Reason versus feeling: relational norms influence gift choices

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Lingzhi Yu ◽  
Tingting Zhao ◽  
Xiucheng Fan
Keyword(s):  
Decision Makers ◽  
Exchange Relationships ◽  
Content Type ◽  
Relational Norms ◽  
Selection Strategies ◽  
Multiple Data ◽  
Behavioral Rules ◽  
The Gift ◽  
Communal Exchange ◽  
Practical Implications

PurposeRelational norms, referring to shared values about behavioral rules, distinguish communal and exchange relationships based on different reciprocal expectations between actors. This research explains how reciprocal expectations behind the two relationships trigger gift givers' disparate behavioral goals and further determine their gift choices.Design/methodology/approachThe current work uses three lab experiments (N = 482) and one consumer survey (N = 422) to collect Chinese gifting data. Multiple data-analysis methods – crosstab analysis, ANOVA, linear regression and bootstrapping procedures – confirm the hypotheses.FindingsGift givers distinguish communal and exchange recipients. When selecting gifts for communal (exchange) recipients, people depended more strongly on rational analyses (intuition), preferring products superior on cognitive (affective) attributions. Further, givers primed to be rational decision-makers by anticipating that recipients would evaluate the gifts immediately in their presence, regardless of the communal or exchange context, preferred cognitively superior products.Practical implicationsFrom a managerial perspective, marketers can make targeted recommendations by highlighting the appropriate attribute dimension (cognitive or affective) after learning givers' reciprocal expectations.Originality/valueThis work contributes to the gift-giving literature by revealing the direct link between gifting goals and gift choices, extending the understanding of consumers' gift-selection strategies.

scholarly journals “You really shouldn't have!” Coping with failed gift experiences

2020 ◽  
Vol 54 (4) ◽  
pp. 857-883 ◽  
Author(s):  
Ines Branco-Illodo ◽  
Teresa Heath ◽  
Caroline Tynan
Keyword(s):  
Future Research ◽  
Structured Interviews ◽  
Ethical Considerations ◽  
Content Type ◽  
Diary Method ◽  
Multiple Data ◽  
The Gift ◽  
Research Findings ◽  
The Cost ◽  
Practical Implications

Purpose This paper aims to examine coping approaches used by receivers to deal with failed gift experiences, thereby dealing with misperceptions between givers and receivers that could affect their relationship. Design/methodology/approach This study uses a sequential, multimethod methodology using background questionnaires, online diary method and 27 semi-structured interviews. Findings Receivers cope with failed gift experiences through concealing, disclosing or re-evaluating the gift experience. These approaches encompass several coping strategies, allowing receivers to deal with their experiences in ways that help them manage their relationships with givers. Research limitations/implications Informants described gift experiences in their own terms without being prompted to talk about coping, thus some insights of coping with failed gifts may have been missed. Multiple data collection methods were used to minimise this limitation, and the research findings suggest new avenues for future research. Practical implications The present research helps retailers and brands to minimise gift failure by promoting gifts that emphasise aspects of the giver–receiver relationship, assists givers in their learning from gift failure by making them aware of the receiver’s preferences and reduces the cost of gift failure by offering further opportunities to dispose of unwanted gifts. Originality/value This paper contributes to the emerging topic of consumer coping by providing a novel and rounded understanding of coping in the context of failed gift events, identifying new reasons for gift failure, highlighting receivers’ ethical considerations when responding to failed gifts and proposing new insights for the coping literature.

Size does matter – span of control in hospitals

2017 ◽  
Vol 31 (2) ◽  
pp. 192-206 ◽  
Author(s):  
Christina Holm-Petersen ◽  
Sussanne Østergaard ◽  
Per Bo Noergaard Andersen
Keyword(s):  
Design Methodology ◽  
Hospital Staff ◽  
Leadership Capacity ◽  
Decision Makers ◽  
Span Of Control ◽  
Content Type ◽  
Frontline Leaders ◽  
Practical Implications

Purpose Centralization, mergers and cost reductions have generally led to increasing levels of span of control (SOC), and thus potentially to lower leadership capacity. The purpose of this paper is to explore how a large SOC impacts hospital staff and their leaders. Design/methodology/approach The study is based on a qualitative explorative case study of three large inpatient wards. Findings The study finds that the nursing staff and their frontline leaders experience challenges in regard to visibility and role of the leader, e.g., in creating overview, coordination, setting-up clear goals, following up and being in touch. However, large wards also provide flexibility and development possibilities. Practical implications The authors discuss the implications of these findings for decision makers in deciding future SOC and for future SOC research. Originality/value Only few studies have qualitatively explored the consequences of large SOC in hospitals.

How “The Three Rules” guide strategy and investment decisions at Deloitte Consulting LLP

2015 ◽  
Vol 43 (3) ◽  
pp. 7-14 ◽  
Author(s):  
Jim Moffatt
Keyword(s):  
Design Methodology ◽  
Large Scale ◽  
Investment Decisions ◽  
Decision Makers ◽  
Research Project ◽  
Content Type ◽  
First Case ◽  
Practical Implications ◽  
Thought Leadership

Purpose – This case example looks at how Deloitte Consulting applies the Three Rules synthesized by Michael Raynor and Mumtaz Ahmed based on their large-scale research project that identified patterns in the way exceptional companies think. Design/methodology/approach – The Three Rules concept is a key piece of Deloitte Consulting’s thought leadership program. So how are the three rules helping the organization perform? Now that research has shown how exceptional companies think, CEO Jim Moffatt could address the question, “Does Deloitte think like an exceptional company?” Findings – Deloitte has had success with an approach that promotes a bias towards non-price value over price and revenue over costs. Practical implications – It’s critical that all decision makers in an organization understand how decisions that are consistent with the three rules have contributed to past success as well as how they can apply the rules to difficult challenges they face today. Originality/value – This is the first case study written from a CEO’s perspective that looks at how the Three Rules approach of Michael Raynor and Mumtaz Ahmed can foster a firm’s growth and exceptional performance.

Who’s making the decisions? How managers can harness artificial intelligence and remain in charge

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Pooya Tabesh
Keyword(s):  
Artificial Intelligence ◽  
Machine Learning ◽  
Decision Making ◽  
Big Data ◽  
Digital Transformation ◽  
Decision Processes ◽  
Decision Makers ◽  
Content Type ◽  
Human Decision ◽  
Practical Implications

Purpose While it is evident that the introduction of machine learning and the availability of big data have revolutionized various organizational operations and processes, existing academic and practitioner research within decision process literature has mostly ignored the nuances of these influences on human decision-making. Building on existing research in this area, this paper aims to define these concepts from a decision-making perspective and elaborates on the influences of these emerging technologies on human analytical and intuitive decision-making processes. Design/methodology/approach The authors first provide a holistic understanding of important drivers of digital transformation. The authors then conceptualize the impact that analytics tools built on artificial intelligence (AI) and big data have on intuitive and analytical human decision processes in organizations. Findings The authors discuss similarities and differences between machine learning and two human decision processes, namely, analysis and intuition. While it is difficult to jump to any conclusions about the future of machine learning, human decision-makers seem to continue to monopolize the majority of intuitive decision tasks, which will help them keep the upper hand (vis-à-vis machines), at least in the near future. Research limitations/implications The work contributes to research on rational (analytical) and intuitive processes of decision-making at the individual, group and organization levels by theorizing about the way these processes are influenced by advanced AI algorithms such as machine learning. Practical implications Decisions are building blocks of organizational success. Therefore, a better understanding of the way human decision processes can be impacted by advanced technologies will prepare managers to better use these technologies and make better decisions. By clarifying the boundaries/overlaps among concepts such as AI, machine learning and big data, the authors contribute to their successful adoption by business practitioners. Social implications The work suggests that human decision-makers will not be replaced by machines if they continue to invest in what they do best: critical thinking, intuitive analysis and creative problem-solving. Originality/value The work elaborates on important drivers of digital transformation from a decision-making perspective and discusses their practical implications for managers.

Blinded by the light? Analyzing sustainability authenticity, customer service perceptions, and halo effects

2019 ◽  
Vol 30 (1) ◽  
pp. 117-139 ◽  
Author(s):  
Clinton Amos ◽  
Sebastian Brockhaus ◽  
Amydee M. Fawcett ◽  
Stanley E. Fawcett ◽  
A. Michael Knemeyer
Keyword(s):  
Supply Chain ◽  
Customer Service ◽  
Design Methodology ◽  
Corporate Sustainability ◽  
A Priori ◽  
Decision Makers ◽  
Behavioral Experiments ◽  
Content Type ◽  
Sustainability Initiatives ◽  
Practical Implications

PurposeThe purpose of this paper is to evaluate how service perceptions influence customer views of the authenticity of corporate sustainability claims. The goal of this paper is to help supply chain decision-makers better understand boundary conditions in order to design more enduring and impactful sustainability programs.Design/methodology/approachThe authors employ behavioral experiments, subjecting two theoretically derived hypotheses to verification across five diverse industries and two distinct sustainability vignettes.FindingsCustomer service perceptions emerge as a significant boundary condition to the perceived authenticity of sustainability efforts. Subjects attributed significantly higher authenticity toward sustainability efforts in above average vs below average service quality contexts. Further, respondents attributed deceptive motivations to sustainability efforts at companies with below average service.Research limitations/implicationsThe authors confirm the underlying tenet of social judgment theory, which suggests thata prioriperceptions create a zone of acceptability or rejection. Ultimately, investing in sustainability can lead to counterproductive cynicism.Practical implicationsThe authors infer that customers’ willingness to give companies credit for sustainability initiatives extends beyond service issues to any practice that influencesa prioriperceptions. Supply chain managers must rethink their role in designing both customer service and sustainability systems to achieve positive returns from sustainability investments.Originality/valueThe authors challenge the assumption that customers universally positively view sustainability efforts. If customers holda priorinegative service perceptions, otherwise well-designed sustainability programs may invoke cynical reactions. Thus, sustainability programs may not inoculate firm reputations from adverse incidents. Given they touch both service and sustainability systems, supply chain managers are positioned to holistically influence their design for competitive advantage.

scholarly journals The problem of “white noise”: examining current prevention approaches to online fraud

2016 ◽  
Vol 23 (4) ◽  
pp. 806-818 ◽  
Author(s):  
Cassandra Cross ◽  
Michael Kelly
Keyword(s):  
White Noise ◽  
Personal Information ◽  
Large Degree ◽  
Black Book ◽  
Content Type ◽  
Online Fraud ◽  
Police Investigation ◽  
Multiple Data ◽  
Prevention Messages ◽  
Practical Implications

Purpose The purpose of this paper is to examine the current prevention messages that exist surrounding the prevention of online fraud. In particular, it focuses on the amount and level of detail that is promoted for each type of potential fraudulent approach. Design/methodology/approach Multiple data sources are used to establish the main premise of this paper. This includes the publication entitled The Little Black Book of Scams, qualitative data from victims who have experienced online fraud, and materials collected through a police investigation into online fraud. Findings Results of this analysis indicate that current prevention messages are characterised by a large degree of detail about the various ways that (online) fraud can be perpetrated. This is argued to be ineffective, based on the experiences of victims who were unable to apply their previous knowledge about fraud to their experiences. Additionally, the categorisation of fraudulent approaches is highlighted as unimportant to offenders, who are focused on obtaining money by whatever means (or approach) possible. Practical implications This paper provides the impetus to evaluate the effectiveness of current prevention messages. It points to a simplification of existing prevention messages to focus more importantly on the transfer of money and the protection of personal information. Originality/value This paper argues that current prevention messages are characterised by too much “white noise”, in that they focus on an overwhelming amount of detail. This is argued to obscure what should be a straightforward message which could have a greater impact than current messages.

A new method to optimize the truncated PCE order of collocation-based SRSM in reliability analysis and its application to geotechnical problems

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Peng Zeng ◽  
Tianbin Li ◽  
Rafael Jimenez ◽  
Xianda Feng ◽  
Yu Chen ◽  
...  
Keyword(s):  
Preliminary Test ◽  
Threshold Value ◽  
Selection Method ◽  
Optimal Order ◽  
Order Selection ◽  
Trade Off ◽  
Content Type ◽  
Selection Strategies ◽  
Practical Implications ◽  
Geotechnical Problems

PurposeThe collocation-based stochastic response surface method (CSRSM) is widely used in geotechnical reliability analyses due to its efficiency and accuracy. Determining the optimal truncated order of the associated polynomial chaos expansion (PCE) is important, as it may strongly affect the practical applicability of CSRSM.Design/methodology/approachThis study investigates the performance of different optimal order selection strategies used in the CSRSM and proposes a new cross-order validation method. First, several methods commonly used for optimal order selection are briefly reviewed, and their merits and limitations for reliability analyses are discussed. Then, an improved optimal order selection method that achieves a better trade-off between efficiency and accuracy is proposed.FindingsIn total, ten simple mathematical examples from the literature are employed to perform a preliminary test on the proposed method, and a comparative study is conducted to demonstrate its advantages with respect to some other existing methods.Practical implicationsA total of three typical geotechnical problems are employed to demonstrate the performance of the proposed method in geotechnical practice.Originality/valueAn improved optimal order selection method that achieves a better trade-off between efficiency and accuracy is proposed. The threshold value of the deterministic coefficient used for the proposed method is discussed.

Entrepreneurial ecosystems: a systematic review

2018 ◽  
Vol 12 (4) ◽  
pp. 545-564 ◽  
Author(s):  
Parisa Maroufkhani ◽  
Ralf Wagner ◽  
Wan Khairuzzaman Wan Ismail
Keyword(s):  
Systematic Review ◽  
Information Exchange ◽  
Decision Makers ◽  
Content Type ◽  
Entrepreneurial Ecosystems ◽  
Science Index ◽  
Local Decision ◽  
State Of Research ◽  
Local Decision Makers ◽  
Practical Implications

PurposeThe literature on entrepreneurial ecosystems is fragmented, and yet, no studies have paid attention to integrating the available studies. The purpose of this study is to provide a systematic review of contributions related to entrepreneurial ecosystems.Design/methodology/approachThis literature review evaluates studies that are covered in the Web of Science index.FindingsIn addition to the recent state of research (covering industries, geographical scopes, methodologies, etc.), this study provides an extension of Isenberg’s (2011) model of entrepreneurial ecosystems.Research limitations/implicationsA new avenue arises for both conceptual and empirical research by emphasizing crowdsourcing as a contributing element for the entrepreneurial ecosystem. Future studies can evaluate the effectiveness of different types of crowdsourcing profoundly to make sure whether creating a promising ecosystem all types of crowdsourcing have a similar value or impact.Practical implicationsFor public policy and local decision-makers, both collaboration opportunities and interaction interfaces between the stakeholders of the entrepreneurial need to be reconsidered in the design of entrepreneurial ecosystems.Social implicationsHigher degrees of collaboration, information exchange and innovation are likely to yield favorable entrepreneurship environments.Originality/valueNovelty of this study arises from integrating crowdsourcing theory in the systematic review of entrepreneurial ecosystems.

An integrated fuzzy SWARA and fuzzy AD approach for outsourcing provider selection

2019 ◽  
Vol 30 (2) ◽  
pp. 531-552 ◽  
Author(s):  
Selçuk Perçin
Keyword(s):  
Evaluation Criteria ◽  
Decision Makers ◽  
Ratio Analysis ◽  
Functional Requirements ◽  
Content Type ◽  
Practical Applications ◽  
Chemical Company ◽  
Order Preference ◽  
Practical Implications

Purpose Unlike previous literature, this study offers a novel integrated fuzzy approach to the field of outsourcing decisions. The purpose of this paper is to use design ranges of evaluation criteria that satisfy the functional requirements (FRs) of decision makers to solve the outsourcing provider selection problem. Design/methodology/approach In this study, considering the expected significance of outsourcing evaluation criteria, and the FRs of decision makers expressed in linguistic terms, a robust multi-criteria decision-making (MCDM) tool based on the integrated use of fuzzy Step-wise Weight Assessment Ratio Analysis and weighted fuzzy axiomatic design methods is proposed for use in decision process. Findings The proposed method is applied to a Turkish chemical company. A sensitivity analysis is performed and the outcomes of the proposed integrated framework are compared with those of other MCDM methods such as fuzzy-based Technique for Order Preference by Similarity to Ideal Solution, fuzzy Vise Kriterijumska Optimizacija I Kompromisno Resenje and fuzzy Multi-Objective Optimization on the basis of Ratio Analysis. This validates the usefulness and practicality of the proposed methodology. Practical implications The main contribution of this study is that it defines specific requirements that will assist company managers in eliminating alternatives that do not satisfy the needs and expectations of their company. Originality/value This paper compares the present study with other studies in the field of manufacturing. Additionally, it provides a well-documented case study, which makes the paper of value to researchers interested in the practical applications of MCDM methods.

Governance and customer value creation in business solutions

2020 ◽  
Vol 35 (6) ◽  
pp. 1089-1098
Author(s):  
Erik Mooi ◽  
Vishal Kashyap ◽  
Marc van Aken
Keyword(s):  
Customer Value ◽  
Seemingly Unrelated Regression ◽  
Content Type ◽  
Relational Norms ◽  
Unrelated Regression ◽  
Short Time Span ◽  
Lighting Systems ◽  
Short Time ◽  
The Impact ◽  
Practical Implications

Purpose This paper aims to consider the impact of contractual and normative governance mechanisms on recommendation intent in a context of healthcare and professional lighting where repeat business from a customer is absent. The authors suggest both contractual and normative governance can create recommendation intent, but only when sufficient customer value is created. Design/methodology/approach The authors draw on a combination of survey and archival data from the supplier and customer in the medical equipment and advanced (business) lighting systems industries. The authors analyze the data using seemingly unrelated regression and mediation tests. Findings Contracts and relational norms can increase customer recommendation intent, but only when the supplier creates customer value. Practical implications The paper’s findings suggest that customers of business solutions are more likely to recommend their supplier when contracts are relatively detailed and when buyers and suppliers attempt to craft strong relational norms, despite service solutions being delivered during a relatively short time span. Originality/value The extant research on business solutions has focused on extended relationships between exchange partners with a high likelihood of repeated transactions. The authors demonstrate how to govern relationships in a solutions context where the likelihood of repeat business from the same customer is low using contractual and normative governance.

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