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A cornerstone of relationship marketing is a shared understanding by suppliers and buyers about the nature of the relationship itself. This research empirically examines one aspect of this issue: whether internal work relationships between departments affect the expectations about cooperation that purchasing managers bring to their external supply relationships. The results suggest that buyers do attribute internal firm attitudes or norms to their external supply relationships. In firms characterized by cooperative inter‐departmental interaction, buyers have a more cooperative orientation towards their supply relationships than do buyers in firms characterized by competitive inter‐departmental interaction.

To cope with the rising pressure for global competitiveness, exporters are increasingly cooperating with their suppliers and customers. This research empirically examines the factors which encourage exporters to cooperate with their major trading partners in international value chains. The results suggest that while there are some differences between customer and supplier relationships, trust, relative dependence and the exporter’s competitive strategy are key variables which encourage exporters to form cooperative trading linkages. The results also suggest that an exporter’s trading relationships are interconnected: an exporter’s cooperation with customers may depend upon its cooperation with suppliers.

The purpose of this paper is twofold: first, to examine the level of narcissism and its individual traits in students who study business, in the particular context of a regional country such as Greece; and, second, to test how several demographic variables are related to narcissism levels.

The study consists of a theoretical part on narcissism in business education and an empirical part that was based on a survey conducted with the use of a questionnaire. The analysis includes hypothesis testing and basic statistical tests.

Findings suggest that sex, study levels, years of business experience and (personal/family) income do impact specific narcissistic dimensions, which may be a cause for concern both for employers and higher education providers.

The study was conducted in a regional country, the participants were students of public higher education institutions only and the questionnaire was self-reported, which could lead to likely social desirability effects.

The investigation of narcissism in the Greek business education might be of interest to business education providers (for providing curriculum that help future managers/leaders to deploy the positive characteristics of narcissism and avoid or not to develop the negative ones) and to future employers to apply more effective human resource practices, i.e. selection, training, rewarding.

The study at hand aimed to investigate the presence of narcissism and its individual (narcissistic) behavioral dimensions in students studying business in Greece.

Business ethics provide a potent source of competitive advantage, placing increasing pressure on organizations to create and maintain an ethical workforce. Nonetheless, ethical breaches continue to permeate corporate life, suggesting that there is something missing from how we conceptualize and institutionalize organizational ethics. The current effort seeks to fill this void in two ways. First, we introduce an extended ethical framework premised on sensemaking in organizations. Within this framework, we suggest that multiple individual, organizational, and societal factors may differentially influence the ethical sensemaking process. Second, we contend that human resource management plays a central role in sustaining workplace ethics and explore the strategies through which human resource personnel can work to foster an ethical culture and spearhead ethics initiatives. Future research directions applicable to scholars in both the ethics and human resources domains are provided.

The purpose of this study was to determine the roles of employee proficiency, adaptivity and proactivity in predicting different aspects of internal service.

Managers evaluated 142 professional employees on proficiency, adaptivity and proactivity and about six weeks later 2–3 internal customers evaluated each of the employees on dimensions of internal service, namely reliability (i.e. performing dependably and accurately), assurance (i.e. knowledge, courtesy, and the ability to inspire trust and confidence), responsiveness (i.e. willingness to help customers and provide prompt service) and empathy (i.e. caring and providing individualized attention).

Employee proficiency and proactivity were the main predictors of delivering reliable services. Employee proficiency was the main predictor for creating a sense of assurance. Employee adaptivity was the main predictor of being viewed as responsive. Employee proactivity was the main predictor for establishing a sense of empathy.

In a given situation, some aspects of internal service will be more important than others. The results will enable organizations to improve internal service in a more effective and efficient manner by developing interventions that are targeted at the specific dimension of interest.

The authors identified the types of employee behaviors that are likely to be most effective in impacting different aspects of internal service.

The quality of students' relationships with their teachers plays a significant role in their success in school. Social and emotional learning (SEL) curriculums show great promise for supporting student development. However, quality implementation requires that teachers recognize and understand how their behavior and interactions with students impact the development of these skills. The Prosocial Classroom Model proposes that teacher social and emotional competencies (SECs) play a critical role in creating and maintaining a classroom where everyone feels safe, connected, and engaged in learning. In this chapter, we extend the understanding of SEC to include leadership styles as defined by evolutionary motivational systems theory. We argue that a critical dimension of effective SEL instruction and teacher SEC is effective leadership that skillfully applies an understanding of the social and emotional dimensions of classroom interactions that promote motivation, engagement, and learning. Implications for educational theory, policy and practice, and research are discussed.

Companies often provide preferential treatment, such as free upgrades, to customers. The present study aims to identify a costly consequence of such preferential treatment (i.e. opportunistic behavior) and reveal which type of customer is most likely to engage in that negative behavior (i.e. new customers).

Across two experimental studies, the authors test whether preferential treatment increases customers’ entitlement, which in turn increases their propensity to behave opportunistically. Moderated mediation analysis further tests whether that mediated effect is moderated by customers’ prior relationship with the company.

Preferential treatment increases feelings of entitlement, which consequently triggers customers’ opportunistic behaviors. New customers are more likely to feel entitled after preferential treatment than repeat customers, and hence new customers are more likely to behave opportunistically. Preferential treatment also increases customers’ suspicion of the company’s motives, but suspicion was unrelated to opportunistic behavior.

Future research may focus on other marketplace situations that trigger entitlement and explore whether multiple occurrences of preferential treatment provide different effects on consumers.

Present findings demonstrate that preferential treatment can evoke opportunistic behaviors among customers. The authors suggest that preferential treatment should be provided to customers who previously invested in their relationship with a company (i.e. repeat customers) rather than new customers.

Prior research has focused more on the ways companies prioritize their repeat customers than how they surprise their new customers. The present research instead examines preferential treatment based on customers’ relationship with a firm (i.e. both repeat and new customers) and demonstrates behavioral and contextual effects of entitlement.

This chapter reviews the challenges associated with measuring and studying cohesion over time and provides guidance for addressing these issues in future research.

We reviewed the team cohesion and team development literatures, including definitions and conceptualizations of cohesion as well as the seminal team development taxonomies. We then integrated these literatures to identify the challenges and potential solutions for studying team cohesion as a dynamic construct.

We identified five key challenges – theoretical and practical in nature – that researchers and organizations often face in capturing and studying team cohesion emergence: problems with self-report measures; measuring multiple dimensions of cohesion at appropriate times; failure to combine multilevel and temporal frameworks; and tracking of team and organizational events. In response, we provide actions that researchers can take in addressing these challenges: using indirect/unobtrusive measures; using social network analysis; studying “swift cohesion”; adopting an event system theory framework; and applying agent-based modeling.

This comprehensive chapter provides recommendations for studying team cohesion as a dynamic, emergent process rather than as a static state. We discuss the challenges pertaining to study design and measurement when capturing team cohesion emergence, and provide theoretical and practical ideas to guide researchers in overcoming these issues in future research.

This chapter suggests tools and data collection techniques that organizations and practitioners can use for measuring and improving team cohesion, such as using unobtrusive measures and timing measurement according to team and organizational events.

This chapter utilizes a network perspective to show how the totality of one’s social connections impacts well-being by providing access to resources (e.g., information, feedback, and support) and placing limits on autonomy. We provide a brief review of basic network concepts and explain the importance of understanding how the networks in which leaders are embedded may enhance or diminish their well-being. Further, with this greater understanding, we describe how leaders can help promote the well-being of their employees. In particular, we focus on four key aspects of workplace networks that are likely to impact well-being: centrality, structural holes, embeddedness, and negative ties. We not only discuss practical implications for leaders’ well-being and the well-being of their employees, but also suggest directions for future research.

This research provides accounting-ethics authors and administrators with a benchmark for accounting-ethics research. While Bernardi and Bean (2010) considered publications in business-ethics and accounting’s top-40 journals this study considers research in eight accounting-ethics and public-interest journals, as well as, 34 business-ethics journals. We analyzed the contents of our 42 journals for the 25-year period between 1991 through 2015. This research documents the continued growth (Bernardi & Bean, 2007) of accounting-ethics research in both accounting-ethics and business-ethics journals. We provide data on the top-10 ethics authors in each doctoral year group, the top-50 ethics authors over the most recent 10, 20, and 25 years, and a distribution among ethics scholars for these periods. For the 25-year timeframe, our data indicate that only 665 (274) of the 5,125 accounting PhDs/DBAs (13.0% and 5.4% respectively) in Canada and the United States had authored or co-authored one (more than one) ethics article.