Dana E. Harrison, O.C. Ferrell, Linda Ferrell and Joe F. Hair, Jr
The purpose of this paper is to theoretically develop and empirically validate separate scales that represent a consumer’s expectations of business ethics (BE) and corporate…
Abstract
Purpose
The purpose of this paper is to theoretically develop and empirically validate separate scales that represent a consumer’s expectations of business ethics (BE) and corporate social responsibility (CSR).
Design/methodology/approach
A literature review and qualitative research were conducted to generate items for the scales. Initial item reduction was performed qualitatively based on a panel of experts. A follow-up quantitative assessment using an exploratory factor analysis further reduced the items. The scales were then validated using confirmatory composite analysis with partial least squares-structural equation modeling.
Findings
Separate scales representing consumers’ expectations of BE and CSR behaviors were developed. The scales exhibited reliability, convergent validity, discriminant validity and external validity.
Practical implications
The separation of these scales into two components will facilitate more precise examination of consumer perceptions of these two components of product and brand images, and how they may impact brand attitudes and brand trust.
Originality/value
This is the first effort to develop separate scales for consumer expectations of ethics and CSR, and assess their impact on brand outcomes.
Details
Keywords
Kelly R. Hall, Dana E. Harrison, Haya Ajjan and Greg W. Marshall
Artificial intelligence (AI) is a rapidly growing frontier. One promising area for AI is its potential to assist sales managers in providing salesperson feedback. Despite this…
Abstract
Purpose
Artificial intelligence (AI) is a rapidly growing frontier. One promising area for AI is its potential to assist sales managers in providing salesperson feedback. Despite this promise, little work has been done within the business-to-business (B2B) sales domain to investigate the potential impact of AI feedback on critical sales outcomes. The purpose of this research is to explore these issues and respond to calls in the literature to determine how AI can enhance salesperson adaptability and performance.
Design/methodology/approach
Survey data from a sample of 246 B2B salespeople was used to test the conceptual model and research hypotheses. The data were analyzed using partial least squares structural equation modeling (PLS-SEM).
Findings
The findings provide broad support for the model. An AI-feedback rich environment and salesperson feedback orientation predicted perceived accuracy of AI feedback which, in turn, strengthened intentions to use AI feedback. These favorable reactions to AI feedback positively related to adaptive selling behaviors, and adaptive selling behaviors mediated the relationships between intentions to use AI feedback and organizational commitment, as well as sales performance. Contrary to expectations, it did not mediate the relationship between intentions to use AI feedback and job satisfaction.
Practical implications
The managerial implications of this study lie in explaining practical considerations for the implementation and use of AI feedback in the sales context.
Originality/value
This study extends literature on technology adoption, performance feedback and the use of AI in the B2B sales domain. It offers practical insight for sales managers and those responsible for implementing AI solutions in sales.
Details
Keywords
Nwamaka A. Anaza, Dana E. Harrison and Brian N. Rutherford
This study aims to advance the organizational buying literature, by examining buyer burnout and its consequences. Specifically, the sequencing of multi-faceted organizational…
Abstract
Purpose
This study aims to advance the organizational buying literature, by examining buyer burnout and its consequences. Specifically, the sequencing of multi-faceted organizational buyer burnout is established and the impact of each dimension on job satisfaction, job performance, affective organizational commitment and turnover intentions is accessed. The current research is accomplished through the development and examination of competing models and hypothesis testing.
Design/methodology/approach
A sample of 125 business-to-business buyers were surveyed using established scale items. The study examines a series of competing models and outcomes of the facets of burnout through the use of covariance-based structural equation modeling. In addition, indirect, direct and total effects were examined.
Findings
First, this study supports that researchers should examine burnout, as a multi-faceted construct within the organizational buyer context, using the Lewin and Sager model. Second, findings strongly indicate that gaps exist in the current boundary spanner research, given that the majority of this research stream only examines a single aspect, emotional exhaustion, of burnout and fails to account for the impact of both the personal accomplishment and depersonalization facets of burnout. Further, the impact of personal accomplishment is highlighted, given its total effects on examined outcomes.
Originality/value
This study extends the Lewin and Sager model beyond a sales context and finds that each facet of burnout impacts the outcome variables to varying degrees. The total impact of personal accomplishment is highlighted, given that researchers often omit this facet from their investigations.
Details
Keywords
Entrepreneurship is a prominent area of inquiry which is enriched by an ample literature base and challenged by definitional deficiencies. Over the years, multiple perspectives of…
Abstract
Entrepreneurship is a prominent area of inquiry which is enriched by an ample literature base and challenged by definitional deficiencies. Over the years, multiple perspectives of entrepreneurship have emerged and a holistic approach to entrepreneurship has been proposed. This can facilitate the continued enlargement of the entrepreneurship field and allow for interdisciplinary research within the African region. This chapter contributes to the literature on entrepreneurship in developing economies by providing an extensive review of the various approaches that entrepreneurship has been conceptualised. Nine themes are explored: the great person, economic perspective, psychological perspective, sociological perspective, behavioural perspective, management, intrapreneurship, cognitive perspective and leadership perspective. This is followed by an examination of entrepreneurship as a process, as a new venture creation and as an art of opportunity recognition and exploitation. In the last section of this chapter, a clarion call is made for more African scholarship and research in the field of entrepreneurship.
Details
Keywords
Aidin Salamzadeh and Veland Ramadani
The Iranian entrepreneurial ecosystem has grown dramatically during the past decade. Several improvements have been made at different levels, and, therefore, one could witness its…
Abstract
The Iranian entrepreneurial ecosystem has grown dramatically during the past decade. Several improvements have been made at different levels, and, therefore, one could witness its unique achievements. Digital entrepreneurs are an integral part of this ecosystem, as most of the early achievements are the results of their proactive behaviors. Hopefully, the number of female digital entrepreneurs has increased, and their entrepreneurial activities have profoundly changed the competition scene. Therefore, this chapter provides a better understanding of the multilayered entrepreneurial ecosystem of Iran and then elaborates how female entrepreneurs are positioned in this ecosystem. Moreover, six well-known award-winning female digital entrepreneurs are introduced, and their challenges are scrutinized accordingly through narrative research. Finally, the chapter concludes with some remarks and directions for future research.
Details
Keywords
There is no doubt that there is a need for new traditions, that is, wisdoms for enhanced responsible business in Africa. As one of the oldest world economies, Africa has a rich…
Abstract
There is no doubt that there is a need for new traditions, that is, wisdoms for enhanced responsible business in Africa. As one of the oldest world economies, Africa has a rich history of responsible indigenous business traditions that have sustained and supported her people’s principled business entrepreneurship over the centuries. However, there is little knowledge about these African responsible indigenous business traditions in the international literature. Currently, internationally familiar Western responsible business traditions dominate global responsible management knowledge and practice. The chapter explores responsible indigenous business traditions amongst the Sesotho-speaking people of Southern Africa called Basotho, bringing to light an aspect of responsible indigenous business management knowledge and practice from Southern Africa. These Basotho’s responsible indigenous business traditions embedded in Mokorotlo business model are Seahlolo, that is, communal, or mutual aid sharing, Letsema, that is, communal work party, Tsimo-ea-lira, that is, the field of enemies, Moelela, that is, food paid for work at threshing time, and Mafisa, that is, communal livestock loaning. The chapter concludes by suggesting that these Mokorotlo business traditions are prima facie attractive to be taken seriously in the global responsible management knowledge and practice.
Details
Keywords
Raushan Aman, Petri Ahokangas, Maria Elo and Xiaotian Zhang
Although entrepreneurial capacity building is a keenly debated topic in migration and diaspora research, the concept of female entrepreneurial capacity and the framing of highly…
Abstract
Although entrepreneurial capacity building is a keenly debated topic in migration and diaspora research, the concept of female entrepreneurial capacity and the framing of highly skilled migrant women has remained underexamined. This chapter, therefore, addresses knowledge gaps related to migrant women entrepreneurs (MWEs) by focusing on the entrepreneurial experiences of highly skilled female migrants from both developed and developing countries. Specifically, we turn the ‘disadvantage’ lens towards migrant women’s inherent entrepreneurial dimension, an issue that deserves greater research attention, linking migrant women and their entrepreneurship to the entrepreneurial host context and business environment. Building on rich qualitative data collected via six semi-structured interviews with MWEs based in Finland, we also make practical suggestions for how MWEs can best engage with their entrepreneurial ecosystem as well as suggestions to policy-makers regarding how to improve gender awareness and migrant inclusivity aspects of entrepreneurial ecosystems.
Details
Keywords
Peter T. Gianiodis, Malcolm Muhammad and Wendy Chen
The root of urban poverty and inequality often results from limited economic opportunity. Yet, often this perception of lack of opportunity is centered on the early stages of new…
Abstract
The root of urban poverty and inequality often results from limited economic opportunity. Yet, often this perception of lack of opportunity is centered on the early stages of new venture formation, with only limited attention to venture growth and expansion. In this study, we explore the intersection of social venturing and community economic redevelopment to address this gap in the literature. We examine how venturing under conditions of limited economic opportunities occurs not just at the formation stages but also throughout the venturing life cycle. Specifically, we examine how ventures formed in distressed, urban neighborhoods face unique challenges when scaling up their operations. These challenges relate to securing and leveraging four types of capital: financial, physical, human, and social. We employ a case study methodology to examine these scaling challenges and the strategies the organization employed to overcome location disadvantages.