Search results

Although organizations are investing heavily in digital transformation (DT) of the sales function, implementation and exploitation at the sales force level are ongoing challenges. As sales managers serve as conduits of influence between top management and the sales force, the success of strategic initiatives, such as DT, hinges heavily on leveraging their influence to promote change adoption at the sales force level. Accordingly, this research is guided by the research question: how can sales organizations secure the buy-in of sales managers and induce their championing behaviors directed toward the sales force?. The purpose of this paper is to investigate how organizational and psychological resources influence sales managers' DT change champion through their change readiness.

Construing DT in sales as an organizational change that creates contextual job demands, the theoretical framework offers several hypotheses linking organizational and personal resources with sales managers’ change readiness and championing behaviors. The perceived impact of change is included as a moderating variable. Using data from a sample of 176 business-to-business sales managers, the hypotheses are tested using partial least squares structural equation modeling.

The authors demonstrate that two change-related organizational resources (change communication and change mobilization) and a personal psychological resource (psychological capital) facilitate sales managers’ emotional and cognitive change readiness, which, in turn, enhances their championing behaviors toward DT initiatives. Further, the authors find that perceived change impact augments the effects of organizational and psychological resources on change readiness, thus highlighting the importance of effective positioning of the outcomes of change.

This study provides practitioners with actionable guidance on securing the buy-in of sales managers for change initiatives such as DT. Specifically, communication and mobilization are critical inducements. Managers who score high on psychological capital can be targeted as change agents. Further, the impact of change needs to be framed positively, as the resultant perceptions magnify the effects of organizational resources.

While prior research has examined salespeople’s response to change, very little is known about the antecedents of change readiness and championing behavior among sales managers. Based on the results, the authors identify theoretical and managerial implications as well as future research directions.

Wage employees enter self-employment either directly or in a staged manner and may subsequently undertake multiple stints at self-employment. Extant research on the relationship between entry modes and the persistence and outcomes of self-employment is inconclusive. This study investigates the relationship between wage employees’ initial mode of entry into self-employment and the duration of the subsequent first two stints of self-employment.

This study used a matched longitudinal sample of 9,550 employees who became majority owners of incorporated firms from 2005 to 2016.

The findings demonstrate that the initial mode of entry into self-employment matters for the first two stints at self-employment. Staged entry into self-employment was associated with a shorter first stint and became insignificant for the second stint. Staged entry into self-employment was positively related to the odds of becoming self-employed for the second time in the same firm.

Using a comprehensive and reliable dataset, the paper shifts focus from the aggregated onward journey of novice entrepreneurs (survival as the outcome) to the duration of their self-employment stints. By doing so, the paper offers insights into the process of becoming self-employed and the patterns associated with success/failure in entrepreneurship associated with self-employment duration.

Project information is widely and thoroughly exchanged within construction projects. However, the risk management process exhibits deficiencies in coordination and visibility, particularly in developing countries. Practitioners in developing countries often engage in Project Risk Management (PRiM) using practices that inadvertently hinder project success, frequently resulting in suboptimal outcomes. Therefore, this research explores practices within Project Integration Management (PIM) and Project Communication Management (PCmM) that could enhance PRiM and improve managerial proficiency to achieve project success in developing countries.

The PIM, PCmM and PRiM processes were explored from the literature; the data was gathered initially by close-ended interviews conducted with a panel of twelve experts followed by a well-structured questionnaire. Structural Equation Modeling (SEM) was employed via AMOS to analyze the data and construct a model representing the intricate relationships between the processes. Additionally, the validity and reliability of the method were inspected.

The data analysis confirmed that PIM and PCmM were correlated according to contractors and consultants in the Jordanian construction industry. Furthermore, both have a positive influence on the PRiM. In addition, a 13-step process was developed to apply extra processes and practices to ensure better implementation of the PRiM in developing countries.

The literature highlights that integration and communication management influence project performance. However, there is a lack of research utilizing practices from these knowledge areas to achieve better project risk management implementation. This research highlights two of the most underrated knowledge areas in project management. Therefore, a framework was devised, comprising processes that practitioners should take into account during the planning phase leading to efficient PRiM to enhance their managerial proficiency.

This chapter focuses on student wellbeing, particularly supporting graduate students during their internships. The authors will consider the Okanagan Charter, promising practices from undergraduate, and factors impacting graduate student wellbeing to explore how higher education settings can support graduate student wellbeing during internships. The chapter also contemplates practices that graduate schools may implement to support graduate students and offers recommendations in support of graduate student wellbeing.

The lack of a definite standard for determining the sample size in qualitative research leaves the research process to the initiative of the researcher, and this situation overshadows the scientificity of the research. The primary purpose of this research is to propose a model by questioning the problem of determining the sample size, which is one of the essential issues in qualitative research. The fuzzy logic model is proposed to determine the sample size in qualitative research.

Considering the structure of the problem in the present study, the proposed fuzzy logic model will benefit and contribute to the literature and practical applications. In this context, ten variables, namely scope of research, data quality, participant genuineness, duration of the interview, number of interviews, homogeneity, information strength, drilling ability, triangulation and research design, are used as inputs. A total of 20 different scenarios were created to demonstrate the applicability of the model proposed in the research and how the model works.

The authors reflected the results of each scenario in the table and showed the values for the sample size in qualitative studies in Table 4. The research results show that the proposed model's results are of a quality that will support the literature. The research findings show that it is possible to develop a model using the laws of fuzzy logic to determine the sample size in qualitative research.

The model developed in this research can contribute to the literature, and in any case, it can be argued that determining the sample volume is a much more effective and functional model than leaving it to the initiative of the researcher.

This study aims to address the question of why managers make different decisions in employee downsizing when their firms face external threats. Our research intends to shed light on whether and how CEOs' cognition (motivational attributes associated with regulatory focus) influences their decision-making and firms’ strategic actions on downsizing under high resource scarcity in the industry environment.

We used a longitudinal panel of 5,544 firm-year observations of US firms from 2003 to 2015 to test our conceptual model. The data was obtained from various sources, including corporate earnings call transcripts and archival databases. We used panel logistic regressions with both fixed and random effects in our research design.

Our results suggest that CEOs' motivational attributes could influence their employee downsizing decisions in response to external threats. We find that CEOs who are more promotion-focused (a stronger drive towards achieving ideals) are less likely to lay off employees during high resource scarcity. Conversely, CEOs with a higher prevention focus (a greater concern for security) do not have a meaningful impact on employee downsizing during periods of external resource scarcity.

Previous research has argued that a significant external threat would diminish individuals' impact on firm strategies and outcomes. Our findings challenge this idea, indicating that CEOs with a stronger drive towards achieving ideals are less inclined to lay off employees when resources are scarce in the environment. This study contributes to behavioral strategy research by providing new insights into how upper echelons’ cognition can influence their decision-making and firms’ employee downsizing.

The UK government has taken the lead in accelerating the capacity of higher education to engage with sustainability accounting and adopting a novel systematic approach toward a collective implementation of and contribution to Sustainable Development Goals (SDGs). The UN SDG 16 “Peace, Justice & Strong Institutions” promotes the (re)building of effective and accountable institutions. In line with the institutional logics metatheory, we provide empirical evidence on how the alignment between social mechanisms alongside the reputation of higher education institutions (HEIs) and SDGs on transparent and responsible service (SDG 16) affect the students' overall experience. Using a sample of 142 UK HEIs, interpretative content analysis and ordinary least squares, the results show that integrating HEIs' responsible-oriented research agenda proactively with high sustainability reputation adds significantly to greater student satisfaction.