Fernando Jaramillo, Daniel M. Ladik, Greg W. Marshall and Jay Prakash Mulki
In the years since Saxe and Weitz developed a scale to measure the selling orientation and customer orientation (SOCO) of a salesperson, research findings on the effect of SOCO on…
Abstract
Purpose
In the years since Saxe and Weitz developed a scale to measure the selling orientation and customer orientation (SOCO) of a salesperson, research findings on the effect of SOCO on salesperson job performance have shown mixed results. This article aims to synthesize the findings from the empirical studies to identify the direction and the strength of this relationship. In addition, it aims to investigate the moderating effect of customer type (business or end user consumer) and type of job performance measure used (subjective or objective).
Design/methodology/approach
Research questions were addressed by a meta‐analysis of 16 studies containing 17 effect sizes from 3,477 respondents.
Findings
Meta‐analysis results reveal an attenuated weighted mean effect size (r) of this relationship of 0.14, with a 90 percent confidence interval of 0.04 to 0.23. The disattenuated mean effect size (rc) is 0.16. Findings also reveal that neither customer type nor type of job performance measures moderated the SOCO and job performance relationship.
Research limitations/implications
Although diligence was exercised to reduce selection bias, relevant studies may have been excluded from this meta‐analysis.
Practical implications
Study findings demonstrate that SOCO is an important predictor of salesperson job performance. High performance occurs when salespeople focus their energy on identifying the customer's individual needs and offer products to satisfy those needs.
Originality/value
This is the first published SOCO meta‐analysis.
Details
Keywords
Daniel Ladik, Francois Carrillat and Mark Tadajewski
The purpose of this paper is to revisit Russell Belk’s (1988) landmark paper “Possessions and the extended self”. The authors provide a prehistory of related ideas and then…
Abstract
Purpose
The purpose of this paper is to revisit Russell Belk’s (1988) landmark paper “Possessions and the extended self”. The authors provide a prehistory of related ideas and then examine the controversy it triggered regarding the different paradigms of research in marketing (Cohen, 1989) some 26 years ago.
Design/methodology/approach
This paper takes Belk seriously when he argues that his work is a synthesis and extension of prior studies leading to the novel production of the “extended self” concept. Via a close reading of the history of self-constitution, the authors highlight a number of thinkers who were grappling with similar issues now associated in our disciplinary consciousness to the idea of the “extended self”. To assess the contribution of Belk’s work, the authors engage in citation and interpretive analyses. The first analysis compared scholarly citations of Belk (1988) with the top ten most-cited Journal of Consumer Research (JCR) papers published in the same year. The second citation analysis compared Belk (1988) to the top ten most-cited JCR papers in the history of the journal. The authors follow this with an interpretive analysis of Belk’s contribution to consumer research via his 1988 paper.
Findings
Belk (1988) had the most citations (N = 934) of any paper published in JCR in 1988. When compared to all papers published in the history of JCR, Belk (1988) leads with the most overall citations. Moreover, Belk (1988) is the most prominent interpretive paper that appeared in JCR and one of the top three, regardless of paradigm. The analysis illustrates diversity in topic and methodology, thus indicating that Belk’s contribution impacted a wide variety of scholars. Interpretive analysis indicates the importance of Belk’s work for subsequently impactful consumer researchers.
Originality/value
The authors offer a prehistory of the “extended self” concept by highlighting literature that many consumer researchers will not have explored previously. With citations spanning over three decades, consumer behavior scholars recognize Belk (1988) as an important paper. Our analysis reveals that contrary to received wisdom, it is not only important for interpretive researchers or scholars within the consumer culture theory, but it is significant for the entire discipline, irrespective of paradigmatic orientation. The research presented here demonstrates that Belk’s (1988) paper is arguably one of the most influential papers ever published in JCR.
Details
Keywords
Wen-Lung Shiau, Chang Liu, Mengru Zhou and Ye Yuan
Facial recognition payment is an emerging mobile payment method that uses human biometrics for personal identification. The purpose of this study is to examine how users' salient…
Abstract
Purpose
Facial recognition payment is an emerging mobile payment method that uses human biometrics for personal identification. The purpose of this study is to examine how users' salient beliefs regarding the technology–organization–environment–individual (TOE–I) dimensions affect their attitudes and how attitudes subsequently influence the intention to use facial recognition payment in offline contactless services.
Design/methodology/approach
This study comprehensively investigates customers' decision-making psychological mechanism of using facial recognition payment by integrating the belief–attitude–intention (B–A–I) model and the extended TOE–I framework. Data from 420 valid samples were collected through an online survey and analyzed using partial least squares structural equation modeling.
Findings
Research results indicate that convenience and perceived herd exert positive effects on trust and satisfaction. Meanwhile, familiarity has a significantly positive effect only on trust but not on satisfaction. In contrast, perceived privacy risk exhibits a negative effect on both trust and satisfaction. Trust and satisfaction positively influence the intention to use facial recognition payment. Unexpectedly, self-awareness negatively moderates the effect of satisfaction on intention to use, but its effect on the relationship between trust and intention to use is non-significant.
Originality/value
To the best of the authors’ knowledge, this study is one of the early studies that explicate customers' psychological mechanism in facial recognition payment in offline contactless services through an understanding of the B–A–I causal linkages with the identification of users' perceptions from a comprehensive context-specific perspective. This study enriches the literature on facial recognition payment and explores the moderating role of self-awareness in the relationship between users' attitudes and intention to use, thereby revealing a complex psychological process in the usage of offline facial recognition payment systems.
Details
Keywords
Ulaga and Eggert (2006a) examined a framework of relationship value in business markets. This study aims to replicate their study to show that relationship benefits are more…
Abstract
Purpose
Ulaga and Eggert (2006a) examined a framework of relationship value in business markets. This study aims to replicate their study to show that relationship benefits are more important than relationship costs when it comes to choosing a main supplier. This research also extends the original study by hypothesising that the development of relationship value has a positive impact on relationship marketing outcomes, thus providing evidence for the nomological validity of the original scale.
Design/methodology/approach
The study used empirical data from purchasing managers in manufacturing firms in the UK. The research instrument was a structured questionnaire. The study adopted a close replication to Ulaga and Eggert (2006a) using a rather similar context and methodology for comparison reasons.
Findings
Relationship benefits are more important than relationship costs when it comes to choosing a main supplier. Cost competitiveness is a necessary but not sufficient condition to differentiate in business markets. Value dimensions relate significantly to relationship marketing outcomes, providing evidence for the nomological validity of the original scale.
Research limitations/implications
Given the dynamic nature of the relationship value construct, future longitudinal research could offer useful insights on how value is created over time.
Practical implications
Although internal cost reduction, which can ultimately lead to price reduction, should not be ignored, suppliers should focus on creating value through personal interaction, service quality, product enhancements and delivery efficiency.
Originality/value
The findings provide support for Ulaga and Eggert’s (2006a) conceptualisation, indicating that the relationship value is not merely a theoretical construct viewed on a high level of abstraction but rather can also be empirically measured.
Details
Keywords
Ida Ayu Putu Widani Sugianingrat, Sapta Rini Widyawati, Carla Alexandra de Jesus da Costa, Mateus Ximenes, Salustiano Dos Reis Piedade and Wayan Gede Sarmawa
The purpose of this paper is to examine the effect of ethical leadership on employee performance, with the employee engagement and organizational citizenship behavior (OCB) as…
Abstract
Purpose
The purpose of this paper is to examine the effect of ethical leadership on employee performance, with the employee engagement and organizational citizenship behavior (OCB) as mediating variables.
Design/methodology/approach
The design of this study was to ascertain the predictive generalizations truth of the theory. The population in this study was all employees of non-star hotels in Sarbagita area of Bali.
Findings
First, ethical leadership does not have a significant effect on employee performance, where the increase in leadership value is not able to provide a significant improvement in the performance of non-star hotel employees in the Sarbagita area of Bali. Second, employee engagement is able to mediate ethical leadership in improving employee performance. Third, the OCB will be able to play a role in mediating the influence of ethical leadership on employee performance if it passes the mediating role of employee engagement first.
Originality/value
The inconsistencies of the previous study results provide evidence and opportunities for this study to review by including mediating variables on ethical leadership and employee performance relationship. The studied variable as a mediating variable is employee engagement. In addition to employee engagement, this study also included the OCB variable as a mediating variable. Several previous studies have identified the influence of ethical leadership, employee engagement and OCB in improving employee performance in separate research models, so there is still a gap for further research.
Details
Keywords
J. Ian Norris, Daniel L. Wann and Ryan K. Zapalac
The purpose of these studies is to determine how maximizing sport fans seek optimal outcomes through team identification. Maximizers seek optimal outcomes but do not always obtain…
Abstract
Purpose
The purpose of these studies is to determine how maximizing sport fans seek optimal outcomes through team identification. Maximizers seek optimal outcomes but do not always obtain them. This may be particularly true of sport fans, who often identify with teams for reasons that run deeper than team success. Maximizing fans may be more concerned with being the best fans than following the best teams.
Design/methodology/approach
In Study 1, the authors measured maximizing tendency and identification with participants’ favorite National Football League (NFL) teams. The authors then used moderated regression to predict identification levels from the interaction of maximizing and the historical win–loss records of these teams. In Study 2, the authors manipulated team success by providing participants either an optimistic or pessimistic preview of their college basketball team’s upcoming season. The authors measured maximizing tendency as a moderator of this relationship and identification with the college basketball team as the dependent variable.
Findings
In Study 1, maximizers identified more strongly with their favorite NFL team when their favorite team was a historically unsuccessful team. In Study 2, maximizers identified more strongly with their college basketball team after reading a pessimistic preview of the team’s upcoming season than after reading an optimistic preview of that season.
Research limitations/implications
Study 1 required participants to self-report their favorite NFL teams, so the results were only correlational. However, the authors were able to address this limitation with an experimental Study 2.
Practical implications
There are a number of potential implications for sport marketing strategy. For one, sport marketers may want to appeal to fans’ desire to be the best by supporting their teams when they need it most, particularly for teams that are not performing well.
Originality/value
This is the first examination of team or fan identification in the context of maximizing tendency.
Details
Keywords
Raheem Bux Soomro, Sanam Gul Memon and Marvi Soomro
This paper is an empirical investigation of the effect of knowledge, skills and entrepreneur competencies on the performance of micro-, small- and medium-sized enterprises (MSMEs…
Abstract
Purpose
This paper is an empirical investigation of the effect of knowledge, skills and entrepreneur competencies on the performance of micro-, small- and medium-sized enterprises (MSMEs) operating in Upper Sindh, Pakistan.
Design/methodology/approach
The data were collected from owners/managers of MSMEs operating in major cities of Upper Sindh. A total of 1,100 respondents were identified through snowball and social contacts tools. A total of 316 respondents permitted researchers to visit their firms and collecting data from them by a survey questionnaire.
Findings
The findings shows that entrepreneurial skills and networking have a positive and significant effect on entrepreneurial competency. Then, entrepreneurial skills, networking and entrepreneurial competency have a positive effect on enterprise performance. The findings show a significant mediation effect of entrepreneurial competency on the relationships between entrepreneurial skills and networking and enterprise performance.
Originality/value
This paper provides useful conclusion in understanding the entrepreneur’s characteristics and their impact on performance MSMEs, which is crucial for promoting entrepreneurial activities and for enhancing socio-economic conditions among low-income households located in Upper Sindh, Pakistan. The government must make preparation in organizing trade fairs, seminars and road shows on certain services/ products to which MSMEs’ entrepreneurs, consumers and suppliers might be invited to ease their connections.