bluuebunny/crossref_metadata_2025_split huggingface dataset:
The impact of implicit bias on business-to-business marketing
Authors: Stephens Kim , Baskerville Richard L. 
Published: March 2020

Purpose
Physical social cues can influence the buyer and seller in business-to-business (B2B) marketing. The current behavioural model does not account for the role of implicit bias. The purpose of this paper is to present that relationship and introduce a process model to weaken implicit bias through training with the employment of transformational conversation.

Design/methodology/approach
With social cues as the predecessor to inferences, there is the potential for implicit bias to derail relationship building in a B2B context. The author’s qualitative field study offers guidance for businesses to make informed decisions about implicit bias training.

Findings
The study findings show that an interactive workshop following a process model with the addition of transformational conversation can weaken implicit bias.

Research limitations/implications
The research was conducted with a small cohort of information technology professionals. More research should be done specifically with sellers and buyers in various industries over a longer period of time with periodic follow-up on sales performance and relationship building.

Practical implications
Minority groups had a combined buying power of $3.9tn in 2018. For sellers to succeed, they have to be able to modulate the implicit biases that interfere with good sales relationships.

Originality/value
This paper introduces implicit bias as a moderator into the conceptual framework of the behavioural response to social cues in the B2B context and offers a model of implicit bias training using a process model with transformational conversation.
The interacting effect of business and cultural distances on relationship management and export performance: the case of wine export between France and China
Authors: Shao Lin Han , Bouzdine-Chameeva Tatiana , Lunardo Renaud 
Published: March 2020

Purpose
This study aims to investigate the interacting effect of two forms of psychic distance (business and cultural) on export relationship management. Specifically, this research examines the moderating role of cultural distance in the effect of business distance on different dimensions of relationship management and financial export performance.

Design/methodology/approach
This research builds on a sample of 174 French export executives who were asked to rate their views of their relationship with their Chinese business counterpart in the wine trade, and their related performance.

Findings
A first finding lies in the strong positive effects of relationship management, relationship investment and communication quality on financial export performance. A second and important finding relates to the different effects of the business and cultural dimensions of psychic distance, while the former positively affects relationship management, the latter negatively moderates the effect of business distance on relationship management.

Research limitations/implications
One limitation pertains to the focus on France and China as the only countries involved in the current research. Future research could investigate whether the results replicate in different countries. Further studies would also be needed to enrich the relationship management dimensions and test whether the effects observed here replicate in relation to other dimensions.

Practical implications
For export managers, this research offers a better understanding of business and cultural distance, and their effects on relationship structuring. Specifically, the results indicate that cultural distance matters more than business distance, meaning that business distance can help relationship management only when cultural distance is low. In addition, the results indicate that wine producers might gain from communicating openly with their business counterparts, for instance, by clearly explaining the business objectives, or through continuous interactions and temporal and financial investments.

Originality/value
The originality of this research lies in identifying the interaction effect of the business and cultural dimensions of psychic distance, with cultural distance revealed as a boundary condition for the effects of business distance on relationship management. The inclusion of marketing and financial aspects constitutes a further original aspect.
Relationship value in business-to-business markets: a replication and extension of Ulaga and Eggert’s (2006) study
Authors: Tzempelikos Nektarios 
Published: March 2020

PurposeUlaga and Eggert (2006a) examined a framework of relationship value in business markets. This study aims to replicate their study to show that relationship benefits are more important than relationship costs when it comes to choosing a main supplier. This research also extends the original study by hypothesising that the development of relationship value has a positive impact on relationship marketing outcomes, thus providing evidence for the nomological validity of the original scale.Design/methodology/approachThe study used empirical data from purchasing managers in manufacturing firms in the UK. The research instrument was a structured questionnaire. The study adopted a close replication to Ulaga and Eggert (2006a) using a rather similar context and methodology for comparison reasons.FindingsRelationship benefits are more important than relationship costs when it comes to choosing a main supplier. Cost competitiveness is a necessary but not sufficient condition to differentiate in business markets. Value dimensions relate significantly to relationship marketing outcomes, providing evidence for the nomological validity of the original scale.Research limitations/implicationsGiven the dynamic nature of the relationship value construct, future longitudinal research could offer useful insights on how value is created over time.Practical implicationsAlthough internal cost reduction, which can ultimately lead to price reduction, should not be ignored, suppliers should focus on creating value through personal interaction, service quality, product enhancements and delivery efficiency.Originality/valueThe findings provide support for Ulaga and Eggert’s (2006a) conceptualisation, indicating that the relationship value is not merely a theoretical construct viewed on a high level of abstraction but rather can also be empirically measured.
Marketing through a joint commercial product portfolio: business drivers, benefits and challenges
Authors: Mustonen Erno , Harkonen Janne , Haapasalo Harri 
Published: March 2020

PurposeThis study aims to improve understanding of companies’ motives and concerns in relation to cooperation through a joint commercial product portfolio.Design/methodology/approachThe qualitative research method was used to study 17 companies based on two case projects.FindingsThe joint commercial product portfolio is introduced as a new type of co-marketing. The possible business drivers, targeted benefits and perceived challenges of small and medium-sized enterprises (SMEs) in relation to cooperation through a joint commercial product portfolio are identified. The companies seem to be motivated by and concerned about similar issues that also apply to other forms of co-marketing.Research limitations/implicationsThe study consisted of two case projects in the same country and, thus, share fairly similar business environments and cultures. Therefore, the same results may not be obtained for a study that is conducted in a different location.Practical implicationsManagers of SMEs can benefit from the results of this study by improving their understanding of co-marketing opportunities through the creation of a joint commercial product portfolio with suitable companies. In addition, the results provide managers with insights into the challenges that should be considered when planning marketing cooperation.Originality/valueThe study provides new perspectives on the existing co-marketing literature by discussing the creation of a joint commercial product portfolio as a vehicle to support companies’ business objectives. The study contributes to the increasing business-to-business co-marketing literature by presenting the business drivers, targeted benefits and perceived challenges related to SMEs cooperation through a joint commercial product portfolio.
Women's birth beliefs and associated factors in an obstetrics clinic in the Southeastern Anatolian Region of Turkey
Authors: Alp Yilmaz Figen , Durgun Ozan Yeter 
Published: March 2020

PurposeThe impact of birth beliefs on pregnancy and delivery are universally recognized, but the factors that affect birth beliefs vary across regions depending on individual and cultural characteristics. This study aimed to determine women's birth beliefs and examine their associated factors.Design/methodology/approachThis cross-sectional study was conducted with 548 primiparas in the obstetrics clinic of a university hospital located in the Southeastern Anatolian Region of Turkey from February to June 2019. Descriptive characteristics, form and the Birth Beliefs Scale were used in data collection. To analyze the data, descriptive statistics, T-tests and ANOVA analyses were used.FindingsIt was determined that factors such as age group, income level, any problems during pregnancy and preferred delivery mode statistically affected women's birth beliefs.Originality/valueBased on the findings from this study, healthcare personnel should provide training and consultation services to pregnant women starting from the prenatal period to help ensure a positive labor experience.
Halal vaccination purchase intention
Authors: Bukhari Syeda Nazish Zahra , Isa Salmi Mohd , Yen Nee Goh 
Published: March 2020

Purpose
The purpose of this study is to empirically examine the determinants of purchase intention of Halal vaccination and compare the results between Muslim consumers in Malaysia and Pakistan. It focuses on analyzing the influence of various factors on the purchase intention of Halal vaccination and determining whether the relationships are significantly different in the two Muslim-majority countries.

Design/methodology/approach
The study is based on the extended theory of planned behavior and self-congruity theory. The variable of religiosity was added with the three variables of the theory of planned behavior, i.e. attitude toward Halal vaccinations, subjective norms and perceived behavioral control. It shows the congruity between Muslim consumer and Islamic brands and proposes a wider range of determinants in the framework. The study’s sample size was 378, and the respondents were Muslim consumers in Malaysia and Pakistan. Purposive sampling technique was used to extract the sample from three cities in each country. Partial least square (PLS) was used to statistically analyze the data using PLS–structural equation modeling approach. The measurement model was analyzed, and invariance of the measurement model was established. Afterward, the hypotheses were tested, and multi-group analysis was performed through Henseler’s multi-group analysis (MGA) and Permutation test.

Findings
The results indicate a lack of significant relationships between the independent variables and the purchase intention of Halal vaccination except in the case of subjective norms. This construct has a significant but inverse relationship in the case of Pakistan’s Muslim consumers, which can be attributed to the presence of consumer skepticism regarding the issue of Halal vaccination. The MGA results reveal a statistically significant difference in the influence of religiosity on purchase intention between the two countries, depicting differences in the brand–self congruity perceptions of consumers in the two countries.

Research limitations/implications
The sample size was relatively small due to the limited time duration.

Originality/value
The area of Halal vaccination has been given limited attention in academic literature. This study addresses this area that has limited research and is greatly attractive to a large number of brands targeting the Muslim consumer market. The results of the study can form a foundation for creating the branding strategy of this product category and assessing its demand in various Muslim markets.
Good intentions gone awry: investigating a strategically oriented MLD program
Authors: Larsson Magnus , Carsten Melissa , Knudsen Morten 
Published: March 2020

PurposeComplex organizations increasingly rely on middle managers as strategic linking-pins between the top and bottom levels of the organization. Using social identity theory and commitment theory as the foundation, this study evaluates a management and leadership development program (MLDP) intended to engage middle managers as strategy creators and implementers. We also evaluate the cascading effects of leadership development by assessing changes in subordinates' identification with the leader, and commitment to the work unit and organization.Design/methodology/approachUsing a sample of 107 manager participants and 913 of their subordinates, this study measures differences in both manager and subordinate identification and commitment prior to and after the completion of a 6 months strategically oriented MLDP.FindingsDespite the organizations' best intentions, manager identification with and commitment to the organization decreased after completion of the MLDP. Similarly, subordinates identification with the leader and commitment to the organization also decreased at Time 2.Research limitations/implicationsThe results paint a complex picture of the nuances of social identification as an outcome of MLDPs, and problematize the notion of cascading effects on subordinates within the organization. Researchers are encouraged to further examine organizational attitudes and perceptions as outcomes of MLDPs.Practical implicationsSuggestions are offered regarding how practitioners can manage strategically oriented MLDPs in order to avoid identity confusion and promote strategic action.Originality/valueStrategically oriented MLDPs are increasingly popular in organizations. This study is one of the first to evaluate the theoretical mechanisms through which these programs may affect managers and problematize these effects for complex organizations.
Virtual global project management in eighteenth-century astronomy
Authors: Brockhoff Klaus 
Published: March 2020

PurposeThis paper aims to demonstrate that virtual project management can be based on a common spirit and mutual trust to achieve project objectives, rather than the use of modern electronic devices to lower communication costs.Design/methodology/approachEvidence from the eighteenth-century files of Academies of Science and from astronomical literature is used to characterize the projects and to show how major elements of project management (such as identification of benefits to stakeholders, management of uncertainties, communication and data aggregation across related projects) were applied.FindingsThe analysis shows how the initiative to better measure the Astronomical Unit defined a megaproject, and how this was broken down at local Academies of Science into major projects or programs. This, in turn, resulted in individual expeditions. It demonstrates that innovations arose from the projects, and that learning from earlier expeditions resulted in the final success of the megaproject.Research limitations/implicationsThe literature used was not written to demonstrate project management. In this respect, both the original sources and the later reports may lack information with respect to the present topic. Today’s project management might learn from the study that coordination and communication can greatly benefit from a joint vision of the project if based on a common spirit and mutual trust.Practical implicationsPresent day project management might benefit from the finding that common values reduce communication costs in a similar way as recent electronic communication devices.Originality/valueThe author believes that this is the first paper to analyze the Venus transit projects from the project management perspective. This was a complex and global megaproject. The approaches taken to achieve the objectives relevant to different stakeholders provide lessons for today’s management of megaprojects.
Trade-based money laundering: organized crime, learning and international trade
Authors: Hataley Todd 
Published: March 2020

PurposeThe purpose of this paper is to examine the link between trade-based money laundering and organized crime. Trade-based money laundering (TBML) has emerged as the newest and possibly most complex method used by organized crime and white-collar crime groups for illegally laundering money in the international financial system. Using legitimate global trade streams, criminal organizations are able to transfer billions of dollars annually between jurisdictions without having to adhere to state-level currency regulations.Design/methodology/approachUsing a rational approach to understanding the behavior of criminal organizations, it is argued that TBML will continue to grow as a preferred methodology for laundering money internationally. As criminal organizations continue to be displaced from the more traditional methods of money laundering, they will look for and find TBML as a viable alternative for moving money between different jurisdictions.FindingsAs the methodology becomes more developed, the skill set will transfer to an increasing number of organized crime groups and be incorporated as a mainstream method for laundering and moving money.Practical implicationsTo stay current with contemporary money laundering schemes, law enforcement agencies will have to train their investigators to spot, investigate and collect requisite evidence for successful prosecution and disruption of TBML offences. Moreover, in the absence of a global regime for sharing trade and customs information, legislators and law enforcement agencies will have to consider how to best expedite the sharing of trade and customs information.Originality/valueThis is the only study to address TBML as an emerging money laundering technique and the transfer of the skill between organized crime groups. It further details the skills that police investigators needs to develop to successfully combat TBML.
Linking team-member exchange differentiation to team creativity
Authors: Chen Chao , Liu Xinmei 
Published: March 2020

PurposeThe purpose of this paper is to examine the effect of team-member exchange (TMX) differentiation on team creativity by developing a moderated mediation model. The model focuses on the mediating role of team proactivity in linking TMX differentiation with team creativity and the moderating role of leader-member exchange (LMX) median in influencing the mediation.Design/methodology/approachA time-lagged field survey data from 331 employees and 68 team leaders in more than ten high-technology firms from Northern China was used to test the model.FindingsResults indicated that the negative relationship between TMX differentiation and team creativity was mediated by team proactivity. Moderated mediation analyses further revealed that team proactivity mediated the relationship between TMX differentiation and team creativity for only those teams with a low-LMX median.Originality/valueThe empirical study provides preliminary evidence of the mediating role of team proactivity in the negative relationship between TMX differentiation and team creativity. The moderated mediation model also extends the existing finding by showing that LMX quality can moderate the indirect impact of TMX differentiation on team creativity (via team proactivity).
Exploring mechanisms of outstanding business leadership facing transitioning environment: a life-narrative perspective
Authors: Cheng Junjun , Su Yong 
Published: March 2020

PurposeThrough a life-narrative perspective, this research seeks to reveal the underlying mechanisms driving and sustaining outstanding leadership among top Chinese business leaders in a transitioning environment.Design/methodology/approachThe authors extracted primary thematic patterns of leadership activities by analyzing the qualitative data collected from in-depth semistructured interviews with 17 top business leaders in China.FindingsResults revealed four major activities through which leaders can effectively lead their organizations toward a long-term growth, that is, balancing relationship with government, leveraging market uncertainties, reinventing and consolidating the organization and self-regulation and adaptation.Originality/valueThe findings explain how outstanding leadership can emerge in a typical transition economy through multidexterity in critical leadership activities and shed light on developing a contextually relevant theory of outstanding leadership.
Barriers to intergenerational learning: a case of a workplace in Turkey
Authors: Polat Soner , Yılmaz Yılmazer 
Published: March 2020

PurposeThe purpose of this study is to determine barriers to intergenerational learning.Design/methodology/approachThe research design is phenomenological, which is a qualitative research method. The study was carried out in a large-scale production facility in the Central District of Kocaeli, Turkey, and the study group of the research consists of 61 participants determined using the maximum diversity technique, one of the purposeful sampling techniques. Significant attention was paid to the examination of employees from all levels and every generation within the hierarchical structure of the company while selecting the working groups for the study. Data were collected through semi-structured interviews, and content analysis method was applied in the analysis of the data. Participants were questioned about barriers to their prejudices.FindingsAs a result of the research, it was observed that barriers “to being a leader for intergenerational learning” were gathered under three distinct themes: personal factors, relational factors and managerial factors. The most frequently stated subthemes of these were: “seeing knowledge and experience as a power” and “lack of job commitment and motivation” under personal factors, “communication problems” under relational factors and “insufficient support or not being supported or encouraged by management” under managerial factors.Originality/valueThis study should be of interest to researchers interested in educational organization use of barriers to intergenerational learning: a case of a workplace in Turkey, use of intergenerational learning by organization and management.
Impact of ethical leadership on job satisfaction: the mediating effect of work–family conflict
Authors: Freire Carla , Bettencourt Claudia 
Published: March 2020

PurposeThe purpose of this paper is to explore the mediating effect of the work–family conflict in the relation between ethical leadership and job satisfaction.Design/methodology/approachA questionnaire was answered by 234 nursing professionals working in Portuguese public health institutions.FindingsRegression analyses indicate that there is a positive relationship between ethical leadership and satisfaction and a negative relationship between ethical leadership and the nurse's work–family conflict. Furthermore, it was revealed that the work–family conflict mediated (partially) the relationship between ethical leadership and job satisfaction.Research limitations/implicationsEthical leadership was measured by assessing the nurses' perceptions of their leaders' character. The cross-sectional data limited the possibility of establishing the causality of the study variables, where the generalization of results was not possible due to the fact that data were obtained in public health institutions alone.Practical implicationsConsidering that ethics precede good relations between the manager and collaborator, it is recommended that organizations develop ethical training for their leaders, more specifically in the case of head nurses.Originality/valueThe added value of this empirical study lies in the mediated role of the work–family conflict in the analysis of the relationship between ethical leadership and job satisfaction.