bluuebunny/crossref_metadata_2025_split huggingface dataset:
Generating sales while providing service
Authors: Faia Valter da Silva , Vieira Valter Afonso 
Published: March 2017

PurposeThe purpose of this paper is to extend the previous regulatory focus and sales force control literature suggesting that organizational control system not only moderates but also mediates the interactive effect of the assessment × locomotion on salesperson ambidextrous behavior. Organizational control system, which has behavior and outcome dimensions, moderates the effects of employee regulatory focus on their ambidextrous behavior, sales performance, and satisfaction.Design/methodology/approachThe authors conducted a survey with 163 bank frontline employees (FLEs) who sell financial products to final consumers. Each respondent was approached by a professional interviewer who presented the questionnaire and collected the answers. These respondents are FLEs, who are the ones that sell financial services and are responsible for post-sales services, such as answering customer questions and account problems. In the sample, FLEs are the primary source of revenue generation and services activities (ambidextrous features) in banking sector, similar to Baileyet al.(2016).FindingsFirst, the moderating and mediation analysis showed that the interactive effect of both regulatory focus, locomotion and assessment, predicts FLE ambidextrous behavior. Second, this interaction effect suffers a three-way interaction under organizational control system. Third, organizational control system also moderates the impact of ambidextrous behavior on performance, such that outcome-based control system amplifies the relationship. Fourth, the authors found a conditional indirect effect, in such ambidextrous behavior, mediates the indirect effect of control system on sales performance, generating stronger (vs weaker) results under an outcome-based control system (vs behavior-based control system).Research limitations/implicationsSince this study adopts the cross-sectional research design, the authors could not empirically demonstrate the causality of the relationships among constructs. The authors also analyzed the organizational control system from the FLEs perspective and not from the supervisors/managers perspective, who daily control employees activities.Originality/valueThe authors propose a conditioning indirect mediating impact of control system on performance and consumer satisfaction through ambidextrous behavior and explore the regulatory focus-ambidexterity-performance moderating chain, theorizing that this sequence depends on the level of control system.
Adaptation to climate change in Quebec’s coastal zone: a difficult transformation of public action
Authors: Noblet Mélinda , Brisson Genevieve 
Published: March 2017

PurposeIn recent years, the manifestation of the effects of climate change in coastal zones has prompted governments to mobilize and propose adaptation measures to reduce the vulnerability of their populations. For the governments responsible for the implementation of climate policies, adaptation still represents a novel field of action. The purpose of this paper is to show, via the example of Quebec’s coastal zone, how the transformation of public action relating to adaptation remains difficult.Design/methodology/approachFor this case study, a qualitative method which combines documentary analysis and semi-directed interviews was selected.FindingsThe study shows how adaptation becomes a new issue in public action for the different authorities dealing with the effects of climate change in Quebec’s coastal zone. However, the results show that, as with other public policies, path dependence and incrementalism can be observed and limit the scope of public action and of the transformational processes in the field of adaptation. The technical–scientific approach to risk management is dominant, and the adaptation is not approached in a transversal way, despite its importance. Finally, concrete adaptation initiatives appear to be mostly relegated to the local scale, in an informal decentralization process.Originality/valueThis study contributes to improve climate action by favouring a reflection on the consideration of the conceptual and theoretical framework in the climate change adaptation literature and offers decision-makers and practitioners keys to the understanding of mechanisms underlying public action in the field of adaptation.
In pursuit of an environmentally friendly convention industry
Authors: Park Hyo-Yeun , Kim Dae-Kwan 
Published: March 2017

Purpose
This paper aims to systematically develop a sustainability framework and guidelines for the green convention industry to cover the entire process of hosting a convention.

Design/methodology/approach
The guidelines were designed in three phases: defining a sustainability framework for a green convention, conducting a three-round Delphi survey and developing comprehensive guidelines. The relative weights and/or importance were calculated and compared based on questionnaires and the analytic hierarchy process method.

Findings
This study summarized 153 sustainable practices and their relative importance (seven categories and 37 subcategories) to suggest future directions and managerial implications for academia and practitioners to cope with negative environmental impacts and to create an environmentally sustainable convention industry.

Research limitations/implications
Because the proposed framework and guidelines were developed in a particular environment, their applicability might be improved by further review prior to translating them into another context.

Practical implications
This study provides implications to help practitioners plan and execute events in more environmentally and socially responsible ways. Practitioners may use the proposed guidelines, either as a whole or in part, to select the areas that are most applicable or in need of attention. Additionally, the guidelines may be used as an evaluation framework after hosting a convention to indicate specific ways to reduce harmful environmental practices and the importance of each practice.

Originality/value
The proposed sustainability framework and guidelines consider all aspects of the convention industry, including all possible aspects of stakeholders that may affect convention organizers and participants, as well as related industries.
Attributes of the Blumenau (Brazil) brand from the residents’ perspective, and its influence on the decision to stay in the destination
Authors: Zucco Fabrícia Durieux , Reis Clóvis , Anjos Sara Joana Gadotti dos , Effting Samara Jane , Pereira Melise de Lima 
Published: March 2017

PurposeThe purpose of this paper is to analyze the attributes of Blumenau city brand, from the residents’ perspective and its relation to their intention to remain living there.Design/methodology/approachThis is a quantitative study using survey data collected from a sample of 417 subjects, stratified by neighborhood, income class, gender and age. The theoretical and methodological framework is the scale developed by Merrileeset al.(2009) and the FOCUS (2014) report about the self-image of the residents of Blumenau.FindingsThere is a positive relationship between the assessment of the attributes of the municipality and the residents’ attitude toward Blumenau brand. The study also verified a positive relationship between Blumenau brand assessment and the residents’ intention regarding their own future. In fact, the relative satisfaction of the respondents with the attributes of the city, as well as the positive socio-economic indicators, influenced the intention to stay in the municipality.Originality/valueThis work presents a methodological combination of the evaluation of city branding and the intention to remain living in a certain place. The study adds important information on the role of the residents on the process of city brand building, showing that besides the transient assessment, the intentions to remain in a place should be considered, given that such intent is linked to the image that residents have of the city.
You can’t win by avoiding difficult conversations
Authors: Patton Bruce 
Published: March 2017

Purpose
In business, the failure to engage difficult conversations productively can prevent winning in the market and invite the competition to forge ahead. This study aims to identify areas in business where avoiding difficult conversations can put winning out of reach and present guidelines for handling difficult conversations in these domains.

Design/methodology/approach
This is a conceptual paper that presents guidelines on how to manage difficult conversations effectively.

Findings
This study shows how to manage difficult conversations with regards to the areas of compensation, performance, strategy and implementation.

Originality/value
This paper catalogs sources of lost value. Furthermore, this study outlines what is needed to capture such value, and briefly explains the principles for how to transform an organization to build such capability as a core competence.
Two decades of business negotiation research: an overview and suggestions for future studies
Authors: Agndal Henrik , Åge Lars-Johan , Eklinder-Frick Jens 
Published: March 2017

PurposeThis paper aims to present a review of articles on business negotiation published between 1995 and 2015.Design/methodology/approachThis literature review is based on 490 articles on business negotiation.FindingsWhen analyzing the conceptual underpinnings of this field, two paradigms emerge as dominant. The most prominent paradigm is a cognitive, psychological approach, typically relying on experiments and statistical testing of findings. The second dominating paradigm is a behavioral one, largely concerned with mathematical modeling and game-theoretical models.Practical implicationsBesides offering a description of the characteristics adhered to the business negotiation field, this paper will also suggest recommendations for further research and specify areas in which the research field needs further conceptual and empirical development.Originality/valueThis literature review serves to be the first representation of the characteristics adhered to the budding research field of business negotiation.
International business negotiations in Brazil
Authors: Fang Tony , Schaumburg Josephine , Fjellström Daniella 
Published: March 2017

Purpose
The purpose of this study was to explore an innovative strategy for studying the Brazilian negotiator’s unique and paradoxical characteristics from a cultural point of view to acquire a better understanding of the nature of international business negotiations in Brazil.

Design/methodology/approach
The study is of a qualitative nature, using a multiple-case study design at three levels (small-, medium- and large-scale negotiations). Interviews were conducted with Brazilian and German managers to capture the emic–etic view of the Brazilian negotiator. The Strategic Trinity Model was developed to assess the behavior of the Brazilian negotiator in agreement with three metaphors: “African Capoeirista”, “Portuguese Bureaucrat” and “Indigenous Warrior”.

Findings
The three roles “African Capoeirista”, “Portuguese Bureaucrat” and “Indigenous Warrior” comprised similar as well as contradicting characteristics. The Brazilian negotiator chose naturally and even paradoxically from these role features, effectively negotiating any given situation, context and time. During the pre- and post-negotiation phases, traits of the “African Capoeirista” and “Indigenous Warrior” were the most salient. During the formal negotiation phase, however, the characteristics of the “African Capoeirista” and “Portuguese Bureaucrat” dominated.

Research limitations/implications
International business negotiations in Brazil call for an in-depth comprehension of the paradoxical roles that local negotiators take on to achieve better negotiation outcomes.

Originality/value
The present study unveiled the contradicting Brazilian negotiating style in international business negotiations, thus acquiring a better understanding of the negotiation process in the Brazilian market.
A human capital measurement scale
Authors: Vidotto Juarez Domingos Frasson , Ferenhof Helio Aisenberg , Selig Paulo Mauricio , Bastos Rogerio Cid 
Published: March 2017

Purpose
Despite the large number of academic publications in human capital, there are few instruments to measure it. The purpose of this paper is to develop a holistic scale to measure human capital, considering aspects related to competence, attitudes, skills, leadership, and organizational memory.

Design/methodology/approach
First, a literature review of the existing measurement models was carried out. Second, based on the results the authors developed a scale and a questionnaire that were applied in a financial institution in Santa Catarina, Brazil, supported by a factor analysis and a reliability analysis.

Findings
As a result of this study a scale consisting of 13 variables of human capital emerged that have been grouped into three factors – leadership and motivation; qualifications; and satisfaction and creativity – which can assist in the organization’s human capital measurement. From a theoretical view, a more holistic scale is provided, which helps to overcome a unilateral focus on knowledge (intangibles).

Research limitations/implications
This work points out that the survey data were collected from a sample of 220 relationship managers of a specific financial institution. The results should be tested in other banks or organizations from other sectors to check their suitability and to be generalized.

Practical implications
From a practical point of view, it contributes a “tool” that can assist in the measurement of human capital and in the knowledge contained, dimensioning the organizational memory and human repositories.

Originality/value
This is the first study that provides a scale to measure organizational human capital from the Brazilian financial perspective.
Project management control within a multicultural setting
Authors: de Waal André A. , de Boer Freke A. 
Published: March 2017

Purpose
There is a growing debate and research stream on the influence of national culture on the type and nature of management control systems (MCSs) used by organizations in the country. A specific case is the management control of projects executed in a multicultural international environment. The purpose of this paper is to describe the findings of a study into the role of national cultures in controlling a project which a multinational undertook in four countries.

Design/methodology/approach
Based on project management control literature a theoretical MCS for international projects is developed. Subsequently, the influence of national culture on this system is discussed, using Hofstede’s cultural dimensions. Then the theoretical system is applied on the project the multinational case company executed in four countries (Austria, Finland, India, and Russia).

Findings
A key finding is that different national cultures do require different types of control, but that this effect is neutralized by the culture of the multinational which is the same all over the world and which supersedes national cultures. This makes it possible to implement a standardized project management control framework.

Originality/value
The research yielded a conceptual project management control framework which in practice seemed to be useful for controlling not only the process and progress but also the product (end result) of a project in a multicultural environment.
Factors influencing the integration of external evaluations in the open innovation process
Authors: Mueller Julia , Abecassis-Moedas Celine 
Published: March 2017

PurposeMany industries are increasingly affected by or even invite the participation of external stakeholders in the innovation process. The concepts of open innovation use the ideas of external stakeholders to foster innovation and make the firms more competitive. However, little research has considered whether evaluations from external stakeholders also serve as a source for open innovation and, and if so, in which way they are integrated into the innovation process. Thus, the purpose of this paper is to explore how external evaluations influence the innovation process in the creative industries.Design/methodology/approachThe authors conducted an explorative qualitative study using a mixture of an inductive and deductive research design. The authors interviewed 14 artists in order to understand how external evaluations are integrated in the innovation process.FindingsThe paper formulates propositions on factors that influence whether and how external evaluations are a resource for the innovation process in micro-firms. The factors are the situation of the individual that is evaluated, the external evaluator’s credibility, the content of the evaluation, and the potential impact of the evaluation on the individual evaluated.Originality/valueThis paper provides exploratory insights into a so far neglected source of open innovation and its external evaluations in micro-firms in the creative industries.
Reducing biases of decision-making processes in complex organizations
Authors: Cristofaro Matteo 
Published: March 2017

Purpose
This paper aims to study how biases in decision-making processes could be reduced. In this vein, over the past 30 years, scholars interested in decision-making have been raising their interest in the development of quality control tools to mitigate the effects of cognitive distortions. However, they have often neglected the use of psychological instruments for understanding the role of decision-makers’ personality in the quality of the decision-making processes.

Design/methodology/approach
This is an intrinsic case study about an Italian complex organization (i.e. Consorzio ELIS) which tries to shed light on the identified research question. Three decision-makers responsible for the decision processes of three new business initiatives were interviewed using a recent quality control tool (i.e. checklist) and their personality types were tracked by performing MBTI® tests. The thematic analysis, approached by using NVivo software, and after six months of direct observations inside the organization, allowed an understanding of the decision processes and their distortions.

Findings
The results of this study show how initiatives with frequent quality control mechanisms and different stakeholders are more able to pass the decision phase than initiatives with no controls, few participants and little difference between personalities.

Originality/value
The results of this work show how reducing biases of decision-making processes in complex organizations can benefit from the simultaneous use of the checklist and MBTI® test. As demonstrated, when used together, they can make more effective use of and provide better results for both, as well as providing a better quality control of the decision-making processes. From that, an approach is proposed that both takes into account the two perspectives and can work together with other cognitive problem structuring methods.
Gender moderation of intrinsic research productivity antecedents in South African academia
Authors: Callaghan Chris 
Published: March 2017

PurposeAscription theory together with human capital theory both predict that, over time, the scarcity of knowledge and skills in increasingly complex working contexts will “crowd out” the influence of arbitrary characteristics such as gender. The purpose of this paper is to test the extent to which job performance determinants of research productivity differ by gender in their contributions to research productivity, in the developing country (South Africa) context, in which gender and other forms of historical discrimination were previously endemic.Design/methodology/approachResearch output was measured as published journal articles indexed by Thomson Reuters Institute for Scientific Information, ProQuest’s International Bibliography of the Social Sciences and the South African Department of Higher Education and Training, as well as conference proceedings publications, conference papers presented and published books and book chapters. Structural equation modelling, with critical ratio andχ2tests of path moderation were used to test theory predicting gender (sex) differences moderate the potential influence of certain intrinsic determinants of job performance on research productivity, as a form of academic job performance.FindingsGender is found to moderate the relationship between experience and research productivity, with this relationship stronger for men, who are also found to have higher research output. This is considered a paradox of sorts, as English and African home languages, which proxy racial differences in societal and economic disadvantages and unequal opportunities, are not significantly associated with research output differences. Findings further suggest none of the tested intrinsic effects are moderated by gender, contesting theory from general work contexts.Research limitations/implicationsThis research applied a cross-sectional design, and did not apply causal methods, instrumental variables or controls for endogeneity. Nevertheless, these are limitations shared with most research in the human resources field, which is constrained by the type of data available in organisational contexts. Further research might do well to investigate non-intrinsic influences on research productivity which may be vulnerable to differences in societal gender roles.Originality/valueThis research offers a novel perspective of research productivity and gender inequality in a developing country context of increasing diversity, which might offer useful insights into other contexts facing increasing diversity in higher education. The problem of gender-based inequality in research productivity is empirically identified, and little evidence is found to support the notion that intrinsic effects, including core self-evaluations, are at the heart of this problem. Arguably, these findings reduce the problem space around gender inequality in research productivity, in a context in which other forms of disadvantage might no longer manifest in research productivity inequality.
The role of leaders in achieving organisational outcomes
Authors: Su Sophia , Baird Kevin 
Published: March 2017

PurposeThe purpose of this paper is to provide an empirical insight into the association between the leadership style of top management (using Stogdill and Coons’(1957) consideration and initiating leadership styles), the approach to using controls (using Simons’ (1995) interactive and diagnostic use of controls) and two organisational outcomes (business unit performance and employee organisational commitment (EOC)).Design/methodology/approachData were collected through a survey of 120 middle-level managers of Australian service organisations.FindingsThe findings reveal that both the consideration and initiating leadership styles were associated with the diagnostic approach to using controls, while the initiating style was also associated with the interactive approach to using controls. In addition, the diagnostic approach to using controls was found to be associated with both organisational performance and EOC. The authors conclude that the diagnostic approach to using controls mediates the association between both the consideration and initiating styles of leadership with organisational performance and EOC.Practical implicationsThe findings provide practitioners with an important initial insight into the role of leaders in enhancing the achievement of organisational outcomes. From a practical perspective, organisations should consider these findings when recruiting. Specifically, organisations should work towards ensuring that their top-level managers possess such personal leadership traits. This could be achieved either through installing appropriate recruitment procedures and/or through the implementation of management training programmes.Originality/valueThe study contributes to the literature by considering the interrelationship between two perspectives of the role of leaders, the leadership style and the use of controls