Environmental factors influencing the management of key accounts in an Arab Middle Eastern context

Within the sales and marketing literature, it is recognised that a range of external factors can influence how companies in the business-to-business field manage business relationships within national and across international borders. However, there have been very few studies that explore the influence of the external environment on key account relationships, especially within the context of emerging economies. This study draws on the network approach and contingency theory to identify and highlight the influence of external environmental factors on the management of inter-organisational relationships with key customers in emerging economies in the Arab Middle East region. It is based on an extensive qualitative enquiry that utilises 50 in-depth semi-structured interviews conducted in Jordan with endogenous and Western firms. It concludes that key account practices within an Arab context are shaped by a number of contingencies that are embedded in broader institutional contexts and the business environment, which may challenge the adoption of company-wide universal key account management policies across borders.     

Unpicking antecedents of CRM adoption: a two-stage model

Most CRM work focuses on consumer applications. This paper addresses the operational adoption issues facing the organisation deploying CRM practices. There are a plethora of challenges facing organisations when adopting CRM. Previous research is limited to either examining the CRM adoption process at an individual/employees level or an organisational level. Hence, in this paper the myriad of organisational, marketing and technical antecedents that seem to impinge upon employee perceptions and organisational implementation of CRM are structured in a two-stage model. Using a stratified sample of 10 organisations across 4 sectors, 7 hypotheses are tested on data collected from 301 practitioners. A two-stage model is analysed using structural equation modelling. Findings reveal that CRM implementation relates to employee perceptions of CRM. This paper deepens our understanding of organisational practices to adopt CRM, so as an organisation properly profits from the expected benefits of CRM.     

The Propensity To Sue: Why Do People Seek Legal Actions?

Tort costs as a fraction of U.S. GDP have increased over three-fold in the past 50 years, now hovering slightly above two percent. Although there has been much ink spilled blaming the plaintiffs’ bar and so-called hellhole jurisdictions, less has been written about the behavior and attitudes of individual plaintiffs. Using a unique survey from the RAND Corporation, this paper empirically analyzes the perceptual and economic factors that affect the decision of an injured party to seek legal action. We find that, independent of economic incentives, perception of fault is the most important factor in the decision to make a claim. On average, a person who blames another person or firm for his or her injury is four times more likely to claim regardless of the type of injury involved. Unsurprisingly, the severity of injury—either as perceived by the claimant or as measured by actual injury during the accident—is another key factor in explaining the claiming rate. Also, as expected, there is a negative relation between age and claiming behavior. Somewhat unexpectedly, whether the person has had experience with filing before has no independent effect on the decision to claim. JEL Classification K41     

AN ANALYSIS OF THE DECISION TO FILE,THE DUMPING ESTIMATES,AND THE OUTCOME OF ANTIDUMPING PETITIONS

The goal of this article is to identify industries filing successful petitions in good times according to demand, capacity utilization, concentration, and import-penetration ratio under the U.S. antidumping procedures and using U.S. data. Good times means that the domestic industry is facing increasing consumption prior to filing. This article examines: (a) the relation between the dumping estimates and the conditions facing the petitioning industry prior to filing; (b) the relation between the dumping estimates and the outcome of the petitions; and (c) the factors affecting the probability of filing, the dumping estimates, and the probability of success of a petition. The decision to file and the probability of success of petitions are estimated using univariate probit and a bivariate probit model with sample selection. The dumping estimates are analyzed using a Tobit model. The primary metal products and the stone and concrete industries are also analyzed separately. The empirical analysis indicates that the import-penetration ratio, capacity utilization, and the dumping estimates by the Department of Commerce (DOC) are the significant factors in explaining the outcome of the petitions. The import penetration ratio, the concentration level, and the interaction of concentration and capacity utilization are the significant factors in explaining the decision to file. The analysis shows that in case of high-capacity utilization (proxy for high demand), less concentrated industries are more likely to file, but highly concentrated industries are more likely to receive protection. The results also show that the level of concentration of the petitioning industry, import-penetration, and the dumping estimates provided by the petitioning industries explain the dumping margins estimated by the DOC as the basis for the antidumping duty. This suggests that the relief or protection that the petitioning industry receives may not entirely be based on technical standards.     

Safe design of a thermally unstable solid storage container: Natural convection effects on thermal ignition

A numerical simulation of the convection process in a thermally unstable solid storage container has been carried out. The obtained results show that natural convection shifts the thermal ignition to higher induction times. Beyond a critical Rayleigh number, natural convection can prevent the system against thermal ignition. Temperature and velocity fields are calculated. The influence of the dependence of Biot numbers on temperature and the radius/height ratios on the induction times for thermal ignition has been also examined.     

Age‐Related Differences in Emotion Regulation within the Context of Sad and Happy TV Programs

The marketing literature on program context includes several studies on the influence of program‐induced positive and negative emotions on the evaluation of embedded television advertisements. While the majority of these studies have been conducted with younger adults, new discoveries on the differentiated processes of emotion regulation among younger and older adults are reviving interest in this topic. The present study examined the impact of television program context on program‐induced affective reactions and on the processing of embedded television advertisements among younger and older adults. Program‐induced mood valence was manipulated by using excerpts from sad and happy films. This research shows that affective reactions elicited by sad and happy television programs, as well as attitude toward the advertisement, differ between younger and older adults. The level of sadness reported by older adults was lower than that of younger adults within a sad program context. The results also show a negative influence of a sad (versus a happy) program on attitude toward the advertisement among younger adults but not among older adults. These results confirm that in advancing age, it is possible to shape emotional responses to suit regulation goals.     

Multinational HRM in privatized Jordanian enterprises: An exploration of the influence of political contingencies

Within the international human resource management literature, it is recognized that a range of “host‐country effects” can influence how multinational corporations approach the management of human resources within overseas subsidiaries. This article seeks to further knowledge of these effects by using the findings obtained from two case studies conducted in companies that had come under the control of French multinationals through the Jordanian government's privatization program to explore how subsequent processes of human resource reform were shaped by governmental policies and wider political considerations and the dynamics underlying these shaping processes. In particular, it explores the tensions that arose between government policies and corporate business objectives, the negotiating strategies that the companies adopted in order to resolve them, and the factors that influenced the usage and outcome of these strategies. © 2007 Wiley Periodicals, Inc.     

Informal interorganizational business relationships and customer loyalty: Comparing Guanxi,Yongo, and Wasta

Based on social exchange theory, this research explores if informal interorganizational business relationships in China (guanxi), South Korea (yongo), and Egypt/Jordan (wasta) affect customer loyalty in a business to business context. A conceptual model hypothesizes interrelationships among three underlying dimensions of informal relationships, reciprocity, affect, and trustworthiness, and with customer loyalty. The hypotheses were tested using survey data gathered from manufacturing companies in China, South Korea, Jordan, and Egypt. Structural equation modeling shows that guanxi, yongo, and wasta are positively related to customer loyalty across all four countries. However, there are some differences in the relationships among the three dimensions. Although reciprocity is positively related to affect in guanxi and yongo, this relationship is not statistically significant in wasta. Further, the items measuring the dimensions of trustworthiness and reciprocity are the same in guanxi and yongo, but these differ from wasta. Thus, managers need to be aware of subtle differences in how informal interorganizational relationships are developed and used in international business to business relationships.     

Are House Prices Responsible for Unemployment Persistence?

The paper analyses the ambiguous role of house prices and housing investment for unemployment dynamics. Whereas traditional models see an increase in house prices as a dynamic multiplier that contributes positively to business cycle swings, the paper considers additional transmission mechanisms via the competitiveness channel (wages) and productivity. As house prices rise, wages tend to follow in order to make up for the loss in real disposable income, which limits employment creation. In addition, with rising house prices, the relative size of the construction sector – a low-productivity industry – tends to increase, lowering aggregate productivity growth, further dampening competitiveness. The paper estimates a stylised dynamic general equilibrium model with unemployment flows. Introducing different transmission mechanisms through which the housing market influences labour and macroeconomic dynamics, the size and direction of the housing market channel is being analysed. The estimation results show that housing shocks can have long-lasting negative effects on employment even though a housing boom can generate a short-lived stimulus on growth and employment. The paper also offers some policy advice simulating housing shocks under different types of structural reforms and macro-prudential regulation.     

Does CEO compensation matter in boosting firm performance? Evidence from listed French firms

The paper investigates the impact of chief executive officer (CEO) compensation on firm performance from a sample of 155 listed French companies on SBF 120, over 2009–2018. Findings suggest that an increase in CEO compensation seems to improve the accounting‐based firm performance, nevertheless it hurts the firm stock market value. More pronounced results are reported when we control for sector compensation interactions. We argue that attractive compensation may improve the executive services in achieving shareholders' objectives, but investors seem to not appreciate a CEO compensation increase. Based on the agency theory, it might be argued that investors fear possible executive opportunistic behavior encouraging them to enjoy overcompensation .