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Article
Publication date: 19 April 2013

Dan Kirk, Gabriele Oettingen and Peter M. Gollwitzer

The present experiment aimed to test the impact of a self‐regulatory strategy of goal pursuit – called mental contrasting with implementation intentions (MCII) – on an…

Abstract

Purpose

The present experiment aimed to test the impact of a self‐regulatory strategy of goal pursuit – called mental contrasting with implementation intentions (MCII) – on an integrative bargaining task.

Design/methodology/approach

Participants were randomly assigned to dyads and negotiated over the sale of a car. Before negotiating, participants were prompted to engage in MCII, or one or the other of its two component strategies: to contrast mentally achieving success in the integrative bargaining task with the reality standing in the way of this success (MC), to form implementation intentions on how to bargain (i.e. if‐then plans) (II), or both to contrast mentally and form implementation intentions (MCII).

Findings

The strategy of mental contrasting with implementation intentions led dyads to reach the largest joint agreements, compared to dyads that only used mental contrasting or if‐then plans. Moreover, participants who mentally contrasted formed more cooperative implementation intentions than participants who did not mentally contrast, mediating the effect of condition on joint gain.

Research limitations/implications

The findings suggest that the self‐regulatory strategy of mental contrasting with implementation intentions (MCII) leads to higher joint gain, and that this effect is mediated by mental contrasting's promotion of cooperative planning. More research should be done to understand the specific negotiation behaviors engendered by MCII, as well as its applicability to other negotiation scenarios.

Originality/value

These findings have implications for both self‐regulation and negotiation research. The result that MCII fosters integrative solutions reflects its potential to help people form cooperative plans and reach high joint‐value agreements in integrative scenarios. For negotiation research, the paper identifies an effective self‐regulatory strategy for producing high‐quality agreements.

Details

International Journal of Conflict Management, vol. 24 no. 2
Type: Research Article
ISSN: 1044-4068

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Article
Publication date: 11 June 2018

Alexandra S. Kang, K. Jayaraman, Keng Lin Soh and Wai Peng Wong

The purpose of this paper is to contribute to the understanding of social sustainable consumption in the context of improved ridership in public bus transport (PBT). It…

Abstract

Purpose

The purpose of this paper is to contribute to the understanding of social sustainable consumption in the context of improved ridership in public bus transport (PBT). It investigated the social predictors and implementation intention of drivers to use PBT.

Design/methodology/approach

The empirical data were collected through online survey. The respondents of the online survey were 313 drivers in Penang, Malaysia. A conceptual model was designed to test implementation intention of the drivers in using the PBT. Data analysis was performed using the variance-based structural equation modeling technique of partial least squares.

Findings

The findings indicate that the drivers’ intention to use PBT is significantly influenced by their referent group, gender role, and commitment to environment. In addition, their implementation intention is significantly predicted by the intention to use PBT.

Research limitations/implications

This study was performed in Penang using convenience sampling method. The results need to be replicated using a different sample in other developing countries to test its stability.

Practical implications

Policy makers and transport managers need to be guided by the importance of the drivers’ referent group, gender role, commitment to environment, and intention in order to improve ridership of the PBT.

Originality/value

The research on referent group, gender role, commitment to environment, intention, and the implementation intention of the drivers using the theory of interpersonal behavior in PBT is unprecedented.

Details

Management of Environmental Quality: An International Journal, vol. 30 no. 2
Type: Research Article
ISSN: 1477-7835

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Article
Publication date: 24 January 2018

Annafatmawaty B.T. Ismail, Sukanlaya Sawang and Roxanne Zolin

The purpose of this paper is to answer the research question: “Do different pedagogies used in teaching entrepreneurship education influence individual skill development…

Abstract

Purpose

The purpose of this paper is to answer the research question: “Do different pedagogies used in teaching entrepreneurship education influence individual skill development, which then in turn translates into a likelihood of entrepreneurial implementation intention?”

Design/methodology/approach

The number of total participants for the quasi-experiment was 308 undergraduate students in Malaysia, in which pre- and post-test (n=203) and control (n=105) groups are included. Students who enroled in the entrepreneurship course were randomly allocated into a class employing teacher-centred pedagogy or student-centred pedagogy. Learning outcomes are measured by objective and subjective measures.

Findings

Both pedagogical approaches had a positive effect on the development of the learning outcomes. However, the students who learned using the teacher-centred approach statistically developed a higher level of objective and subjective learning outcomes compared to the students who learned using the student-centred approach. The findings also suggest that the relationship between entrepreneurship education and entrepreneurial intention mediates by learned skills.

Originality/value

The quasi-experimental design greatly improves the ability to make accurate claims about the impact of entrepreneurial education on entrepreneurship-related outcomes. Further, the study uses the implementation intention strategy in measuring the entrepreneurial intention. Thus, the study strongly supports for the view that implementation intention improves predictive validity of the behavioural intention within the framework of theory of planned behaviour by setting out in advance when, where, and how the goal will be achieved.

Details

Education + Training, vol. 60 no. 2
Type: Research Article
ISSN: 0040-0912

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Book part
Publication date: 1 January 2006

Richard P. Bagozzi

Abstract

Details

Review of Marketing Research
Type: Book
ISBN: 978-0-7656-1305-9

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Article
Publication date: 25 May 2021

Juan Carlos Leiva, Ronald Mora-Esquivel, Catherine Krauss-Delorme, Adriana Bonomo-Odizzio and Martín Solís-Salazar

This paper analyses how contextual factors at universities (entrepreneurship education and program learning) and cognitive variables (perceived behavioral control…

Abstract

Purpose

This paper analyses how contextual factors at universities (entrepreneurship education and program learning) and cognitive variables (perceived behavioral control, implementation intentions, and attitude) influence entrepreneurial intentions among Latin American university students.

Design/Methodology/Approach

The empirical analysis employs a multilevel (hierarchical) linear model with a sample size of 9012 university students taken in 2018 from nine Latin American countries: Argentina, Brazil, Chile, Colombia, Costa Rica, Ecuador, México, Panamá, and Uruguay.

Findings

Overall, the university context and cognitive variables contribute to explaining entrepreneurial intentions in university students. Whereas program learning constitutes a variable that directly and indirectly explains entrepreneurial intentions among university students, attending entrepreneurship courses negatively influences their entrepreneurial intentions.

Originality/value

A central premise of this study is that the entrepreneurial process in university students is a multilevel phenomenon, given that university context and cognitive variables are key factors in entrepreneurial intentions. The findings support this premise and contribute to the existing literature on entrepreneurship in emerging economies. Nevertheless, the results reveal a more nuanced picture regarding the role of university context on the entrepreneurial intentions of students.

Propósito

Este artículo analiza cómo las variables del contexto universitario (educación emprendedora y aprendizaje adquirido) y las variables cognitivas (control de conducta percibido, intenciones de implementación y actitud) influyen en la intención emprendedora de los estudiantes universitarios latinoamericanos.

Diseño/metodología/aproximación

El análisis empírico es por medio de un modelo lineal multinivel (jerárquico) con una muestra de 9012 estudiantes universitarios de nueve países latinoamericanos, a saber: Argentina, Brasil, Chile, Colombia, Costa Rica, Ecuador, México, Panamá, y Uruguay.

Resultados

En general, el contexto universitario y las variables cognitivas contribuyen a explicar la intención empresarial de los estudiantes universitarios. Mientras que el aprendizaje adquirido (program learning) constituye una variable que explica la intención emprendedora de los estudiantes universitarios directa e indirectamente, matricular cursos de emprendimiento influye negativamente en su intención emprendedora.

Originalidad/valor

Una premisa central en este estudio es que el proceso emprendedor de los estudiantes universitarios es un fenómeno multinivel, resultando el contexto universitario y las variables cognitivas factores clave para explicar la intención emprendedora. Nuestros resultados apoyan esta premisa y contribuyen a la literatura sobre emprendimiento en países emergentes. No obstante, nuestros resultados revelan una imagen más matizada del papel del contexto universitario en la intención empresarial de los estudiantes universitarios.

Details

Academia Revista Latinoamericana de Administración, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1012-8255

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Article
Publication date: 24 June 2020

Yang Zhao, Lin Wang and Yaming Zhang

The paper aims to clarify the importance of the psychological processing of contextual cues in the mining of individual attention resources. In recent years, the research…

Abstract

Purpose

The paper aims to clarify the importance of the psychological processing of contextual cues in the mining of individual attention resources. In recent years, the research of more open spatial perspective, such as spatial and scene perception, has gradually turned to the recognition of contextual cues, accumulating rich literature and becoming a hotspot of interdisciplinary research. Nevertheless, besides the fields of psychology and neuroscience, researchers in other fields lack systematic knowledge of contextual cues. The purpose of this study is to expand the research field of contextual cues.

Design/methodology/approach

We retrieved 494 papers on contextual cues from SCI/SSCI core database of the Web of Science in 1992–2019. Then, we used several bibliometric and sophisticated network analysis tools, such as HistCite, CiteSpace, VOSviewe and Pajek, to identify the time-and-space knowledge map, research hotspots, evolution process, emerging trends and primary path of contextual cues.

Findings

The paper found the core scholars, major journals, research institutions, and the popularity of citation to be closely related to the research of contextual cues. In addition, we constructed a co-word network of contextual cues, confirming the concept of behavior implementation intentions and filling in the research gap in the field of behavior science. Then, the quantitative analysis of the burst literature on contextual cues revealed that the research on it that focused more on multi-objective cues. Furthermore, an analysis of the main path helped researchers clearly understand and grasp in the development trend and evolution track of contextual cues.

Originality/value

Given academic research usually lags behind management practice, our systematic review of the literature to a certain extent make a bridge between theory and practice.

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Article
Publication date: 3 August 2015

Hsin Hsin Chang, Yao-Chuan Tsai, Shu-Hui Chen, Guei-Hua Huang and Ya Hui Tseng

This purpose of this study is to apply social exchange theory (SET) to explain how social exchange behaviors, such as the exchange of knowledge, information and respect…

Abstract

Purpose

This purpose of this study is to apply social exchange theory (SET) to explain how social exchange behaviors, such as the exchange of knowledge, information and respect between firms, would increase the likelihood of certification implementation and strengthen the relationships among partners. The main purposes of this study are to examine the significant connections between partner interactions and long-term orientation and to examine the links among long-term orientation, certifications and relationship quality.

Design/methodology/approach

To test the research hypotheses, structural equation modeling was conducted to analyze the data collected from 136 respondents who are top managers of manufacturing enterprises in Taiwan National Science Park.

Findings

Many enterprises in Taiwan regard conflict as a method to express more detailed information about collaboration in business and see conflict as a minus in making the quality of partnership healthier than before. It was affirmed that owning international certifications has an impact on long-term collaborative partnership. Conflicts within a partnership do not completely have a negative influence on relationship quality. Because enterprises want to keep stable partnerships and get long-term competitive advantages, they should continue creating smooth and efficient trading behaviors and should also consider relationship quality as an important factor with regard to their investment in some relationship-specific assets.

Research limitations/implications

This study was intended to explore the connection between conflict and relationship quality; however, this relation suggested that conflict may be a negative influence but without any significant proof of the connection. Therefore, future researchers could examine this relation again in the context of Taiwanese enterprises.

Practical implications

This study had some implications for enterprises in Taiwan, especially in regard to maintaining a long-term partnership and deciding whether to acquire a specific certification. When firms decide to invest in a relationship-specific asset, they should consider the interaction with the partners and the quality of the partnership. It is suggested that firms should evaluate not only the immediate benefits and drawbacks but also the implications with regard to partner relationships. Meeting the requirements of partners is thus an effective approach to gain trust and commitment.

Social implications

As the interactions with partners are executed progressively more smoothly, the relationship quality will become increasingly better. The possibility of having a long-term collaborative relationship becomes higher as the relationship quality improves. Therefore, as the relationship duration becomes increasingly longer, the cost of having an international certification will offer a return on the investment or even result in a profit.

Originality/value

A good relationship quality will lead to specific investments from partners, such as the one involving the implementation of specific certifications. The enterprises in Taiwan would prefer to develop a long-term partnership when their demands for a specific investment could be fulfilled. Consequently, enterprises can use the degree of relationship quality to assess the cost and benefits of implementing a certification and can, furthermore help in making the decision.

Details

Journal of Business & Industrial Marketing, vol. 30 no. 7
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 4 September 2009

Abdulkarim S. Al‐Eisa, Musaed A. Furayyan and Abdulla M. Alhemoud

Recent developments in research related to training transfer have recognized transfer as a complex process rather than a product of training. Transfer intention has been…

Abstract

Purpose

Recent developments in research related to training transfer have recognized transfer as a complex process rather than a product of training. Transfer intention has been viewed as the first and most crucial stage in the transfer process. Despite its importance in determining the extent to which training transfer can occur, transfer intention has not been examined sufficiently in the literature. This paper aims to address this deficiency.

Design/methodology/approach

For the purpose of enhancing the knowledge and understanding of transfer intention as an important facet of the transfer process, the study was conducted to examine the influences of self‐efficacy as an individual‐level factor and supervisor support as an organizational‐level constituent on transfer intention. Owing to the paucity of research on transfer intention, the theoretical framework on the bases of which the hypotheses regarding the relationships between those two antecedents and transfer intention were constructed was partially supplemented by the Theory of Planned Behavior. The mediation role of motivation to learn in each of those relationships was also investigated, based on a series of regression analyses performed on the data collected from 287 public employees in Saudi Arabia.

Findings

The results showed that supervisor support was the most salient factor that affects transfer intention. Motivation to learn was found to influence transfer intention directly and to partially mediate the relationships of transfer intention with supervisor support and self‐efficacy.

Originality/value

Further analysis showed that supervisor support fully mediates the relationship between self‐efficacy and transfer intention.

Details

Management Decision, vol. 47 no. 8
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 3 June 2014

Birgit Schulze-Ehlers, Nina Steffen, Gesa Busch and Achim Spiller

The paper aims to advance the conceptual understanding of supply chain orientation (SCO) in small and medium-sized enterprises (SME) as a general attitude and to…

Abstract

Purpose

The paper aims to advance the conceptual understanding of supply chain orientation (SCO) in small and medium-sized enterprises (SME) as a general attitude and to empirically measure the link between SCO and willingness to implement supply chain management (SCM). Coordination among supply chain stages is widely considered important for competitiveness in all sectors. Recently, SCO of the actors has been discussed as a precondition for successful implementation of SCM.

Design/methodology/approach

SCO is operationalized as a two-dimensional attitudinal construct. In all, 279 German dairy farmers participated in an online-survey. By means of factor and cluster analysis and one-way analysis of variance, the relation between the two SCO dimensions and their link with willingness to implement several currently discussed SCM measures is analysed.

Findings

The SCO dimensions are not purely linearly related, as shown by three clusters with different patterns of vertical cooperation orientation and common goal orientation. No differences occur in terms of socio-economic characteristics, but the share of cooperative members varies. SCO is related to the intention to implement SCM. However, the greater the (monetary) efforts required by farmers, the lower their acceptance of an SCM measure. Trust and perception of the power relation play an important role, revealing patterns of coopetitive behaviour.

Originality/value

SCO is a relatively new and little investigated construct. To the authors' best knowledge, this is the first time that a purely attitudinal measure was used, and that SMEs and the milk supply chain were investigated with respect to SCO and implementation of concrete SCM measures.

Details

Supply Chain Management: An International Journal, vol. 19 no. 4
Type: Research Article
ISSN: 1359-8546

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Article
Publication date: 19 April 2011

Sheng Wu, Cathy S. Lin and Jean Lin

This paper intends to examine the antecedents of perceived creativity and flow experience in order to understand how consumers' advertisement keywords browsing influences…

Abstract

Purpose

This paper intends to examine the antecedents of perceived creativity and flow experience in order to understand how consumers' advertisement keywords browsing influences their searching intentions and/or behaviours regarding purchase. In addition, it aims to consider two kinds of intentions in the theory of planned behaviour (TPB) to facilitate the translation of intentions into behaviour.

Design/methodology/approach

Research constructs were drawn from pre‐validated measurement items. An online survey was conducted at my3q.com. A total of 368 surveys were returned. The results were analysed using structural equation modelling with Smart PLS 2.0.

Findings

The results show that flow experience positively affects the users' attitude toward keyword searching, the intention to search keywords, controllability, and self‐efficacy. The antecedent belief of perceived creativity also positively influences the attitude toward keyword searching. The overall TPB model is effective in terms of predicting consumers' online keyword search behaviours; the intention to purchase a product especially affects a consumer's intention to search keywords online.

Practical implications

To attract consumers companies have to use combined marketing strategies to provide creative advertisements to make their products look appealing. Moreover, advertisements that are fun and make people feel curious would also be appealing and make the consumers feel that they are able or resourceful enough to find the keywords.

Originality/value

Two kinds of intentionsintention to purchase a product and intention to search keywords online – are simultaneously considered in this study. Moreover, the combination of flow theory, perceived creativity and TPB demonstrates an appropriate theoretical basis to examine consumers' online keyword search behaviours.

Details

Online Information Review, vol. 35 no. 2
Type: Research Article
ISSN: 1468-4527

Keywords

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