Mediating and moderating processes in the relation between problem customer perceptions and work–family conflict

Deploying the emotion regulation perspective, this study examined the process linking the relationship between problem customer perceptions (PCPs) and work–family conflict (WFC) by focusing on the mediating influence of surface acting (SA) and the moderating role of distress tolerance (DT). Data were obtained from 265 frontline service clerks located in the banking industry throughout 71 different local banks in Taiwan. The results revealed that SA fully mediated the PCP–WFC relationship. Meanwhile, frontline service clerks' DT moderated the SA–WFC relationship, such that the relationship was weaker when service clerks with the higher the DT. The managerial implications of the findings were discussed.     

Contribution of sales control in salespeople’s creative selling: Work engagement as a mediator

This study investigated the effects of outcome-based control (OBCS) and behavior-based control (BBCS) on creative selling, by exploring their mediating effects on creative selling through work engagement. We also explored the joint effect of the two sales control systems on work engagement, which can eventually increase creative selling. We collected data from salespeople working at an insurance company in South Korea; 270 of the 303 participants were included in the analysis. Our results revealed that OBCS and BBCS increase creative selling. In addition, work engagement was found to mediate the relationship between OBCS and creative selling but not the relationship between BBCS and creative selling. The joint effect of OBCS and BBCS on work engagement was found to function as a hierarchical combination, meaning that work engagement is enhanced when OBCS is high and BBCS is low. These findings suggest that OBCS and BBCS function through different mechanisms to creative selling when they function separately, and the former acts as a primary control and the latter as a supplement to work engagement when they perform jointly.     

The entrepreneurial orientation–performance relationship in private family firms: the moderating role of socioemotional wealth

Drawing on socioemotional wealth (SEW) literature, this paper revisits the established entrepreneurial orientation (EO)–performance relationship in a family business context. The main idea in entrepreneurship literature is that EO leads to increased firm performance. We question this logic in a family business context because family related non-financial goals, like SEW, may prevent the firm to reap the fruits of their entrepreneurial efforts. Specifically, we argue that SEW engenders inefficiencies that place constraints on the realization of the benefits of entrepreneurship. Therefore, we propose that a high level of SEW preservation hinders the transmission of the family firm’s EO into positive performance effects. To test this hypothesis, an empirical study was developed using a sample of 232 Belgian private family firms. Robust linear regression analysis reveals that the positive effect of EO on financial performance decreases as the level of SEW preservation increases.     

The Meanings of Managerial Prerogative: Industrial Relations and the Organisation of Work in British Engineering, 1880–1939

In pre-war Japan, large-scale business enterprises tended to become managerial enterprises, but around 1930 this transformation was still in a stage of transition. Managerial enterprises developed rapidly due to the militarisation of the economy during the Second World War, and, after 1945, following the dissolution of the zaibatsu by the occupying US forces. The purge of businessmen that had co-operated with the military, and tax and land reforms which affected the wealthiest, were other contributory factors. Economic growth after 1950 assisted the development of managerial enterprise, just as managerial enterprise accelerated economic growth by facilitating investment and the expansion of business capability. The majority of post-war Japan's most important executives were promoted from within their companies. They were already acquainted with their workforces, especially their engineers, and fully understood their capabilities. This knowledge and the support they enjoyed amongst their employees were critical to the strategic decision-making that guided the investments that brought rapid growth, and, with these organisational assets, they won the confidence and support of banks, business allies, and government. It was those managerial enterprises controlled by salaried managers promoted from within and the emergence of new entrepreneurial enterprises which led Japan's post-war economic growth.     

Correspondence sales education in the early twentieth century: The case of The Sheldon School (1902–39)

Correspondence education has received very little attention from business historians. Therefore, the purpose of this paper is to draw attention to The Sheldon School and the work of its entrepreneurial founder, Arthur Frederick Sheldon. Sheldon's correspondence course was studied by thousands of students in the early twentieth century. His interests, as reflected in his correspondence course materials and related articles, range from a focus on facilitating exchange relationships through to concerns with distributive justice, sales ethics and the promotion of an American economic and political vision across the globe. As a key figure in the sales education industry, Sheldon had a major impact on the social environment of the twentieth century via his involvement with the Rotary Club. Courtesy of his influence at Rotary, his ideas continue to shape the way prominent scholars have reflected on the consumer and marketing concept.     

A Discovery of Early Labor Organizations and the Women who Advocated Work–Life Balance: An Ethical Perspective

The relevance of leader ethicality has motivated ethical leadership theory. In this paper, we emphasize the importance of moral identity for the concept of ethical leadership. We relate ethical leadership incorporating an internalized moral identity to productive deviant workplace behavior. Using qualitative empirical data we illustrate the relevance of critical situations, i.e., situations in which hypernorms and organizational norms diverge, for the distinction of ethical leaders with or without internalized moral identities. Our paper takes a multidisciplinary approach integrating insight from management as well as humanities and social sciences toward a comprehensive sense of ethical leadership.     

How do cross-country differences in institutional trust and trust in family explain the mixed performance effects of family management? A meta-analysis

Cross-country research finds mixed performance effects of family involvement in management (FIM) but consistently positive performance effects of family involvement in ownership (FIO). We argue that cross-country differences in institutional trust and trust in family can help explain this discrepancy. We reason that trust in family normalizes family managers’ use of firm resources to satisfy family needs. In contrast, institutional trust orientates family managers’ attention toward improving firm performance. A meta-analysis supports our theory: greater trust in family increases and greater institutional trust reduces the gap between FIM and FIO's performance effects across countries.     

The Role of Local Context in Headquarters–Subsidiaries Relationships: A Global Analysis of the Literature

This study reviews the literature on multinational corporations’ headquarters–subsidiaries relationships, focusing on the role of the local context and its influence on subsidiaries in developed and emerging markets or countries. The author searched the literature using several terms directly related to these issues. The findings demonstrate that subsidiaries can only operate successfully in foreign locations by adjusting their policies to fit into the local environment because there are multiple contexts. Multinational corporations manage the local context by integrating their home behavior and that of the subsidiaries’ operating environments. A framework for identifying and managing different local contexts is proposed.     

Cross-market efficiency in the Indian derivatives market: A test of put–call parity

This study examines the cross-market efficiency of the Indian options and futures market using model-free tests. The put–call–futures and put–call–index parity conditions are tested for European style Nifty Index options. Thirty-five-month time-stamped transactions data are used to identify mispricing. Frequent violations of both forms of put–call parity are observed. The restriction on short sales largely accounts for the put–call–index parity violations. There are numerous put–call–futures arbitrage profit opportunities even after accounting for transaction costs, which vanish quickly. Put options are overpriced more often than call options. The mispricing shows specific patterns with respect to time of the day, moneyness, volatility, and days to expiry. © 2008 Wiley Periodicals, Inc. Jrl Fut Mark 28:889–910, 2008     

Consumer research on sales promotions: A state‐of‐the‐art literature review∗

Many research traditions have dealt with consumer psychology and behaviour vis‐à‐vis sales promotions The consumer‐oriented approach seeks to identify the heavy users of promotions and to track their purchasing strategies involving the choice of a promoted brand The aim of the theory‐oriented research traditions is to test the explanatory power of various cognitive, attitudinal, behavioural and economic frameworks, be it to explain why and how consumers react to sales promotions or to understand when companies should promote This article exposes the specificity of each research tradition, its principal results and the most promising areas for future research     

Standing in the shadow of the corporation: women’s contribution to Swedish family business in the early twentieth century

This article investigates the role of wives in the Swedish business elite in the early 1900s, through letters and diaries. The Swedish case is particularly interesting, since the country has a long tradition of successful corporate families. The corporate wife was expected to perform duties linked to the family business. To get more directly involved in the firm, the husband had to give his permission. By offering support the wife could gain tacit knowledge of her husband’s work. Her emotional efforts influenced the achievements of the family business, sometimes even its survival.     

Changes in Concentration of Advertising Expenditures Among the Leading National Advertisers in the United States 1970–1988: A Note

This paper investigates the change of advertising concentration between 1970 and 1988. Using six measures of concentration and based on the advertising expenditures of the one hundred leading advertisers in the US reported by Advertising Age, this paper finds that the level of advertising concentration varies in the 1970s and has been steadily increasing since the early 1980s. However, the change of advertising concentration between all of the two-year periods examined is not significant. The findings also suggest that the nature of industry and the country of origin of advertisers do not exhibit significant impact on the level of advertising concentration.     

A Scientometric Analysis of Publications in the Journal of Business-to-Business Marketing 1993–2014

ABSTRACT

Purpose: To conduct a scientometric analysis of the contents of the Journal of Business-to-Business Marketing from 1993 to 2014.

Methodology/approach: The authors use the Leximancer computer-aided text analysis program, which reliably and reproducibly identifies the main concepts embedded in the text—their frequency and patterns of co-occurrence—based on the ways words move together in the text. They also identify key concepts that differentiate among the networks of concepts occurring in each of the first four five-year periods of the Journal’s history.

Findings: There are four common underlying conceptual themes: relationships, market, study, and business. But the focal mix of concepts has changed over time, from a narrower initial focus on distribution and power and conflict, to a greater focus on firm business marketing strategy and pedagogy, to a focus on networks, the Internet and more collaborative relations, to a focus, in the most recent period, on psycho-social network concepts, such as trust and commitment.

Research implications: The results complement and provide a baseline for evaluating and comparing researcher-conducted literature reviews of business marketing and JBBM’s contributions. The methodology provides possibilities for further analysis as it can be extended to analyze the business marketing and wider marketing literature more generally and how it has evolved.

Practical implications: Leximancer provides a comprehensive, accessible summary of the content of the JBBM and demonstrates its value as a text analysis program.

Originality/value/contribution: The authors are among the first to use this novel computer text analysis program to conduct a scientometric analyses of journal content. It provides a template for conducting studies of other journals and text.     

Beyond mean estimates of price and promotional effects in scanner-panel sales–response regression

Traditional mean estimates of conditional sales given price and promotion variables may provide misleading guidance about the underlying market mechanisms, since high, low, and medium sales, respectively, may be generated by quite different price and promotion strategies. Empirical evidence for consumer good scanner data reveals nonlinearities and heteroskedasticity in the sales–response relationship—mean effects typically average and hence may obscure a potentially rich nature of observational data. Besides addressing the heterogeneity of price and promotional effects, the proposed quantile regression framework allows direct estimation of monotonicity restricted nonlinear pricing effects for quantiles of the sales distribution.     

Cogs in the Wheel or Spanners in the Works? A Phenomenological Approach to the Difficulty and Meaning of Ethical Work for Financial Controllers

Journal of Business Ethics - The aim of this paper is to propose a new perspective on the difficulty and meaning of ethical work for financial controllers. This is achieved by drawing on concepts...     

A distribution revolution: Changes in music distribution in the UK 1950–76

Little business history has been written on the popular music industry while sociological study has tended to focus on the effect of the industry on society. This paper concentrates on how recorded popular music reached the customer, charting the evolution of the industry in the UK from a cartel structure distributing only to specialists, into an industry which allowed upstream entry freely but increasingly emphasised large-scale distribution through mass retailers by the mid-1970s. The paper examines the structure of music distribution in the UK prior to 1965 and how the industry adapted its distribution strategy to the changing environment after 1965.     

Marketing in the Second Industrial Revolution: A Case Study of the Ferranti Computer Group, 1949–63

In the early 1950s the UK emerged as a world leader in the design and construction of electronic digital computers, a fact illustrated by Ferranti Ltd., the Manchester electronics firm. Ferranti achieved its dominant position with a blend of innovative technology and government support, but eventually found the computer business unprofitable. Marketing failures were partly responsible, particularly an obsession with technology and a failure to target the most profitable sectors of the industry. But paramount in the factors leading to Ferranti's sale of its computer interests were: firstly, the greater resources and market opportunities of the Americans; and secondly, the conservation of the Ferranti family, who found the manufacture of defence computers a safer and more profitable alternative than the highly competitive data-processing market.     

The fable of the birth of the Japanese automobile industry: A reconsideration of the Toyoda–Platt agreement of 1929

In discussing the birth of the Japanese automobile industry, most researchers and journalists put the Toyota Motor Corporation and the Toyoda–Platt Agreement at centre-stage. It has been widely asserted that the one million yen (¥100,000) that was received as a result of the Agreement provided Kiichiro Toyoda with the means to begin his research on the automobile. But the historical evidence does not support this legendary story, and in many ways contradicts it. This article aims to set the historical record straight.     

Stock Transfer Patterns in the Hudson's Bay Company: A study of the English Capital Market in Operation, 1670–1730

In recent years, there has been expanding interest in the growth, structure and integration of the early English securities market. However, much of the research on this market has focused on overall market data or the larger chartered companies. The purpose of this paper is to provide an alternative approach to studying the issue of market activity and development, utilising the stock ownership and transfer records of the Hudson's Bay Company. As a successful smaller chartered company it is possibly more representative of the majority of firms utilising the London financial market of the time. The records provide evidence of an organised and efficient market that was accessible to a variety of large and small investors, including a network of stockbrokers. The volume of transfers also indicates a dynamic pattern of market activity rather than a closely held firm which only obtained its initial capitalisation through the market.     

FAW-Volkswagen keeps high growth in production and sales at first half of the year

In the first half of year 2003,FAW-Volkswagen has a good situation in business,and keeps a high growth in production and sales.From January to June,FAW-Volkswagen has finished more than half of the whole year‘s task in production and sales;in has totally sold 130,300 cars,which is increased by 44.5% compared with the same period of last year,it has totally produced 147,500 cars,which is increased by 74.5% compared with the same period of last year.