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1 – 10 of over 122000
Article
Publication date: 16 March 2020

Rosa Lombardi, Riccardo Tiscini, Raffaele Trequattrini and Laura Martiniello

The purpose of this paper is to explore the characteristics and personal values of a successful entrepreneur in order to understand the quality of such characteristics. Thus, this…

2154

Abstract

Purpose

The purpose of this paper is to explore the characteristics and personal values of a successful entrepreneur in order to understand the quality of such characteristics. Thus, this paper aims to investigate how these characteristics and personal values impact strategic decision-making and outcomes driving the success and growth of small and medium-sized enterprises (SMEs).

Design/methodology/approach

The research question is answered through a single case study approach based on the case of the charismatic and flourishing entrepreneur and owner of Gemar Balloons, a balloon-manufacturing company established in the centre of Italy a century ago.

Findings

The paper shows how the success of SMEs in a dynamic environment is influenced by the central resource, “the entrepreneur”, whose entrepreneurial mindset, culture and leadership are essential and partially replicable. They allow strategic management to seek opportunities and develop innovation, achieving competitive advantages and creating wealth.

Practical implications

This paper contributes to an understanding of how values and specific personal characteristics establish an entrepreneurial mindset, culture and leadership, and whether and how these factors are exportable and repeatable. In this way, it allows a better understanding of how possible it is to establish an entrepreneurial mindset and culture by working on a younger generation's values and characteristics. Moreover, it explains why and how entrepreneurial SME leaders are best able to make decisions and manage resources strategically to create competitive advantages.

Originality/value

The paper is new because it shows the distinctive values and characteristics influencing the emerging strategic decision-making model and corporate outcomes.

Details

Management Decision, vol. 59 no. 5
Type: Research Article
ISSN: 0025-1747

Keywords

Article
Publication date: 1 March 2000

Abdulwahab S. AlKahtani

The investigator of this study examined organizational involvement of employees in Saudi construction companies and a random sample was drawn from the participating companies in…

Abstract

The investigator of this study examined organizational involvement of employees in Saudi construction companies and a random sample was drawn from the participating companies in Riyadh and Dammam. Employees' levels of involvement in the construction companies, were compared on the basis of their personal characteristics. The sample was divided into two groups on the basis of employees' personal characteristics such as education, organizational tenure, pay, rank, and age. The results showed that there was a difference in the level of organizational involvement between employees on the basis of their five personal characteristics included in this study. Further, the findings of this study showed that the levels of employees' involvement in the construction companies differed as their personal characteristics differed. Employees with a low level of education showed a higher level of organizational involvement than did employees with a high level of education. Employees with long organizational tenure reported a higher level of involvement than did employees with short organizational tenure. Also, employees with a high salary showed a higher level of involvement than did employees with a low salary. Old employees showed a higher level of organizational involvement than young employees. High ranking employees showed a higher level of organizational involvement than did employees with a low rank.

Details

International Journal of Commerce and Management, vol. 10 no. 3/4
Type: Research Article
ISSN: 1056-9219

Book part
Publication date: 4 September 2003

Michael W Preis, Salvatore F Divita and Amy K Smith

Missing in most of the research on selling has been an examination of the process from the point of view of the customer. When satisfaction in selling has been considered…

Abstract

Missing in most of the research on selling has been an examination of the process from the point of view of the customer. When satisfaction in selling has been considered, researchers have focused on the satisfaction of the salesperson with his job and/or the impact of this job satisfaction on performance (e.g. Bluen, Barling & Burns, 1990; Churchill, Ford & Walker, 1979; Pruden & Peterson, 1971). To concentrate on salesperson performance while neglecting customers is to ignore the most important half of the relationship between buyers and sellers and entirely disregards the marketing concept and the streams of research in customer satisfaction. This research takes a different approach and examines customers’ satisfaction with salespeople.

Details

Evaluating Marketing Actions and Outcomes
Type: Book
ISBN: 978-0-76231-046-3

Article
Publication date: 28 June 2023

Helena Stehle

Engaging with stakeholders in “a personal, intimate way” (Men and Tsai, 2016, p. 932) or “includ[ing] the ‘personal touch’” (Kent and Taylor, 1998, p. 323) is often seen as…

Abstract

Purpose

Engaging with stakeholders in “a personal, intimate way” (Men and Tsai, 2016, p. 932) or “includ[ing] the ‘personal touch’” (Kent and Taylor, 1998, p. 323) is often seen as desirable in internal communication management. While the importance of personal communication is undisputed from the perspectives of internal communication, its communicators, and from internal stakeholders, this is not true when it comes to the dimensions and characteristics that constitute an experience of communication as feeling personal. The present study aims to explore what makes communication personal from the employees' perspective.

Design/methodology/approach

The study used the Q methodology and Q method, thus focusing on an individual's subjective perspective. The Q methodology was implemented in the form of a Q-sort survey exploring the perceptions of 32 German employees (selected from a representative cross-section of 400 employees in Germany, using a balanced-block design to maximize heterogeneity).

Findings

The results show that while direct and dyadic communication is often perceived as personal, many other dimensions and characteristics are also considered “personal” in both the literature and based on stakeholder perceptions. The Q-sort survey revealed four perception types whose perceptions of communication as “personal” vary widely, with all these types rejecting non-human communicators.

Originality/value

This study contributes to the limited understanding of employees' perceptions of internal communication as “personal.” It shows how the Q methodology and Q method—a rarely used perspective—can complement existing theoretical and empirical research on internal communication. For internal communication management, the findings show that a “one-size-fits-all” approach must be questioned and that a communication team's involvement in personal communication can have negative consequences.

Article
Publication date: 23 September 2022

Mehdi Hassanzadeh, Mohammad Taheri, Sajjad Shokouhyar and Sina Shokoohyar

This study examines opinion leadership's personal and social characteristics to see which one is more effective in opinion leadership in four different industries: fashion, travel…

Abstract

Purpose

This study examines opinion leadership's personal and social characteristics to see which one is more effective in opinion leadership in four different industries: fashion, travel and tourism, wellness and book and literature. The specific subject of this investigation is how largely openness, exhibitionism and competence in interpersonal relationships and status and attitude homophily affect the opinion leadership and the decision-making of opinion leaders' followers.

Design/methodology/approach

The proposed model was tested with the questionnaire shared via stories featured on Instagram among followers of four micro-influencers in different industries. For the purpose of testing the offered hypotheses of this study, the partial least squares method was used.

Findings

The findings show that openness, exhibitionism and competence in interpersonal relationships have a substantial effect on opinion leadership. It was also evident that status and attitude homophily impact opinion leadership. The model supports the effect of both personal and social characteristics on opinion leadership; however, based on the results, the effect of personal characteristics on opinion leadership is more remarkable, both in a direct relationship and through the mediating role of para-social interaction.

Originality/value

This study is novel in categorizing opinion leaders' attributes in two different extents of personal and social characteristics. The authors defined a model of the effectiveness of each personal and social characteristic on opinion leaders. The model investigates whether the personal or social characteristics have the most effect on opinion leadership, particularly with the mediating role of para-social interaction.

Details

Aslib Journal of Information Management, vol. 75 no. 6
Type: Research Article
ISSN: 2050-3806

Keywords

Article
Publication date: 23 November 2017

Linda Nasr, Jamie Burton and Thorsten Gruber

The purpose of this paper is to highlight the importance and extend the understanding of the underresearched concept of personal positive customer feedback (PCF). By comparing and…

3733

Abstract

Purpose

The purpose of this paper is to highlight the importance and extend the understanding of the underresearched concept of personal positive customer feedback (PCF). By comparing and contrasting front-line employees’ (FLEs) and customers’ perspectives, this study aims to develop a deeper understanding of the main elements, characteristics of PCF, its various impacts and the perceived importance of this phenomenon for both parties.

Design/methodology/approach

An exploratory research study was conducted using a novel integrated methodological approach combining two well-established qualitative techniques: structured Laddering interviews and various elements of the Zaltman Metaphor Elicitation Technique. In total, personal interviews with 40 participants consisting of 20 customers and 20 FLEs were conducted.

Findings

This study conceptualizes personal PCF in the service literature by identifying the various PCF elements and characteristics. The authors extend PCF understanding beyond what the current literature shows (i.e. gratitude, compliments) by identifying nine characteristics of PCF. This study also proposes a number of impacts on both customers and FLEs. While both customers and FLEs have a similar understanding of the various elements and characteristics of PCF, the significance of the various elements and the subsequent impacts vary between the two groups. Finally, three key themes in PCF handling that help position PCF within the extant customer management literature are identified and discussed.

Research limitations/implications

This study contributes to a well-rounded understanding of customer feedback by counter-balancing the prevailing focus on customer complaining behaviour and proposing a complimentary look at the positive valence of personal feedback. It also provides managerial implications concerning the management of positive service encounters, an emerging topic within service research.

Originality/value

This multidisciplinary study is the first to extend the understanding of personal PCF by comparing and contrasting customers’ and FLEs’ perspectives. The findings of this study highlight the need to explore the positive side of service interactions to create positive service experiences.

Details

Journal of Services Marketing, vol. 32 no. 2
Type: Research Article
ISSN: 0887-6045

Keywords

Article
Publication date: 11 March 2020

Joel Mier, Jeffrey Carlson, Danny Norton Bellenger and Wesley J. Johnston

Drawing from the contingency model, this study aims to investigate the moderating effects of business-to-business (B2B) buyer personal characteristics on the relationship between…

Abstract

Purpose

Drawing from the contingency model, this study aims to investigate the moderating effects of business-to-business (B2B) buyer personal characteristics on the relationship between sales activities and sales effectiveness.

Design/methodology/approach

As an application of engaged scholarship, this study leverages a years’ worth of sales activity and results from a Fortune 500 financial services company for 2,710 dyads; personal characteristics (i.e. geodemographics) were appended for the customers/prospects of the dyads. The data was analyzed with hierarchical regression, and subgroups were tested using the Chow test.

Findings

The results support that geodemographic segments – as a proxy for personal characteristics – moderate the strength of the relationship between selling activities and sales effectiveness. Overall, the results demonstrate that selling activities have varying impacts on sales effectiveness within geodemographic segments and buyclass scenarios.

Practical implications

While it has been long held that understanding the personal characteristics of the B2B purchasing decision-maker is critical for sales effectiveness, little guidance has been provided on how to accomplish this to scale. The present study provides a framework and process for practitioner operationalization.

Originality/value

This research contributes to the literature that has explored personal characteristics of buying center members. Additionally, the results suggest that personal characteristics of the purchase decision-maker may transcend business-to-consumer and B2B purchasing contexts.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 10
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 April 1989

Alan J. Dubinsky and Thomas N. Ingram

Given the limited empirical work investigating personalcharacteristics of industrial sales people as related to their rewardvalences and the limitation of measuring valences at a…

Abstract

Given the limited empirical work investigating personal characteristics of industrial sales people as related to their reward valences and the limitation of measuring valences at a single level, previous research is extended by examining the relationships between industrial sales people′s personal characteristics and their valences for multiple levels of various rewards. A conceptual framework is presented, previous studies reviewed, hypotheses offered, the methodology explained, and the results and implications of the study discussed.

Details

Management Decision, vol. 27 no. 4
Type: Research Article
ISSN: 0025-1747

Keywords

Article
Publication date: 9 March 2023

Fernando Kleiman, Sylvia J.T. Jansen, Sebastiaan Meijer and Marijn Janssen

The opening of government data is high on the policy agenda of governments worldwide. However, data release faces barriers due to limited support of civil servants, whereas the…

Abstract

Purpose

The opening of government data is high on the policy agenda of governments worldwide. However, data release faces barriers due to limited support of civil servants, whereas the literature neglects civil servants' role in opening data. This paper aims at understanding why civil servants can be reluctant to support the disclosure of data. The authors developed a model to explain civil servants' behavioral intention to open data.

Design/methodology/approach

The authors test a series of hypotheses by collecting and analyzing survey data from 387 civil servants and by applying multivariate hierarchical regression.

Findings

The results indicate the factors influencing the behavior of civil servants. Social influences, performance expectancy, data management knowledge and risks have a significant influence. Personal characteristics control these effects.

Research limitations/implications

Caution is needed to generalize the findings towards the support to open data provision by civil servants. Though the analyzed sample was limited to Brazil, other countries and cultures might yield different outcomes. Larger and more diversified samples might indicate significant effects on variables not found in this research.

Practical implications

The insights can be used to develop policies for increasing the support of civil servants towards governmental data disclosure.

Originality/value

This study suggests factors of influence to civil servants' behavior intentions to disclose governmental data. It results in a model of factors, specifically for their behavioral intention at the individual level.

Details

Information Technology & People, vol. 37 no. 2
Type: Research Article
ISSN: 0959-3845

Keywords

Article
Publication date: 12 July 2021

Carson Duan and Kamaljeet Sandhu

Years of research into immigrant entrepreneurship motivation (IEM) call for a synthesis of the field to note field developments and identify thematic antecedents and measurement…

Abstract

Purpose

Years of research into immigrant entrepreneurship motivation (IEM) call for a synthesis of the field to note field developments and identify thematic antecedents and measurement elements. The paper aims to fill this literature review gap in IEM field. Improving existing analytical frameworks and establishing a research agenda are also goals of the research.

Design/methodology/approach

Adopting the PRISMA procedure, a systematic literature review (SLR) was conducted. This produced 53 IEM research papers (internationally, from 1974 to 2020) from a database search and other sources, each of which was reviewed based on extracted variables, findings and suggestions. A well-accepted entrepreneurial motivation model is used for thematic measurement analyzes.

Findings

IEM research has gained attention over the past 25 years as to the number of publications, research foci and antecedent discoveries. The review suggests that there are six motivational thematic dimensions: individual characteristics, personal experiences and circumstances, personal values, business ideas and opportunities, goal-setting and self-efficacy and immigrant entrepreneurial ecosystem (IEE). The results also reveal a relationship between entrepreneurship motivations and the IEE which is one of the keys recommended future research strands.

Research limitations/implications

This research contributes to entrepreneurship literature by providing a chronological timeline of IEM field development and antecedent discoveries. The review suggests applying the IEE and its associated components to investigate host and home countries’ interactive effects on IEM.

Practical implications

The research provides guidance for policymakers and practitioners concerning available policy instruments and IEM determinants in addition to individual factors.

Originality/value

This study is the first SLR on IEM. It presents a holistic view of the IEM field.

1 – 10 of over 122000