When competency-based pay relates to creative performance: The moderating role of employee psychological need

Although competency advocates argue that competency-based pay (CBP) can facilitate the implementation of business strategies and improve organizational performance, few empirical studies on the effectiveness of CBP have been conducted in the workplace. This study examines employees’ perceptions of CBP and their creative performance, along with the moderating role of psychological needs in this relationship. A survey design with a sample of 219 Hong Kong Chinese employees from the hotel and service sectors was adopted. The results support that employee creativity is predicted by both CBP (reward for knowledge and reward for skill) and individual characteristics (need for achievement, need for power). In addition, need for power moderates the relationship between CBP (reward for knowledge and reward for skill) and employee creativity. The implications of the findings and directions for future research are discussed.     

Computer-Mediated Customization Tendency (CMCT) and the Adaptive e-Service Experience

Adaptive customization systems are common in the delivery of e-service. However, consumers vary in their reaction to these systems. We introduce computer-mediated customization tendency (CMCT), a composite individual difference variable that reflects a consumer's personal preferences for designing and interacting with adaptive online environments to create valuable e-service experiences. To measure CMCT, we developed a formative index composed of need for control, technology innovativeness, and aesthetic appreciation. The results show CMCT influences adaptive online behavior and the perceived value of the adaptive e-service experience. In addition, customization-prone and customization-averse consumers differ in how they perceive the costs, benefits, and overall value of the experience.     

A SUPPLY CHAIN MANAGER SELECTION METHODOLOGY: EMPIRICAL TEST AND SUGGESTED APPLICATION

With the expanding global economy, no managerial position requires a broader set of skills than that of the supply chain manager. Understanding the complexities of filling this vital managerial position, recent conceptual research has called for the development of a tool designed to identify the top candidates for supply chain positions. This research presents a full test of a three hurdle methodology for supply chain manager selection. Empirical results reported here suggest that managers must possess superior general mental aptitude, need for achievement, and adaptability for firms to maximize performance.     

The effect of control deprivation on consumers’ adoption of no-pain,no-gain principle

Consumers often base their judgments on a no-pain, no-gain principle—that is, one must pay a cost in order to achieve a beneficial outcome. For example, they infer the quality of a product from its price and judge a bad-tasting medicine to be more effective than a tasty one. Although the use of this principle to infer the value of a product or service has been observed in several domains, the processes that underlie its use have not been fully explored. We find that when people feel out of control, they tend to use the principle because it exemplifies a causal relationship between actions and outcomes and endorsing it reaffirms their belief that they have control over the outcomes of their behavior. Our findings have implications for how marketers might position products and services to attract consumers who perceive themselves as having different levels of control.     

How power distance belief,self-construal,and relationship norms impact conspicuous consumption

Building on the idea that luxury products can signal the owner's status to others, this research elucidates how fundamental and pervasive social factors—power distance belief (PDB), self-construal, and relationship norms—dynamically impact consumers' preferences for conspicuous consumption. Through three experiments, we found that (1) high-PDB consumers are more likely to prefer conspicuous consumption compared to low-PDB consumers, and this effect is mediated by their need for status; (2) the relationship between PDB and conspicuous consumption is enhanced under interdependent self-construal, attenuated under independent self-construal, and mediated by consumers' need for status; (3) these effects are moderated by relationship norms, such that the positive effect of PDB on conspicuous consumption under interdependent self-construal is attenuated when communal relationships (vs. exchange relationships) are salient. Our conceptualization and findings contribute to the literature on the dynamics of individuals' status-related behavior in social psychology and related fields, and provide important practical applications for luxury businesses.     

Unique but integrated: The role of individuation and assimilation processes in teen opinion leadership

Opinion leaders propel the diffusion of innovation and exert a significant influence on the marketplace. This influence is especially pronounced during adolescence, a period marked by increasing reliance on peers and the emergence of a tension between two countervailing needs: assimilation and individuation. A survey of 1142 adolescents reveals that these developmental needs affect adolescent opinion leadership in the critical clothing market. Adolescent opinion leadership relies on a balance between desires for assimilation (i.e., centrality within the peer network) and individuation (i.e., need for uniqueness); adolescents' susceptibility to peers' normative influence and gender moderate these relationships. Adolescents who occupy central positions within their peer network tend to be opinion leaders, though only if they are not susceptible to normative influence. Position within the peer network is a key for girls, whereas need for uniqueness is a key for boys. These differences implicate different approaches for managers targeting adolescent males and females.     

The effectiveness of the destination logo: Congruity effect between logo typeface and destination stereotypes

A well-designed logo can assist destination marketers in the development of destination identity and image, and yet the factors that contribute to an effective destination logo are poorly understood. Thus, this study aims to explore how typefaces influence the effectiveness of logos of destinations with differing stereotypes. By conducting four scenario-based experiments with different experimental stimuli, this study has revealed a congruity effect between logo typeface and destination stereotypes. Specifically, linking logos with handwritten typefaces with warm destinations, and machine-written typefaces with competent destinations can elicit more favorable attitudes and stronger travel intentions toward those destinations (Study 1). The results further showed that the congruity effect on tourists’ travel intentions is sequentially mediated by processing fluency and attitude (Studies 2a, 2b) and is attenuated for tourists with high needs for cognition (Study 3). This research also offers practical suggestions for destination marketers around the design of effective logos.     

“I got it FIRST”: Antecedents of competitive consumption of a new product

When a new product of a well-known brand is released, consumers wait in line as early as possible to increase their chances of purchasing the product. This research investigated the two-stage competitive arousal model of a new product purchase competition. Results of a structural equation modeling with a multi-group analysis approach showed that competitive arousal was a central psychological state stimulated by product uniqueness, scarcity, popularity, need for uniqueness, and self-enhancement value, influencing the intention to queue in line. Practical insights in targeting the right consumers and promoting a new product to draw optimal attention from consumers were further discussed.     

Paradoxical leadership and hospitality employees’ service performance: The role of leader identification and need for cognitive closure

Based on the social identity theory, this study examined the relationship between paradoxical leadership and employees’ service performance in the hospitality industry. Data were collected from a multisource, time-lagged survey of 72 leaders and 556 employees in eight full-service hotels in China. Using hierarchical linear modeling, paradoxical leadership was found to be positively related to employees’ leader identification, which consequently enhanced their service performance. Furthermore, the level of an employee’s need for cognitive closure moderated the relationship between paradoxical leadership and leader identification such that paradoxical leadership exerted a stronger positive influence on leader identification for those employees with a lower need for cognitive closure. These findings have implications for both paradoxical leadership and hospitality management practices.     

The impact of knowledge hiding on targets’ knowledge sharing with perpetrators

Using a sequential mixed-methods approach, this study explored how knowledge hiding (KH) targets react to perpetrators in the hospitality industry. Study 1 entailed in-depth interviews of 20 employees from 13 hotels. Findings indicate that KH influences knowledge transfer behavior through negative emotions. Moreover, individual personality and motivation, team and interpersonal factors, job characteristics, and KH characteristics can moderate this effect. In Studies 2 (n = 54) and 3 (n = 118), two scenario-based experiments reveal that KH negatively affects targets’ knowledge sharing (KS) with perpetrators directly and indirectly through negative emotions. In Study 4, the results of a survey from 475 employees indicate that when the need for affiliation of employees and task interdependence is high, the negative effect of negative emotions on KS with perpetrators is weaker. This study advances the literature on KH by offering a sound theoretical treatment of emotional concerns and the interaction between knowledge seekers and knowledge hiders.