The relation between business group (BG) affiliation and firm performance has been a subject of scholarly debate, marked by conflicting evidence about the impact of BG affiliation. Despite the advantages of business groups for affiliated firms, the utilization of these advantages to outperform standalone firms remains unclear. Grounded in a resource-based view (RBV), this study explores the role of Organizational Psychological Capital (OPC) as a mediating mechanism influencing BG affiliation and firm performance relationship, particularly within emerging economies. Using the generalized method of moments (GMM) estimator for 211 listed Indian listed firms from 2007 to 2017, our findings highlight the role of OPC as an outcome of BG affiliation. Further, the study shows the mediating effect of OPC in the BG affiliation and firm performance relationship. This relation is explained by identifying how OPC functions as a key intervening phenomenon, thereby recognizing OPC as a vital intangible resource for BG affiliated firms.
{"title":"Business group affiliation and firm performance: The role of organizational psychological capital","authors":"Santosh Kumar Tiwari , Swati Ghulyani , Rihana Shaik , Ajai Gaur , Ranjeet Nambudiri","doi":"10.1016/j.jbusres.2024.115040","DOIUrl":"10.1016/j.jbusres.2024.115040","url":null,"abstract":"<div><div>The relation between business group (BG) affiliation and firm performance has been a subject of scholarly debate, marked by conflicting evidence about the impact of BG affiliation. Despite the advantages of business groups for affiliated firms, the utilization of these advantages to outperform standalone firms remains unclear. Grounded in a resource-based view (RBV), this study explores the role of Organizational Psychological Capital (OPC) as a mediating mechanism influencing BG affiliation and firm performance relationship, particularly within emerging economies. Using the generalized method of moments (GMM) estimator for 211 listed Indian listed firms from 2007 to 2017, our findings highlight the role of OPC as an outcome of BG affiliation. Further, the study shows the mediating effect of OPC in the BG affiliation and firm performance relationship. This relation is explained by identifying how OPC functions as a key intervening phenomenon, thereby recognizing OPC as a vital intangible resource for BG affiliated firms.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"186 ","pages":"Article 115040"},"PeriodicalIF":10.5,"publicationDate":"2024-11-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142579108","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-11-02DOI: 10.1016/j.jbusres.2024.115027
Barbara E. Kahn, Anne V. Wilson
To understand how consumer behavior research has evolved and what the future might hold, we first summarize the intellectual trajectory of scholarship in the area and briefly describe the research paradigms that developed over time. We report on the trends in research topics over the years and the “hot topics” projected for the near future. We also discuss the internal and external forces that fundamentally shape research and scholars. These forces provide both constraints and opportunities that will define the future of the field. We predict that some forces, unfortunately, incentivize scholars to examine more minor, less influential research questions. However, new sources of data and areas of inquiry are simultaneously providing opportunities for innovation and creativity in exploring how consumer behavior will change or evolve in response to macroeconomic factors, such as social issues, political movements, or rapid technological advances.
{"title":"More than 50 years of consumer behavior research: What will the future look like?","authors":"Barbara E. Kahn, Anne V. Wilson","doi":"10.1016/j.jbusres.2024.115027","DOIUrl":"10.1016/j.jbusres.2024.115027","url":null,"abstract":"<div><div>To understand how consumer behavior research has evolved and what the future might hold, we first summarize the intellectual trajectory of scholarship in the area and briefly describe the research paradigms that developed over time. We report on the trends in research topics over the years and the “hot topics” projected for the near future. We also discuss the internal and external forces that fundamentally shape research and scholars. These forces provide both constraints and opportunities that will define the future of the field. We predict that some forces, unfortunately, incentivize scholars to examine more minor, less influential research questions. However, new sources of data and areas of inquiry are simultaneously providing opportunities for innovation and creativity in exploring how consumer behavior will change or evolve in response to macroeconomic factors, such as social issues, political movements, or rapid technological advances.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"186 ","pages":"Article 115027"},"PeriodicalIF":10.5,"publicationDate":"2024-11-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142571656","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-11-02DOI: 10.1016/j.jbusres.2024.115036
Robert C. Liden , Xing Wang , Yue Wang
We first review leadership research that has been dominant before and after the Journal of Business Research was established fifty-one years ago, along with a discussion of those approaches that have continued to attract research attention. Next, we discuss moral approaches to leadership, including authentic, ethical, and servant leadership. We address criticism of these and other approaches, especially concerns about the way leadership styles are measured. Furthermore, we provide coverage of current trends in leadership research, such as studying the dark side of seeming positive leadership approaches, examinations of the importance of followership in the study of leadership, as well as research that explores the effects of leadership from a leader-centric perspective. Finally, we offer directions for future leadership research, such as integrating leader power and authority with leadership approaches and developing ways of addressing criticism that has been leveled against leadership research.
{"title":"The evolution of leadership: Past insights, present trends, and future directions","authors":"Robert C. Liden , Xing Wang , Yue Wang","doi":"10.1016/j.jbusres.2024.115036","DOIUrl":"10.1016/j.jbusres.2024.115036","url":null,"abstract":"<div><div>We first review leadership research that has been dominant before and after the <em>Journal of Business Research</em> was established fifty-one years ago, along with a discussion of those approaches that have continued to attract research attention. Next, we discuss moral approaches to leadership, including authentic, ethical, and servant leadership. We address criticism of these and other approaches, especially concerns about the way leadership styles are measured. Furthermore, we provide coverage of current trends in leadership research, such as studying the dark side of seeming positive leadership approaches, examinations of the importance of followership in the study of leadership, as well as research that explores the effects of leadership from a leader-centric perspective. Finally, we offer directions for future leadership research, such as integrating leader power and authority with leadership approaches and developing ways of addressing criticism that has been leveled against leadership research.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"186 ","pages":"Article 115036"},"PeriodicalIF":10.5,"publicationDate":"2024-11-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142571657","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-10-31DOI: 10.1016/j.jbusres.2024.115029
Fadi Alkaraan , Mahmoud Elmarzouky , Ana Beatriz Lopes de Sousa Jabbour , Charbel Jose Chiappetta Jabbour , Nadia Gulko
This study investigates the critical pillars of corporate transformation towards a green servitisation-oriented business model (GS-OBM) and environmental, social, and governance (ESG) performance. This study integrates multiple theoretical lenses rooted in resource-based theory (RBT). We empirically examine the interdependencies between green servitisation innovation, green sustainable supply chain management (GSSCM) practices, Industry 4.0, technology adoption, and corporate governance structure. This study uses a mixed-methods research paradigm and multiple datasets from the UK Innovation Survey (UKIS) 2021. The empirical study is based on FTSE companies listed on the London Stock Exchange over the period (2012–2021) with 1580 firm-years observation and extracts from corporate annual reports. We find that Industry 4.0 technology adoption facilitates the integration of green servitisation innovation strategies into GSSCM. Further, the synergic effects of corporate governance structure and Industry 4.0 technologies strengthen the nexus between green servitisation innovation trajectories and GSCCM practices towards GS-OBM and ESG performance. Our results add to the empirical evidence on the complementarities between the key pillars that reinforce GS-OBM and ESG performance. The findings of this study offer insights into the contextual factors surrounding radical innovation trajectories and their impacts on GSSCM practices and corporate transformation towards GS-OBM in the UK context. The results have managerial and theoretical implications based on a holistic perspective and can be adopted by other boardrooms as a benchmark approach to corporate transformation towards GSSCM and GS-OBM to maximise ESG performance.
{"title":"Maximising sustainable performance: Integrating servitisation innovation into green sustainable supply chain management under the influence of governance and Industry 4.0","authors":"Fadi Alkaraan , Mahmoud Elmarzouky , Ana Beatriz Lopes de Sousa Jabbour , Charbel Jose Chiappetta Jabbour , Nadia Gulko","doi":"10.1016/j.jbusres.2024.115029","DOIUrl":"10.1016/j.jbusres.2024.115029","url":null,"abstract":"<div><div>This study investigates the critical pillars of corporate transformation towards a green servitisation-oriented business model (GS-OBM) and environmental, social, and governance (ESG) performance. This study integrates multiple theoretical lenses rooted in resource-based theory (RBT). We empirically examine the interdependencies between green servitisation innovation, green sustainable supply chain management (GSSCM) practices, Industry 4.0, technology adoption, and corporate governance structure. This study uses a mixed-methods research paradigm and multiple datasets from the UK Innovation Survey (UKIS) 2021. The empirical study is based on FTSE companies listed on the London Stock Exchange over the period (2012–2021) with 1580 firm-years observation and extracts from corporate annual reports. We find that Industry 4.0 technology adoption facilitates the integration of green servitisation innovation strategies into GSSCM. Further, the synergic effects of corporate governance structure and Industry 4.0 technologies strengthen the nexus between green servitisation innovation trajectories and GSCCM practices towards GS-OBM and ESG performance. Our results add to the empirical evidence on the complementarities between the key pillars that reinforce GS-OBM and ESG performance. The findings of this study offer insights into the contextual factors surrounding radical innovation trajectories and their impacts on GSSCM practices and corporate transformation towards GS-OBM in the UK context. The results have managerial and theoretical implications based on a holistic perspective and can be adopted by other boardrooms as a benchmark approach to corporate transformation towards GSSCM and GS-OBM to maximise ESG performance.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"186 ","pages":"Article 115029"},"PeriodicalIF":10.5,"publicationDate":"2024-10-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142560796","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-10-31DOI: 10.1016/j.jbusres.2024.115030
Matteo Cristofaro , Pier Luigi Giardino , Luca Barboni
Today’s businesses necessitate data-driven decisions to continuously adapt (and even shape) their environment to stay competitive. Growth hacking, with its emphasis on experimentation and data analysis, offers a promising approach to meet this need. Even though interest in growth hacking is increasing, the literature on the topic is still developing, and notclear guidance in how to implement it has yet been provided. Combining the scientific method and Taylor’s scientific management principles with growth hacking insights from academic research and practice, we present growth hacking as a scientific approach for data-driven decision making in organisations. Through its iterative cycle of analysis, ideation, prioritisation, testing, and evaluation of prerequisites and facilitators, growth hacking empowers companies to make data-driven decisions, enabling them to navigate uncertainty, identify and seize opportunities, and transform their operations to adapt to or shape their environment. We also provide point out tools for the real-world business applications of growth hacking.
{"title":"Growth hacking: A scientific approach for data-driven decision making","authors":"Matteo Cristofaro , Pier Luigi Giardino , Luca Barboni","doi":"10.1016/j.jbusres.2024.115030","DOIUrl":"10.1016/j.jbusres.2024.115030","url":null,"abstract":"<div><div>Today’s businesses necessitate data-driven decisions to continuously adapt (and even shape) their environment to stay competitive. Growth hacking, with its emphasis on experimentation and data analysis, offers a promising approach to meet this need. Even though interest in growth hacking is increasing, the literature on the topic is still developing, and notclear guidance in how to implement it has yet been provided. Combining the scientific method and Taylor’s scientific management principles with growth hacking insights from academic research and practice, we present growth hacking as a scientific approach for data-driven decision making in organisations. Through its iterative cycle of analysis, ideation, prioritisation, testing, and evaluation of prerequisites and facilitators, growth hacking empowers companies to make data-driven decisions, enabling them to navigate uncertainty, identify and seize opportunities, and transform their operations to adapt to or shape their environment. We also provide point out tools for the real-world business applications of growth hacking.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"186 ","pages":"Article 115030"},"PeriodicalIF":10.5,"publicationDate":"2024-10-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142560797","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-10-30DOI: 10.1016/j.jbusres.2024.115041
Olivia Aronson , Sara Hanson , Matthew LaFont
This research builds upon signaling theory and employs three studies to examine the unique CSR signaling of innovative organizations and the associated consumer perceptions, expectations, and outcomes. Archival data analysis reveals that high innovativeness organizations participate in more and distinct types of CSR signaling, compared to their less innovative counterparts. A theoretical framework integrating signaling and expectations theories explores whether the unique CSR signaling of innovative organizations aligns with consumer expectations and the associated outcomes. Two experimental studies demonstrate that consumers have heightened CSR signaling expectations for innovative brands, leading to greater purchase intentions when CSR practices and expectations align. A final study explores how multiple signals inform consumer expectations, specifically the interactive influence of a CEO transition signal. These findings yield insight into the unique CSR signaling of innovative organizations, the related consumer perceptions, expectations, and outcomes, and the importance of signal portfolio management to attain marketplace advantages.
{"title":"Innovative organizations’ CSR signaling: Consumer perceptions, expectations, and outcomes","authors":"Olivia Aronson , Sara Hanson , Matthew LaFont","doi":"10.1016/j.jbusres.2024.115041","DOIUrl":"10.1016/j.jbusres.2024.115041","url":null,"abstract":"<div><div>This research builds upon signaling theory and employs three studies to examine the unique CSR signaling of innovative organizations and the associated consumer perceptions, expectations, and outcomes. Archival data analysis reveals that high innovativeness organizations participate in more and distinct types of CSR signaling, compared to their less innovative counterparts. A theoretical framework integrating signaling and expectations theories explores whether the unique CSR signaling of innovative organizations aligns with consumer expectations and the associated outcomes. Two experimental studies demonstrate that consumers have heightened CSR signaling expectations for innovative brands, leading to greater purchase intentions when CSR practices and expectations align. A final study explores how multiple signals inform consumer expectations, specifically the interactive influence of a CEO transition signal. These findings yield insight into the unique CSR signaling of innovative organizations, the related consumer perceptions, expectations, and outcomes, and the importance of signal portfolio management to attain marketplace advantages.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"186 ","pages":"Article 115041"},"PeriodicalIF":10.5,"publicationDate":"2024-10-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142554342","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-10-30DOI: 10.1016/j.jbusres.2024.115025
Krista Hill Cummings , Babak Zafari , Lauren Beitelspacher
The term “canceling” is used often in the media and popular press to demonstrate consumers’ dissatisfaction with a brand, organization, or person. However, little research has examined what canceling actually is and what it means to be “canceled.” In this exploratory research, we focus specifically on the canceling of brands. We attempt to differentiate cancelations from boycotts and examine some of the fundamental reasons why consumers feel compelled to cancel brands. Using qualitative data, survey data, and field data from X (formally Twitter), we start to develop a better understanding of canceling behavior.
{"title":"#Canceled! Exploring the phenomenon of canceling","authors":"Krista Hill Cummings , Babak Zafari , Lauren Beitelspacher","doi":"10.1016/j.jbusres.2024.115025","DOIUrl":"10.1016/j.jbusres.2024.115025","url":null,"abstract":"<div><div>The term “canceling” is used often in the media and popular press to demonstrate consumers’ dissatisfaction with a brand, organization, or person. However, little research has examined what canceling actually is and what it means to be “canceled.” In this exploratory research, we focus specifically on the canceling of brands. We attempt to differentiate cancelations from boycotts and examine some of the fundamental reasons why consumers feel compelled to cancel brands. Using qualitative data, survey data, and field data from X (formally Twitter), we start to develop a better understanding of canceling behavior.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"186 ","pages":"Article 115025"},"PeriodicalIF":10.5,"publicationDate":"2024-10-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142554341","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-10-29DOI: 10.1016/j.jbusres.2024.115033
Huiying Li , Xinchun Wang , Yu Chang , Nan Zhang , Wei Huang , Quanren Wang
Previous studies have suggested that state ownership has mixed impacts on SOE’s innovations. We highlight one potential reason for the inconsistency in previous findings by uncovering the heterogeneity within state ownership. Specifically, we suggest that central government ownership provides SOEs with more resources and makes the firms’ strategies closely aligned with the government’s strategic priorities than other state ownership, leading to better innovation performance. However, we demonstrate that this positive effect will diminish as the geographic distance between the SOE and the central government increases due to increased information asymmetry. Our findings suggest that this negative impact of geographic distance might be mitigated by CEOs’ perceptions of the value associated with developing innovations, resulting from their technology human capital and equity ownership. Using data collected from listed Chinese SOEs, we find robust evidence supporting our theory.
{"title":"Central government Ownership, geographic Distance, and firm Innovation: Evidence from Chinese State-owned enterprises","authors":"Huiying Li , Xinchun Wang , Yu Chang , Nan Zhang , Wei Huang , Quanren Wang","doi":"10.1016/j.jbusres.2024.115033","DOIUrl":"10.1016/j.jbusres.2024.115033","url":null,"abstract":"<div><div>Previous studies have suggested that state ownership has mixed impacts on SOE’s innovations. We highlight one potential reason for the inconsistency in previous findings by uncovering the heterogeneity within state ownership. Specifically, we suggest that central government ownership provides SOEs with more resources and makes the firms’ strategies closely aligned with the government’s strategic priorities than other state ownership, leading to better innovation performance. However, we demonstrate that this positive effect will diminish as the geographic distance between the SOE and the central government increases due to increased information asymmetry. Our findings suggest that this negative impact of geographic distance might be mitigated by CEOs’ perceptions of the value associated with developing innovations, resulting from their technology human capital and equity ownership. Using data collected from listed Chinese SOEs, we find robust evidence supporting our theory.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"186 ","pages":"Article 115033"},"PeriodicalIF":10.5,"publicationDate":"2024-10-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142537673","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
This research aimed to develop and validate a multidimensional reflective-reflective measure of work-life fulfilment (WLF) through four studies. In study 1, spread across three phases, the researchers identified relevant dimensions and the nomological network of WLF using the Antecedents-Dimensions-Outcomes systematic review framework, further cross-validated with focus group discussions. Items were generated in the second phase and assessed for face validity by a focus group. Content validity indices (CVI) at item-level (I-CVI) and scale-level (S-CVI) and modified kappa were estimated in the third phase to select final items for pilot testing in study 2. Responses from 100 professionals from the IT/ITeS sector were subjected to exploratory factor analysis upon testing for the factorability of data. In study 3, confirmatory factor analysis was conducted on an additional sample of 564 IT/ITeS professionals, and the latent structure was validated through reliability analyses, discriminant and convergent validity assessments, and tetrad analysis. The presence of common method bias was also checked and invalidated. Study 4, conducted on an additional sample of 621 IT/ITeS and BFSI professionals, tested the relationship of WLF with three antecedents, namely resonant leadership, relational civility and psychological capital, to establish its nomological validity and outcome variable burnout, to establish predictive validity. The scale was further cross-validated on 325 professionals from the BFSI sector in the fifth study to test generalizability. The results confirm work prowess, work-life balance, rewards and recognition, healthy lifestyle, relationship management, and self-transcendence as the distinct dimensions of WLF. The study contributes to the literature with a unique, six-dimensional, 26-item, second-order, reflective-reflective measurement model of WLF that is psychometrically fit for use on samples across diverse contexts.
{"title":"Towards work life fulfilment: Scale development and validation","authors":"Puja Khatri , Shalu Shukla , Asha Thomas , Atul Shiva , Abhishek Behl","doi":"10.1016/j.jbusres.2024.115006","DOIUrl":"10.1016/j.jbusres.2024.115006","url":null,"abstract":"<div><div>This research aimed to develop and validate a multidimensional reflective-reflective measure of work-life fulfilment (WLF) through four studies. In study 1, spread across three phases, the researchers identified relevant dimensions and the nomological network of WLF using the Antecedents-Dimensions-Outcomes systematic review framework, further cross-validated with focus group discussions. Items were generated in the second phase and assessed for face validity by a focus group. Content validity indices (CVI) at item-level (I-CVI) and scale-level (S-CVI) and modified kappa were estimated in the third phase to select final items for pilot testing in study 2. Responses from 100 professionals from the IT/ITeS sector were subjected to exploratory factor analysis upon testing for the factorability of data. In study 3, confirmatory factor analysis was conducted on an additional sample of 564 IT/ITeS professionals, and the latent structure was validated through reliability analyses, discriminant and convergent validity assessments, and tetrad analysis. The presence of common method bias was also checked and invalidated. Study 4, conducted on an additional sample of 621 IT/ITeS and BFSI professionals, tested the relationship of WLF with three antecedents, namely resonant leadership, relational civility and psychological capital, to establish its nomological validity and outcome variable burnout, to establish predictive validity. The scale was further cross-validated on 325 professionals from the BFSI sector in the fifth study to test generalizability. The results confirm work prowess, work-life balance, rewards and recognition, healthy lifestyle, relationship management, and self-transcendence as the distinct dimensions of WLF. The study contributes to the literature with a unique, six-dimensional, 26-item, second-order, reflective-reflective measurement model of WLF that is psychometrically fit for use on samples across diverse contexts.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"186 ","pages":"Article 115006"},"PeriodicalIF":10.5,"publicationDate":"2024-10-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142537575","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-10-28DOI: 10.1016/j.jbusres.2024.114952
Amy Greiner Fehl , Todd Arnold , Valerie Good
Current research explores the drivers of business-to-business (B2B) customer engagement for end users of products in customer firms. Although sometimes overlooked in the selling process, end users can be a key stakeholder group for selling firms when brand engagement is generated. Using insights from both qualitative interviews and a survey-based experiment, this research illustrates how a certain type of engagement initiative—namely, a request to share advice with a peer group—is more likely to nudge end users toward engagement behaviors than either a request for product feedback or a more general question about overall job challenges. In addition, results highlight the importance of end users’ sense of meaningfulness from their work for brand attachment and engagement behaviors in a B2B buying context. More concretely, seller firms should implement peer advice-type programs to most effectively influence behaviors of end users who are key value creators in the B2B ecosystem.
{"title":"How B2B seller firms can leverage the power of brands with end users","authors":"Amy Greiner Fehl , Todd Arnold , Valerie Good","doi":"10.1016/j.jbusres.2024.114952","DOIUrl":"10.1016/j.jbusres.2024.114952","url":null,"abstract":"<div><div>Current research explores the drivers of business-to-business (B2B) customer engagement for end users of products in customer firms. Although sometimes overlooked in the selling process, end users can be a key stakeholder group for selling firms when brand engagement is generated. Using insights from both qualitative interviews and a survey-based experiment, this research illustrates how a certain type of engagement initiative—namely, a request to share advice with a peer group—is more likely to nudge end users toward engagement behaviors than either a request for product feedback or a more general question about overall job challenges. In addition, results highlight the importance of end users’ sense of meaningfulness from their work for brand attachment and engagement behaviors in a B2B buying context. More concretely, seller firms should implement peer advice-type programs to most effectively influence behaviors of end users who are key value creators in the B2B ecosystem.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"186 ","pages":"Article 114952"},"PeriodicalIF":10.5,"publicationDate":"2024-10-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142537670","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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