Effects of dominance transitions on advice adherence in professional service conversations

For many professional services, advice adherence is a necessary condition for achieving service success for both customers and service providers. Despite their pivotal roles in value co-creation, typical conversational interactions often lead to low adherence. We propose that enabling a “dominance transition,” from provider dominance in the pre-advice stage to customer dominance in the post-advice stage, enhances advice adherence because it increases customers’ perceived common ground. Furthermore, providers’ consultation focus, customers’ prior knowledge, and customers’ perceived adherence effort moderate this process. Using mixed methods, including both empirical modeling and controlled and field experiments, we validate the proposed model in various contexts (healthcare, financial services, and fitness and wellness counseling). The findings establish several theoretical contributions and offer managerial implications for improving advice adherence by managing dominance transitions in conversational interactions more effectively through training service providers or even programming AI chatbots.

     

心理契约的交易维度及其建构过程分析

对于心理契约的定义在学术界有两大学派:古典学派和"Rousseau学派",但核心内容指雇佣双方对彼此责任的内隐期望,其最重要的维度是交易维度和关系维度。在"交易一关系"心理契约的维度中,更具差异性的是交易维度,而且作为实证研究交易维度更容易把握更容易量化,心里维度的破裂最后也是落脚到交易维度。心理契约的交易维度构建包括心理契约的形成、改变、破裂以及补救四个动态循环的过程。     

中国经济增长与金融中介关系的计量分析

文章以国家统计局发布的1978—2007年统计数据为基础,运用计量经济学中GrangerCausality因果关系检验法和回归分析法对中国经济增长与金融中介之间的关系进行了实证研究。结果表明：中国经济增长与金融中介之间存在双向明显的因果关系。1978—2007年,金融中介对中国经济增长的贡献率约为25．43％,表明金融中介在一定程度上促进了中国经济的增长。     

完善行业协会迎接WTO的挑战

中国加入WTO后，政府经济管理职能应加快转变，行业管理职能应逐步移交行业协会。石油、石化行业应尽快在企业自愿的基础上完善行业协会，使其在国家政策法规的框架下，对全行业油气资源、市场准入、价格调控、服务标准、信息交流、安全、质量、环保等进行统一协调和服务，逐步培育和规范国内石油、石化市场。行业协会通过与国外同行业民间组织建立联系，了解国外同行业的技术经济动态，为企业提高竞争力服务，同时也为国家宏观调控提供决策依据。行业协会要协调好同业竞争与合作的关系，尽快建立和完善畅通的行业信息网络；随着外部环境的日益宽松，企业更应继续强化管理、搞好经营，主动学习和利用世贸组织游戏规则，提升自身实力。石油、石化行业协会的完善离不开国家政策的支持和比较规范的市场环境。     

The role of top management team diversity in shaping the performance of business model innovation: a threshold effect

Business model innovation is one of the firm’s most important strategic decisions. Top management team (TMT), as the critical decision-makers, has essential influence upon such decisions. However, the role of TMT diversity in shaping the performance of business model innovation is less explored in the literature. Based on a sample dataset of 906 observations of small and medium enterprises from China Startups Stock Market during the period of 2009–2011, we find that TMT diversity exhibits a significant threshold effect on the relationship between business model innovation (in terms of novelty-centred and efficiency-centred business model) and firm performance. More specifically, when TMT functional diversity arrives at a certain level, the positive relationship between novelty-centred business model and firm performance becomes more pronounced. On the other hand, the positive relationship between efficiency-centred business model innovation and firm performance will be more significant when TMT tenure diversity increases to a certain level.     

路径依赖对公司数字创业的抑制及免疫机制研究

路径依赖是在位企业实现数字创业面临的必然挑战,而对企业如何有效利用内外部资源克服路径依赖,现有研究并未形成明确的观点。基于组织免疫理论,遵循抑制—免疫分析思路,从战略联盟和资源拼凑内外视角探究公司数字创业中克服路径依赖的免疫机制。实证结果表明,路径依赖对公司数字创业具有显著抑制作用;战略联盟与资源拼凑均能够对路径依赖的抑制作用产生免疫效应,但针对路径依赖的3个表现维度,战略联盟与资源拼凑发挥的免疫效应存在显著差异。     

Blending package shape with the gender dimension of brand image: How and why?

We investigate the congruence of brand image and package shape on product preferences, the moderating role of a creative mindset, and the underlying processes. Across four studies, we show that consumers generally prefer products with curved-shaped (versus angular-shaped) packaging for a “feminine” brand and prefer products with angular-shaped (versus curved-shaped) packaging for a “masculine” brand (Study 1a). This effect is mediated by the perceived congruence between brand image and package shape (Study 1b). We further demonstrate that the congruence effect is reversed when consumers adopt a creative (versus less creative) mindset (Study 2), since a creative mindset leads consumers to perceive curved-shaped packaging as more congruent with a masculine (versus feminine) brand and angular-shaped packaging as more congruent with a feminine (versus masculine) brand (Study 3).     

How the Internet Promotes China's Exports: A Firm‐level Perspective

The development of information and communications technology (ICT), particularly the Internet, has reduced trade costs. However, it remains unclear whether these reduced costs are reflected in the “extensive margins” of firms’ exports (which refer to the probability of firms exporting) or the “intensive margins” (which refer to the value of firms’ export). To test this, we used the concepts of information cost and binary margins, an augmented trade model of firm heterogeneity, a two‐stage Heckman estimation, and data from the World Bank Enterprise Survey of Chinese firms in 2012. The results revealed that reduced trade costs from the use of ICT were positively related to extensive margins but that the connection with intensive margins was not significant. The results lead to the conclusion that reduced information costs related to a firm's exporting behavior were primarily reflected in variable trade costs. This study offers theoretical and empirical evidence for China's policies towards the Internet, which are relevant for the export of manufactured goods. The government should encourage the use of ICT to enhance firms’ export opportunities while facing current trade policy uncertainty.