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Co-operative managers must invest appropriately to strengthen member relationships, such as by initiating corporate social responsibility (CSR) actions or providing members with more relational benefits. This paper aims to investigate how members’ motives (collectivistic vs individualistic) might influence the effectiveness of these investments in terms of enhancing members’ trust and loyalty intentions.

This research combines an exploratory approach, based on six focus groups, with a confirmatory approach based on a field study and two scenario-based experiments.

Members tend to regard the two motives in contest and infer a “more CSR versus more benefits” arbitration effort by co-operatives, such that they appear to prioritize one motive over the other. Members with individualistic motives principally support co-operatives’ arbitration toward relational benefits, so the positive effects of CSR initiatives on their trust and loyalty intentions are weaker (Study 1). Both CSR and relational benefits can be more or less efficient, depending on members’ motives (Study 2).

Reflecting their contrasting motives, members infer arbitration by co-operative managers, reflected in their “more CSR versus more benefits” belief. This insight and the related implications for trust and loyalty intentions have not been addressed in prior research.

Managers can avoid the negative consequences of “more CSR versus more benefits” inferences by ensuring a good fit between their investments and their members’ prevailing motives. If members have more collectivistic (cf. individualistic) motives, CSR initiatives (cf. relational benefits) enhance their trust and loyalty intentions more effectively.

This research builds on previous work on members’ relationships within co-operatives and on members’ motives. Results find that the effectiveness of co-operatives’ investments to strengthen members’ loyalty intentions depends on members’ prior motives.

The purpose of this study aims to develop and test a motives-mass customization (MC) capability-performance model by dividing MC capability into product-oriented MC capability and service-oriented MC capability.

This research tests the hypothesized relationships using survey data from 277 Chinese manufacturing firms.

The results indicate that instrumental, relational and moral motives all have significantly positive impacts on product-oriented and service-oriented MC capability. The authors also find that product-oriented MC capability partially mediates the impacts of relational and moral motives on operational, environmental and economic performance, while service-oriented MC capability partially mediates the impacts of instrumental, relational and moral motives on operational, market, environmental and economic performance.

This study complements the existing MC literature by describing MC capability into two dimensions: product-oriented MC capability and service-oriented MC capability.

Drawing on multi-theoretical lenses and a combination of supply chain and business ethics literature, this study aims to investigate the role of motives in driving sustainable supply chain management (SSCM) practices and sustainable performance.

Using a sample of 205 supply chain companies in the USA, the authors apply structural equation modeling (SEM) analysis to empirically test the proposed model and seven hypothesized relationships.

Results of the study underscore the critical role of moral motives, while highlighting that all three types of motives (instrumental, relational and moral) are robust in driving SSCM practices and achieving improvement in all three dimensions of sustainable performance–economic, environmental and social.

This research can help supply chain scholars develop a more robust subfield of motivation-based SSCM research to gain a deeper understanding of how motives may differentially predict sustainable supply chain practices and performance.

The results of this study demonstrate the critical links between moral motivation and the triple bottom line (TBL) performance and suggest that managers pay more attention to moral motives in their decision-making.

This study bridges gaps in the extant literature by incorporating motivation-based antecedents, expanding the scope of SSCM practices, including the social dimension of sustainability and investigating the mediating effects of SSCM practices on the links between motives and the TBL performance.

The purpose of this paper is to present a 2 × 2-perspective of management–stakeholder cooperation in organizational issues. The model encompasses the perspectives of both management and stakeholder and bridges the two dominant views in stakeholder thinking, namely, the transactional and the relational view.

From a state-of-the-art elaboration of the stakeholder literature, this paper combines two separate perspectives on management–stakeholder cooperation.

The bilateral perspective stresses that the ease of this collaboration not only depends on the willingness of management to pursue cooperation, but also on that of the stakeholder. The double-motive perspective signifies that both parties can be dominantly motivated by either individual, issue-based reasons (transactional motives) or by the desire to establish lasting relationships (relational motives).

This paper presents a more elaborate picture of management–stakeholder cooperation by combining the transactional concept of stakeholder salience with the concepts “stakeholder reputation” and “management reputation” associated with the relational dimension.

This research aims to examine the link between personality, motives, and the choice of conflict resolution strategy in a service conflict context.

Participants' responses to a service conflict scenario were coded into strategy categories and both personality (the Big Five) and motives were measured with established scales. Differences in personality and motives across the strategies were assessed with ANOVA and the relationship between personality and motives was assessed with multiple‐regression.

While the results did not show a direct relationship between personality and choice of strategy, they did indicate an indirect link through motives. The results also show that consumers used a variety of strategies based on a mix of economic and social motives.

The results show that social motives play an important role in business conflicts. The study also supports a multi‐level perspective of personality, where basic tendencies (the Big Five) impact characteristic adaptations (motives), which are more closely related to behavior.

The results suggest that consumer behavior in dealing with conflict can be complex and that service provider cannot rely on “one best way” strategies for dealing with customers. Managers should also be sensitive to the importance that social motives play in conflict resolution, particularly the importance consumers place on fairness.

The paper illustrates how social motives play an important role in business conflicts.

The purpose of this paper is to apply psychological contract theory to the study of faculty‐doctoral student collaborations.

Through a survey of 170 doctoral students, four types of psychological contracts were investigated and reliable measures of relationship quality were developed.

The results showed that the quality of collaborations differ significantly across the four contract types. In addition, quality of collaboration varied significantly across collaborations using different research methods (e.g. laboratory work, theory building) and disciplinary paradigms (i.e. high and low consensus). Several other factors conducive to enhanced evaluation of relationship quality were also identified, including similarity in research philosophy, perceived motives for being in the research collaboration, meeting frequency, and conflict resolution.

The present study is somewhat limited in its sample, which is drawn from one university from the student perspective using self‐report measures. Future research might benefit from matching student and faculty assessments of particular collaborations.

Insights from the analyses suggest that greater awareness of the contract‐making mechanisms that operate in graduate education can help improve the quality of student experiences in research collaborations.

The framework of psychological contracts offers a novel perspective in understanding the dynamics of faculty‐student relationships.

The purpose of this paper is to examine the relationship between power distance, collectivism and relational silence; the associations between relational silence and stress; and the mediating role of relational silence in the link between power distance, collectivism and stress.

The authors conducted a survey among 1,153 highly skilled employees using a self-administered questionnaire. The authors received 813 responses from a total of 1,153 individuals. Among the 813 responses, the authors excluded 81 due to incomplete data, and thus analyzed a total of 732 responses. The overall response rate was 63.4 percent. Confirmatory factor analysis and structural equation modeling were utilized for the analyses.

The findings suggest that power distance and collectivism induce relational silence; relational silence increases stress and mediates the associations between power distance, collectivism and stress.

The present study is the first to provide empirical evidence of a link between power distance, collectivism and relational silence; the relationship between relational silence and stress; and the role of relational silence in mediating the associations between power distance, collectivism and stress.

The purpose of this research is to explore the nature of virtual tipping in live game streaming from the perspective of tippers.

This qualitative research involved six naturalistic group interviews with 27 young adult game streaming tippers in China.

The research revealed a typology of four virtual tipping exchanges – perfunctory exchange, transactional (commodity) exchange, relational (gift) exchange and hybrid exchange. The most notable finding is hybrid exchange, a synergistic hybrid of transaction and gift-giving.

The authors recommend that both streamers and streaming platforms acknowledge and accommodate both transactional and relational tipping motivations. The authors also recommend platforms to recruit skillful streamers with high emotional intelligence to better convert perfunctory tippers into tippers who tip more generously.

The result of hybrid exchange suggests going beyond the traditional commodity vs gift dichotomy to examine the potential market-gift complementary in a single exchange in the sharing economy.

The purpose of this paper is to investigate the agreement between supervisors and subordinates concerning the motives of organizational citizenship behaviors (OCB) and how the supervisors’ attributions affect their OCB ratings.

With the permission of seven large organizations in Macau, the authors conducted a survey of 500 employee-supervisor-co-worker triads. The final sample stood at 176 such triads with three hypotheses tested.

First, supervisors are more accurate when judging altruistic motives of subordinates’ OCB than with egoistic motives. Second, supervisor attribution of subordinates’ altruistic motives positively affects the supervisors’ OCB ratings. Third, employees who are motivated by altruistic motives perform more OCB actions those egoistically motivated.

The study adds to knowledge of how supervisor attribution of subordinates’ OCB motives affects their evaluation of the subordinates. It also provides evidence about the effect of OCB motives on the actual engagement in OCB. Findings of this study support the work of Organ et al. regarding the motives behind OCB and strengthen the role of attribution theory in studying OCB.

The purpose of this paper is to develop a nomological model of the dark side of expatriate–host country national (HCN) relationships by identifying and explaining the development and the types of expatriate–HCN disruptive relationship behaviors (DRBs), their antecedents and consequences.

The authors conducted semi-structured interviews (n=27) with both expatriates and HCNs, focusing on DRBs that they exhibit toward each other, the factors preceding them (antecedents) and the mechanisms through which they affect the relationship between expatriates and HCNs, as well as the outcomes of such behaviors.

The findings show that relational dysfunction emanates from multilevel differences between expatriates and HCNs, and these differences induce workplace conflicts. These conflicts increase relational (emotional, social, instrumental and opportunity) costs that render both dyadic members to evaluate their relationship and socially categorize each other negatively, thus, detaching from the relationship. This detachment then leads to disruptive relational behaviors that amplify the conflicts and detachment dynamics and worsen interpersonal and intergroup dynamics, ultimately resulting in relational breakdown.

This study possesses methodological (e.g. relatively small number of interviewees) and conceptual (e.g. high degree of comprehensiveness) limitations. However, these offer implications for further research as they open a multitude of promising research avenues that could enhance the proposed model.

This is the first study the authors are aware of that focuses on discovering and explaining the nomological network of the dark side of expatriate–HCN relationships. The use of interdependence theory to understand cross-cultural relationships is novel. As such, it delivers theoretical and empirical contributions and fosters further research efforts.