Development and validation of the active empathetic listening scale

This article presents a scale to measure active empathetic listening (AEL) of salespeople. AEL is defined as a form of listening practiced by salespeople in which traditional active listening is combined with empathy to achieve a higher form of listening. The AEL scale is composed of three dimensions: sensing, processing, and responding. Itemgeneration procedures and the results of three empirical studies are presented. Study 1 establishes that the item set is suitable for differentiating between effective and ineffective listeners from the point of view of customers. Study 2 determines that the item set is suitable for use by self‐report of salespeople, establishes that it conforms to the three theoretical dimensions, and that it possesses convergent validity. Study 3 further refines the item set, confirms the dimensionality of the scale, and establishes that the scale possesses construct validity in the form of discriminant and nomological validity. © 2006 Wiley Periodicals, Inc.     

Franchising and the domain of entrepreneurship research

In this essay, we explore the relationship between franchising and entrepreneurship in general, and their research domains in particular. We begin by categorizing the focus of various representative definitions of entrepreneurship as: (1) traits, (2) processes, or (3) activities, and adopt the view that identifying the unique research domain of entrepreneurship is a more worthwhile endeavor than attempting to reach definitional consensus. We subsequently discuss the differences between entrepreneurship in the manufacturing and retailing contexts, and the particular features of franchising as it relates to the study of retailing entrepreneurship. Specifically, four areas are examined: the franchisor’s role in creating an innovative concept, the franchisee’s role in bringing the franchisor’s concept to new markets, the franchisee’s acceptance of risk, and the special issues surrounding the pervasive practice of multi-unit franchising. We conclude with a brief discussion of the reasons for including the study of franchising, franchisors, and franchisees as integral areas within the distinctive domain of entrepreneurship research, and similarly exhort franchising researchers to explore the implications of their work for the study of entrepreneurship.     

Building value with packaging: Development and validation of a measurement scale

In the absence of studies that include holistically all the current functionalities of packaging, this research develops and validates at confirmatory level a third-order scale for measuring the functional value of packaging. The measure accounts for protection, convenience, portability & storage, information, branding, engagement, sustainability and economy and considers active and intelligent functions. The psychometric properties of the scale are analysed in a total of 5 studies. Results indicates that protection, sustainability and information are the most relevant functions. This scale amounts to a useful tool that can serve as a framework for managers in numerous sectors.     

Cross-linguistic validation of a unidimensional scale for cosmopolitanism

Consumers' positive dispositions relating to foreign countries, cultures, and products are an important yet under-researched topic, compared against the volume of research on consumers' negative dispositions towards the same. Cosmopolitanism, conceptualized as a general dispositional orientation reflecting an affinity for cultural diversity and the proclivity to master it, garners increasing attention as a variable for international market segmentation. Empirical studies on cosmopolitanism are scarce, principally due to the absence of scale demonstrating sufficient cross-cultural validity across languages. This research reports on such a validation, across four countries and five languages. Psychometric evaluations entailed a number of techniques, including multigroup confirmatory factor analysis. The results largely confirm the cross-lingual applicability of the cosmopolitanism scale.     

Seeing brands as humans: Development and validation of a brand anthropomorphism scale

Brand anthropomorphism is recognised as an important construct in marketing, yet it lacks clarity in operationalisation and valid measurement. The objective of this research, therefore, is to develop and validate the brand anthropomorphism scale (BASC). Brand anthropomorphism is defined as the perception of brand as an entity that has analogical human-like features, mental and emotional states that people believe to be distinctively human. It is conceptualised as a multidimensional superordinate construct. Across six studies (N = 1666), this research develops a valid and reliable measure of brand anthropomorphism that has psychometric properties for convergent, discriminant and predictive validity. The results indicate that brand anthropomorphism is a valid predictor of outcomes such as brand trust and brand commitment. Finally, in support of incremental validity, it is identified that the BASC explains variance in brand trust and brand commitment above and beyond the measure of brand anthropomorphism commonly employed in the literature. Theoretical implications for research and implications for practice are also discussed.     

The evolving domain of entrepreneurship research

Research on entrepreneurship has flourished in recent years and is evolving rapidly. This article explores the history of entrepreneurship research, how the research domain has evolved, and its current status as an academic field. The need to concretize these issues stems partly from a general interest in defining the current research domain and partly from the more specific tasks confronting the prize committee of the Global Award for Entrepreneurship Research. Entrepreneurship has developed in many sub-fields within several disciplines—primarily economics, management/business administration, sociology, psychology, economic and cultural anthropology, business history, strategy, marketing, finance, and geography—representing a variety of research traditions, perspectives, and methods. We present an analytical framework that organizes our thinking about the domain of entrepreneurship research by specifying elements, levels of analysis, and the process/context. An overview is provided of where the field stands today and how it is positioned relative to the existing disciplines and new research fields upon which it draws. Areas needed for future progress are highlighted, particularly the need for a rigorous dynamic theory of entrepreneurship that relates entrepreneurial activity to economic growth and human welfare. Moreover, applied work based on more careful design as well as on theoretical models yielding more credible and robust estimates seems also highly warranted.     

Middle managers' perception of the internal environment for corporate entrepreneurship: assessing a measurement scale

This study assesses the measurement properties of a scale that measures the key internal organizational factors that influence middle managers to initiate corporate entrepreneurship activities. In this study, corporate entrepreneurship is used in a broad sense to include the development and implementation of new ideas into the organization. Using this definition, this study describes an instrument used to empirically identify the internal conditions that influence middle manager's participation in corporate entrepreneurship activities. During the last decade, the role of the middle manager in corporate entrepreneurial activity has been recognized in the literature. The empirical research on the internal organizational factors that may foster middle manager activity has been limited, both in volume and scope. However, the literature does converge on at least five possible factors. The appropriate use of rewards: The literature stresses that an effective reward system that spurs entrepreneurial activity must consider goals, feedback, emphasis on individual responsibility, and results-based incentives. This factor, therefore, highlights middle managers' role in this regard. Gaining top management support: The willingness of senior management to facilitate and promote entrepreneurial activity in the organization, including championing innovative ideas as well as providing necessary resources, expertise or protection. This factor captures middle managers' role in this area. Resource availability: Middle managers must perceive the availability of resources for innovative activities to encourage experimentation and risk taking. Supportive organizational structure: The structure must foster the administrative mechanisms by which ideas are evaluated, chosen, and implemented. Structural boundaries tend to be a major stumbling block for middle management in corporate entrepreneurial activity. Risk taking and tolerance for failure: Middle managers must perceive an environment that encourages calculated risk taking while maintaining reasonable tolerance for failure. The literature on the internal factors was utilized to develop an assessment instrument called the Corporate Entrepreneurship Assessment Instrument (CEAI). The instrument contained 84 Likert-style questions that were believed to assess a firm's internal entrepreneurial environment. Understanding middle manager perceptions about the internal corporate environment is crucial to initiating and nurturing any entrepreneurial process. A scale such as the CEAI, therefore, could be very useful for companies that wish to embark on a strategic transformation through corporate entrepreneurship. The measurement properties of the CEAI, including a factor analysis and reliability assessment, were determined. Results confirmed that five distinct internal organizational factors, similar to those suggested in the literature, do exist. Based on how the items loaded on each factor, the factors were entitled management support, work discretion, organizational boundaries, rewards/reinforcement, and time availability. The reliability of each of these factors also met acceptable measurement standards. From a managerial perspective, the results indicate that CEAI can be a useful tool in diagnosing a firm's environment for corporate entrepreneurship, identifying areas where middle managers can make a significant difference, and develop strategies that can positively spur and sustain corporate entrepreneurship efforts. The results of such diagnosis can be useful in designing effective training programs for middle managers.     

Responsibility of the University in Employability: Development and validation of a measurement scale across five studies

This paper develops and validates, at a confirmatory level, a second‐order scale to measure Responsibility of the University in Employability (RUE). First, the literature on the components of RUE is explored and a formative conceptual model is proposed to underpin its measurement using extant research in the field of organisational responsibility and employability. At the empirical level, the second‐order RUE model considers the reputation of the university, the teaching staff, and the matching activities with employers as components of RUE. This model is based on five empirical studies. The first is a small‐sample study based on the opinions of experts (n = 5) and the rest are based on representative samples of university students (n = 816, n = 1,082, n = 1,088, and n = 1,203). A very good fit between model and data were revealed (CFI = 0.975; RMSEA = 0.039; standardised X² = 2.676). The results indicate that matching activities with employers and teaching staff generate more RUE than university reputation. Guidelines are offered for managing the responsibility of the university in employability.     

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.     

A validation and extension of a multidimensional ethics scale

Reidenbach and Robin (1988, 1990) proposed and refined a multidimensional ethics scale. This study replicates and extends their work by examining the generalizability of the scale beyond marketing to accounting, and to subjects from across the United States and other countries. Results indicate that, in general, the scale holds for this different sample and context. However, an additional utilitarian construct emerged in the current study as important for accounting academics in their ethical decision-making. We also found that when we refined Reidenbach and Robin's measure of intention to make a particular choice, a social desirability bias or halo effect was identified. Methodological implications for business ethics research are also presented.Jeffrey R. Cohen is Associate Professor of Accounting at Boston College. He is a C.M.A. and a KPMG Peat Marwick Faculty Fellow. His articles have appeared in theJournal of Accounting Research, Decision Sciences andThe Organizational Behavior Teaching Review. His work on Ethics has appeared inJournal of Business Ethics, Issues in Accounting Education, Management Accounting, andThe CPA Journal.Laurie W. Pant is Associate Professor of Accounting at Suffolk University. She holds an M.B.A. and a D.B.A. and an M.Ed. She serves on the editorial board ofIssues in Accounting Education. Her articles on Ethics have appeared inJournal of Business Ethics, Issues in Accounting Education, Management Accounting andThe Organizational Behavior Teaching Review.David Sharp is Assistant Professor of Accounting at University of Western Ontario. He holds a Ph.D. and an M.Sc. He serves on the editorial board of theJournal of International Accounting, Auditing and Taxation. His articles have appeared inThe Midland Corporate Finance Journal andSloan Management Review.     

Proposal and validation of a financial protection perception scale

This article proposes and validates a financial protection perception scale (FPPS) from the perspective of the financial services consumer. The scale was applied to a sample of 1137 individuals residing in Brazil and validated using exploratory and confirmatory factor analysis and standard multivariate validation methods. The FPPS, composed of 14 items, allows the development of an indicator that defines the level of protection perceived by the consumer of financial services, evaluated along the dimensions of transparency, suitability, security, and complaints. The tests and fit indices indicated the reliability and validity of the FPPS. With this scale, researchers, managers, and policymakers can assess the extent to which consumers feel protected when using financial services.     

Brand love: development and validation of a practical scale

Batra et al. (Journal of Marketing 76, 1–16, 2012) created a new conceptualization of brand love but did not develop a pragmatically useful measure for studies where questionnaire length is a constraint. The current research develops a more parsimonious brand love scale, with three nested versions of 26, 13, and 6 items, respectively. This research also validates the scales, and in so doing conducts several important validity tests not considered by Batra et al. The 26-item scale is able to predict consumer loyalty, word of mouth, and resistance to negative information, with an R ² of .90, after correcting for measurement error.     

Development and validation of an emic scale to measure ad-evoked nostalgia in France

The practice of imbuing marketing communications with nostalgic reverie is prevalent in numerous countries. However, scholarly research investigating consumer response to such communication across cultures is lacking. This inquiry follows an emic approach examining and measuring ad-evoked personal nostalgia in France. Findings from five studies (N = 699) reveal significant differences in consumer reactions in France, as compared to earlier research based on American samples. Among the French, nostalgic advertising evokes personal memories and cultural nostalgia, contrasted to reports of past imagery, physiological and positive and negative emotional reactions in the United States. Furthermore, while cultural nostalgia is an important component of the French personal nostalgic experience, it is the personal memories that are the key to the creation of positive impressions about the ad and brand (brand heritage, brand bonds, and attitudes), and driving behavioral intentions. The emic French scale was found to be superior to an etic ad-nostalgia measure, in terms of fit and variance explained of the endogenous variables. The findings contribute to cross-cultural advertising and marketing research, and can be instructive for advertisers targeting the French market.     

Refining e-shoppers’ perceived risks: Development and validation of new measurement scale

Due to the rapid expansion of perceived e-shopping risks, and highly isolated and inconsistent presentation of literature about this concept, understanding e-shopper's behavior has become more difficult. In this regard, this study brings together different views, evidences and facts about perceived e-shopping risks from both scholars and practitioners of South-East Asian and Western countries. It then interprets the information in the form of a new scale which offers more adequacy, assemblage and uniformity than the existing models of perceived risks of e-shoppers. The new scale of construct has 11 dimensions comprising a pool of 38 items, which has been empirically validated through the data collected from 537 Malaysian e-shoppers. The dimensions are: high price risk, deception risk, transaction failure risk, dissimilar product risk, incapable service risk, illegitimate product risk, isolation risk, unease risk, displeasure risk, prior-purchase time delays risk, and post-purchase time delays risk. The theoretical and managerial implications and research limitations have also been discussed.     

Fractionalization,entrepreneurship, and the institutional environment for entrepreneurship

The vast majority of the literature on ethnicity and entrepreneurship focuses on the construct of ethnic entrepreneurship. However, very little is known about how ethnic heterogeneity affects entrepreneurship, and the institutional arrangements affecting entrepreneurship. This study attempts to fill the gap, and thus examines the effect of ethnic heterogeneity on various outcomes associated with entrepreneurship and the institutional environment for entrepreneurship. Using indices of ethnic and linguistic fractionalization, we show that ethnic heterogeneity negatively influences entrepreneurship. We argue that potential channels that can explain the negative effect of fractionalization on entrepreneurship include trust, social network, and innovation, among others. This study provides a new perspective on the existing debate that seeks to understand why the levels of entrepreneurial success vary across countries.     

Self-service innovativeness scale: introduction,development, and validation of scale

Consumer innovativeness is a central variable in innovation diffusion and adoption literature. The foremost challenge confronted by investigators involved in innovation diffusion and adoption research is the problem of measuring the innovativeness construct. Furthermore, a scale measuring innovativeness towards self-service technologies (SSTs) adoption is required as SSTs have grown considerably in the last few decades. To this end, this study develops and validates a self-service innovativeness (SSI) scale applicable across a variety of SSTs. The study presents a series of six distinct phases describing the development and validation of a six-item, self-report scale. The innovativeness scale has been validated in different contexts, allowing comparisons across distinct samples (i.e., student vs. non-student sample) and different industries (i.e., retail and hospitality industries). The SSI scale presented in this paper is short, valid, reliable, and easy to administer in service domains.     

Defining a forum for entrepreneurship scholars

This study defines a forum for entrepreneurship scholars by updating [MacMillan, I.C., 1993. The emerging forum for entrepreneurship scholars. J. Bus. Venturing 8, 377–381]. A three-stage process is used in which entrepreneurship scholars identify and subjectively rate journals as publication outlets for entrepreneurship research. 25 journals were rated “appropriate” or higher, including both generalist and entrepreneurship specialist journals, both academic and practitioner journals, and journals from multiple academic disciplines. Compared to the ten-year earlier survey, there is a strong increase in the ratings of specialist journals.     

Experiential value: Multi-item scale development and validation

The present study aims to explore the underlying dimensions of experiential value to provide a holistic view. The study proposes a 16-item scale ‘CEXPVALS’ capturing four distinct dimensions which may be termed as cognitive value, hedonic value, social value and ethical value. The scale items demonstrated that experiential value may be apprehended holistically in terms of quality of services, time, effort and convenience (cognitive value); enjoyment, pleasure and escapism (hedonic value); status, esteem and social approval (social value); trust and privacy (ethical value). Predictive modeling indicated that experiential value predict purchase intention. The extant literature revealed that no study so far has captured a holistic view of experiential value. Thus, this could be seen as a unique and significant contribution to the literature.     

Corporate brand image in retail banking: development and validation of a scale

Recent changes in deregulation and technology have made banking one of the most competitive sectors in the global economy. Within this background, corporate image management has gained importance as a way of differentiating companies. This paper aims to develop a scale to analyse the corporate image in banking. Derived from a review of the literature, a scale with the most cited dimensions of analysis is developed. This scale is then tested by means of an empirical study of 450 individuals, where dimensionality, reliability and validity requirements are confirmed. Both theoretical and managerial implications are presented.