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Article
Publication date: 6 November 2017

John Hadjimarcou, Jessica Herrera and Dalila Salazar

Previous research on the internationalization of retailing typically focused on retail companies crossing borders to enter other countries. Yet, a large number of people cross…

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Abstract

Purpose

Previous research on the internationalization of retailing typically focused on retail companies crossing borders to enter other countries. Yet, a large number of people cross country borders to outshop in neighboring countries. This form of inward retail internationalization has received little attention in the literature. To address this void, the purpose of this paper is to investigate the strategies of retailers in a border zone setting.

Design/methodology/approach

The authors collected data from 109 US retailers on the USA–Mexico border. The survey instrument included questions that captured the participants’ opinions regarding the importance of Mexican consumers, retail mix strategies, performance issues and overall retailer characteristics.

Findings

The findings show that US retailers perceive cross-border consumers as important to their performance. Interestingly, the findings also suggest that border zone retailers do not adapt their retail mix strategies with this target market in mind.

Research limitations/implications

The research was conducted at one particular border zone with its own unique characteristics. It is not clear whether the authors’ findings would apply in other inward internationalization contexts (e.g. medical tourism) or border zones. Future research should delve much more deeply into understanding outshopping motivations in border zones, but also the reasons why retailers do not actively engage in marketing their establishments to this target market.

Practical implications

The authors’ findings have interesting implications for retail managers in border zones. While exogenous and uncontrollable advantages on one side of the border may attract customers away from the other side of the border, retail mix customization under the control of retail managers may actually stimulate similar or better results. Border zone retailers are encouraged to engage in efforts to understand the border zone consumer and engage in programs directly targeted at them.

Originality/value

The study is grounded in theory and empirically assesses the retailers’ own contributions to enhancing their inward internationalization performance. By using the model of secondary boundary effects developed by Clark (1994) as their theoretical prism, the authors have put forward hypotheses, which address the aforementioned issues.

Details

Review of International Business and Strategy, vol. 27 no. 4
Type: Research Article
ISSN: 2059-6014

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Article
Publication date: 18 January 2013

María Fernanda Wagstaff, María del Carmen Triana, Abby N. Peters and Dalila Salazar

The purpose of this paper is to examine alleged perpetrators' reactions to being accused of discrimination.

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Abstract

Purpose

The purpose of this paper is to examine alleged perpetrators' reactions to being accused of discrimination.

Design/methodology/approach

The paper examines how the mode of confrontation as well as the perpetrator's status relate to the alleged perpetrator's state of anger and the likelihood of providing a justification to the victim. To test the hypotheses, the authors conducted an experimental design using an organizational scenario.

Findings

The mode of confrontation predicts the likelihood of providing a justification to the victim. The paper also found that both anger and the likelihood of providing a justification for a charge of discrimination are higher when the mode of confrontation is indirect and the alleged perpetrator is the supervisor.

Research limitations/implications

An organizational scenario limits the realism of the study such that results may not generalize to actual organizational settings (Stone, Hosoda, Lukaszewski and Phillips). In addition, the response rate was low. Nevertheless, a full understanding of issues related to reactions to alleged discrimination will depend upon research conducted in a variety of settings under a variety of conditions.

Practical implications

It is unlikely that direct confrontations will be instrumental in correcting misperceptions of discriminatory behavior. Organizations need to provide training on how to manage confrontation episodes as an opportunity to mitigate perceived mistreatment.

Originality/value

Which mode of confrontation is best? Indirect confrontation is associated with a higher likelihood of the alleged perpetrator providing a justification for a charge of discrimination, particularly when the alleged perpetrator is the supervisor. However, anger is also higher when supervisors are confronted indirectly about allegations of discrimination.

Details

Journal of Managerial Psychology, vol. 28 no. 1
Type: Research Article
ISSN: 0268-3946

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Article
Publication date: 21 October 2021

Sharfizie Mohd Sharip, Marinah Awang and Ramlee Ismail

This study aims to extend the investigation on leader communication by assessing the usage of motivating language (ML) by leaders in Waqf institutions in Malaysia.

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Abstract

Purpose

This study aims to extend the investigation on leader communication by assessing the usage of motivating language (ML) by leaders in Waqf institutions in Malaysia.

Design/methodology/approach

Data analysis was carried out using structural equation modelling via the partial least squares. The probability sampling technique was deemed more suitable for this study as the available data was definable for constructing the sampling frame.

Findings

Management effectiveness was shown to have a significant effect on direction-giving and meaning-making language (MML), but not on empathetic language (EL). The findings demonstrate that increasing use of directive and MML leads to greater management performance; however, increased use of EL has no such effect.

Research limitations/implications

The findings should not be taken as a comprehensive solution for improving the management effectiveness of all Waqf institutions. As the study only focused on the aspect of leader communication in Waqf institutions, the findings cannot be generalized to other contexts. Additionally, this study had only examined religious-based non-profit organizations (NPOs) with affiliations to a religious body, mission statements that incorporate religious values, financial support from religious sources and governance structure and employee selection based on religious processes. Hence, the findings cannot be used as a reference in the context of non-religious NPOs.

Practical implications

This paper contributes to the theoretical enhancement of existing literature about leader communication towards improving institutional effectiveness. The current study has empirically tested the model through the integration of the ML theory. Thus, the leader’s choice of language improves employee motivation and ultimately institutional productivity and effectiveness.

Originality/value

There is a glaring gap in empirical studies on the relationship between ML usage by leaders and management effectiveness specifically in the context of Malaysian organizations. Based on rigorous searches using the Scopus and Web of Sciences databases, it was found that past studies investigating the said relationship had focused more on Western countries. This is a crucial gap that must be addressed to gain a deeper understanding of the effect of ML on management effectiveness, especially in the Malaysian setting.

Details

Journal of Islamic Accounting and Business Research, vol. 13 no. 2
Type: Research Article
ISSN: 1759-0817

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