Opportunities and opportunism with high-status B2B partners in emerging economies

2016 ◽  
Vol 31 (5) ◽  
pp. 684-694 ◽  
Author(s):  
A. Noel Gould ◽  
Annie H. Liu ◽  
Yang Yu
Keyword(s):  
Emerging Markets ◽  
Social Exchange ◽  
Positive Relationship ◽  
Foreign Firms ◽  
Future Research ◽  
High Status ◽  
Content Type ◽  
B2b Marketing ◽  
Relationship Outcomes ◽  
Status Theory

Purpose This study examines the potential of foreign business-to-business (B2B) firms to select high-status local partners in emerging markets to achieve positive relationship outcomes. Because a domestic firm’s high status may also promote opportunism, the study also examines if the foreign B2B firms may mitigate such behavior through either or both transaction-specific investments (TSIs) and socialization. Design/methodology/approach The research is conducted via a model that suggests a positive correlation between high local partner status and the focal relationship outcomes and the moderating effects of structural TSIs and social governance systems. The model was developed and empirically tested using data collected from 96 foreign firms operating in China. Findings Using multiple regressions, the findings suggest that foreign B2B firms are likely to achieve more beneficial relationship outcomes with high-status local partners. Standing alone, foreign B2B firms’ TSIs mitigate the positive relationship outcomes, whereas their socialization with the high-status partners enhances the beneficial outcomes. Most importantly, combining socialization with TSIs increases beneficial outcomes. Research limitations/implications This study adds to B2B marketing, status theory and the application of transaction cost economics (TCE) and social exchange theory to foreign-local B2B exchange relationships in emerging markets. The findings confirm the attractiveness of high status in emerging markets by exploring how the selection, formation and chosen B2B governance processes may lead to competing outcomes of opportunism or success. Future research will benefit from simultaneously securing data from both sides of the dyad. Practical implications The paper suggests that foreign B2B firms consider high status as a key criterion in selecting local partners in emerging markets and the importance of managing high-status partners’ potential opportunism by effective governance mechanisms. Originality/value This study is one of the first to apply and explore the workings of status theory in the foreign-local B2B partner selection process and relationship outcomes in emerging markets and thereby contributes to B2B marketing, status theory and both TCE and social exchange theories in the focal foreign-local B2B context.

Distributor orientation and channel profitability for manufacturing-centered SMEs

2016 ◽  
Vol 18 (2) ◽  
pp. 197-210
Author(s):  
Chiquan Guo ◽  
Yong Wang ◽  
Ying Zhu
Keyword(s):  
Positive Relationship ◽  
Distribution Channel ◽  
Relationship Building ◽  
Future Research ◽  
Competitive Intensity ◽  
Content Type ◽  
Strong Positive Relationship ◽  
Relationship Outcomes ◽  
Managerial Implications ◽  
Practical Implications

Purpose This study aims to explore how the distributor orientation of manufacturing-centered small and medium-sized enterprises (MCSMEs) influences relationship building outcomes, distributor satisfaction, and channel profitability. Design/methodology/approach This study examines the moderating role of competitive intensity and coordinative culture in the association between distributor orientation and relationship building outcomes. Findings Empirical results from 115 MCSMEs reveal a strong positive relationship between distributor orientation and distributor satisfaction. The findings also show a positive relationship between distributor orientation and channel profitability. Furthermore, although competitive intensity strengthens the positive relationship between distributor orientation and the two relationship building outcomes, coordinative intensity weakens the positive relationship between distributor orientation and the two relationship outcomes. Practical implications Managerial implications and future research opportunities were discussed. Originality/value The research contributes to the literature on the management of small and medium-sized enterprises and offers practical implications for manufacturers and distribution channel managers.

Engagement, inclusion, knowledge sharing, and talent development: is reverse mentoring a panacea to all? Findings from literature review

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Sanghamitra Chaudhuri ◽  
Sunyoung Park ◽  
Karen R. Johnson
Keyword(s):  
Literature Review ◽  
Social Exchange ◽  
Social Exchange Theory ◽  
English Summary ◽  
Exchange Theory ◽  
Future Research ◽  
Content Type ◽  
The Past ◽  
Member Exchange ◽  
The Usa

Purpose The purpose of this study is to systematically review the practice of reverse mentoring and draw a timeline of the research over the past two decades. Considering the novelty of this intervention, this paper proposed an agenda for future research on this burgeoning topic. Design/methodology/approach By adopting narrative literature review and Gregory and Denniss’ (2018) four-step process, this paper reviewed 54 studies grounded in conceptual, literature review and empirical research published between 1998 and 2020. Findings The articles included in the literature review on reverse mentoring research were summarized according to journal publications, research methodologies, contextual settings, theoretical framework, purpose and outcomes. Reverse mentoring studies are dominantly published in educational journals using primarily qualitative and conceptual approaches to explore both academic and business contexts within the USA and Europe. Theories frequently used to frame and examine the need of reverse mentoring included social exchange theory and leader-member exchange theory. The fundamental purpose of reverse mentoring research is to transfer knowledge and to bridge the technology divide between intergenerational groups. Reverse mentoring has been used to promote inclusivity between multiple generations in relation to gender, ethnicity and culture. Originality/value As per the knowledge, this is the first-ever comprehensive English summary of reverse mentoring research done in the past two decades. Findings from this research can be used to better understand reverse mentoring research trends and directions.

Do “rising stars” avoid risk?: status-based labels and decision making

2014 ◽  
Vol 35 (2) ◽  
pp. 121-136 ◽  
Author(s):  
Igor Kotlyar ◽  
Leonard Karakowsky ◽  
Mary Jo Ducharme ◽  
Janet A. Boekhorst
Keyword(s):  
Decision Making ◽  
Corporate Strategy ◽  
Business Students ◽  
Risk Tolerance ◽  
High Potential ◽  
Future Research ◽  
High Status ◽  
Negative Effects ◽  
Risky Decision ◽  
Content Type

Purpose – The purpose of this paper is to empirically examine how status-based labels, based on future capabilities, can impact people's risk tolerance in decision making. Design/methodology/approach – In this paper the authors developed and tested theoretical arguments using a set of three studies employing a scenario-based approach and a total of 449 undergraduate business students. Findings – The findings suggest that labeling people in terms of future capabilities can trigger perceptions of public scrutiny and influence their risk preferences. Specifically, the results reveal that individuals who are recipients of high-status labels tend to choose lower risk decision options compared to their peers. Research limitations/implications – The study employed scenarios to examine the issue of employee labeling. The extent to which these scenarios have truly captured the dynamics of labeling is questionable, and future research should employ a field-based study to examine whether the reported effect can be observed in a “real” work context. Practical implications – Organizations are concerned about their future leadership capacity and often attempt to grow leadership talent by identifying high-potential employees early on. The results of this study suggest that such practice may have an unintentional negative effect of reducing high-potentials’ tolerance toward risky decision making, thus potentially impacting these future leaders’ decision making in the realm of corporate strategy, R&D, etc. Originality/value – The issue of how labeling individuals in terms of future capabilities can impact their risk preference has been largely ignored by organizational research. This paper suggests that the popular practice of identifying high-potential employees may have unintentional negative effects by lowering their risk tolerance.

The propensity to business startup

2017 ◽  
Vol 9 (3) ◽  
pp. 263-285 ◽  
Author(s):  
Abdul Rahim Abu Bakar ◽  
Syed Zamberi Ahmad ◽  
Norman S. Wright ◽  
Hazbo Skoko
Keyword(s):  
Control Variable ◽  
Binary Logistic Regression ◽  
Future Research ◽  
High Status ◽  
Content Type ◽  
Moderating Variables ◽  
Social Legitimacy ◽  
Gender And Education ◽  
Business Startup ◽  
Determining Factors

Purpose The purpose of this study is to assess the determining factors of entrepreneurial business startup in Saudi Arabia from an eclectic perspective. Design/methodology/approach Based on Global Entrepreneurship Monitor data of 2000 Saudi Arabian respondents, the study analyzes a multitude of individual factors which are classified into four groups: financial resources; social legitimacy; entrepreneurial personality; and entrepreneurial competencies. Gender and education are moderating variables influencing the relationship, whereas age is a control variable using binary logistic regression technique. Findings Out of ten hypotheses, only four hypotheses, namely, income, fear of failure, perception of high status and knowledge of other entrepreneurs, have a significant relationship with the possibility of a business startup. Originality/value Implications of these findings and directions for future research are discussed.

Leveraging human touch in service interactions: lessons from hospitality

2019 ◽  
Vol 30 (3) ◽  
pp. 392-409 ◽  
Author(s):  
David Solnet ◽  
Mahesh Subramony ◽  
Robert C. Ford ◽  
Maria Golubovskaya ◽  
Hee Jung (Annette) Kang ◽  
...  
Keyword(s):  
Social Exchange ◽  
Value Creation ◽  
Service Organizations ◽  
Configuration Model ◽  
Future Research ◽  
Adoption Of Technology ◽  
Content Type ◽  
Human Touch ◽  
Service Interactions

Purpose With the ever-increasing adoption of technology and automation radically changing the nature of service delivery, the purpose of this paper is to explore the role of human touch, introducing hospitable service as an enhancement for value creation in service organizations. Design/methodology/approach Drawing on management, social sciences and hospitality literatures, a four-configuration model is presented to illustrate dimensions which arise from the confluence of different degrees of relationship orientation – shared mental models held by the host organization (self- or other-oriented), and guests’ service preferences (transactional or relational). Findings A theoretically grounded model of configurations resulting from variations on three key dimensions is offered. These are: employee organization relationships – social exchange processes governing the interactions between employees and their employers; HRM systems – internally consistent combinations of HR practices; and tech-touch trade-off – prioritization of technology vs employees to deliver services. Research limitations/implications Embedding hospitable service as a construct to support the leveraging of human touch in service organizations opens up new research opportunities including avenues to further conceptualize the nature and dimensions of hospitable service. Future research that supports further understanding about the role of human touch and value creation in service organizations is proposed. Practical implications Through the value-enhancing capability of human in the service encounter, firms can be enabled to accurately position themselves in one of the four relational configurations on offer and then identify opportunities for managers to leverage human touch to combat the diminishing role of the human touch in a technology-ubiquitous service context. Originality/value This is among the first papers to explore the influence of technology on the degree of human touch in the interface between hospitality employee and customer, and to develop a configuration model through which researchers and practitioners can operate during this declining era of human to human service interactions.

scholarly journals Seeking and Ensuring Interdependence: Desiring Commitment and the Strategic Initiation and Maintenance of Close Relationships

2019 ◽  
Vol 46 (1) ◽  
pp. 36-50 ◽  
Author(s):  
Kenneth Tan ◽  
Christopher R. Agnew ◽  
Benjamin W. Hadden
Keyword(s):  
Romantic Relationship ◽  
Close Relationships ◽  
Positive Relationship ◽  
Interactive Effect ◽  
Relationship Commitment ◽  
Future Research ◽  
Research Directions ◽  
Attitudes And Behaviors ◽  
Relationship Outcomes ◽  
Future Research Directions

The current research offers and examines the concept of commitment desirability, defined as the subjective desire to be involved in a committed romantic relationship at a given time. In pursuing their desire for a committed romance, how do individuals high in commitment desirability strategically ensure success? We suggest that high perceived partner commitment is sought by individuals who themselves desire to be involved in a committed relationship. In three studies involving individuals both currently involved and not involved in a relationship, we found support for the hypothesized interactive effect of commitment desirability and perceived partner commitment, such that greater commitment desirability was associated with more positive relationship outcomes, especially when partners were perceived to be high in commitment. The present research suggests that commitment desirability is a meaningful predictor of relationship attitudes and behaviors. Implications for understanding relationship commitment as well as future research directions are discussed.

The role of Guanxi on international business-to-business relationships: a systematic review and future directions

2019 ◽  
Vol 35 (7) ◽  
pp. 1125-1140 ◽  
Author(s):  
Birce Dobrucalı
Keyword(s):  
Systematic Review ◽  
Social Exchange ◽  
International Business ◽  
Future Research ◽  
Research Directions ◽  
Content Type ◽  
Future Research Directions ◽  
The Subject ◽  
The Impact ◽  
Business To Business

Purpose This paper aims to provide a comprehensive and systematic review of the extant empirical body of knowledge regarding the impact of Guanxi on international Business-to-Business (B-to-B) relationships. Design/methodology/approach After the collection and refinement of studies that appeared in marketing, business and management literature during 1995-2018 period, a systematic review was conducted to discover the current situation and future research directions on the subject. Findings Theoretically, vast majority of the reviewed studies lacked a theoretical foundation, with the remainder anchored primarily on the resource-based view, social network theory and social exchange theory. Methodologically, Ganqing, Xinren and Mianzi are the most frequently investigated dimensions, whereas Renqing is the least investigated dimension. Data are mostly obtained from both Chinese and Western counterparts through survey and analyzed through univariate and multivariate data analysis techniques. Empirically, extant research focused on many diverse outcomes including trust, financial performance, cooperation, satisfaction, time orientation, opportunism and liability of foreignness, while under-examining the drives of Guanxi. Research limitations/implications This study provides a synthesis of extant line of research on the subject that are published in peer-reviewed international journals, which publish research in English. A meta-analysis may be conducted for providing a further detailed framework. Originality/value This study contributes to international marketing literature by providing an in-depth and synthesized inventory of knowledge to scholars; deriving a comprehensive analysis of theoretical foundations, methodological approaches and findings addressed by scholars in the field; noticing theoretical, methodological and empirical gaps to be examined; and providing future research directions.

Economic sociology and the ARA interaction model

2015 ◽  
Vol 30 (5) ◽  
pp. 472-485 ◽  
Author(s):  
Matevz Raskovic
Keyword(s):  
Economic Sociology ◽  
Interaction Model ◽  
Future Research ◽  
Business Relationships ◽  
Model Framework ◽  
Research Directions ◽  
Content Type ◽  
B2b Marketing ◽  
Marketing Literature ◽  
Future Research Directions

Purpose – The purpose of this paper is to apply an economic sociology perspective to the activity–resource–actor (ARA) interaction model for business relationships. Interaction has been chosen as a conceptual domain where economic sociology has a particularly high potential to advance business-to-business (B2B) marketing in terms of its future research directions. Design/methodology/approach – The paper provides a structured account of economic sociology through the description of eight key economic sociology concepts and discussion of the structuration theory. This is followed by an overview of the usage of the eight key economic sociology concepts in current B2B marketing research, and concludes with outlining eight specific future research directions which guide future research on interaction in business relationships. Findings – Eight economic sociology concepts are identified: embeddedness, networks, institutions, power, social capital, identity, social structures and cognition. An overview of the application of these constructs within the B2B marketing literature shows how most of them are used as metaphors with a gap in understanding their economic sociology background. Research limitations/implications – Future research directions are described individually, do not include potential interaction effects and are developed within the ARA interaction model framework. Given the conceptual nature of the paper, it does not provide any empirical data and illustrations related to any of the eight key economic sociology concepts. Originality/value – The paper answers a call for a wider integration of economic sociology into the B2B marketing literature. It provides a systematic eight-concept economic sociology framework to be used by B2B marketing theorists and researchers. The paper finishes with eight concrete future research directions through which an economic sociology perspective can help advance B2B marketing theory and business relationship management practice. A brief discussion of managerial implications is also provided at the end.

What good soldiers are made of: the role of personality similarity

2015 ◽  
Vol 30 (8) ◽  
pp. 1003-1018 ◽  
Author(s):  
Jennifer YM Lai ◽  
Simon SK Lam ◽  
Cheris WC Chow
Keyword(s):  
Social Integration ◽  
Social Exchange ◽  
Organizational Citizenship Behavior ◽  
Positive Impact ◽  
Future Research ◽  
Research Attention ◽  
Content Type ◽  
Personality Similarity ◽  
The Impact ◽  
Role Behaviors

Purpose – Previous studies have often yielded mixed results in relation to the similar-to-me effect on extra-role behaviors. Based on social exchange theory, the purpose of this paper is to uncover the contribution of personality similarity to organizational citizenship behavior (OCB), a type of extra-role behaviors. Design/methodology/approach – Questionnaire surveys were conducted in a multinational bank in Hong Kong. The participants were matched sample of 403 customer service representatives from 81 teams and their corresponding team supervisors. Findings – Personality similarity to peers and supervisors had a positive impact on individual OCB (OCB-I) and organizational OCB (OCB-O), respectively, through better communication and social integration. Moreover, personality similarity to peers was related only to OCB-I, whereas personality similarity to supervisor was associated only with OCB-O. Research limitations/implications – Subordinates perform different facets of OCB depending on the subjects they are similar to in terms of personality. Being similar to others could facilitate communication and social integration, which in turn promote OCB targeted at similar individuals. The importance of distinguishing the similarity effects of peers and supervisors separately as well as scrutinizing the effects of different forms of OCB warrants future research attention. Practical implications – Managers can promote OCB by enhancing communication and social integration among employees and supervisors. Social implications – As OCB enhances organizational effectiveness, the economic development of society in general will eventually benefit from having more effective organizations. Originality/value – This study addresses the inconsistent findings of previous studies regarding the impact of similarity on OCB. It demonstrates the contribution of personality similarity to OCB beyond the confounding effects of judgment bias. It also advances theory by studying personality similarity to peers in addition to the commonly studied similarity to supervisors.

Vouching for childcare assistance with two quasi-experimental studies

2014 ◽  
Vol 29 (8) ◽  
pp. 994-1008 ◽  
Author(s):  
Nicole L. Gullekson ◽  
Rodger Griffeth ◽  
Jeffrey B. Vancouver ◽  
Christine T. Kovner ◽  
Debra Cohen
Keyword(s):  
Field Study ◽  
Social Exchange ◽  
Employee Performance ◽  
Small Sample Size ◽  
Experimental Studies ◽  
Small Sample ◽  
Health Care Facilities ◽  
Future Research ◽  
Content Type ◽  
Assistance Programs

Purpose – Human resource management (HRM) practices are implemented to improve outcomes, such as reducing turnover, absenteeism, and improving performance. Using social exchange theory (SET), the purpose of this paper is to examine one HRM practice that has received less attention by researchers: employer-sponsored childcare assistance programs. Design/methodology/approach – Study 1 – a field study compared three groups of hospital employees’ (n=148) attitudes and behaviors using MANCOVA/ANOVA over two time periods. Study 2 – using a field study, on-site and voucher childcare assistance programs were evaluated in terms of the cost to the organization and the relationship to attitudinal variables. Findings – Study 1 – results indicated that employee performance was higher and absenteeism lower for employees using the on-site childcare center than employees using an off-site center or with no children. Although the attitudinal results did not align with hypotheses, they were not inconsistent with SET. Study 2 – results indicate that childcare assistance programs may be a beneficial HRM practice for organizations to implement. Research limitations/implications – One limitation of Study 1 is the small sample size. Future research should continue to examine how employee benefits like childcare programs affect employees, as well as examine how such benefits differentially employees who value and do not value the benefits. In Study 2, although the authors randomly selected the sample of on-site and voucher programs, the health care facilities self-selected themselves to participate in the program and selected the type of childcare program, a potential source of bias. Future research should examine childcare assistance programs and their impact on work-family balance and strain-based conflict in a wider variety of samples. Practical implications – Implications for research and practice: Both studies offer researchers a “next step” in the evaluation of childcare assistance research. Additionally, these studies are of practical value to administrators/researchers in organizations who may be considering vouchers or on-site programs as they relate such programs to organizational outcomes. Originality/value – The first study is one of the few studies on this topic to use a field design with two time points and with multiple behaviors and attitudes. The second study provides a descriptive comparison of two types of childcare assistance programs, a comparison made by few studies to date.

Sign in / Sign up

Export Citation Format

Share Document