for driving the CSR implementation process. Moreover, a supportive learning climate further stimulates CSR leaders’ engagement in continuous learning, which is necessary for coping with the complexities associated with implementing CSR.     

Materialistic cues make us miserable: A meta-analysis of the experimental evidence for the effects of materialism on individual and societal well-being

Consumer-oriented societies are awash with materialistic messages that link happiness and success to wealth and consumption. However, despite extensive research evidence that dispositional materialistic orientations are correlated with lower well-being, the effects of materialistic cues on the well-being of individuals and social groups have not been examined. The present research meta-analytically reviews the experimental evidence for the causal effects of materialism on two dimensions of well-being: (a) individual and (b) societal. We included 27 independent studies that met the inclusion criteria of priming materialism and measuring well-being (N = 3,649), containing a total of 62 effect sizes. Multilevel modeling revealed that materialism has an effect on both individual (δ = −0.39) and societal well-being (δ = −0.41), suggesting that materialistic cues cause lower well-being. Moderation effects suggested that materialistic cues might have a higher effect on interpersonal well-being than on self-evaluation indicators. We discuss the limitations of the current evidence, highlight the research gaps and underdeveloped areas, and provide recommendations such as minimum sample size for future experimental work, since the advancement of this area will help us to gain a better understanding of the impact of consumer-oriented societies on the well-being of individuals and social groups.     

Computer ethics: The role of personal,informal, and formal codes

Ethical decisions related to computer technology and computer use are subject to three primary influences: (1) the individual's own personal code (2) any informal code of ethical behavior that exists in the work place, and (3) exposure to formal codes of ethics. The relative importance of these codes, as well as factors influencing these codes, was explored in a nationwide survey of information system (IS) professionals. The implications of the findings are important to educators and employers in the development of acceptable ethical standards. Margaret Anne Pierce is a Full Professor in the Department of Mathematics and Computer Science at Georgia Southern University, Statesboro, GA. She teaches primarily computer science courses, and her research interests include computer science undergraduate education, study of random number generators, and computer ethics. Her work is found in publications such as Computers in Human Behavior, Mathematics and Computer Education, Simulation, and regional and national proceedings. John W. Henry is an Assistant Professor in the Department of Management at Georgia Southern University, Statesboro, GA. His research interests are information systems use in health care contexts, implementation of medical information systems, and the determinants of end-user technology success. His work is found in publications such as Executive Development, Computers in Human Behavior, and regional and national proceedings.     

Guanxi,Communication, Power,and Conflict in Industrial Buyer-Seller Relationships: Mitigations Against the Cultural Background of Harmony in China

Purpose: This research aims to investigate how guanxi influences conflict occurrence and conflict-related behavior in transactions of equipment with state-owned enterprises (SOEs) against the cultural background of harmony in China. The influence of guanxi on conflict-avoidance behaviors is discussed, and a model is proposed depicting the relationship between guanxi, the selection of communication modality, the exercise of power, and manifest conflict.

Methodology/Approach: Data was collected from persons selling equipment in the oil industry. The partial least squares method is applied to analyze the collected data.

Findings: Guanxi at the individual level positively influences the use of informal communication and the exercise of non-coercive power and negatively influences the use of formal communication and the exercise of coercive power at the organizational level. The use of informal communication is inversely related to the intensity of conflict, whereas the use of formal communication and the exercise of coercive power are positively related to the intensity of conflict. The combination of these effects is that the guanxi between representatives of business partners is negatively related to manifest conflict at the organizational level.

Contribution: This empirical research is among the earliest studies attempting to examine how guanxi influences interorganizational conflict occurrence and conflict-related behavior in industrial buyer-seller relationships in China, and it reveals a significant relationship between guanxi and the selection of communication modality, the exercise of power, and the occurrence of conflict in a guanxi-intensive market in China.

Practical Implications: First, our findings will help members of the seller's management team, especially foreign members, to better understand the behavior of their Chinese employees. Secondly, our findings should help sellers improve the effectiveness of their conflict management to increase good word-of-mouth and maximize reorders. Thirdly, our findings should help the purchasing managers of SOEs to better understand how to manage conflict to lower the project risk. Lastly, firms doing business with SOEs should take both cultural and political factors into account in their business activities.