The Transaction Index: A Method for Standardizing Comparisons of Transaction Characteristics Across Different Contexts

This article develops a transaction index (TI), a new method that facilitates comparisons of pricing behavior between reference and target groups of transactors across different types of transactions. The TI compares the target price, derived from the target group, to a transaction zone, which is a range of plausible prices in a negotiation established by the reference groups. These two groups should be conceptually related, for example, through a social association. Statistically, the index can bring transactions at widely differing price levels to a common level and standardize price volatility to facilitate comparisons across transactions. Conceptually, it incorporates a comparison of two groups into a single measure so that their relationship can be analyzed in terms of other variables. An application of a TI to friends' and strangers' pricing decisions reveals richer associations than those observed through more traditional analytic approaches.     

Teaching International Business Across Multiple Modes of Delivery: How to Maintain Equivalence in Learning Outcomes

The drivers of globalization are changing how, where, and when international business (IB) is being taught, and increasing student diversity. Concomitantly, education is becoming an important contributor to GDP in developed economies. Today, the same course may be taught at home to domestic and in-bound international students, in host countries, online, and through blended learning techniques. The increasing variety of modes of delivery raises an important question, however—how to deliver the same material in different contexts and achieve the same learning outcomes. This article examines the changing face of IB education and presents a case study on how this question has been answered at one Australian university.     

Alternative Marketing Strategies for Spillover Benefits:

In spite of world-wide movements towards market systems, public provision and subsidy still dominate those industries which produce goods and services whose consumption yields spillover or external benefits. After briefly critiquing some assumptions and outcomes of such non-market policies as direct subsidy, compulsory exchange, public provision, and access control, the paper discusses alternative marketing strategies for spillover benefits in two industries: business education and the theatrical arts. Horizontal cooperative promotion appears to be a viable Strategy for marketing the spillover benefits of business education. The use of matching agents and price bundling appear to be promising strategies for marketing the spillover benefits from the consumption of theatrical events. Although many such spillover benefits are uncertain and symbolic, the establishment of property rights in these benefits may help facilitate the use of marketing alternatives to non-market policies.     

Competencies: Alternative frameworks for competitive advantage

Competencies in organizations can be broadly classified as employee-level and organizational-level. Since organizational-level competencies are embedded in employee-level competencies, the identification of the latter is important for organizations interested in using competencies to achieve competitive advantage. In this paper, we present a model of employee competencies as a means to organizational competitiveness and discuss various frameworks for identifying employee competencies. In addition to the traditional frameworks, which are more suitable for organizations functioning in a static environment, we offer two alternative frameworks that can be useful in identifying competencies in a dynamic organizational environment. Once appropriate employee-level competencies are identified, a competency-based human resource system can be implemented to ensure that employees actually do possess the identified competencies.     

消费行为与企业战略的融合——不同零售业态的价格定位及其市场细分战略

现代零售业态发展趋于多元化,零售企业针对不同消费者的价格敏感程度来定位零售商品的价格,从而选择不同的销售渠道即经营业态,通过不同产品线的组合来满足不同层次消费者的需求。以此来体现企业的市场细分战略,形成顾客忠诚,实现其经济效益的最大化。     

Measurement Invariance Across Gender and Major: The Love of Money Among University Students in People’s Republic of China

This study investigates measurement invariance of the 17-item-4-factor Love of Money Scale (LOMS) (Rich, Motivator, Success, and Important) across gender and college major among university students in People’s Republic of China. Results revealed configural (factor structures) invariance across gender. Metric (factor loadings) invariance across gender was not achieved based on chi-square change, but achieved based on fit indices change between unconstrained and constrained multi-group confirmatory factor analysis (MGCFA). Both configural invariance and metric invariance (chi-square change and fit indices change) were achieved across college major (law, sociology, and political science). Results of this study suggest that the Love of Money Scale, developed in the U.S., has achieved measurement invariance in this student sample in China. Future researchers will have some confidence in using this measurement when they examine the love of money in Chinese management and organizational studies.Linzhi Du is an Associate Professor of management in the Department of Management, Business School, Hohai University, in Nanjing, People’s Republic of China. Currently, he is conducting his post-doctoral research at Nanjing University in Nanjing. He received his Ph.D., degree in Social Psychology from Nankai University in Tianjin, China. His primary research interests are in the areas of organizational behavior, research method, measurement and evaluation, money attitudes, social psychology, and cross-cultural issues. He has published more than 10 journal articles and presented many papers at several international conferences around the world. He received the First Place Award of Research Excellence from the Ministry of Personnel, Jiangsu Province, China (2004).Thomas Li-Ping Tang (Ph.D., Case Western Reserve University) is a Full Professor of Management in the Department of Management and Marketing, Jennings A. Jones College of Business, Middle Tennessee State University (MTSU) in Murfreesboro, TN USA. He has taught Industrial and Organizational Psychology at National Taiwan University and at MTSU. His primary research interests are in organizational behavior, the love of money, unethical behaviors in the financial domain, work motivation, compensation decisions, satisfaction, turnover, OCB, and cross-cultural issues. He has published more than 93 journal articles (e.g., Journal of Applied Psychology, Personnel Psychology, Human Relations, Journal of Organizational Behavior, Journal of Management, Journal of Business Ethics, etc.), presented more than 160 papers in many countries, and reviewed papers for 24 journals around the world. He has received two Outstanding Research Awards (1991, 1999) and the Distinguished International Service Award (1999) at MTSU and the Best Reviewer Award form the International Management Division of the Academy of Management in Seattle, WA (2003).     

Measuring CSR Image: Three Studies to Develop and to Validate a Reliable Measurement Tool

Although research on the corporate social responsibility (CSR) dimension of corporate image has notably increased in recent years, the definition and measurement of the concept for academic purposes still concern researchers. In this article, literature regarding the measurement of CSR image from a customer viewpoint is revised and areas of improvement are identified. A multistage method is implemented to develop and to validate a reliable scale based on stakeholder theory. Results demonstrate the reliability and validity of this new scale for measuring customer perceptions regarding the CSR performance of their service providers. With regard to this, CSR includes corporate responsibilities towards customers, shareholders, employees and society. The scale is consistent among diverse customer cohorts with different gender, age and level of education. Furthermore, results also confirm the applicability of this new scale to structural equation modelling.     

An Alternative Lens for Understanding Technology Acceptance: An Equity Comparison Perspective

Many studies of technology acceptance have noted that new technology can have far-reaching effects, dramatically changing the environment (e.g., work, home, school) in which we use the technology. The current research considers an equity comparison perspective on technology acceptance and usage in the context of online discussion tools based on the equity implementation model (EIM). The EIM applies equity theory to assess user net outcomes related to adopting new technology in comparison to the net outcomes of other technology stakeholders. Facilitating conditions with the new technology are investigated as a moderating factor on intentions and usage. Equity theory and social comparisons provide an alternative lens for understanding technology acceptance that may capture broader issues related to the changes resulting from new technology. This research describes what we believe to be a first effort to operationalize social comparisons of equity in the context of technology acceptance. A survey instrument measuring social comparisons of net outcomes is developed, and a longitudinal, empirical study is conducted in the context of online discussion forums. The research model is also investigated within a nomological network of technology acceptance constructs. The results indicate that the model provides explanatory power comparable to existing models of technology acceptance and that outcome comparisons provide unique insight beyond known determinants of intentions and usage.     

Overindebtedness and Overlegalization: Consumer Bankruptcy as a Field for Alternative Dispute Resolution

In the advisory report to the European Commission (Huls et al., 1994), the conclusion was reached that the optimal European solution for overindebtedness of consumers is a combination of legal change and a strengthening of the work of social debt counsellors. It was argued that the two spheres, the legal and the social, should be linked in order to create a constructive coalition.Europe has learned from the USA how to introduce the concept "discharge of debts" into their legislation (Huls, 1992). The USA may learn from Europe how debt counsellors can play a more vital part in tackling the debt problem of consumers. This paper explores the possibilities for expanding the domain of non-legal actors in this field by looking at legal aid discussions in general, and more specifically at the new Alternative Dispute Resolution (ADR) trend that is developing both in the USA and Europe.In the first section of the paper, the importance of an adequate definition of the problem is stressed. The following section summarizes the model proposed in Huls et al. (1994). It is followed by a plea for professional and independent debt counselling, a prerequisite for dejuridification of the debt problem, and for a coupling of debt problems to legal aid discussions. This leads to the conclusion that a strong case can be made for debt counselling as a form of ADR.     

A Cross-National Investigation of the Measurement Equivalence of Computerized Organizational Attitude Surveys: A Two-Study Design in Multiple Nations

Multinational organizations frequently administer employee surveys online. This process is accompanied, however, by concerns about the psychometric equivalence of measures administered by different modalities. Using data from a large multinational organization (N = 57,861 in Study 1; N = 105,734 in Study 2), the present research examined cross-national generalizability of the measurement equivalence of an organizational attitude survey administered by computer and paper-and-pencil. Results of multiple group confirmatory factor analysis indicated psychometric equivalence of the test modalities in disparate national samples. Implications for the cross-national use of computerized organizational attitude surveys are discussed.     

Marketing Novel Fruit Products: Evidence for Diverging Marketing Effects Across Different Products and Different Countries

The purpose of this study was to compare the influence of four different marketing claims and price information on consumers’ product choices for novel fruits and novel fruit products, using a choice experiment. In total, 1,652 people in Greece (n = 400), the Netherlands (n = 419), Poland (n = 423), and Spain (n = 410) participated in the study. The marketing claims entailed (1) information about scientific findings concerning health benefits, (2) social norm information, (3) information about the products’ naturalness, and (4) information about the products’ time-until-expiration. The results showed that all four marketing claims and price information influenced consumer choice, but the effect of naturalness depended on the specific novel fruit product being advertised, and the effect of time-until-expiration depended on both country and fruit product. These results suggest that marketing communications should be tailored to different national markets and to specific fruit products.     

Moral Motivation Across Ethical Theories: What Can We Learn for Designing Corporate Ethics Programs?

In this article we discuss what are the implications for improving the design of corporate ethics programs, if we focus on the moral motivation accounts offered by main ethical theories. Virtue ethics, deontological ethics and utilitarianism offer different criteria of judgment to face moral dilemmas: Aristotle’s virtues of character, Kant’s categorical imperative, and Mill’s greatest happiness principle are, respectively, their criteria to answer the question “What is the right thing to do?” We look at ethical theories from a different perspective: the question we ask is “Why should I do the right thing?” In other words, we deal with the problem of moral motivation, and we examine the different rationale the main ethical theories provide. We then point out the relation between moral motivation and the concept of rationality in the different approaches – is acting morally seen as an expression of rational behavior? Our analysis of moral motivation provides a useful framework to improve the understanding of the relationships between formal and informal elements of corporate ethics programs, emphasizing the importance of the latter, often overlooked in compliance-focused programs. We conclude by suggesting that the concept of moral imagination can provide a unifying approach to enhance the effectiveness of corporate ethics programs, by providing an intangible asset that supports the implementation of their formal components into management decision making.     

Organizational Citizenship Behaviour for the Environment: Measurement and Validation

While the importance of employee initiatives for improving the environmental practices and performance of organizations has been clearly established in the literature, the precise nature of these initiatives has rarely been examined (particularly the issue of their discretionary or mandatory nature). The role of organizational citizenship behaviour in environmental management remains largely unexplored. The main objectives of this paper were to propose and validate an instrument for measuring organizational citizenship behaviour for the environment (OCBE). Exploratory (Study 1, N?=?228) and confirmatory (Study 2, N?=?651) analyses were conducted to examine the factor structure of OCBEs. The factor structure that emerged from Study 1 indicated that the three main types of OCBEs were eco-initiatives, eco-civic engagement and eco-helping. The factor structure found in Study 1 was confirmed by Study 2. Analysis of the three types of OCBEs highlighted the complexity of discretionary initiatives for the environment in the workplace and points to a number of avenues for further research.     

Ethical Context and Ethical Decision Making: Examination of an Alternative Statistical Approach for Identifying Variable Relationships

The purpose of this study was to investigate the relationship between organizational ethical context and the individual ethical decision-making process. In addition, a new statistical approach combining cluster and discriminant analyses was developed to overcome violations of regression assumptions, which are commonly not identified and/or ignored in behavioral and psychological research. Using regressions and this new alternative method, the findings indicated that ethical context does indeed influence the various components of ethical reasoning. However, social desirability was the strongest predictor of ethical decision making, which raises new concerns about how this bias can confound business ethics research. Finally, the findings showed that the alternative method provided more useful and interpretive results, indicating that it has the capacity to influence future empirical work in the field of business ethics, particularly when dealing with data that do not satisfy regression assumptions. The implications and limitations of the study are discussed, and several noteworthy suggestions for future research are provided.     

Corporate Image: Employee Reactions and Implications for Managing Corporate Social Performance

Corporate image is a function of organizational signals which determine the perceptions of various stakeholders regarding the actions of an organization. Because of its relationship to the actions of an organization, image has been studied as an indicator of the social performance of the organization. Recent research has determined that social performance has direct effects on the behaviors and attitudes of the organization's employees. To better understand these effects, this study develops and empirically tests a model which links corporate leaders' actions, employees' perceptions of corporate image, and the employees' level of association with the organization. The effects of managing the social environment of an organization on its employees' perceptions of image, attitudes, and intended behaviors are discussed.     

Towards Multilife Marketing: How Goods Multiple Lives Practices Create Value for Consumers

Goods multiple lives practices (GMLPs) encompass a wide range of diverse practices that extend product lifecycles. We propose that it is through a holistic consideration of the concept that it is possible to understand its breadth and scope as well as its potential consequences in terms of increased value for consumers. Through 15 in-depth interviews and secondary data analysis, this study explores the value-creating potential of GMLPs for consumers. The results suggest that these practices are based upon three key dimensions to create perceived value for consumers: polymorphous exchanges, protean intermediation, and multichannel structuration.