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Article
Publication date: 16 October 2009

Wenxia You and Xianjia Wang

The purpose of this paper is to analyze and solve the problem of moral hazard in firms because of asymmetry information between firms and workers and to contract upon the workers'…

434

Abstract

Purpose

The purpose of this paper is to analyze and solve the problem of moral hazard in firms because of asymmetry information between firms and workers and to contract upon the workers' shiftless actions.

Design/methodology/approach

Based on principle‐agent theory and human resource management practice, an optimal dynamic wage contract model is designed. By applying simulation technology, the dynamic wage contract model is compared to the general static wage contract model and the affects made by the optimal dynamic wage contract to workers and firms are analyzed.

Findings

According to the consequences of simulation, the dynamic wage contract has better characteristics and is more practical than the static one. In the dynamic wage contract, the current action of a worker has a persistent effect on the future outcome. It is proved that the dynamic wage contract is optimal to the firm. The optimal dynamic wage contract is renegation‐proofness. It not only can incentive workers to work hard and help the firm achieve Pareto efficiency, but also can smooth the firm's incentive costs and reduce the risk born by workers.

Originality/value

The paper provides some reasonable conclusions for the human resource management in firms.

Details

Kybernetes, vol. 38 no. 10
Type: Research Article
ISSN: 0368-492X

Keywords

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Article
Publication date: 12 September 2017

Wenxia Guo and Kelley Main

Adaptive selling can help build positive relationships between salespeople and consumers. The literature shows that consumers respond positively to salespeople under approach but…

1264

Abstract

Purpose

Adaptive selling can help build positive relationships between salespeople and consumers. The literature shows that consumers respond positively to salespeople under approach but not avoidance motivations. This paper aims to demonstrate a circumstance under which consumers with avoidance motivations can also respond positively, something not previously shown in the literature.

Design/methodology/approach

This research paper uses three experimental between-subject designs to test hypotheses.

Findings

The current research identifies appropriate sales influence tactics (e.g. a customer-autonomy-oriented or a loss-avoidance-oriented influence tactic) where consumers with avoidance motivations can also respond to sales agents positively by the evidence of higher purchase intentions. In addition, this research shows that consumers with approach motivations may not always respond positively to salespeople. Further, goal facilitation appraisals of the salespeople serve as a mechanism between consumers’ shopping motivations and their behavioral responses (e.g. purchase intentions).

Originality/value

First, while the previous literature demonstrates that approach motivations generally lead to more positive effects (Elliot and Trash, 2002), this research indicates that avoidance motivations can also have positive effects, which is a finding that has not been demonstrated in the literature thus far. Second, this research identifies goal facilitation appraisals as one underlying process that explains the interactive effect between matching influence tactics and consumers’ approach/avoidance motivations when shopping. Third, the authors integrate regulatory focus theory by using gain- or loss-avoidance-oriented sales influence tactics to match approach and avoidance motivations.

Details

European Journal of Marketing, vol. 51 no. 9/10
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 30 October 2020

Na Wen and Wenxia Guo

This paper aims to extend and complement research on reference groups by suggesting that two distinct types of dissociative groups – specifically, a near versus distant…

906

Abstract

Purpose

This paper aims to extend and complement research on reference groups by suggesting that two distinct types of dissociative groups – specifically, a near versus distant dissociative group – have differential impacts on consumer choices. While prior research has examined the impact of dissociative groups on consumer evaluations and responses more generally, there has been little attention paid to how different types of dissociative groups may affect consumer choices. The current research attempts to address this research gap by identifying two different types of dissociative groups and exploring how, why and the conditions under which they might exert differential impacts on consumer choices.

Design/methodology/approach

Four experimental studies test these ideas. Studies 1–2 were conducted on Amazon Mechanical Turk. Studies 3–4 were conducted in a laboratory setting at a large public university.

Findings

The findings suggest that consumers are less likely to buy a product if it is associated with a near dissociative group as compared to a distant dissociative group; and this effect is driven by construal-level mindsets. In addition, the proposed effect is moderated by group conformity such that for people low in conformity, the proposed effect holds; while for people high in conformity, they would not make a purchase as long as a product is associated with a dissociative group – regardless of whether it is near or distant.

Research limitations/implications

For experimental control, the studies were conducted in the lab or using online participants, and thus might lack much of the richness of real field settings. Future research could seek to address these issues, perhaps, examining the effects of social distance to a dissociative group on consumer choices in a naturalistic environment.

Practical implications

This work advances an understanding of how different types of dissociative groups affect consumer behavior, with implications for marketing practices and public policymakers. First, the findings provide important insights into how to expand into a completely new market. Second, this research provides an important implication for launching a successful advertising campaign and designing an effective marketing segmentation strategy. Third, this research also offers important insights into how to pivot marketing strategies during a crisis. Finally, the research draws out the implications for policymakers to develop effective substance abuse prevention programs for children and adolescents.

Originality/value

To the knowledge, this is the first study to examine different types of dissociative groups and their differential impacts on consumer choices. Further, the current research complements prior research on reference groups by identifying the conditions under which a nearer social distance might lead to greater negative product evaluation. Finally, this research identifies the conditions under which the impact of different types of dissociative groups may vary, opening up new areas for research on why, how and when dissociative groups can affect consumer behavior.

Details

European Journal of Marketing, vol. 55 no. 3
Type: Research Article
ISSN: 0309-0566

Keywords

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Article
Publication date: 15 December 2022

Rong Zhang

The purpose of this research was to explore the stickiness of players' motivation in a virtual community and to explore the important factors for gamers.

332

Abstract

Purpose

The purpose of this research was to explore the stickiness of players' motivation in a virtual community and to explore the important factors for gamers.

Design/methodology/approach

In this research, motivation was the independent variable; the virtual community was the mediator; and stickiness was the dependent variable. An online questionnaire survey was conducted, with users of augmented reality (AR) as the research objects. Statistical analysis was carried out using SPSS and AMOS software to verify the research model and research hypotheses, to understand the relation between player motivation and stickiness and to determine whether there were any changes in the virtual community.

Findings

The authors found that the relation between players' motivation in AR-based games and the virtual community had a significant positive impact. Ingress had a significant positive impact on the virtual community and stickiness, and Pokémon had a significant positive impact too. The virtual community of the Ingress game played a completely mediating role in motivation and stickiness, but the virtual community in Pokémon did not have a mediating effect.

Originality/value

The novel approach adopted in this study enabled us to determine the causal relation between player motivation, the virtual community and stickiness, on the basis of the theoretical framework formulated, and the latter was used to construct a path analysis model diagram. The correlation between motivation and the virtual community, between the virtual community and stickiness, and the causal relation between all three was verified. The study results and conclusions may help companies understand how to use virtual communities in AR games to improve stickiness and motivate gamers to continue playing.

Details

Library Hi Tech, vol. 42 no. 2
Type: Research Article
ISSN: 0737-8831

Keywords

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Article
Publication date: 28 May 2021

Ming Liu and Zhefeng Liu

The purpose of the study is to investigate the possible role of annual report readability in accrual anomaly, shedding light on why investors fail to incorporate accruals…

465

Abstract

Purpose

The purpose of the study is to investigate the possible role of annual report readability in accrual anomaly, shedding light on why investors fail to incorporate accruals information in a timely and unbiased manner beyond the original naive investor fixation explanation.

Design/methodology/approach

Using five proxies of annual report readability and available data over 1993–2017, we investigate whether accrual overpricing is more severe when annual reports are less readable.

Findings

We find little (substantive) evidence of accrual overpricing among high (low) readability firms. The readability effects are contingent on the level of business complexity and earnings management.

Research limitations/implications

This study extends the original naive investor fixation explanation and documents annual report complexity as a market friction in explaining the accrual anomaly, contributing to the mispricing vs risk debate and supporting the efficient market hypothesis.

Practical implications

Low readability of annual reports is a red flag to investors.

Social implications

This study provides support for regulatory initiatives aimed at enhancing readability of corporate disclosures to address market frictions and improve market efficiency.

Originality/value

Accrual anomaly has posed a challenge to the efficient market hypothesis. This study draws on and adds to the line of research indicating that annual report complexity is a friction erecting a barrier to transparency, hindering market efficiency. This study contributes to our understanding of the enigmatic accrual anomaly.

Details

Asian Review of Accounting, vol. 29 no. 3
Type: Research Article
ISSN: 1321-7348

Keywords

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Article
Publication date: 7 November 2019

Xingqiang Du and Quan Zeng

The purpose of this paper is to investigate the influence of religious entrepreneurs on bank loans and further examine the moderating effect of entrepreneurial gender.

480

Abstract

Purpose

The purpose of this paper is to investigate the influence of religious entrepreneurs on bank loans and further examine the moderating effect of entrepreneurial gender.

Design/methodology/approach

In 2010, the Chinese national survey reported the different religious beliefs of private entrepreneurs. Using this set of survey data, the authors obtain a sample of 4,330 Chinese family firms and employ the Tobit regression approach to examine the relationship between the amount of bank loans and the religious background of entrepreneurs. In addition, the authors use the propensity score matching approach to address the endogeneity issue.

Findings

Based on the data from the 2010 national survey, the authors document that the amount of bank loans is significantly higher for Chinese family firms with religious entrepreneurs than for their counterparts. This finding suggests that religious individuals are inclined to be more ethical and honest and Chinese family firms with religious entrepreneurs transfer soft information to banks, and eventually lenders favor religious entrepreneurs with more bank loans. Moreover, the authors reveal that the amount of bank loans is significantly larger for firms with female entrepreneurs than for those without female entrepreneurs. In addition, entrepreneurial gender attenuates the positive relationship between religious entrepreneurs and bank loans.

Originality/value

This study is one of few studies to examine the influence of an entrepreneur’s religious belief on bank credit decisions and adds to previous studies about religious influence on corporate behavior by revealing a positive association between religious entrepreneurs and bank loans. Moreover, this study validates that female entrepreneurs exert positive effects on the amount of bank loans and attenuate the positive influence of religious entrepreneurs on bank loans.

Details

Asian Review of Accounting, vol. 27 no. 4
Type: Research Article
ISSN: 1321-7348

Keywords

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