Trust and commitment as mediators between economic and non-economic satisfaction in business relationships: a sales perspective

2020 ◽  
Vol 35 (11) ◽  
pp. 1685-1700 ◽  
Author(s):  
Nils Høgevold ◽  
Goran Svensson ◽  
Carmen Otero-Neira
Keyword(s):  
Design Methodology ◽  
Business Relationships ◽  
Research Model ◽  
Content Type ◽  
Marketing Managers ◽  
Economic Satisfaction ◽  
Key Account ◽  
Customer Perspective ◽  
Account Managers ◽  
Practical Implications

Purpose This paper aims to test trust and commitment as mediators between economic and non-economic satisfaction in seller business relationships in contrast to previous studies on buyer business relationships. Design/methodology/approach Based on a cross-industry sample of Norwegian companies with sales or marketing managers/directors or key account managers. Key informants were selected to participate who adhered to specific criteria, such as their designations should be sales or marketing managers/directors or key account managers. Findings Trust and commitment mediate between economic and non-economic satisfaction in seller business relationships in line with what has been previously tested and retested across contexts and through time in buyer business relationships. Research limitations/implications This study helps in establishing an extended foundation to assess the structural properties between economic and non-economic satisfaction, as well as trust and commitment, in business relationships based on seller and or buyer perspectives. Practical implications The tested seller business relationship research model provides a corporate foundation for assessing the seller perspective of business relationships. It also provides a corporate foundation for combining the seller perspective with that of the customer perspective. Originality/value To the best of the authors’ knowledge, it is the first study based on seller business relationships that validates the research model reported in multiple previous studies based on buyer business relationships.

Validating action and social alignment constituents of collaboration in business relationships

2019 ◽  
Vol 37 (7) ◽  
pp. 721-740 ◽  
Author(s):  
Nils M. Høgevold ◽  
Gøran Svensson ◽  
Carmen Otero-Neira
Keyword(s):  
Design Methodology ◽  
Response Rate ◽  
Business Relationships ◽  
Research Model ◽  
Industrial Sample ◽  
Content Type ◽  
Economic Satisfaction ◽  
Managerial Implications ◽  
Alignment Model ◽  
Practical Implications

Purpose The purpose of this paper is to test hypothesized relationships within and between the domains of action and social alignment based on a sales perspective in business relationships. Design/methodology/approach This study is based on a cross-industrial sample of Norwegian companies consisting of 213 key informants corresponding to a valid response rate of 40.7 percent. Findings The findings validate that coordination relates positively to economic satisfaction (ES); coordination does not relate to non-economic satisfaction (NES); coordination relates positively to cooperation; cooperation relates positively NES; and cooperation mediates between ES and NES. Research limitations/implications This study tests and successfully validates an action and social alignment model based on a sales perspective in seller business relationships, providing additional insights into the field of relationship quality and the sales literature. Suggestions for further research are provided. Practical implications According to sales practitioners, the research model makes sense in relation to managerial implications for seller business relationships. Originality/value This study contributes to incorporating a seller perspective in relation to existing theory and previous studies on a buyer perspective to quality constructs in business relationships.

How social influence and personality affect users’ social network fatigue and discontinuance behavior

2018 ◽  
Vol 70 (4) ◽  
pp. 344-366 ◽  
Author(s):  
Sajad Shokouhyar ◽  
Seyed Hossein Siadat ◽  
Mojde Khazeni Razavi
Keyword(s):  
Social Network ◽  
Social Influence ◽  
Least Squares ◽  
Design Methodology ◽  
Least Squares Method ◽  
Social Network Sites ◽  
Research Model ◽  
Content Type ◽  
Partial Least Squares Method ◽  
Practical Implications

Purpose The purpose of this paper is to focus on understanding how social influence and personality of individuals differentiate between users’ social network fatigue and discontinuance behavior. Furthermore, the most common discontinuance behavior among users was investigated. Design/methodology/approach The research model was tested with the data from 163 Instagram users based on online and offline surveys. The partial least squares method was used to test the proposed hypotheses of this study. Findings The results indicate that social influence affects users’ discontinuance behavior and social network fatigue. Social network fatigue is greater in users with higher reported social influence compared to those with a lower one. Moreover, in response to social network fatigue, users prefer to keep their activities under control instead of switching to alternative social network sites (SNSs) or a short break in social network activities. Practical implications By achieving a better understanding of users’ feeling and behaviors, social network providers may codify their strategies more efficiently. Originality/value The study is novel in exploring users’ SNS fatigue and their discontinuance behavior by integrating social influence and personality. The authors defined a new concept of effect of social influence on social network fatigue. Additionally, the authors examined which discontinuance behaviors in individuals were more prevalent.

RELQUAL's impact on satisfaction in Norwegian business relationships

2010 ◽  
Vol 25 (2) ◽  
pp. 119-131 ◽  
Author(s):  
Tore Mysen ◽  
Göran Svensson
Keyword(s):  
Design Methodology ◽  
Response Rate ◽  
Measurement Instrument ◽  
Business Relationships ◽  
Reliable Measurement ◽  
Content Type ◽  
Perceived Satisfaction ◽  
Order Construct ◽  
Universal Applicability ◽  
Practical Implications

PurposeThe purpose of this paper is to develop a RELQUAL‐construct and to test its impact on satisfaction in Norwegian business relationships.Design/methodology/approachThis study is based upon a survey and random sample of small and medium‐sized companies in Norway. Initially, respondents were contacted by phone and a total of 581 surveys were mailed. A total of 212 surveys were returned, a response rate of 36.5 percent.FindingsTwo principal findings are: business relationships characterized by commitment/continuity and coordination/cooperation indicate a higher degree of a company's perceived satisfaction of the supplier; and business relationships characterized by opportunism/distrust and dependence indicate a lower degree of a company's perceived satisfaction of the supplier.Research limitations/implicationsThe RELQUAL‐construct and its impact on satisfaction in business relationships appears to be accurate for those Norwegian business relationships studied, but only further work in examining other companies will verify its universal applicability if it is to be seen as a valid and reliable measurement for other companies' business relationships too. Suggestions for further research are provided.Practical implicationsThis study is of managerial interest to executives since it provides a framework of dimensions to be considered in corporate efforts in maintaining satisfactory levels of relationship quality in business relationships.Originality/valueThe RELQUAL‐construct makes a contribution to theory since it proposes a higher order‐construct and measurement instrument for the benefit of other researchers and practitioners in the field.

scholarly journals Effects of team unlearning on employee creativity

2018 ◽  
Vol 30 (7) ◽  
pp. 531-544 ◽  
Author(s):  
Makoto Matsuo
Keyword(s):  
Design Methodology ◽  
Positive Influence ◽  
Research Model ◽  
Employee Creativity ◽  
Manufacturing Firm ◽  
Content Type ◽  
Mediating Role ◽  
The Relationship ◽  
Practical Implications

Purpose Although unlearning is considered an essential step for creativity, little is known about the relationship between team unlearning and employee creativity. The purpose of this study was to investigate the mediating role of individual reflection between team unlearning and employee creativity. Design/methodology/approach The research model was tested using multisource survey data from 164 employees in 28 teams at a manufacturing firm and a service firm. Findings The results of the multilevel analyses indicated that team unlearning had a positive influence on supervisor-rated employee creativity, fully mediated by individual reflection. Practical implications It should be noted that employee creativity is not automatically enhanced through team unlearning. Managers should encourage members to reflect on their work practices following team-unlearning exercises for the purpose of enhancing their creativity. Originality/value The findings contribute to the existing literature by demonstrating that reflective practices play significant roles in linking team unlearning with employee creativity. This study explored preceding literature examining employee creativity in terms of the unlearning process.

scholarly journals Open-mindedness and adaptive business style

2019 ◽  
Vol 36 (3) ◽  
pp. 365-390
Author(s):  
Gro Alteren ◽  
Ana Alina Tudoran
Keyword(s):  
Design Methodology ◽  
Total Population ◽  
Trust Building ◽  
Business Relationships ◽  
Export Markets ◽  
Content Type ◽  
New Business ◽  
High Level ◽  
Practical Implications

Purpose The purpose of this paper is to investigate the role of relational competences, such as open-mindedness and the ability to adapt business style, in developing trustworthy relationships through communication in the export markets in different cultural contexts. Design/methodology/approach The analysis is performed on survey-based data from a sample consisting of 39.9 percent of the total population of Norwegian seafood companies involved in exporting, including 108 business relationships. Findings The findings reveal that adaptive business style and communication mediate the overall effect of open-mindedness on trust building between partners in the export markets. The adaptive business style fully explains the effect of open-mindedness on communication. Open-minded persons are better prepared to achieve communication on a high level because they are more likely to adapt to a new business style. Performing adaptive business style improves communication, particularly when the importer belongs to a dissimilar culture. For trust building, communication is equally important, irrespective of cultural differences. Practical implications Exporter should aim at recruiting open-minded people because they have the advantage that they are capable of performing a variety of negotiation styles and business approaches, depending on the situation. Originality/value This paper develops a model that integrates key constructs from the relational paradigm with constructs rooted in different research streams, extending our knowledge regarding salespeople competences that are important in order to develop business relationships in export markets.

The interaction effect of quantity and characteristics of accounting measures on performance evaluation

2020 ◽  
Vol 32 (3) ◽  
pp. 305-321
Author(s):  
Koichi Hioki ◽  
Eiichiro Suematsu ◽  
Hiroshi Miya
Keyword(s):  
Performance Evaluation ◽  
Design Methodology ◽  
Information Overload ◽  
Need For Cognition ◽  
Accounting System ◽  
Careful Attention ◽  
Content Type ◽  
Utility Company ◽  
Customer Perspective ◽  
Practical Implications

Purpose This study aims to investigates the appropriate number and kinds of accounting measures managers should use in their decision-making. Design/methodology/approach The authors apply an experimental method with 54 participants who work for a utility company in Japan. Findings This study suggests that under information overload, in which many measures are handled simultaneously, managers who have a high Need for Cognition (NFC) can no longer use either financial or customer perspective measures effectively, while when there is no information overload, they can use those measures. Managers with low NFC do not use customer perspective measures even when information overload does not occur. Practical implications This study concludes that we need to pay careful attention to differences in managers’ NFC as well as how many and what kind of measures should be provided to managers when designing multi-measures for performance evaluation. Originality/value This paper sheds light on the relationships among the number of measures, the characteristics of measures, and managers’ cognitive style when designing a management accounting system.

Retooling business relationships

2017 ◽  
Vol 33 (7) ◽  
pp. 35-37
Keyword(s):  
Design Methodology ◽  
Reading Time ◽  
Global Market ◽  
Business Relationships ◽  
Business Network ◽  
Strong Argument ◽  
Content Type ◽  
Pertinent Information ◽  
Practical Implications

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings Strategies are often seen as something enacted by a particular firm upon others, often with the goal of “winning”. Yet the global and connected nature of business at present means that such selfish pursuits often undermine the ability of a firm to survive and profit in the long term. As such, strategy can be viewed as something that exists within a business network, one built up of business relationships. Firms can work together to achieve individual goals but without harming each other. Rarely can firms act alone in the global market, often relying on others to provide resources. Because of this, there is a strong argument for considering business relationships as another, perhaps the most important, resource that a firm has. Strategy tools can be used within a firm to boost the nature of these business relationships, ultimately improving and securing a network of firms who all profit from each other’s success. Practical implications The paper provides strategic insights and practical thinking that have influenced some of the world’s leading organizations. Originality/value The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Antecedents and outcome of employee change fatigue and change cynicism

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Noufou Ouedraogo ◽  
Mohammed Laid Ouakouak
Keyword(s):  
Structural Equation Modelling ◽  
Structural Equation ◽  
Design Methodology ◽  
Research Model ◽  
Change Initiatives ◽  
Content Type ◽  
Equation Modelling ◽  
Negative Effect ◽  
The Impact ◽  
Practical Implications

PurposeOrganisations implement changes either to address real business imperatives or to follow trends in their industries. But frequent changes in an organisation often lead to employee change fatigue and change cynicism. The purpose of this study is to investigate the impact of the change logic of appropriateness and the logic of consequences on change fatigue and change cynicism and the impact of change fatigue and change cynicism on change success.Design/methodology/approachTo carry out this study, the authors collected data on a sample of 320 participants from diverse organisations, and they used structural equation modelling (SEM) techniques to test our hypotheses depicted in the research model.FindingsThe authors found that the change logic of consequences reduces both change fatigue and change cynicism, whereas the change logic of appropriateness increases change fatigue. The authors also found that change fatigue does not have any direct effect on change success, although it maintains an indirect negative effect on change success through change cynicism.Practical implicationsAlong with other practical implications, the authors recommend that change managers help employees understand any logic of consequences that sustain their change initiatives. Additionally, change managers should work to prevent change fatigue from turning into change cynicism, which is the real precursor of reduced change success.Originality/valueThis study is among the first to show that employees experience change fatigue and change cynicism differently, depending on the reason underlying the change. It is also among the first to show that change fatigue does not affect change success directly but does so through the interplay of change cynicism.

Favour and opportunity: renqing in Chinese business relationships

2016 ◽  
Vol 31 (2) ◽  
pp. 183-192 ◽  
Author(s):  
AMNA KHAN ◽  
Judith Zolkiewski ◽  
John Murphy
Keyword(s):  
Design Methodology ◽  
Cultural Factors ◽  
Qualitative Approach ◽  
Exploratory Research ◽  
Business Relationships ◽  
Business Relationship ◽  
Content Type ◽  
Chinese Business ◽  
The Impact ◽  
Practical Implications

Purpose – The purpose of this paper is to explore the impact and effect of renqing in Chinese business relationships. The research focused on a multinational organisation that is based in China. Design/methodology/approach – As the research was exploratory, a qualitative approach was adopted. The researcher was based in the organisation for a six-month period, and interviews were undertaken with purchasing managers. Findings – The findings show that the Chinese concept of renqing comprises favours and opportunities. Research limitations implications – The research is exploratory and further research is required to confirm the wider applicability of the findings. Practical implications – The findings illustrate the importance of understanding the use of both favours and opportunities in business relationship in China. The findings also indicate the importance of being sensitive to cultural factors in business relationships. Originality/value – This exploratory research indicates that previous conceptualisation of Renqing was limited, as the aspects it encompasses, favours and opportunities, were not identified. This research identifies the importance of opportunities in Chinese business relationships.

YouTube channels influence on destination visit intentions

2020 ◽  
Vol 12 (1) ◽  
pp. 23-42
Author(s):  
Neelika Arora ◽  
Suman Lata
Keyword(s):  
Structural Equation ◽  
Design Methodology ◽  
Equation Modeling ◽  
Research Model ◽  
Content Type ◽  
Source Expertise ◽  
Indian Context ◽  
Past Experiences ◽  
Practical Implications ◽  
Information Adoption

Purpose With the usage of social media and Web 2. 0, YouTube channels currently play a pivotal role in supporting a traveler’s destination visit. Travelers create their YouTube channels and share their past experiences in the form of videos, which helps other potential travelers to support their destination visit. The purpose of this paper is to understand how travelers adopt information through YouTube channels and how it influences the traveler’s intention to visit a destination. Design/methodology/approach A research model was constructed and empirically tested by using a sample of 486 respondents who watch YouTube channels before visiting a destination. Further, the hypotheses of this study were validated with the help of structural equation modeling using partial least squares. The respondents in this study were from Delhi. Findings This paper found comprehensiveness, relevance, timeliness, source expertise and attitude as the most significant predictors of a traveler’s destination visit intention through YouTube channel adoption. Further, source trustworthiness and accuracy were not found to be statistically significant. Research limitations/Implications The findings of this paper were based on data taken from the local respondents in Delhi. Further, it analyzed the influence of only seven dimensions on destination visit intention, which could have excluded some important factors that influence tourists’ destination visit intention. Practical implications This paper has provided implications for YouTube vloggers and tourists. The result proves that while making decisions regarding destination visit, tourists thinks critically and scrutinize the content of YouTube channels prior to deciding a destination. So, vloggers should provide relevant, comprehensive and accurate destination information through their videos to tourists. Originality To the best of authors’ knowledge, this paper is the first in the Indian context to examine the adoption of YouTube channels before visiting destinations through information adoption models with additional constructs.

Sign in / Sign up

Export Citation Format

Share Document