Salesperson moral identity and value co-creation

2022 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Omar S. Itani ◽  
Larry Chonko ◽  
Raj Agnihotri
Keyword(s):  
Moral Identity ◽  
Customer Orientation ◽  
Additional Research ◽  
The Self ◽  
Equation Modeling ◽  
Content Type ◽  
Positive Effects ◽  
Self Construal ◽  
Identity Centrality

Purpose The purpose of this study is to examine the role of salesperson moral identity centrality in value co-creation. This study identified and tested an extended identity-based formation process of selling orientation, customer orientation and value co-creation. This was accomplished by examining the role of inclusion of others in the self and circle of moral regard in the mechanism through which moral identity centrality impacts selling orientation, customer orientation and value co-creation, taking into account the contingency role of salesperson self-construal. Design/methodology/approach An extended identity-behavior model grounded in identity theory and the social-cognitive perspective of moral identity centrality was tested. The study used survey data from business-to-business salespeople. Data collected was analyzed using structural equation modeling. Findings The results show that a central moral identity to a salesperson’s self-drives higher expansion of the salesperson’s circle of moral regard. This process facilitates the mechanisms for salesperson moral identity centrality to decrease selling orientation and increase customer orientation and value co-creation, leading to higher sales performance. Independent self-construal is found to deteriorate the positive effects of salesperson moral identity centrality on the inclusion of others in the self, expansion of the circle of moral regard and customer orientation. Research limitations/implications Through the conceptualized and tested framework, the study opens the door for additional research to inspect the role of moral identity centrality in sales. Practical implications Findings have implications for the human resource side of sales organizations in the areas of recruitment, mentoring, coaching and training. Moral identity centrality plays a vital role in the interface between salespeople and customers, leading to improved behavioral and sales outcomes. Sales managers must look for their salespeople’s moral identity centrality to improve morality in the attitudes and decision-making of their salesforce. Originality/value To the best of the authors’ knowledge, this study is the first to uncover the vital impacts of salesperson moral identity centrality on selling orientation, customer orientation and value co-creation. Through the conceptualized and tested framework, the study opens the door for additional research to inspect the role of moral identity centrality in sales.

Influence of self-disclosure of Internet celebrities on normative commitment: the mediating role of para-social interaction

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Edward Shih-Tse Wang ◽  
Fang-Tzu Hu
Keyword(s):  
Social Interaction ◽  
Private Life ◽  
Influential Factor ◽  
Equation Modeling ◽  
Normative Commitment ◽  
Self Disclosure ◽  
Content Type ◽  
Mediating Role ◽  
Positive Effects

PurposeFor Internet celebrities, self-disclosure (SD) is a crucial step in building relationships with their followers who perceive this communication as para-social interaction (PSI), which facilitates socialization among followers. Normative commitment (NC) is critical for creating bonds among community members that are strengthened through socialization. However, research on the predictive relationships among SD, PSI and NC has been insufficient. This paper aims to investigate the effects of two facets of Internet celebrity SDs (i.e. private life and opinion) and two facets of PSI (i.e. companionship and following) on NC. The mediating role of PSI on the effects of SD on NC was also analyzed.Design/methodology/approachPeople who follow at least one Internet celebrity on a social networking site were recruited to participate in this study, and 494 valid questionnaires were collected for examination. The collected data were analyzed using structural equation modeling (SEM).FindingsThe results revealed that both private-life and opinion SDs have positive effects on companionship and following PSI, which consequently influence NC. A mediation test revealed that companionship and following PSI mediate the effects of private-life and opinion SD on NC. This study's findings also revealed that NC is influenced more by following PSI than it is by companionship PSI. Furthermore, opinion SD was determined to be the more influential factor in following PSI, whereas private-life SD was the more influential factor in companionship PSI.Originality/valueThis paper is useful for understanding the influence mechanism of the SD of Internet celebrities on PSI and NC.

Influence of transformational leadership and knowledge management on radical and incremental innovation: the moderating role of collaborative culture

Kybernetes ◽  
2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Tu Ngoc Nguyen ◽  
Chao Hong Shen ◽  
Phong Ba Le
Keyword(s):  
Transformational Leadership ◽  
Knowledge Management ◽  
Incremental Innovation ◽  
Equation Modeling ◽  
Collaborative Culture ◽  
Innovation Capability ◽  
Content Type ◽  
Mediating Role ◽  
Positive Effects

PurposeThe purpose of this study is to explore the influence of transformational leadership (TL) on a firm's radical and incremental innovation. It also deepens the understanding of appropriate mechanisms and conditions to improve specific aspects of innovation by examining the mediating role of knowledge management capability (KMC) and moderating mechanism of collaborative culture.Design/methodology/approachThis study utilized structural equation modeling (SEM) and cross-sectional design to test hypotheses in the proposed research model using survey data collected from 365 participants in 86 manufacturing and service firms.FindingsThe findings indicate that TL induces greater effect on radical innovation compared to its effect on incremental innovation. The mediating role of KMC between TL and aspects of innovation capability is also supported. Especially, the influences of KMC on specific aspects of innovation capability are different and depend on the degree of collaborative culture in an organization.Research limitations/implicationsFuture research should examine the mediating mechanisms of knowledge acquisition, knowledge sharing and knowledge application to provide deeper insight into specific roles of knowledge management's constituents in linking TL and innovation capability.Practical implicationsThe paper significantly contributes to increasing the understanding of the link between TL and specific aspects of innovation capability by highlighting the important role of KMC and positive effects of collaborative climate in an organization.Originality/valueThe paper is unique in the attempts to provide a prospective solution for firms to pursue and improve innovation based on the meaningful insights into the mediating role of KMC and moderating effect of collaborative culture in the relationship between TL and specific dimensions of innovation capability.

The interplay effects of skill-enhancing human resources practices, customer orientation and tourism SMEs performance

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Shpresim Domi ◽  
Fabjola Domi
Keyword(s):  
Human Resources ◽  
Structural Equation ◽  
Customer Orientation ◽  
Equation Modeling ◽  
Content Type ◽  
Face To Face ◽  
Hr Practices ◽  
And Performance ◽  
Performance Results

Purpose The purpose of this paper is to examine the interplay of skill-enhancing human resources practices, customer orientation (CO) and tourism small- and medium-sized enterprises (SMEs) performance indicators. Design/methodology/approach Data for 194 valid cases are gathered through face-to-face techniques in Albanian tourism SMEs. Structural equation modeling is implemented to analyze data and test the hypothesis proposed. Findings Overall, both skill-enhancing human resources (HR) practices (i.e. recruitment/selection and training) are not associated with SMEs performance. Results suggest that using HR selection/recruitment practices are not associated to SME’s CO. Contrary, implementing skill-enhancing HR training practices is significant for SMEs strategy to focus and address customers’ wants and needs. Finally, it was found that the CO mediates the relationship between skill-enhancing HR training practices and performance, but this was not true on the skill-enhancing HR recruitment/selection practices-performance relationship. Originality/value This study makes contributions by further informing the debate about the direct and indirect link between skill-enhancing HR practices and performance. Additionally, it examines the precise role of the skill-enhancing HR practice on SMEs’ culture and or strategy to create value for customers.

Corporate social responsibility (CSR), ethical climate and pride in membership moderated by casino dealers’ customer orientation

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Martin Yongho Hyun ◽  
Lisa Gao ◽  
Seoki Lee
Keyword(s):  
Corporate Social Responsibility ◽  
Social Responsibility ◽  
Ethical Climate ◽  
Customer Orientation ◽  
Equation Modeling ◽  
Empirical Examination ◽  
Content Type ◽  
Corporate Social ◽  
Moderating Role

Purpose This study aims to develop a theoretical framework that specifies how corporate social responsibility (CSR) and ethical climate (ETHIC) affect pride in membership (PRIDE), and in turn, attitudinal responses (i.e. job satisfaction and turnover intention) among employees, solely focusing on dealers in the casino industry. In addition, the moderating role of customer orientation is examined for internally motivated enjoyment (ENJOY) and externally motivated needs (NEED). Design/methodology/approach This study uses a non-probability convenience-sampling method by distributing 400 individual questionnaires to respondents. A total of 358 responses are used for data analysis using exploratory and confirmatory factor analyses. Furthermore, this study tests the proposed hypotheses using structural equation modeling. Findings This study finds the effect of CSR on ETHIC and the effect of ETHIC on PRIDE along with the subsequent effect on attitudinal responses. Findings also reveal a significant moderating role of ENJOY (NEED) on the relationship between ETHIC (CSR) and PRIDE (PRIDE). Research limitations/implications This study provides meaningful contributions to extant casino CSR literature, as well as opportunities for future research. The topic may be further explored from cross-cultural perspectives and adapt a methodology to enhance the generalizability and applicability of the findings. Originality/value This study attempts to explore the CSR effectiveness on casino dealers, in whom past empirical examination has found little interest. Moreover, according to the multi-experience model, this study investigates the relationships among CSR, ethical climate and pride in membership that have been rarely verified in the past literature. Finally, this study reveals a significant moderating role of ENJOY and NEED that has not been explored, particularly among casino dealers.

The moderating role of sales experience in adaptive selling, customer orientation and job satisfaction in a unionized setting

2019 ◽  
Vol 34 (8) ◽  
pp. 1724-1735 ◽  
Author(s):  
Harindranath R.M. ◽  
Bharadhwaj Sivakumaran ◽  
Jayanth Jacob
Keyword(s):  
Job Satisfaction ◽  
Structural Equation ◽  
Customer Orientation ◽  
Emerging Market ◽  
Equation Modeling ◽  
Content Type ◽  
Adaptive Selling ◽  
Job Experience ◽  
Adaptive Selling Behavior

Purpose The principal purpose of this study is to examine the moderating influence of selling experience on the following two relationships – adaptive selling and job satisfaction and customer orientation and job satisfaction – using unionized salespeople as respondents. It also tests for the mediating role of adaptive selling in the customer orientation–job satisfaction relationship. Design/methodology/approach This paper uses data from a survey conducted on 208 pharmaceutical unionized salespeople from 46 pharmaceutical firms in India. The model was tested using structural equation modeling. Moderation hypotheses were estimated using process macro and the Johnson–Neyman technique. Findings The data fitted the model well. This research found that customer orientation drove adaptive selling behavior and job satisfaction, and that adaptive selling influenced job satisfaction (all positively); it was found that adaptive selling partially mediated the relationship between customer orientation and job satisfaction. Results revealed that job experience negatively moderated the adaptive selling behavior–job satisfaction and customer orientation–job satisfaction relationships. Practical implications The results show that pharma firms may hire young recruits and, importantly, measure their customer orientation and adaptive selling levels. For the purposes of training to enhance customer orientation and adaptive selling, pharma firms may send only their less experienced salespersons. Originality/value To the authors’ knowledge, this study could be the first to examine the interaction of job experience and customer-directed selling behaviors such as adaptive selling and customer orientation on job satisfaction. Moreover, this is possibly the only study in this domain that uses unionized salespeople in an emerging market (India).

Festival attachment: antecedents and effects on place attachment and place loyalty

2019 ◽  
Vol 10 (1) ◽  
pp. 17-33 ◽  
Author(s):  
Sheng-Hshiung Tsaur ◽  
Yao-Chin Wang ◽  
Chyong-Ru Liu ◽  
Wen-Shiung Huang
Keyword(s):  
Place Attachment ◽  
Structural Equation ◽  
Equation Modeling ◽  
Novelty Seeking ◽  
Content Type ◽  
Positive Effects ◽  
Site Survey ◽  
Convenience Sampling ◽  
The Relationship

PurposeThe purpose of this paper is to propose the mechanism of festival attachment and examine how it serves as a significant predictor of place attachment and place loyalty.Design/methodology/approachThrough on-site survey with convenience sampling, 465 visitors were surveyed at the Pingxi Sky Lantern Festival, which is one of the most famous Taiwanese festivals. Structural equation modeling is used to examine the proposed research model.FindingsEmpirical results of this study reveal that “hedonism” is the most important antecedent for improving festival attachment, followed by novelty seeking, attractions and cultural exploration. Festival attachment exerts positive effects on place attachment, which then increases place loyalty. Moreover, place attachment partially mediates the relationship between festival attachment and place loyalty.Originality/valueBy hosting festivals, festival managers can induce festival attachment in visitors and then transfer the attachment with festivals into the host place. The findings of this study demonstrate the major role of festivals in promoting local tourism.

The role of interactive practice in business performance

2020 ◽  
Vol 120 (8) ◽  
pp. 1521-1542 ◽  
Author(s):  
Chao Feng ◽  
Nannan Xi ◽  
Guijun Zhuang ◽  
Juho Hamari
Keyword(s):  
Social Media ◽  
Financial Performance ◽  
Equation Modeling ◽  
Content Type ◽  
It Capability ◽  
Positive Effects ◽  
Marketing Performance ◽  
The Impact ◽  
Positive Effect

PurposeDespite the relatively long research continuum on IT capability and performance, the “IT capability-performance” link has remained hazy especially related to the mediating role of IT-based communication and networking overall. Therefore, this study investigates how IT capability affects Internet interactive practice and how it further affects marketing effectiveness and firm success.Design/methodology/approachThe authors collected the survey data from 504 manufacturers in China, and structural equation modeling is used to test the hypotheses.FindingsThe results indicate that (1) IT capability has positive effects on both interorganizational systems (IOS)-enabled and social media (SM)-enabled interactive practice; (2) IOS-enabled interactive practice has a significant positive effect on both marketing and financial performance while SM-enabled interactive practice has a positive effect on marketing performance but no effect on financial performance; (3) IOS-enabled interactive practice mediates the effect of IT capability on marketing and financial performance while SM-enabled interactive practice only mediates the effect of IT capability on marketing performance; (4) marketing performance mediates the impact of IOS-enabled and SM-enabled interactive practice on financial performance.Originality/valueThis study has highlighted the role of social media practice in the relationship between IT capability and firm performance, which makes certain theoretical contributions to the existing research.

The effect of supply chain quality management on supply chain performance: the indirect roles of supply chain agility and innovation

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Ayman Bahjat Abdallah ◽  
Nour A. Alfar ◽  
Salah Alhyari
Keyword(s):  
Supply Chain ◽  
Quality Management ◽  
Primary Data ◽  
Equation Modeling ◽  
Internal Quality ◽  
Supply Chain Performance ◽  
Content Type ◽  
Positive Effects ◽  
Supply Chain Agility

PurposeThe current study seeks to investigate how supply chain quality management (SCQM) and supply chain agility (SCA) and innovation (SCI) have an impact on supply chain performance (SCP) and how SCQM affects SCP through the mediating role of SCA and SCI capabilities.Design/methodology/approachIn line with the research objective, a quantitative model was applied, and a multi-item survey questionnaire was developed to collect primary data. A random sample of 284 manufacturing firms belonging to different industries was used. The measurement model was assessed for validity and reliability, and satisfactory levels of these tests were demonstrated. Research hypotheses were examined using structural equation modeling (SEM).FindingsThe results of the current study have significant implications in regard to the further improvement of SCP through SCQM. The study also found that SCQM plays a key role across the entire SC network in facilitating and developing SCA and SCI capabilities. The remarkable findings of the current study revealed the indirect effect of SCQM on SCP through SCA and SCI. These results broaden the work of previous studies which identified the positive effects of SCQM on performance by providing meaningful insights into SCQM's role in promoting SCA and SCI capabilities, which, in turn, further improves SCP.Originality/valueThis study addresses a gap in the literature concerning the effect of SCQM on SCP. In addition, it is the first study, to the best of the researchers' knowledge, to explore the role of two major SC capabilities, namely, SCA and SCI on the SCQM–SCP relationship. Moreover, the present study addresses a questionable issue in the literature regarding practices that conceptualize SCQM. Several studies confuse SCQM practices with internal quality management (QM) practices. This study defines SCQM as consisting of collaborative QM practices with external SC members and proposes five related practices for measuring SCQM.

How travel agency reputation creates recommendation behavior

2015 ◽  
Vol 115 (2) ◽  
pp. 332-352 ◽  
Author(s):  
Kuo-Chien Chang
Keyword(s):  
Structural Equation ◽  
Perceived Value ◽  
Equation Modeling ◽  
Travel Agency ◽  
Flow Experience ◽  
Content Type ◽  
Positive Effects ◽  
Leader Performance ◽  
Emotional Value

Purpose – The purpose of this study is to explore the effect of travel agency’s reputation on customer recommendation behavior by examining the mediating effects of customer-perceived functional and emotional value as well as the moderating effects of tour leader performance and customer flow experience in the travel agency sector. Design/methodology/approach – A statistical analysis of the collected questionnaires was computed based on the 463 usable responses from Taiwan tourists who joining the group package tours traveling to China. Structural equation modeling is the essential analysis methodology used to examine the hypothesized relationships among the variables. Findings – The analysis results confirm that reputation has positive effects on customers recommendation behaviors in which perceived functional and emotional value work as necessary mediating roles. Nevertheless, the effect of reputation through emotional value on customer recommendation behavior provides a much better explanation than through functional value in the model. In addition, regarding the variables of tour leader performance and customer flow experience in the model, only the tour leader performance is confirmed that moderates the relationships among reputation, perceived value, and customer recommendation behavior. According to the findings, managerial implications are discussed as well. Originality/value – This study develops a conceptual stimulus-organism-response (S-O-R) model that, reflecting the mediating role of perceived value and the moderating role of tour leader performance, indicates the effect of reputation on customer recommendation behavior.

scholarly journals Customer brand co-creation behavior: conceptualization and empirical validation

2018 ◽  
Vol 36 (3) ◽  
pp. 334-348 ◽  
Author(s):  
Cassandra France ◽  
Debra Grace ◽  
Bill Merrilees ◽  
Dale Miller
Keyword(s):  
Structural Equation ◽  
Brand Management ◽  
Management Strategies ◽  
Customer Participation ◽  
Equation Modeling ◽  
Brand Value ◽  
Content Type ◽  
Positive Effects ◽  
Customer Perspective

PurposeThe purpose of this paper is to expand on existing co-creation knowledge in order to accurately conceptualize, operationalize and contextualize the customer brand co-creation behavior concept from a customer perspective.Design/methodology/approachA quantitative approach is adopted in this study, using structural equation modeling to verify the co-creation of brand value for those customers who co-create.FindingsA new four-dimensional co-creation behavior concept is supported, highlighting the role of development, feedback, advocacy and helping, in the co-creation of brand value. Furthermore, a range of customer-level and brand-level antecedents are empirically verified.Research limitations/implicationsThe research takes a customer-centric view of co-creation and in doing so provides new insight into the effect on the co-creator. Additionally, the research offers an improved level of specificity in the co-creation domain by conceptualizing, operationalizing and contextualizing customer co-creation in a comprehensive research study.Practical implicationsThe findings offer new insight to brand managers, identifying avenues for increasing customer participation in co-creation programs and critically highlighting that co-creation behavior has positive effects on the co-creator’s perception of brand value.Originality/valueThe customer-centric approach offers an original perspective from which to explore co-creation, demonstrating the positive potential of co-creation in brand management strategies.

Sign in / Sign up

Export Citation Format

Share Document