The underlying states of salesperson product buy-in and product strategy buy-in

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jessica Zeiss ◽  
Joseph Chapman
Keyword(s):  
Affective State ◽  
Affective States ◽  
Product Strategy ◽  
Content Type ◽  
Cognitive States ◽  
Managerial Training ◽  
Sales Behavior ◽  
Axial Coding ◽  
Disconfirming Evidence

Purpose The purpose of this study is to collect data that allows researchers to capture both affective and cognitive buy-in influenced by both product and product strategy targets. Design/methodology/approach Analysis of 13 salesperson interviews followed the cluster and axial coding of grounded theory interview protocol. Findings This study finds two types of buy-in that are uniquely contingent on the target, and for which are influenced by both cognitive and affective states of being. Additionally, it finds that either affective or cognitive states of being can both drive and inhibit salesperson buy-in of either target. While the targets of buy-in appear to be mutually exclusive, the cognitive nature of disconfirming evidence appears to directly inhibit both targets of buy-in while also resulting in negative affect. Research limitations/implications Further study that uncovers the causal role of an affective state inhibiting buy-in after the introduction of disconfirming evidence is warranted. Practical implications Managerial training and messaging approaches for achieving the two buy-in targets will likely differ or focus on only one type for efficient training. Originality/value This study is the first to examine the simultaneous effects of the two underlying states of cognition and affect on buy-in development. It is found that the two states can influence each other to stunt buy-in. The present study contributes to sales behavior literature by allowing the possibility of a sequence of states that stunt buy-in, positioning simultaneous examination is vital to the conceptualization of buy-in.

Religio-centric product strategy on marketing performance

2020 ◽  
Vol 22 (2) ◽  
pp. 181-203
Author(s):  
Hendar Hendar ◽  
Moch. Zulfa ◽  
Alifah Ratnawati ◽  
Mulyana Mulyana
Keyword(s):  
Brand Management ◽  
Customer Relationship ◽  
Marketing Capability ◽  
Product Strategy ◽  
Content Type ◽  
Marketing Performance ◽  
Management Capability ◽  
The Relationship ◽  
Positive Effect

Purpose The purpose of this paper is to investigate and test the role of religio-centric product strategy (RPS) in mediating the relationship among marketing innovativeness (MI), market sensing capability (MSC), customer relationship management capability (CRMC) and brand management capability (BMC) with marketing performance (MP) in a religious-based industry. This is in accordance with the conditions of Indonesian religious people and the increasing demand for Muslim fashion products. Design/methodology/approach This paper selected 330 small fashion businesses in Indonesia and tested the regressive relations of the 6 constructs. Findings The findings showed that MI, MSC, CRMC and BMC have a positive effect on RPS and RPS also has a positive effect on MP, so that RPS acts as mediation in the relationship among MI, MSC, CRMC and BMC with MP. Research limitations/implications In-depth research on other dimensions of the role of antecedent variable of RPS, such as NPD capability, specialized marketing capability, resource reconfiguration marketing capability, architectural marketing capability and marketing resources that are interesting to discuss (Morgan, 2012), has not been done in research. Originality/value By examining the literature on dynamic capability, marketing strategy, entrepreneurship and business performance, this paper offers a unique analysis of dynamic marketing capability and its impact on product strategy and MP in religious-based industries.

Not bad, just unhappy: diminished well-being as a motive for interpersonal deviance

2018 ◽  
Vol 39 (1) ◽  
pp. 66-81 ◽  
Author(s):  
Gergana Markova
Keyword(s):  
Social Acceptance ◽  
Affective State ◽  
Well Being ◽  
Content Type ◽  
Deviant Behaviors ◽  
Discipline Policies ◽  
Interpersonal Deviance ◽  
The Relationship ◽  
Intentional Acts

Purpose The purpose of this paper is to investigate the relationship between diminished employee well-being and interpersonal deviance. Design/methodology/approach In a survey, 380 employees from 107 organizations were asked about their psychological and social well-beings. Participants reported their experiences of irritation, depression and anxiety for psychological well-being. A modified scale of social well-being captured participants’ scores on social integration and social acceptance. Respondents also self-reported incidents of interpersonal deviance against coworkers. Findings The results demonstrate that only irritation, not depression or anxiety, was positively related to interpersonal deviance. Socially accepting individuals were less likely to engage in deviant acts against their coworkers. Furthermore, respondents scoring high on both neuroticism and depression were reporting more acts of interpersonal deviance. Research limitations/implications Based on these findings, the role of intent in the study of workplace deviance is discussed. Practical implications The findings of this study suggest that diminished well-being can be a catalyst for other negative outcomes in the workplace. Management should be concerned with the affective state of employees as the experiences of one person may translate into experiences for others. Given the complexity of human experiences, decision makers in organizations should consider emotional state and experiences in developing practices for deviance prevention. Attention and intervention initiatives devoted to improving well-being and social health of employees might be more effective than discipline policies. Originality/value Deviant behaviors are often conceptualized as intentional acts. The findings of this research paper provide some evidence that factors other than harmful intend may motivate transgressions against coworkers.

scholarly journals Effects of consumers’ construal levels on post-impulse purchase emotions

2019 ◽  
Vol 38 (3) ◽  
pp. 269-282 ◽  
Author(s):  
Taku Togawa ◽  
Hiroaki Ishii ◽  
Naoto Onzo ◽  
Rajat Roy
Keyword(s):  
Online Survey ◽  
Research Question ◽  
Affective State ◽  
Impulse Buying ◽  
Affective States ◽  
Content Type ◽  
Construal Levels ◽  
Impulse Purchase ◽  
Post Purchase ◽  
Important Research Question

Purpose The purpose of this paper is to examine how abstract vs concrete mindsets impact consumers’ post-purchase affective states. Drawing on construal level theory, the study examines when consumers experience “pleasure” or “guilt” after impulse buying. Design/methodology/approach The basic premises of this research was tested using multiple studies. Study 1 was conducted in the field, the second study engaged an online survey, while the third study used a laboratory experiment. Findings After impulse buying, consumers with abstract mindsets reported strong feelings of pleasure, whereas those with concrete mindsets experienced profound guilt. Research limitations/implications Research on affective responses (i.e. pleasure and guilt) following impulse purchase is limited. However, the present study helps understand an important research question: when do consumers feel pleasure (or guilt) after impulse buying? Practical implications Marketers can frame messages that align with abstract mindsets to enhance pleasure and reduce guilt after impulse buying. Social implications Policymakers can persuade consumers to refrain from making impulsive decisions through communication that reminds them of past impulse purchase behaviour, by triggering a concrete mindset. Originality/value This research extends the literature on post-purchase effects by demonstrating that consumers’ mindsets determine the intensity of their affective state after impulse buying.

How game difficulty and ad framing influence memory of in-game advertisements

2019 ◽  
Vol 36 (1) ◽  
pp. 1-11 ◽  
Author(s):  
Frank Dardis ◽  
Mike Schmierbach ◽  
Brett Sherrick ◽  
Britani Luckman
Keyword(s):  
Video Game ◽  
Real World ◽  
Affective State ◽  
Affective Response ◽  
Background Music ◽  
Related Factor ◽  
Content Type ◽  
Cognitive States ◽  
Post Test ◽  
Gain Loss

Purpose In-game advertising continues to increase in importance for both industry and academia. However, game difficulty – an important, real-world factor – has received little attention as a specific game-related factor that might impact the effectiveness of in-game advertisements. This study aims to investigate the influence of game difficulty on players’ affective response and subsequent memory of in-game ads, which were presented as either gain- or loss-framed messages. Design/methodology/approach Three experiments were conducted. Study 1 and Study 3 implemented a 2 (difficulty: easy/difficult) × 2 (ad framing: gain/loss) design. Study 2 implemented a 2 (background music: calm/stressful) × 2 (ad framing: gain/loss) design. All experiments took place in a research laboratory in which participants consented to the study, completed a pre-test questionnaire, played a video game, completed a post-test questionnaire and were debriefed. Findings More difficult game play led to greater negative affective response. A different game-based attribute – background music – did not influence affective response. A significant interaction in Study 1 revealed that brand recognition increased as players in a more negative affective state were exposed to the loss-framed message. The results were explained to occur via the congruency effects that game difficulty exerts on players’ affective and cognitive states. Originality/value The studies are the first to incorporate both videogame difficulty and ad framing into one study, which two real-world factors that can influence advertising’s effectiveness. Theoretical and practical implications are discussed.

Budgetary practices in a Tanzanian University: Bourdieu's theory

2020 ◽  
Vol 32 (3) ◽  
pp. 399-420
Author(s):  
Tausi Ally Mkasiwa
Keyword(s):  
Financial Resources ◽  
Content Type ◽  
Conservative Strategy ◽  
Theoretical Concepts ◽  
The Social ◽  
Axial Coding ◽  
Calculative Practices ◽  
University Setting ◽  
Practical Implications

PurposeThis paper explores budgetary practices in a Tanzanian university after decentralization.MethodologyData were collected through interviews, document analysis, and observation. Moreover, Bourdieu's theory was used in open and axial coding procedures for data analysis.FindingsThe findings show that decentralized budgeting was a disillusionment. Administrators failed to transfer financial authority to resource recipients. Budgetary practices were shaped by the social structure/budget cycle (field), resources possessed by budgetary actors (capital) and the sincerity patterns of actors in budgetary practices (habitus). Most resource recipients had insincerity in budgeting habitus deploying subversive strategy, while the minority had sincerity in budgeting habitus, deploying submissive strategy. On the other hand, administrators had sincerity and insincerity in budgeting habitus, deploying conservative strategy.Practical implicationsIn order to enhance effective decentralization, resource recipients should be provided with adequate financial resources and budgeting skills. Furthermore, they should be trusted and recognized. Moreover, in order to shape budgeting strategies and practices towards achieving organizational objectives, managements should identify and work on internal, external and technical budgetary constraints. In addition, they should promote sincerity in budgeting habitus as habitus can be created, altered, and reproduced through knowledge.Originality/ValueThis is the first paper to investigate budgetary practices in a university setting, employing all Bourdieu's six theoretical concepts. It contributes to Bourdieu's theory by introducing a submissive strategy. In addition, it introduces “episteme” concept as the opposite of “doxa.” Moreover, the paper responds to the call by Deering and Sá (2018) to investigate what guides budgetary practices in a university setting. The paper has also demonstrated the role of approval organs and subordinates which were neglected in prior studies. It proposes a theory of budgetary practice in a University setting when budgeting is decentralized. It thus responds to the call to investigate and theorize the role of actors in calculative practices (such as budgeting) in a University setting (Argento et al., 2020; Aleksandrov, 2020; Grossi et al., 2020; Ozdil and Hoque, 2017).

scholarly journals Effects of Affective State on Episodic Memory Retrieval

2014 ◽  
pp. 1-8
Author(s):  
Asheek Mohammad Shimul ◽  
Md Rakibuil Hasan
Keyword(s):  
Episodic Memory ◽  
Negative Mood ◽  
Affective State ◽  
Emotional States ◽  
Test Results ◽  
Affective States ◽  
Immediate Recall ◽  
Neutral Mood ◽  
Healthy Participants

Attention Readers and Researchers "PDF version of this article has been modified two to three times due to problems with one figure and with missing words in the title. The final version of the PDF was last updated on September 27, 2014. We apologise for the inconvenience this might cause."AbstractThe role of emotion in memory recollection has been an arguable issue for a decade. Episodic memory is very triggering in our day to day life and so as our affective states. Present study was conducted to see whether positive, negative and neutral emotional states (affective states) have any effect in recollecting emotion congruent or incongruent episodic memory. Words of positive, negative, or neutral were presented to the participants either in positive, negative, or neutral mood and immediate recall was used in this present experiment. It was hypothesized that congruent mood would enhance better episodic memory recollection than incongruent mood. A total of 36 adult healthy participants were selected for this experiment following an incidental sampling techniques and they were divided into two contrasting groups namely, congruent and incongruent following purely on the basis of chance. Phases of stimulus presentations were counterbalanced. Different images were used to manipulate affective states of the respondents, and different positive (18 words), negative (18 words) and neutral (18 words) words were used as stimulus. Results were analyzed using paired t test. Results revealed that negative mood enhance negative word retrieval (t = 2.159, p <0.05) but not positive words. Findings were discussed in the light of current theories of episodic memory recollection. DOI: http://dx.doi.org/10.3329/jbayr.v2i1.20536 Journal of the Bangladesh Association of Young Researchers (JBAYR): Vol.2(1), 2012 & 2013: 1-8

The role of attentional processes in children's prosocial behavior with peers: Attention shifting and emotion

2003 ◽  
Vol 15 (2) ◽  
pp. 313-329 ◽  
Author(s):  
BEVERLY J. WILSON
Keyword(s):  
Prosocial Behavior ◽  
Affective State ◽  
First Grade ◽  
Emotional Behavior ◽  
Affective States ◽  
Attention Shifting ◽  
Attentional Processes ◽  
Attentional Shifting ◽  
Shifting Attention

This study evaluated the role of attentional shifting in children's prosocial behavior with peers. Participants were 27 aggressive/rejected and 27 nonaggressive/popular kindergarten and first grade boys and girls. Children's ability to shift attention from one affective state to another was assessed during: (a) a computerized task that required shifting attention between different affective events (i.e., the Children's Attentional Shifting Task, CAST) and (b) an analogue entry task with unacquainted peers. Children's latency for sharing with peers was assessed after they experienced failure during the entry task. Aggressive/rejected children had significant difficulty shifting attention from negative to positive affect during the CAST and were slower to share after experiencing entry failure. In general, aggressive/rejected children were less able to regulate their behavior effectively after experiencing social failure. Girls, regardless of status, had less difficulty than boys shifting attention from one affective state to another during the CAST. In addition, children's social status/aggressiveness, their ability to regulate emotional behavior after social failure and to shift attention effectively on the CAST predicted approximately 31% of the variance in their latency to share. These findings suggest that the ability to shift attention between different affective states plays a significant role in children's prosocial behavior with peers.

Does relationship communication matter in B2C service relationships?

2016 ◽  
Vol 30 (2) ◽  
pp. 186-200 ◽  
Author(s):  
M.S. Balaji ◽  
Sanjit Kumar Roy ◽  
Khong Kok Wei
Keyword(s):  
Retail Banking ◽  
Partial Least Square ◽  
Relationship Development ◽  
Least Square ◽  
Affective States ◽  
Content Type ◽  
Order Construct ◽  
Path Modelling ◽  
Relationship Communication

Purpose Given the role of communication in relationship development and maintenance, the purpose of this study is to examine the multidimensional nature of relationship communication and examine its association with customers’ cognitive and affective states (consisting of trust, intimacy and image) and relationship commitment. Design/methodology/approach A set of hypotheses is developed based on review of the literature. The hypotheses are tested empirically using partial least square path modelling on survey data collected from users of retail banking services. Findings Results show that relationship communication is a second-order construct consisting of the first-order factors of clarity, pleasantness, responsiveness and language. The findings suggest that service firm’s communications influence customers’ cognitive and affective states, which, in turn, affects customer’s commitment towards the firm. Practical implications The study provides useful insights to both researchers and practitioners on the role of relationship communication in relationship development and maintenance. Through investigation of the relationship communication dimensions, an optimum communication mix can be achieved to deliver messages in an effective way to the customers. Originality/value The contribution of the study lies in proposing and testing relationship communication as a higher-order construct and explicating its role in developing committed customers.

scholarly journals Evaluating emotion visualizations using AffectVis, an affect-aware dashboard for students

2017 ◽  
Vol 10 (2) ◽  
pp. 107-125 ◽  
Author(s):  
Leony Derick ◽  
Gayane Sedrakyan ◽  
Pedro J. Munoz-Merino ◽  
Carlos Delgado Kloos ◽  
Katrien Verbert
Keyword(s):  
Affective State ◽  
Real Life ◽  
Emotional Awareness ◽  
Ease Of Use ◽  
Perceived Usefulness ◽  
Affective States ◽  
Learning Context ◽  
Content Type ◽  
Study Approach ◽  
Visualization Techniques

Purpose The purpose of this paper is to evaluate four visualizations that represent affective states of students. Design/methodology/approach An empirical-experimental study approach was used to assess the usability of affective state visualizations in a learning context. The first study was conducted with students who had knowledge of visualization techniques (n=10). The insights from this pilot study were used to improve the interpretability and ease of use of the visualizations. The second study was conducted with the improved visualizations with students who had no or limited knowledge of visualization techniques (n=105). Findings The results indicate that usability, measured by perceived usefulness and insight, is overall acceptable. However, the findings also suggest that interpretability of some visualizations, in terms of the capability to support emotional awareness, still needs to be improved. The level of students’ awareness of their emotions during learning activities based on the visualization interpretation varied depending on previous knowledge of information visualization techniques. Awareness was found to be high for the most frequently experienced emotions and activities that were the most frustrating, but lower for more complex insights such as interpreting differences with peers. Furthermore, simpler visualizations resulted in better outcomes than more complex techniques. Originality/value Detection of affective states of students and visualizations of these states in computer-based learning environments have been proposed to support student awareness and improve learning. However, the evaluation of visualizations of these affective states with students to support awareness in real life settings is an open issue.

What makes a brand interesting? Why care?

2020 ◽  
Vol 37 (5) ◽  
pp. 501-510
Author(s):  
Aliosha Alexandrov ◽  
Birgit Leisen Pollack
Keyword(s):  
Literature Review ◽  
Purchase Intention ◽  
Affective State ◽  
Operational Definition ◽  
Future Research ◽  
Affective States ◽  
Content Type ◽  
Brand Familiarity ◽  
Functional Aspects ◽  
Definition Of

Purpose Despite the common understanding of what interestingness is, few people can explain what makes something interesting. The purpose of this paper is to explore the theoretical foundation of interestingness and test if it has merit in the branding context. It aims to help practitioners understand how to make a brand interesting and what outcomes to expect from it. Design/methodology/approach Three preliminary studies (Studies 1, 2 and 3) provide proof of concept. Study 4 tests the antecedences and outcomes of brand interestingness (BI) across 66 brands by accounting for individual and brand variations. Study 5 examines the moderating effects of brand use and brand familiarity on BI and its outcomes. Findings A broad literature review reveals that interestingness is an emotion and is, therefore, an affective state. The findings from two exploratory studies show that customers naturally associate interestingness with specific brands and interesting brands are associated with novelty. Study 3 demonstrates that from all affective states arising from the evaluation of a brand (i.e. easiness, pleasantness, interestingness, challenge and difficulty), BI has the highest effect on purchase intention (PI). Study 4 demonstrates that the antecedents of BI are the novelty associated with the symbolic and functional aspects of a brand, and also the ability to cope with those novelty components. Two positive outcomes of BI are PI and word of mouth (WOM). Study 5 demonstrates that brand familiarity and brand use moderate the effect of BI on purchase intent and WOM. The research concludes with an operational definition of the BI concept and future research suggestions. Originality/value The research introduces the interesting concept in the brand context. Based on a broad literature review and several studies, it identifies the antecedents and outcomes of BI. It helps practitioners understand how they can increase the interestingness of brands and what outcomes to expect.

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