Journal of Business Research最新文献

英文中文

Communication consistency in B2B livestreaming: effects of explanatory and affective cues on streamer’s sales performance B2B直播中的沟通一致性：解释性和情感性线索对主播销售绩效的影响

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-12-11 DOI: 10.1016/j.jbusres.2025.115909

Lu Liu , Jiaming Fang , Zhenyu Ji , Md. Altab Hossin

Despite the growing adoption of Business-to-Business (B2B) livestreaming platforms, limited research has examined how streamers can effectively engage reseller firms (i.e., B2B buyers) and facilitate sales. Drawing on cue consistency theory, this study investigates the roles of explanatory consistency—congruence of introduction contents—and affective consistency—congruence of vocal emotion and facial expression—in influencing sales performance. Using a dataset of 980 livestreaming videos from 12 industry categories, this study applies deep learning techniques to detect consistent cues and evaluate their impact with econometric models. Results indicate that explanatory consistency and affective consistency positively influence sales performance. The positive effect of explanatory consistency on sales performance intensifies with explanatory concreteness, while the positive effect of affective consistency on sales performance diminishes under affective polarity. These findings offer actionable insights for B2B livestreaming platforms, brand companies (i.e., B2B sellers), and streamers, highlighting strategies of streamer behavior to enhance sales.

尽管越来越多的企业对企业（B2B）直播平台被采用，但关于流媒体如何有效地吸引经销商（即B2B买家）并促进销售的研究有限。本研究运用线索一致性理论，探讨了解释一致性（介绍内容的一致性）和情感一致性（声音情绪和面部表情的一致性）对销售绩效的影响。本研究使用来自12个行业类别的980个直播视频数据集，应用深度学习技术来检测一致的线索，并使用计量经济模型评估其影响。结果表明，解释一致性和情感一致性对销售绩效有正向影响。解释一致性对销售绩效的正向作用随着解释的具体性而增强，而情感极性下，情感一致性对销售绩效的正向作用减弱。这些发现为B2B直播平台、品牌公司（即B2B卖家）和流媒体提供了可操作的见解，突出了流媒体行为的策略，以提高销售。

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引用次数: 0

Bitter or better: how social comparison emotions drive coworker altruism and ostracism in response to job crafting 痛苦或更好：社会比较情绪如何驱动同事利他主义和排斥，以应对工作制作

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-12-10 DOI: 10.1016/j.jbusres.2025.115906

Feifan Yang , Rongwei Chu , Zhijun Chen

Prior research on the interpersonal consequences of job crafting largely relies on social learning and cognitive appraisal approaches, emphasizing its impact on coworkers’ well-being and engagement. In contrast, the present study adopts a social comparison-based emotional perspective to examine coworkers’ direct responses to job crafters, emphasizing that coworkers can both admire and resent such behaviors. Specifically, we investigate how approach and avoidance crafting influence coworker emotions (admiration and malicious envy) and how these emotions, in turn, shape coworkers’ altruistic and ostracizing behaviors toward the crafter. Based on a two-wave field study with a round-robin design, we found that approach crafting is positively related to coworker altruism through increased admiration, whereas avoidance crafting is positively associated with coworker ostracism through heightened malicious envy. This study contributes to the job crafting literature by presenting the emotional mechanisms that explain coworkers’ paradoxical reactions toward proactive job redesign.

先前关于工作塑造对人际关系影响的研究主要依赖于社会学习和认知评估方法，强调其对同事幸福感和敬业度的影响。相比之下，本研究采用基于社会比较的情感视角来考察同事对职业匠人的直接反应，强调同事对这种行为既钦佩又厌恶。具体而言，我们研究了接近和回避手工制作如何影响同事的情绪（钦佩和恶意嫉妒），以及这些情绪如何反过来塑造同事对工匠的利他和排斥行为。基于循环设计的两波现场研究，我们发现，通过增加钦佩，接近制造与同事利他主义正相关，而回避制造通过增加恶意嫉妒与同事排斥正相关。本研究通过提出解释同事对主动工作重新设计的矛盾反应的情绪机制，为工作制定文献做出了贡献。

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引用次数: 0

The power of minority: interplay between descriptive norms and emotional appeals on green behaviors 少数群体的力量：绿色行为的描述性规范和情感诉求之间的相互作用

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-12-10 DOI: 10.1016/j.jbusres.2025.115902

Jungwon Kim , Donghwa Lee , Yongjun Sung

This study examines the interplay between descriptive norms (minority vs. majority) and emotional appeals (guilt vs. pride) for influencing sustainable consumer behaviors, such as recycling and food waste reduction. Experiment 1, which employed a laboratory experimental method, demonstrated that minority descriptive norms paired with guilt appeals and majority descriptive norms paired with pride appeals significantly enhanced green behavioral intentions. Moderated mediation analysis revealed that attention focus mediated the effects of descriptive norms, with emotional appeals moderating this mediation. Experiment 2, which employed a field study at a hotel buffet, demonstrated the potential generalizability of these findings. This showed that minority descriptive norms combined with guilt appeals were as persuasive as majority descriptive norms combined with pride appeals, effectively reducing food waste. These findings highlight the importance of combining emotional appeals with descriptive norms to design impactful sustainability campaigns applicable to real-world contexts.

本研究考察了描述性规范（少数vs多数）和情感诉求（内疚vs骄傲）之间的相互作用，以影响可持续的消费者行为，如回收和减少食物浪费。实验1采用实验室实验方法，发现少数描述性规范与内疚诉求配对、多数描述性规范与骄傲诉求配对显著提高绿色行为意向。有调节的中介分析表明，注意焦点调节了描述性规范的效果，情绪诉求调节了这种中介作用。实验2在一家酒店自助餐厅进行了实地研究，证明了这些发现的潜在普遍性。这表明，少数人的描述性规范结合内疚的呼吁与大多数人的描述性规范结合骄傲的呼吁一样有说服力，有效地减少了食物浪费。这些发现强调了将情感诉求与描述性规范结合起来设计适用于现实环境的有影响力的可持续发展活动的重要性。

引用次数: 0

Opening the black box: how managers’ political ideologies drive CSR decision-making through information processing 打开黑箱：管理者的政治意识形态如何通过信息处理驱动企业社会责任决策

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-12-10 DOI: 10.1016/j.jbusres.2025.115900

Nida Farman , Susan Freeman , Abdul Waheed Khan , S. Tamer Cavusgil , Huda Khan , Pervez Ghauri

This study explains how executives’ political ideologies shape corporate social responsibility decisions by opening the ’black box’ of information processing. Drawing on 31 interviews with key corporate social responsibility (CSR) decision-makers and experts in Pakistan, we find that liberal CSR managers adopt a comprehensive field of vision: they scan broadly across stakeholder groups, validate data through iterative cycles of interpretation, co-construct problem frames with communities, and pursue transformative CSR that anticipates resistance while seeking social acceptability. Conservative managers exhibit a narrow field of vision: they scan selectively, prefer confirmatory cues, rely on top-down interpretations, and confine CSR to operational objectives or legitimacy-seeking goals that minimize community pushback. We extend upper echelons theory by theorizing ideology-driven scanning and interpretation mechanisms and by situating them in developing-country ’wicked problem’ contexts. The framework clarifies when and why managerial ideology yields divergent CSR strategies and offers implications for policy and governance.

本研究通过打开信息处理的“黑箱”，解释了高管的政治意识形态如何影响企业的社会责任决策。通过对巴基斯坦企业社会责任（CSR）关键决策者和专家的31次访谈，我们发现，开明的企业社会责任管理者采用了一种全面的视野：他们广泛地审视利益相关者群体，通过反复的解释周期来验证数据，与社区共同构建问题框架，并在寻求社会可接受性的同时，追求预期阻力的变革性企业社会责任。保守的管理者表现出狭隘的视野：他们有选择地进行扫描，更喜欢确认性的线索，依赖于自上而下的解释，并将企业社会责任局限于运营目标或寻求合法性的目标，以最大限度地减少社区的阻力。我们通过将意识形态驱动的扫描和解释机制理论化，并将它们置于发展中国家的“邪恶问题”背景中，扩展了上层梯队理论。该框架阐明了管理意识形态何时以及为何会产生不同的企业社会责任战略，并为政策和治理提供了启示。

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引用次数: 0

Merchant guild culture and strategic choices: a subnational perspective 商人公会文化与战略选择：次国家视角

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-12-10 DOI: 10.1016/j.jbusres.2025.115896

Hengyi Su , Jianbo Huang , Lingyun Chen

Cultural studies often implicitly assume national cultures are homogeneous and ahistorical, overlooking whether and under what sociohistorical conditions subnational cultures affect local firms’ domestic strategies. Drawing on the institution-based view and historical institutionalism, this study theorizes that Chinese merchant guild culture—a regional heritage originating in the 16th century—continues to affect domestic strategies. We propose that historical disruptions in subnational regions weakened the impact of merchant guild heritage. In contrast, social transmissions in subnational regions help strengthen cultural heritage. Based on historical datasets, empirical findings verify that stronger guild heritage is associated with a lower tendency to adopt domestic market-oriented strategies. This relationship is weaker in subnational regions that faced severe historical disruptions but stronger in regions where social transmissions remain prevalent. Overall, this study reveals the enduring yet conditional impact of subnational cultures on local firms’ domestic strategies.

文化研究通常含蓄地假设民族文化是同质的和非历史性的，忽视了次民族文化是否以及在何种社会历史条件下影响当地企业的国内战略。本研究运用制度本位观和历史制度主义理论，论证了中国商人会馆文化——一种起源于16世纪的地域遗产——对国内战略的持续影响。我们认为，地方地区的历史中断削弱了商人公会遗产的影响。相比之下，次国家区域的社会传承有助于加强文化遗产。基于历史数据，实证研究结果证实，公会遗产越强，采用国内市场导向战略的倾向越低。这种关系在面临严重历史破坏的次国家区域较弱，但在社会传播仍然普遍的区域较强。总体而言，本研究揭示了次国家文化对本土企业国内战略的持久但有条件的影响。

引用次数: 0

The shorter the response time, the higher the customer satisfaction? An empirical study of online medical consultation services 响应时间越短，客户满意度越高？网络医疗咨询服务的实证研究

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-12-09 DOI: 10.1016/j.jbusres.2025.115903

Jinxin Zhang , Liping Liang , Gustave Florentin Nkoulou Mvondo , Ben Niu

The increased demand for e-health services has accelerated the development of online medical consultation platforms (OMCPs). In contrast to offline service contexts, delays in physicians’ responses can occur throughout the asynchronous online service process and affect customer satisfaction. Despite the considerable attention that OMCPs have received in the literature, the impact of physicians’ response time at different stages of the service process remain underexplored. Drawing on signalling theory, we investigate the joint effect of positive and negative signals that response time has on patient satisfaction. Using a transaction-level consultation service dataset from an OMCP in China, we find inverted U-shaped relationships between response times before and during the service process and two dimensions of patient satisfaction (attitude and efficacy). A patient’s regional affiliation and familiarity with a physician strengthen the curvature of such relationships, while the physician’s professional status has the opposite effect.

对电子卫生服务需求的增加加速了在线医疗咨询平台的发展。与离线服务环境相比，医生的响应延迟可能发生在整个异步在线服务过程中，并影响客户满意度。尽管omcp在文献中受到了相当大的关注，但医生在服务过程不同阶段的反应时间的影响仍未得到充分探讨。借鉴信号理论，我们研究了响应时间对患者满意度的积极和消极信号的联合效应。利用中国某医院的事务级咨询服务数据集，我们发现服务过程前和服务过程中的响应时间与患者满意度的两个维度（态度和效能）之间存在倒u型关系。患者的地区归属和对医生的熟悉程度加强了这种关系的弧度，而医生的职业地位则起到相反的作用。

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引用次数: 0

Marketer-generated content in digital social touchpoints: A systematic literature review and research agenda 数字社会接触点中营销人员生成的内容：系统的文献综述和研究议程

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-12-09 DOI: 10.1016/j.jbusres.2025.115883

Bernd F. Reitsamer , Nicola E. Stokburger-Sauer , Johann N. Giertz , Janina S. Nocker

Marketer-generated content (MGC) provides a platform for creating and disseminating corporate content through text, images, or videos, offering value to consumers on digital social touchpoints. Despite fruitful research on MGC in the past, limited knowledge exists about consumers’ actual responses to different types of MGC. This paper uses a systematic literature review to examine the underlying theory, context, characteristics, and methodology, conceptualizing content types into content value and content vividness, and deriving theoretical and practical implications. It provides an integrative review of 130 scientific journal articles published from 2008 to 2025. The findings are summarized in a typology of MGC types in digital social touchpoints. A heat map highlights conceptual and methodological research needs. The article offers an agenda for further research and managerial implications.

营销人员生成内容（MGC）提供了一个通过文本、图像或视频创建和传播企业内容的平台，在数字社交接触点上为消费者提供价值。尽管过去对MGC的研究成果丰硕，但消费者对不同类型MGC的实际反应却知之甚少。本文通过系统的文献综述，考察了内容类型的理论基础、语境、特征和方法论，将内容类型划分为内容价值和内容生动性，并得出了理论和实践意义。它提供了从2008年到2025年发表的130篇科学期刊文章的综合评论。研究结果总结为数字社会接触点的MGC类型类型。热图强调了概念和方法上的研究需要。本文提出了进一步研究和管理意义的议程。

引用次数: 0

Interpreting and reacting to followers’ proactive work behaviors: the role of leaders’ proactive implicit followership theories 对下属主动性工作行为的解读与反应：领导者主动性内隐追随理论的作用

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-12-09 DOI: 10.1016/j.jbusres.2025.115904

Jian Peng , Qi Nie , Xiao Chen

How do leaders react to their followers’ proactive work behaviors? Drawing on follower categorization theory, this research proposes that leaders may interpret such behaviors either as benefits or as threats and, in turn, respond with support or undermining. We also identify leaders’ proactive implicit followership theories (IFTs) as key boundary conditions. After developing a measure of proactive IFTs through pilot studies, we tested our model using an experiment (Study 1) and a four-wave field survey (Study 2). Study 1 shows that when leaders hold higher (vs. lower) proactive IFTs, followers’ proactive work behaviors elicit perceived benefits (vs. threats). Study 2 replicates and extends these findings, demonstrating that perceived benefits (vs. threats) predict leaders’ social support (vs. undermining), which subsequently promotes (vs. reduces) followers’ proactive work behaviors. This research offers novel insights into the question of how to manage proactive work behaviors.

领导者如何应对下属积极主动的工作行为？根据追随者分类理论，该研究提出，领导者可能会将这些行为解释为利益或威胁，并反过来以支持或破坏作为回应。我们还发现领导者的主动内隐追随理论（ift）是关键的边界条件。在通过试点研究开发了主动ift的测量方法后，我们使用实验（研究1）和四波现场调查（研究2）测试了我们的模型。研究1表明，当领导者拥有较高（相对较低）的主动性ift时，下属的主动性工作行为会带来感知到的利益（相对于威胁）。研究2重复并扩展了这些发现，表明感知利益（vs.威胁）预测领导者的社会支持（vs.破坏），这随后促进（vs.减少）下属的积极工作行为。这项研究为如何管理积极主动的工作行为提供了新的见解。

引用次数: 0

A model for building capabilities among family-controlled multinational corporations in emerging markets 一个在新兴市场的家族控制的跨国公司中建立能力的模型

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-12-09 DOI: 10.1016/j.jbusres.2025.115892

Ayse Ozturk , Steven Y.H. Liu

This study examines the growth strategies of Family-Controlled Emerging Market Multinational Corporations (FEMNCs) from a portfolio entrepreneurship perspective. While previous research on family multinationals has focused on advanced economies, this paper fills a significant gap by examining how FEMNCs develop capabilities and pursue diversification. Drawing on the resource-based view, we propose that FEMNCs develop four interconnected capabilities: agility in decision-making, risk allocation, opportunity exploitation, and business model innovation. These capabilities are influenced by the interaction between family governance and emerging-market conditions. Through a comparative analysis of 200 multinational corporations, we find that FEMNCs demonstrate higher levels of diversification and conglomerate formation than their counterparts. This study contributes to the family business literature by contextualizing the development of capabilities within emerging market ecosystems. It also extends the concept of portfolio entrepreneurship to FEMNCs, offering a novel typology for understanding multinational diversification.

本研究从投资组合创业的角度考察了家族控制的新兴市场跨国公司（femnc）的成长策略。虽然以往对家族跨国公司的研究主要集中在发达经济体，但本文通过研究femnc如何发展能力和追求多元化来填补这一重大空白。基于资源基础的观点，我们建议femnc发展四种相互关联的能力：决策敏捷性、风险分配、机会利用和商业模式创新。这些能力受到家族治理和新兴市场条件之间相互作用的影响。通过对200家跨国公司的比较分析，我们发现femnc的多元化程度和集团形成程度都高于其他跨国公司。本研究通过将新兴市场生态系统中的能力发展置于背景中，为家族企业文献做出了贡献。它还将投资组合创业的概念扩展到femnc，为理解跨国多元化提供了一种新的类型。

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引用次数: 0

Pacing and path dependence: how strategic consistency in capital reallocation shapes firm performance 节奏与路径依赖：资本重新配置的战略一致性如何塑造企业绩效

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2025-12-08 DOI: 10.1016/j.jbusres.2025.115894

Tomoki Hayata

While capital reallocation is essential for maintaining competitiveness, it presents a dilemma: large-scale changes disrupt existing routines and harm performance. Prior research has focused on the level of reallocation, overlooking how its effects are conditioned by a firm’s historical context. To shed light on this dilemma, We examine how the performance impact of capital reallocation depends not only on its pace (discontinuous vs. incremental) but also on a path-dependent mechanism: consistency with past strategies. Analyzing Japanese panel data, we find that discontinuous (large-scale) reallocation harms performance more than incremental (small-scale) reallocation. Critically, this relationship is strongly contingent on a firm’s past patterns: the negative impact is mitigated for firms with a history of discontinuous change, whereas performance suffers most when organizations accustomed to incremental change reallocate discontinuously. Our study introduces strategic consistency as a new channel in reallocation research and empirically suggests that dynamic capabilities are cultivated within organizational history and inertia.

虽然资本重新配置对保持竞争力至关重要，但它带来了一个两难境地：大规模的变化扰乱了现有的常规，损害了业绩。先前的研究集中在再分配的水平上，忽视了其影响是如何受到企业历史背景的制约的。为了阐明这一困境，我们研究了资本再配置对绩效的影响不仅取决于其速度（不连续还是增量），还取决于路径依赖机制：与过去战略的一致性。通过对日本面板数据的分析，我们发现不连续（大规模）再分配比增量（小规模）再分配对绩效的危害更大。至关重要的是，这种关系强烈依赖于公司过去的模式：对于具有不连续变化历史的公司，负面影响会减轻，而当习惯于增量变化的组织不连续地重新分配时，绩效会受到最大影响。本研究将战略一致性作为再分配研究的新渠道，并实证地提出动态能力是在组织历史和惯性中培养出来的。

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