Social preferences and sales performance

We use an incentivized experimental game to uncover heterogeneity in social preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveal selfish behavior. Matching individual behavior in the game with firm data on sales performance shows that agents with social preferences achieve a significantly higher revenue per customer. However, at the same time, they achieve fewer sales per day. Both effects offset each other, so that the overall association with total sales revenue becomes insignificant. Our findings highlight the nuanced role of selfish versus social preferences in sales contexts with important implications for economic research.     

Renewable Governance: Good for the Environment?

We conjecture that board renewal mechanisms—those substantive enough to renew the thinking of the board—are required before investors can address the mismatch between their preferences regarding environmental sustainability and what insiders at firms are actually doing. We identify the adoption of majority voting for directors and the introduction of a female director as two corporate governance mechanisms potentially strong enough to renew a board's thinking on sustainability. Using a sample of 3,293 firms from 41 countries, along with quasi-exogenous shocks to board renewal mechanisms in Canada and France, we find that both board renewal mechanisms are associated with significantly higher future environmental performance. Further tests provide suggestive evidence that board renewal is more strongly associated with environmental performance in settings with better institutions and more motivated institutional investors. These results suggest the importance of board renewal for alignment of firm policies with investor preferences around the world.     

The role of family firm specific resources in innovation: an integrative literature review and framework

Management Review Quarterly - Family firms are the prevalent form of entrepreneurial organizations worldwide. While even long-lasting and successful family firms are said to invest less in...     

Disaster selfies: How ethical reminders can mitigate morally questionable consumption practices

Joyful selfies taken at disaster sites create a controversial topic in terms of moral boundaries in digital life. While some consider it acceptable to take smiley selfies in a tragedy zone, others find this behaviour morally questionable. This article demonstrates empirically that excessive time spent on social media explains, at least partially, a greater tendency to like morally ambiguous content on social media. Specifically, this article shows that consumers tend to like more questionable content (such as smiley disaster selfies) on social media when they spend more time online. Further, this article shows that this effect is mediated by increased individualistic thinking. Responses to the survey experiment (N = 206) compared the tendency to like morally ambiguous content between groups of little, moderate and excessive use of social media, and tested for the mediating role of individualistic thinking on the relationship between time spent and liking behaviour. Second, the moderating role of an ethical reminder on time spent and the fact of liking morally ambiguous contents is demonstrated. In the presence of an ethical reminder, the effect of time spent on social media and liking morally ambiguous content becomes insignificant. This article contributes to theory on social media consumption by offering a novel underlying mechanism, such as increased individualistic thinking, as one variable that partly explains the liking for morally ambiguous content. This article also offers practical contributions for social media platforms and policy makers, showing that ethical reminders could be a possible and simple nudge to help consumers act more morally or become aware of morally questionable content.