EXPRESS: Salesperson Dual Agency in Price Negotiations

2020 ◽  
pp. 002224292097461
Author(s):  
Justin M. Lawrence ◽  
Lisa K. Scheer ◽  
Andrew T. Crecelius ◽  
Son K. Lam
Keyword(s):  
Boundary Condition ◽  
Agency Theory ◽  
Role Conflict ◽  
Secondary Data ◽  
Dual Roles ◽  
Effective Agent ◽  
Dual Agency ◽  
Price Negotiations

When should B2B firms encourage their salespeople to advocate for the customer in pricing negotiations? This research extends dual agency theory to the sales domain to address this question. In Study 1, the authors examine discount negotiations with secondary data from a major U.S. industrial distributor. They find that the customer and seller both experience the most favorable outcomes when the salesperson engages in both customer advocacy toward the seller and seller advocacy toward the customer; either type of advocacy alone is counterproductive. Study 2 confirms these results using matched survey, pricing, and profit data and demonstrates a key boundary condition: broad customer–seller ties enable the synergy between customer advocacy and seller advocacy by enhancing the firms’ abilities to monitor the salesperson. In Study 3, experiments with B2B buyers replicate key findings and provide evidence for theorized mechanisms. This research emphasizes the interdependence between the salesperson’s dual roles and demonstrates how the salesperson can serve as an effective agent of both the customer and seller, thereby mitigating challenges associated with role conflict.

Magnetic Properties of xCeO2•(50 − x) PbO•50B2O3 Glasses and Glass Ceramics

2017 ◽  
Vol 13 (1) ◽  
pp. 4486-4494 ◽  
Author(s):  
G.El Damrawi ◽  
F. Gharghar
Keyword(s):  
Magnetic Properties ◽  
Large Scale ◽  
Glass Ceramics ◽  
Magnetic Behavior ◽  
Crystal Formation ◽  
Dual Roles ◽  
Effective Agent ◽  
Ordered Structures ◽  
Essential Change

Cerium oxide in borate glasses of composition xCeO2·(50 − x)PbO·50B2O3 plays an important role in changing both microstructure and magnetic behaviors of the system. The structural role of CeO2 as an effective agent for cluster and crystal formation in borate network is clearly evidenced by XRD technique. Both structure and size of well-formed cerium separated clusters have an effective influence on the structural properties. The cluster aggregations are documented to be found in different range ordered structures, intermediate and long range orders are the most structures in which cerium phases are involved. The nano-sized crystallized cerium species in lead borate phase are evidenced to have magnetic behavior.  The criteria of building new specific borate phase enriched with cerium as ferrimagnetism has been found to keep the magnetization in large scale even at extremely high temperature. Treating the glass thermally or exposing it to an effective dose of ionized radiation is evidenced to have an essential change in magnetic properties. Thermal heat treatment for some of investigated materials is observed to play dual roles in the glass matrix. It can not only enhance alignment processes of the magnetic moment but also increases the capacity of the crystallite species in the magnetic phases. On the other hand, reverse processes are remarked under the effect of irradiation. The magnetization was found to be lowered, since several types of the trap centers which are regarded as defective states can be produced by effect of ionized radiation. 

scholarly journals Inward internationalisation and cross-border acquisitions by EMNEs: The moderating role of ownership heterogeneity

2021 ◽  
Author(s):  
◽  
Sharmistha Chowdhury
Keyword(s):  
Boundary Condition ◽  
Agency Theory ◽  
Ownership Structure ◽  
Multinational Enterprises ◽  
Entry Mode ◽  
Institutional Ownership ◽  
Organisational Learning ◽  
Experiential Knowledge ◽  
Cross Border ◽  
The Impact

<p>Unlike Advanced Economy Multinational Enterprises (AMNEs), Emerging Economy Multinational Enterprises’ (EMNEs) dominant participation in international trade and investment is a recent phenomenon. Still, EMNEs are found to adopt bold strategies in the early stages of their internationalization and show path departure in the selection of their entry mode, such as cross border acquisition (CBA). CBA is not only a widely adopted EMNE internationalisation strategy but also distinguished EMNA internationalisation behaviour from that of AMNEs. CBA, entailing a high level of risk, requires considerable experiential knowledge that EMNEs lack. This knowledge deficit increases the perceived cost and risk associated with internationalisation and decreases the likelihood of engaging in foreign investment. There is a gap in the knowledge around how EMNEs compensate for their lack of experiential knowledge and how this experiential knowledge influences EMNEs’ adoption of CBA. Drawing from organisational learning as a theoretical lens, this study proposes that learning from inward internationalisation facilitates EMNEs’ CBA decisions. From an organisational perspective, experiential knowledge, especially externally sourced, is valuable when the acquired knowledge fits the recipient organisations’ existing dominant logic and values. Therefore ownership structure, such as family, institutional or corporate ownership, acts as a boundary condition and may influence the impact of inward internationalisation on CBA decisions. This idea is grounded in agency theory. This study argues that EMNEs compensate for their lack of internationalisation experiential knowledge through inward internationalisation (externally sourced experiential knowledge) which serves as a resource based antecedent leading EMNEs to make risky CBA decisions. Further, from an agency theory perspective, the study proposes that inward internationalisation – CBA relationships are likely to vary for different types of ownership categories.  The study uses a quantitative approach to test the hypotheses in an Indian context. India, being a large emerging economy, provides an appropriate backdrop to test the study’s conceptual model. For this study, a sample of 369 CBAs conducted by 205 public listed companies from 2009 to 2017 was collected from the SDC platinum database. The sample generated a panel of 1845 firm-year observations. Through a negative binomial regression analysis, it is found that inward internationalisation has a positive impact on the likelihood of Indian MNEs’ CBA decision. Regarding the moderating effect of ownership, it is found that family ownership reduces the impact of inward internationalisation, whereas foreign institutional ownership increases the impact of inward internationalisation. No moderating effects are found for domestic institutional ownership, nor are they found for domestic or foreign corporate ownerships.  This research contributes to the understanding of the EMNEs’ risky internationalisation behaviour through CBA. The present study adds to this stream of research by focusing on inward internationalisation and ownership structure influencing risky CBA decisions. In doing so, it contributes to organisational learning literature by suggesting that the impact of experiential knowledge may not necessarily be the same across the firms. This heterogeneity is attributable to EMNEs (knowledge acquiring organisation) who show varying motives, objectives and governance structure depending on their ownership structure. By examining the boundary condition of ownership heterogeneity, this study also contributes to Principal–Principal (PP) agency theory that ownership concentration along with owner’s identity is not only confined to strategy formulation but also extends to entry mode (CBA) decisions. Goal incongruence due to PP conflict between owners also decides whether experiential knowledge acquired from inward internationalisation fits with the firms or not in the resulting CBA decision. Finally, this study provides deep insights on different owners’ attitudes and their supporting or confining roles in moderating the impact of inward internationalisation on Indian EMNEs’ risk-taking behaviour during internationalisation.</p>

scholarly journals PENGARUH PROFITABILITAS, UMUR PERUSAHAAN DAN UKURAN PERUSAHAAN TERHADAP KETEPATAN WAKTU PENYAMPAIAN LAPORAN KEUANGAN PERUSAHAAN

2018 ◽  
Vol 26 (2) ◽  
pp. 144-157
Author(s):  
Widia Astuti ◽  
Teguh Erawati
Keyword(s):  
Agency Theory ◽  
Financial Reporting ◽  
Stock Exchange ◽  
Secondary Data ◽  
Financial Report ◽  
Efficient Performance ◽  
Food And Beverage ◽  
Report Data ◽  
Positive Effect ◽  
Corporate Financial Reporting

Financial information will have benefits if delivered on time to the wearer who is closely related to the agency theory (agency theory) where in the theory of this agency explained that the owner oversees the agency (employee) to perform more efficient performance. The value of timeliness of financial reporting is important for the level of benefit of the report. This study aims to test the profitability, age of the company and the size of the company to the timeliness of corporate financial reporting. The sample of this study consists of 13 food and beverage companies with 65 financial report data listed on the Stock Exchange 2012-2016. To test the hypothesis, used secondary data with purposive sampling method. Data analysis techniques used logistic regression analysis. After the data in the analysis, found that the profitability variable has a significance value of 0.045 means that the hypothesis X1 positive effect on timeliness of corporate financial reporting due to the significance value less than 0.05. Variable of company age have significance value equal to 0,066 and company size have significance value equal to 0,412 meaning hypothesis X2 and X3 have no effect to variable Y because significance value greater than 0,05.

scholarly journals Biaya Keagenan, GCG, dan Kinerja Perusahaan Keluarga

MBIA ◽  
2021 ◽  
Vol 19 (3) ◽  
pp. 331-342
Author(s):  
Kusmawati Kusmawati
Keyword(s):  
Corporate Governance ◽  
Data Processing ◽  
Agency Theory ◽  
Secondary Data ◽  
Agency Cost ◽  
Family Firm ◽  
Chi Square ◽  
Good Corporate Governance ◽  
Saturation Method ◽  
And Performance

This research according to agency theory, especially conflict between principal and agent in family firm. The purpose of this study was to examine empiricallly differences agency cost, GCG, and performance in family firm and not family firm. proxy chosen in describing the agency cost are operational expense ratio on revenue, performance of the firm is return on asset, and top 50 biggest market cap and mid cap of public listed companies in IICD for the GCG measurement. The population used in this study is company in 100 kompas index, during the period 2017-2019. The sample collected by saturation method and secondary data obtained from a IDX.co.id database.  In this study, the data collected were 28 family firm and 43 non family firm.  The statistically method are used Mann Whitney U and Chi Square with using IBM SPSS 23.0 for data processing. The first result of this research showed that there are differences in agency cost and Good Corporate Governance among family with non family firm. The second result are showed that there are not difference in Return On Asset among family with non family firm.   Abstrak Penelitian ini adalah penelitian tentang teori keagenan, khususnya konflik antara pemilik dan agen di perusahaan keluarga. Tujuan dari penelitian ini adalah untuk menguji secara empiris perbedaan antara biaya keagenan, GCG, dan kinerja antara perusahaan keluarga dan bukan perusahaan keluarga. Proksi yang dipilih untuk menggambarkan biaya keagenan adalah rasio beban operasi atas pendapatan, ukuran kinerja adalah laba bersih atas aset, dan perusahaan yang masuk dalam 50 perusahaan dengan market kapitatalisasi besar dan menengah untuk ukuran dari GCG. Populasi yang digunakan dalam penelitian ini adalah perusahaan yang masuk dalam index kompas 100 selama periode 2017-2019. Sampel dipilih dengan menggunakan metode sampel jenuh dan data sekunder yang digunakan adalah berasal dari database idx.co.id. dalam penelitian ini, data yang dikumpulkan terdiri dari 28 perusahaan keluarga dan 43 perusahaan non keluarga. Metode statistik yang digunakan adalah Mann Whitney U dan Chi Square dengan menggunakan SPSS IBM versi 23 untuk pengolahan datanya. Hasil penelitian menunjukkan bahwa terdapat perbedaan biaya keagenan dan GCG antara perusahaan keluarga dan perusahaan non keluarga. Hasil penelitian berikutnya menunjukkan bahwa tidak terdapat perbedaan kinerja ROA antara perusahaan keluarga dan non keluarga. Kata Kunci: Biaya Keagenan, GCG, ROA.

scholarly journals Need Behavioural Orientation of Dynamos and Drones in Organizations: A Maruti Experience

2007 ◽  
Vol 32 (1) ◽  
pp. 45-54
Author(s):  
Anu Singh Lather ◽  
Shilpa Jain
Keyword(s):  
Job Satisfaction ◽  
Role Conflict ◽  
Work Performance ◽  
Work Motivation ◽  
Interpersonal Relationship ◽  
Secondary Data ◽  
Organizational Stress ◽  
Phase Iii ◽  
Edwards Personal Preference Schedule ◽  
The Difference

Research has recognized the important role of personality in developing and selecting employees and in determining behaviour at workplace. Personality is believed to affect decisionmaking, problem-solving, conflict management, and stress management. This stems from the assumption that role conflicts and organizational stress are also manifestations of the underlying turbulence of one�s personality predispositions. This paper reports the results of the threephase study conducted in Maruti Udyog Limited to understand the different behaviour patterns in workplace. In phase I, secondary data were collected through organizational stress and work motivation questionnaires, and job satisfaction and role conflict scales. In phase II, Dynamos and Drones were identified. Those scoring low on organizational stress, role conflict, and absenteeism and high scores on work motivation, work performance, and job satisfaction were grouped as Dynamos. On the other hand, those obtaining high scores on organizational stress, role conflict, and absenteeism and low scores on work motivation, work performance, and job satisfaction were categorized as Drones. In phase III, the Edwards' Personal Preference Schedule was administered to Dynamos and Drones to compare the need orientation of their behaviour. In order to examine the difference between the Dynamos and the Drones on various need orientation of their personality, t-test was conducted. The results reveal the following: The Dynamos are significantly higher on achievement, order, and autonomy compared to the Drones. Dynamos prefer to participate in friendly groups and form strong attachments. Dynamo's high score on endurance shows that they keep pursuing a job till it is complete. The drones are significantly higher on aggression and heterosexuality resulting in poor interpersonal relationship. There is no difference between the Dynamos and the Drones on deference, exhibition, interception, dominance, abasement, and change. In order to grow and be successful, an organization therefore needs a workforce consisting of more Dynamos. And, to be a dynamo, one should have the need personality orientation of order, endurance, and achievement which accounts for one's desire to give his best, to be successful, plan work, and stick to the job till the end. The author also stresses upon the need orientation of affiliation, succorance, and nurturance which together form the key ingredients for building interpersonally sensitive relationship.

scholarly journals ANALYSIS EFFECT OF CONFLICT ROLE, SOCIAL SUPPORT TO ORGANIZATIONAL COMMITMENT AND IMPACT ON INTENTION TO QUIT

2019 ◽  
Vol 17 (1) ◽  
pp. 42
Author(s):  
M. Fajar Chilman Najib
Keyword(s):  
Human Resources ◽  
Role Conflict ◽  
Organizational Support ◽  
Negative Impact ◽  
Secondary Data ◽  
Intention To Quit ◽  
Primary Data ◽  
Significant Negative Impact ◽  
Negative Effect ◽  
Positive Effect

Human resources (HR) is the only important organizational asset that can drive other resources. Human resources can affect the efficiency and effectiveness of the organization (Simamora, 2006). Secondary data in this research are: Data obtained from the management of PT. Bank Syariah Mandiri in the form of data turnover. Population in this research is employees of PT. Bank Syariah Mandiri Semarang, Jl. Pandanaran no. 90 a total of 137 employees. The method of collecting primary data is done by using documentation technique. Role conflict has a significant effect on the intention to quit. It is concluded that the greater the role conflict increases the intention to quit. The result of hypothesis 2 testing showing the role conflict has a positive effect on intention to quit is accepted, where high conflict can increase the intention to exit.Organizational support has a significant positive effect on commitment. It is concluded that the greater the support the organization increases its commitment. Organizational support has a significant negative impact on intention to quit. It is concluded that greater organizational support decreases the intention to quit. Commitment has a significant negative effect on intention to quit. It is concluded that the stronger the commitment can decrease the intention to quit.

scholarly journals Inward internationalisation and cross-border acquisitions by EMNEs: The moderating role of ownership heterogeneity

2021 ◽  
Author(s):  
◽  
Sharmistha Chowdhury
Keyword(s):  
Boundary Condition ◽  
Agency Theory ◽  
Ownership Structure ◽  
Multinational Enterprises ◽  
Entry Mode ◽  
Institutional Ownership ◽  
Organisational Learning ◽  
Experiential Knowledge ◽  
Cross Border ◽  
The Impact

<p>Unlike Advanced Economy Multinational Enterprises (AMNEs), Emerging Economy Multinational Enterprises’ (EMNEs) dominant participation in international trade and investment is a recent phenomenon. Still, EMNEs are found to adopt bold strategies in the early stages of their internationalization and show path departure in the selection of their entry mode, such as cross border acquisition (CBA). CBA is not only a widely adopted EMNE internationalisation strategy but also distinguished EMNA internationalisation behaviour from that of AMNEs. CBA, entailing a high level of risk, requires considerable experiential knowledge that EMNEs lack. This knowledge deficit increases the perceived cost and risk associated with internationalisation and decreases the likelihood of engaging in foreign investment. There is a gap in the knowledge around how EMNEs compensate for their lack of experiential knowledge and how this experiential knowledge influences EMNEs’ adoption of CBA. Drawing from organisational learning as a theoretical lens, this study proposes that learning from inward internationalisation facilitates EMNEs’ CBA decisions. From an organisational perspective, experiential knowledge, especially externally sourced, is valuable when the acquired knowledge fits the recipient organisations’ existing dominant logic and values. Therefore ownership structure, such as family, institutional or corporate ownership, acts as a boundary condition and may influence the impact of inward internationalisation on CBA decisions. This idea is grounded in agency theory. This study argues that EMNEs compensate for their lack of internationalisation experiential knowledge through inward internationalisation (externally sourced experiential knowledge) which serves as a resource based antecedent leading EMNEs to make risky CBA decisions. Further, from an agency theory perspective, the study proposes that inward internationalisation – CBA relationships are likely to vary for different types of ownership categories.  The study uses a quantitative approach to test the hypotheses in an Indian context. India, being a large emerging economy, provides an appropriate backdrop to test the study’s conceptual model. For this study, a sample of 369 CBAs conducted by 205 public listed companies from 2009 to 2017 was collected from the SDC platinum database. The sample generated a panel of 1845 firm-year observations. Through a negative binomial regression analysis, it is found that inward internationalisation has a positive impact on the likelihood of Indian MNEs’ CBA decision. Regarding the moderating effect of ownership, it is found that family ownership reduces the impact of inward internationalisation, whereas foreign institutional ownership increases the impact of inward internationalisation. No moderating effects are found for domestic institutional ownership, nor are they found for domestic or foreign corporate ownerships.  This research contributes to the understanding of the EMNEs’ risky internationalisation behaviour through CBA. The present study adds to this stream of research by focusing on inward internationalisation and ownership structure influencing risky CBA decisions. In doing so, it contributes to organisational learning literature by suggesting that the impact of experiential knowledge may not necessarily be the same across the firms. This heterogeneity is attributable to EMNEs (knowledge acquiring organisation) who show varying motives, objectives and governance structure depending on their ownership structure. By examining the boundary condition of ownership heterogeneity, this study also contributes to Principal–Principal (PP) agency theory that ownership concentration along with owner’s identity is not only confined to strategy formulation but also extends to entry mode (CBA) decisions. Goal incongruence due to PP conflict between owners also decides whether experiential knowledge acquired from inward internationalisation fits with the firms or not in the resulting CBA decision. Finally, this study provides deep insights on different owners’ attitudes and their supporting or confining roles in moderating the impact of inward internationalisation on Indian EMNEs’ risk-taking behaviour during internationalisation.</p>

scholarly journals The Influence of Role Ambiguity and Role Conflict on Employee Creativity at PT XYZ

2017 ◽  
Vol 9 (2) ◽  
pp. 133
Author(s):  
Tinjung Desy Nursanti ◽  
Juliano Satria Indra Putra
Keyword(s):  
Role Conflict ◽  
Significant Influence ◽  
Role Ambiguity ◽  
Secondary Data ◽  
Positive Influence ◽  
Regression Method ◽  
Employee Creativity ◽  
Literature Study ◽  
A Value ◽  
Multiple Regression Method

The objectives of this research are to determine the influence of role ambiguity and role conflict on employee creativity either partially or simultaneously. This research used associative method by collecting primary and secondary data obtained through the literature study, interviews, and distributing questionnaires to 30 respondents that happens to be the employee of PT XYZ. Then data is processed using multiple regression method. From the data analysis, it is shown that role ambiguity has a positive and significant influence to employee creativity as much as 36,9%. Another result of this research shows that role conflict doesn’t have a significant influence on employee creativity with a value of 7,6%. While another result of this research shows that role ambiguity and role conflict simultaneously had positive influence significantly as much as 40,4% on employee creativity at PT XYZ

Management accountants’ role and coercive regulations: evidence from the Italian health-care sector

2020 ◽  
Vol 17 (3) ◽  
pp. 405-433
Author(s):  
Chiara Oppi ◽  
Emidia Vagnoni
Keyword(s):  
Health Care ◽  
Role Conflict ◽  
Information Needs ◽  
Health Care Organizations ◽  
Secondary Data ◽  
University Hospital ◽  
Content Type ◽  
Conflicting Information ◽  
Management Accountants ◽  
Emilia Romagna Region

Purpose This paper aims to investigate the consequences of the coercive regulations for performance measurement and comparability that strengthened regional health authority’s control over organizations’ activities on management accountants’ relationship with clinician managers, who are the recipients of accounting information for decisional processes in health-care organizations. To achieve this aim, the research focuses on management accountants’ perception of their role and whether they perceive role conflict and role ambiguity. Design/methodology/approach A case study was undertaken in a public university hospital in the Emilia-Romagna region, Italy; 9 management accountants and 11 clinician managers were interviewed and secondary data analyzed. Findings Management accountants show low capabilities to support clinician managers’ decisional processes. Following the enactment of regulations, management accountants perform their role with a primary focus on functional responsibility. The focus on the provision of information to address regulations influenced management accountants’ capability to act as business partners in the organization. Because of the conflicting information needs from regulations and clinician managers, management accountants experience role conflict and ambiguity. Research limitations/implications The paper has implications for policymakers, underlining the consequences of strict regulations on management accountants’ role. It also emphasizes the importance of revising accounting techniques to satisfy both regional requirements and clinician managers’ needs for decision-making. Originality/value The article contributes to knowledge related to the role of management accountants in health care. It explores, in particular, the consequences of coercive regulations in health-care organizations, adding knowledge to a field that remains quite unexplored.

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