Search results

This paper aims to use systems thinking, systems theory and Camillus’ framework for responding to wicked problems to provide social marketers with a theoretically based framework for approaching strategy formation for wicked problems. The paper treats fast fashion as an illustrative case and takes a step back from implementation to provide a framework for analysing and gaining understanding of wicked problem system structure for social marketers to then plan more effective interventions. The proposed approach is intended as a theory-based tool for social marketing practitioners to uncover system structure and analyse the wicked problems they face.

Following Layton, this work provides theoretically based guidelines for analysing the black box of how to develop and refine strategy as first proposed in Camillus’ (2008) framework for responding to wicked issues.

The prescription thus developed for approaching wicked problems’ system structure revolves around identifying the individuals, groups or entities that make up the system involved in the wicked problem, and then determining which social mechanisms most clearly drive each entity and which outcomes motivate these social mechanisms, before determining which role the entities play as either incumbent, challenger or governance and which social narratives drive each role’s participation in the wicked problem.

This paper shows that using systems thinking can help social marketers to gain big picture thinking and develop strategy for responding to complex issues, while considering the consequences of interventions.

This paper aims to integrate existing thinking and provide new insights into the complexity of behaviours to improve understanding of the nature of these behaviours. This paper expands social marketing theory by introducing the Motivation–Opportunity–Ability–Behaviour (MOAB) framework to assist in understanding the nature of social marketing behaviours by extending the Motivation–Opportunity–Ability (MOA) framework.

This is a conceptual paper that proposes the MOAB framework to understand the complexity of behaviours.

This new tool will provide social marketers with an improved understanding of the differences between behaviours targeted by social marketers. Specifically, it provides a definition and application of complexity in social marketing that will facilitate the development of consumer insights and subsequent social marketing programs that more sufficiently account for the complexity of target behaviours.

This proposed MOAB framework offers a foundation for future research to expand upon. Further research is recommended to empirically test the proposed framework.

This paper seeks to advance the theoretical base of social marketing by providing new insights to understand the nature of the behaviour in social marketing to assist social marketers to move beyond attempts to treat all behaviours as if they are the same.

This study provides an integrative model that facilitates green product innovation (GPI) by adopting dynamic capabilities theory and the motivation-opportunity-ability (MOA) framework. Drawing on dynamic capabilities theory, this study emphasizes green supply chain integration (GSCI), consisting of internal and external integration, as a dynamic capability that drives GPI. Moreover, this study analyzes the environmental conditions that benefit the development of dynamic capabilities using the MOA framework and focuses specifically on government support (GS) and market greenness (MG) as precursors to GSCI.

Survey data were collected from 300 Chinese manufacturing firms. The proposed hypotheses were tested using hierarchical multiple regression analysis.

The regression analysis reveals that (1) GS and MG positively affect both internal and external integration and (2) internal and external integration positively affect GPI.

In explicating a model of GPI, this study extends the theoretical lens of dynamic capabilities beyond the intraorganizational level to the supply chain level. Moreover, this study enhances the understanding of dynamic capability development by considering the environmental conditions that represent motivation- and opportunity-based drivers of GSCI.

Health misinformation on social media threatens public health. A critical question that sheds light on the propagation of health misinformation across social media platforms revolves around identifying the specific types of social media users susceptible to this issue. This study provides an initial insight into this matter by examining the underlying psychological mechanism that renders users susceptible to health misinformation.

In this study, we developed an integrated model of susceptibility to health misinformation, drawing on the motivation-opportunity-ability theory and the elaboration likelihood model. We collected the data from a sample of 342 social media users in China. Furthermore, the fuzzy-set qualitative comparative analysis was adopted to examine the proposed model and uncover the causal recipes associated with susceptibility to health misinformation.

The results indicated that there are three configural types of users that are susceptible to health misinformation: the health-consciousness core-driven type, the popularity-driven core type and the dual-driven type characterized by both high health consciousness and information popularity. Among these, high health-consciousness and the reliance on information popularity-based pathways emerge as pivotal factors influencing susceptibility to health misinformation.

This study contributes to the social media literature by identifying various psychological traits that lead to social media users’ susceptibility to health misinformation. Additionally, the study provides comprehensive guidance on how to mitigate the spread of health misinformation.

This study aims to investigate moderators affecting the impact of salesperson acquisition-retention (AR) ambidexterity on sales performance based on the motivation-opportunity-ability (MOA) framework.

The authors collected triadic data through 391 questionnaires from salespeople, 50 questionnaires from sales managers and archival data about each salesperson’s performance. Hierarchical linear modeling was applied to test the hypotheses.

The results indicate that salesperson AR ambidexterity positively affects sales performance. The positive effect is strengthened by capability control but weakened by outcome control and activity control. The authors also find that sales experience and market attractiveness hurt the effectiveness of salesperson AR ambidexterity.

First, this study does not examine the mediating mechanism underlying the effect of salesperson AR ambidexterity. Second, sales-service ambidexterity is another ambidextrous variable for salespeople. Future research can consider AR and sales-service ambidexterity together.

First, managers should be cautious when encouraging experienced salespeople to conduct AR ambidexterity. Second, managers need to use capability control to motivate salespeople with AR ambidextrous behaviors. Third, AR ambidexterity could be not required in a market with many opportunities.

Although some studies have examined the effectiveness of salesperson AR ambidexterity, they reveal inconsistent findings, which suggest contingent conditions on the effectiveness of salesperson AR ambidexterity. However, the attention on the contingent conditions is limited. Therefore, this paper systematically investigates the contingent conditions from the MOA framework. The findings provide some insights into when salesperson AR ambidexterity is effective.

The purpose of this study is to apply the motivation–opportunity–ability (MOA) framework to investigate the relationships between ambiguity tolerance (AT), reflective thinking (RT) and performance in a complex task to predict knowledge-sharing intent.

In this study, 190 subjects performed a complex scheduling task in which they were randomly assigned to either participate in RT or not.

Results show that factors of the MOA framework positively predicted knowledge-sharing intent. In addition, RT significantly increased intention to share for individuals with low performance or with low AT.

More research is needed to determine relationships between complex task performance and knowledge sharing, and the role of learning strategies, particularly self-directed ones such as RT. Future studies may use a larger sample size for more complex analysis.

RT may be used to create a sustainable and low-cost method of increasing knowledge sharing in complex tasks, without which those with low AT or low performance may not have participated.

The study supports the importance of contextual influences and points to how organizations can use RT in addition to individual motivation and ability to encourage knowledge sharing.

The regulatory landscape surrounding international construction projects presents significant challenges, and contractors are still struggling to pay a painful price for their performance in the project. While existing research has identified various causes of contractor compliance, the intricate interplay of these factors and their impact on compliance remain largely elusive. The motivation-opportunity-ability (MOA) framework may hold the key to determining what factors can foster induced contractor compliance in international projects.

This study collected 124 valid data samples from practitioners involved in large-scale international contracting projects through expert interviews and questionnaire surveys. Fuzzy-set qualitative comparative analysis (fsQCA) was employed to analyze the diverse combinations of contractor compliance factors.

The study identifies seven key factors that contribute to compliance behavior among international construction contractors: economic motivation, social motivation, normative motivation, legal completeness, deterrent sanctions, organizational learning and compliance management ability. The interplay of these factors promotes compliance in the following ways: When international construction contractors are influenced by both social and normative motivations, they exhibit a higher level of compliance. In situations where regulatory systems are relatively weak, the ability to manage compliance becomes the primary driver of compliance behavior for businesses. A comprehensive legal framework creates a conducive environment for contractors to improve their compliance through organizational learning.

The findings offer guidance for international construction contractors in enhancing compliance by considering factors such as motivations, legal frameworks, organizational learning and compliance management. This can lead to improved risk management and performance in international projects.

This research enhances fair and ethical practices in international construction by identifying compliance drivers, fostering positive social impact, mitigating negative consequences and empowering local communities. It informs legal and regulatory reform, encourages improved business practices and contributes to knowledge advancement in the field. Overall, the findings have the potential to positively impact the social fabric of international construction projects.

This study has made an important contribution to the field of compliance theory by integrating theories from multiple disciplinary domains and constructing a new theoretical framework from the perspectives of motivation, opportunity and capability. By elucidating how these factors interact and influence compliance behavior among international construction contractors, this research aids in understanding the complex dynamics of contractor compliance behavior and provides theoretical reference for compliance governance within the construction industry.

Social commerce (s-commerce) has gained widespread popularity as a social platform where customers engage in resource-sharing activities such as information exchange, advice-seeking and expressing their opinions on mutual interests. However, existing studies have not fully comprehended the drivers of electronic customer-to-customer interaction (eCCI) and how such behavior contributes to the customer “stick” on s-commerce sites. This study develops the Motivation–Opportunity–Ability (MOA) theory and investigates the impact of MOA factors on eCCI, which in turn affects customer stickiness.

A survey was used to acquire data from 455 valid respondents, and the research employed a combination of fuzzy-set qualitative comparative analysis (fsQCA) and structural equation modeling.

The results revealed associations between perceived self-efficacy, intrinsic motivation, tie strength with other customers, eCCI and customer stickiness.

Considering the limited availability of complete eCCI frameworks in existing scholarly works, the authors present valuable perspectives on the role of consumer characteristics as both antecedents and consequences of eCCI. Additionally, this study proposes a research agenda for the field of eCCI on s-commerce sites.

The purpose of this paper is to provide a method for selection of the new product development (NPD) project team members, in such a way to maximize the expertise level of team members and at the same time, optimize knowledge sharing in the organization.

According to the motivation-opportunity-ability framework, knowledge sharing antecedents were determined. Then, the problem of selecting appropriate members of the project team was formulated as a bi-objective integer non-linear programming model. Due to the uncertainty conditions in the evaluation of candidates, the fuzzy sets approach was used for modeling. To solve the problem, first, the non-linear programming model was converted to a linear model. Subsequently, the fuzzy bi-objective linear programming problem was solved by using an approximate algorithm.

Results of applying the proposed method to an Iranian ship-building company showed its effectiveness in selecting appropriate members of the project team.

With the aid of the proposed approach, project managers will be able to form effective project teams that while increasing the success probability of the project, facilitate the maintenance of knowledge acquired during the project lifecycle.

This paper, for the first time, has tried to provide a method for selecting the NPD project team members, in a way that while selecting candidates with highest expertise, maximizes the sharing of knowledge among them.

The purpose of this paper is to examine the antecedents and performance consequences of voluntary information exchange between the production and sales functions.

Building on the motivation-opportunity-ability framework, the authors first posit a general model for bilateral information exchange across functional levels. The innovation presented in this model consists in allowing both sides of such an exchange (e.g. production-to-sales and sales-to-production) to differ in the perceived adequacy of information they receive. The two sides can also differ in terms of how their motivation and ability impact that adequacy. To test the model, the authors make use of survey responses and objective data from sales, production and executive managers of 182 Chinese manufacturers.

Analysis of the sample shows that the sales-to-production exchange has a smaller estimated performance effect than the production-to-sales exchange. Although shared opportunity is important in predicting both sides of the exchange, the measure of motivation appears to only significantly impact the sales-to-production exchange. In contrast, the measure of ability only appears to significantly affect the production-to-sales exchange.

Although limited to a regional context, differences in information-sharing drivers on the two sides of production-sales dyads pose strong implications that may be generalizable.

Specifically, these findings suggest alternative approaches and foci for resource investment that higher level managers can leverage in developing more effective cross-functional work settings.

This study differentiates itself from extant literature on information sharing by focusing on cross-functional (vs intra-functional) and voluntary (vs routine) information exchange.