Firm Actions to Develop an Ambidextrous Sales Force

2019 ◽  
Vol 23 (1) ◽  
pp. 87-104 ◽  
Author(s):  
Nikolaos G. Panagopoulos ◽  
Adam Rapp ◽  
Michael A. Pimentel
Keyword(s):  
Financial Performance ◽  
Human Resource ◽  
Sales Force ◽  
Theory And Practice ◽  
Comprehensive Model ◽  
Bottom Line ◽  
Firm Level ◽  
Positive Effects ◽  
Firm Financial Performance ◽  
Performance Drivers

While research on employee ambidexterity is growing, there is little investigation on what firms can do to enhance their competitiveness in this space. Leveraging a human resource lens, we advance a comprehensive model depicting three firm-level ambidexterities as key performance drivers that can help firms achieve bottom-line outcomes. Specifically, we focus on (1) ambidexterity in skill-enhancing practices (i.e., selection, training), which ensure employees have relevant service-sales knowledge, skills, and abilities; (2) ambidexterity in motivation-enhancing practices (i.e., metrics, incentives), which help motivate employees to perform service-sales activities; and (3) ambidexterity in opportunity-enhancing practices (i.e., data, tools use), which enable employees to perform service-sales activities. Our findings suggest that ambidextrous firms—or those that balance service- and sales-related elements when implementing their systems and processes—enjoy greater sales force and firm financial performance. Finally, we test boundary conditions for these relationships and find that competitive intensity enhances the positive effects of all ambidexterity constructs. We conclude with implications for theory and practice.

Socioemotional wealth and human resource policies: effects on family firm performance

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Juan David Peláez-León ◽  
Gregorio Sánchez-Marín
Keyword(s):  
High Risk ◽  
Financial Performance ◽  
Human Resource ◽  
Family Firms ◽  
Equation Modeling ◽  
Positive Contribution ◽  
Socioemotional Wealth ◽  
Content Type ◽  
Firm Financial Performance ◽  
The Relationship

PurposeThis study analyses whether human resource management (HRM), through the use of four sets of high-performance work policies (HPWPs) (i.e. selection, training, motivation and opportunity policies), mediates the relationship between socioemotional wealth (SEW)—defined as a unique set of nonfinancial family goals—and firm financial performance when family firms face a high-risk context.Design/methodology/approachHypotheses were statistically tested using a structural equation modeling (SEM) methodology with a cross-sectional sample of 196 medium-sized and private family firms in a high-risk context in Spain.FindingsThe results indicate that the relationship between SEW and financial performance in family firms is fully mediated by the use of HPWPs, especially by training and motivation HR policies. The importance given to preserving SEW influences the use of four sets of HPWPs when family firms show clear evidence of being confronted by a financial decline (i.e. a high-risk context). However, to improve their financial results to avoid the firm's failure and thus the loss of their SEW, only those HR policies that focus on training and motivation made a significant and positive contribution to the firm financial performance.Originality/valueThis study contributes to the literature on family firms and HRM by adopting an alternative theoretical framework to understand how the importance of nonfinancial family goals may affect employee structures and management policies, thereby improving financial performance in family firms.

scholarly journals National Human Resources Development Strategy in the World and Lessons for Vietnam

2019 ◽  
Author(s):  
Pham Xuan Truong ◽  
Tu Thuy Anh
Keyword(s):  
Human Resource Development ◽  
Human Resource ◽  
Development Strategy ◽  
National Level ◽  
Resource Development ◽  
Theory And Practice ◽  
Firm Level ◽  
National Human ◽  
The World ◽  
Social Economic Development

Human resource is always a vital driving force for social-economic development of any country in the world. Developing human resource is, therefore, a top priority mission in development policies at every level from the firm scale to the national scale. In order to unify human resource development activities in one form, we need a strategy as a lighthouse to direct them. To the end, human resource will be utilized by firms, hence strategy for human resource development (HRD) must be built and developed at the firm level first. As a result, strategy for HRD at the firm level is studied and applied enormously both in theory and practice. To national level, the concept of national human resource development (NHRD) is still ambiguous and debated strongly among its scholars partially because several countries have not had a clear NHRD plan yet however they still have a high quality of human capital. Besides that, there are a lot of countries which are successful in putting forward and implementing clear strategies of NHRD. The article will examine these strategies and from this draw necessary lessons for Vietnam, a country looking for a complete and efficient strategy of NHRD.

scholarly journals The Effects of Flexibility in Employee Skills, Employee Behaviors, and Human Resource Practices on Firm Performance

2005 ◽  
Vol 31 (4) ◽  
pp. 622-640 ◽  
Author(s):  
Mousumi Bhattacharya ◽  
Donald E. Gibson ◽  
D. Harold Doty
Keyword(s):  
Firm Performance ◽  
Financial Performance ◽  
Human Resource ◽  
Cost Efficiency ◽  
Performance Support ◽  
Human Resource Practices ◽  
Firm Financial Performance ◽  
Hr Practices ◽  
Employee Behaviors ◽  
Performance Results

The components of human resource (HR) flexibility and their potential relationship to firm performance have not been empirically examined. The authors hypothesize that flexibility of employee skills, employee behaviors, and HR practices represent critical subdimensions of HR flexibility and are related to superior firm performance. Results based on perceptual measures of HR flexibility and accounting measures of firm performance support this prediction. Whereas skill, behavior, and HR practice flexibility are significantly associated with an index of firm financial performance, the authors find that only skill flexibility contributes to cost-efficiency.

Creating Mutual Gains to Leverage a Racially Diverse Workforce: The Effects of Firm-Level Racial Diversity on Financial and Workforce Outcomes Under the Use of Broad-Based Stock Options

2020 ◽  
Vol 31 (6) ◽  
pp. 1515-1537
Author(s):  
Joo Hun Han ◽  
DuckJung Shin ◽  
William G. Castellano ◽  
Alison M. Konrad ◽  
Douglas L. Kruse ◽  
...  
Keyword(s):  
Financial Performance ◽  
Social Exchange ◽  
Financial Incentives ◽  
Stock Options ◽  
Affective Commitment ◽  
Racial Diversity ◽  
Voluntary Turnover ◽  
Turnover Rates ◽  
Firm Level ◽  
Firm Financial Performance

Despite substantial scholarly attention to workforce demographic diversity, existing research is limited in understanding whether or in what contexts firm-level racial diversity relates to performance and workforce outcomes of the firm. Drawing on social interdependence theory along with insights from social exchange and psychological ownership theories, we propose that the use of broad-based stock options granted to at least half the workforce creates the conditions supporting a positive relationship between workforce racial diversity and firm outcomes. We examine this proposition by analyzing panel data from 155 companies that applied for the “100 Best Companies to Work For” competition with responses from 109,314 employees over the five-year period from 2006 to 2010 (354 company-year observations). Findings revealed that racial diversity was positively related to subsequent firm financial performance and individual affective commitment and was not significantly associated with subsequent voluntary turnover rates, when accompanied by a firm’s adoption of broad-based stock options. However, under the nonuse of broad-based stock options, racial diversity was significantly related to higher voluntary turnover rates and lower employee affective commitment, with no financial performance gains. By documenting the beneficial effects of financial incentives in diverse workplaces, this paper extends theory asserting the value of incentives for performance.

The Financial Performance of Global Information and Communication Technology Companies

2012 ◽  
Vol 26 (2) ◽  
pp. 119-152 ◽  
Author(s):  
Tim D. Bauer ◽  
Bruce Dehning ◽  
Theophanis C. Stratopoulos
Keyword(s):  
Financial Performance ◽  
Information And Communication Technology ◽  
Communication Technology ◽  
Cost Of Capital ◽  
Market Competition ◽  
Global Information ◽  
Firm Level ◽  
Cross Sectional ◽  
Firm Financial Performance ◽  
Information And Communication

ABSTRACT This study examines the cross-sectional financial performance among firms from the global information and communication technology (ICT) sector over the period 1998–2007. Using a pooled linear regression, the results show that U.S.-based ICT companies are on average underperforming the rest of the world after controlling for firm-specific variables known to affect firm financial performance. The results also show that characteristics of the firm's host country explain a statistically significant portion of the variation in firm performance, incremental to firm-level characteristics. More specifically, firms located in countries with attractive tax environments and high-government subsidies outperform their competitors in countries with less attractive tax environments and subsidies. Firms in financial markets that provide ICT firms with relatively favorable cost of capital underperform those in markets with a cost of capital less conducive to business development, which may suggest the cost of capital attracts new market competition that reduces overall profit. Countries with the best performing ICT firms are those with the highest industry focus, where a few industries dominate rather than an even distribution of firms across a broad range of industries. The findings have important implications for policymakers, business strategists, and investors.

scholarly journals Ethical Behavioural Disclosure and Financial Performance of Listed Industrial Goods Firms in Nigeria

2021 ◽  
Vol 2 (2) ◽  
Author(s):  
Onipe Adabenege Yahaya ◽  
Musa Jimoh Yusuf
Keyword(s):  
Financial Performance ◽  
Human Resource Development ◽  
Human Resource ◽  
Stock Exchange ◽  
Resource Development ◽  
Community Services ◽  
Industrial Firms ◽  
Ethical Practices ◽  
Random Effects Models ◽  
Positive Effects

Purpose: Interests in the nexus between ethical performance and financial performance have generated mixed results. However, despite the number and the variety of studies, the evidences available suggest not been comprehensively examined. Also, there is no sufficient effort to examine this relationship within the industrial good sector in Nigeria. This calls for further study. Design/Methodology: This study uses a functional coefficient regression technique to estimate panel-varying betas and alpha in three financial performance models. The empirical data were collected from the Nigerian Stock Exchange over a period of 2010-2019. Data were analyzed using random effects models after accounting for multicollinearity, heteroskedasticity, normality. Findings: Results show that human resource development disclosure and community service disclosure have significant positive effects on financial performance while environmental and product safety disclosures have significant negative effects on financial performance. Originality/Value: The study therefore concludes that ethical behavioural practices of listed industrial firms have significant effects on financial performance. The study recommends among others that industrial firms should redirect their ethical practices into human resource development and community services since their disclosures enhance financial performance.

State Ownership and Political Connections

2019 ◽  
Vol 45 (6) ◽  
pp. 2293-2321 ◽  
Author(s):  
Laszlo Tihanyi ◽  
Ruth V. Aguilera ◽  
Pursey Heugens ◽  
Marc van Essen ◽  
Steve Sauerwald ◽  
...  
Keyword(s):  
Firm Performance ◽  
Financial Performance ◽  
Global Economy ◽  
State Ownership ◽  
The State ◽  
Strategic Decision ◽  
Political Connections ◽  
Future Research ◽  
Firm Level ◽  
Firm Financial Performance

The influence of the state on firms in the global economy is alive and well. States have become dominant owners of companies in many countries around the world. Firms have also increasingly established political connections to access resources and improve their competitive positions. Nonetheless, our understanding of how state ownership and political connections affect firm performance remains limited and marked by conflicting findings. Using meta-analytical techniques on a sample of 210 studies spanning 139 countries, we examine two key research questions: (a) How do state ownership and political connections affect firm strategies and financial performance? and (b) How does firm-level strategic decision making mediate the relationships between state ownership, political connections, and firm financial performance? Our findings show that state ownership has a small negative effect on firm financial performance and that political connections have no direct consequences for performance. However, we find evidence that both state ownership and political connections have a profound effect on the strategies firms pursue, such as financial leverage, R&D intensity, and internationalization, and that these strategies play a mediating role in the state ownership–firm performance relationship. We conclude with some suggestions for fruitful future research in further connecting these two important and timely research fields.

scholarly journals Sustainability of Financial Performance in Relation to Gender Diverse Boards: A Comparative Analysis of French and Romanian Listed Companies on Stock Exchanges

2021 ◽  
Vol 13 (18) ◽  
pp. 10282
Author(s):  
Anda Adelina Suciu ◽  
Dragoș Păun ◽  
Florin Sebastian Duma
Keyword(s):  
Comparative Analysis ◽  
Financial Performance ◽  
Boards Of Directors ◽  
Gender Diversity ◽  
Listed Companies ◽  
Business Case ◽  
Bottom Line ◽  
Firm Financial Performance ◽  
Gender Diverse ◽  
The Impact

While the moral argument for gender diversity has already been made and is incontestable, and more and more economical arguments have been brought to support the business case for the presence of women on the boards of directors of publicly listed companies, the bottom-line issue of what kind of impact gender diverse boards have on firm financial performance is still unclear. The aim of this paper is to deliver a comparative analysis of the impact of gender diverse boards on firm financial performance in France and Romania. Our results do not to provide any evidence of a link between boards’ gender diversity and companies’ financial performance, but while the analysis has failed to find a positive link between female presence and firm financial performance, it has not outlined a negative one.

scholarly journals Does Green Investment Increase Financial Performance? Empirical Evidence from Indonesian Companies

2018 ◽  
Vol 31 ◽  
pp. 09001 ◽  
Author(s):  
Anis Chariri ◽  
Gretta Ratna Sari Br Bukit ◽  
Octrine Bethary Eklesia ◽  
Bourinta Uly Christi ◽  
Daisy Meirisa Tarigan
Keyword(s):  
Financial Performance ◽  
Audit Committee ◽  
Environmental Issues ◽  
Annual Reports ◽  
Stock Exchanges ◽  
Negative Effects ◽  
Bottom Line ◽  
Firm Financial Performance ◽  
Green Investment ◽  
Control Evaluation

The negative effects of globalization and rapid growth of industries on environment have changed the business paradigm from profit issues to profit, people and planet (triple bottom line). Consequently, a number of companies have invested their money in environmental issues (called as green investment). This study aims to investigate the effect of firm characteristics on green investment and how green investment influences financial performance. Using annual reports of companies receiving the Program for Pollution Control, Evaluation and Rating (PROPER) award and listed on the Indonesia Stock Exchanges in the year of 2009-2014 as research data, the findings showed that firm size, foreign ownership, industry profile, and frequency of audit committee meeting significantly influenced green investment whereas ISO14001 management certification had no effect on it. Interestingly, green investment positively determined an increase in firm financial performance. This reveals that the better the green investment, the higher the financial performance of the companies. The findings contribute to the importance of adopting green investment as a company's strategy to increase profit without destroying the environment. Secondly, this finding can be used by government as a reference for formulating any regulations concerning business and environment. Finally, the finding contributes to the importance of including environmental issues in business education.

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