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1 – 10 of over 75000Laurie Wu, Han Shen, Mimi Li and Qian (Claire) Deng
This study aims to address a novel information sharing phenomenon among many hospitality consumers, that is, sharing information during, rather than weeks after, a hospitality…
Abstract
Purpose
This study aims to address a novel information sharing phenomenon among many hospitality consumers, that is, sharing information during, rather than weeks after, a hospitality consumption experience. Specifically, this study tests if including a temporal contiguity cue in a review can significantly enhance the purchase intention of other consumers toward the reviewed business.
Design/methodology/approach
A 2 (personal sense of power) × 2 (temporal contiguity cue: manipulated to be absent vs present) quasi-experiment was conducted in this research. Floodlight analysis with the Johnson–Neyman technique was used to test the interaction effect. Hayes’ PROCESS procedure was used to test the mediation effects.
Findings
The study found that, for powerless consumers, temporal contiguity cue can effectively enhance the perceived trustworthiness of the review and purchase intention toward the reviewed business. Conversely, for powerful consumers, temporal contiguity cue can significantly reduce the perceived trustworthiness of the review and purchase intention toward the business. Mediation test further revealed evidence for the underlying psychological mechanism for these effects.
Originality/value
Revealing the mixed effects of a novel factor, temporal contiguity cue, on consumer responses toward online hospitality reviews, the current research contributes to the expanding stream of theoretical and managerial knowledge on online review management in social media platforms.
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Guo Qiuyun, Wenxing Liu, Kong Zhou and Jianghua Mao
The authors examined the relationship between leader humility and employee organizational deviance. They also tested the mediating effects of personal sense of power and the…
Abstract
Purpose
The authors examined the relationship between leader humility and employee organizational deviance. They also tested the mediating effects of personal sense of power and the moderating effects of organizational identification on this relationship.
Design/methodology/approach
The authors tested their hypotheses using a sample of 186 employees from an information technology (IT) enterprise in China. They used hierarchical regression and bootstrapping analyses to test for direct and indirect relationships.
Findings
Sense of power mediated the effect of leader humility on organizational deviance and organizational identification moderated the effect of sense of power on organizational deviance. In addition, organizational identification mediated the indirect effect of leader humility on organizational deviance via sense of power. Thus, employees who demonstrate high organizational identification may not conduct organizational deviant behavior, even if they have a high sense of power.
Practical implications
Organizations should explore and practice effective leader humility. Selection and training programs should be developed to choose humble leaders and teach them how to exhibit moderate humility.
Originality/value
The authors contribute to the literature by revealing the negative effects of leader humility in Chinese culture. They find support for their hypotheses that employee sense of power mediates the relationship between leader humility and employee organizational deviance and that this relationship is weaker when employee organizational identification is higher. This clarifies how and why leader humility stimulates employee organizational deviance.
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Choongbeom Choi and Anna S. Mattila
The use of price-based promotions is common in the service industry due to their positive impact on sales in the short run. To gain a better understanding of the effectiveness of…
Abstract
Purpose
The use of price-based promotions is common in the service industry due to their positive impact on sales in the short run. To gain a better understanding of the effectiveness of various types of promotions, the current research aims to examine the contrasting effect of two popular framing methods (i.e. percentage-off versus dollars-off) on consumers' perceived savings and willingness to buy. More importantly, this research examines the moderating effect of personal sense of power on such relationships.
Design/methodology/approach
The study used 2×2 between subjects quasi-experimental design to test the hypotheses. Respondents were asked to read a scenario regarding booking a hotel room and then complete scales that measured their perceptions of savings and willingness to book.
Findings
Results indicate that personal sense of power moderates the effects of the promotion frame on perceived savings and willingness to book. Individuals with a low sense of power perceive significantly more savings and exhibit significantly higher booking intentions when the promotion is framed in dollars-off rather than in percentage-off format. The framing manipulation, however, had minimal effects among high power individuals. In addition, the authors find that confidence in estimating the promoted price is the psychological mechanism that potentially explains the casual link from power to perceived savings and willingness to book.
Originality/value
Drawing on the social psychology theory, the current study discovered some boundary conditions for the framing effect in the context of pricing of services. In addition, the current research advances the theoretical understanding of power's psychological and behavioural effects in the context of price promotions.
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Roni Laslo-Roth and Tomer Schmidt-Barad
The purpose of this study was to investigate the associations between personal sense of power (PSP) and compliance as a function of the interaction between negative emotion…
Abstract
Purpose
The purpose of this study was to investigate the associations between personal sense of power (PSP) and compliance as a function of the interaction between negative emotion intensity and emotion regulation tactics.
Design/methodology/approach
First, hypotheses linking PSP to different emotional reactions and to different levels of compliance with two types of conflict management styles were formulated. Subsequently, data were collected in three waves with a five-week interval between them to test the hypotheses.
Findings
Results based on principle component analysis and confirmatory factor analysis indicated that workers with high PSP reported lower internalized negative emotions (negative emotions directed to the self) in the workplace and were less inclined to comply with harsh tactics, in comparison to workers with low PSP. The importance of emotional components (suppression and negative emotions in the workplace) was underscored by the moderated mediation model: internalized negative emotions mediated the association between PSP and compliance with harsh tactics as a function of level of suppression such that the link between negative affect and compliance was negative only under high suppression, but not under low suppression.
Research limitations/implications
The findings point to the deleterious influence of high emotional suppression of negative emotions on study behaviors, especially for employees with a low sense of power. Because the data were collected from a single source, which could raise concerns about common method variance and social desirability bias, future study should examine other-reports.
Practical implications
Recruitment and training of employees and managers should aim to create an open and safe organizational environment that encourages emotional expression and lessens emotional suppression.
Social implications
The findings can help develop empowering interventional programs to coach employees to use suppression in an adaptive manner.
Originality/value
The current study sheds new light on the relationships between PSP and compliance from the emotion regulation perspective.
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Junlan Ming, Zeng Jianqiu, Muhammad Bilal, Umair Akram and Mingyue Fan
This paper aims to examine how presence (the social presence of live streaming platforms, of viewers, of live streamers and telepresence) affects consumer trust and flow state…
Abstract
Purpose
This paper aims to examine how presence (the social presence of live streaming platforms, of viewers, of live streamers and telepresence) affects consumer trust and flow state, thus inducing impulsive buying behaviors, personal sense of power as moderator.
Design/methodology/approach
Drawing on the Stimulus-Organism-Response (S-O-R) framework, the conceptual model covers social presence, telepresence, consumer trust, flow state, personal sense of power and impulsive buying behavior. An online survey was conducted from 405 consumers with the experience of live streaming shopping in China; structural equation modeling (SEM) was used for data analysis.
Findings
Results find that three dimensions of social presence (the social presence of live streaming platforms, of viewers, of live streamers) and telepresence have a positive and significant influence on consumer trust and flow state, thus triggering consumers’ impulsive buying behavior. Furthermore, consumers’ sense of power moderates the process from consumer trust, flow state to impulsive buying behavior.
Practical implications
This study will help live streamers and e-retailers to have a further understand on how to stimulate consumers’ buying behavior. Furthermore, it also provides reference for the development of live streaming commerce in other countries.
Originality/value
This research examines the effect of social presence and telepresence on impulsive buying behavior in live streaming commerce, which is inadequately examined in extant literature.
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Sanam Akhavannasab, Danilo C. Dantas, Sylvain Senecal and Bianca Grohmann
The purpose of this paper is to report on the development and validation of a consumer power scale comprising a personal and a social power dimension. Personal power refers to…
Abstract
Purpose
The purpose of this paper is to report on the development and validation of a consumer power scale comprising a personal and a social power dimension. Personal power refers to consumers’ perceived ability to resist and ignore a firm’s marketing efforts. Social power refers to consumers’ perceived ability to influence a firm’s actions.
Design/methodology/approach
Following established scale development procedures, the construct definition and item generation preceded five studies that establish the scale’s dimensionality, psychometric properties and external, predictive and nomological validity.
Findings
Consumer power was modeled as a reflective first-order, formative second-order latent construct. The consumer power scale is psychometrically sound and possesses external and discriminant validity with regard to other power-related measures. Consumer power mediates the relation between consumers’ cognitive control and consumer satisfaction and between perceived choice and emotional responses.
Research limitations/implications
This research uses episodic recall tasks to elicit power perceptions in various contexts. Results suggest that the scale is useful in comparative and longitudinal tracking of consumers’ perceptions of power in relation to a firm.
Originality/value
Building on a comprehensive literature review and rigorous scale development, this paper introduces a scale of consumer power that comprises a personal and a social power dimension. A critical analysis of and a predictive validity test of the scale against existing power scales highlight its unique contribution. The scale lends itself to further theory tests regarding antecedents, consequences and moderators of consumer power.
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Muhammad Ali Asadullah, Ahmad Nabeel Siddiquei, Arshial Hussain and Ghulam Ali Arain
The purpose of this paper is to determine the mediating role of “moral clarity” and the moderating role of “hypocrisy” in the relationship between sense of power and punishment…
Abstract
Purpose
The purpose of this paper is to determine the mediating role of “moral clarity” and the moderating role of “hypocrisy” in the relationship between sense of power and punishment severity.
Design/methodology/approach
The data were collected using purposive sampling from 250 government officials serving at a responsible and authoritative position in different public sector organizations operating in Pakistan.
Findings
The study has found a significant indirect effect of sense of power on punishment severity through moral clarity. This study has also found that this indirect effect is significant at higher levels of hypocrisy but insignificant at lower or moderate level of hypocrisy.
Practical implications
The study offers serious practical implications by highlighting the role of hypocrisy in powerful individuals’ moral judgements and their decisions to exercise power and administer punishments.
Originality/value
The study is the first to develop and test a mediated-moderation model of the relationship between sense of power, moral clarity, hypocrisy and punishment severity.
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This research examines the effects of winning–losing perception, generated from success and failure results, on consumers’ risk preference.
Abstract
Purpose
This research examines the effects of winning–losing perception, generated from success and failure results, on consumers’ risk preference.
Design/methodology/approach
Using different manipulations of success and failure and different measurements of risk preference tendency, the authors conducted five experiments to carry out the research.
Findings
Using different manipulations of success and failure and different measurements of risk preference tendency, five experiments were conducted to demonstrate that a clear success increases consumer’ sense of power, which in turn raises their subsequent risk preference; a clear failure, however, decreases consumers’ sense of power, which in turn reduces their subsequent risk preference. Furthermore, a close result can moderate this effect; that is, the difference between narrow-winners and narrow-losers’ risk preferences is weakened.
Originality/value
This study further enriches the research on the impact of winning–losing perception on individuals’ behavior and provides suggestions on how to use the results of online and offline competitions to carry out marketing activities.
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Qi Yao, Qiuyan Wan, Shihao Li, Wenkai Zhou and Zhilin Yang
Smiles displayed at varying intensities by service providers may result in different social judgments by customers, affecting decision-making. This study investigates the joint…
Abstract
Purpose
Smiles displayed at varying intensities by service providers may result in different social judgments by customers, affecting decision-making. This study investigates the joint effect of customers' sense of power (low vs. high) and service providers' smile intensity (slight vs. broad) on their warmth and competence perceptions in service encounters.
Design/methodology/approach
The authors conducted four experiments based on the Stereotype Content Model (SCM) of social judgments and the agentic-communal model of power, and assessed the impact of perceived power and smile intensity in different service encounter contexts.
Findings
The interaction effect of customers' sense of power (low vs. high) and service providers' smile intensity (slight vs. broad) influences customers' social judgments (warmth perceptions vs. competence perceptions). A service provider who displays a broad smile is more likely to be perceived as warmer by customers with a low sense of power, but less competent by those with a high sense of power. Furthermore, mediation analysis revealed that the combined effect of customers' sense of power and service providers' smile intensity on customers' subjective well-being and purchase intentions might be attributed to their social judgments.
Originality/value
This study reveals the intrinsic mechanism behind the interaction effect between smile intensity and sense of power affecting customers' purchase intentions and subjective well-being, namely, warmth/competence perceptions.
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Sumaia Farzana and Peerayuth Charoensukmongkol
This research study investigated the relationship between participative decision-making and innovative work behavior by considering the moderating role of power distance…
Abstract
Purpose
This research study investigated the relationship between participative decision-making and innovative work behavior by considering the moderating role of power distance orientation of individuals. Grounded in the approach-inhibition theory of power, the authors proposed that participative decision-making could mitigate perceived power gap and motivate individuals with high power distance orientation to engage more in innovative work behavior.
Design/methodology/approach
Survey data were collected from 243 faculty members from 2 universities located at Dhaka, Bangladesh. The partial least squares structural equation modeling (PLS-SEM) was used for data analysis.
Findings
The results from the model estimation showed that the positive relationship between participative decision-making and innovative work behavior was stronger among faculty members with high power distance orientation than those with low power distance orientation. The simple slope analysis also clarified the fact that faculty members with high power distance orientation could increase their innovative work behavior to be at the same level as that of faculty members with low power distance orientation when the members were involved highly in participative decision-making.
Practical implications
Participative decision-making is a management practice that should be implemented in order to motivate faculty members to actively engage in innovative work behavior. Particularly for faculty members who are sensitive towards the power status of other members in the workplace, this management practice is highly recommended to lessen the perceived social barrier that discourages these faculty members from engaging in innovative work behavior.
Originality/value
The authors' research advanced knowledge from prior studies by offering new theoretical insight into the role of empowerment practice that could motivate individuals with high power distance orientation to engage more in innovative practices.
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