Sales force leadership during strategy implementation: a social network perspective

Many new marketing strategies falter in the execution phase where managers fail to make frontline employees fully committed to implementing the new initiatives. While formal managers can apply transformational and transactional leadership behaviors to increase salespeople’s strategy commitment, peers can also exert a great deal of informal influence on salespeople. Building on recent social network perspectives of leadership, this paper investigates the interplay between the sales manager’s leadership styles and peer effects during the implementation of a new strategy in a large sales organization. The authors find that salespeople with high network centrality but low strategy commitment not only lower their peers’ commitment but also hurt the effectiveness of a transformational manager. Specially, the influence of a central salesperson becomes stronger when the sales group has lower external connectivity. However, sales managers’ transactional leadership can decrease the non-committed central salesperson’s influence over peers.     

The Survey of Heterogeneity on Organic Products Consumers’ Preferences Using Mixed Logit and Latent Class Models

Abstract

Today, the importance of consumption of organic products has become more evident to the consumer due to the great benefits of these products. The aim of this study is to investigate the factors affecting the preferences of organic tea consumers in Tehran by considering the heterogeneity of consumer’s preferences. For this purpose, mixed logit and latent class model were used. The required information were collected through field surveys by completing a questionnaire from 405 respondents from Tehran citizens in 2016. Results from estimating mixed logit and latent class models confirm the heterogeneity of preferences between consumers. Different levels of income, education, age, history of poisoning and awareness of organic products were identified as heterogeneous factors. The results of the estimation models showed the maximum willingness-to-pay is related to the attribute of the disease and long-term effects. According to the findings of the study, it is suggested to help increase people's awareness of the characteristics of organic products and the use of targeted-oriented strategies to encourage consumers to consume organic products.     

Exploring the dynamics of antecedents to consumer–brand identification with a new brand

This study examines the dynamics of consumer–brand identification (CBI) and its antecedents in the context of the launch of a new brand. Three focal drivers of CBI with a new brand are examined, namely: perceived quality (the instrumental driver), self–brand congruity (the symbolic driver), and consumer innate innovativeness (a trait-based driver). Using longitudinal survey data, the authors find that on average, CBI growth trajectories initially rise after the introduction but eventually decline, following an inverted-U shape. More importantly, the longitudinal effects of the antecedents suggest that CBI can take different paths. Consumer innovativeness creates a fleeting identification with the brand that dissipates over time. On the other hand, company-controlled drivers of CBI—such as brand positioning—can contribute to the build-up of deep-structure CBI that grows stronger over time. Based on these findings, the authors offer normative guidelines to managers on consumer–brand relationship investment.     

Drivers of technical efficiency in Malaysian banking: a new empirical insight

Restructuring and rationalisation of Malaysian banking in 2000 and the subsequent policy of deregulation and liberalisation adopted by Bank Negara Malaysia (BNM) have resulted in a significant transformation of Malaysian banking. Banks are now poised to play a pivotal role in the economic transformation of the economy as envisaged in the Financial Sector Blue Print 2011–20 of BNM. Using the data envelopment analysis technique, the technical efficiency of 19 commercial banks (8 domestic banks and 11 foreign banks) operating in Malaysia during 2005–12 is evaluated. Then, using bootstrap‐corrected efficiency scores, the drivers of bank efficiency were estimated using the Tobit regression approach. Results clearly show that three large domestic banks are not only more efficient than their counterparts, but are also more efficient than the foreign banks. Bank size and return on assets are found to be the significant drivers of technical efficiency of Malaysian banks. Capital adequacy and the advances to deposit ratio also have a role in driving technical efficiency. The results also indicate that banks that are more effective in managing credit risk, as reflected in a lower level of non‐performing assets as a percentage of total assets, and have lower levels of personnel expenses to total assets, are more efficient. The findings have significant implications at the individual bank level and also at the policy level.     

A Systematic Literature Review on Islamic Values Applied in Quality Management Context

The dominant framing of the political corporate social responsibility (CSR) discussion challenges the traditional economic conception of the firm and aims to produce a paradigm shift in CSR studies wherein the traditional, apolitical view of corporations’ roles in society is replaced by the political conception of CSR. In this paper, we show how the major framing of the political CSR discussion calls for a redirection to take international hard legal and moral regulations, as well as the need for the boundaries between business and politics into account.