The effects of the salesperson’s characteristics on buyer-seller relationships

2015 ◽  
Vol 30 (5) ◽  
pp. 616-625 ◽  
Author(s):  
Yonghoon Choi ◽  
Ying Huang ◽  
Brenda Sternquist
Keyword(s):  
Structural Equation ◽  
Equation Modeling ◽  
Supplier Relationships ◽  
Content Type ◽  
Sales Professionals ◽  
The Social ◽  
The Relationship ◽  
Practical Implications ◽  
Seller Relationship

Purpose – This paper aims to examine the influence of the salesperson’s characteristics (organizational commitment [OC] and disposition to innovate) on buyer’s behaviors in buyer – supplier relationships. A model is proposed depicting the effects of the salesperson’s OC and disposition to innovate on buyer’s long-term orientation and opportunism through partner-specific value to the buyer. Design/methodology/approach – Data were collected from 155 sales professionals of Japanese manufacturers. Structural equation modeling was used to analyze the data. Findings – As predicted, the salesperson’s OC and disposition to innovate enhance buyer’s long-term orientation through providing partner-specific value to the buyer, and in turn, buyer’s long-term orientation mitigates opportunism. Practical implications – The salesperson plays an important role for developing and maintaining Buyer-seller relationships. Based on authors’ results, firms should promote salespeople’s OC because a highly committed salesperson is likely to be more innovative when managing the relationship with the buyer and, in turn, increase the relationship-specific value to the buyer. Originality/value – This study makes two contributions to Buyer-seller relationship literature. First, previous studies on the salesperson focus on the social aspects in the relationship. This study, however, examines the salesperson characteristics in the exchange, and the results reveal the importance of including the salesperson characteristics in studying Buyer-seller relationships. Second, this study proposes the salesperson’s partner-specific value as a key boundary-spanning aspect mediating the salesperson characteristics and buyer’s behaviors in Buyer-seller relationships. The results confirm the argument, thus providing impetus for further studying different types and dimensions of transaction-specific assets in Buyer-seller relationships.

A study of goal frames shaping pro-environmental behaviour in university students

2017 ◽  
Vol 18 (7) ◽  
pp. 1291-1310 ◽  
Author(s):  
Arpita Chakraborty ◽  
Manvendra Pratap Singh ◽  
Mousumi Roy
Keyword(s):  
Structural Equation ◽  
Equation Modeling ◽  
Environmental Practices ◽  
Environmental Behaviour ◽  
Content Type ◽  
Goal Framing ◽  
Education In India ◽  
The Relationship ◽  
Practical Implications

Purpose The purpose of this paper is to examine the role of university in shaping pro-environmental behaviour in students. Design/methodology/approach The paper used goal-framing theory to investigate the relationship between goals and pro-environmental behaviour by comparing the responses of entry- and exit-level students. Structural equation modeling, one-way analysis of variance and other standard statistical analysis have been used to analyse the data collected through questionnaire survey in a central university offering technical education in India. Findings Pro-environmental intention in students increases with a strong normative goal. The direct and indirect effects indicate hedonic goal and gain goal via normative goal leads to better pro-environmental behaviour. Higher values for normative goal in exit-level students substantiates the role of university. Practical implications The paper provides scope to improvise and incorporate environmental practices into the habits of the students by aligning their goals and university dimensions including curriculum, campus operations, research and outreach activities. Originality/value The results make an important contribution in establishing a sustained green culture by offering a new university paradigm.

The effects of ethical climates on trust in supervisor and trust in organization in a Polish context

2015 ◽  
Vol 53 (1) ◽  
pp. 24-39 ◽  
Author(s):  
Aditya Simha ◽  
Agata Stachowicz-Stanusch
Keyword(s):  
Structural Equation ◽  
Ethical Climate ◽  
Equation Modeling ◽  
Future Research ◽  
Content Type ◽  
Ethical Climates ◽  
Managerial Employees ◽  
The Relationship ◽  
Practical Implications

Purpose – The purpose of this paper is to explore the effects of ethical climate types on two components of organizational trust, i.e. trust in supervisor and trust in organization. Design/methodology/approach – A sample of 178 managerial employees from seven hospitals in Poland was used to investigate the specific relationships between ethical climates (i.e. egoistic, benevolent, and principled) and trust in supervisor and trust in organization. Structural equation modeling was used to explore the relationship between ethical climates and the two trust components. Findings – It was found that egoistic climates were negatively associated with trust in organization and trust in supervisor, whereas benevolent climates were positively associated with trust in supervisor and trust in organization. No support was obtained for any sort of association between principled climates and either of the two trust components. Research limitations/implications – Future research should examine the role of trust as a mediating variable in the relationship between ethical climates and variables such as commitment or productivity or satisfaction. Future research should also examine different national and work contexts to test out these relationships. Practical implications – Managers and organizations should try and establish benevolent ethical climates as opposed to egoistic ones, in order to bolster levels of trust among their employees. Originality/value – The findings of this paper are unique and original because this is the first study to suggest a relationship between ethical climate types and the two trust components. The value of this study is that it provides managers and organizations with a way by which they could potentially increase levels of trust among their employees.

A cross-national study on restaurant attributes between Korea and China

2019 ◽  
Vol 13 (2) ◽  
pp. 167-182 ◽  
Author(s):  
Seong-Soo Cha ◽  
Cheol Park ◽  
Xiaowu Wang
Keyword(s):  
Structural Equation ◽  
Reliability And Validity ◽  
Equation Modeling ◽  
National Study ◽  
Hedonic Consumption ◽  
Content Type ◽  
Functional Attributes ◽  
Cross National Study ◽  
The Relationship ◽  
Practical Implications

Purpose IThis study aims to investigate the effects of the consumption motivations of restaurant customers on their perception of the importance of experiential and functional restaurant attributes. Design/methodology/approach A total of 330 questionnaires were issued in China (168) and Korea (162). The resulting data were analyzed using SPSS 22.0 to verify the reliability and validity of the measured variables. Structural equation modeling was used to test the hypotheses of the study. Findings The results showed that customers with hedonic consumption motivation were more sensitive to the experiential attributes than to the functional attributes of a restaurant. In addition, those customers with utilitarian consumption motivation were more influenced by functional attributes than by experiential attributes. However, these relationships differed between China and Korea. In China, the consumers’ hedonic motivation had a stronger relationship with functional restaurant attributes, which reflects a culture that emphasizes pragmatism. Originality/value This study analyzed the relationship between the motives to eat at a restaurant and the evaluation of restaurant attributes and how this differed between China and Korea, while suggesting practical implications.

Examining relationships among cultural factors and expectations of CSR

2019 ◽  
Vol 23 (4) ◽  
pp. 427-443
Author(s):  
Minsoo Kim ◽  
Candace White ◽  
Chansouk Kim
Keyword(s):  
Cultural Values ◽  
Structural Equation ◽  
Statistical Tests ◽  
Cultural Factors ◽  
Cultural Dimensions ◽  
Equation Modeling ◽  
Content Type ◽  
Different Types ◽  
The Relationship

Purpose Studies have explored expectations of corporate social responsibility (CSR) among cultures, but findings are mixed. A more nuanced view of cultural dimensions rather than using Hofstede’s aggregate country scores can offer a stronger empirical foundation for studying the effects of culture. Based on two cultural dimensions and Carroll’s four-dimensional model of CSR, the purpose of this paper is to test the relationship between individualistic/collectivistic values and individuals’ expectations of different types of responsibilities (economic, legal, ethical and philanthropic), the relationship between long-term values and individuals’ expectations of different types of responsibilities and the degree of skepticism about CSR related to these values. Design/methodology/approach This study surveyed panel participants in two countries, South Korea (collectivistic and long term) and the USA (individualistic and short term), chosen because they are at extreme ends of the cultural values continuum. Multi-dimensional aspects of the cultural variables were tested in the samples rather than using national scores as proxy variables for culture. Data were quantitative and various statistical tests including structural equation modeling were used for analysis. Findings The findings show that horizontal collectivism and the planning dimension of long-term orientation are positively associated with CSR expectations, whereas the tradition dimension of long-term orientation is negatively associated with CSR expectations. In addition, vertical individualism is positively associated with skepticism toward CSR activities. Research limitations/implications The differences in types of individual-collectivism (horizontal and vertical) as well as the different aspects of long-term orientation had an effect on the results, pointing to the importance of exploring the nuances of the dimensions as well as the importance of testing them within the sample rather than using aggregated national scores. Originality/value Previous studies that used a proxy variable for culture assumed that collectivistic cultures have higher expectations for CSR. While empirically supporting the assumption of the relationship between cultural factors and CSR expectations at the individual level, the study found that people who view themselves as autonomous within a group but accept inequality within the group (vertical individualism) are more likely to be skeptical of CSR activities and suggests that skepticism about CSR may be more closely related to individual viewpoints or to particular contexts or particular corporations rather than to cultural factors, which has implications for international corporate communication.

Contractual completeness as a cornerstone to stakeholder management in public private partnership projects in Uganda

2020 ◽  
Vol 10 (3) ◽  
pp. 469-484
Author(s):  
Rogers Mwesigwa ◽  
Ruth Nabwami ◽  
Joseph Mayengo ◽  
Gonzaga Basulira
Keyword(s):  
Structural Equation ◽  
Stakeholder Management ◽  
Public Private Partnership ◽  
Equation Modeling ◽  
Cross Sectional ◽  
Private Partnership ◽  
Content Type ◽  
Binding Force ◽  
The Relationship ◽  
Practical Implications

PurposeThe purpose of this study is to examine whether contractual completeness is a cornerstone to stakeholder management in Public–Private Partnership (PPP) projects in Uganda.Design/methodology/approachThis study adopted a cross-sectional and quantitative approach. Data were collected by means of a questionnaire survey from a sample of 103 PPP projects in Uganda. Partial Least squares structural equation modeling was used to analyze the data.FindingsThe study found that contractual completeness dimensions (contractual obligatoriness, contingency adaptability, issue inclusiveness, term specificity) are all significantly and positively associated with stakeholder management in PPP projects in Uganda.Originality/valueThis paper is one of the few studies on stakeholder management in PPP projects from a developing country’s perspective, thus contributing to scanty literature on how to manage stakeholders in PPP projects.Research limitations/implicationsThis paper is limited to the relationship between contract completeness dimensions and stakeholder management in PPP projects in Uganda. Future studies should be conducted on other factors that affect stakeholder management in PPP projects in Uganda.Practical implicationsOur results imply that when all the relevant issues are included in the contract, contract terms are explicitly stipulated, all the unanticipated changes are described and when all the parties involved are restrained by a binding force of a contract, conflicts and opportunism reduces and stakeholders concerns are addressed.

Determinants of brand resurrection movements

2017 ◽  
Vol 51 (11/12) ◽  
pp. 1896-1917 ◽  
Author(s):  
Arezoo Davari ◽  
Pramod Iyer ◽  
Francisco Guzmán
Keyword(s):  
Structural Equation ◽  
Theoretical Perspective ◽  
Critical Role ◽  
Product Category ◽  
Consumer Participation ◽  
Equation Modeling ◽  
Content Type ◽  
The Relationship ◽  
Practical Implications ◽  
Managerial Perspective

Purpose There is a growing trend of brand resurrections that are driven by consumer power. Millennials play a critical role in initiating most of these brand resurrection movements using social media. This study aims to explore the factors that drive consumers’ participation in brand resurrection movements – an outcome of brand cocreation. Design/methodology/approach Data were collected using self-administered survey. This study uses the partial least squares-structural equation modeling to empirically examine the factors that motivate consumers to participate in brand resurrection movements. Findings The results indicate that consumers’ beliefs about the functional and value-expressive utilities, and their judgments of the perceived brand superiority of the defunct brand are significantly associated with brand resurrection movements. Nostalgia moderates the relationship between social-adjustive utility and brand resurrection movement, which shows that consumers’ social-adjustive utility becomes relevant when triggered with a strong sense of the past. Research limitations/implications From a theoretical perspective, this study contributes to literature on reviving defunct brands. This study also identifies additional factors that determine the success of brands that are being relaunched. Practical implications From a managerial perspective, the study provides insights into when and how organizations can consider bringing back defunct brands. Future studies should introduce additional variables to the model such as product category involvement that may be associated with consumers’ willingness to bring back defunct brands. Originality/value To the best of the authors’ knowledge, this study is the first of its kind that empirically examines the motivations behind consumer participation in bringing back defunct brands. The importance of this study is highlighted in the fact that several defunct brands are being revived by organizations due to consumer-brand co-creation movements.

The relationship between authentic leaders and employees’ creativity

2018 ◽  
Vol 11 (2) ◽  
pp. 58-73 ◽  
Author(s):  
Ana Suzete Semedo ◽  
Arnaldo Coelho ◽  
Neuza Ribeiro
Keyword(s):  
Structural Equation ◽  
Design Methodology ◽  
Authentic Leadership ◽  
Affective Commitment ◽  
Equation Modeling ◽  
Content Type ◽  
Mediating Role ◽  
The Relationship ◽  
Practical Implications

Purpose The purpose of this paper is to investigate how authentic leadership (AL) predicts creativity both directly and through the mediating role of affective commitment (AC) and job resourcefulness (JR). Design/methodology/approach Data collected from a questionnaire administered to a sample of 543 employees have been analyzed. The model was tested using structural equation modeling. Findings The findings show that AL predicts AC, JR and creativity. The findings also show that AC and JR predict creativity. In other words, leaders’ authenticity increases employees’ creative spirit and, thus, employees’ ability to overcome obstacles and meet challenges at work and their emotional bond play an important role (mediators) in this relationship. Practical implications The results of this study are conclusive and contribute to a better understanding of AL and its implication for employees’ emotional bond, their ability to overcome obstacles and their ability to introduce new and useful ideas. This study provides evidence that organizations should focus on training leaders with authentic characteristics. Originality/value This study considers both AC and JR as mediators of the relationship between AL and creativity. Therefore, the originality of this study lies in the integration of these four concepts in a single study to provide a model that depicts the chain of effects between AL, AC, JR and an employee’s creativity.

The impact of asymmetric perceptions of buyer-supplier governance mechanisms on relational rents

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Evelyne Vanpoucke ◽  
Martin Wetzels ◽  
Frank Rozemeijer ◽  
Marion Pilzak-Blonska
Keyword(s):  
Boundary Spanners ◽  
Preferential Treatment ◽  
Governance Mechanisms ◽  
Open Communication ◽  
Supplier Relationships ◽  
Content Type ◽  
The Impact ◽  
The Relationship ◽  
Practical Implications

PurposeBuyers and suppliers often perceive relationship governance mechanisms, such as trust and contractual fairness, in different ways. These differences in perception create an extra layer of complexity that is often ignored in the extant literature. This study adds to the understanding of how perceived asymmetries in trust and contractual fairness, two key relationship governance mechanisms, impact relational rents. This study also analyzes how boundary spanners aid managers to deal with these perceived asymmetries.Design/methodology/approachBased on survey data of 103 buyer–supplier dyads from a single global manufacturer of industrial equipment, the authors test hypotheses of perceived asymmetries in trust and contractual fairness, as well as the moderating effect of boundary spanners, on relational rents.FindingsThis research challenges the belief that asymmetries negatively impact or lead to unstable buyer–supplier relationships. Furthermore, it explains how preferential treatment and length of the relationship could reduce the impact of asymmetric perceptions.Practical implicationsThis study stresses that open communication, which considers different viewpoints, helps to overcome the negative differences in attitude and perception. In addition, the authors found that long-term relationships seem to be far more resilient in dealing with asymmetries and that preferential treatments are best applied in (approximately) symmetric relationships in terms of contractual fairness.Originality/valueWhile studies on buyer–supplier relationships often assume symmetric perceptions of governance mechanisms, asymmetric perceptions are far more prominent in reality. This study aims to improve one’s understanding of the impact of these asymmetries as well as how boundary spanners can affect these perceptions.

How users' perceived prosumption activities influence co-creation experiences and co-creation intentions?

Kybernetes ◽  
2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Lei Shen ◽  
Yuhong Zhu ◽  
Chenglong Li ◽  
Syed Hamad Hassan Shah
Keyword(s):  
Structural Equation ◽  
Equation Modeling ◽  
Social Commerce ◽  
Content Type ◽  
Content Quality ◽  
Hedonic Value ◽  
The Social ◽  
Multi Level ◽  
User Learning ◽  
Practical Implications

PurposeThe paper aims to explore how perceived prosumer content quality (PPCQ) and perceived interaction quality (PIQ) improve users' co-creation experiences and subsequently influence their co-creation intentions in the future. In addition, the paper examines users' prosumer ability into consideration.Design/methodology/approachThe research model based on stimulus-organism-response (S-O-R) paradigm is developed to observe users' participation in value co-creation activities. In total, 318 valid responses were collected from a survey. Structural equation modeling was used to examine the model and Statistical Package for the Social Sciences (SPSS) PROCESS macro (Model 58) by Hayes was applied to investigate the moderating effect of prosumer ability in mediation paths.FindingsIt is observed that co-creation intention is determined by user-learning value, social-integrative value and hedonic value, which are influenced by PPCQ and PIQ. Besides, uses' prosumer ability moderates the indirect effects of PPCQ and PIQ on co-creation intentions through co-creation experiences.Research limitations/implicationsThe paper provides a prosumption perspective to explain users' co-creation intentions in social commerce and proposes the importance of user-learning, social-integrative and hedonic values in determining co-creation intentions.Practical implicationsSocial commerce platforms can encourage prosumption activities and cultivate multi-level prosumers to achieve a win–win situation.Originality/valueLittle prior research has explicitly examined how and why users participate in value co-creation activities in social commerce from prosumption perspective. The current paper seeks to fill this gap and open new avenues for other value co-creation researchers.

Retailers' CSR: the effects of legitimacy and social capital

2014 ◽  
Vol 42 (2) ◽  
pp. 131-150 ◽  
Author(s):  
Jiyoung Kim ◽  
Sejin Ha ◽  
Clarissa Fong
Keyword(s):  
Social Capital ◽  
Capital Investment ◽  
Structural Equation ◽  
Practical Implication ◽  
Group Analysis ◽  
Moderating Effect ◽  
Equation Modeling ◽  
Content Type ◽  
The Social ◽  
The Relationship

Purpose – This study aims to investigate consumer perception of community and employee oriented CSR program, and examine how retailers' CSR activities lead to social (i.e. legitimization) and financial support. Further, by taking the social context into account, this research examine the moderating effect of consumer engagement in community social capital on the relationship between perceived retailers' CSR action and retailer legitimization. Design/methodology/approach – Pre-test was conducted with 144 students to validate the measurement model. A total of 220 responses from US consumers were used for the main-test, and multiple group analysis in structural equation modeling (SEM) was employed in order to test the structural model. Findings – The result indicates that when retailers are perceived as adhering to social norms through their CSR actions, they gain legitimacy and support from the consumers within the community. Further, consumer social capital moderates the relationship between perceived CSR and retailer legitimacy. Practical implications – Findings of this research can provide retail marketers with practical implication in developing their CSR strategy catering to the community members. Understanding consumers with higher level of social capital investment will increase the capability and effectiveness of the retailers' CSR activities. Originality/value – This research offers theoretical contributions to the current research stream of CSR studies by testing the moderating effect of consumers' engagement in the social environment on consumers' legitimization and support toward retailers that perform CSR activities. This study also provides new perspective on assessing the outcome of retailers' CSR actions by focusing on both social and financial dimensions.

Sign in / Sign up

Export Citation Format

Share Document