Gratitude works: its impact and the mediating role of affective commitment in driving positive outcomes

After studying the effects of Louisiana’s post-hurricane “thank you” campaigns, the researchers find expressions of gratitude significantly improve perceptions of Louisiana in the midst of its recovery. Through a national survey conducted November 2006, they find that those who saw or heard a thank you advertisement have more positive attitudes toward the state and its people, a greater willingness to pay a premium for its products, services and travel to the state, and spread positive word-of-mouth, thus justifying the use of public funds to support the campaign. The authors investigate the role of participation on the effectiveness of expressions of gratitude and identify the mediating role of affective commitment in driving the positive results attributed to expressions of gratitude.     

Economics at the FTC: Mergers,Dominant-Firm Conduct,and Consumer Behavior

Economists at the Federal Trade Commission (FTC) pursue the agency’s competition and consumer protection missions. In this year’s essay, in antitrust, we discuss the new Merger Guidelines, three exclusion cases, and R&D issues in the Thoratec/HeartWare merger and the Google/AdMob merger. In consumer protection, we discuss the FTC’s new rule on debt settlement, our efforts to improve disclosures, and our recent work on appliance energy disclosures.     

Useful measures in the field of time and dimensional rationalisation of manual training lessons

Schoolwork, especially lessons in manual skills is often associated with various ergonomics stresses. These stresses are the result not only of school obligations but also of the physical working environment and inadequate lesson planning. Much can be done in this field if certain approaches are taken into consideration at the work planning stage. Thus we can use certain analytical methods, such as the Method of Temporary Observations (Multi-Moment Method) and OWAS (a method for the evaluation of postural load during work), when positioning stressful lesson factors. This can be done in a relatively simple way in the field of time rationalisation as well as in the field of dimensional work adjustment to pupils. Research results in this paper show that by using a planned directed approach in this field, it is possible to achieve, a higher level of efficiency with normal levels of fatigue.     

Executive compensation in Asia: A critical review and outlook

In this research we conduct a systematic and critical review of the literature on executive compensation in Asian countries. We discuss the particular characteristics of executive compensation in Asia in terms of pay criteria, contingency factors, and implications for performance and turnover. We thereby highlight the unique contributions of Asian studies to the mainstream Western research in executive compensation, and call for future research integrating agency theory and the institution-based view in examining pay variances across different institutions.     

Students’ knowledge sources and knowledge sharing in the design studio—an exploratory study

Architectural design is a knowledge-intensive activity; however, students frequently lack sufficient knowledge when they practice design. Collaborative learning can supplement the students’ insufficient expertise. Successful collaborative learning relies on knowledge sharing between students. This implies that the peers are a considerable design knowledge source for the students. However, students are involved in grade competition. Students may not be willing to share because knowledge is a critical resource for students’ performance. The web technology has been used to facilitate knowledge exchange among students; nevertheless, the convenience of technology may tempt free riding behavior and impede the development of a knowledge sharing culture. The purpose of this exploratory study is to probe whether the peers and a web forum are the students’ primary knowledge source by investigating students’ knowledge sources during the design process. The results demonstrated that (1) studio-mates were a primary design knowledge source for the students, (2) the ill-defined nature of design problems may be the main contributing factor encouraging knowledge sharing behavior, (3) the shared web forum was not a primary knowledge source for the students and did not have a significant influence on the knowledge sharing culture, and (4) we can estimate the knowledge sharing culture in a design studio through investigating students’ knowledge sources. Furthermore, several additional findings and implications are elaborated.     

An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships

This study examines three trust-building processes and outcomes in sales manager-salesperson relationships. This study, based on a sample of more than 400 business-to-business salespeoples from a variety of industries, shows two trust-building processes (predictive and identification) to be significantly related to salesperson trust in the sales manager. Interpersonal trust was found to be most strongly related to shared values and respect. Trust was directly related to job satisfaction and relationalism, and indirectly related to organizational commitment and turnover intention. Thomas G. Brashear (brashear@mktg.umass.edu) (Ph.D., Georgia State University) is an assistant professor of marketing in the Isenberg School of Management at the University of Massachusetts-Amherst. James S. Boles (jboles@gsu.edu) (Ph.D., Louisiana State University) is an associate professor of marketing in the Robinson College of Business at Georgia State University. His research has appeared in a variety of journals, including theJournal of Marketing, theJournal of Business Research, theJournal of the Academy of Marketing Science, theJournal of Retailing, theJournal of Personal Selling and Sales Management, and theJournal of Applied Psychology. His areas of research interest include personal selling, sales management, key and strategic account management, and business relationships. Danny N. Bellenger (mktdnb@langate.gsu.edu) (Ph.D., University of Alabama) is currently chairman of the Marketing Department in the Robinson College of Business at Georgia State University. His research has appeared in a number of academic journals including theJournal of Marketing Research, theJournal of Marketing, theJournal of Advertising Research, theCalifornia Management Review, theJournal of Retailing, theJournal of Personal Selling and Sales Management, Industrial Marketing Management, and theJournal of Business Research. He has authored four monographs and four textbooks on marketing research, sales, and retailing. Charles M. Brooks (brooks@quinnipiac.edu) (Ph.D., Georgia State University) is an associate professor and chair of the Department of Marketing and Advertising at Quinnipiac University. His research has appeared in theJournal of Business Research, theJournal of Retailing, Marketing Theory, and theJournal of Marketing Theory and Practice.