The Impact of Organizational Culture and Reshaping Capabilities on Change Implementation Success: The Mediating Role of Readiness for Change

abstract    It was hypothesized that employees' perceptions of an organizational culture strong in human relations values and open systems values would be associated with heightened levels of readiness for change which, in turn, would be predictive of change implementation success. Similarly, it was predicted that reshaping capabilities would lead to change implementation success, via its effects on employees' perceptions of readiness for change. Using a temporal research design, these propositions were tested for 67 employees working in a state government department who were about to undergo the implementation of a new end-user computing system in their workplace. Change implementation success was operationalized as user satisfaction and system usage. There was evidence to suggest that employees who perceived strong human relations values in their division at Time 1 reported higher levels of readiness for change at pre-implementation which, in turn, predicted system usage at Time 2. In addition, readiness for change mediated the relationship between reshaping capabilities and system usage. Analyses also revealed that pre-implementation levels of readiness for change exerted a positive main effect on employees' satisfaction with the system's accuracy, user friendliness, and formatting functions at post-implementation. These findings are discussed in terms of their theoretical contribution to the readiness for change literature, and in relation to the practical importance of developing positive change attitudes among employees if change initiatives are to be successful.     

The effect and moderation of gender identity congruity: Utilizing “real women” advertising images

The present article examines the predictive ability of gender identity congruity in explaining women's responses to advertising appeals. The contributions of the article are twofold: (1) to demonstrate whether advertisements that are congruent with female consumers' gender identities elicit strong positive responses and (2) to identify the factors that moderate/mediate the impact of gender identity congruity on consumer responses to advertisements. The research findings provide evidence of the ability of gender identity congruity to elicit positive responses to advertising appeals. The relationship between gender identity congruity and responses to the advertisement is mediated by advertising involvement. The moderating roles of national culture, physical concern, and physical view are also supported. Overall, the congruity theory provides a powerful framework to examine consumer responses to gender portrayals in advertising. ©2009 Wiley Periodicals, Inc.     

Role Theory and the Management of Service Encounters

In this article, the contribution of role theory to our understanding and management of service encounters is highlighted. In the first section of the article the focus on social exchange within role theory is identified and commonalities between relational approaches to marketing and a role theoretical perspective are outlined. Thereafter the article outlines the specific contribution of role theory to our understanding of service encounters. Role theory, it is argued, permits better management of the interactive features of service provider-client interface and a clearer focus on role performance and the interpersonal dimensions of service quality. Role analysis offers both focus on role consistency in service provision and a framework for dealing with the uncertainty and evolution in long term service relationships. In services marketing, role can be incorporated as a factor in successful service performance and form a central framework for good service encounter management.     

Is a Picture Always Worth a Thousand Words? The Impact of Presentation Formats in Consumers' Early Evaluations of Really New Products (RNPs)

Really new products (RNPs) enable consumers to do things they have never been able to do before. However, research has shown that consumers have difficulties understanding the benefits of such novel products, and therefore, adoption intentions remain low. Mental simulations and analogies have been identified as effective framing strategies to convey the benefits of RNPs. However, existing research has focused solely on the use of mental simulations and analogies conveyed using words, whereas these can also be conveyed using pictures. Although the general consumer research literature points to a superiority effect of pictures, because the underlying mechanisms that individuals use to understand RNPs differ entirely from those used for traditional products, there is a need to study the impact of pictures for RNPs. Moreover, prior work has not examined differences in RNP type. The present research argues that RNPs can be utilitarian, hedonic, or hybrid and that the optimal presentation format (words versus pictures) is contingent upon the type of RNP considered. Consequently, failure to acknowledge this distinction could lead to negative consequences. The present study aims to identify the impact of alternative presentation formats (i.e., words versus pictures) presented using different framing strategies (i.e., analogies versus mental simulations) on individual responses (i.e., product comprehension and attitude to the product) to three types of RNPs (i.e., utilitarian versus hedonic versus hybrid). Hypotheses are tested by means of an experimental study. The results of the study show that the effectiveness of alternative combinations of framing strategies and presentation formats in enhancing comprehension and attitude for RNPs depends on product type (utilitarian versus hedonic versus hybrid). The empirical findings presented not only extend prior work on consumer responses to mental simulations and analogies for RNPs, but also establish connections between this literature and an underdeveloped stream of research on hybrid products, as well as a broader stream of research on utilitarian versus hedonic product benefits. The findings suggest that practitioners may not have been using optimal marketing communications strategies to convey the benefits of RNPs. Strategies that may help enhance consumer responses to RNPs by taking into consideration product type (utilitarian versus hedonic versus hybrid) are put forward.     

The evolution of computer use in human resource management: Interviews with ten leaders

Using an exploratory model of the evolution of computers systems in organizations, the authors interviewed HR computer systems people in ten Fortune 500 firms considered leaders in HR computer use. Generalizable measures of growth in computer use and related changes in HR department structure, strategy, and personnel were found. These measures were used to identify three stages of growth in computer use: threshold, growth, and consolidation/strategic expansion. In the latter two stages, differences were found among firms in the way computer use evolved. These differences appeared closely related to the company's choice of technology and the centralization of the firm's key HR decision makers. The implications of the exploratory model and findings for practice and future research are discussed.     

Experiments in supply chain management research: A systematic review and future directions

The supply chain management discipline has seen a tremendous growth in the use of experimental methods. Given the large number of published studies, the time seems opportune to systematically review the use of such approaches. In this note, we consider multiple dimensions of experimental design used in articles published in six of our premier journals. We present these findings and contemplate opportunities for future applications of experimental methods. In particular, we highlight a need to more regularly conduct and report on the results of power analyses and experimental checks, more carefully contemplate the justification and use of WEIRD (Western, educated, industrial, rich, and democratic) participants, develop and test mediated theoretical models, and increase our focus on teams as the unit of analysis when using experimental methods.     

Significant Choice and Crisis Decision Making: MeritCare’s Public Communication in the Fen–Phen Case

This study examines the communication strategies employed by MeritCare’s public relations staff during the fen–phen case. The ethic of significant choice was the primary lens for the study. The study revealed that MeritCare’s public relations staff members believed they did, in fact, follow the ethic of significant choice. Specifically, they perceived that the biases held by staff helped maintain the public’s safety as the primary issue during the fen–phen events. They also believed that their communication strategies allowed them to avoid ambiguity and emotionalized language. Finally, the staff members felt that teaming with Mayo Clinic in Rochester, Minnesota enabled them to influence the marketplace of ideas by capitalizing on the credible standing of Mayo Clinic.Renae A. Streifel (M.A., North Dakota State University) is a public relations specialist for the MeritCare Hospital group in Fargo, North Dakota. She studied the MeritCare case for her Master’s thesis.Bethany L. Beebe (M.A., Purdue University) studies crisis communication from an organizational perspective. Shari R. Veil (Ph.D., North Dakota State University) is an assistant professor in the Gaylord College of Journalism and Mass Communication at the University of Oklahoma. She studies crisis communication from a public relations perspective.Timothy L. Sellnow (Ph.D., Wayne State University) is professor of communication, North Dakota State University. Along with an extensive publication record, he has worked with several US government grants which provide some of the context for his study of crisis communication from an organizational perspective.     

Analogies and Mental Simulations in Learning for Really New Products: The Role of Visual Attention

Really new products (RNPs) create new product categories or at least significantly expand existing ones. The development of RNPs is a strategic priority for most companies. However, 40% to 90% of new products fail, often due to consumers' lack of understanding of product features and benefits. Learning strategies, such as analogical learning and mental simulation, can help consumers understand the benefits of RNPs and thus may contribute to the successful development of marketing campaigns. Moreover, the presentation format of marketing communications is likely to influence consumers' understanding of the product. Pictorials have the potential to convey novel information without overloading the decision maker and thus may be a more efficient way to present information about RNPs than words. This paper contributes to a better understanding of consumer information processing in learning for RNPs. Study 1 examined the impact of (1) learning strategies (analogical learning vs. mental simulation) and (2) presentation formats (words vs. pictures) on product comprehension. Study 2 used an eye‐tracking experiment to assess how respondents' visual attention patterns may affect product comprehension. Study 1 showed that the use of words in marketing communications for RNPs is generally more effective to enhance product comprehension than the use of pictorials. However, the video glasses were a notable exception as the combination of mental simulation and pictures yielded a high comprehension level for this product. This suggests that the use of pictorials may be appropriate to convey information for products of a more hedonic as opposed to utilitarian nature. Study 2 used a combination of eye‐tracking measures and self‐reports to help illuminate the cognitive processes at work when consumers learn new product information. The results suggest that an increase in attention to an element of the advert can account for one of two underlying processes: (1) an increase in comprehension; or (2) a difficulty to understand product information which may result in consumer confusion. This study adds evidence to a growing body of literature that demonstrates the power of learning strategies such as mental simulation and analogical learning in preparing consumers for new product acceptance. The use of visual stimuli contributes to the debate on the effectiveness of words versus pictures, seldom applied in a new product development (NPD) context. These findings are integrated into a discussion of the managerial implications and the potential avenues for future research in the area.     

SOCIAL PROTECTION ACCOUNTS AND THEIR RELATIONSHIP TO THE NATIONAL ACCOUNTS

The development of social protection accounts is described and the relationship between social security and welfare expenditure (as recorded in social protection accounts) and expenditures in the national accounts is discussed. Proposals are put forward for achieving co-ordination between social protection expenditure and expenditure recorded in the national accounts, and these are illustrated by reference to Irish data. The future development of social protection accounts by the inclusion of fiscal benefits, which are not recorded in the national accounts, is also considered. Finally some references are made to the use of the social protection accounts and the development of data relating o the numbers of persons covered by social protection and the numbers of beneficiaries.