Eleanor Lawrence, Maggie W. Dunn and Suri Weisfeld-Spolter
The purpose of this paper is to present an innovative, research-based approach for stimulating self-awareness, reflection and intentional leadership development and address a call…
Abstract
Purpose
The purpose of this paper is to present an innovative, research-based approach for stimulating self-awareness, reflection and intentional leadership development and address a call from the academic and business community to educate and prepare graduate students for leadership in contemporary complex workplaces. Building on previous research findings and recommendations, the authors suggest that leadership potential is understood and facilitated through leadership assessment, increased self-awareness and faculty coach-supported reflection and development planning by MBA students. Based on three key constructs in leadership development, a conceptual model depicts the approach to developing potential leaders at this juncture in their professional development.
Design/methodology/approach
New MBA students completed a leadership potential assessment instrument designed to target areas for focused leadership development throughout their MBA program and beyond. The assessment process is followed by faculty coach-supported reflection and development planning as an assignment during the students’ MBA orientation course. To explore the impact of this innovative approach to accelerating the development of leadership potential, reflection papers from students who completed the process were analyzed. Data analysis consisted of content coding with an inter-rater reliability of 0.99 to classify the responses into four key categories. Survey data were also collected from 504 MBA students who attended an on-campus orientation course to measure students’ increasing understanding and awareness of the value of the leadership development opportunity.
Findings
Quantitative and qualitative results provide initial support for this approach to developing leadership potential. Results suggest that the integrative model stimulates a process of awareness, reflection and intentional development, and supports the identification and pursuit of goal-directed learning opportunities throughout students’ MBA program.
Originality/value
Graduate business school students are at a leadership inflection point in their trajectory as leaders. Business colleges play a key role in closing the leadership gap during the development cycle of the students’ MBA program. The innovative approach in this paper, which facilitates self-awareness, reflection and intentional leadership development, offers a model for business colleges exploring how to foster these necessary leadership insights and capabilities.
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Eleanor Lawrence, Fabienne Cadet-Laborde, Suri Weisfeld-Spolter, Yuliya Yurova and Leslie Tworoger
The purpose of this paper is to examine the importance of employee state of mind through the lens of Conservation of Resources Theory, emphasizing the importance of mindfulness…
Abstract
Purpose
The purpose of this paper is to examine the importance of employee state of mind through the lens of Conservation of Resources Theory, emphasizing the importance of mindfulness for employee productivity.
Design/methodology/approach
A survey consisting of previously validated instruments was administered to alumni of an MBA program, with 321 responses received from fully employed participants. The relationships among constructs were tested using partial least squares path modeling.
Findings
The effect of Work–Life Integration on Perceived Productivity in both groups of employees is fully mediated by Work Mindfulness. Interestingly, perceived Productivity of “negatively-minded” employees was driven by support and resources provided by their employers, but “positively-minded” employees did not require such support to boost their productivity.
Originality/value
Mindfulness has the potential to be beneficial in the workplace during periods of stress. Our results found that state of mind of individuals is an important construct to identify, particularly for those experiencing negative affect. For both groups, mindfulness mediated the results, suggesting actively incorporating mindfulness practices and training could be beneficial particularly for those with low levels of positive affect.
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Eleanor Lawrence, Suri Weisfeld-Spolter, Leslie Tworoger, Yuliya Yurova and Bahaudin G. Mujtaba
The purpose of this paper is to offer an informed method of collaboration for leaders in organizations to support adaptation to dynamic changes and challenges.
Abstract
Purpose
The purpose of this paper is to offer an informed method of collaboration for leaders in organizations to support adaptation to dynamic changes and challenges.
Design/methodology/approach
A qualitative analysis was undertaken to utilize change style preferences and personal resources in coping and responding to the extraordinary change brought about by the Covid pandemic. The Change Style Indicator (CSI) instrument and a qualitative reflection were the methods used to understand the near-term effect of this crisis.
Findings
Our findings require leaders to focus change efforts beyond organizational structure, as the work of change leadership is built upon interpersonal and individual responses and behaviors. Recommendations for leading through and recovering during dynamic change require customizing leader responses using inherent individual preferences for change and personal resource needs beyond system-wide organizational change initiatives
Originality/value
The paper offers an informed and intentional practice of leading during abrupt unpredictable change by examining typical change style preferences and reflections on personal resources utilized to respond during dynamic change. A strong recommendation for empathetic and collaborative leadership practice to support all stakeholders to adapt to change events is presented. Providing insight into how individuals typically respond to complex, unplanned change, helps inform and increase leadership capabilities and capacities for adapting during complex change.
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Cindy B. Rippé, Brent Smith and Suri Weisfeld-Spolter
This paper aims to enhance current understanding of motivations for self-gifting by suggesting that an individual’s attachment state from childhood upbringing impacts self-gifting…
Abstract
Purpose
This paper aims to enhance current understanding of motivations for self-gifting by suggesting that an individual’s attachment state from childhood upbringing impacts self-gifting behavior.
Design/methodology/approach
A survey was administered to 301 consumers living in the USA. Results were analyzed using partial least squares structural equation modeling.
Findings
Findings reveal that insecure anxious and insecure avoidant individuals are inclined to self-gift for reward and as compensation for personal disappointment.
Practical implications
Retailers can leverage the results to customize promotional messages that reference self-gifting in relation to an individual’s attachment style. For example, messaging geared towards attachment avoidance might emphasize acceptance of one’s imperfect self and situation. Messaging with sensitivity to attachment anxiety might emphasize positive self-reflection and self-worth. Per the authors’ findings, a promotional message geared towards attachment style may better motivate self-gifting.
Originality/value
This research is the first known empirical research to specify a psychological antecedent of self-gifting behavior, which is an emerging area in the literature and retail environment. The findings explain nuances of self-gifting behavior by theoretically connecting insecure attachment style as a driver of self-gifting purchases for reward and personal disappointment.
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Cindy B. Rippé, Suri Weisfeld-Spolter, Yuliya Yurova, Dena Hale and Fiona Sussan
The purpose of this paper is to investigate the impact of adaptive selling (AS) when “click and brick” in control multichannel consumers (MCCs) encounter in-store salespeople.
Abstract
Purpose
The purpose of this paper is to investigate the impact of adaptive selling (AS) when “click and brick” in control multichannel consumers (MCCs) encounter in-store salespeople.
Design/methodology/approach
An online survey was administered to 387 college students from several southeastern colleges in the USA. The study consisted of a single manipulated factor (AS: high vs low) and a second measured factor (degree of MCC search: high vs low). Covariance-based structural equation modeling was selected and analysis was conducted using IBM SPSS AMOS 22.0.0.0.
Findings
The findings indicate that while perceptions of control in the retail store increase as customers engage in more multichannel search behavior, the path from perceived control (PC) to purchase intention (PI) is also positively affected by AS as multichannel search increases.
Practical implications
To increase in-store purchases by consumers using the physical location as an information channel, professional sales training, specifically AS skills, should be considered by retail managers for in-store sales personnel. Our findings suggest that salespeople can use AS skills to increase the likelihood of the MCCs’ in-store PI while not reducing their feelings of PC.
Originality/value
In a time where many marketers struggle with how to combine multichannel retailing efforts effectively, this research confirms that new channels create MCCs who desire control. AS shows promise as a technique for retailers to use when selling to a consumer who values control.
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Suri Weisfeld-Spolter, Fiona Sussan, Cindy Rippé and Stephen Gould
Debt is at a peak and consumers purport needing help with financial planning. To better understand the antecedents of financial planning behavior, the purpose of this paper is to…
Abstract
Purpose
Debt is at a peak and consumers purport needing help with financial planning. To better understand the antecedents of financial planning behavior, the purpose of this paper is to examine the importance of cultural values in financial decision making within the context of Hispanic American consumers. A new conceptual model is proposed to integrate affect (cultural value) and cognition (financial knowledge) in financial planning.
Design/methodology/approach
To uncover respondents’ views on cultural values, financial knowledge, financial attitude, and financial planning behavior, an online survey hosted on a business school’s website was distributed to members of two Hispanic Chambers of Commerce. The survey consisted of five parts, and took each respondent an average of 15 minutes to complete. The final data set has 158 observations.
Findings
Results analyzed using structural equation modeling confirmed the hypotheses that financial knowledge, attitude, and perceived control simultaneously influence Hispanic consumers’ intentions to purchase financial planning products or services. More interestingly, these results confirm that multiple different routes coexist in the decision-making process, especially within the Hispanic financial planning context.
Originality/value
Key contributions of this paper include the conceptualization of cultural value as an antecedent to Hispanic financial behavior; detailing the different routes to financial decision making for US Hispanic consumers; and informing financial service managers on marketing strategies toward Hispanic consumers.
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Cindy B. Rippé, Suri Weisfeld-Spolter, Yuliya Yurova and Fiona Sussan
The purpose of this paper is to present a buying process for the multichannel consumer (MCC) that starts at online information search and ends at the offline retail channel and…
Abstract
Purpose
The purpose of this paper is to present a buying process for the multichannel consumer (MCC) that starts at online information search and ends at the offline retail channel and then seeks to determine the universality of such behavior across countries.
Design/methodology/approach
A structured questionnaire was administered to MCCs from Russia, Singapore and the USA. The model was estimated using partial least square and country comparisons were conducted with a multi-group analysis.
Findings
The empirical results validated the conceptual model. In country comparisons, there is both converging (online information search) and diverging (retail store) MCCs’ behavior exhibiting nuanced differences.
Research limitations/implications
Future research should examine values of MCCs at the individual level so as to increase the generalizability of the findings.
Practical implications
The convergence of MCCs information search behavior suggests that there is an opportunity for companies to standardize their online information strategy to educate global MCCs prior to their visiting brick and mortar stores. In-store salesperson remains important and effective for MCCs in the USA and Singapore, but not Russia.
Originality/value
A new conceptual framework that integrates economic and psychology theories is presented to depict the shift of control tilting in favor of MCCs in the buying process and introduces the concept of “reversal” information asymmetry in which consumers perceive to have more knowledge than the vendors.
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Suri Weisfeld-Spolter, Fiona Sussan and Stephen Gould
The purpose of this paper is to improve the understanding of how different forms of electronic word-of-mouth (eWOM) and simultaneous marketing communications (MC), two crucial…
Abstract
Purpose
The purpose of this paper is to improve the understanding of how different forms of electronic word-of-mouth (eWOM) and simultaneous marketing communications (MC), two crucial components of relationship marketing, affect consumer persuasion when presented in a business-to-customer (B2C)-sponsored vs a customer-to-customer (C2C)-sponsored social network site (SNS). A concise typology of eWOM is also proposed.
Design/methodology/approach
An experiment involving different social network movie sites was conducted testing the effects of different eWOM along with a comparison to MC on consumers’ interest in, and likelihood to watch movie DVDs.
Findings
The empirical results showed that not all eWOM types have the same persuasiveness and community sponsorship as a source credibility cue is more influential from a C2C-sponsored SNS than from a B2C one, particularly for many-to-one eWOM communications.
Research limitations/implications
Future research should include both positive and negative types of eWOM using different product categories to increase the generalizability of the results.
Practical implications
Not all eWOM types are created equal, and thus, SNS sponsorship can lead to source bias and affect the persuasiveness of eWOM embedded in SNSs. The results also imply that not all positive word-of-mouth has a more positive effect than MC.
Originality/value
The approach of measuring two forms of communications simultaneously adds to the much-needed integrative approach of studying the simultaneous delivery of MC and WOM and provides a more nuanced view of persuasion knowledge.
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Kerrie Fleming, Carla Millar and Vicki Culpin
Leader-centred teaching has often taken as normal a cyclical pattern of business, which Marques (2014) argues is no longer the appropriate model. The purpose of this paper is to…
Abstract
Purpose
Leader-centred teaching has often taken as normal a cyclical pattern of business, which Marques (2014) argues is no longer the appropriate model. The purpose of this paper is to examine the current leadership curriculum paradigm and the case for an alternative pedagogy which better caters for the messy reality – without recurrent patterns or historical certainties – that global organisations and their business leaders currently often have to deal with. In particular, it addresses implications for the “hero” model of leadership.
Design/methodology/approach
The empirical findings are elicited through a combination of case studies, qualitative surveys and action research methods which include organisational development which encourages leaders to develop skills and capability to enquire into and work with their own group processes and design. Arts-based methods, such as poetry, music, painting, sculpture or music are offered as a means to help cultivate the leader’s creative potential and reach into those vulnerable places which often remain hidden amongst traditional didactic methods of facilitation.
Findings
The empirical findings call for a deconstruction of the hero leader through increasing reflexivity to help leaders understand their own feelings, reactions and motives. It encourages bespoke leadership competencies which can be adapted for individuality. This suggests that contemporary leaders and managers first need to understand what capacities and deficiencies they have as individuals, and second how to build an appropriate mix of skills through understanding and reflecting on their own individual experiences and actions.
Originality/value
The paper introduces an approach to leadership training which takes account of the demand for organisations to serve a social purpose, and the need for effectively leading a workforce where the power of the individual is growing with millennials pushing this and questioning the very premises of corporate behaviour and economic and social principles which guide it. It acknowledges that the demands on leaders are shoulder-buckling at the best of times but proposes that business school teaching on leadership must address the messiness of reality and offer means and ways of thriving in spite of such chaos.
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Naveen Donthu, Satish Kumar, Saumyaranjan Sahoo, Weng Marc Lim and Yatish Joshi
The Journal of Product and Brand Management (JPBM) has a 30-year long history. To commemorate the journal’s 30th anniversary, this research paper aims to present a retrospective…
Abstract
Purpose
The Journal of Product and Brand Management (JPBM) has a 30-year long history. To commemorate the journal’s 30th anniversary, this research paper aims to present a retrospective overview of JPBM.
Design/methodology/approach
This research examines the performance of the research constituents, social structure and intellectual structure of scholarly publications produced by JPBM between 1992 and 2021 using bibliometric analysis.
Findings
This research sheds light on the growing influence of JPBM through four major knowledge clusters (themes): strategic brand management; consumer behavior; product development and innovation management; and brand engagement. A temporal analysis of decade-by-decade cataloguing of the JPBM corpus revealed another set of three distinct knowledge clusters (themes): retailing and pricing strategies; marketing communications; and relationship marketing.
Research limitations/implications
Though the state-of-the-art overview herein offers seminal and useful insights about product and brand management research curated by JPBM, which can be used by the editorial board and prospective authors to curate and position the novelty of future contributions, it remains limited to the accuracy and availability of bibliographic records acquired from Scopus.
Originality/value
This research advances the internal review and subjective evaluation of the evolution of brand management thinking in JPBM by Veloutsou and Guzmán (2017) with an objective retrospection on the performance and scientific evolution of product and brand management research in JPBM.