Do Promises Really Win Compliances in Purchasing Decision-Making?

2005 ◽  
Vol 30 (4) ◽  
pp. 301-314
Author(s):  
Che-Jen Su
Keyword(s):  
Decision Making ◽  
Structural Changes ◽  
Organizational Level ◽  
Influence Strategies ◽  
Dyadic Relationship ◽  
Personal Reason ◽  
Purchasing Decision ◽  
Positive Effects ◽  
Leading Role ◽  
The Impact

The author follows interpersonal viewpoint and focus on promises as an influence strategy used in buying centers. Responses in Taiwan are collected and used from a survey of 208 purchase decisions in a LISREL model linking source/target characteristics, the manifest influence, and the choice of promises. Support is found for hypothetically positive effects of the reward power and the source's personal reason to influence on the utilization of promises. By contrast, the source's organizational level and the target's dependence on the source showed no impact on this influence tactic. The use of promises appears ineffective in changing a target's behaviors and opinions in buying centers. The target's dependence on the source, however, is found to be the leading role in winning compliances in buying centers. As predicted, our results demonstrated the positive relationship between the target's status and personal motives to exercise influence strategies. Counter to our expectations, the target's status appeared to increase slightly the likelihood of promises in the process of purchasing decision-making, and this factor, together with reward power, were believed to be the leading roles of forming promises by statistics. On the basis of these findings, the author identifies implications for the impact that structural changes within dyadic relationship can have on the choice of promises.

scholarly journals Research on Power Grid Investment Assistant Decision Model Adapting to Power Reform Situation

2020 ◽  
Vol 218 ◽  
pp. 02026
Author(s):  
Yidi Wan ◽  
Wei Xie ◽  
Haihong Du ◽  
Wenming Pan ◽  
Jianqing Li ◽  
...  
Keyword(s):  
Decision Making ◽  
Investment Decision ◽  
Power Grid ◽  
Scale Structure ◽  
Leading Role ◽  
Investment Decision Making ◽  
Investment Structure ◽  
External Management ◽  
Power Grid Planning ◽  
The Impact

in order to thoroughly implement the new energy security strategy of “four revolutions and one cooperation”, meet the requirements of power grid planning and management of energy administration, realize the strategic objectives of State Grid Corporation of China, actively respond to the severe external economic situation, alleviate the impact of policy-based price reduction, and improve the performance of internal investment management, the company needs scientific front-end decision-making, improve the efficiency of investment decision-making, scientifically determine the investment scale, structure and timing, and play a strategic leading role in investment decision-making. Through the analysis of internal and external management requirements, this paper constructs an auxiliary decision-making model of power grid investment to support the determination of investment scale, structure and time sequence, to realize the reasonable investment scale calculation of provincial companies, the calculation of investment structure of different voltage levels and the optimization of project delivery under the condition of given investment scale, which comprehensively considers the external supervision, economic development and internal management objectives, so as to assist the prior investment decision-making, improve the input-output efficiency, effectively improve the Advisory decision-making ability of investment data, and meet the company’s investment decision-making needs.

scholarly journals THE IMPACT OF CONTROL PROCESSES ON MANAGERIAL DECISION MAKING

2012 ◽  
Vol 3 (1) ◽  
pp. 43-52
Author(s):  
Jan Kráčmar ◽  
Miroslav Uhliar
Keyword(s):  
Decision Making ◽  
Control Function ◽  
Decision Function ◽  
Managerial Control ◽  
Managerial Decision ◽  
Managerial Work ◽  
Managerial Decision Making ◽  
Positive Effects ◽  
Control Processes ◽  
The Impact

Control and managerial decision function activities have an important share in the managerial work. The paper The Impact of Control Processes on Managerial Decision Making describes the share of managerial control and decision function on the total managerial work. It also evaluates the influence of control activities on the decision making functions of different -level managers in questioned companies doing business in Slovak Republic. The results were obtained thanks to the surveying method. 392 participants took part in the research, which was made in two phases (in 2008 and 2010). The findings show the importance of managerial functions of control and decision making. They identify over 21% of control function- and almost 30% of decision making function share on total managerial work. There were discovered, many positive effects of control function on managerial decision making, while only few and insignificant negatives were identified. Key words: manager, control function, managerial decision making, evaluation, manager job content.

scholarly journals Fair value and its impact on the behaviour of the investment decision maker: القيمة العادلة وأثرها على سلوك صانع القرار الاستثماري

2021 ◽  
Vol 5 (16) ◽  
pp. 153-172
Author(s):  
Iman Shihan Abbas Al-Mashhadani, Ali Abdulhassan Abbas Al-Fa Iman Shihan Abbas Al-Mashhadani, Ali Abdulhassan Abbas Al-Fa
Keyword(s):  
Decision Making ◽  
Investment Decision ◽  
Fair Value ◽  
Two Dimensions ◽  
Fair Value Accounting ◽  
Future Expectations ◽  
Positive Effects ◽  
Investment Decision Making ◽  
Training Courses ◽  
The Impact

The study is intended to investigate the impact of applying fair value, as represented in two dimensions: the relevance of fair value accounting, and the obstacles confronting fair value accounting on investment decision making, for which the hypotheses of the study has been confirmed. The problem focusses on the impact of ambiguous standards, accounting disclosures, and the lack of credibility and reliability of investment decision making. The study is also intended to determine the positive effects of applying the fair value in terms of achieving quality in profits and enabling investment decision making to take correct decisions. The study attempts to investigate the role of fair value in determining the actual value of the entity depending on the market value of bank assets so as to improve future expectations and compare with other banks that depend on fair value. A questionnaire has been distributed to a sample of 70 individuals working at commercial banks in Karbala, Iraq. of accounts and auditors and investment decision-makers. we used multiple regression and the backward method in our statistical analysis. The study asserts the necessity to have legislation related to fair value and that consolidates the concepts of fair value and the ways in which this can be measured in banks through additional training courses.

scholarly journals The Impact of Organizational Justice on the Workplace Quality in the Ministry of Foreign Affairs in Riyadh: أثر العدالة التنظيمية على جودة حياة العمل في وزارة الخارجية بالرياض

2020 ◽  
Vol 4 (4) ◽  
Author(s):  
Nahed Nasser Filemban, Suzan Mohammad Al-Qurashi
Keyword(s):  
Decision Making ◽  
Distributive Justice ◽  
Procedural Justice ◽  
Work Environment ◽  
Organizational Justice ◽  
Job Characteristics ◽  
Work Conditions ◽  
Foreign Affairs ◽  
Positive Effects ◽  
The Impact

The study aimed to identify the level of organizational justice and its dimensions (distributional, procedural, and transactions) from the perspective of the employees at the Ministry of Foreign Affairs in Riyadh and to identify the level of dimensions of the workplace quality (conditions of the work environment moral, job characteristics, salaries and rewards, workgroups, supervision and participation method, and decision making process) In the Ministry of Foreign Affairs from the employees' point of view. Also, it aimed to clarify the relationship between organizational justice within its dimensions (distributional, procedural, and transactions) and workplace quality within its dimensions (moral work conditions, job characteristics, salaries and rewards, the manager’s supervision’s method, and participation in decision-making). The researcher used the descriptive-analytical method; with a population consisted of (1733) employees of the Ministry of Foreign Affairs Office in Riyadh. The study used a questionnaire that was distributed to the sample of the study which consisted of (292) employees who were randomly selected. The study has showed some results, most important of: The level of employees' perception of organizational justice in the Ministry of Foreign Affairs in Riyadh is high, as the organizational justice is applied by (77.25%); the realization perception of procedural justice was at its highest (81%); however, the distributive justice was the least applied by (73.75%). The Ministry of Foreign Affairs in Riyadh has a high workplace quality by a quality level of (79.50%); where the work environment conditions were the highest at (82%) and the salaries and rewards were the lowest at (78.25%). The study also concluded that there was a statistically significant positive impact of the organizational justice dimensions (organizational justice, procedural justice, distributive justice) on the career's quality (after the morale conditions of the work environment, after the characteristics of the job, after salaries and remunerations, after working groups, after the supervision method, after participating in making decisions). In addition, there was a strong positive relationship between the dimensions of organizational justice and career quality and that the three dimensions of organizational justice explain (76.8%) of the changes and positive effects that occur in the career quality. We find that distributive justice is the most important and influential on the career quality, followed by the fairness of transactions and procedural justice. In light of the results, the researcher recommended that the administration has to ensure that all employees have the same rights and privileges through employing transparency in the rewards’ provision basing on legal and fair basis for all.

scholarly journals The Impact of Sport Sponsorship Perceptions and Attitudes on Purchasing Decision of Fans as Consumers—Relevance for Promotion of Corporate Social Responsibility and Sustainable Practices

2019 ◽  
Vol 11 (22) ◽  
pp. 6389
Author(s):  
Boban Melovic ◽  
Suncica Rogic ◽  
Julija Cerovic Smolovic ◽  
Branislav Dudic ◽  
Michal Gregus
Keyword(s):  
Structural Equation ◽  
Positive Impact ◽  
Socially Responsible ◽  
Sustainable Practices ◽  
Sport Sponsorship ◽  
Purchasing Decision ◽  
Sport Team ◽  
Positive Effects ◽  
Perceptions And Attitudes ◽  
The Impact

The aim of this paper is to investigate the impact of sponsorship perceptions and attitudes of sport team fans on their purchasing decision, as well as to investigate the significance of sport sponsorship in promoting socially responsible companies and other sustainable practices in society. This paper gives insight in possibilities and effects of promoting sustainable activities and socially responsible companies, through sport sponsorship, by targeting and educating sport team fans as a very important consumer segment. Data were collected from anonymous respondents who are fans of different sport teams. Attitudes were measured by asking the respondents to rank the statements based on a 5-point Likert scale. In order to analyze the data, structural equation modelling was conducted using R package. Results show that the attitudes towards sponsorship, as well as sponsorship perceptions, have a strong positive impact on the purchasing decisions of consumers, regarding products of sponsors, which enables the creation of a loyal base of fans as consumers. Results also reveal that sport sponsorship can be an effective way of promoting socially responsible companies and sustainable practices, giving an opportunity to create an educated and highly dedicated consumer base. In this way the positive effects of sports and sponsorship are spreading beyond the stadiums and arenas. These findings can help companies that are considering investing in this form of marketing, in adequately selecting and managing the campaign, but also can be very useful for official institutions in their efforts to foster sustainable practices in society. Although the fact that the research was conducted only in Montenegro can be stated as a limitation, it should be noted that this type of research has been done for the first time in this area, which gives special value to the research and increases the importance of its contribution to the existing base of scientific papers in this field.

scholarly journals The Impact of Brand Awareness, Brand Loyalty, and Brand Association on Consumer Decision Making in Palestine Olive Oil Industry

2021 ◽  
Vol 12 (2) ◽  
pp. 66
Author(s):  
Suhail A M Almaqousi ◽  
Siti Aida Samikon ◽  
Luigi Pio Leonardo Cavaliere ◽  
Nordiana Ahmad Nordin
Keyword(s):  
Decision Making ◽  
Olive Oil ◽  
Brand Loyalty ◽  
Oil Industry ◽  
Brand Awareness ◽  
Consumer Decision Making ◽  
Consumer Decision ◽  
Positive Effects ◽  
Brand Association ◽  
The Impact

Brands come to play an essential role to motivate and stimulate the consumer to take actions that satisfy their needs and desires with obtaining the brand that according to their perception meets the requirements and possibilities. In par with the same, researchers have focused on studying the impact of brand awareness, brand loyalty, brand association and consumer decision making on Palestine olive oil industry. The research approach of the study is deductive discipline and primary data were gathered followed by a structured questionnaire. The relationships between each selected variables and consumer decision making were examined along with hypotheses developed. For that, empirical data is collected from the olive oil stakeholders from Palestine. The results show that there is a significant statistical relationship between these variables. Moreover, the brand awareness, brand loyalty and brand association significantly have the positive effects on the consumer decision making. The managerial implications have been discussed specially referring to the contexts brand awareness and loyalty as to make decision through this study.

Quota Women Are Threatening to Men

2017 ◽  
Vol 76 (3) ◽  
pp. 107-116 ◽  
Author(s):  
Klea Faniko ◽  
Till Burckhardt ◽  
Oriane Sarrasin ◽  
Fabio Lorenzi-Cioldi ◽  
Siri Øyslebø Sørensen ◽  
...  
Keyword(s):  
Decision Making ◽  
Organizational Performance ◽  
Gender Stereotypes ◽  
Perceived Threat ◽  
Preferential Treatment ◽  
Public Sector Employees ◽  
Different Types ◽  
Low Levels ◽  
Women In Decision Making ◽  
The Impact

Abstract. Two studies carried out among Albanian public-sector employees examined the impact of different types of affirmative action policies (AAPs) on (counter)stereotypical perceptions of women in decision-making positions. Study 1 (N = 178) revealed that participants – especially women – perceived women in decision-making positions as more masculine (i.e., agentic) than feminine (i.e., communal). Study 2 (N = 239) showed that different types of AA had different effects on the attribution of gender stereotypes to AAP beneficiaries: Women benefiting from a quota policy were perceived as being more communal than agentic, while those benefiting from weak preferential treatment were perceived as being more agentic than communal. Furthermore, we examined how the belief that AAPs threaten men’s access to decision-making positions influenced the attribution of these traits to AAP beneficiaries. The results showed that men who reported high levels of perceived threat, as compared to men who reported low levels of perceived threat, attributed more communal than agentic traits to the beneficiaries of quotas. These findings suggest that AAPs may have created a backlash against its beneficiaries by emphasizing gender-stereotypical or counterstereotypical traits. Thus, the framing of AAPs, for instance, as a matter of enhancing organizational performance, in the process of policy making and implementation, may be a crucial tool to countering potential backlash.

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