Salesperson's innovation resistance and job satisfaction in intra-organizational diffusion of sales force automation technologies: The case of South Korea

One of the rapidly growing areas in industrial marketing is the application of sales force automation (SFA) technologies to help improve the efficiency of the sales force task. What is often overlooked is that there are some potential negative effects related to SFA technologies that arise when these innovations are forcefully adopted on the individual salesperson. This study empirically examines the psychological and social antecedents of salespeople's resistance toward SFA technologies in South Korea. Unlike previous studies that only looked at adoption, this studies adds to the literature on SFA technologies by looking at resistance toward innovation in the post-adoption or intra-organizational diffusion stage. This study looks at the direct and indirect relationships between innovation resistance and some key constructs such as job satisfaction, job performance, self-efficacy, group-efficacy, innovativeness, and peer usage. This study represents also one of the very few empirical studies conducted on sales force behavior in South Korea and as such may offer some insights on sales force management in collectivist cultures.     

柯韦什的虚荣心与人的尊严--读凯尔泰斯小说《无命运的人生》

在纳粹集中营里,一个囚犯有没有维护自己尊严的可能？这是凯尔泰斯在小说《无命运的人生》中想回答的一个问题。作者通过对主人公柯韦什的“虚荣心”,及由此产生的一系列行为和心理活动的分析和描述,向我们表明：尽管在集中营过着非人的生活,忍受着极大的屈辱,主人公并未因此而放弃人的尊严。他一直在自觉不自觉地,用或明显或隐蔽的方式,来反抗野蛮暴力对人的尊严的取缔。     

Vacationers and the economic “double dip” in Europe

The subject of this study concerns individual vacationers' reactions to the global economic crisis. This crisis is lasting longer than expected, resulting in Europe in a “double dip”. Vacationers can use different strategies to cope with this crisis: from pruning (giving up the vacation) via cheese-slicing (economizing on vacation attributes) to non-economizing. Based on a theoretical framework, it was predicted that over time the pruning segment would become larger than the cheese-slicing segment. A longitudinal study in The Netherlands, covering 4 years, shows economic developments having a relatively minor effect on vacationers' holiday plans and intentions, with no increase in the size of the pruning segment. Six vacationer segments were found, three of which can be considered to be crisis-resistant. Each segment pursues different economizing strategies, with each requiring a customized marketing strategy. Five explanations are proposed for the relatively limited influence of the economic “double dip” on Dutch vacationers. Future research can be directed to comparing vacations with other consumer products, in order to explain the crisis-resistance of vacation planning during this economic crisis.     

‘Never take pity’: an average French boxer’s ethnobiography

Based on a long-term ethnographic study of a group of French boxers, this article retraces the biography of one of its members. Éric was an average boxer who never truly mastered the art of dodging his opponents. He never left the ranks of amateur boxing either, although in fact he never truly hoped he would step into the limelight reserved for the very few champions who make it. His anonymous and relentless commitment to boxing was in fact filled with a different meaning that his ethnobiography brings to light. His commitment to boxing can be better understood in light of the trials he faced in “the poor life”, a life he described as flavorless, mired in unemployment and survival delinquency. Despite his repeated defeats in the ring, for him boxing was the only part of his identity that elevated his status and set him apart from those who only had the streets to hang out on. By revealing the meaning he gave to his pugilism, Éric’s ethnobiography offers a new perspective on the links between boxing, violence, and poverty. It also paves the way for exploring the dark side of a leisure activity and its struggles that extend far beyond the ring itself.     

Enhanced job satisfaction under tighter technological control: The paradoxical outcomes of digitalisation

Via a multiple case study of work in microfinance institutions in India, this paper reports on the experiences of field officers and branch managers following work digitalisation. It identifies and explains an intriguing post-digitalisation paradox of reported increased job satisfaction and tighter technological control diminishing branch managers' work-life balance. The paradox draws attention to the significance of context in workers' experiences of mobile digital technologies (MDTs) and contradicts previous studies on workers' positive experiences of adopting MDTs: the workers in this study did not experience greater autonomy or flexibility but reported enhanced employment security and status. The paper also adds to literature on employment relations following work digitalisation by revealing powerful enforcement of technological control, with ‘WhatsApp’ identified as a key managerial tool used for surveillance and discipline, and worker resistance at the margins.     

United we stand,divided we fall: the failure of an accounting information system in a major radiology provider

This article explores the way in which a major Australian radiology organization implemented a complex accounting information system and how workers in the 72 radiology practices that had to use it resisted the change. The study reports on the issues that led to the circumvention of the system by individuals and, after only three years, complete withdrawal of the accounting information system by the parent organization. This article has implications for firms in the health care and other sectors considering implementing new accounting information systems. Organizations need to incorporate change management techniques and provide open communication to all stakeholders to minimize disruption and potential problems.     

Departures from Everyday Resistance and Flexible Strategies of Domination: The Making and Unmaking of a Poor Peasant Mobilization in Bangladesh

James Scott's influential work has popularized the notion that everyday resistance among the peasantry takes covert and backstage forms, termed 'weapons of the weak'. This paper, however, provides a case study involving transformation of covert resistance and outward compliance of the poor into open dissent and confrontation with power-holders, though falling well short of the limiting conditions of rebellion or revolution. Such instances serve to dispel the notion that poor and weak groups adopt only covert forms of resistance in their everyday existence. The paper takes up the questions of why, and under what circumstances, such transformation of covert resistance into overt forms can come about. These issues are explored using evidence from a poor peasant mobilization in rural Bangladesh during the parliamentary election of 1986. The analysis shows that there were sequential shifts in the respective strategies of domination and resistance of the rich and the poor, which shaped each other interactively over a dynamic trajectory. Such adaptive and variable responses require an approach that can accommodate flexibility and substitution in the strategies adopted by the weak and the powerful. These also call for further exploration and analysis of the middle ground between everyday and exceptional forms of resistance.     

Barriers toward purchasing from online travel agencies

Online travel agencies (OTAs) are expanding their services to many segments of the travel and tourism industry. While they are beneficial to travelers, OTAs also face a great deal of consumer resistance. However, prior literature has largely focused on travelers’ adoption intentions toward OTAs, scarcely exploring the causes of such resistance. Addressing the gap, this study extends the innovation resistance theory (IRT) to examine the barriers to positive purchase intentions toward OTAs. A mixed method research design with open-ended essays and cross-sectional survey is used to test the proposed model. Findings suggest that benefits barrier is the chief inhibitor of purchase intentions. In comparison, privacy and security concerns and the vulnerability barrier show positive association with intentions. As a moderator, visibility influences the strength of the association between benefits barrier and purchase intentions. Further, the strength of this association differs among young, middle-aged, and old users.     

变革前消极非正式信息对员工的影响机制研究

组织变革前会有相关的非正式信息,这些信息影响员工对变革的认识。文章探索变革前消极非正式信息量对员工变革抵制意愿的影响,以及员工变革抵制意愿随时间推移的变化,信息频率与尽责性对员工变革抵制意愿变化的调节作用。基于159位员工调查数据的多层次线性增长模型分析表明：消极非正式信息量显著增加员工的变革抵制意愿,但这种抵制意愿随时间推移而显著衰减;消极非正式信息频率与尽责性对员工变革抵制意愿随时间衰减有三维调节作用：在低信息频率下,低尽责性员工的变革抵制意愿随时间衰减更快。研究结果对组织变革有一定理论和实践意义。     

A tactical retreat? Conceptualising the dynamics of European grocery retail divestment from East Asia

The internationalisation of the firm is a highly dynamic process, in which periods of investment and expansion intermingle with periods of divestment and retrenchment. Academic research to date has focused on identifying the reasons for and the processes of divestment. Empirical studies either evidence generic pressures or provide case studies of specific incidents. There few longitudinal studies of international divestment, consequently the dynamic interactions between host market, home market and firm level factors, and how the institutional context changes over time is underplayed. This paper seeks to rectify this gap in our understanding.We explore the rationale and evolving dynamics of European grocery retail divestment in East Asia over a thirty year period. Taking an inductive approach and drawing on analysis of contemporary narratives drawn from company documentation, trade journals, newsfeeds and market reports, three phases can be identified characterised by specific factors and combinations of factors which intersect to provide the key pressures and stimuli for divestment. We conclude that at different time periods, different internal and external contextual influences manifest themselves through different priorities within the firm’s strategy – marked by a switch from local (host) market, to regional, to global firm-centric considerations. Longitudinal analyses allow a greater recognition of this dynamic interplay of factors, and the changes in these relationships, and provides a more nuanced understanding of the international divestment process.