Journal of Business Research最新文献

英文中文

Tipping privacy: The detrimental impact of observation on non-tip responses 小费隐私：观察对非小费反应的不利影响

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2024-10-09 DOI: 10.1016/j.jbusres.2024.115008

Nathan B. Warren , Sara Hanson

Digital point-of-sale platforms disrupted the norm of privacy-while-tipping. Previous research indirectly suggests that firms can increase—or at least not decrease—tips by reducing tipping privacy. The effects of tipping privacy on non-tip responses, defined as customer responses subsequent to the tip selection, including repatronage and word-of-mouth, remain unexamined. Related voluntary payment contexts (e.g., donations) suggest consumers sometimes prefer public observability and other times prefer privacy. We examine how and why tipping privacy affects non-tip responses. A field study and four controlled experiments find that diminished tipping privacy reduces non-tip responses because customers feel less generous and in control. Allowing customers to change initial tip amounts mitigates these detrimental effects. Providing insight into the inconsistent effects of privacy on tips, we find that diminished perceived control increases tip amounts, while diminished perceived generosity reduces tips. Managers adopting privacy-reducing technologies and service scripts should consider the damaging effects on non-tip responses.

数字销售点平台打破了小费隐私的规范。以往的研究间接表明，企业可以通过减少小费隐私来增加小费，或至少不会减少小费。小费隐私对非小费反应的影响，即顾客在选择小费后的反应，包括再次光顾和口碑传播，仍未得到研究。相关的自愿支付环境（如捐款）表明，消费者有时偏好公开可视性，有时偏好隐私性。我们研究了小费隐私如何以及为何会影响非小费反应。一项实地研究和四项对照实验发现，小费隐私的减少会降低非小费反应，因为顾客觉得自己不那么慷慨，也不那么容易控制。允许顾客更改初始小费金额则会减轻这些不利影响。为了深入了解隐私对小费的不一致影响，我们发现感知到的控制力减弱会增加小费数额，而感知到的慷慨程度减弱则会减少小费数额。管理者在采用减少隐私的技术和服务脚本时，应考虑对非小费反应的破坏性影响。

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引用次数: 0

wallet sore, gifts galore: The impact of financial constraints on quantity–quality tradeoffs in gift-giving 钱包鼓了，礼物多了：经济限制对送礼数量-质量权衡的影响

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2024-10-09 DOI: 10.1016/j.jbusres.2024.114998

Tianhui Fu , Yan Wang , Jing Jiang , Lu (Lucia) Meng

Consumers often make tradeoffs between quantity and quality in consumption contexts. This study examines how and why consumers make such quantity–quality tradeoffs in the gift-giving domain with the novel antecedent of financial constraints. Across five studies, we find that when purchasing gifts for others, financially constrained consumers exhibit a greater preference for high-quantity options (Studies 1A–2B). This effect is serially mediated by fear of losing face and tangibility focus (Study 3). Our findings contribute to the literature on financial constraints, face management theory, and gift-giving.

在消费环境中，消费者经常会在数量和质量之间做出权衡。本研究通过经济限制这一新颖的前因，探讨了消费者在送礼时如何以及为何会在数量和质量之间做出权衡。通过五项研究，我们发现，在为他人购买礼物时，经济拮据的消费者会表现出对高量选择的更大偏好（研究 1A-2B）。这种效应受到 "怕丢面子 "和 "注重有形性 "的影响（研究 3）。我们的研究结果为有关经济约束、面子管理理论和礼品赠送的文献做出了贡献。

引用次数: 0

The impact of entrepreneurs’ military experience on small business exit: A conservation of resources perspective 创业者的从军经历对小企业退出的影响：资源保护视角

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2024-10-09 DOI: 10.1016/j.jbusres.2024.115004

Emma Su , Zonghui Li

Based on insights drawn from the conservation of resources (COR) theory, this paper examines the impact of military experience on small business exit decisions among entrepreneurs. We theorize that entrepreneurs with military backgrounds are more conservative regarding the potential resource loss associated with the entrepreneurial process than those without military experience, making them more likely to exit their business as a coping mechanism. We further theorize that these entrepreneurs are more likely to exit the business voluntarily rather than involuntarily, using business exit as a coping mechanism to preemptively manage risks before the actual losses occur. An empirical analysis of data from the 2007 Survey of Business Owners (SBO 2007) provided by the United States Census Bureau supports our hypotheses. This study contributes to our knowledge of how military service affects entrepreneurs’ decisions regarding business exit.

本文基于资源保护（COR）理论，研究了从军经历对创业者小企业退出决策的影响。我们推测，与没有从军经历的创业者相比，有从军背景的创业者对创业过程中可能出现的资源损失更为保守，因此他们更有可能将退出企业作为一种应对机制。我们进一步推论，这些创业者更有可能自愿而非自愿地退出企业，将企业退出作为一种应对机制，在实际损失发生之前先发制人地管理风险。对美国人口普查局提供的 2007 年企业主调查（SBO 2007）数据进行的实证分析支持了我们的假设。本研究有助于我们了解服兵役如何影响企业家的企业退出决策。

引用次数: 0

Team of champions or champion team? The roles of knowledge hiding and psychological entitlement 冠军团队还是冠军团队？知识隐藏和心理权利的作用

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2024-10-05 DOI: 10.1016/j.jbusres.2024.115001

Matej Černe , Giles Hirst , Sabina Bogilović , Erik Štrumbelj , Pengcheng Zhang

Drawing on social comparison theory, we propose that when highly creative employees compare themselves to others, they are more likely to develop a sense of entitlement seeking to preserve their superiority by hiding their knowledge. This obstructs the team innovation process, particularly within the context of a competitive climate. We tested our hypotheses in two multimethod studies. The first, a two-wave field study of 286 Chinese employees in 66 teams, included employee, supervisor, and manager data. The second, experimental study comprised 209 undergraduate students placed into 44 teams in a European university. The analyses of both studies were based on an innovative methodological approach with Bayesian estimation that allowed us to split variance between individual and team levels, thereby modeling the bottom-up emergence processes more accurately. We found that individual creativity positively predicts psychological entitlement, which is in turn related to knowledge hiding. In turn, psychological entitlement and knowledge hiding impede team innovation.

借鉴社会比较理论，我们提出，当具有高度创造力的员工将自己与他人进行比较时，他们更有可能产生一种权利感，通过隐藏自己的知识来维护自己的优越感。这将阻碍团队的创新进程，尤其是在竞争激烈的环境中。我们在两项多方法研究中检验了我们的假设。第一项研究是对 66 个团队中的 286 名中国员工进行的两波实地研究，包括员工、主管和经理的数据。第二项实验研究由欧洲一所大学的 209 名本科生组成 44 个团队。这两项研究的分析都基于贝叶斯估算的创新方法，这种方法使我们能够在个人和团队两个层面上划分方差，从而更准确地模拟自下而上的涌现过程。我们发现，个人创造力可以积极预测心理权利，而心理权利又与知识隐藏相关。反过来，心理权利和知识隐藏又会阻碍团队创新。

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引用次数: 0

Impact of organizational structure and in-organization resource allocation on trust and trustworthiness 组织结构和组织内资源分配对信任和可信度的影响

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2024-10-04 DOI: 10.1016/j.jbusres.2024.114995

Yudan Pang , Hang Wu , Xuefeng Wang , Mengmeng Shi

We experimentally investigated how different organizational structures (horizontal, vertical) and in-organization resource allocation methods (equal, unequal) impact individuals’ trust-related behavior using a two-stage, three-player trust game. As factors influencing trust or trustworthiness, we focused on influential and resource-based power shaped by organizational structures and resource allocation methods, respectively. We expanded the inequity aversion model with power inequities and demonstrated that power inequities can impact individuals’ inequity aversion and therefore their trust-related behavior. In the equal resource allocation treatment, the trustees exhibited a greater probability of being trustworthy, and the trustors were more trusting in the horizontal structure treatment. Those trustees holding both power types significantly encouraged trust and trustworthiness, while influential power was more effective in increasing trustworthiness. This study makes a novel theoretical contribution by exploring the motivation factors of power inequity aversion and explaining how organizational structures and resource allocation methods impact individuals’ trust-related behavior via inequity aversion.

我们通过实验研究了不同的组织结构（横向、纵向）和组织内资源分配方式（平等、不平等）如何影响个人的信任相关行为，并使用了一个两阶段、三人参与的信任博弈。作为影响信任或可信度的因素，我们重点研究了由组织结构和资源分配方式分别形成的影响力和基于资源的权力。我们将不公平厌恶模型扩展为权力不公平模型，并证明权力不公平会影响个人的不公平厌恶，进而影响其与信任相关的行为。在平等资源分配处理中，受托人表现出更高的信任概率，而在横向结构处理中，受托人则表现出更高的信任度。持有两种权力类型的受托人都能显著提高信任度和可信度，而有影响力的权力在提高可信度方面更为有效。本研究探讨了权力不公平厌恶的动机因素，并解释了组织结构和资源分配方法如何通过不公平厌恶影响个体的信任相关行为，从而做出了新的理论贡献。

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引用次数: 0

Salesperson intra-career mobility perceptions: Exploring the role of professional versus organizational identities 销售人员对职业内部流动的看法：探索职业身份与组织身份的作用

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2024-10-04 DOI: 10.1016/j.jbusres.2024.114996

Karen Flaherty , Curtis S. Schroeder

Salesperson career paths have evolved from traditional to boundaryless models, as salespeople are moving between sales organizations with greater frequency. In this new landscape, it is crucial to consider how salespeople’s perceptions of their employers and the sales profession impact their mobility. While previous research has focused on salesperson identification with their organization, identification with the profession remains largely unexplored. To address this gap, the authors conducted semi-structured interviews with 57 sales professionals to better understand their work identities. They offer a theoretical model illustrating how professional and organizational identities become more or less salient, influencing intra-career mobility (i.e., job movement within the sales profession). When salespeople experienced a mismatch between their work realities and desired identities, they redefined their sales roles around a core work value. This process shifted their focus towards their professional identity over their organizational identity, affecting their perceptions of mobility within the sales profession.

销售人员的职业道路已经从传统模式演变为无边界模式，因为销售人员在销售组织之间的流动越来越频繁。在这种新形势下，考虑销售人员对其雇主和销售职业的看法如何影响他们的流动性至关重要。以往的研究主要关注销售人员对其组织的认同，但对销售职业的认同在很大程度上仍未得到探讨。为了弥补这一不足，作者对 57 名销售人员进行了半结构化访谈，以更好地了解他们的工作认同。他们提供了一个理论模型，说明职业认同和组织认同如何变得更加突出或不那么突出，从而影响职业内流动（即销售行业内的工作流动）。当销售人员的工作现实与理想身份不匹配时，他们会围绕核心工作价值重新定义自己的销售角色。这一过程将他们的注意力转移到了职业身份上，而不是组织身份上，从而影响了他们对销售职业内部流动性的看法。

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引用次数: 0

Opportunity recognition in the tension field of knowledge and learning: The case of converging industries 在知识与学习的紧张领域中识别机遇：融合产业案例

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2024-10-03 DOI: 10.1016/j.jbusres.2024.114993

Simon Ohlert , Natalie Laibach , Rainer Harms , Stefanie Bröring

Knowledge-based and learning perspectives alone explain opportunity recognition insufficiently. While knowledge forms the base, learning may help entrepreneurs in novel contexts. Interactions between them add complexity to the analysis of opportunity recognition. Even though many contexts require combinations of knowledge and learning, research on opportunity recognition in these contexts remains scarce. We address this gap with fuzzy-set qualitative comparative analysis (fsQCA) using data from 107 corporate entrepreneurs from converging industries. Converging industries offer a unique context to explore these complexities, requiring entrepreneurs to merge knowledge and learn from new fields. We identify three types with high levels of opportunity recognition: the “broad experienced adapter”, the “specific experienced adapter”, and the “experimenter”. Unlike a simple knowledge-based view suggests, we argue that knowledge is not always necessary. Entrepreneurs compensate for knowledge deficits by combining several learning capabilities. Configurational analysis enriches the theory of how multi-domain knowledge and learning contribute to opportunity recognition.

仅从基于知识和学习的角度来解释机会识别是不够的。知识是基础，而学习则可以在新的环境中帮助创业者。两者之间的互动增加了机会识别分析的复杂性。尽管许多情境需要知识与学习的结合，但有关这些情境中机会识别的研究仍然很少。我们利用来自融合行业的 107 位企业创业者的数据，通过模糊集定性比较分析（fsQCA）来填补这一空白。融合产业为探索这些复杂性提供了一个独特的背景，要求企业家融合知识并从新领域学习。我们发现有三种类型的创业者对机遇的识别能力较强："广泛的经验适应者"、"特定的经验适应者 "和 "实验者"。与基于知识的简单观点不同，我们认为知识并非总是必要的。创业者通过结合多种学习能力来弥补知识的不足。配置分析丰富了多领域知识和学习如何促进机会识别的理论。

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引用次数: 0

The AI-authorship effect: Understanding authenticity, moral disgust, and consumer responses to AI-generated marketing communications 人工智能作者效应：了解真实性、道德厌恶以及消费者对人工智能生成的营销传播的反应

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2024-10-01 DOI: 10.1016/j.jbusres.2024.114984

Colleen P. Kirk , Julian Givi

Seven preregistered experiments demonstrate that when consumers believe emotional marketing communications are written by an AI (vs. a human), positive word of mouth and customer loyalty are reduced. Drawing from authenticity theory, we show that this “AI-authorship effect” is attenuated for factual (vs. emotional) messages (Study 2); when an AI only edits the communication (Study 3); when a communication is signed directly by an AI (Study 4); and when consumers believe that most marketing communications are written by AI (Study WA1). Importantly, when consumers believe a communication is reused (i.e., not originally written by the sender), the effect is reversed (Study 6). This “AI-authorship effect” is serially mediated by perceived authenticity (Studies 5 and 6) and moral disgust (Studies 1–6 and WA1). These findings are evidenced using both personalized and mass communications, different emotions, businesses and organizational employees, and both hypothetical and behavioral measures.

七项预先登记的实验表明，当消费者认为情感营销传播是由人工智能（而非人类）撰写时，正面口碑和客户忠诚度就会降低。借鉴真实性理论，我们发现，这种 "人工智能作者效应 "在以下情况下会减弱：事实性信息（相对于情感性信息）（研究 2）；人工智能仅编辑传播信息（研究 3）；传播信息直接由人工智能签名（研究 4）；以及消费者认为大多数营销传播信息由人工智能撰写（研究 WA1）。重要的是，当消费者认为传播内容是重复使用的（即并非由发件人原创）时，效果就会相反（研究 6）。这种 "人工智能-作者效应 "是由感知真实性（研究 5 和 6）和道德厌恶（研究 1-6 和 WA1）连续中介的。这些研究结果通过个性化传播和大众传播、不同情绪、企业和组织员工以及假设和行为测量得到了证明。

引用次数: 0

Looking inside the ‘black box’ of digital firm scaling: An ethnographically informed conceptualisation 探寻数字公司规模化的 "黑匣子"：以人种学为依据的概念化

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2024-09-30 DOI: 10.1016/j.jbusres.2024.114987

Ross Brown , Suzanne Mawson , Augusto Rocha , Alex Rowe

In recent years there has been an upsurge of interest in firm scaling. Owing to the fact our conceptual and theoretical grasp of this phenomenon remains under-developed, this paper offers a novel conceptualisation of the scaling process based on an in-depth ethnographic study of a London-based digital Fintech. Scaling involves deliberately enacting and surmounting a series of managerial challenges such as human capital re-positioning, business model reconfiguration, customer acquisition and the acquisition of external growth capital. Our theoretical contribution views the micro-foundations of scaling as a distinctive relational process-based phenomenon. Under the conceptual framework posited, entrepreneurial human capital and successful scaling are inextricably interwoven. Entrepreneurial founders and managers are pivotal for orchestrating scaling and our conceptualisation builds upon the trigger point model of firm development, which reinforces the primacy of entrepreneurial agency for optimising growth triggers.

近年来，人们对企业规模扩张的兴趣急剧上升。由于我们对这一现象的概念和理论把握仍不充分，本文基于对一家总部位于伦敦的数字金融科技公司的深入人种学研究，对企业规模扩张过程提出了新的概念。扩大规模涉及有意识地制定和克服一系列管理挑战，如人力资本重新定位、业务模式重新配置、客户获取和外部增长资本的获取。我们的理论贡献将规模扩张的微观基础视为一种独特的基于关系过程的现象。在这一概念框架下，创业人力资本与成功的规模扩张密不可分。创业创始人和管理者在协调企业规模扩大方面起着关键作用，我们的概念是建立在企业发展触发点模型的基础上的，该模型强化了创业者在优化增长触发点方面的主导作用。

引用次数: 0

Price-related consequences of corporate social (ir)responsibility 企业社会（非）责任对价格的影响

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2024-09-30 DOI: 10.1016/j.jbusres.2024.114985

Ilona Szőcs , Maria Gabriela Montanari

While corporate social responsibility (CSR) and corporate social irresponsibility (CSI) have, respectively, positive and negative effects on consumers’ brand responses, their price-related consequences are often overlooked in extant literature. Drawing on attribution theory and negativity bias, we examine the impact of brands’ (ir)responsible behavior on consumers’ multiple price perceptions by applying Van Westendorp’s ‘pricing footprint’. In four experimental studies we show that consumers’ lower price perceptions following CSI are robust and the magnitude of CSI’s impact is greater than that of CSR in the higher price categories (expensive, too expensive). The positive effects of CSR are contingent on the specific CSR domain and the public/private consumption status of the product. Social (versus environmental) CSR generates higher price perceptions, and the magnitude of its impact outperforms that of CSI in the lower price categories (too cheap, cheap). The positive effects of environmental CSR are limited, particularly for privately consumed products.

虽然企业社会责任（CSR）和企业不负社会责任（CSI）分别对消费者的品牌反应产生积极和消极影响，但在现有文献中，它们与价格相关的后果往往被忽视。借鉴归因理论和否定偏差，我们运用 Van Westendorp 的 "定价足迹 "研究了品牌（不）负责行为对消费者多重价格感知的影响。在四项实验研究中，我们发现消费者对企业社会责任的较低价格感知是稳健的，在较高价格类别（昂贵、太贵）中，企业社会责任的影响程度大于企业社会责任。企业社会责任的积极影响取决于具体的企业社会责任领域和产品的公共/私人消费状况。社会（相对于环境）企业社会责任产生了更高的价格认知，其影响程度超过了低价格类别（太便宜、便宜）中的企业社会责任指数。企业社会责任对环境的积极影响有限，尤其是对私人消费产品而言。

引用次数: 0

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