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We examine the influence of the self-assessment and self-enhancement motives on the choice of comparison organizations in two experimental studies. Study 1 shows that: (1) self-assessment generally prevailed over self-enhancement, guiding decision makers to choose organizations that were more similar and had better performance; (2) self-enhancement was more pronounced under conditions of low performance, leading participants to more frequently choose organizations that were less similar and had lower performance; and (3) self-enhancing comparisons inhibited perceptions of failure and the propensity to make changes. Study 2 extends the results of Study 1 by showing that participants were more likely to choose comparison organizations that had lower performance and were less similar when they were in a self-enhancement mindset than when they were in a self-assessment mindset. The combined effects of self-assessment and self-enhancement on the choice of comparison organizations are discussed in relation to the broader organizational literature on learning from performance feedback.

The TQM revolution of the 1980s has led to a formal adoption of TQM by many firms. However, several organizations fail in their campaigns because of a variety of reasons ranging from lack of top management commitment to focus on tools instead of approach. Through a focused survey of 359 manufacturing firms in a single industry answers two critical questions: is it necessary for a firm to embark on a formal TQM campaign to manage quality effectively?; and is it worthwhile for a firm to embark on a half‐hearted TQM campaign? Using a criterion of existence of a formal TQM campaign in a firm and quality of products offered by the firm, classifies firms into four groups: high performance TQM firms, low performance TQM firms, high performance non‐TQM firms, and low performance non‐TQM firms. Compares them along ten literature‐based, empirically‐validated TQM constructs and derives the following major conclusions: it is not necessary for a firm to implement a TQM campaign formally in order to practise elements of TQM philosophy and thereby manage quality well; a firm should implement a formal TQM campaign only if it plans to execute the TQM constructs to their full extent, or it is better off by not investing in the formal campaign; and the product quality of a firm improves with the extent of the rigour associated with TQM implementation. Discusses implications of these findings for TQM research and practice.

The purpose of this paper is to analyse the effect of positive online consumer reviews (OCRs) on changes in the individual’s evaluations from the pre-purchase to the post-consumption stage, studying satisfaction, attitude towards the firm and purchase intention. The effect of positive OCRs may differ depending on whether the product performance is high or low, i.e., whether the product meets the objectives of the consumer. So, the paper also explores different effects that positive OCRs can have on changes in the individual’s evaluations depending on the kind of performance.

Two studies based on the experimental methodology are carried out and several statistical techniques are applied: confirmatory factorial analysis, mixed between-within subjects analysis of variance and post-hoc analysis.

Results demonstrate that the effect of positive OCRs continues after consumption. Depending on the performance, this effect can be positive (negative) and verify (contrast with) the individual’s pre-purchase evaluations. Moreover, this effect is always more intense when the performance is low.

It explores the changes in the individual’s evaluations about the product and the firm, going beyond the immediate effect of positive OCRs. It also explains the effects of positive OCRs for high and low performance. Finally, it demonstrates that OCR effects are not symmetrical for high and low performance.

This paper investigates the relationship between past performance and the development of operational capabilities in manufacturing firms, focusing on the role of intra- and inter-organisational learning mechanisms.

This study is based on a survey database collected in 208 manufacturing plants in 15 countries from three industries: electronics, machinery and transport components. The authors developed a model and tested the study hypotheses using the structural equation modelling technique with two-stage analytical procedures.

In the analysis of the overall sample, the study findings support prior literature by suggesting that firms with successful experiences may become complacent and less motivated to engage in learning, leading to a decline in performance. However, high-performance firms overcome the “success trap” by engaging supply chain partners. In contrast, low-performance firms exhibit limited learning from past poor performance, leading to organisational inertia and further declines in their current performance.

This research provides practical guidance for managers in developing operational capabilities, highlighting collaboration with suppliers as an essential element for high-performance firms.

This study focuses on the little-researched topic of how past performance influences the development of operational capabilities in manufacturing firms. The authors highlight the path for developing capabilities in high- and low-performance firms based on intra- and inter-organisational learning mechanisms.

In competitive environments, explicitly seeking institutional changes to adopt a new technology, rather than exploiting current resources, can harm more than help organizations’ efforts to achieve their performance goals. However, institutionally embedded organizations often respond to the introduction of industry disruptive technology in counterproductive ways. This paper aims to study the paradox of embedded agency in competitive environments and explore the diffusion of new occupations associated with data analytics.

This study uses the context of the Major League Baseball where the digital platform, PITCHf/x, implemented during 2006 and 2007 seasons facilitated the professional baseball clubs to create occupations for data analytics.

This study found that long-term low performance of organizations resulted in creating occupations for a new technology and deploying professionals to them and the public media’s negative tenor mediated the relationship between the signal of institutional inefficiency and such a boundary work in a competitive environment.

This research enriches our understanding of the early disperse of a new occupation in the times of the emergence of digital platform by exploring the temporal attributes of organizational performance and the role of public media as the antecedents to embedded agency.

Historically, performance appraisals were intended to focus on three areas: development, motivation, and recognition of achievement. One major purpose of performance appraisals is to determine individual merit, especially where pay for performance systems are employed. Based upon expectancy theory, high performance ratings should entail high merit increases while low performance ratings result in low merit increases. However, it appears that decoupling performance ratings and merit increases is common practice. This paper explores the effects of receiving a low performance rating and high merit increase or a high performance rating and a low merit increase and empirically investigate its impact on knowledge workers’ motivational and general morale.

The purpose of this paper is to compare the performance levels of small scale local government contractors (SSLGCs) in northern part of Nigeria with international practice. Previous studies focused attention primarily on benchmarking the performance of contractors, but were mostly conceptual rather than from empirical findings. This continuous to pose a challenge to the sustainable development of the construction industry, particularly, in developing countries like Nigeria. There is therefore a need to identify, assess and compare performance practice levels of small scale contractors.

The performance of each contractor was evaluated using a five-point Likert scale used in obtaining mean performance levels in respect to three classes of performance practices. A questionnaire survey was administered to major parties in the industry; clients, contractors and consultants who were selected by using a proportionate stratified random sampling technique. The contractors’ performance was compared by using ANOVA with post hoc.

The results indicated that the SSLGCs in Nigeria were average performers and there were effects and differences among the various contractors’ levels of performance with international practice.

The study is limited to SSLGCs in northern part of Nigeria.

The study provided the criteria for evaluation of SSLGCs’ performance in Nigeria and other developing countries that faced similar problems.

The study created bases for self-evaluation and competition among small scale contractors in Nigeria for the enhancement of productivity particularly in rural areas and general national development.

This study emanated from the governmental reports and past researches in the area of performance management on the persistence of the poor performance of small scale contractors in construction industry.

Based on a strategic group concept, the purpose of this paper is to examine the effects of resource employments on persistent performance in the pharmaceutical industry.

In departing from previous research, this paper takes an inverted approach to mapping firms into heterogeneous groups with distinct long-term performance trajectories, given that strategic profiles and characteristics were unknown. The methodology used is latent class growth analysis, a person-centred approach focussing on the relationships among individuals. Regression models were subsequently used to examine the strategy variables-performance relationship between groups and within groups.

First, firms were grouped into upper-performance and lower-performance trajectory subpopulations. Second, the effects of marketing and R&D on performance significantly differed within subpopulations and presented a U shape or an inverse U shape relation. Third, the employment of R&D resources was more effective in the lower-performance trajectory group, the average scale of which is smaller than in the upper-performance trajectory group. On the contrary, the employment of marketing resources had a greater benefited in the upper-performance trajectory group.

Intangible strategy features are ignored due to measure problem in the long period.

Strategic competition is more significant among intragroup members than inter groups. That the U-shape or invert U-shape effects of resource employments on performance among intragroup members reminds the researchers that the law of diminishing return or increasing return should not be ignored when test the group-performance relationship in future research.

The current study introduces an effective approach to investigate the strategic group concept.

This study aims to capture how the association between a multichannel relational communication strategy (MRCS) and customer performance is contingent upon such customer performance (low- versus high-performance customers) and to reconcile past contradictory results in this marketing-related topic. To this end, the authors propose and validate the method of quantile regression as an unconventional, yet effective, means to proceed to that reconciliation.

This study collected data from 4,934 customers of a private pension fund firm and accounted for both firm- and customer-initiated relational communication channels (RCCs) and for customer lifetime value (CLV). This study estimated a generalized linear model and then a quantile regression model was used to account for customer performance heterogeneity.

This study finds that specific RCCs present different levels of association with performance for low- versus high-performance customers, where outcome customer performance is the dependent variable. For example, the relation between firm-initiated communication (FIC) and performance is stronger for low-CLV customers, whereas the relation between customer-initiated communication (CIC) and performance is increasingly stronger for high-CLV customers but not for low-CLV ones. This study also finds that combining different forms of FIC can result in a negative association with customer performance, especially for low-CLV customers.

The authors tested the conceptual model in one single firm in the specific context of financial services and with cross-sectional data, so there should be caution when extrapolating this study’s findings.

This study offers nuanced and precise managerial insights on recommended resource allocation along with relational communication efforts, showing how managers can benefit from adopting a differentiated-customer performance approach when designing their MRCS.

This study provides an overview of the state of the art of MRCS, proposes a contingency analysis of the relationship between MRCS and performance based on customer performance heterogeneity and suggests the quantile method to perform such analysis and help reconcile past contradictory findings. This study shows how the association between RCCs and CLV varies across the conditional quantiles of the distribution of customer performance. This study also addresses a recent call for a more holistic perspective on the relationships between independent and dependent variables.

Scanning both the academic and popular business literature of the last 40 years puzzles the alert reader. The variety of prescriptions of how to be successful (effective, performing, etc.) 1 Organizational performance, organizational success and organizational effectiveness will be used interchangeably throughout this paper.1 in business is hardly comprehensible: “Being close to the customer,” Total Quality Management, corporate social responsibility, shareholder value maximization, efficient consumer response, management reward systems or employee involvement programs are but a few of the slogans introduced as means to increase organizational effectiveness. Management scholars have made little effort to integrate the various performance-enhancing strategies or to assess them in an orderly manner.

This study classifies organizational strategies by the importance each strategy attaches to different constituencies in the firm’s environment. A number of researchers divide an organization’s environment into various constituency groups and argue that these groups constitute – as providers and recipients of resources – the basis for organizational survival and well-being. Some theoretical schools argue for the foremost importance of responsiveness to certain constituencies while stakeholder theory calls for a – situation-contingent – balance in these responsiveness levels. Given that maximum responsiveness levels to different groups may be limited by an organization’s resource endowment or even counterbalanced, the need exists for a concurrent assessment of these competing claims by jointly evaluating the effect of the respective behaviors towards constituencies on performance. Thus, this study investigates the competing merits of implementing alternative business philosophies (e.g. balanced versus focused responsiveness to constituencies). Such a concurrent assessment provides a “critical test” of multiple, opposing theories rather than testing the merits of one theory (Carlsmith, Ellsworth & Aronson, 1976).

In the high tolerance level applied for this study (be among the top 80% of the industry) only a handful of organizations managed to sustain such a balanced strategy over the whole observation period. Continuously monitoring stakeholder demands and crafting suitable responsiveness strategies must therefore be a focus of successful business strategies. While such behavior may not be a sufficient explanation for organizational success, it certainly is a necessary one.