Journal of Business Research最新文献

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What determines the effectiveness of social media influencer marketing? An fsQCA-based study of influencer characteristics and content features’ configurational effects

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-02-01 DOI: 10.1016/j.jbusres.2024.115170

Caiyuan Ma , Billy Wei Wang , Lingqi Dai , Xinya Guan , Zhilin Yang

Social media platforms are increasingly important for promoting brands. Focusing on social media influencer marketing (SMIM), this study employs fuzzy set qualitative comparative analysis (fsQCA) to explore the configurations of influencer characteristics and content features sufficient for high SMIM effectiveness. The study identifies different configurations of influencer characteristics and content features that drive high likes, high favorites, and high comments on social media. It also reveals that single conditions are not necessary for high SMIM effectiveness. The existence of influencer popularity is the core condition for achieving high likes, high favorites, and high comments in many configurations. Furthermore, the study shows that diverse configurations of influencer characteristics and content characteristics lead to highly appealing SMIM, highlighting the importance of different paths to achieve the same goal. This research contributes to the understanding of social media marketing and influencer marketing, providing valuable insights for developing effective social media marketing strategies.

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引用次数: 0

Inconsistency across short-term and long-term oriented signals: Effect on investor reactions

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-02-01 DOI: 10.1016/j.jbusres.2024.115175

Maogang Sun , Zhengyu Li , Lu Yang

We examine how investors evaluate firms when they receive inconsistent signals with different temporal orientations—short-term signals about the firm’s status quo versus long-term signals about its prospects. We propose that shareholders react negatively to increased long-term investments, like R&D, when managers express negative sentiments about the firm’s current status. Drawing on signaling and cognitive dissonance theories, we argue that these inconsistent signals cause cognitive dissonance for investors, leading to risk-averse decisions. Analyzing public firms in China from 2008 to 2020, we find that higher R&D intensity amplifies the negative impact of management’s negative sentiment on market reaction. This effect is stronger with higher transient institutional ownership and lower managerial ownership. By focusing on signal inconsistency across different temporal frames, this study aims to better understand how investors evaluate a firm’s long-term investments in light of managers’ sentiments about the current state.

引用次数: 0

Shoot the moving target: A dynamic perspective on optimal distinctiveness and strategic repositioning

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-02-01 DOI: 10.1016/j.jbusres.2024.115173

Pengfei Wang , Yanlin Shi

How efficacious is the strategy of pursuing optimal distinctiveness (OD)? Scholars have long strived to identify the optimal positions for firms in the market and advocate them to realign themselves accordingly. While plausible, however, prior literature overlooks the process of repositioning towards OD and the dynamic nature of market landscape. Specifically, if all firms reposition simultaneously, current optimal positions could become inferior, such that firms that deliberately move towards OD (OD firms) may get backfired. Emphasizing the dynamics, we utilize a parsimonious agent-based simulation to explore the efficacy of repositioning towards OD. The results indicate that across different scenarios, a significant proportion of OD firms end up experiencing repositioning failure and fail to improve their performance. More importantly, we underscore that the efficacy of repositioning towards OD depends largely on market conditions. It is particularly undermined in markets with more competitors seeking distinctiveness and/or fewer competitors aiming for conformity (e.g., markets with greater leniency). Experimenting with different approaches firms can take to pursue OD, we also find that exploratory repositioning performs better than exploitative repositioning. Finally, our extensional analyses offer further insights by integrating repositioning costs, sequential repositioning, alternative optimal locations, and random explorers.

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引用次数: 0

Conformity or Differentiation: Optimal distinctiveness through mediating channels

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-02-01 DOI: 10.1016/j.jbusres.2024.115154

Duygu Phillips , Bryan D. Edwards , Matthew W. Rutherford

The ongoing discourse on optimal distinctiveness surrounding the tradeoff between conformity and differentiation for achieving legitimacy prompts a crucial question: while conformity is known to legitimate, can the converse—differentiation—also confer legitimacy? We propose that new ventures possess the strategic flexibility to choose names conveying conformity or differentiation, enabling them to be perceived as legitimate. Expanding existing paradigms that suggest a tradeoff between the two constructs, we advance a harmonious rather than dissonant role of conformity and differentiation, suggesting that both can lead to legitimacy. More specifically, we expand the theory of optimal distinctiveness by developing a model that elucidates the cognitive processes that culminate in legitimacy perceptions. We then empirically test this model by undertaking an examination of new venture names. The theoretical contribution in this study lies in identifying the mediating mechanisms which explain the relationships between conformity and differentiation and legitimacy perceptions.

引用次数: 0

The dynamics of consumer boycott intention: Examining the roles of moral reasoning, cognitive dissonance, and self-congruence

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-02-01 DOI: 10.1016/j.jbusres.2024.115127

Eva Maria Jedicke , Christian Arnold , Jörg Lindenmeier

This study addresses consumer responses to unethical corporate behavior by examining the mediating effects of three moral reasoning strategies: moral rationalization, moral decoupling, and moral coupling. Specifically, this study evaluates how these moral reasoning strategies influence consumer behavior toward accused companies, focusing mainly on boycott intentions. This study also introduces cognitive dissonance as an additional mediating factor in the moral reasoning process. Recognizing the importance of self-congruence in brand–consumer relationships, this study proposes self-congruence as a moderator. Through these contributions, this study aims to advance the understanding of the antecedents and effects of moral reasoning processes on consumer responses to corporate misconduct.

引用次数: 0

Keep them busy, keep them flowing? The effects of actively versus passively occupied wait time

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-02-01 DOI: 10.1016/j.jbusres.2025.115216

Sebastian Böddeker , Caroline Rothert-Schnell , Gianfranco Walsh , Markus Groth

Having to wait for services is both inevitable and annoying. To mitigate the negative effects, customers can be engaged passively (e.g., watching TV) or actively (e.g., completing forms) while waiting. However, the effectiveness of each approach remains unclear. We investigate how different forms of wait time occupation (non-occupied versus occupied; passively versus actively occupied) affect customers’ intentions to return through their experience of flow and wait time satisfaction. We also investigate whether actual wait time moderates this relationship. A scenario-based (Study 1) and a simulated service (Study 2) experiment confirm the mediating roles of flow experience and wait time satisfaction, such that active, compared to passive, waiting increases the flow experience, enhancing wait time satisfaction and intentions to return. But longer actual wait times weaken the positive effect of the flow experience. Thus, our results suggest that actively occupying wait time effectively enhances service customers’ wait time perceptions.

{"title":"Keep them busy, keep them flowing? The effects of actively versus passively occupied wait time","authors":"Sebastian Böddeker , Caroline Rothert-Schnell , Gianfranco Walsh , Markus Groth","doi":"10.1016/j.jbusres.2025.115216","DOIUrl":"10.1016/j.jbusres.2025.115216","url":null,"abstract":"<div><div>Having to wait for services is both inevitable and annoying. To mitigate the negative effects, customers can be engaged passively (e.g., watching TV) or actively (e.g., completing forms) while waiting. However, the effectiveness of each approach remains unclear. We investigate how different forms of wait time occupation (non-occupied versus occupied; passively versus actively occupied) affect customers’ intentions to return through their experience of flow and wait time satisfaction. We also investigate whether actual wait time moderates this relationship. A scenario-based (Study 1) and a simulated service (Study 2) experiment confirm the mediating roles of flow experience and wait time satisfaction, such that active, compared to passive, waiting increases the flow experience, enhancing wait time satisfaction and intentions to return. But longer actual wait times weaken the positive effect of the flow experience. Thus, our results suggest that actively occupying wait time effectively enhances service customers’ wait time perceptions.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"189 ","pages":"Article 115216"},"PeriodicalIF":10.5,"publicationDate":"2025-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143171185","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}

引用次数: 0

From diversity to distinction: Exploring the role of diversity and inclusion related to consumer perceptions of company innovativeness and attractiveness

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-02-01 DOI: 10.1016/j.jbusres.2025.115184

Lina Fogt Jacobsen , Darius-Aurel Frank , Helle Alsted Søndergaard , Anne Odile Peschel

Mirroring the growing interest in diversity and inclusion (D&I), more companies are adopting D&I initiatives. Drawing on social identity theory, reference groups, self-congruity theory, and recent D&I literature, this study examines the relationship between different D&I initiatives and general consumers’ perceived company attractiveness, considering the mediating roles of perceived commercial and social innovativeness. Based on structural equation modelling and a representative sample of Danish consumers (8,541 responses), we show a positive link between D&I initiatives in products/services, marketing communications, as well as experiences and company attractiveness. Importantly, except for experiences, these relations are mediated by perceived commercial and social innovativeness. Unexpectedly, the role of commercial innovativeness is stronger. Our findings highlight the importance for companies to integrate D&I into their core offerings, rather than relying solely on D&I efforts within communication.

{"title":"From diversity to distinction: Exploring the role of diversity and inclusion related to consumer perceptions of company innovativeness and attractiveness","authors":"Lina Fogt Jacobsen , Darius-Aurel Frank , Helle Alsted Søndergaard , Anne Odile Peschel","doi":"10.1016/j.jbusres.2025.115184","DOIUrl":"10.1016/j.jbusres.2025.115184","url":null,"abstract":"<div><div>Mirroring the growing interest in diversity and inclusion (D&I), more companies are adopting D&I initiatives. Drawing on social identity theory, reference groups, self-congruity theory, and recent D&I literature, this study examines the relationship between different D&I initiatives and general consumers’ perceived company attractiveness, considering the mediating roles of perceived commercial and social innovativeness. Based on structural equation modelling and a representative sample of Danish consumers (8,541 responses), we show a positive link between D&I initiatives in products/services, marketing communications, as well as experiences and company attractiveness. Importantly, except for experiences, these relations are mediated by perceived commercial and social innovativeness. Unexpectedly, the role of commercial innovativeness is stronger. Our findings highlight the importance for companies to integrate D&I into their core offerings, rather than relying solely on D&I efforts within communication.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"189 ","pages":"Article 115184"},"PeriodicalIF":10.5,"publicationDate":"2025-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143171259","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}

引用次数: 0

Preference for animal welfare products: The effect of power and animal anthropomorphism

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-02-01 DOI: 10.1016/j.jbusres.2025.115203

Sunyee Yoon , Danny JM Kim , Jeffrey P. Boichuk

Animal welfare is increasingly attracting attention from both consumers and companies, making it crucial for academics to study the motivations behind consumers’ choices of animal welfare products, which we define as products produced with consideration for the welfare of animals in supply chains. The current research demonstrates that high- (vs. low-) power consumers prefer animal welfare products due to their greater perceived responsibility toward vulnerable and powerless victims (e.g., animals in supply chains). However, when animals are anthropomorphized, low- (vs. high-) power consumers show a greater preference for such products. This reversal happens because high- and low-power consumers no longer differ in their perceived responsibility, as anthropomorphized entities are deemed more autonomous and capable. Conversely, low- (vs. high-) power consumers feel more connected to anthropomorphized animals due to their motives to bond with social targets. This research provides managerial implications to practitioners who wish to promote animal welfare products.

引用次数: 0

The ripple effect of abusive supervision: A longitudinal examination of psychological contract breach, turnover intentions, and resilience among third parties

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-02-01 DOI: 10.1016/j.jbusres.2024.115141

Yannick Griep , Johannes M. Kraak , Wieke M. Knol , Johannes Dolislager , Elizabeth M. Beekman

Being a direct target of abusive supervision is known to have detrimental effects on the targeted employee’s psychological contract (PC). This paper however introduces a novel finding: abusive supervision not only affects direct targets, but also negatively affects the internalized mental schema of third-party observers. That is, contrary to traditional expectations of psychological contract (PC) theory, which posit that only events affecting the direct employee-supervisor relationship shape one’s PC, our longitudinal study, among 274 Dutch employees who observed abusive supervision in their workplace, demonstrates that merely observing abusive supervision can lead to a PC breach in third parties. This internalization of observing abusive supervision alters the observers’ perceptions of their own relationship with the supervisor, triggering higher turnover intentions and actual turnover. In addition, we argue that resilience acts as a vital personal resource. In this study, resilience helps third-party observers buffer the psychological damage caused by observing abusive supervision. Specifically, individuals with higher levels of resilience are better able to withstand the negative impacts of observed abusive behaviors, reducing the likelihood of PC breach but not one’s turnover intentions and actual turnover. This finding highlights the underexplored value of resilience as a personal resource in mitigating the ripple effects of abusive supervision on one’s PC. Implications for PC theory and practice are discussed.

{"title":"The ripple effect of abusive supervision: A longitudinal examination of psychological contract breach, turnover intentions, and resilience among third parties","authors":"Yannick Griep , Johannes M. Kraak , Wieke M. Knol , Johannes Dolislager , Elizabeth M. Beekman","doi":"10.1016/j.jbusres.2024.115141","DOIUrl":"10.1016/j.jbusres.2024.115141","url":null,"abstract":"<div><div>Being a direct target of abusive supervision is known to have detrimental effects on the targeted employee’s psychological contract (PC). This paper however introduces a novel finding: abusive supervision not only affects direct targets, but also negatively affects the internalized mental schema of third-party observers. That is, contrary to traditional expectations of psychological contract (PC) theory, which posit that only events affecting the direct employee-supervisor relationship shape one’s PC, our longitudinal study, among 274 Dutch employees who observed abusive supervision in their workplace, demonstrates that merely observing abusive supervision can lead to a PC breach in third parties. This internalization of observing abusive supervision alters the observers’ perceptions of their own relationship with the supervisor, triggering higher turnover intentions and actual turnover. In addition, we argue that resilience acts as a vital personal resource. In this study, resilience helps third-party observers buffer the psychological damage caused by observing abusive supervision. Specifically, individuals with higher levels of resilience are better able to withstand the negative impacts of observed abusive behaviors, reducing the likelihood of PC breach but not one’s turnover intentions and actual turnover. This finding highlights the underexplored value of resilience as a personal resource in mitigating the ripple effects of abusive supervision on one’s PC. Implications for PC theory and practice are discussed.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"189 ","pages":"Article 115141"},"PeriodicalIF":10.5,"publicationDate":"2025-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143169772","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}

引用次数: 0

The humanistic state in family firms: Exploring the significance of socioemotional wealth and culture as drivers of stewardship

IF 10.5 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-02-01 DOI: 10.1016/j.jbusres.2025.115212

Carl Åberg , Charlotte Haugland Sundkvist , Giovanna Campopiano

This study investigates the interplay between stewardship and socioemotional wealth (SEW) in family firms. We examined how family control and influence, and family members’ identification, as key SEW dimensions impacted family-firm stewardship. We further investigated these relationships, hypothesizing that they are contingent on power distance and uncertainty avoidance as relevant cultural dimensions. Hypotheses were tested using a survey dataset of 2,439 family firms across 70 countries. The results reveal that family control and influence, and family members’ identification, respectively reflecting the legal and psychological ownership of the business family aiming to protect its SEW, are positively associated with stewardship family-oriented goals. We also found that the positive impact of business family psychological ownership on stewardship family-oriented goals became weaker in cultures characterized by high power distance. For those embedded in high uncertainty avoidance cultures, the positive impact of business family legal ownership on stewardship family-oriented goals is stronger.

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引用次数: 0

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