Search results

The purpose of this paper is to propose that a more optimal regulatory focus in conflict reflects a mix of promotion and prevention considerations because conflict often elicits needs for promoting well-being as well as needs for preventing threats to security and interests. Two studies using distinct methodologies tested the hypothesis that social conflict is associated with better outcomes when the parties construe the conflict with a regulatory focus that reflects a combination of both promotion and prevention orientations.

Study 1 was an experiment that framed the same low-intensity conflict scenario as either prevention- or promotion-focused, or as both. In Study 2, we mouse-coded stream-of-thought accounts of participants’ actual ongoing high-intensity conflicts for time spent in both promotion and prevention focus.

In Study 1, the combined framing resulted in greater satisfaction with expected conflict outcomes and goal attainment than did either prevention or promotion framing alone. However, a promotion frame alone was associated with greater process and relationship satisfaction. These results were replicated in Study 2.

Prior research on regulatory focus has emphasized the benefits of a promotion focus over prevention when managing conflict. The present research offers new insight into how these seemingly opposing motives can operate in tandem to increase conflict satisfaction. Thus, this research illustrates the value of moving beyond dichotomized motivational distinctions in conflict research, to understand the dynamic interplay of how these distinctions may be navigated in concert for more effective conflict engagement. It also illustrates the value of mouse-coding methods for capturing the dynamic interplay of motives as they rise and fall in salience over time.

This research aims to investigate how consumers’ authentic pride versus hubristic pride affects different construal levels of mind-sets and subsequent product evaluation by activating local versus global cognitive appraisal tendencies. Furthermore, this research also examines how lay theories impact the effects of pride on construal levels and how power moderates the effect of hubristic versus authentic pride on product preferences varying in construal levels.

Drawing on cognitive appraisal and construal level theories, this research conducts eight experimental studies to test the hypotheses with an ANOVA, bootstrap analysis and binary logistic regression analysis. The details of the experiments are presented in the paper.

The results show that people feeling authentic (hubristic) pride dominantly adopt a lower (higher) level of construal, and consequently put more weight on feasibility over desirability (desirability over feasibility) attributes. Authentic pride’s inclination to appeal behavior-specific appraisals triggers local appraisal tendencies and bestows lower construal levels, whereas hubristic pride’s inclination to connect the entire self triggers global appraisal tendencies and confers higher construal levels. Incremental (vs entity) theorists are likely to attribute the pride experience to their efforts (traits), and thus feel authentic (hubristic) pride. Furthermore, the product preferences of people experiencing authentic vs hubristic pride depend on their power state.

Notwithstanding the importance of this research, it is worthwhile to note some of its limitations to encourage future research. First, eight studies in the lab were conducted, but no real behavior study was conducted. Although there is a high correlation between the results of lab studies and those of real behavior studies, the authors encourage future researches to elicit the consumers’ pride in the actual consumption situation using a real behavior study. Furthermore, this research mainly focuses on pride, and does not examine other positive emotions, e.g. happiness. Therefore, the authors encourage future research to examine other positive emotions.

The findings suggest that it is appropriate to use construal levels to match consumers’ pride types. In fact, marketers can induce hubristic pride or authentic pride in ads by simply using words or sentences (“feeling proud because of your hard work” or “feeling proud, you are so superior and remarkably unique”), and present either higher- or lower-level construal of desired behaviors to improve advertising effects.

The research contributes to literature by documenting how hubristic/authentic pride can affect distinct construal levels via activating global/local appraisal tendencies. And this research thoroughly illustrates the mechanism by which hubristic/authentic pride activates global versus local appraisal tendencies. More importantly, this research finds how lay theories affect construal level given a pride experience and it also corroborates the moderating effects of power in the proposed relationship, which establish the boundary conditions of the effects of prides on construal levels.

Self-report questionnaires are the predominant method used in human resource management (HRM) research to assess employees’ work-related psychological constructs (e.g., processes, states, and attributes). However, this method is associated with significant shortcomings, including the introduction of self-serving bias and common method variance when used exclusively. In this chapter, the authors challenge the assumption that individuals themselves are the only accurate source of the self-focused information collected in HRM research. Instead, the authors propose that other-ratings – ratings of a target individual that are provided by a workplace observer, such as a coworker, supervisor, or subordinate – can accurately assess commonly measured work-related psychological constructs. The authors begin by explaining the advantages of other-ratings for HRM research and practice, reviewing the history of other-ratings and how they emerged in the personality and person-perception literature, and outlining how they have been used in HRM research to date. Then, the authors build upon Funder’s (1995) realistic accuracy model to develop a theoretical argument detailing why workplace others should be able to accurately judge how another employee thinks and feels about work. Next, the authors highlight existing evidence in the literature on the accuracy of other-ratings and present the results of a preliminary meta-analysis on the ability of other-ratings to predict self-ratings of work-related psychological constructs. Finally, the authors discuss potential moderators of other-rating accuracy and reflect on a number of practical considerations for researchers looking to use other-ratings in their own work. The authors intend for this chapter to meaningfully contribute to the larger conversation on HRM research methods. Other-ratings are a simple, yet powerful, addition to the methodological toolkit of HRM researchers that can increase flexibility in research design and improve the overall quality of research.

This paper seeks to propose the examination of the importance of firms' intention to e‐collaborate in facilitating e‐collaboration for an informal alliance.

A rigorous review of the existing literature is undertaken for the purpose of developing a contingency framework that determines firm boundaries.

The conceptual framework posits that three decision contexts (the threat of opportunism, the threat of commercial failure, and the opportunity for sustainable advantage) are predictors of selecting the governance mode between e‐collaboration and arm's‐length relationship, and that an intention to e‐collaborate moderates the governance mode choice.

Testable propositions are offered to examine the proposed relationships in the framework. The paper concludes by suggesting that firms which would like to implement e‐collaboration in a group of companies must initiate and strengthen their intention to form the desired governance mode.

The purpose of this paper is threefold: to conceptualize a construct of the perceived value in CSA and its dimensions, to operationalize and validate the construct, and to empirically investigate the influence of perceived value in CSA on consumer satisfaction and loyalty.

This research begins by reviewing relevant literature that frames the concept of perceived value in CSA and integrates this construct into a nomological network. Operational measures for each component of perceived value in CSA are then developed. The scale is validated, and then used to test the hypothesized model in a sample of 198 consumers of Beijing's five CSA farms using partial least squares (PLS) as an analytical tool.

Perceived value in CSA is found to be a formative, multi-dimensional, third-order construct. Further, the results suggest that perceived value in CSA has both a direct positive effect on consumer loyalty and an indirect effect mediated through consumer satisfaction.

Limitations and research directions refer to the need to increase the sample size and replicate research in other places, the possibility of conducting longitudinal research, the need to identify antecedents of perceived value, and the opportunity to assess perceived value across a number of CSA member characteristics.

CSA farmers should recognize the importance of value creation to build and maintain long time relationships. This study suggests that CSA farmers can enhance value from two approaches. One approach is to build strategies to facilitate delivery of product benefits, emotional benefits, and social benefits. Another approach is to invest in efforts to reduce inconvenience and lower risk. In addition, the formative model means that CSA farmers can allocate resources depending on the relative weight of each in value perceptions.

This research is one of the first to conceptualize perceived value in a CSA setting; it argues that modeling of perceived value in CSA should take a formative approach and finds support for this; and assesses the nomological validity of the perceived value in CSA.

The purpose of this paper is to investigate the influence of temporal construal theory on entrepreneurial intention models using a three-country study. Inclusion of temporal construal theory in intent models would suggest path dependent influence on intent, and more specifically, that intent may be subdivided into temporally based categories, broadly codified as short-term and long-term intent.

A quasi-experimental study of 1,046 university students in business and engineering from the USA, Mexico, and Spain was conducted. A temporal construal model of intent is proposed, including measures of short-term and long-term intent. Entrepreneurial self-efficacy (ESE), part of the perceived behavioral control in the theory of planned behavior, is utilized to structure the model antecedents.

The results suggest the existence of differences in individual entrepreneurial intent measures depending on the individual’s perception of when the entrepreneurial event is anticipated to occur in their lives. Utilizing an ESE construct, the authors demonstrated that short-term entrepreneurial intent significantly mediates the effect of ESE on long-term entrepreneurial intent. Furthermore, the results identify a mediating model that does not depend on regional country differences, thus supporting the generalizability of the findings.

The paper bridges temporal construal theory and entrepreneurial intentions to qualify the path dependent effects of this psychological phenomena and its impact on identifying nascent entrepreneurs. The multi-country results indicate the ability to generalize the findings into a more complete theoretical model of entrepreneurial intention and suggests potential improvements in predictive models that currently use single or averaged measures of entrepreneurial intent.

This paper aims to investigate the role of gender in the association of relationship marketing underpinnings (namely trust, commitment, communication, and conflict handling) with customer loyalty.

Data for the research were collected through a survey of customers of banks in Malaysia. Hierarchical Multiple Regression Analysis (HMRA) was used to estimate the moderation effect of gender in the RM‐customer loyalty relationship.

The results show that the four underpinnings of relationship marketing are directly associated with customer loyalty. Significant gender difference exists in the trust‐loyalty relationship. Women are significantly more loyal than men at higher levels of trust in the bank. Gender does not moderate the relationship between commitment, communication, conflict handling and loyalty.

The research focuses on banking services; further research in other sectors may be necessary before generalization can be made on the entire service industry. In this study, gender plays an important role in customer loyalty. Female customers tend to be more loyal than male customers when the bank is highly trustworthy.

Banks should increasingly demonstrate that they are trustworthy in order to keep customers loyal, more so female customers. They should also be committed to service, communicate effectively and handle conflicts well.

Although there are studies on relationship marketing and customer loyalty, research on gender roles is very limited. By contributing to the body of knowledge in this area, this research adds significant value. Moreover, the study presents valuable information on the market behaviour of customers in Malaysia, which may be unfamiliar to many readers.

This paper aims to examine the association of relationship marketing variables (namely trust, commitment, communication, and conflict handling) with overall firm‐customer relationship quality between male and female customers of Malaysian banks.

Data were colleted through a field survey of randomly selected bank customers in Malaysia. Hierarchical multiple regression analysis (HMRA) was employed for data analysis.

The results show that relationship marketing explains a significant amount of variance in overall firm‐customer relationship quality. Except for communication, all the independent variables are significantly associated with perceived firm‐customer relationship quality. No significant gender differences were observed.

The quality of firm‐customer relationship is important in customer retention and loyalty. There are efforts to understand the relationship marketing variables that drive overall relationship quality, but whether this relationship is generic or differs between males and females is unknown. The paper provides this insight.