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Virtual Influencers in Consumer Behaviour: A Social Influence Theory Perspective 消费者行为中的虚拟影响者:社会影响理论视角
IF 5.6 2区 管理学 Q1 BUSINESS Pub Date : 2024-05-31 DOI: 10.1111/1467-8551.12839
Dinara Davlembayeva, Simos Chari, Savvas Papagiannidis
Although virtual influencers, that is, computer‐generated personas, have been a growing trend in marketing, we still know very little about their impact on consumers’ attitudes and behaviour. To bridge this gap, this study: (a) explores individuals’ acceptance of influences induced by virtual influencers and (b) investigates how influence acceptance translates into behaviour. Drawing on Social Influence Theory, we first conducted a comprehensive literature review to extract the key attributes of virtual influencers (i.e. warmth, relatedness, interactivity, competence, empathy, uniqueness, fairness and credibility) as enablers of engagement that can determine influence acceptance. Then, based on 601 survey responses and using a fuzzy‐set qualitative comparative analysis, we analysed the associations between the enablers of engagement, influence acceptance processes (i.e. compliance, identification and internalization) and behavioural responses (purchase intention and behaviour adoption). Our findings highlight various sets of virtual influencer attributes that lead to high degrees of compliance, identification and internalization, and behavioural responses. We contribute to the influencer literature by explaining the causes of the persuasiveness of virtual influencers and their effectiveness in stimulating behaviour. Our study also offers practical insights into how brand managers can leverage virtual influencers in online marketing strategies.
尽管虚拟影响者,即计算机生成的角色,已经成为市场营销中一个日益增长的趋势,但我们对其对消费者态度和行为的影响仍然知之甚少。为了弥补这一不足,本研究:(a)探讨个人对虚拟影响者所诱导的影响的接受程度;(b)研究接受影响如何转化为行为。借鉴社会影响理论,我们首先进行了全面的文献综述,以提取虚拟影响者的关键属性(即温暖、相关性、互动性、能力、同理心、独特性、公平性和可信度),这些属性是决定影响接受度的参与因素。然后,我们根据 601 份调查反馈,利用模糊集定性比较分析法,分析了参与促进因素、影响接受过程(即遵从、认同和内化)和行为反应(购买意向和行为采纳)之间的关联。我们的研究结果凸显了导致高度顺从、认同和内化以及行为反应的各种虚拟影响者属性。我们通过解释虚拟影响者的说服力及其刺激行为的有效性的原因,为影响者文献做出了贡献。我们的研究还为品牌经理如何在网络营销战略中利用虚拟影响者提供了实用见解。
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引用次数: 0
Reconceptualizing Franchisee Performance: A Configurational Approach in a Base‐of‐the‐Pyramid Context 重新认识特许经营业绩:金字塔底层背景下的配置方法
IF 5.6 2区 管理学 Q1 BUSINESS Pub Date : 2024-05-11 DOI: 10.1111/1467-8551.12826
Robert Newbery, Kevin McKague, Pablo Muñoz, Jonathan Kimmitt
This paper proposes and tests a new conceptual framing for franchisee performance that draws on institutional complexity to explore the interaction of corporate, market, and relational logics of performance. Extant research draws on corporate and market logics to explain performance; however, this does not explain individual franchisee performance in complex institutional environments such as Base‐of‐the‐Pyramid (BoP) markets where relational logics may be more important, thereby limiting explanations of how franchisee outlets perform. Drawing on data from a network of 58 franchise outlets in the context of Kenya, we conduct a configurational analysis related to sales outcomes. We leverage fuzzy‐set qualitative comparative analysis (fsQCA) to map out the conditions under which franchisees exhibit higher sales performance. Results show that three distinct configurations can lead to increased sales performance. Our results paint a nuanced picture of combinations of factors that result in franchisee success with relevance to the BoP context and beyond.
本文提出并检验了特许经营业绩的新概念框架,该框架借鉴了制度的复杂性,探讨了业绩的企业、市场和关系逻辑之间的相互作用。现有研究借鉴了企业和市场逻辑来解释绩效;然而,这并不能解释加盟商在金字塔底层(BoP)市场等复杂制度环境中的个人绩效,因为在这些市场中,关系逻辑可能更为重要,从而限制了对加盟店绩效的解释。我们利用肯尼亚 58 个特许经营网点的数据,对销售结果进行了配置分析。我们利用模糊集定性比较分析(fsQCA)来描绘出特许经营商表现出更高销售业绩的条件。结果表明,三种不同的配置可以提高销售业绩。我们的结果描绘出了导致加盟商成功的各种因素组合的细微差别,这些因素组合与 BoP 及其他背景相关。
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引用次数: 0
Establishing a Recovery Menu to Increase the Resilience of Entrepreneurs 制定恢复菜单,提高企业家的复原力
IF 5.6 2区 管理学 Q1 BUSINESS Pub Date : 2024-05-02 DOI: 10.1111/1467-8551.12827
Martina Battisti, J. Jeffrey Gish, Isabella Hatak, Haibo Zhou
Building on the Effort Recovery Model and Conservation of Resources Theory, this study provides new theoretical and empirical insights into how entrepreneurs increase their resilience by engaging in recovery experiences. Employing a longitudinal repeated survey design applied to 346 entrepreneurs, our findings reveal that control is the only recovery experience that directly influences resilience. We also uncover more complex indirect pathways through positive reappraisal and sleep. Overall, the study demonstrates that each recovery experience has a unique relationship with resilience, allowing us to theorize potential underlying mechanisms for how recovery translates into resilience. We offer practical suggestions for effective interventions addressing the recovery paradox in entrepreneurship during times of change and uncertainty.
本研究以 "努力恢复模型 "和 "资源保护理论 "为基础,就创业者如何通过参与恢复体验来增强其复原力提供了新的理论和实证见解。通过对 346 名企业家进行纵向重复调查,我们的研究结果表明,控制是唯一直接影响复原力的复原体验。我们还通过积极的重新评价和睡眠发现了更为复杂的间接途径。总之,这项研究表明,每种恢复体验都与复原力有着独特的关系,这使我们能够从理论上探讨恢复如何转化为复原力的潜在内在机制。我们为在变化和不确定时期针对创业中的恢复悖论进行有效干预提供了实用建议。
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引用次数: 0
Outbound Profit Shifting and the Propensity to Engage in Cross‐Border Acquisitions 利润向外转移与跨国并购倾向
IF 5.6 2区 管理学 Q1 BUSINESS Pub Date : 2024-05-01 DOI: 10.1111/1467-8551.12825
Janja A. Tardios, L. Jeremy Clegg
Accountability‐avoiding foreign direct investment (FDI) is a category of financial motives explaining where firms invest and how, yet our grasp of this phenomenon is incomplete. In contrast with tax‐haven FDI, where multinational enterprises (MNEs) invest in a host country to pursue inbound profit shifting, we consider a novel motive – FDI attracted by low host country financial transparency that enables outbound profit shifting (OPS). Cross‐border acquisitions (CBAs) are a takeover route to achieving OPS and global tax optimization. Our empirical context is 39,951 CBAs by 315 acquirers from 26 countries in the 1996–2015 period. We hypothesize and empirically show a positive relationship between OPS and CBAs and the probability that equity ownership of CBAs will be high. We find that the relationship between OPS and CBAs is stronger the more attractive or income unequal the host market, or when the multinational's industry is vertically or horizontally integrated. We attribute the lack of support for our hypothesis that MNEs require in‐house capability to conduct OPS to tax planning consultancies’ services. These findings highlight the role of low financial transparency as a novel locational determinant of OPS‐pursuing FDI and emphasize the distinction between inbound and outbound profit shifting as manifestations of accountability‐avoiding FDI.
规避责任的外国直接投资(FDI)是解释企业投资地点和投资方式的一类金融动机,但我们对这一现象的了解并不全面。与避税型外国直接投资(跨国企业在东道国投资以追求境内利润转移)相比,我们考虑了一种新的动机--东道国金融透明度低所吸引的外国直接投资,从而实现了境外利润转移(OPS)。跨境收购(CBA)是实现 OPS 和全球税收优化的一条收购途径。我们的实证背景是 1996-2015 年间 26 个国家 315 家收购方进行的 39951 次 CBA。我们假设并通过实证证明,OPS 与 CBA 之间存在正相关关系,且 CBA 的股权拥有概率较高。我们发现,东道国市场越有吸引力或收入越不平等,或者跨国公司所在行业是纵向或横向整合时,OPS 与 CBA 之间的关系就越强。我们的假设是,跨国企业需要内部能力来实施 OPS,但这一假设没有得到支持,我们将其归因于税务筹划咨询公司的服务。这些发现凸显了低财务透明度作为追求海外直接投资的新的地点决定因素的作用,并强调了作为规避问责的海外直接投资的表现形式的境内和境外利润转移之间的区别。
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引用次数: 0
Generative Artificial Intelligence in Business: Towards a Strategic Human Resource Management Framework 商业中的生成人工智能:建立战略性人力资源管理框架
IF 4.5 2区 管理学 Q1 BUSINESS Pub Date : 2024-04-11 DOI: 10.1111/1467-8551.12824
Soumyadeb Chowdhury, Pawan Budhwar, Geoffrey Wood

As businesses and society navigate the potentials of generative artificial intelligence (GAI), the integration of these technologies introduces unique challenges and opportunities for human resources, requiring a re-evaluation of human resource management (HRM) frameworks. The existing frameworks may often fall short of capturing the novel attributes, complexities and impacts of GAI on workforce dynamics and organizational operations. This paper proposes a strategic HRM framework, underpinned by the theory of institutional entrepreneurship for sustainable organizations, for integrating GAI within HRM practices to boost operational efficiency, foster innovation and secure a competitive advantage through responsible practices and workforce development. Central to this framework is the alignment with existing business objectives, seizing opportunities, strategic resource assessment and orchestration, re-institutionalization, realignment and embracing a culture of continuous learning and adaptation. This approach provides a detailed roadmap for organizations to navigate successfully the complexities of a GAI-enhanced business environment. Additionally, this paper significantly contributes to the theoretical discourse by bridging the gap between HRM and GAI adoption, the proposed framework accounting for GAI–human capital symbiosis, setting the stage for future research to empirically test its applicability, explore its implications on HRM practices and understand its broader economic and societal consequences through diverse multi-disciplinary and multi-level research methodologies.

随着企业和社会探索生成式人工智能(GAI)的潜力,这些技术的整合为人力资源带来了独特的挑战和机遇,需要重新评估人力资源管理(HRM)框架。现有的框架往往无法捕捉 GAI 的新特性、复杂性及其对劳动力动态和组织运营的影响。本文提出了一个战略性人力资源管理框架,以可持续组织的机构创业理论为基础,将 GAI 纳入人力资源管理实践,通过负责任的实践和劳动力发展提高运营效率、促进创新并确保竞争优势。这一框架的核心是与现有的业务目标保持一致、抓住机遇、战略资源评估和协调、重新制度化、重新调整以及接受持续学习和适应的文化。这种方法为组织成功驾驭 GAI 增强型业务环境的复杂性提供了详细的路线图。此外,本文还弥合了人力资源管理与采用 GAI 之间的差距,提出了 GAI 与人力资本共生的框架,为今后的研究奠定了基础,以便通过多样化、多学科和多层次的研究方法,对其适用性进行实证测试,探索其对人力资源管理实践的影响,并了解其更广泛的经济和社会后果。
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引用次数: 0
Unlocking Social Media Success: How Prosumers Drive Brand Engagement through Authentic Conversations with Consumers 开启社交媒体的成功之门:专业消费者如何通过与消费者的真实对话推动品牌参与
IF 4.5 2区 管理学 Q1 BUSINESS Pub Date : 2024-04-08 DOI: 10.1111/1467-8551.12823
Suresh Malodia, Raffaele Filieri, Tobias Otterbring, Amandeep Dhir

This research examines whether prosumer-generated (vs. firm-generated) content fosters consumer engagement through content relevance and perceived content sponsorship. Four between-subjects experiments (N = 1048) show that prosumer-led (vs. firm-led) conversations, mediated by perceived content sponsorship and content relevance, generate higher engagement. Furthermore, consumer engagement increases significantly when prosumers share hedonic content and disclose information about their identity. A fifth study, a qualitative investigation with brand managers and marketing practitioners, further validates and extends these findings, providing nuanced insights in the form of four prosumer-led engagement strategies for consumer engagement. These strategies have practical implications for companies seeking to leverage prosumers in social media marketing. Together, the current work broadens the research scope of prosumers from content co-creators to drivers of brand engagement, while revealing the factors that increase the effectiveness of prosumer-led social media content. Specifically, this research suggests that content type and authenticity are fundamental criteria for choosing a prosumer to engage social media brand followers. From a managerial viewpoint, the findings indicate that companies should identify, connect, and engage with online prosumers, as they will actively contribute towards improving consumer engagement levels.

本研究探讨了消费者生成的内容(与公司生成的内容相比)是否能通过内容相关性和感知内容赞助促进消费者参与。四个主体间实验(N = 1048)表明,在感知到的内容赞助和内容相关性的中介作用下,消费者主导(与公司主导)的对话会产生更高的参与度。此外,当消费者分享享乐内容并披露其身份信息时,消费者的参与度也会大幅提高。第五项研究是对品牌经理和营销从业人员进行的定性调查,它进一步验证并扩展了这些研究结果,以四种以消费者为主导的消费者参与策略的形式提供了细致入微的见解。这些策略对寻求在社交媒体营销中利用亲消费者的公司具有实际意义。总之,当前的研究工作扩大了对消费者的研究范围,从内容的共同创造者变成了品牌参与的推动者,同时揭示了提高消费者主导的社交媒体内容有效性的因素。具体来说,这项研究表明,内容类型和真实性是选择亲消费者来吸引社交媒体品牌追随者的基本标准。从管理的角度来看,研究结果表明,企业应识别、联系并参与网络消费者,因为他们将为提高消费者参与度做出积极贡献。
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引用次数: 0
Escaping Zombiness: Does Corporate Governance Have the Elixir of Life? 摆脱僵尸状态:公司治理有生命之药吗?
IF 4.5 2区 管理学 Q1 BUSINESS Pub Date : 2024-03-26 DOI: 10.1111/1467-8551.12822
Juan Antonio Rodríguez-Sanz, Eleuterio Vallelado, Pilar Velasco

This study investigates the influence of corporate governance on firms’ transition into and out of zombiness. We underscore the beneficial role of external members in the corporate governance structure and long-tenured chief executive officers (CEOs) in facilitating access to the external resources that firms need to be successful. Using a sample of European listed firms over the period 2008–2018, we adopt a dynamic view of zombiness by identifying shifts in the state from zombie to non-zombie and vice versa. The results show that board independence is a twofold panacea against zombies, prompting zombie recovery and preventing healthy firms from becoming zombies. By contrast, leadership independence, materialized by separating the CEO and chairperson roles, hampers the recovery of zombies, probably because the cost of lacking unified leadership may exceed the benefits of external dependence minimization. Finally, the results suggest that longer CEO tenure helps healthy firms avoid zombiness. When considering a broader array of stakeholders, government bailout programmes impair zombie recovery, and stronger trade unions help healthy firms escape zombiness. Overall, this study brings a ray of hope to the zombie problem and provides a better appraisal of when supporting zombies might be worthwhile vis-à-vis saving promising firms and bringing them back to life.

本研究探讨了公司治理对企业进入和摆脱僵尸状态的影响。我们强调公司治理结构中的外部成员和长期任职的首席执行官(CEO)在促进企业获得成功所需的外部资源方面的有益作用。我们以 2008-2018 年期间的欧洲上市公司为样本,通过识别从僵尸到非僵尸以及反之亦然的状态转变,对僵尸企业采取了动态的观点。结果表明,董事会独立性是对付僵尸企业的双重灵丹妙药,既能促使僵尸企业复苏,又能防止健康企业变成僵尸企业。相比之下,通过分离首席执行官和董事长角色实现的领导层独立性则会阻碍僵尸企业的复苏,这可能是因为缺乏统一领导的成本可能超过外部依赖最小化的收益。最后,研究结果表明,延长首席执行官的任期有助于健康企业避免僵尸化。如果考虑到更广泛的利益相关者,政府的救助计划会损害僵尸企业的复苏,而更强大的工会则有助于健康企业避免僵尸化。总之,这项研究为僵尸企业问题带来了一线希望,并更好地评估了何时支持僵尸企业与拯救有前途的企业并使其起死回生相比更有价值。
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引用次数: 0
How Do Prestigious Universities Remain at the Summit: A Bourdieusian View of their Business Models 名牌大学如何保持领先地位?从布尔迪厄斯理论看大学的商业模式
IF 4.5 2区 管理学 Q1 BUSINESS Pub Date : 2024-03-23 DOI: 10.1111/1467-8551.12819
Rachel Bocquet, Gaëlle Cotterlaz-Rannard, Michel Ferrary

This study investigates how the specificity of a university business model supports the dominance and persistence of a handful of elite non-profit universities, while considering the implications this phenomenon has on social responsibility. Despite their longstanding positions at the top of academia for over four decades, these universities often struggle to actively embrace social mobility, diversity and inclusion. The existing literature on business models lacks a comprehensive conceptualization that captures the ability of some institutions to establish and maintain their domination within non-economic fields, such as higher education. Drawing on Bourdieu's framework and a unique dataset comprising 192 private non-profit American universities, the study uncovers two fundamental mechanisms of accumulation and conversion of forms of capital (economic, social, cultural and symbolic) behind the perpetuation of dominance among non-profit universities. This research contributes to both business model and higher education studies by introducing a novel conceptual tool for investigating the business models of non-profit universities. Important managerial and social implications, including a call for leading non-profit universities to enact socially responsible and diversifying measures, follows.

本研究调查了大学商业模式的特殊性如何支持少数精英非营利大学的主导地位和持续存在,同时考虑了这一现象对社会责任的影响。尽管这些大学四十多年来一直处于学术界的顶端,但它们往往在积极拥抱社会流动性、多样性和包容性方面举步维艰。现有的有关商业模式的文献缺乏一个全面的概念,无法捕捉某些机构在高等教育等非经济领域建立并维持其主导地位的能力。本研究借鉴布尔迪厄的框架和由 192 所美国私立非营利性大学组成的独特数据集,揭示了非营利性大学长期占据主导地位背后的两种基本资本形式(经济、社会、文化和象征性)的积累和转换机制。这项研究通过引入一种新的概念工具来研究非营利大学的商业模式,为商业模式和高等教育研究做出了贡献。研究还具有重要的管理和社会意义,包括呼吁领先的非营利性大学采取对社会负责的多样化措施。
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引用次数: 0
A Leadership of Refusal: Remaking the Narrative of the Falling Leader 拒绝领导:重塑陨落领袖的叙事
IF 4.5 2区 管理学 Q1 BUSINESS Pub Date : 2024-03-22 DOI: 10.1111/1467-8551.12820
Emma Bell, Amanda Sinclair, Sheena J. Vachhani

The metaphor of the glass cliff is used to describe patterns whereby women are more likely to be selected for challenging leadership positions that have a higher risk of failure. This paper explores how the glass cliff metaphor contributes to a narrative of woman's fall that individualizes a leader's responsibility to avoid risks that may lead to failure. As an alternative, we introduce the leadership of refusal as a feminist resource for remaking the narrative of woman's fall. Refusal is understood as an embodied political and ethical stance that declines to recognize, rather than resists or simply opposes, masculine leadership norms. Through analysis of how three women leaders were represented by the media, former Australian Prime Minister, Julia Gillard, former Australian of the Year, Grace Tame, and climate change activist, Greta Thunberg, we analyse key moments of refusal where these leaders breached the masculine order through their embodied performances. We argue that leadership of refusal enables an understanding of how women leaders exercise power in agentic, non-sacrificial ways. We therefore urge leadership researchers to position refusal centrally, because first saying no in order to take risks towards achieving transformative action is, we suggest, a defining feature of leadership.

玻璃悬崖的隐喻被用来描述这样一种模式,即女性更有可能被选中担任具有挑战性的领导职位,而这些职位的失败风险较高。本文探讨了玻璃悬崖隐喻如何助长了女性堕落的叙事,这种叙事将领导者避免可能导致失败的风险的责任个人化。作为一种替代方案,我们引入了拒绝的领导力,作为重塑女性堕落叙事的女权主义资源。拒绝被理解为一种体现的政治和道德立场,它拒绝承认,而不是抵制或简单地反对男性领导规范。通过分析澳大利亚前总理朱莉娅-吉拉德(Julia Gillard)、前澳大利亚年度人物格蕾丝-塔梅(Grace Tame)和气候变化活动家格丽塔-图恩伯格(Greta Thunberg)这三位女性领导人是如何被媒体报道的,我们分析了她们拒绝的关键时刻,在这些关键时刻,这些领导人通过她们的具体表现打破了男性秩序。我们认为,拒绝的领导力有助于理解女性领导者如何以代理、非牺牲的方式行使权力。因此,我们敦促领导力研究人员将拒绝置于中心位置,因为我们认为,首先说 "不 "以承担实现变革行动的风险,是领导力的一个决定性特征。
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引用次数: 0
Do Digital Technologies Enable Firms that Prioritize Sustainability Goals to Innovate? Empirical Evidence from Established UK Micro-businesses 数字技术是否能让优先考虑可持续发展目标的企业进行创新?来自英国成熟微型企业的经验证据
IF 4.5 2区 管理学 Q1 BUSINESS Pub Date : 2024-03-17 DOI: 10.1111/1467-8551.12821
Halima Jibril, Effie Kesidou, Stephen Roper

This paper examines the importance of sustainability within firms’ strategic goals and its links with innovation in the context of micro-businesses. Micro-businesses provide an appropriate context for investigating this relationship because, while they tend to prioritize social and environmental goals, they are also more likely to confront resource constraints that can restrict their capability to innovate. Building on goal-setting theory and the resource-based view (RBV) of the firm, we explore under what conditions established micro-businesses that prioritize sustainability goals are more likely to innovate. Using novel survey data on 4649 established micro-businesses in the UK, we examine the enabling role of digital technologies. Our results suggest that owner-managers who prioritize sustainability goals are significantly more likely to generate new product and process innovations. Moreover, we find that this effect is stronger when micro-businesses adopt digital technologies. Digital technologies enhance the capabilities of micro-businesses, strengthening the connection between sustainability goals and product and process innovation.

本文以微型企业为背景,探讨可持续发展在企业战略目标中的重要性及其与创新之间的联系。微型企业为研究这种关系提供了一个合适的背景,因为它们在倾向于优先考虑社会和环境目标的同时,也更有可能面临限制其创新能力的资源约束。在目标设定理论和基于资源的企业观(RBV)的基础上,我们探讨了在什么条件下优先考虑可持续发展目标的成熟微型企业更有可能进行创新。利用对英国 4649 家成熟微型企业的新型调查数据,我们研究了数字技术的促进作用。我们的结果表明,优先考虑可持续发展目标的所有者-管理者更有可能产生新的产品和流程创新。此外,我们还发现,当微型企业采用数字技术时,这种效果会更明显。数字技术提高了微型企业的能力,加强了可持续发展目标与产品和流程创新之间的联系。
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引用次数: 0
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British Journal of Management
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