From cognition to action: the effect of thought self-leadership strategies and self-monitoring on adaptive selling behavior

2020 ◽  
Vol 35 (12) ◽  
pp. 1915-1927
Author(s):  
Hayam Alnakhli ◽  
Rakesh Singh ◽  
Raj Agnihotri ◽  
Omar S. Itani
Keyword(s):  
Social Cognitive ◽  
Cognitive Theory ◽  
Self Regulation ◽  
Self Monitoring ◽  
Content Type ◽  
Adaptive Selling ◽  
Adaptive Selling Behavior ◽  
Using Data ◽  
The Impact ◽  
The Relationship

Purpose This study aims to investigate salespersons’ self-monitoring and its effect on adaptive selling behavior. As salespeople are constantly facing different customers with various needs and want and engaging in a different sales situation, salespeople must deploy their inner capabilities in practicing adaptive selling behavior during and across sales interactions. This study also investigates the impact of salesperson’s intrapersonal leadership – where leadership stems from the individuals with the purpose to influence oneself. Design/methodology/approach Authors draw on the social cognitive theory of self-regulation to develop our model and examine the relationship between self-monitoring, thought self-leadership and adaptive selling behavior. We empirically test the model using data from 335 pharmaceutical salespeople working across several countries in Asia. Findings The results support the role of self-monitoring and thought self-leadership as antecedents to adaptive selling. Further, the results suggest that self-monitoring positively moderates the relationship between thought self-leadership and adaptive selling behavior. In light of these results, we explore implications and limitations and conclude by suggesting directions for further research. Research limitations/implications The sampling method used was convenience sampling, which may limit the theoretical generalization of our results across all emerging markets. Moreover, this study examines the direct impact of self-management mechanism on adaptive selling behavior and the way it interacts with salesperson's thought self-leadership to strengthen adaptive selling behavior. However, the research model does not include organization-level drivers. Originality/value This study makes an important and original contribution to sales literature by demonstrating the direct and interaction effects of self-monitoring mechanism on a critical component of a business to business sales process, adaptive selling behavior. Results from this study highlight the critical importance of cognitive processes that drives positive selling behavior.

The impact of executives’ perceptions of environmental threats and organizational slack on innovation strategies

2016 ◽  
Vol 7 (2) ◽  
pp. 216-230 ◽  
Author(s):  
Chengyuan Wang ◽  
Biao Luo ◽  
Yong Liu ◽  
Zhengyun Wei
Keyword(s):  
Cognitive Theory ◽  
Environmental Changes ◽  
Ordinary Least Squares ◽  
Organizational Slack ◽  
Least Squares Regression ◽  
Content Type ◽  
Environmental Threats ◽  
Innovation Strategies ◽  
The Impact ◽  
The Relationship

Purpose The paper aims to study the relationship between executives’ perceptions of environmental threats and innovation strategies and investigate the moderating effect of contextual factor (i.e. organizational slack) on such relations. It proposes a dualistic relationship between executives’ perceptions of environmental threats and innovation strategies, in which different perceptions of environmental threats will lead to corresponding innovation strategies, and dyadic organizational slack can promote such processes. Design/methodology/approach The paper is based on a survey with 163 valid questionnaires, which were all completed by executives. Hierarchical ordinary least-squares regression analysis is used to test the hypotheses proposed in this paper. Findings The paper provides empirical insights about that executives tend to choose exploratory innovation when they perceive environmental changes as likely loss threats, yet adopt exploitative innovation when perceiving control-reducing threats. Furthermore, unabsorbed slack (e.g. financial redundancy) positively moderates both relationships, while absorbed slack (e.g. operational redundancy) merely positively influences the relationship between the perception of control-reducing threats and exploitative innovation. Originality/value The paper bridges the gap between organizational innovation and cognitive theory by proposing a dualistic relationship between executives’ perceptions of environmental threats and innovation strategies. The paper further enriches innovation studies by jointly considering both subjective and objective influence factors of innovation and argues that organizational slack can moderate such dualistic relationship.

scholarly journals Dimensions of role efficacy and managerial effectiveness: evidence from India

2017 ◽  
Vol 4 (3) ◽  
pp. 218-237 ◽  
Author(s):  
Umesh Bamel ◽  
Pawan Budhwar ◽  
Peter Stokes ◽  
Happy Paul
Keyword(s):  
Structural Equation ◽  
Social Cognitive ◽  
Cognitive Theory ◽  
Self Regulation ◽  
Equation Modeling ◽  
Hierarchical Regression ◽  
Quantitative Methodology ◽  
Managerial Effectiveness ◽  
Content Type ◽  
Role Efficacy

Purpose While a range of studies have been undertaken on role efficacy (RE) and managerial effectiveness (ME), understanding of the link between RE and ME in the extant literature remains underdeveloped and, in particular, there is a need to develop appreciation of the phenomenon in varying (national and cultural) contexts. The purpose of this paper is to advance the understanding of ME by considering the relationship between RE and ME in the Indian context. In tandem with this focus, the study considers the parallel underlying dynamic and influence of social cognitive frameworks and adaptive self-regulation mechanisms. Design/methodology/approach The study employs a quantitative methodology and follows a correlational design. A survey questionnaire was employed sequentially (the independent variable was measured at time 1 and the dependent variable was measure at time 2) in order to collect data from 294 Indian managers. Structural equation modeling was used to ascertain the validity of measures and multiple hierarchical regression analysis was conducted to test the study hypotheses. Findings The results of the study identify that RE dimensions, i.e. role making, role centering and role linkage were significantly and positively related to ME and these findings are particularly important in relation to the transforming cultures of Indian work and organizational environments. These findings advance the understanding of social cognitive theory and adaptive self-regulation processes in relation to RE and ME. Practical implications The empirical results of this study suggest that RE-related components may be used as means to boost employee effectiveness. Originality/value The study identifies a significant role for RE in relation to beneficial outcomes for ME. These findings contribute to the field of social cognitive mechanisms by establishing positive relationships in domain link efficacy, i.e. RE and ME.

The impact of media on entrepreneurship participation: a cross-country panel data analysis

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Muhammad Arshad ◽  
Sharjeel Saleem ◽  
Rabeeya Raoof ◽  
Naheed Sultana
Keyword(s):  
Panel Data ◽  
New Product Development ◽  
Indirect Effect ◽  
Cognitive Theory ◽  
Early Stage ◽  
Entrepreneurial Intention ◽  
Content Type ◽  
Informal Investment ◽  
The Impact ◽  
The Relationship

Purpose Unlike the previous studies that examined the direct relationship between media attention on entrepreneurship (MAE) and entrepreneurship participation, this paper aims to examine the mediated link through entrepreneurial intention. Design/methodology/approach The cognitive theory of media provides the foundation for predictions that primary outcome of MAE is the entrepreneurial intention which in turn affects the different types of entrepreneurship participation (early-stage startup activities, new product development [NPD] activities and informal investment activities). The test of the hypothesized model relies on panel data for 2010–2015 on 40 developing and developed countries taken from the Global Entrepreneurship Monitor report of 2015. Findings MAE has an indirect effect on two types of entrepreneurship participation (early-stage startup activities and informal investment activities) via entrepreneurial intention, whereas there is no direct or indirect effect of MAE on NPD activities. The findings also suggest when the entrepreneurial intention is added as a mediator in the model; the direct effect of MAE on early-stage entrepreneurial activities becomes insignificant. Originality/value To the best of the authors’ knowledge, this is the first study in its nature which established the relationship between MAE and entrepreneurial intention. In addition, this study also explained the mediation mechanism between the relationship of MAE and entrepreneurship participation by using the panel data.

Inflation shocks and income inequality

2019 ◽  
Vol 10 (2) ◽  
pp. 226-240
Author(s):  
Rolando Gonzales ◽  
Andrea Rojas-Hosse
Keyword(s):  
Genetic Algorithm ◽  
Methodological Approach ◽  
Mena Region ◽  
Content Type ◽  
Core Inflation ◽  
Research Gap ◽  
Using Data ◽  
The Impact ◽  
The Relationship ◽  
Detrimental Impact

Purpose The purpose of this paper is to analyze the effects of inflationary shocks on inequality, using data of selected countries of the Middle East and North Africa (MENA). Design/methodology/approach Inflationary shocks were measured as deviations from core inflation, based on a genetic algorithm. Bayesian quantile regression was used to estimate the impact of inflationary shocks in different levels of inequality. Findings The results showed that inflationary shocks substantially affect countries with higher levels of inequality, thus suggesting that the detrimental impact of inflation is exacerbated by the high division of classes in a country. Originality/value The study contributes to the literature about the relationship between inflation and inequality by proposing that not only the sustained increase in prices but also the inflationary shocks – the deviations from core inflation – contribute to the generation of inequality. Also, to the best of the authors knowledge, the relationship between inflation shocks and inequality in the MENA region has never been analyzed before, thus creating a research gap to provide additional empirical evidence about the sources of inequality. Additionally, the authors contribute with a methodological approach to measure inflationary shocks, based on a semelparous genetic algorithm.

scholarly journals The Impact of Sports Magazine Consumption on Mesomorphic Body Standards and Self-sexualizing Behaviors: A Panel Study of Preadolescent Boys

2018 ◽  
Vol 23 (2) ◽  
pp. 368-394 ◽  
Author(s):  
Ann Rousseau ◽  
Jennifer Stevens Aubrey ◽  
Steven Eggermont
Keyword(s):  
Social Cognitive Theory ◽  
Muscle Mass ◽  
Social Cognitive ◽  
Cognitive Theory ◽  
Panel Study ◽  
Reward Sensitivity ◽  
The Impact ◽  
The Relationship ◽  
Moderating Role

The present three-wave panel study of 496 preadolescent boys ( Mage = 11.36, SD = 1.07) examined the impact of sports magazine consumption on mesomorphic body standards and self-sexualizing behaviors (e.g., drinking shakes in order to gain muscle mass, choosing clothing to show off muscles). Grounded in social cognitive theory, we also examined the moderating role of reward sensitivity. Results revealed that boys who consumed more sports magazines at wave 1 (W1) were more likely to report personal mesomorphic standards and perceived mesomorphic standards for men and boys in general at wave 2 (W2). Additionally, W2 personal mesomorphic standards mediated the relationship between sports magazine consumption at W1 and self-sexualizing behaviors at wave 3. Reward sensitivity moderated the relationship between personal mesomorphic standards and self-sexualizing behaviors.

Financial Self-Efficacy and the Saving Behavior of JFCP_29_2_A15_357-368-Retirees

2018 ◽  
Vol 29 (2) ◽  
pp. 357-368 ◽  
Author(s):  
Sarah D. Asebedo ◽  
Martin C. Seay
Keyword(s):  
Older Workers ◽  
Self Efficacy ◽  
Social Cognitive ◽  
Cognitive Theory ◽  
Self Regulation ◽  
The Social ◽  
Saving Behavior ◽  
Financial Characteristics ◽  
The Relationship ◽  
Retirement Study

This study investigates the relationship between financial self-efficacy (FSE) and saving behavior within a sample of 847 U.S. pre-retirees aged 50 to 70 from the Health and Retirement Study. In accordance with the social cognitive theory of self-regulation, results revealed that FSE is positively related to saving behavior after controlling for sociodemographic attributes, financial characteristics, and saving motives. Understanding how FSE contributes to saving behavior is critical as older workers attempt to bridge the retirement saving gap. Financial counselors and planners can help this population save by cultivating and supporting clients’ FSE throughout the financial planning and counseling process.

The neighborhood effect of online reviews

2019 ◽  
Vol 2 (3) ◽  
pp. 262-283
Author(s):  
Dong Liang ◽  
Xia Wang
Keyword(s):  
Design Methodology ◽  
Negative Impact ◽  
Online Reviews ◽  
Neighborhood Effect ◽  
Moderating Effects ◽  
Content Type ◽  
Negative Effect ◽  
Using Data ◽  
The Impact ◽  
The Relationship

Purpose Online reviews have been indicated to play an important role in consumers’ decision-making process, as supported by numerous studies. However, none of them has considered the neighborhood effect of online reviews. The purpose of this paper is to analyze the impact of neighbor store’s reviews on central store’s, along with the moderating effects of store density and product similarity. Design/methodology/approach Using data from dianping.com, this study conducts economic analysis accounting for endogeneity. Findings The results show that the neighbor store’s reviews exert a negative impact on that of central stores. Nevertheless, the relationship is moderated by store density and product similarity, such that the negative effect is stronger if there are a lot of stores around the central store, or if the neighbor store and central store provide similar products. Originality/value This study is the first to investigate the neighborhood effect of online reviews.

Understanding uncertainty dimensions and Internet stock trading service in China from a social cognitive perspective

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Safeer Ullah Khan ◽  
Xiang-dong Liu ◽  
Cheng Liu ◽  
Ikram Ullah Khan ◽  
Zahid Hameed
Keyword(s):  
Information Asymmetry ◽  
Social Cognitive ◽  
Cognitive Theory ◽  
Interaction Effects ◽  
Individual Investors ◽  
Perceived Benefits ◽  
Stock Trading ◽  
Content Type ◽  
Regulatory Uncertainty ◽  
The Relationship

PurposeThis paper investigates the effects of different uncertainties on Internet stock trading (IST) adoption intentions of individual investors in China and aims to determine the interaction effects of trust and perceived benefits in the relationship between uncertainty dimensions and IST adoption intentions.Design/methodology/approachUsing a structured questionnaire, a survey of 353 experienced stock traders was conducted in China. The proposed uncertainty-trust-perceived benefits framework was examined through structural equation modelling using Smart PLS 3.0.FindingsThe study found significant negative effects of perceived technology uncertainty, perceived regulatory uncertainty and perceived information asymmetry on the IST adoption intentions of individual investors. Perceived service intangibility was found to have only insignificant effects on IST adoption intentions. In terms of interaction results, trust significantly moderates the relationship between IST adoption intentions and, respectively, perceived technology uncertainty and perceived information asymmetry. Similarly, perceived benefits significantly moderate the relationship between intentions to adopt IST and both perceived technology uncertainty and perceived regulatory uncertainty.Practical implicationsThe regulators for IST development in China could utilise the results of this study as guidelines for strategies to increase the use of IST among existing and potential investors.Originality/valueUsing social cognitive theory, this research investigates the effects of various uncertainties on IST adoption intentions of individual investors in China; these effects have not been explored by previous literature. Furthermore, few studies other than this one have investigated the interaction effects of factors which counteract the negative effect of other factors.

A predictive analytics of physicians prescription and pharmacies sales correlation using data mining

2019 ◽  
Vol 13 (3) ◽  
pp. 346-363
Author(s):  
Babak Sohrabi ◽  
Iman Raeesi Vanani ◽  
Nastaran Nikaein ◽  
Saeideh Kakavand
Keyword(s):  
Data Mining ◽  
Decision Making ◽  
Pharmaceutical Industry ◽  
Predictive Analytics ◽  
Customer Relationship ◽  
Sales Managers ◽  
Content Type ◽  
Using Data ◽  
The Impact ◽  
The Relationship

Purpose In the pharmaceutical industry, marketing and sales managers often deal with massive amounts of marketing and sales data. One of their biggest concerns is to recognize the impact of actions taken on sold-out products. Data mining discovers and extracts useful patterns from such large data sets to find hidden and worthy patterns for the decision-making. This paper, too, aims to demonstrate the ability of data-mining process in improving the decision-making quality in the pharmaceutical industry. Design/methodology/approach This research is descriptive in terms of the method applied, as well as the investigation of the existing situation and the use of real data and their description. In fact, the study is quantitative and descriptive, from the point of view of its data type and method. This research is also applicable in terms of purpose. The target population of this research is the data of a pharmaceutical company in Iran. Here, the cross-industry standard process for data mining methodology was used for data mining and data modeling. Findings With the help of different data-mining techniques, the authors could examine the effect of the visit of doctors overlooking the pharmacies and the target was set for medical representatives on the pharmaceutical sales. For that matter, the authors used two types of classification rules: decision tree and neural network. After the modeling of algorithms, it was determined that the two aforementioned rules can perform the classification with high precision. The results of the tree ID3 were analyzed to identify the variables and path of this relationship. Originality/value To the best of the authors’ knowledge, this is one of the first studies to provide the real-world direct empirical evidence of “Analytics of Physicians Prescription and Pharmacies Sales Correlation Using Data Mining.” The results showed that the most influential variables of “the relationship between doctors and their visits to pharmacies,” “the length of customer relationship” and “the relationship between the sale of pharmacies and the target set for medical representatives” were “deviation from the implementation plan.” Therefore, marketing and sales managers must pay special attention to these factors while planning and targeting for representatives. The authors could focus only on a small part of this study.

Learning from your leaders and helping your coworkers: the trickle-down effect of leader helping behavior

2020 ◽  
Vol 41 (6) ◽  
pp. 883-894
Author(s):  
Zhenduo Zhang ◽  
Li Zhang ◽  
Jing Xiu ◽  
Junwei Zheng
Keyword(s):  
Social Cognitive ◽  
Cognitive Theory ◽  
Helping Behavior ◽  
Content Type ◽  
The Social ◽  
Indirect Relationship ◽  
The Relationship ◽  
Shed Light ◽  
Trickle Down ◽  
Thriving At Work

PurposeBased on the social cognitive theory, this research analyzed the helping behavior of leaders and its trickle-down effect on an employee's helping behavior. Additionally, this study analyzed the relationship between an employee's helping behavior and thriving at work.Design/methodology/approachCellphones were used to collect data using the experience sampling method from 74 participants over five consecutive days (N = 370), and the conceptual model was analyzed at the episode level.FindingsThis research examined the helping behavior of employees and its role in mediating the relationship between a leader's helping behavior and an employee's thriving at work. Psychological availability moderates this indirect relationship; and high psychological availability increases the indirect influence of a leader's helping behavior on an employee's helping behavior, which in turn increases employee's thriving at work.Originality/valueThe findings of this research shed light on a new social cognitive mechanism through which the helping behavior of leaders enhances an employee's thriving at work.

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