bluuebunny/crossref_metadata_2025_split huggingface dataset:
Increasing returns and marketing strategy in the twenty‐first century: Nokia versus Microsoft versus Linux
Authors: Ju Choi Chong , Millar Carla C.J.M. , Ting‐Jieh Chu Robert , Berger Ron 
Published: July 2007

PurposeThe purpose of this paper is to develop further the concept of increasing returns in technology industries, including social and critical mass factors. The paper applies this framework to the twenty‐first century with the example of the three‐way competition among Nokia, Microsoft and Linux for the global mobile software standards competition.Design/methodology/approachA multidisciplinary and conceptual methodology was used, integrating theories from economics, marketing, technology, innovation, sociology and psychology.FindingsThe study finds that increasing returns frameworks need to combine technology as well as social and psychology effects to reflect the dynamics of global competition in the twenty‐first century.Originality/valueThis paper illustrates how a multidisciplinary and integrated approach to analysing increasing returns and a critical mass framework can provide a richer and more holistic analysis of global competition, including Nokia, Microsoft and Linux, in the global competition for mobile software in the twenty‐first century.
A meta‐analysis of the relationship between sales orientation‐customer orientation (SOCO) and salesperson job performance
Authors: Jaramillo Fernando , Ladik Daniel M. , Marshall Greg W. , Mulki Jay Prakash 
Published: July 2007

PurposeIn the years since Saxe and Weitz developed a scale to measure the selling orientation and customer orientation (SOCO) of a salesperson, research findings on the effect of SOCO on salesperson job performance have shown mixed results. This article aims to synthesize the findings from the empirical studies to identify the direction and the strength of this relationship. In addition, it aims to investigate the moderating effect of customer type (business or end user consumer) and type of job performance measure used (subjective or objective).Design/methodology/approachResearch questions were addressed by a meta‐analysis of 16 studies containing 17 effect sizes from 3,477 respondents.FindingsMeta‐analysis results reveal an attenuated weighted mean effect size (r) of this relationship of 0.14, with a 90 percent confidence interval of 0.04 to 0.23. The disattenuated mean effect size (rc) is 0.16. Findings also reveal that neither customer type nor type of job performance measures moderated the SOCO and job performance relationship.Research limitations/implicationsAlthough diligence was exercised to reduce selection bias, relevant studies may have been excluded from this meta‐analysis.Practical implicationsStudy findings demonstrate that SOCO is an important predictor of salesperson job performance. High performance occurs when salespeople focus their energy on identifying the customer's individual needs and offer products to satisfy those needs.Originality/valueThis is the first published SOCO meta‐analysis.
The relationship of facets of salesperson job satisfaction with affective organizational commitment
Authors: Boles James , Madupalli Ramana , Rutherford Brian , Andy Wood John 
Published: July 2007

PurposeThis paper aims to examines the relationships between various facets of salesperson job satisfaction as assessed by the INDSALES measure and salesperson organizational commitment. The paper also seeks to explore salesperson gender as a moderator of the relationship between facets of job satisfaction and organizational commitment.Design/methodology/approachThis study uses survey research of one firm's business‐to‐business salespeople to examine the relationships between facets of salesperson job satisfaction and salesperson organizational commitment.FindingsStudy results indicate that various facets of job satisfaction are more strongly related to organizational commitment. Findings also indicate that these relationships are not the same for male and female salespeople.Practical implicationsFindings demonstrate to sales managers that not all types of satisfaction are related to organizational commitment, which has been strongly linked to a salesperson's propensity to leave an organization. Further, various facets of satisfaction such as pay and promotion are more important to men than to women. Women find that satisfaction with co‐workers is more closely related to organizational commitment than it is for men. These findings have significant relevance to sales managers.Originality/valueThe relationship between facets of job satisfaction and organizational commitment has not been extensively researched. This is true even though these are two very important issues when dealing with sales force management. Likewise, the issue of men and women valuing different types of satisfaction to varying degrees has not been thoroughly examined in the business‐to‐business sales force literature.
An integrated study of entrepreneurs' opportunism
Authors: Ting Shueh‐Chin , Chen Cheng‐Nan , Bartholomew Darrell E. 
Published: July 2007

PurposeThe purpose of this paper is, first, to provide a comprehensive discussion about entrepreneur opportunism's antecedents (uncertainty, information asymmetry, asset specificity and relational exchange) and consequences (transaction cost, trust, commitment, performance, and cooperation) and, second, to construct a model by linking entrepreneurs' opportunism and its antecedents and consequences.Design/methodology/approachThe paper tests the theoretical construction empirically. In total, 200 retailers of the computer industry in Taiwan participated in the investigation. The linear regression analysis is applied to the tests of the hypotheses.FindingsThe study finds that uncertainty and information asymmetry induce the generation of entrepreneurs' opportunism, while asset specificity and relational exchange can be used to lower entrepreneurs' opportunism. Entrepreneurs' opportunism incurs transaction costs and lowers trust, commitment, performance, and cooperation.Research limitations/implicationsLimitations associate with the model variables, the cooperative willingness of retailers, the empirical industry and country, and the explored relationships. However, the model provides a basis for further studying the antecedents and consequences of an entrepreneur's opportunism.Practical implicationsInsights derived from this study will provide managers with the appropriate strategies of relationship marketing to solve opportunism's problem in a channel relationship and attain better relationship outcomes.Originality/valueThis study integrates the antecedents and consequences of entrepreneurs' opportunism in one model. From a managerial perspective, the results of this study are of importance because they provide evidences for the causal relationships of entrepreneur's opportunism.
Adoption of environmental innovations at US power plants
Authors: Bellas Allen S. , Nentl Nancy J. 
Published: July 2007

PurposeThis paper is a case study that aims to trace the adoption of innovation of the fabric filter, an innovative pollution control device utilized in the industrial energy sector, in order to profile early adopters of this technology.Design/methodology/approachFollowing their introduction in the mid‐1970s, fabric filters, a new type of industrial scrubber, experienced aggressive growth, and by 1990, this new technology represented close to half of the new flue gas particulates (FGP) control units installed. The paper analyzes data from the Energy Information Administration (EIA) Form 767, using t‐tests, cross tabulations and binomial regression to identify the characteristics of those boilers, plants and utilities that installed fabric filters from the late 1970s to 1990.FindingsAnalysis indicates that there are specific characteristics of early adopters of fabric filter technology such as the capacity and age of the associated boiler, the capacity and size of the utility, and whether the utility was privately or publicly owned.Originality/valueThis research is important in light of forthcoming rules for mercury control at these same units as they will likely require installation of some sort of control technology. The profile of the early adopter of environmental technology that emerges from this study can lead to a first‐to‐market advantage for firms eager to market the next innovation to this unique industrial marketplace.
Low attention advertising processing in B2B markets
Authors: Bach Jensen Morten , Lund Jepsen Anna 
Published: July 2007

PurposeThe purpose of this paper is to state a case for consideration of low attention processing when advertising in industrial markets.Design/methodology/approachThrough a critical description of low attention processing the paper demonstrates how this framework can be applied in industrial markets. A case is made that it is relevant to consider low attention processing in industrial markets. Content analysis is subsequently applied to 48 advertisements for products that are deemed to invoke low attention. In the analysis, focus is on whether the advertisements employ emotional appeals in connection to brands and/or use intuitively understandable messages as would be advisable for attitude change through low attention processing.FindingsThe analysis shows that emotional appeals are used little in advertisements targeted at the selected market and that advertisements in which the brand clearly is displayed in combination with positive emotional appeals are rare. This combination was only seen in three out of 48 advertisements. In addition, most advertisements are not intuitively understandable and thus require that the message receiver is willing and able to allocate resources to cognitively process the advertisement contents.Originality/valueThis paper states a practical case for increased consideration of low attention processing and the necessity for an increased focus on customers' processing of business‐to‐business (B2B) advertising.
Using behavioural and motivational thinking in food segmentation
Authors: Hollywood L.E. , Armstrong G.A. , Durkin M.G. 
Published: July 2007

PurposeEmerging consumer trends within the food industry have increased the need to create market‐oriented products. In order to do so, a future strategy focusing on consumer behaviour and segmentation should be utilised. By identifying how a consumer behaves throughout the purchasing process a company can determine whether what they are offering translates into what a consumer actually needs. This paper seeks to propose that the utilisation of consumer purchase motivation and decision‐making models can help identify specific customer clusters to improve marketing strategy.Design/methodology/approachThe proposed methodology is a combined study of both qualitative and quantitative methods consisting of interviews, focus groups and a consumer questionnaire.FindingsA new conceptual model, which integrates motivation, and decision‐making models in a food context are proposed.Practical implicationsBy potentially gaining an intimate knowledge of the consumer, such models can optimise food‐marketing effectiveness by assisting the industry in predicting future consumer purchasing behaviour in a more systematic and informed manner. For the purposes of this paper, the research is applied to liquid milk category within the dairy sector in Northern Ireland. The commodity sector of liquid milk has been identified as the research context in recognition of its economic importance within the food industry in Northern Ireland.Originality/valueThe paper applies a new theoretical perspective of segmentation techniques to predict consumer purchase behaviour through the development of a conceptual model within a food industry context.
Adoption of travel e‐shopping in the UK
Authors: Kamarulzaman Yusniza 
Published: July 2007

PurposeThis study aims to explore consumers' adoption of internet shopping in the context of UK travel services. The key objective is to identify the profile of internet shoppers and the antecedents of internet shopping adoption for travel services.Design/methodology/approachThe paper includes evidence and findings from an online survey questionnaire distributed to existing travel e‐shoppers in the UK via their e‐mail address. Drawing upon Davis' technology acceptance model (TAM), the study proposes a model for the prediction of internet shopping adoption, with inclusions of personal and cognitive influence. The model identifies the structural relationships among eight constructs, which were examined through structural equation modelling.FindingsThe results of this study yield evidence that previous technology acceptance and diffusion research, and specifically the significant body of work based on the TAM, may serve as a foundation for much needed research into consumers' adoption of internet‐related activities. Relationships among primary TAM constructs found in this research are largely consistent with those typical in previous TAM research. The descriptive results present a profile of travel e‐shoppers in terms of demographic, geodemographic and buying patterns. The results explicitly clarified several key contributions to and implications for marketing theory and practice.Practical implicationsThe findings will facilitate an understanding of the factors associated with the adoption of travel e‐shopping, thereby enabling retailers and policy makers to better develop appropriate strategies to enhance and promote e‐shopping to future users while retaining existing customers.Originality/valueEssentially, the research framework explains three basic issues of online marketing: Who actually shops via the internet? What makes consumers adopt internet shopping? Which attributes are relatively important to adoption?
Creative space: design and the retail environment
Authors: Kent Tony 
Published: July 2007

PurposeThis paper sets out to explore the concept of creativity in the context of the retail store environment and the function of design in shaping this environment.Design/methodology/approachThe paper uses a cross‐disciplinary approach to review theoretical approaches to creativity, and their relevance to the retail industry. It subsequently assesses types of retail spaces, and then moves on to compare the concept of retail design with product design and its implications for creativity and retailers.FindingsIt demonstrates the complexity of creativity as a concept, and the opportunities to create retail spaces through design‐led approaches. It defines retail design and its engagement with stakeholders within and outside the organisation and its impact on organisational creativity.Research limitations/implicationsAs a review paper it covers a number of perspectives on creativity, design and store environments. However, these are not exhaustive, and invite further discussion and scoping for future research.Practical implicationsThe paper outlines ways to understand creativity in retailing, and provides guidance on how retailers can organize their organizations to engage with design projects.Originality/valueThe paper uniquely examines concepts of creativity and proposes how they might be applied to retailing. It demonstrates how creativity pervades the industry, in terms of design and the use of designed spaces. It proposes new areas for research relating to the definition of creativity in the retail industry, and the role of creativity and retailing in cultural and social contexts.
Elevating the role of HR directors
Authors: Brooks Wendy 
Published: July 2007

PurposeThis article outlines the important role that HR directors can play in proving the value of training within organizations.Design/methodology/approachExplores what is getting in the way for HR directors to prove the value of training and offers solutions.FindingsIdentifies factors that contribute to the uphill struggle that HR is having in elevating its role and in proving the value of training: the disconnect between the HR and training functions; reporting on the “wrong” things; and lack of commercial linkage.Practical implicationsDemonstrates how HR directors can elevate their status within the corporate hierarchy.Originality/valueTargets HR directors who seek to prove the value of training within organizations.
Managing relationships across generations of academics
Authors: Wade‐Benzoni Kimberly A. , Rousseau Denise M. , Li Min 
Published: July 2007

PurposeThe purpose of this paper is to apply psychological contract theory to the study of faculty‐doctoral student collaborations.Design/methodology/approachThrough a survey of 170 doctoral students, four types of psychological contracts were investigated and reliable measures of relationship quality were developed.FindingsThe results showed that the quality of collaborations differ significantly across the four contract types. In addition, quality of collaboration varied significantly across collaborations using different research methods (e.g. laboratory work, theory building) and disciplinary paradigms (i.e. high and low consensus). Several other factors conducive to enhanced evaluation of relationship quality were also identified, including similarity in research philosophy, perceived motives for being in the research collaboration, meeting frequency, and conflict resolution.Research limitations/implicationsThe present study is somewhat limited in its sample, which is drawn from one university from the student perspective using self‐report measures. Future research might benefit from matching student and faculty assessments of particular collaborations.Practical implicationsInsights from the analyses suggest that greater awareness of the contract‐making mechanisms that operate in graduate education can help improve the quality of student experiences in research collaborations.Originality/valueThe framework of psychological contracts offers a novel perspective in understanding the dynamics of faculty‐student relationships.
Sectarianism in the Northern Ireland workplace
Authors: Dickson David , Hargie Owen 
Published: July 2007

PurposeThe aim of this piece of research was to detail the scope and nature of sectarianism as experienced by employees, managers and those with trade union responsibilities, in the Northern Ireland workplace.Design/methodology/approachFour large organizations, two from the private and two from the public sector, were recruited to take part in this qualitative study. In‐depth interviews were carried out with managers and trade union personnel. Focus groups were run with employees.FindingsData were submitted to thematic analysis. The major themes to emerge included: the extent of experienced sectarianism, sources of sectarianism, the nature of sectarian harassment, “tolerable” sectarianism, and the management of difference.Research limitations/implicationsShort‐comings of the study include the possibility that social desirability effects could have operated to underplay sectarian attitudes. Again the limitations of a qualitative methodology in providing estimates of the extent of sectarianism in the broader population are acknowledged.Practical implicationsPractical implications of the findings for controlling sectarianism and managing diversity are discussed in terms of organizational formalization, the promotion of a common ingroup workforce identity, and the informal procedures used by employees to manage difference on a day‐to‐day basis.Originality/valueThe study is particularly pertinent, given that there has been little attempt to capture the experiences of sectarianism in workplaces from the perspective of managers, employees and trade union personnel.
Defining conflict and making choices about its management
Authors: Tjosvold Dean 
Published: July 2007

PurposeThis paper aims to investigate the definition of conflict, and argue that conflict is not always destructive.Design/methodology/approachThis commentary centers on re‐evaluating past research into the definition and nature of conflict. It proposes that more thought is required when using the term as it is too broad in its definition. The term has become synonymous with negativity, and this commentary aims to show that the term may also be used in certain situations when conflict can have a positive effect.FindingsAlthough the research has shown that some people have a broader idea of what the term “conflict” comprises, the majority of people use the common definition related to destruction and negativity.Practical implicationsOpens up a discussion revolving around the concept of conflict and dispels the commonly held definition that conflict is always detrimental.Originality/valueThe paper takes an alternative view of conflict and opens up the little‐held discussion around the term itself and its negative connotations.
Emotional intelligence and counterpart mood induction in a negotiation
Authors: Mueller Jennifer S. , Curhan Jared R. 
Published: July 2007

PurposeThis paper aims to identify whether emotional intelligence relates to counterpart outcome satisfaction in negotiation contexts.Design/methodology/approachA negotiation simulation and a pre‐established measure of emotional intelligence were employed.FindingsIn Study 1, multi‐level models revealed that a participant's ability to understand emotion positively predicted his or her counterpart's outcome satisfaction. Study 2 replicates and extends this finding by showing the counterpart's outcome satisfaction, assessment of liking, and desire to negotiate again with the participant.Practical implicationsThe mechanisms identifying how participants with high levels of understanding emotion induced their counterparts with positive affect were not examined.Originality/valueThis is the first empirical article to show a relationship between emotional intelligence and counterpart outcome satisfaction in a negotiation context.
In search of Asian ways of managing conflict
Authors: Onishi Jun , Bliss Ryan E. 
Published: July 2007

PurposeDespite contrary evidence, much management research treats Asians as culturally homogeneous. This study seeks to explore how managers from four Asian nations differ in conflict management and whether observed differences are linked to cultural attitudes.Design/methodology/approachA questionnaire assessed conflict management practices and cultural attitudes of managers from four nations with considerable historical, geographical, and economic differences. ANOVA and ANCOVA were used to test hypotheses about groups differences in preference for three conflict management styles – competing integrating, and avoiding – controlling for differences in demographics and cultural attitudes.FindingsStatistically significant differences were found on all three of the conflict management styles, although the hypotheses were only partly supported. Controlling for differences in demographics and cultural attitudes had little impact on the main findings. Some similarities among the nationalities were found: “integrating” was the most preferred style, and showed the least variation, among the groups. However, there was less similarity among the nationalities regarding “competing” and “avoiding”.Research limitations/implicationsSince the hypotheses – based largely on national culture differences among the nationalities – were only partly supported, future research should attempt to identify variables that better explain differences among nationalities in conflict management style.Practical implicationsThe information on conflict management style preferences in these four nations will be valuable to those wishing to do business there. Further, refuting the common assumption of cultural homogeneity among Asians will better prepare Westerners for doing business elsewhere in Asia.Originality/valueThis paper demonstrates that national differences in conflict management style were not based on demographic differences in the sample or differences in cultural attitudes.