Search results

The purpose of this study is to extend sales control research to inside sales. Aside from a few notable exceptions (Conde et al., 2022) much of the sales control literature has focused on a single control mechanism rather than a sales control portfolio perspective. The authors add multiple layers to Conde et al. (2022) by capturing secondary operational data and manager interviews to access sales control theory in practice.

With operational data from a Fortune 100 financial services company and sales manager interviews, the authors present evidence that managers apply a portfolio of controls to ensure sales agents’ overall performance.

Findings support that cultural controls have a greater influence on overall performance than a focus solely on process and outcome controls. Inside sales managers can generate better results when they focus on creating an employee-centric culture rather than controlling sales agents with formal sales controls.

This study extends sales control research by examining inside sales managers’ formal and informal sales controls. Historically, inside sales had sales leaders balance a myriad of sales controls grounded in strict oversight. With a few notable exceptions, the limited inside sales control research provides the opportunity to display an inside sales manager’s need to jointly focus on operational results and sales outcomes, illustrating the importance of cultural controls compared to other sales process and outcome controls. This research considerably extends sales controls research by focusing on inside sales.

The present study aims to specify, estimate, and validate the composite formative model of consumer eSports engagement (CeSE) through utilizing the composite confirmatory analysis (CCA) methodological approach.

To validate the composite model of CeSE, we collected the data using the Mturk online tool from eSports gamers located in European countries. The partial least squares based structural equation modelling (PLS-SEM) approach was employed using SmartPLS to conduct CCA analyses.

Using CCA, the authors first evaluated the reflective constructs (three first-order dimensions comprising cognitive, affective, and activation) and found reliable and valid reflective constructs. The authors then proceeded to assess the composite formative model of CeSE at higher-order level and resulted that CeSE is a valid composite model. Besides, the nomological network of CeSE with technology acceptance variables (e.g. behavioral intention and usage behavioral were estimated and found significant results).

This study contributes to consumer engagement literature in many directions. First, this study applies consumer engagement scale in the eSports context (i.e. eSports game brands). Second, this study notably specifies, estimates, and validates CeSE as composite model comprising cognitive, affective, and activation factors as first-order reflective constructs and CeSE as second/higher-order formative construct. Third, this study applies CCA guidelines to establish the CeSE as a composite formative measurement model and make significant methodology contribution. Fourth, this study extends the TAM model via studying CeSE as an important determinant of behavioral intention to play eSports games, which in turn impacts on eSports gaming/usage behavior.

In this digital age, the rapid technological innovation and adoption, with the increasing use of big data analytics, has raised concerns about the ability of small and medium enterprises (SMEs) to sustain the competition and innovation performance (IP). To narrow the research gap, this paper investigates the role of big data analytics capability (BDAC) in moderating the relationship between digital innovation (DI) and SME innovation performance.

This research has been carried forward through a detailed theory and literature analysis. Data were analyzed through confirmatory factor analysis and structural equation models using a two-stage approach in smartPLS-4.

Results highlight that digital service capability (DSC) significantly mediates the relationship between DI and IP. Additionally, value co-creation (VCC) directly affects digital transformation (DT), while DI has a stronger effect on DSC than IP. Furthermore, BDAC significantly moderates the relation between DSC → IP and DT → IP, whereas it has a detrimental effect on the relation between DI and IP. In addition to that, VCC, DSC, DT, DI and BDAC have a direct, significant and positive effect on IP.

This research was motivated by the practical relevance of supporting SMEs in adopting DT and the resource-based view (RBV) and technology acceptance model (TAM). This study shows that all direct and indirect measures significantly affect innovation performance, including BDAC as moderator. These findings refresh the perspective on what DT, DI, VCC, DSC and BDAC can bring to a firm's innovation performance.

This paper has contributed to DT by empirically validating a theoretical argument that suggests the acceptance and adoption of new technology. This paper aims to fill theoretical gaps in understanding BDAC and DT by incorporating the RBV and TAM theories on BDAC and DT.

Smart card-based E-payment systems are receiving increasing attention as the number of implementations is witnessed on the rise globally. Understanding of user adoption behavior of E-payment systems that employ smart card technology becomes a research area that is of particular value and interest to both IS researchers and professionals. However, research interest focuses mostly on why a smart card-based E-payment system results in a failure or how the system could have grown into a success. This signals the fact that researchers have not had much opportunity to critically review a smart card-based E-payment system that has gained wide support and overcome the hurdle of critical mass adoption. The Octopus in Hong Kong has provided a rare opportunity for investigating smart card-based E-payment system because of its unprecedented success. This research seeks to thoroughly analyze the Octopus from technology adoption behavior perspectives.

Cultural impacts on adoption behavior are one of the key areas that this research posits to investigate. Since the present research is conducted in Hong Kong where a majority of population is Chinese ethnicity and yet is westernized in a number of aspects, assuming that users in Hong Kong are characterized by eastern or western culture is less useful. Explicit cultural characteristics at individual level are tapped into here instead of applying generalization of cultural beliefs to users to more accurately reflect cultural bias. In this vein, the technology acceptance model (TAM) is adapted, extended, and tested for its applicability cross-culturally in Hong Kong on the Octopus. Four cultural dimensions developed by Hofstede are included in this study, namely uncertainty avoidance, masculinity, individualism, and Confucian Dynamism (long-term orientation), to explore their influence on usage behavior through the mediation of perceived usefulness.

TAM is also integrated with the innovation diffusion theory (IDT) to borrow two constructs in relation to innovative characteristics, namely relative advantage and compatibility, in order to enhance the explanatory power of the proposed research model. Besides, the normative accountability of the research model is strengthened by embracing two social influences, namely subjective norm and image. As the last antecedent to perceived usefulness, prior experience serves to bring in the time variation factor to allow level of prior experience to exert both direct and moderating effects on perceived usefulness.

The resulting research model is analyzed by partial least squares (PLS)-based Structural Equation Modeling (SEM) approach. The research findings reveal that all cultural dimensions demonstrate direct effect on perceived usefulness though the influence of uncertainty avoidance is found marginally significant. Other constructs on innovative characteristics and social influences are validated to be significant as hypothesized. Prior experience does indeed significantly moderate the two influences that perceived usefulness receives from relative advantage and compatibility, respectively. The research model has demonstrated convincing explanatory power and so may be employed for further studies in other contexts. In particular, cultural effects play a key role in contributing to the uniqueness of the model, enabling it to be an effective tool to help critically understand increasingly internationalized IS system development and implementation efforts. This research also suggests several practical implications in view of the findings that could better inform managerial decisions for designing, implementing, or promoting smart card-based E-payment system.

The purpose of this paper is to examine how the various supplier selections construct impacts on firm’s operational competitive capability as well as an overall performance from a developing country’s environment.

Structural equation modeling was used to study the relationship between supplier selection criteria, competitive operational capabilities and overall organizational performance using survey of informants.

In this work, the authors demonstrate that an effective supplier selection will lead to an enhanced competitive capability of the buying firm. Specifically, the authors show that selecting suppliers based on quality will lead to an improved quality of the buying firm, service will lead to improved delivery time and supplier strategic fit will lead to reduced cost, improved delivery time and improved flexibility of the buying firm. Furthermore, the buying firm competitive operational capabilities in terms of improved delivery time will lead overall performance from the Ghanaian business environment. The results indicate no significant difference between the manufacturing and service sectors.

The results indicate the relevance and the implications of the various supplier selection criteria from a developing country’s environment such as Ghana.

The research shows how supplier selection criteria should be structured to enhance operational competitive capabilities and overall performance of the buying firm.

The work illustrates and provides some insights and build on the literature in the area of supply selection strategies from a developing country’s environment.

To determine the relationship among covariates used in financial distress studies.

The study selects four specific bankruptcy studies and employs canonical correlation analysis to determine the relationship among the different variable sets that these studies used as predictors of financial distress. Canonical correlation analysis identifies the relationship and provides an indication of the amount of redundancy that exists between two variable sets. The four studies are representative of the genre, similar as to choice of statistical technique, and frequently cited by researchers.

The research findings indicate that the relationships between the alternative variable sets are very weak and alternative variable sets do not represent similar financial relationships. Redundancy coefficients suggest that, if one variable set is redundant to another variable set, it is because the redundant variable set, is much smaller than the predictor variable set.

The results suggest that there is not much similarity among the variable sets used in financial distress studies; to the extent that there is any similarity, it is due to variables common to each set or one variable set being larger than the other variable set. Ad hoc variable selection in financial distress studies results in the use of alternative variable sets containing heterogeneous variables unrelated to one another.

A common criticism of financial distress research is that a theory of corporate failure does not exist. Variable selection is not prompted by economic theory but is based upon suggestions in the literature, the success of variables in earlier studies, or the selection of a large set of variables with an accompanying data reduction procedure. Despite nearly 30 years of research in the area, the absence of an inter‐correlational structure among alternative variable sets highlights the atheoretical nature of financial distress research.

In response to the problem of insufficient traction/braking adhesion force caused by the existence of the third-body medium on the rail surface, this study aims to analyze the utilization of wheel-rail adhesion coefficient under different medium conditions and propose relevant measures for reasonable and optimized utilization of adhesion to ensure the traction/braking performance and operation safety of trains.

Based on the PLS-160 wheel-rail adhesion simulation test rig, the study investigates the variation patterns of maximum utilized adhesion characteristics on the rail surface under different conditions of small creepage and large slip. Through statistical analysis of multiple sets of experimental data, the statistical distribution patterns of maximum utilized adhesion on the rail surface are obtained, and a method for analyzing wheel-rail adhesion redundancy based on normal distribution is proposed. The study analyzes the utilization of traction/braking adhesion, as well as adhesion redundancy, for different medium under small creepage and large slip conditions. Based on these findings, relevant measures for the reasonable and optimized utilization of adhesion are derived.

When the third-body medium exists on the rail surface, the train should adopt the low-level service braking to avoid the braking skidding by extending the braking distance. Compared with the current adhesion control strategy of small creepage, adopting appropriate strategies to control the train’s adhesion coefficient near the second peak point of the adhesion coefficient-slip ratio curve in large slip can effectively improve the traction/braking adhesion redundancy and the upper limit of adhesion utilization, thereby ensuring the traction/braking performance and operation safety of the train.

Most existing studies focus on the wheel-rail adhesion coefficient values and variation patterns under different medium conditions, without considering whether the rail surface with different medium can provide sufficient traction/braking utilized adhesion coefficient for the train. Therefore, there is a risk of traction overspeeding/braking skidding. This study analyzes whether the rail surface with different medium can provide sufficient traction/braking utilized adhesion coefficient for the train and whether there is redundancy. Based on these findings, relevant measures for the reasonable and optimized utilization of adhesion are derived to further ensure operation safety of the train.

In times of crisis, such as the Covid-19 global pandemic, journalists who write about biomedical information must have the strategic aim to be clearly and easily understood by everyone. In this study, we assume that journalistic discourse could benefit from language redundancy to improve clarity and simplicity aimed at science popularization. The concept of language redundancy is theoretically discussed with the support of discourse analysis and information theory. The methodology adopted is a corpus-based qualitative approach. Two corpora samples with Brazilian Portuguese (BP) texts on Covid-19 were collected. One with texts from a monthly science digital magazine called Pesquisa FAPESP aimed at students and researchers for scientific information dissemination and the other with popular language texts from a news Portal G1 (Rede Globo) aimed at unspecified and/or non-specialized readers. The materials were filtered with two descriptors: “vaccine” and “test.” Preliminary analysis of examples from these materials revealed two categories of redundancy: paraphrastic and polysemic. Paraphrastic redundancy is based on concomitant language reformulation of words, sentences, text excerpts, or even larger units. Polysemic redundancy does not easily show material evidence, but is based on cognitively predictable semantic association in socio-cultural domains. Both kinds of redundancy contribute, each in their own way, to improving text readability for science popularization in Brazil.

Researchers often use partial least squares structural equation modeling (PLS-SEM) to estimate path models that include formatively specified constructs. Their validation requires running a redundancy analysis, which tests whether the formatively measured construct is highly correlated with an alternative measure of the same construct. Extending prior knowledge in the field, this paper aims to examine the conditions favoring the use of single vs multiple items to measure the criterion construct in redundancy analyses.

Merging the literatures from a variety of fields, such as management, marketing and psychometrics, we first provide a theoretical comparison of single-item and multi-item measurement and offer guidelines for designing and validating suitable single items. An empirical comparison in the context of hospitality management examines whether using a single item to measure the criterion variable yields sufficient degrees of convergent validity compared to using a multi-item measure.

The results of an empirical comparison in the context of hospitality management show that, when the sample size is small, a single item yields higher degrees of convergent validity than a reflective construct does. However, larger sample sizes favor the use of reflectively measured multi-item constructs, but the differences are marginal, thus supporting the use of a global single item in PLS-SEM-based redundancy analyses.

This study is the first to research the efficacy of single-item versus multi-item measures in PLS-SEM-based redundancy analyses. The results illustrate that a convergent validity assessment of formatively measured constructs can be implemented without triggering a pronounced increase in survey length.