Alexander Romney, Jake T. Harrison and Seth Benson
The aim of this study is to systematically review the scholarly literature on the self-fulfilling prophecy and identify the theoretical and methodological gaps in the literature…
Abstract
Purpose
The aim of this study is to systematically review the scholarly literature on the self-fulfilling prophecy and identify the theoretical and methodological gaps in the literature as a foundation to encourage future research.
Design/methodology/approach
To develop a theoretical framework for self-fulfilling prophecy research, each empirical article published in a peer-reviewed journal from January 2001 to October 2022 was retrieved using EBSCO’s Business Source Premier database. The keywords “self-fulfilling prophecy,” “Galatea effect,” “Golem effect” and “Pygmalion effect” were used in the Abstract of articles to conduct this literature review.
Findings
The authors developed a 2 × 2 framework that distinguishes self-fulfilling prophecies based on whether they are initiated internally or externally and whether positive or negative outcomes result. The authors then introduce what we label the Eyeore effect. The resulting framework helps identify the need for more research on the golem, Galatea and Eyeore effect.
Research limitations/implications
This review is limited because the authors only reviewed peer-reviewed empirical articles in the English language.
Originality/value
This work provides a meaningful framework to synthesize the types of self-fulfilling prophecies and systematically reviews the state of the literature, as a springboard to identify and encourage fruitful areas of future research.
Details
Keywords
Jake Ansell, Tina Harrison and Tom Archibald
To demonstrate the successful use of lifestage segmentation and survival analysis to identify cross‐selling opportunities.
Abstract
Purpose
To demonstrate the successful use of lifestage segmentation and survival analysis to identify cross‐selling opportunities.
Design/methodology/approach
The study applies lifestyle analysis and Cox's regression analysis model to behavioural and demographic data describing 10,979 UK customers of a large international insurance company.
Findings
There are clear differences between the lifestage segments identified with respect to customer characteristics affecting the likelihood of a second purchase from the company and the timeframes within which that is likely to take place. The “mature” segments appear to offer greater opportunities for retention and cross‐selling than the “younger” segments.
Research limitations/implications
The study was limited by the type of data available for analysis, which related mainly to life insurance and pension products characterised by low transaction frequency. Different results might be expected for banking or credit‐and‐loan products. The findings could be enhanced by incorporating a wider range of customer characteristics into the analysis.
Practical implications
The findings show clear differences in behaviour across the segments identified, providing a basis on which marketing planners might differentiate marketing and communication strategies for particular products market segments.
Originality/value
The paper illustrates the adaptation of survival analysis methodology, familiar in other disciplines but comparatively rare in marketing, to the cross‐selling of financial services. It shows how planners cannot only identify customers most likely to repurchase but also predict the timeframe in which that will take place.
Details
Keywords
Adam Lindgreen and Peder Frederiksen
The purpose of this paper is to provide a response to an article in Marketing Intelligence & Planning, Vol. 25 No. 4.
Abstract
Purpose
The purpose of this paper is to provide a response to an article in Marketing Intelligence & Planning, Vol. 25 No. 4.
Design/methodology/approach
This is a commentary piece.
Findings
The paper finds that certain aspects of the practical application of a statistical model may need to be reconsidered. Marketing planners should take this discussion into account before applying the model in the same way.
Originality/value
Despite the questions raised, the original article and this commentary together provide the impetus for further research studies, potentially leading to a fruitful approach to the planning of “cross‐selling” initiatives.
Details
Keywords
Andreas Schwab, Yanjinlkham Shuumarjav, Jake B. Telkamp and Jose R. Beltran
The use of artificial intelligence (AI) in management research is still nascent and has primarily focused on content analyses of text data. Some method scholars have begun to…
Abstract
The use of artificial intelligence (AI) in management research is still nascent and has primarily focused on content analyses of text data. Some method scholars have begun to discuss the potential benefits of far broader applications; however, these discussions have not led yet to a wave of corresponding AI applications by management researchers. This chapter explores the feasibility and the potential value of using AI for a very specific methodological task: the reliable and efficient capturing of higher-level psychological constructs in management research. It introduces the capturing of basic emotions and emotional authenticity of entrepreneurs based on their macro- and microfacial expressions during pitch presentations as an illustrative example of related AI opportunities and challenges. Thus, this chapter provides both motivation and guidance to management scholars for future applications of AI to advance management research.
Details
Keywords
Jake An, Liem Viet Ngo, Mathew Chylinski and Quan Tran
Despite the fact that prosocial motivation is related to word of mouth (WOM), few studies have been conducted to investigate the psychological and behavioral processes that…
Abstract
Purpose
Despite the fact that prosocial motivation is related to word of mouth (WOM), few studies have been conducted to investigate the psychological and behavioral processes that mediate the two constructs. This study aims to explore customers’ relational interactions, specifically customer-to-employee interaction (via customer participation), customer-to-customer interaction and customer-to-brand interaction (via brand commitment), as mediators of the prosocial motivation–WOM linkage. Specifically, this paper examines the serial mediation model, in which prosocial motivation increases customer participation and customer-to-customer interaction, which in turn increase brand commitment and WOM sequentially.
Design/methodology/approach
This study collected survey data from two different samples, including higher degree research education and fitness gym services (highly interactive, people-processing service contexts), and used partial least square method to analyze the multiple serial mediations.
Findings
The results of this study show two serial mediating processes through which prosocial motivation influences WOM: 1. prosocial motivation → customer participation → brand commitment → WOM; and 2. prosocial motivation → customer-to-customer interaction → brand commitment → WOM.
Practical implications
The findings provide managerial insights into how marketers can foster a more interactive service environment to encourage prosocial customers to engage in WOM more effectively.
Originality/value
This study contributes to the literature on services WOM by illustrating the behavioral and psychological processes that underlie the effect of prosocial motivation on WOM.
Details
Keywords
Hannah R. Marston, Linda Shore, Laura Stoops and Robbie S. Turner
Michelle Brown, Maria L. Kraimer and Virginia K. Bratton
Using job demands–resources (JD–R) theory, the purpose of this paper is to investigate the role of job demands (difficult performance appraisal (PA) objectives) and job resources…
Abstract
Purpose
Using job demands–resources (JD–R) theory, the purpose of this paper is to investigate the role of job demands (difficult performance appraisal (PA) objectives) and job resources (performance feedback and leader member exchange (LMX)) on employee reports of PA cynicism. The paper also investigates the consequences of PA cynicism on intent to quit and bad sportsmanship.
Design/methodology/approach
Survey data on PA demands and resources, PA cynicism and turnover intentions were obtained from employees. Supervisors rated their employees’ level of sportsmanship.
Findings
Contrary to the predictions of JD–R theory, the authors found that employees are most likely to be cynical when they experience high levels of job resources (LMX and performance feedback) and high levels of job demands (difficult objectives).
Research limitations/implications
The study demonstrates that PA cynicism matters – employees with higher levels of PA cynicism were more likely to contemplate leaving the organization; employees with high levels of PA cynicism are rated as bad sports by their supervisors.
Practical implications
Employees are sensitive to gaps between the description and reality of a PA process which can trigger thoughts of organizational exit and ineffective work behaviors. human resource managers need to ensure that employees regard the PA process as valuable, useful and worth their time and effort.
Originality/value
The authors contribute to the PA literature by investigating the role of both job resources and demands. PA research has focused on the specification of job demands, underplaying the role of job resources in employee attitudes toward PA.
Details
Keywords
Steven A. Schulz, Kyle W. Luthans and Jake G. Messersmith
A number of studies have identified a relationship between the positive psychological capital (PsyCap) of employees and desirable outcomes. Given current and projected shortages…
Abstract
Purpose
A number of studies have identified a relationship between the positive psychological capital (PsyCap) of employees and desirable outcomes. Given current and projected shortages of truck drivers that could become the “Achilles heel” of the global supply chain, the purpose of this paper is to test whether and how drivers’ attitudes and PsyCap relates to their intentions to quit.
Design/methodology/approach
Using survey data from truckload drivers (n=251) from two major transportation firms, correlation, regression, and path analysis were conducted to assess the relationship between job satisfaction, organizational commitment, PsyCap, and intentions to quit.
Findings
Results of this study indicate strong positive relationships between PsyCap and job satisfaction and organizational commitment and a strong negative correlation with intentions to quit. Structural equation modeling suggests that job satisfaction and organizational commitment mediate the relationship between PsyCap and turnover intentions.
Practical implications
Managerial implications for recognizing, understanding, and developing PsyCap in the transportation industry are derived from this study. Specific training guidelines are provided.
Originality/value
The major contribution of this paper is that it provides, for the first time, empirical evidence that PsyCap can be utilized to improve retention rates for truckload drivers.
Details
Keywords
Social Work education has seen some changes since my first paper on how The Archers could be used to enhance a student's understanding of service user experiences (Burrows, 2016)…
Abstract
Social Work education has seen some changes since my first paper on how The Archers could be used to enhance a student's understanding of service user experiences (Burrows, 2016). Social Work students still, however, need to understand the difficulties that their future service users may experience; learning is developed through lectures, seminars and workshops, and most of all through practice experience, but a real challenge for educators is how to show students the constant lived reality of families and communities who have complex difficulties. A visit to a household only gives a snapshot of their life, and service users may be guarded in their behaviour during a professional visit. My original paper considered the educational value of the ‘fly-on-the-wall’ perspective of The Archers, in catching unguarded moments and drawing attention to issues in the community. From the impact of rural poverty and unaffordable housing, through issues of mental health, hospital discharge, to adult survivors of child sexual abuse and the tangled webs of modern slavery, these issues will resonate with any social worker, in Adult, Children and Families or Mental Health fields. These are not just issues in a rural setting; professionals in more urban settings will recognise these as things the families and individuals they work with must deal with from time to time.