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What does it mean to be a “smart” negotiator? Few scholars have paid much attention to this question, a puzzling omission given copious research suggesting that cognitive ability (the type of intelligence commonly measured by psychometric tests) predicts individual performance in many related contexts. In addition to cognitive ability, other definitions of intelligence (e.g., emotional intelligence) have been proposed that theoretically could influence negotiation outcomes. Aiming to stimulate renewed attention to the role of intelligence in negotiation, we develop theoretical propositions linking multiple forms of intelligence to information acquisition, decision making, and tactical choices in bargaining contexts. We outline measurement issues relevant to empirical work on this topic, and discuss implications for negotiation teaching and practice.

This study aims to investigate how the timing behavior affects the capital structure decisions of South Asian family firms. A strand of literature is available based on the capital structure of firms in general but inconsistent with family businesses framework and not from market timing outlook. This study looks at the issues from the market timing perspectives of both equity and debt market timing.

The sample of the study is the listed family firms of India, Pakistan and Bangladesh. The firm-level data are collected from Thomson Reuters' DataStream and the ownership data collected from the countries' stock exchanges and financial statements of the family firms.

The results show that there is strong support for the market timing in the family firms' capital structure. Moreover, the financial crisis of 2007–2009 surprisingly had a positive effect on the capital structure of South Asian family business.

This study looks at the issues from the market timing perspectives of both equity and debt market timing. It provides evidence for supporting the equity and debt market timing effect on the capital structure and financing decision of family firms. It also addresses the impact of the 2007–2009 financial crisis on the capital structure of family firms.

This research explores project manager (PM) behavior in their professional virtual communities (PVCs), using social identity theory as a theoretical foundation. The purpose is to examine the extent to which PMs seek information on key topics in the Project Management Body of Knowledge Guide (PMBoK).

A text data analytics methodology that uses quantitative and qualitative analysis techniques is followed. The research method reveals relationships in language-based data gathered from six project management forums and blogs.

Information related to all the PMBoK topics is sought in the project management virtual communities. People management topics account for a dominant portion of interactions. The findings enhance social identification theorizing for the PM role. From a practical standpoint, the findings shed light on focal areas for greater emphasis in PM PVCs.

Our people management finding constructively replicates existing findings via a large, global sample and strengthens calls for increased focus on people management matters in project management. As a result, we call for increased scholarly attention to people management in project management. Finally, we encourage pursuit of several research questions to enhance knowledge of PM information-seeking behavior.

The purpose of this study is to explore and prioritize the barriers that affect weather index-insurance (WII) adoption among customers by utilizing interpretive structural modelling (ISM) and fuzzy-MICMAC.

This paper utilized the combined approach in two phases. In first phase comprehensive literature study and expert mining method have been performed to identify and validate WII adoption barriers. In second phase, ISM has been utilized to examine the direct relationships among WII adoption barriers in order to develop a structural model. Further, fuzzy-MICMAC method has been utilized to analyse indirect relationships among barriers to explore dependence and driver power.

This study has identified 15 key barriers of WII adoption among customers and developed a structural model based on binary direct relationship using ISM. Later, the outcomes of ISM model have been utilized for analysing the dependence and driver power of each WII adoption barriers in cluster form using fuzzy-MICMAC. The customer awareness related WII adoption barrier are mainly at the top level, WII demand related barriers are in the centre and WII supply related barriers at the bottom level in ISM model.

The findings offered important insights for WII insurers to understand mutual relationships amongst WII adoption barriers and assists in developing strategy to eliminate dominant key barriers in order to enhance their customer base.

Based on best of author's knowledge this paper firstly integrates the ISM fuzzy-MICMAC method into identification and prioritization of barriers that affects WII adoption among customers.

Justice research has established that voice enhances procedural justice—a phenomenon known as the ‘voice effect’—through both instrumental and non‐instrumental mechanisms. However, limited research attention has been devoted to the underlying motivational bases for the operation of one or the other explanatory mechanism in a given situation. We report the findings of two laboratory studies examining situational, motivational, and attributional underpinnings for the voice effect. We found that motivation to voice varied with characteristics of the authority to whom a grievance is directed. In both studies, an interaction revealed that non‐instrumental motivation for voice is more important when instrumental motivation is lacking or unavailable. In Study 2, we introduce the role of social attributions into research on the voice effect, finding that grievants' judgments about their objectives in using voice vary with the attributions they make about the motives behind the authority's actions. We discuss implications of our findings for both theory and practice.

The purpose of this study is to understand how a salesperson’s preset goals, customer satisfaction levels and past performance affect the extent of goal achievement, as well as how job-specific attitudes and emotions affect the relationship between preset goals and goal achievement.

This study uses a modeling framework with both main, moderating and mediating effects, using transaction data and survey results from a telecommunications firm.

The results indicate that preset goals and customer satisfaction, interestingly, have an inverted-U relationships with goal achievement. Further, attitudes and emotions regarding workplace conduciveness and workplace ethics and diversity, reduce the effect preset goals have on goal achievement. However, attitudes and emotions regarding workplace philosophy strengthens the effect preset goals have on goal achievement, whereas with disagreement, this relationship diminishes.

Two of the primary limitations of this study are: one, because of the cross-sectional nature of the study, there is limited opportunity to control for unobserved heterogeneity; and two, performance goal achievement, though is important for the firm, is one of many potential goals that affect a salesperson. For example, customer satisfaction goals or a one-time special event goals could play a role. Therefore, only using performance goal achievement could be a limitation of this study.

This study contributes to academic literature in three ways. First, it demonstrates the diminishing effect of customer satisfaction on goal achievement. Second, it identifies an inverse U-shaped relationship between preset goals and goal achievement. Finally, it examines how attitudes and emotions regarding workplace culture (conduciveness, ethics and diversity and philosophy) affect the relationship between preset goals and goal achievement.

This study conceptualizes the digital transformation (DT) strategy in a supply chain context, identifies its drivers from intra- and inter-organizational perspectives and examines the effect of the DT strategy on the strategic agility and financial performance of Chinese manufacturing firms.

The authors constructed a theoretical model by synthesizing the diffusion of innovation and organizational information processing theory (OIPT) and provided a set of hypotheses. The authors empirically tested the arguments using partial least squares structural equation modeling using data from a sample of 200 manufacturing firms in China.

The findings indicate that while supply chain connectivity positively affects DT adoption and DT routinization, data analytics capability and organizational learning positively influence DT adoption but not DT routinization. The mediation analysis also shows that DT strategy has significant direct effects on financial performance and a stronger indirect influence on financial performance via improved strategic agility.

This study responds to repeated calls for a new understanding of supply chain DT strategy. In addition, the study offers important contributions to the literature by identifying the potential discord between the existing DT strategy and the supply chain context and proposes a new framework that provides essential theoretical underpinnings.

This study enriches the literature by conceptualizing and validating the dimensions, driving factors and performance implications of DT strategy in strategic supply chain management.

The study aims to examine the effect of knowledge management strategy (KMS) on knowledge-sharing behavior (KSB) and its subsequent effect on knowledge performance (KP). It also throws light on the mediating role of KM enablers (KMEs) and KSB.

In purview of previous literature, several hypotheses were framed. Structural equation modeling (SEM) using SPSS 20, PROCESS macro and AMOS 20 was used to examine the research hypotheses in a sample of empirical data collected from 350 employees of information technology (IT) service provider firms.

This paper empirically proves the existence of mediation effect of the proposed mediators (KME, KSB) between predictors (KMS, KSB) and outcomes (KSB, KP) in different hypothesized relationships. Result provides empirical evidence toward the positive influence of KMS dimensions (internal-oriented KMS, external-oriented KMS) on KSB and also confirms the influence of KSB on KP.

This study examines the effect of KMS and KSB on KP with reference to the IT sector, thereby limiting generalization to other sectors. Practical and managerial implications have been discussed in the later sections of the study.

This study adds value to the existing KM literature by adjoining the links among knowledge strategy, sharing behavior and performance.

The purpose of this article is to analyse the characteristics and determinants of marketing innovation in companies, using the agribusiness sector as a case study due its economic and social importance in Latin America.

Data refer to the VI Innovation Survey undertaken in Chile (2010), based on the OECD guidelines. The authors compare the determinants of innovation in marketing, first among the agribusiness sector and other sectors of the economy, and then comparing their determinants using logistic regressions on other types of innovations in the agribusiness sector.

There are differences in the determinants of marketing innovation between agribusiness and other economic sectors. Also, there are differences in relation to the organisational, process and product innovations in the agribusiness sector.

The results imply the need for further study of marketing innovation and its relationship to other innovations considering different economic sectors and territories.

Business strategies and public programs that promote innovation should consider the differences between types of innovations.

This paper highlights and differentiates the marketing innovation with respect to other types of innovations—a topic not widely developed, especially in the agribusiness sector and in emerging countries.

El propósito de este artículo es analizar las características y determinantes de la innovación de marketing en empresas, tomando como estudio de caso el sector de agronegocios, de importancia económica y social en Latinoamérica.

Los datos corresponden a la VI Encuesta de Innovación de Chile (2010), basada en los lineamientos de la OECD. Se comparan los determinantes de las innovaciones en marketing, primero entre el sector de agronegocios y conjunto de otros sectores de la economía, para luego comparar mediante regresiones logísticas sus determinantes respecto de otros tipos de innovaciones en el sector de agronegocios.

Se establecen diferencias en los determinantes de la innovación en marketing entre el sector de agronegocios y conjunto de otros sectores de la economía, así como respecto de las innovaciones organizacionales, de procesos y productos para el sector de agronegocios.

Los resultados implican la necesidad de profundizar el estudio de la innovación en marketing y sus interrelaciones con otras innovaciones considerando distintos sectores económicos y territorios.

Las estrategias empresariales para fomentar la innovación, así como los programas públicos debieran considerar las diferencias entre tipos de innovaciones.

Este artículo destaca y diferencia la innovación en marketing de otros tipos de innovaciones, que es un tópico con poco desarrollo, especialmente en el sector de agronegocios y en países emergentes.

Competitor analysis is a key component in operations management. Most business decisions are rooted in the analysis of rival products inferred from market structure. Relative to more traditional competitor analysis methods, the purpose of this paper is to provide operations managers with an innovative tool to monitor a firm’s market position and competitors in real time at higher resolution and lower cost than more traditional competitor analysis methods.

The authors combine the techniques of Web Crawler, Natural Language Processing and Machine Learning algorithms with data visualization to develop a big data competitor-analysis system that informs operations managers about competitors and meaningful relationships among them. The authors illustrate the approach using the fitness mobile app business.

The study shows that the system supports operational decision making both descriptively and prescriptively. In particular, the innovative probabilistic topic modeling algorithm combined with conventional multidimensional scaling, product feature comparison and market structure analyses reveal an app’s position in relation to its peers. The authors also develop a user segment overlapping index based on user’s social media data. The authors combine this new index with the product functionality similarity index to map indirect and direct competitors with and without user lock-in.

The approach improves on previous approaches by fully automating information extraction from multiple online sources. The authors believe this is the first system of its kind. With limited human intervention, the methodology can easily be adapted to different settings, giving quicker, more reliable real-time results. The approach is also cost effective for market analysis projects covering different data sources.