The Role of Corporate Ethical Management on Trade Relationship Trust and Commitment: B2B

This study investigated whether three components of ethical management—awareness, operation, and practice—have a positive effect on corporate trust and relationship commitment in business-to-business (B2B) transactions. The study examined whether the trust formed in transactions, or relationship commitment, affects the establishment of long-term oriented relationships between companies. Further, it also aimed to determine the extent to which the authenticity of ethical management serves as a moderator that allows ethical management to influence outcome variables. The study’s sample comprised personnel (top management, management, and staff) from small- and medium-sized companies that transact with companies that mainly conduct B2B transactions. An empirical analysis was performed using data from 1323 returned questionnaires. Structural equation modeling was performed to test the hypotheses. The results showed that authenticity and the corporate ethical management components did not have moderating effects when they affected trust; however, in relationship commitment or a long-term oriented relationship, authenticity has a moderating effect when trust and commitment affect the long-term oriented relationship. This study’s empirical results contribute valuable data to the literature, as it is based on a survey conducted on actual personnel members of companies in B2B relationships.

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Sales transformation: conceptual domain and dimensions

Journal of Business and Industrial Marketing ◽

10.1108/jbim-11-2020-0512 ◽

2021 ◽

Vol ahead-of-print (ahead-of-print) ◽

Author(s):

Daniela Corsaro ◽

Isabella Maggioni

Keyword(s):

Structural Equation ◽

Equation Modeling ◽

Measurement Tool ◽

Holistic View ◽

Content Type ◽

B2b Relationships ◽

Systemic Process ◽

Different Dimensions ◽

Business To Business

Purpose This study aims to offer a conceptualization of sales transformation, a phenomenon that is redefining the role of salespeople and the nature of Business-to-Business (B2B) relationships while disrupting the selling logics across a variety of industries. Design/methodology/approach Through a two-stage approach, the authors propose and test a conceptual model of sales transformation. The authors conducted 20 interviews and two focus groups with sales directors and managers. The authors then surveyed directors, executives and managers in the sales area (n = 190) and tested a reflective–formative hierarchical model using partial least squares structural equation modeling (PLS-SEM). Findings Sales transformation is a multidimensional construct that includes four higher-order dimensions, namely, people, digitalization, integration and acceleration, and 16 sub-dimensions. These dimensions simultaneously contribute to the sales transformation phenomenon that is conceptualized as a systemic process. This study also offers a measurement tool to assess the degree of sales transformation and enhance the value generated through sales. Originality/value Although many companies are facing challenges stemming from the process of sales transformation, most studies have only focused on micro-aspects of this transformation. This study provides a holistic view of sales transformation aimed at understanding the complexity of this phenomenon by adopting a macro-level perspective on the different dimensions that contribute to its occurrence and development.

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Reaping the Benefits of Long Term Relationship with Suppliers: An Evidence from the Saudi Chemical Industry

International Journal of Business and Management ◽

10.5539/ijbm.v11n8p203 ◽

2016 ◽

Vol 11 (8) ◽

pp. 203

Author(s):

Khalid M. Al-Shuaibi

Keyword(s):

Supply Chain ◽

Structural Equation Modeling ◽

Financial Performance ◽

Chemical Industry ◽

Indirect Effect ◽

Structural Equation ◽

Equation Modeling ◽

Supply Chain Performance

Long term relationship with suppliers is broadly considered a vital contributor to supply chain performance by both practitioners and researchers. This paper investigates the role of long term relationship in strategic supplier partnership and financial performance (SSP-LR-P model). Specifically, it has observed the role of long-term supplier relationship as the driver of integration. Using structural Equation modeling (SEM) to analyze the data from 401 Saudi chemical and petrochemical firms, it is found that strategic supplier partnership has a significant direct and indirect effect on firms’ performance through the mediation of long term relationship.

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The Role of Responsible Gambling Strategy in Forming Behavioral Intention

Journal of Travel Research ◽

10.1177/0047287511418365 ◽

2011 ◽

Vol 51 (4) ◽

pp. 512-523 ◽

Cited By ~ 50

Author(s):

Hak-Jun Song ◽

Choong-Ki Lee ◽

William C. Norman ◽

Heesup Han

Keyword(s):

Behavioral Intention ◽

Structural Equation ◽

Behavioral Control ◽

Responsible Gambling ◽

Equation Modeling ◽

Perceived Behavioral Control ◽

Extended Model ◽

Responsible Gambling Strategy

By examining the perception of a responsible gambling strategy, this study developed an extended model of goal-directed behavior (EMGB) with respect to the behavioral intentions of casino visitors. The results of the EMGB, which uses structural equation modeling, indicate that desire had the strongest relationship with casino visitors’ intention to gamble, followed by positive anticipated emotion, perceived behavioral control, perceptions of a responsible gambling strategy, negative anticipated emotion, and attitude. The perception of a responsible gambling strategy was also a significant predictor of both desire and behavioral intention, as casino visitors had positive perceptions of casinos that implemented responsible gambling strategies. Casino managers should consider a responsible gambling strategy as an important long-term business activity to increase casino visitor’s intention to gamble.

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THE ROLE OF CUSTOMERS’ CULTURAL VALUES IN DEVELOPING E-LOYALTY: EMPIRICAL STUDY ON BSM KUDUS BRANCH

ADDIN ◽

10.21043/addin.v10i2.2593 ◽

2017 ◽

Vol 10 (2) ◽

pp. 473

Author(s):

Tulus Haryono ◽

Hunik Sri Runing Sawitri ◽

Mugi Harsono ◽

Ekawati Rahayu Ningsih

Keyword(s):

Cultural Values ◽

Relationship Marketing ◽

Structural Equation ◽

Integrative Model ◽

Equation Modeling ◽

Marketing Theory ◽

Significant Relation ◽

Cultural Approach

Objective of the study this paper is to discuss result of the study which examines effects of customers’ cultural values in developing e-loyalty in globalization era and integrative model which based on relationship marketing theory. These customers’ cultural values include personal relationship, long-term relationship, credibility among organizations, and English capability. Design/methodology/approach in this study is using triangulation approach consisted of survey on 17 customers, interview with manager, and instrument data processing of 200 respondents based on Structural Equation Modeling (SEM), its result shows that there is significant relation among customers’ cultural values in developing e-loyalty of Sharia banking especially in BSM Kudus Branch. Knowledge provided in this paper is expected to be able to help bank manager in handling issues of decreasing customers’ e-loyalty of Sharia banking by cultural approach.

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Expatriate's engagement and burnout: the role of purpose-oriented leadership and cultural intelligence

Journal of Global Mobility The Home of Expatriate Management Research ◽

10.1108/jgm-05-2020-0031 ◽

2020 ◽

Vol ahead-of-print (ahead-of-print) ◽

Author(s):

Flavia Cavazotte ◽

Sylvia Freitas Mello ◽

Lucia B. Oliveira

Keyword(s):

Structural Equation ◽

Design Methodology ◽

Cultural Intelligence ◽

Multinational Companies ◽

Equation Modeling ◽

Content Type ◽

The Uk ◽

The Impact

PurposeThis study analyzes the impact of purpose-oriented leadership and leader cultural intelligence on engagement and burnout among expatriates undertaking long-term corporate assignments, grounded on social psychology frameworks on interpersonal bias.Design/methodology/approachA survey was conducted with corporate expatriates from 21 different nationalities, who work for large multinational companies and were on assignment in 23 distinct countries – including Brazil, China, Japan and the UK Partial Least Squares Structural Equation Modeling was used to evaluate the proposed hypotheses.FindingsResults indicate that leader cultural intelligence is associated with lower burnout and higher engagement among expatriates, and that purpose-oriented leadership is associated with higher expatriate engagement but not with lower burnout.Originality/valueThis research contributes to the field by highlighting specific leader attributes that can foster successful expatriation: cultural intelligence and purpose-oriented leadership. The study adds to knowledge on leader–follower relationships amid national and cultural diversity by pointing to actionable leader qualities that can foster expatriate engagement and prevent his/her burnout.

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Test, Revision, and Cross-Validation of the Physical Activity Self-Definition Model

Journal of Sport and Exercise Psychology ◽

10.1123/jsep.31.4.484 ◽

2009 ◽

Vol 31 (4) ◽

pp. 484-504 ◽

Cited By ~ 23

Author(s):

Deborah Kendzierski ◽

Mara S. Morganstein

Keyword(s):

Physical Activity ◽

Indirect Effects ◽

Structural Equation ◽

Cross Validation ◽

Equation Modeling ◽

Direct Effects ◽

Perceived Ability ◽

Partial Invariance ◽

Using Data

Structural equation modeling was used to test an extended version of the Kendzierski, Furr, and Schiavoni (1998) Physical Activity Self-Definition Model. A revised model using data from 622 runners fit the data well. Cross-validation indices supported the revised model, and this model also provided a good fit to data from 397 cyclists. Partial invariance was found across activities. In both samples, perceived commitment and perceived ability had direct effects on self-definition, and perceived wanting, perceived trying, and enjoyment had indirect effects. The contribution of perceived ability to self-definition did not differ across activities. Implications concerning the original model, indirect effects, skill salience, and the role of context in self-definition are discussed.

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Identifying antecedents and outcomes of festival satisfaction

International Journal of Contemporary Hospitality Management ◽

10.1108/ijchm-02-2016-0069 ◽

2017 ◽

Vol 29 (3) ◽

pp. 947-965 ◽

Cited By ~ 1

Author(s):

Hak Jun Song ◽

So Young Bae ◽

Choong-Ki Lee

Keyword(s):

Local Governments ◽

Structural Equation ◽

Effective Means ◽

Positive Influence ◽

Equation Modeling ◽

Content Type ◽

Quality And Outcomes ◽

Extension Effect

Purpose This study aims to explore the relationships among antecedents (i.e. quality) and outcomes (i.e. trust, support, theme awareness and extension effect) of satisfaction at the 2013 Osong Cosmetics & Beauty (C&B) Expo held in Korea. Design/methodology/approach An onsite survey with self-administered questionnaires was administered for this study. A structural equation modeling (SEM) technique was used to analyze the relationships among ten constructs in the research model. Findings The results indicate that hospitality and product dimensions of quality positively affect satisfaction, satisfaction exerts positive influence on trust and theme awareness, trust performs an important role as a mediator between satisfaction and support and theme awareness significantly mediates satisfaction and extension effect. Practical implications This study encourages the Expo’s organizers to manage quality attributes to ensure Expo satisfaction and to consider extension effects of Expo experiences from long-term perspectives. This study also recommends that local governments develop symbolic products with exhibitors to strengthen the association of Expo themes with regions. Originality/value The current study highlights the role of quality as an antecedent of satisfaction with the C&B Expo, which has not been well-known despite its crucial role in the industry and the regional economy. It also improves the understanding of the inherent cause–effect relationships among antecedents and outcomes of Expo satisfaction. Therefore, this study provides crucial insights that the C&B Expo could be an effective means to reach target markets and stimulate trust from visitors, which, in turn, would encourage support for the C&B industry and extension effects for C&B products as a whole.

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The impact of social and contractual enforcement on reseller performance: the mediating role of coordination and inequity during adoption of a new technology

Journal of Business and Industrial Marketing ◽

10.1108/jbim-12-2014-0260 ◽

2016 ◽

Vol 31 (6) ◽

pp. 808-818 ◽

Cited By ~ 6

Author(s):

Talai Osmonbekov ◽

Brian Gregory ◽

Christian Chelariu ◽

Wesley J. Johnston

Keyword(s):

Structural Equation ◽

Survey Methodology ◽

New Technology ◽

Equation Modeling ◽

Content Type ◽

Mediating Role ◽

Relationship Performance ◽

The Impact ◽

Business To Business

Purpose The purpose of this paper is to examine the impact of social and contractual enforcement on the performance of business-to-business relationship. The research also tests the mediating role of perceived inequity and coordination. Design/methodology/approach A survey methodology was used to obtain responses from 224 decision-makers at reseller organizations. The data were analyzed using structural equation modeling. Findings It was found that both social and contractual enforcement impact relationship performance. Perceived inequity and coordination are important moderators of those relationships, as social enforcement increases coordination and reduces perceived inequity, while contractual enforcement increases perceived inequity. Originality/value While previous studies examined enforcement impact on coordination and conflict, this study links it to relationship performance. Importantly, enforcement’s relationship with perceived inequity is also examined in the context of B2B relationship.

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Perceived Sustainability and Customer Engagement in the Online Shopping Environment: The Rational and Emotional Perspectives

Sustainability ◽

10.3390/su12072674 ◽

2020 ◽

Vol 12 (7) ◽

pp. 2674 ◽

Cited By ~ 3

Author(s):

Xiao Chen ◽

Xiaojing Sun ◽

Dongwei Yan ◽

Decheng Wen

Keyword(s):

Structural Equation Modeling ◽

Structural Equation ◽

Online Shopping ◽

Conceptual Models ◽

Customer Relationships ◽

Customer Engagement ◽

Equation Modeling ◽

Short And Long Term

As increasing numbers of customers pay attention to product and service sustainability when shopping online, more and more firms in the online market engage in promoting perceived sustainability to establish close customer relationships. Prior studies implied the effects of perceived sustainability on transactional customer relationships, however, the role of perceived sustainability in influencing nontransactional customer relationships has received little attention. Drawing on existing conceptual models, this study aimed at exploring the effects of perceived sustainability on rational and emotional customer engagement (CE) in the online shopping environment. The data were collected through a questionnaire survey in China. Using the partial least squares (PLS) approach-based structural equation modeling (SEM) method, the authors found that perceived sustainability positively affects the two CE orientations through influencing short- and long-term transactional attitudes (satisfaction and commitment). A strong interrelationship between rational and emotional CE was also found. This is the first study presenting empirical evidence of the effects of perceived sustainability on nontransactional customer relationships from the rational and emotional perspectives. It also provides critical implications for online sellers in designing engagement programs.

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Who Doesn’t Come Home? Factors Influencing Mortality Among Long-Term Care Residents Transitioning to and From Emergency Departments in Two Canadian Cities

Journal of Applied Gerontology ◽

10.1177/0733464820962638 ◽

2020 ◽

pp. 073346482096263

Author(s):

Kaitlyn Tate ◽

R. Colin Reid ◽

Patrick McLane ◽

Garnet E. Cummings ◽

Brian H. Rowe ◽

...

Keyword(s):

Structural Equation ◽

Long Term Care ◽

Equation Modeling ◽

Future Research ◽

Term Care ◽

Palliative Care Consultation ◽

Level Of Consciousness ◽

Standardized Reporting ◽

Using Data

Residents of long-term care (LTC) whose deaths are imminent are likely to trigger a transfer to the emergency department (ED), which may not be appropriate. Using data from an observational study, we employed structural equation modeling to examine relationships among organizational and resident variables and death during transitions between LTC and ED. We identified 524 residents involved in 637 transfers from 38 LTC facilities and 2 EDs. Our model fit the data, (χ2 = 72.91, df = 56, p = .064), explaining 15% variance in resident death. Sustained shortness of breath (SOB), persistent decreased level of consciousness (LOC) and high triage acuity at ED presentation were direct and significant predictors of death. The estimated model can be used as a framework for future research. Standardized reporting of SOB and changes in LOC, scoring of resident acuity in LTC and timely palliative care consultation for families in the ED, when they are present, warrant further investigation.

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