The emotional side of organizational decision-making: examining the influence of messaging in fostering positive outcomes for the brand

2020 ◽  
Vol 54 (7) ◽  
pp. 1609-1640 ◽  
Author(s):  
Elyria Kemp ◽  
Elten Briggs ◽  
Nwamaka A. Anaza
Keyword(s):  
Decision Making ◽  
Quantitative Methods ◽  
Organizational Decision Making ◽  
Content Type ◽  
Organizational Buying ◽  
Qualitative And Quantitative Methods ◽  
Cognitive Reactions ◽  
Fortune 100 ◽  
Advertising Content

Purpose Researchers and practitioners have traditionally maintained that organizational buying requires rational decision-making. However, individuals at organizations make decisions daily applying a confluence of rationalizations and emotions. This study aims to address the roles of personal feelings, facts and emotional advertising content in the organizational decision-making process. Design/methodology/approach In two studies, the authors apply both qualitative and quantitative methods to explore emotional and cognitive reactions to advertising. In Study 1, depth interviews were conducted with marketing and advertising content developers from a Fortune 100 technology company. In Study 2, a web-based survey was sent out to a Fortune 100 company’s buyer panel. Findings Results suggest that advertising using emotion-based themes helps to foster brand engagement tendencies and advocacy for a brand. Findings also demonstrate that organizational status (C-level executive’s vs non-C-level employees) moderates the relationship between buyers’ reliance on facts and their receptivity to advertising using emotion-based themes, such that reliance on facts increases the appeal of emotional advertising. Research limitations/implications This research contributes to the organizational buying literature by addressing the dearth of research on the role of emotions in organizational decision-making and providing insight into the role of advertising in business-to-business (B2B) decision-making. Practical implications These results imply that advertising incorporating emotion-based themes provide meaningful information to B2B buyers and is especially effective when targeted at buyers at higher levels in an organization. Originality/value B2B buying behavior has traditionally been considered a rational undertaking. This research explores how decision-making orientation and the presence of advertising using emotion-based themes help to foster engagement and advocacy for the brand.

Competencies urban planning students need to succeed in professional practices

2019 ◽  
Vol 14 (2) ◽  
pp. 267-287
Author(s):  
Gehad Megahed ◽  
Abeer Elshater ◽  
Samy M.Z. Afifi
Keyword(s):  
Urban Planning ◽  
Quantitative Methods ◽  
Professional Practices ◽  
Demand And Supply ◽  
Content Type ◽  
Qualitative And Quantitative ◽  
New Graduates ◽  
Qualitative And Quantitative Methods ◽  
Information Finding

Purpose This paper focuses on the competencies and skills needed in preparing graduates of urban planning schools to meet the real-world challenges of professional practices. The present work explores the gap between skills and knowledge required to excel in the urban planning discipline and professional practices. Design/methodology/approach This research utilises a mix of qualitative and quantitative methods. This study depends on collecting data from descriptive and statistical analysis based on two streams. The first comes from a survey launched among students of urban planning. The second is interviews scheduled with academics that are also practitioners. Findings The results outline the missing correlation between what Egyptian students learn in schools of urban planning and professional practices. The findings show that academics, students, and graduates share the same experiences about the education system. Academics agreed that graduates need to be more skilful rather than knowledgeable. The discussion shows that the undefined role of the planner in Egypt influenced the mismatching between the current demand and supply of competencies and skills offered by planning schools. The concluded remarks mentioned that communication skills and negotiation skills are the most crucial skills for graduates, in addition to information finding and data-processing skills. Originality/value This research has particular advantages in presenting a model of competencies as results of scanning the expectations of Egyptian students and new graduates vs professional practices. The contribution is in answering the question of what skills students of the urban planning programs should learn in order to meet the continued changes in professional practices.

Perceived organizational politics, knowledge hiding and diminished promotability: how do harmony motives matter?

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Dirk De Clercq ◽  
Yunita Sofyan ◽  
Yufan Shang ◽  
Luis Espinal Romani
Keyword(s):  
Decision Making ◽  
Organizational Politics ◽  
Work Relationships ◽  
Additional Contribution ◽  
Organizational Decision Making ◽  
Content Type ◽  
Covert Response ◽  
Knowledge Hiding ◽  
Moderating Role

Purpose This study aims to investigate an underexplored behavioral factor, knowledge hiding, that connects employees’ perceptions of organizational politics (POP) with their diminished promotability, while also considering the moderating role of employees’ harmony motives in this process. Design/methodology/approach The research hypotheses are tested with multisource, three-round data collected among employees and their supervisors. Findings Employees’ beliefs about self-serving organizational decision-making increase their propensity to hide knowledge, which, in turn, diminishes their promotability. This intermediate role of knowledge hiding is more prominent when their disintegration avoidance motive is strong but less prominent when their harmony enhancement motive is strong. Practical implications A refusal to share knowledge with organizational colleagues, as a covert response to POP, can create a negative cycle for employees. They are frustrated with decision-making practices that are predicated on favoritism, but by choosing seemingly subtle ways to respond, they compromise their own promotion prospects. To avoid this escalation, employees should adopt an active instead of passive approach toward maintaining harmony in their work relationships. Originality/value This research contributes to extant research by detailing a hitherto overlooked reason that employees’ frustrations with dysfunctional politics may escalate into an enhanced probability to miss out on promotion opportunities. They respond to this situation by engaging in knowledge hiding. As an additional contribution, this study details how the likelihood of this response depends on employees’ harmony motives.

Role of CSR in the consumer decision making process – The case of India

2018 ◽  
Vol 14 (1) ◽  
pp. 138-158 ◽  
Author(s):  
Sudeepta Pradhan
Keyword(s):  
Decision Making ◽  
Quantitative Methods ◽  
Future Research ◽  
Decision Making Process ◽  
Consumer Decision Making ◽  
Legitimacy Theory ◽  
Socially Responsible ◽  
Consumer Decision ◽  
Content Type

Purpose The purpose of this study is to capture the decision-making process of one of the major stakeholders, i.e. consumers, while purchasing from socially responsible firms. Design/methodology/approach This study uses an exploratory approach to have an understanding of consumers’ evaluation of their perceptions of a company’s CSR during the purchasing process. A total of 60 respondents were interviewed, and their responses were transcribed. These messages were then analysed using content analysis. Findings The evaluation of CSR initiatives is an intricate, logical and structured process where consumers consider factors that are valued by them. The findings support the concept of legitimacy theory, as most respondents believed it was the duty of a firm to give back to the society. Research limitations/implications This study suffers from an inherent limitation faced by qualitative studies, namely, the results cannot be generalized. Hence, quantitative methods can be designed in future research in the field. A cross-cultural study would also provide deeper insights and interesting avenues in future investigation to identify different factors. Practical implications Managers have the option of ignoring consumers’ approach towards CSR, and/or focus on CSR positioning and use it in their marketing communications. The Companies Bill, 2013, mandated Indian firms to spend and report their CSR expenditures. Hence, they should use it strategically and advertise their CSR initiatives effectively to influence a large number of consumers. It is also essential for managers to make CSR information easily available and clarify the connection of the company to CSR initiatives. They should also identify the proper channels that would get desired results. Social implications The study investigates the intricate process that explicates the reasons why CSR affects the consumer decision-making process. The research provides a better understanding into intention-behavior gap, investigates the reasons for such discrepancy and identifies a large number of factors. Originality/value The study intends to contribute to the field of marketing by capturing stakeholder (consumer) engagement (by exploring consumers’ beliefs of CSR, their perceptions and the role of such perceptions) in decision-making. It also intends to add to the existing studies in legitimacy theory.

The heart in organizational buying: marketers’ understanding of emotions and decision-making of buyers

2018 ◽  
Vol 33 (1) ◽  
pp. 19-28 ◽  
Author(s):  
Elyria A. Kemp ◽  
Aberdeen Leila Borders ◽  
Nwamaka A. Anaza ◽  
Wesley J. Johnston
Keyword(s):  
Decision Making ◽  
Decision Makers ◽  
Buying Behavior ◽  
Organizational Decision Making ◽  
Content Type ◽  
Organizational Buying ◽  
Functional Value ◽  
Human Decision ◽  
Personal Level ◽  
Depth Interviews

Purpose Organizational buying behavior has often been treated as a rational activity, even though humans are involved in the decision-making. Human decision-making often includes a complex cadre of emotions and rationalizations. Subsequently, organizational buyers may not only be driven by logic, testing and facts, but also by emotions. The purpose of this paper is to investigate the role that emotions play in organizational buying behavior. Design/methodology/approach In-depth interviews were conducted with marketing decision-makers for one of the most valuable brands in the world. The role that emotions play in the behavior of organizational buyers is elucidated from the perspective of these marketing professionals. Findings Emotions are prevalent at all stages in the organizational decision-making process and various discrete emotions fuel action tendencies among buyers. Efforts are made by marketers to strategically manage the emotions buyers experience. Practical implications Although organizational buyers must see the functional value of a product or brand, companies need to consider ways in which brands can connect with buyers on an emotional and personal level. Originality/value This paper contributes to the literature by offering insights into which discrete or specific emotions are most prominent in organizational buying behavior and how the manifestation of these emotions impact decision-making at each stage in the buying cycle.

The role of collaborative knowledge building in the co-creation of artifacts: influencing factors and propositions

2017 ◽  
Vol 21 (4) ◽  
pp. 779-795 ◽  
Author(s):  
Stefania Mariano ◽  
Yukika Awazu
Keyword(s):  
Knowledge Management ◽  
Quantitative Methods ◽  
Knowledge Building ◽  
Empirical Studies ◽  
Content Type ◽  
Qualitative And Quantitative Methods ◽  
Collaborative Knowledge Building ◽  
Organizational Rules ◽  
Collaborative Knowledge

Purpose This paper assesses the role of collaborative knowledge building in the co-creation of artifacts in the knowledge management field. Design/methodology/approach Fifty-eight papers published in six knowledge management-related journals were analyzed. The framework for analysis included 13 codes. Studies were analyzed using qualitative and quantitative methods. Findings Findings showed that several factors influenced the co-creation of artifacts in collaborative knowledge building. At the micro level, individual motivation, capabilities and reflexivity seemed to play a central role in co-creation processes. At the meso level, teamwork and shared understanding were identified as two key major factors. At the macro level, structural, behavioral and cognitive factors were identified; they included organizational rules and workplace setting, organizational culture and learning and memory. Managerial agency, characteristics of artifacts and knowledge brokers and boundary spanners also seemed to have an influence at the inter-organizational levels of analysis. Research limitations/implications This study has limitations related to scope of contribution, covered time span (17 years) and restrictions in journal subscriptions. Practical implications The study will help managers understand the intricacies of collaborative knowledge building practices to increase organizational overall effectiveness and performance. Originality/value This study is a first attempt to systematically assess the role of collaborative knowledge building in the co-creation of artifacts, and therefore, it represents a primary reference in the knowledge management field. It proposes some initial propositions that can guide future empirical studies.

scholarly journals Artificial intelligence in educational leadership: a symbiotic role of human-artificial intelligence decision-making

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Yinying Wang
Keyword(s):  
Artificial Intelligence ◽  
Decision Making ◽  
Educational Leadership ◽  
Data Driven ◽  
Individual Decision ◽  
Moral Decision Making ◽  
Organizational Decision Making ◽  
Individual Decision Making ◽  
Content Type

PurposeArtificial intelligence (AI) refers to a type of algorithms or computerized systems that resemble human mental processes of decision-making. This position paper looks beyond the sensational hyperbole of AI in teaching and learning. Instead, this paper aims to explore the role of AI in educational leadership.Design/methodology/approachTo explore the role of AI in educational leadership, I synthesized the literature that intersects AI, decision-making, and educational leadership from multiple disciplines such as computer science, educational leadership, administrative science, judgment and decision-making and neuroscience. Grounded in the intellectual interrelationships between AI and educational leadership since the 1950s, this paper starts with conceptualizing decision-making, including both individual decision-making and organizational decision-making, as the foundation of educational leadership. Next, I elaborated on the symbiotic role of human-AI decision-making.FindingsWith its efficiency in collecting, processing, analyzing data and providing real-time or near real-time results, AI can bring in analytical efficiency to assist educational leaders in making data-driven, evidence-informed decisions. However, AI-assisted data-driven decision-making may run against value-based moral decision-making. Taken together, both leaders' individual decision-making and organizational decision-making are best handled by using a blend of data-driven, evidence-informed decision-making and value-based moral decision-making. AI can function as an extended brain in making data-driven, evidence-informed decisions. The shortcomings of AI-assisted data-driven decision-making can be overcome by human judgment guided by moral values.Practical implicationsThe paper concludes with two recommendations for educational leadership practitioners' decision-making and future scholarly inquiry: keeping a watchful eye on biases and minding ethically-compromised decisions.Originality/valueThis paper brings together two fields of educational leadership and AI that have been growing up together since the 1950s and mostly growing apart till the late 2010s. To explore the role of AI in educational leadership, this paper starts with the foundation of leadership—decision-making, both leaders' individual decisions and collective organizational decisions. The paper then synthesizes the literature that intersects AI, decision-making and educational leadership from multiple disciplines to delineate the role of AI in educational leadership.

Influencing factors of digital transformation: management or IT is the driving force?

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Andrea Ko ◽  
Péter Fehér ◽  
Tibor Kovacs ◽  
Ariel Mitev ◽  
Zoltán Szabó
Keyword(s):  
Influencing Factors ◽  
Quantitative Methods ◽  
Industrial Sector ◽  
Digital Transformation ◽  
Content Type ◽  
Qualitative And Quantitative Methods ◽  
Management Commitment ◽  
It Departments ◽  
Role Of It

Purpose This research aims to discuss the success of digital transformation focusing on the role of IT and management commitment in digitalization together with sectorial relevance as influencing factors. According to the literature, these dimensions are key elements of digitalization, and there is no consensus on their decisiveness. The authors measure the success of digital transformation with the digital innovation. The research is part of ongoing work, in which the IT-related practice of Hungarian organizations has been explored on an annual basis since 2009. Design/methodology/approach The research methodology is a combined one; both qualitative and quantitative methods were applied including surveying digital transformation literature, interviews with key representatives of Hungarian organizations, developing a survey to collect quantitative data, data collection and processing with PLS-SEM. Findings The results revealed that the digital innovations are strongly determined by business, management commitment and, to a far lesser extent, by strategy. In the case of digital transformation, the role of IT departments and the services they provide are less relevant. Research limitations/implications The most important limitation of the research is the size and composition of the sample. Results do not present the situation of a specific industrial sector. Originality/value Digital technologies influence and disrupt practically every industry; the development of information and communication technology has changed economies all over the world. Decisive factors of digital transformations are widely researched, but there is no consensus about them. This research contributes to understanding the role of IT department and their services in this process together with leadership, sectorial relevance as influencing factors.

The impact of corruption on travelers’ perceptions and preferences

2019 ◽  
Vol 74 (4) ◽  
pp. 795-814 ◽  
Author(s):  
Alexis Papathanassis
Keyword(s):  
Research Methodology ◽  
Quantitative Methods ◽  
Wide Spectrum ◽  
Online Reviews ◽  
Destination Image ◽  
Content Type ◽  
Qualitative And Quantitative Methods ◽  
And Behavior ◽  
The Impact

Purpose This paper aims to explore and model tourists’ perceptions of corruption-related holiday incidents and their impact on travel preferences and behavior. Design/methodology/approach This research methodology reflects an exploratory-sequential, mixed-method design, comprising a content analysis of 205 online reviews, followed by a survey of 268 respondents. Findings According to the data collected and analyzed, exposure to corruption appears to be more than an exception for holidaymakers. Moreover, tourists often associate corruption with a wide spectrum of incident types; those ranging from personal integrity threats to service delivery failures and heritage/attraction mismanagement. The impact of such incidents on travel preferences and behavior of tourists is highly dependent on the perceived competence, effectiveness and professionalism of local (destination) public services and authorities. Practical implications Recommendations for destination stakeholders include the need to enable and take ownership of tourists’ complaints and the importance of recognizing the role of heritage attractions as corruption-related symbols and destination image carriers. Originality/value This paper attempts to establish the connection between corruption and tourism externalities within the context of the recent “over-tourism” debate. In exploring tourism-corruption, the authors adopt a “micro-behavioral” perspective, which represents a novelty in the related macro/systemic-level approach, characterizing the predominant research in this area. Moreover, in terms of research methodology, both qualitative and quantitative methods are combined. This is an ambitious and challenging research design, demonstrating the synergies between the two paradigms and contributing to the completeness of the paper.

Exploration of kids ready to wear clothing brands for measurement and fit discrepancies

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Deepasri Prabhakar ◽  
Sudhakar Rajagopal
Keyword(s):  
Design Methodology ◽  
Quantitative Methods ◽  
Content Type ◽  
Qualitative And Quantitative ◽  
Qualitative And Quantitative Methods ◽  
Consumer Dissatisfaction ◽  
Perceptions And Expectations ◽  
Body Shapes ◽  
Apparel Manufacturers

Purpose This study aims to probe customers’ expectations and explore discrepancies across various domestic kids’ ready to wear (RTW) apparel brands for measurements, fit, shape and labelling/nomenclature. Design/methodology/approach Data were collected through qualitative and quantitative methods. Interviews were held with the consumers to understand their perceptions and expectations with the kids’ wear brands for measurements, fit and labelling. The approach had a twofolded purpose of addressing the consumers’ dissatisfaction and the apparel manufacturer’s perspective. Findings The results indicated that 87% of consumers gave importance to well-fitted apparel. The apparel brands considered for the study showed inconsistency and discrepancies in the measurements, leading to consumer dissatisfaction and frustrations. Research limitations/implications The findings of the study may be useful for fashion academia, kids RTW apparel manufacturers and designers who can relate to the role of standard measurements and the varying body shapes in RTW apparel. They can work closer to develop innovative practices focusing on the fit challenges in kids RTW apparel. Originality/value The implication of the lack of any standard measurement for Indian kids for apparel is well-established in the study.

scholarly journals Trompe l’œil: an approach to promoting art tourism (case study: Shiraz city, Iran)

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Zahra Nikoo ◽  
Neda Torabi Farsani ◽  
Mohamadreza Emadi
Keyword(s):  
Quantitative Methods ◽  
Three Dimensional ◽  
Trompe L'oeil ◽  
Content Type ◽  
Qualitative And Quantitative ◽  
Qualitative And Quantitative Methods ◽  
Interactive Environment ◽  
3D Printed

Purpose Trompe l’oeil as a novel art technique can not only promote art tourism but can also transform the landscape of a city into a platform for negotiation. Furthermore, trompe l’oeil aims to create a joyful, entertaining, new experience and an interactive environment for tourists in the cities. This paper highlights the introduction of trompe l’oeil as a new tourist attraction in Shiraz (Iran). Moreover, the goals of this study are to explore the role of trompe l’oeil (three-dimensional [3D] street painting) in promoting art tourism, to investigate the tendency of tourists toward experiencing art tours and trompe l’oeil and to determine the priority of trompe l’oeil themes from the domestic tourists’ perspective. Design/methodology/approach Qualitative and quantitative methods were used in this research study. Findings On the basis of the results of this study, it can be concluded that domestic tourists are eager to experience art tours and trompe l’oeil attractions and activities, except for buying and wearing 3D-printed clothes. In addition, trompe l’oeil on street floors and walls with funny, joyful and cultural-artistic and national-historical themes is more attractive for them. Originality/value No significant academic work has been undertaken in the field of art tourism to evaluate the attitude of tourists toward the trompe l’oeil attractions and activities.

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