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This paper attempts to provide a better understanding of behavioral processes and their impact on the transition from products to services.

Case studies are the main tool of theory development. The paper focuses mainly on German and Swiss product manufacturers, whose products require a high level of customer investment.

The objective was merely to explain behavioral dimension of transition. The paper indicated seven behavioral processes which play a critical role during the transition. Managerial service awareness and role understanding, as well as employee service awareness and role understanding seem to be the right triggers to change the behavioral processes in the desired manner.

The main focus was on the German and Swiss machinery and medical equipment manufacturing industries, and the remarks are limited to these sectors.

The key managerial implications and recommendations can be formulated as follows: establish a “value‐added” managerial service awareness; change managerial role understanding – from traditional customer support to business manager; establish a “value‐added” employee service awareness; and change employee role understanding – from selling products to providing services.

The authors were able to add a complementary perspective to existing literature on the transition process from products to services. For service management theorists, it is suggested that the transition from product manufacturers into service providers is influenced strongly by several behavioral processes. A complete theory of the transition process requires an interdisciplinary theory that integrates service management and human decision making.

The purpose of this paper is to introduce, illustrate and explore the use of process recording as a pedagogical tool in behavioural ethics education.

An overview of the nature and components of process recording as a pedagogical tool is provided. Potential challenges and benefits associated with its use are described. The particular relevance of process recording for behavioural ethics education is highlighted. Illustrative examples of ethics-related process records are discussed.

Process recording shows promise as a pedagogical technique for meeting three goals of behavioural ethics education (i.e. Chugh and Kern, 2016). These include: enhancing literacy with research-supported concepts and principles such that these can be applied in “real-world” settings; increasing student awareness of gaps that might exist between their intended and actual ethical behaviour; and, fostering the sense that ethical skills are not static, but rather, open to development.

This paper introduces, illustrates and explores the use of process recording in behavioural ethics education. Additional, more systematic study of process recording in ethics education would be useful.

Process recording shows promise as a tool for supporting learning about behavioural ethics. Practical information on its use and concrete examples are provided.

Despite the need for pedagogical tools in behavioural ethics education, as well as the previously identified relevance of process recording as a potential tool in ethics education, there has been no prior exploration or illustration of process recording within this realm.

How do organizations respond to negative feedback regarding their innovation activities? In this chapter, the authors reconcile contradictory predictions stemming from behavioral learning and from the escalation of commitment (EoC) perspectives regarding persistence under negative performance feedback. The authors core argument suggests that the seemingly contradictory psychological processes indicated by these two perspectives occur simultaneously in decision makers but that the design of organizational roles and reward systems affects their prevalence in decision-making tasks. Specifically, the authors argue that for decision makers responsible for an individual project, responses given to negative performance feedback regarding a project are dominated by self-justification and loss-avoidance mechanisms predicted by the EoC literature, while for decision makers responsible for a portfolio of projects, responses to negative performance regarding a project are dominated by an under-sampling of poorly performing alternatives that behavioral learning theory predicts. In addition to assigning decision-making authority to different organizational roles, organizational designers shape the strength of these mechanisms through the design of reward systems and specifically by setting more or less ambiguous goals, aspiration levels, time horizons of incentives provided, and levels of failure tolerance.

Negotiators are offered limited advice on how to overcome adverse events. Drawing on resilience and coping literatures, this study aims to test the impact of three cognitive processing strategies on negotiators’ subjective and economic value following adversity.

Participants completed two negotiations with the same partner. The difficulty of the first negotiation was manipulated and tested how cognitive processing of this experience influenced subjective and economic outcomes in the second negotiation.

Subjective and economic outcomes were predicted by negotiators’ affect, their cognitive processing strategy and negotiation difficulty. In difficult negotiations, as positive affect increased, proactive processing decreased self-satisfaction. As negative affect increased, affective processing increased satisfaction with relationship and process.

Cognitive processing of adversity is most effective when emotions are not running high and better able to protect relationship- and process-oriented satisfaction than outcome-oriented satisfaction. The findings apply to one specific type of adversity and to circumstances that do not generate strong emotions.

This research tests which of three cognitive processing strategies is best able to prevent the aftermath of a difficult negotiation from spilling over into subsequent negotiations. Two forms of proactive processing are more effective than immersive processing in mitigating the consequences.

This paper aims to address a fundamental research question on behavioral branding, as how behavioral branding experience in reference to self-congruence, brand attributes and vogue leads to a positive influence on behavioral branding.

This study is based on the qualitative information gathered from 25 purposively selected respondents using semi-structured research interviews in the Mexico City. The respondents belonged to the young executive segment within the age group of 20-40, who had trendy knowledge of fashion accessory brands and exhibited behavior toward buying high profile consumer brands. The respondents were located in the northern (Roma Sur) and southern (Coyoacan) municipalities of Mexico City representing 28 per cent male and 72 per cent female sample population.

Brands following the vogue in the market engage consumers emotionally toward its use and public expressions. The effect of vogue in fashion accessories was found to be greater for women. This effect influences personality traits, and comparison of appearance and social status. Brand attributes reveal a set of characteristics that identify the physical character and personality traits of the brand, congruent with the consumer emotions through which consumers identify themselves. Brand personality traits include brand image, responsiveness and trust among consumers. Consumer brand knowledge during the survey was explored in reference to the behavioral branding by gathering answers to what consumers identified as their favorite fashion accessory brands. Consumer perception on brand image, perceived use value and societal recognition to the brand drive the brand attachment feeling among consumers. Consumers personify the brands at an accelerated pace, and they get associated to these brands.

Like many other empirical studies, this study also has some limitations in reference to the research methodology, sampling, data collection and generalization of the findings. As this study is qualitative in nature, there are possibilities of subjectivity in the responses, which might not be compatible with the quantitative data, if researched with such methodology.

This study prompts specific managerial implications allowing managers with insights to better understand the consumer perceptions on fashion brands, vogue and the cognitive dimensions in adopting the behavioral brands of the fashion industry. The study demonstrates that the process of co-creation of fashion brands, and setting up vogue in the society is based on the social needs and consumer engagement in the vogue.

There is paucity of qualitative research literature on brand behavior in reference to hispanic consumers in general and in reference to Mexican consumer in particular. Hence, this paper contributes to the existing literature. There are not many empirical studies that have addressed these questions either in isolation, or considering the interrelationship of the above factors. The determinants of brand behavior analyzed in this study can be further explored broadly with the consumer value and lifestyle management.

The purpose of this paper is to suggest a bibliometric method for designing agent-based models (ABMs) in entrepreneurship research. The application of this method is illustrated with an exemplary agent-based modeling and simulation (ABMS) regarding the early venture growth process. This bibliometric approach invigorates the utilization of ABMS as a viable research methodology in process-oriented entrepreneurship research.

In the bibliometric method, a domain corpus composed of scholarly articles is established and systematically analyzed through co-word analysis to discern essential concepts (i.e. agents, objects, and contexts) and their interrelations. The usefulness of the bibliometric method is elucidated by constructing an illustrative ABMS.

The bibliometric method for designing ABMs identifies essential concepts in the entrepreneurship literature and provides contexts in which the concepts are interrelated. The illustrative ABMS based on these concepts and interrelations accurately and consistently reproduces the emergence of power-law distributions in venture outcomes consistent with empirical evidence, implying further merit to bibliometric procedures.

The proposed method can be used not only to build simple models with essential concepts, but also to build more complex models that take a large number of concepts and their interrelations into consideration.

This study proposes a bibliometric method for designing ABMs. The proposed method extends similar procedures that are limited to thematic or cluster analysis by examining the semantic contexts in which the concepts co-occur. This research suggests that ABMS from bibliographic sources can be built and validated with empirical evidence. Several considerations are provided for the combined utilization of the bibliometric method and ABMS in entrepreneurship.

This chapter explores a descriptive theory of multidimensional travel behaviour, estimation of quantitative models, and demonstration in an agent-based microsimulation.

A descriptive theory on multidimensional travel behaviour is conceptualised. It theorizes multidimensional knowledge updating, search start/stopping criteria, and search/decision heuristics. These components are formulated or empirically modelled and integrated in a unified and coherent approach.

The theory is supported by empirical observations and the derived quantitative models are tested by an agent-based simulation on a demonstration network.

Based on artificially intelligent agents, learning and search theory, and bounded rationality, this chapter makes an effort to embed a sound theoretical foundation for the computational process approach and agent-based microsimulations. A pertinent new theory is proposed with experimental observations and estimations to demonstrate agents with systematic deviations from the rationality paradigm. Procedural and multidimensional decision-making are modelled. The numerical experiment highlights the capabilities of the proposed theory in estimating rich behavioural dynamics.

Entrepreneurship education is struggling to define itself, to create a meaningful knowledge base, and to develop, entrepreneurial skills in managers. As an integral part of this process, the utility and appropriate‐ness of various teaching methods are frequently explored. It is suggested that the behavioural simulation technology, which has been successfully used to teach strategic and organisational processes and to diagnose and develop managerial skills, may be appropriate for developing entrepreneurial skills. Empirical data are used to support the argument that behavioural simulations create an appropriate teacher‐learner environment to accomplish many of the learning objectives of entrepreneurship education.

The increase in business process management projects in the past decade has seen an increase in demand for business process modelling (BPM) techniques. A rapidly growing aspect of BPM is the use of workflow management systems to automate routine and sequential processes. Workflows tend to move away from traditional definitions of business processes that can often be forced to fit a model that does not suit its nature. Existing process modelling tools tend to be biased to either the informational, behavioural or object‐oriented aspect of the workflow. Because of this, models can often miss important aspects of a workflow. As well as managing the relationship between the types of model it is important to consider who will be using it, as process models are useful in various ways. The paper aims to address these issues.

This paper reports on a case study in a manufacturing company, where users were surveyed to see which are the notations that are most common in modelling based on two main categories (i.e. behavioural and informational).

The research outcomes showed that there is no prevailing set of standards used for either of these categories, while most users feel the need to use more than one approach to model their system at any given time. Many companies face problems when trying to model the behaviour of human workers in the business processes. Existing techniques are mostly designed at modelling information systems or business processes, and rarely attempt to integrate the two.

This paper proposes the use of a new hybrid modelling methodology, which is an original idea, on existing tools and methodologies. Key authors in the literature recommend against the trend of developing a brand new methodology, so existing tools from each end of the scale were combined to provide a solution which is capable of modelling IS and BP.