Journal of Business Research最新文献

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Force majeure in business relationships

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-04-23 DOI: 10.1016/j.jbusres.2025.115409

Davide Burkhart, Christoph Bode

The management literature traditionally views ‘force majeure’ in business relationships as the result of exogenous events, that is, the consequence of external unforeseeable and irresistible catastrophes outside of human control. Yet, recent events suggest that companies frequently invoke force majeure for purposes beyond excusing non-performance due to genuine force majeure events. Drawing on expectancy violation theory and employing a sequential empirical research design – including an analysis of force majeure declarations at a focal firm, semi-structured interviews, and an experiment – this study examines the expectations and outcomes associated with force majeure in buyer–supplier relationships. Contrary to the extant literature, our findings suggest that force majeure declarations are, under certain conditions, used as a pretext or strategic tool to address other underlying issues in the business relationship. Our study broadens the understanding of force majeure declarations in business relationships offers significant managerial insights for effectively navigating force majeure-related challenges.

引用次数: 0

One requirement, multiple insights: The impact of innovation job requirement on employee radical and incremental creativity

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-04-23 DOI: 10.1016/j.jbusres.2025.115395

Xin Qi , Xiyao Liu , Xiaoyan Zhang , Yuhuan Xia , Shasha Liu , Hui Lin , Ziyao Wang

Organizations are increasingly incorporating innovation into job requirements to encourage employees to generate and implement novel ideas (i.e., enhance employees’ creativity). Despite extensive research on the impact of innovation job requirements on creativity, the findings remain inconsistent, being either positive or negative. To address this issue, drawing on the regulatory focus theory, we focused on employees’ different types of creativity and explored how innovation job requirements impact employees’ radical versus incremental creativity. Through a questionnaire survey of 485 employees and 124 direct supervisors from two high-tech firms and one manufacturing firm in China, the empirical results indicated that innovation job requirements promoted expected image gains for promotion-focused employees, whereas for prevention-focused employees, innovation job requirements fostered incremental creativity by heightening expected image risks. These findings contribute valuable insights to research on innovation job requirements and creativity and provide practical guidance for organizations to foster employees’ different types of creativity.

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引用次数: 0

Psychosocial resources linking consumer identification and social well-being: Integrating the social identity approach with transformative service research

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-04-22 DOI: 10.1016/j.jbusres.2025.115361

Yuhei Inoue , Mikihiro Sato , Steve Swanson , Daniel Lock , James Du , Daniel C. Funk

This research integrates the social identity approach (SIA) to health and well-being with Transformative Service Research to explore how group-based psychosocial resources mediate the relationship between consumers’ identification with service organizations and their social well-being. Two studies with US and UK consumers of sport organizations found that purpose and meaning, perceived pro-group norms, and in-group trust functioned as mediators between consumer identification and social well-being. In addition, in-group trust served as an immediate mediator, transmitting the effects of purpose and meaning as well as perceived pro-group norms on social well-being. These findings contribute to Transformative Service Research by illustrating group-level psychological processes for promoting consumer well-being, activated through social identification with service organizations. This perspective advances current understanding of how service organizations engage consumers as in-group members to foster their well-being, extending the application of the SIA to health and well-being in business and service research.

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引用次数: 0

How categories grow: The behavioural drivers of revenue growth

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-04-22 DOI: 10.1016/j.jbusres.2025.115385

Steven Dunn , Magda Nenycz-Thiel , Charles Graham , John Dawes , Nick Danenberg , Arry Tanusondjaja , Giang Trinh , Bruce McColl

This study examined category revenue growth and decline in the consumer packaged goods (CPG) industry from a buyer behaviour perspective. Using 13 years of US household panel data for 474 categories, the research documents the incidence and behavioural drivers of category revenue changes. Unlike previous work that focused on total sales, this study disaggregates revenue into four buyer behaviour components: penetration, purchase frequency, volume per trip, and price per volume. The findings identified penetration and price per volume as the primary drivers of growth, while category size was found to influence their relative contributions and expected magnitude of growth. Penetration loss consistently emerged as the leading cause of decline across all category sizes. The research contributes to marketing theory by highlighting the importance of buyer behaviour in category dynamics. It also provides a novel managerial framework for more effective category growth strategies.

引用次数: 0

On an even keel: Temporal balance, ADHD, and self-employment

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-04-22 DOI: 10.1016/j.jbusres.2025.115373

Marcus T. Wolfe , Maria João Guedes , Pankaj C. Patel , Johan Wiklund

Drawing on temporal perspective theory, we propose that temporal balance could be an essential undergird that helps individuals with ADHD engage in self-employment. In a sample of 354 employed and 510 self-employed individuals from Portugal, controlling for various individual and firm-related factors, those with higher hyperactivity/impulsivity and temporal balance are more likely to be self-employed. Temporal balance among those with higher inattention is not associated with self-employment. We find no effect of temporal balance and ADHD components on archival firm performance. The effect sizes are practically meaningful, and the findings call for the need for temporal focus in improving the odds of self-employment for those with higher ADHD hyperactivity/impulsivity.

引用次数: 0

Dark sides of algorithmic control in app-based gig work: An objectification perspective

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-04-21 DOI: 10.1016/j.jbusres.2025.115407

Yihao Yang , Ming Chi , Xinhua Bi , Yongshun Xu

App-based gig work (app-work) relies on algorithmic control (AC) to enhance operational efficiency and minimize costs. While flexible, app-work raises concerns regarding workers’ well-being and performance. Applying the stressor-strain-outcome framework, this study examines the relationship between AC and app-workers’ proactive customer service performance (PCSP) from an objectification perspective. AC can lead to organizational and self-objectification, diminishing workers’ motivation to engage in proactive customer service. This study uses a mixed-methods approach, combining quantitative data from 300 (Study 1) and qualitative insights from 25 app-workers (Study 2). A negative relationship exists between AC and PCSP, mediated by organizational and self-objectification. Coworker support moderates the impact of AC on organizational and self-objectification. Study 2 identifies contextual factors that may influence the verified relationships, providing insights into the research phenomenon. This research contributes to understanding app-workers’ psychological and behavioral responses to AC.

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引用次数: 0

Freemium vs. Deterrence: Optimizing revenue in the face of piracy competition

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-04-19 DOI: 10.1016/j.jbusres.2025.115354

Cheng-Han Wu , Netnapha Chamnisampan , Liou Sin

The freemium pricing strategy is widely adopted by digital firms, despite the challenges posed by piracy. This study assesses whether digital firms should use freemium strategies to capitalize on piracy or combat it. Analyzing a digital firm’s strategic options against piracy for both its base and add-on products, the study examines three strategies: no action, deterrence, and freemium. The findings reveal that deterring piracy may backfire, as it can push consumers toward pirated alternatives, particularly when penalties for using pirated products are low. The freemium strategy, which involves offering a free base product, is more profitable under such conditions. Furthermore, a no-action strategy may lead to greater adoption of legitimate products. The study also considers network effects, revealing that strong cross-version and cross-product effects favor a no-action strategy. In contrast, cross-version and cross-product/same-version network effects support the freemium strategy. These insights help digital firms develop effective strategies against piracy.

尽管面临盗版带来的挑战，免费定价策略仍被数字公司广泛采用。本研究评估了数字公司是否应采用免费策略来利用盗版或打击盗版。本研究分析了数字公司针对其基本产品和附加产品的盗版策略选择，研究了三种策略：不采取行动、威慑和免费。研究结果表明，威慑盗版可能会适得其反，因为这会把消费者推向盗版替代品，尤其是当使用盗版产品的惩罚力度较低时。在这种情况下，提供免费基础产品的免费策略更有利可图。此外，"不采取行动 "战略可能会使更多人采用正版产品。研究还考虑了网络效应，发现强烈的跨版本和跨产品效应有利于不采取行动策略。相反，跨版本和跨产品/同版本网络效应则支持免费策略。这些见解有助于数字公司制定有效的反盗版策略。

引用次数: 0

To be Participative or Laissez-Faire? Supervisors’ coping strategies to ego depletion depend on their power distance orientation

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-04-19 DOI: 10.1016/j.jbusres.2025.115325

Yao Wang , Xiao-Hua (Frank) Wang , Zhiya (Alice) Guo , Shuxia (Carrie) Zhang , Russell E. Johnson

To date, studies of supervisor depletion have predominantly examined its negative effects on supervisor- and subordinate-related outcomes. However, not all supervisors necessarily respond to feeling depleted in the same way. Scenically, we suggest that supervisors with varying power distance orientations will respond to depletion differently, such that low power distance-oriented supervisors will exhibit participative leadership when depleted whereas high power distance-oriented supervisors will exhibit laissez-faire leadership when depleted. Increases in supervisors’ daily participative leadership will in turn be associated with increases in subordinates’ organizational citizenship behavior, whereas increases in supervisors’ daily laissezfaire leadership will be associated with increases in subordinates’ counterproductive work behavior. We tested our predictions via an experience sampling study of supervisor-subordinate dyads who completed daily morning and afternoon surveys over a two-week period.

迄今为止，有关主管枯竭感的研究主要探讨了它对主管和下属相关结果的负面影响。然而，并非所有主管都会以同样的方式对枯竭感做出反应。我们认为，不同权力距离导向的主管会对耗竭做出不同的反应，比如低权力距离导向的主管在耗竭时会表现出参与式领导，而高权力距离导向的主管在耗竭时会表现出自由放任式领导。上司日常参与式领导力的提高将反过来与下属组织公民行为的提高相关联，而上司日常自由放任式领导力的提高将与下属反工作行为的提高相关联。我们通过一项经验取样研究来验证我们的预测，研究对象是在两周时间内每天上午和下午填写调查问卷的主管-下属二人组。

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引用次数: 0

Fully leveraging AI in B2B sales: Exploring sales managers’ capabilities and organizational knowledge processes

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-04-18 DOI: 10.1016/j.jbusres.2025.115396

Pia Hautamäki , Minna Heikinheimo

Studies have demonstrated that artificial intelligence (AI) can enhance sales efficiency in business-to-business (B2B) contexts. However, despite the wide accessibility of AI, its adoption in B2B sales remains limited. Few studies have examined how sales managers support their sales teams in leveraging AI. This is the first study to link the perspectives of AI exploitation to managerial capabilities and organizational knowledge processes in the context of B2B sales. Using a grounded theory approach, we derive empirical insights from interviews with 32 top-level managers in B2B sales organizations. We contribute to the B2B sales literature by presenting a framework illustrating how sales managers’ capabilities—data-based human capital, the social capital associated with creating a knowledge-sharing culture, and a transformative AI-positive mindset—foster AI-integrated knowledge processes at the individual, team, and organizational levels. We also provide practical recommendations for sales managers integrating AI into B2B sales operations.

引用次数: 0

Top-down environmental quality regulation and boundary pollution control: Evidence in boundary towns of China

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-04-18 DOI: 10.1016/j.jbusres.2025.115400

Weifen Lin , Longzheng Du

Controlling pollutant emissions around political boundaries remains a challenging issue. This study evaluates the effectiveness of the top-down environmental quality monitoring policy of automatic air quality monitoring stations in managing boundary pollution. Using firm-level pollution data between 2007 and 2014 and a staggered difference-in-differences design, the results demonstrate that central government-implemented air quality monitoring stations effectively reduce emissions around political boundaries. Key mechanisms driving this reduction include enhanced government motivation and regional governments’ collaborative pollution prevention. This study underscores the critical role of top-down environmental policies in addressing boundary pollution challenges.

引用次数: 0

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