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Guided by the social exchange theory, this study aims to examine the mediating relationship among trust in employee, felt trust, and trust in supervisor, and these trust-related factors’ direct and indirect effects on frontline hotel employees’ customer-focused voice and silence.

Survey questionnaires were distributed to collect 307 valid paired supervisor–employee responses from 32 hotels in Taiwan. Structured equation modeling was used to test the hypotheses.

First, treating trust-related variables as two-dimensional constructs (reliance and disclosure), the results confirmed that reliance-based trust in employee increases trust in supervisor through felt trust. Second, supervisor trust in employee was generally stronger than employee felt trust. Third, while felt reliance and disclosure-based trust in supervisor were found to promote customer-focused voice and discourage silence, such opposite effects on voice and silence were not observed for reliance-based trust in employee, felt disclosure and reliance-based trust in supervisor. Fourth, indirect effects of trust in employee and felt trust on voice and silence through trust in supervisor received partial support.

This study provides business insights into managing frontline hotel employees’ voice/silence behaviors through trusting relationships.

This study verified employee felt trust as a mediating mechanism in their trusting relationships with supervisors as well as supervisors’ roles in initiating trust in vertical dyads. Using a two-dimensional trust measure, our analysis illustrated the differential effects of trust-related variables on customer-focused voice and silence, shedding light on the double-edged effects of felt trust and trust in supervisor as well as the conceptual distinction between voice and silence.

The purpose of this paper is to investigate the motivational mechanisms of felt obligation and intrinsic motivation by which felt trust affects promotive voice behaviour and to differentiate the role of two dimensions of felt trust (i.e. felt reliance and felt disclosure).

Self-report data were collected from 269 employees using a two-wave online survey with one-month intervals. A cross-lagged panel model and structural equation modeling were used to test the hypotheses.

Felt reliance has a positive and significant effect on voice behaviour whereas felt disclosure does not. The relationship between felt reliance and voice behaviour is mediated by felt obligation and intrinsic motivation. Moreover, felt disclosure can indirectly affect voice behaviour through intrinsic motivation.

Leaders could make employees feel trusted to promote voice behaviour by allowing latitude and providing information at work. Exhibiting reliance through empowerment and delegation is superior to disclosing personal information.

This paper contributes to the felt trust literature by investigating whether and how felt trust affects voice behaviour and by differentiating two dimensions of felt trust.

This study aims to assess a moderated-mediation model to account for the relationship between customer mistreatment and frontline hotel employees’ customer-focused voice, where their organization-based self-esteem (OBSE) served as a mediator and their felt trust (reliance and disclosure) by supervisors served as a moderator.

The data were collected through paper-based questionnaires in a cross-sectional survey, consisting of 319 valid supervisor-employee-paired responses from 33 international tourist hotels in Taiwan. Regression analyses were used for hypothesis testing.

OBSE mediates the negative effect of customer mistreatment on customer-focused voice. Employee felt reliance intensifies the negative impact of customer mistreatment on OBSE, and this interaction effect, in turn, reduces customer-focused voice through OBSE. The employee felt disclosure marginally significantly buffers the effect of customer mistreatment on OBSE.

Given the adverse effect of customer mistreatment on customer-focused voice through OBSE, hotels should strengthen employees’ service mindset and value their suggestions. The double-edged effects of felt trust suggest that managers should form a trusting relationship with their subordinates and reassure them that isolated incidents of customer mistreatment will not jeopardize their reputation.

This study integrated sociometer and self-consistency theories to examine OBSE as a psychological mechanism to explain the mistreatment-voice process. Besides assessing felt trust’s two-dimensional effects, this research is possibly the first attempt to examine felt trust as an enabling force or a threat to OBSE in the context of customer mistreatment.

Drawing from a life course theory, this paper aims to investigate the relationship between material reliance and quality of life for consumers going through a life transition, with attention given to individual differences and transition-specific characteristics.

Study 1 uses qualitative interviews with transitioning consumers, while Study 2 tests a survey-based conditional mediation model.

For liminal consumers, perceived personal control mediates the effect of material reliance on quality of life, but having negative expectations of the transition can override this effect.

Although previous research has given attention to material reliance, personal control and quality of life in various combinations, the impact of their combined effect has not been examined. Furthermore, these constructs have not been examined within the context of life transitions.

This paper uses questionnaires from and interviews to examine the level of co‐operation and co‐ordination between directors of internal audit departments, and partners and managers in external audit firms in Saudi Arabian companies. The results revealed that external auditors expressed concern about the independence, scope of work and small size of many internal audit departments. Internal auditors considered co‐operation between internal and external audits to be limited, although external auditors were more positive about the extent of co‐operation when the internal audit department was of high quality. The extent of reliance by the external auditor on the work of the internal auditor varied with the quality of the internal audit department. External auditors suggested that the objectivity, competence and work experience were important factors affecting the reliance decision. They felt that the internal audit function in many Saudi companies lacked professionalism and independence from management, which adversely affected its work and the potential for reliance thereon.

Researchers and practitioners have traditionally maintained that organizational buying requires rational decision-making. However, individuals at organizations make decisions daily applying a confluence of rationalizations and emotions. This study aims to address the roles of personal feelings, facts and emotional advertising content in the organizational decision-making process.

In two studies, the authors apply both qualitative and quantitative methods to explore emotional and cognitive reactions to advertising. In Study 1, depth interviews were conducted with marketing and advertising content developers from a Fortune 100 technology company. In Study 2, a web-based survey was sent out to a Fortune 100 company’s buyer panel.

Results suggest that advertising using emotion-based themes helps to foster brand engagement tendencies and advocacy for a brand. Findings also demonstrate that organizational status (C-level executive’s vs non-C-level employees) moderates the relationship between buyers’ reliance on facts and their receptivity to advertising using emotion-based themes, such that reliance on facts increases the appeal of emotional advertising.

This research contributes to the organizational buying literature by addressing the dearth of research on the role of emotions in organizational decision-making and providing insight into the role of advertising in business-to-business (B2B) decision-making.

These results imply that advertising incorporating emotion-based themes provide meaningful information to B2B buyers and is especially effective when targeted at buyers at higher levels in an organization.

B2B buying behavior has traditionally been considered a rational undertaking. This research explores how decision-making orientation and the presence of advertising using emotion-based themes help to foster engagement and advocacy for the brand.

Family firms possess dual identities, being the family and the business, which can be segmented and integrated to various degrees. This study examines whether and how management control technologies are calibrated to fit into the dual identities of family firms.

A qualitative study of 20 family firms was conducted using semi-structured, in-depth interviews with owner-managers, drawings of mental maps and publicly available information. The notion of calibration was developed and used, with its three components of graduation, purpose and reference, as an organizing device for the interpretive understanding of the management control usage and its relation to family firms’ dual identities.

The study finds that the use of calculative, family-centric and procedural management controls – in sum the pervasive use of management control technologies – are associated with a professionalization of the family firm, a foregrounding of the business identity and a reduction of the disadvantageous side of familiness. In comparison, the pragmatic and minimal use of management control technologies are found to be associated with an emphasis on family identity. It transpires as liberating, engendering trust and unfolding a familial environment.

Because results are derived from a qualitative approach, they are not generalizable at an empirical level. By showing how the use of management control technologies is calibrated with reference to family firms’ dual identities, the paper reveals the perceived potency of control technologies to affect the identity of firms.

The study reveals how family firms perceive management control technologies as strengthening their business identity while weakening their family identity. Thereby, this study provides an account of how management control technologies are expected to change the identity of firms.

This paper contributes to the management control and family business literatures because it uncovers how management control technologies are calibrated in reference to family firms’ dual identities. It shows that calculative, family-centric and procedural management controls are used to professionalize the firm and strengthen its business identity as well as to reduce the negative effects of the family identity. The paper also illustrates how the liberating force of using pragmatic and minimal control technologies can serve to give prominence to the family identity.

The purpose of this research is to determine the competencies that predict highly effective performance in R&D managers and to explore where, along their career and life, managers develop these competencies.

Participants were 35 scientists and engineers working as first level managers at a major US government research center in the Mid‐West. Intended as a comprehensive inquiry into the competencies of R&D managers, three factors determined the design: establishing a criterion measure of performance to define Highly Effective and Typical groups; using a multi‐trait, multi‐method approach to measurement; and collecting data on competency development that preceded work history.

Nine variables were found to differentiate the two groups of managers. These were similar enough to collapse into two competencies: managing groups and interpersonal sensitivity. For the highly effective managers who demonstrated these two competencies, development of their capability began at young ages and prior to work experience. Effective and regular use of the two competencies occurred later in life and typically as a result of taking on leadership roles outside the work setting.

People skills are important to effective management of R&D; technical ability is not enough to be a highly effective manager of R&D; differences in learning styles are important in learning interpersonal skills; people skills can be developed; development does not mean training; and activities outside work are important in developing leadership competencies.

The purpose of this paper is to examine the influence of transparency on consumers' judgment and decision-making.

This study uses an experimental research design in which participants' negative emotions dynamically change driven by group emotional interactions when they are experiencing a group complaint.

The experimental results show that compared with opaque products, transparent products make consumers rely more on emotions to make judgments and decisions (Experiment 1). It is precise because transparency increases the influence of emotion on consumers' judgment and decision-making that positive emotion makes consumers' evaluation and willingness to pay higher, while negative emotion makes consumers' evaluation and willingness to pay lower (Experiments 2 and 3). Transparency will also affect consumers' subsequent judgment and decision-making methods, so they are more inclined to choose the option with the dominant emotional dimension (Experiment 4).

Previous studies mainly focus on the impact of transparent packaging on consumers and discuss the impact of transparent packaging on consumer product evaluation and consumption quantity. This study proves that product-related transparent elements can also affect consumers' decision-making methods, making them more dependent on emotions to make decisions, enriching the research on the influencing factors of consumer decision-making methods.

The purpose of this paper is to investigate athlete selection procedures implemented by 25 provincial and national level coaches in New Zealand. One of the main focuses of the study was the degree to which workplace human resource management (HRM) selection practices were utilised, or could have been beneficial, for athlete selection. As many selection controversies have been caused by unclear or unspecified selection procedures, the study focused on discovering what processes coaches utilised when selecting athletes and, importantly, to what degree these processes were communicated to athletes.

The data were collected via semi‐structured interviews and interpreted using thematic analysis which enabled the extraction of the major recurring themes.

Although the majority of coaches supported the use of HRM selection processes, only six reported implementing HRM type practices. Overall, the study found that coaches on the whole did not fully utilise HRM selection practices. Furthermore, although there tended to be some degree of communication of these processes to athletes, this was not always done in a clear and precise way.

Core HRM practices, procedures, and terminology are seemingly rarely utilised in the athlete selection processes of amateur team sport. It is argued that future research should focus on determining how best to implement workplace HRM selection processes for team athlete selection.

Somewhat surprisingly, very little past research has investigated current athlete selection processes in relation to workplace HRM selection practices. The present research increases the understanding of current team athlete selection and provides discussion of the results in relation to HRM selection best practice.