“How does customer perception of salespeople influence the relationship? A study in an emerging economy”

Sales and sales force management is a complex activity that largely determines a company's commercial success. Customer perception of the salespeople in terms of expertise, trust, interaction, and risk can drive the establishment of long-lasting ties, making customer portfolio management profitable in the long-term. Yet to date, while much work has been done on company-customer relational issues, very few studies have taken customer perception of salespeople as their reference. Moreover, most existing studies have taken western countries and developed economies as their reference of analysis.The present study, in contrast, provides an analysis of an emerging economy context, Peru. Using a sample of more than 400 consumers and structural equations analysis, this article presents a model based on the Social Exchange Theory. The final part of the study presents the theoretical discussion together with key implications and recommendations for management.     

Archetyping relationships with companion animals to understand disaster risk-taking propensity

Pets factor into the daily decision-making of many people. Importantly, various characteristics of these human–animal relationships are known to strongly influence pet owners’ risk behaviour and, consequently, their animals’ welfare during disasters. Yet, few studies have examined a range of such characteristics concurrently in order to describe risk propensity differences in these relationships. In this study, 437 Australian companion-animal (pet) owners reported human–animal relational, personality and attitudinal characteristics, to examine differences in stated tendency to act to secure their pet’s welfare whilst risking potential harm in a hypothetical disaster dilemma. Cluster analysis identified five archetypal profiles differing in relational, personality, attitude and risk-propensity characteristics, as well as in stated willingness to risk personal safety for the well-being of a pet. Results suggest that relational archetypes are an effective means of examining pet–owner risk propensity, to better understand owners’ risk-taking to protect their animals from harm during a disaster.     

Franchisee leadership traits vs. manager leadership traits an exploratory study comparing hope, leadership, commitment and service quality delivery

In order to add to the understanding of the role of franchising in entrepreneurship and to help franchise systems improve efficiency, the constructs of organizational leadership, hope, organizational commitment, and service quality perceptions of franchised managers and franchisees are differentiated in the current study. For scholars and practitioners, the dynamic relationship between entrepreneurship, franchisees, and management is an important triangle which merits further investigation. While the results offered only that managers and franchisees differed statistically in service empathy, differences were noted across all areas which approached significance but was limited due to the small sample size. Implications for future research are discussed.     

数据足迹视域下的南粤古驿道旅游地形象感知研究——以河源粤赣古驿道为例

随着互联网技术的发展及自媒体时代的到来,移动互联网的旅游消费比例日益增长,游客体验交互效应及价值共创成为常态。旅游数字足迹挖掘与研究,有利于以游客体验核心价值、最佳利益为出发点,构建服务型企业管理制度层面的口碑及业界诚信,从而实现企业、员工与游客最终的共赢。基于南粤古驿道旅游地形象感知研究视角,选取河源粤赣古驿道为研究区域,运用ROST网络文本分析、百度指数等数据挖掘方法,从多维度、多视角开展旅游地形象感知研究,对河源粤赣古驿道及其沿线景区开发、游客满意度优化提供针对性策略。     

Factors contributing to business actions in response to climate change in Korea

Climate change is a growing problem and has been highlighted as a global issue. Empirical evidence increasingly indicates its obvious potential risks to humans and society. As members of this society, business organizations face greatly diverse climate change-related risks that they must recognize and respond to. However, gaps exist between scientific evidence and the actions of business organizations. Few empirical studies have examined the business organizations’ actions taken in response to climate change in Korea. This paper addresses this critical gap in the climate change literature by examining business organizations’ behaviors and identifying the factors influencing their actions. We employ statistical models to compare corporate climate change actions, and we explain their variations using survey data. The results indicate that despite increasing concerns about climate change, businesses have implemented very limited precautionary mitigation and adaptation actions. In addition, the concerns of the businesses about future climate change impact, organizational capacity (leadership, staff capacity, existence of a relevant division or department), and business size are significant factors with respect to the implementation of climate change actions.     

The perceiver’s social role and a risk’s causal structure as determinants of environmental risk evaluation

We present a dual-process risk perception model that integrates cognitive and emotional as well as consequentialist and deontological components by distinguishing between two modes of evaluative processing: (a) a consequentialist evaluation that focuses on potential consequences and (b) a deontological evaluation that focuses on moral values. Each of these two modes is assumed to trigger specific cognitive evaluations, specific emotions, and specific behavioral tendencies concerning a perceived risk. We conducted an experiment (N = 270) that tested whether the relative dominance of the two evaluative modes would depend on the causal structure of the environmental risk being evaluated and on the social role of the evaluator. Three types of causal structure were varied by providing scenario information: (a) anthropogenic risks that endanger only nature, (b) naturally caused risks with potential harmful consequences for humans, and (c) anthropogenic risks that may harm humans. Participants evaluated each scenario from the perspective of one of three social roles: mayor, expecting parent, and environmental activist. For each scenario, participants specified their focus and evaluated the event’s morality and perceived risk, the intensity of specific emotions, and their preferences for prospective behaviors. Results showed that the consequentialist evaluation was generally stronger than the deontological evaluation and was less affected by the experimental manipulations. The deontological evaluation was substantially affected by the risk’s causal structure. It was stronger for anthropogenic than for natural causation; risks caused by humans were associated with greater perceived moral blameworthiness, more intense morality-based emotions (e.g. outrage), and a stronger tendency to perform agent-related behaviors (e.g. aggression) than naturally occurring risks. The effect of the social role was less pronounced than that of the causal structure. Furthermore, the effect of an evaluative focus on behavior was fully mediated by emotions for deontological evaluations and partially mediated for consequentialist evaluations. The implications for environmental risk perception and communication are discussed.     

Farmers’ crop insurance perception and participation decisions: empirical evidence from Hunan,China

The measurement of risk perception and risk attitudes, and their link to actual risk behaviors have been extensively discussed. However, the potential impact of perception of risk management instruments on the decision to use those instruments has rarely been addressed. This article hypothesizes that the degree of perception of insurance contracts and participation decisions could have substantial mutual influence depending on the development of the market. An empirical work is carried out based on a survey of data for paddy rice farmers in Hunan Province, China. It shows that the sampled farmers’ crop insurance perception was surprisingly low despite years of pilot programs and tens of billions of expenditure in government subsidies. The result of simultaneous equations model indicates that crop insurance perception and participation are simultaneously determined and mutually improving. Moreover, empirical evidence indicates that the impact of crop insurance participation on perception is slightly stronger than that of perception on participation, and thus provides weak evidence of a ‘learning-by-doing’ stage in China at present. Together with evidence of substantial local disparities in perception, implications for the Chinese government in further cultivating the crop and rural insurance market are discussed.     

Demographic determinants of incident experience and risk perception: do high-risk groups accurately perceive themselves as high-risk?

This paper analyzes demographic determinants of incident experience and risk perception, as well as the relationship between the two, for eight different risk domains. Analyses were conducted by merging the results of a Swedish population-based survey, which includes approximately 15,000 individuals, with demographic and socio-economic register data. Being male was associated with higher incident experience yet a lower risk perception for nearly all risk domains. Lower socioeconomic status was associated with higher incident experience for falls, and being a victim of violence but lower incident experience for road traffic accidents. Lower socioeconomic status was also associated with higher risk perception for falls. On aggregate, ranking the different domains, respondents’ risk perception was in almost perfect correspondence to the ranking of actual incident experience, with the exception that the risk of being a victim of violence is ranked higher than indicated by actual incident experience. On a demographic group level, men and highly educated respondents perceive their risks to be lower than what is expected considering their actual incident experience.     

年功导向人力资源实践对组织越轨行为的影响:组织政治知觉的中介作用

在企业中,年功通常包含工龄(员工在组织中持续服务的时间长度)和年龄两个要素。强调年功的人力资源实践能否有效缓解员工的组织政治知觉,从而使员工安分守己,不会做出有损组织的行为,是一个值得探讨的问题。本文采用问卷调查法,以48家企业和918名员工的配对数据为样本,对这一问题展开了探讨。研究发现,年功导向人力资源实践能够有效降低员工组织越轨行为;同时,年功导向人力资源实践会促使员工形成较为保守和被动的策略倾向,产生保持沉默静待好处的组织政治知觉;并且,年功导向人力资源实践有助于缓解员工对其他个体自利行为的感知,以及在薪酬和晋升方面自己利益受到侵害的感知,从而降低一般政治行为的政治知觉以及薪酬和晋升政策的政治知觉;最后,年功导向人力资源实践能够通过使员工产生保持沉默静待好处的组织政治知觉,从而减少员工的组织越轨行为。研究结论为本土化人力资源实践的合理化解释提供了理论依据,扩展了对本土化人力资源实践影响效应的认识;同时也证明了组织政治知觉的跨文化差异性。     

Cultural attributes and risk perception: the moderating role of different types of research and development

Drawing on the grid–group culture theory, this study examines hypotheses to explain how the cultural attributes of an organization influence professionals’ perceptions of risk in the context of research and development (R&D) activities. Specifically, we explore whether two dimensions of cultural attributes – the grid dimension and the group dimension – affect organizational commitment and risk perception. We also investigate whether the impact of the cultural attributes on risk perception is mediated by organizational commitment and whether different types of R&D activities – applied research and developmental research – serve as a moderating variable on the relationships among cultural attributes, organizational commitment, and risk perception. The partial least squares method was used to analyze data collected from full-time senior researchers with over five years of experience at a large technology institute. Our findings indicate that cultural attributes influence the risk perception of R&D professionals through the mediating function of organizational commitment. Further, we found that different types of R&D activities have moderating effects on the relationship between organizational commitment and risk perception.