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This study aims to investigate salespersons’ self-monitoring and its effect on adaptive selling behavior. As salespeople are constantly facing different customers with various needs and want and engaging in a different sales situation, salespeople must deploy their inner capabilities in practicing adaptive selling behavior during and across sales interactions. This study also investigates the impact of salesperson’s intrapersonal leadership – where leadership stems from the individuals with the purpose to influence oneself.

Authors draw on the social cognitive theory of self-regulation to develop our model and examine the relationship between self-monitoring, thought self-leadership and adaptive selling behavior. We empirically test the model using data from 335 pharmaceutical salespeople working across several countries in Asia.

The results support the role of self-monitoring and thought self-leadership as antecedents to adaptive selling. Further, the results suggest that self-monitoring positively moderates the relationship between thought self-leadership and adaptive selling behavior. In light of these results, we explore implications and limitations and conclude by suggesting directions for further research.

The sampling method used was convenience sampling, which may limit the theoretical generalization of our results across all emerging markets. Moreover, this study examines the direct impact of self-management mechanism on adaptive selling behavior and the way it interacts with salesperson's thought self-leadership to strengthen adaptive selling behavior. However, the research model does not include organization-level drivers.

This study makes an important and original contribution to sales literature by demonstrating the direct and interaction effects of self-monitoring mechanism on a critical component of a business to business sales process, adaptive selling behavior. Results from this study highlight the critical importance of cognitive processes that drives positive selling behavior.

This paper aims to study the impact of individual relationships on tacit knowledge sharing in the company setting of compulsory bond, expressive bond, instrumental bond and self-monitoring by empirical explorations.

The paper raises seven hypotheses that focus on the impact of employees’ relationship with tacit knowledge sharing in knowledge-intensive industries and positions based on relationship theory. Before distributing the formal questionnaires, a pre-research was done in a college by collecting comments and suggestions so as to correct and modify the questionnaires. A four-page questionnaire based on the Likert scale with 45 questions was used for data collection, and 210 valid questionnaires were collected from a research institute, a software company and an educational institute. Finally, SPSS17.0 was used to analyze these data, including reliability analysis, validity analysis, correlation analysis and regression analysis, etc.

The findings include: there is a positive correlation between employees’ compulsory bond and the efficiency of tacit knowledge sharing; there is a positive correlation between employees’ expressive bond and the efficiency of tacit knowledge sharing; there is a negative correlation between employees’ instrumental bond and the efficiency of tacit knowledge sharing; the more apt employees are at self-monitoring, the more effectively they will share tacit knowledge; the interaction between compulsory bonds and self-monitoring has a positive and stimulating impact on tacit knowledge sharing; the interaction between expressive bonds and self-monitoring has a positive and stimulating impact on tacit knowledge sharing; and the interaction between instrumental bonds and self-monitoring has a certain impact on tacit knowledge sharing.

However, the efficiency of tacit knowledge sharing cannot be measured easily and how to share the tacit knowledge based on employees’ relationships should be further concerned by knowledge industries.

This paper illustrates multiple, in-depth approaches to research on knowledge sharing. It shows why it is important to pay attention to employees’ relationships during the process of tacit knowledge sharing. The author argued some key factors such as compulsory bond, emotional bond and self-monitoring that may have a certain impact on the tacit knowledge sharing. The paper also further discussed the influence on the sharing of tacit knowledge as for the interaction between different relationship types and self-monitoring.

The knowledge is critical to enhance enterprises’ performance, and it will become more useful when the new knowledge is shared with others. However, tacit knowledge cannot be measured easily, and how to share the tacit knowledge based on employees’ relationships should be further concerned by knowledge industries. A series of findings are proposed in this paper.

Integrating the knowledge of different individuals, of which 90 per cent is tacit knowledge, in an organization that engages in producing products and providing service is instrumental to the sustainability and productivity of that organization. This study addressed the factors and dynamics of tacit knowledge sharing that can be used in knowledge management to effectively capture, store and disseminate tacit knowledge across an organization.

This paper aimed to explore the influence of envy on impulsive consumption from aspects of the internal psychological mechanism and boundary conditions.

Based on social comparison theory, four studies were conducted in this research: The first study explored the effect of envy on impulsive consumption; the second study explored the moderating effect of self-monitoring and the mediating effect of materialism; the third study explored the moderating effect of product type and the fourth study explored the effectiveness of social comparison contexts on the arousal of envy.

Study 1 showed that envy could significantly trigger consumers' impulsive consumption. Study 2 indicated that participants experiencing self-monitoring had a higher level of materialism and a stronger propensity to consume impulsively once the emotion of envy emerged. Study 3 suggested that when participants were more envious, their levels of materialism increased with more impulsivity to buy material products. Study 4 revealed that upward comparisons led to a higher level of envy and re-validated the mediating role of materialism between envy and impulsive consumption.

This study provides evidence for the association between envy and consumer behaviour and clarifies the underlying mechanisms of the relationship between envy and impulsive consumption.

Marketers could take advantage of consumers' envy after social comparisons without damaging brand image.

First, this study extended the effects of envy on consumer decisions, suggesting that envy stimulates impulsive consumption by increasing consumers' materialism. Second, this study revealed the boundary condition of product type, namely, material and experiential.

People differ in the extent to which they dispositionally monitor their projected images, expressive behavior and self-presentation according to the contingencies of the situations. Building on Snyder’s self-monitoring theory, this paper aims to assess the influences of self-monitoring on entrepreneurial intention and explain the process responsible for these effects. Because high self-monitors and low self-monitors differ in their ability to adapt their self-presentation and patterns of behaviors to the contingencies of the situation, it was reasonable to suspect that chameleon-like high self-monitors will be more prone to entrepreneurship than true-to-themselves low self-monitors.

Based on a sample of 296 respondents, a self-administered questionnaire assessing the attitude toward entrepreneurship, risk aversion, entrepreneurial intentions and the four dimensions of self-monitoring (acting ability, extraversion, other-directedness and speaking ability), and other control variables was conducted.

The findings of this study generally support that self-monitoring has relevance in predicting an individual’s entrepreneurial intentions. Because high self-monitors have more acting and speaking abilities, are more extroverted and are more concerned with how others perceive them than are low self-monitors, they would be more likely to start a business and become business owners as they possess favorable attitudes toward entrepreneurship. The overall result regarding risk aversion fails to support a mediating relationship between self-monitoring and entrepreneurial intentions. However, at the same time, the findings confirm that risk aversion directly reduces entrepreneurial intention.

The findings expand the implementation of Snyder’s self-monitoring theory in the entrepreneurship arena and make an important contribution to the many additions and alterations that have been implemented to the theory of planned behavior in the entrepreneurship literature to better explain entrepreneurial intentions and behaviors. The results add to these works by demonstrating that self-monitoring is a trait that influences the attitude toward entrepreneurship. Also, attitude toward entrepreneurship was found to be a mediator of the relationship between self-monitoring and entrepreneurial intentions. The limitation concerns the use of a convenience sample of students and cross-sectional data.

The outcomes of this study suggest greater utility for developers of educational curriculums, training programs and start-up knowledge in entrepreneurship. Targeting high self-monitors for training and educational programs in entrepreneurship and including the dimensions of self-monitoring, particularly acting abilities, speaking abilities, extraversion and other-directedness, in entrepreneurship training content will make these programs more successful, offered to the correct target and able to provide personalized content. Building on these results, governments, policymakers, nonprofit organizations and universities who are concerned about the encouragement of entrepreneurial spirit might take advantage of self-monitoring in their awareness advertising campaigns.

Past research in psychology, management and marketing has provided empirical support for the major propositions of Snyder’s self-monitoring theory. Largely unaddressed, however, is the question of whether self-monitoring might be a driver to take steps to start a business. To the best of the author’s knowledge, this study is among the first studies – if not the first – to provide evidence that self-monitoring leads to more favorable attitudes and intentions in the entrepreneurship domain. The positive effects found here increase the importance of self-monitoring as an individual-difference construct that broadens the knowledge of why some people are more predisposed to entrepreneurship.

This paper aims to expand the emerging field of symbolic green consumer behavior (GCB) by investigating the impact of anticipated conspicuousness of the consumption situation on consumers’ choice of organic products. In addition, the paper also explores whether self-monitoring ability and attention to social comparison information (ATSCI) influence GCB in situations of anticipated high conspicuousness.

Two experiments test the study’s hypotheses.

The results of both experiments show that the anticipation of conspicuousness has a significant effect on GCB. Moreover, in Experiment 2, this effect is moderated by consumers’ level of ATSCI but not by their self-monitoring ability.

Because ATSCI significantly interacts with green consumption because of the anticipation of a conspicuous setting, although self-monitoring ability does not, we conclude that social identification is an important determinant of green consumption.

Marketers who focus on building green brands could consider designing conspicuous consumption situations to increase GCB.

Policymakers could enact change by making the environmental unfriendliness of non-eco-friendly products visible to the public and thus increase the potential for GCB.

The results validate the emerging understanding that green products are consumed for self-enhancement, but also expand the literature by highlighting that a key motivating factor of GCB is the desire to fit in.

In their conceptualization of the principal/agent relationship, Jensen and Meckling were not referring to a knowledge worker (KW) agent. Agency theory is extended to the context of a KW agent to identify a key role for IS/IT in facilitating the monitoring function. To test this, the dynamics of a critical principal‐KW agent relationship in the health‐care industry are investigated. It is demonstrated that IS/IT goes beyond just alleviating the agency problem to enabling the KW agent to perform “self‐monitoring”. The results are significant for health care, agency relationships and the use of IS/IT with knowledge workers.

The purpose of this study was to investigate tendency to gossip, self-monitoring and fashion leadership among young adult consumers in two cultures: US and South Korean.

A survey was conducted using a convenience sample of 690 (278 US; 412 Korean) university students. Data were analyzed using MANOVA, ANOVA, descriptive statistics, χ2 and Cronbach’s alpha reliability.

Compared with US participants, Korean participants scored higher on tendency to gossip and lower on self-monitoring, the two subscales of self-monitoring (ability to modify self-presentation; sensitivity to the appearance of others), and fashion innovativeness and opinion leadership. In both cultures, fashion leaders scored higher on self-monitoring and tendency to gossip than fashion followers, and high self-monitors scored higher on tendency to gossip than low self-monitors. Results of this research supported Hofstede’s (1980) theory of cultural dimensions as appropriate for examining differences among fashion consumers from different countries.

Results cannot be generalized to other population groups or cultures. Further research should include data from participants in different countries and of different ages thereby contributing to the generalizability of the results.

The findings of this study suggest that gossip, especially in collectivist cultures such as South Korea, can increase brand image and serve as a useful marketing tool. Social media is one way to initialize word-of-mouth communication about a brand.

This is the first study to compare gossip and self-monitoring among fashion consumers in two different cultures.

This study is aimed at testing hypotheses regarding relationships between self‐monitoring of educational administrators and a number of personal, organizational, and community variables. Using the Self‐Monitoring Scale, data were collected from a random sample of superintendents and principals of schools in Illinois. After establishing discriminant validity of the S‐M Scale, multiple regression was used for data analysis. The central finding is that urbanity of the community, cost per pupil, and age of the administrator are significant predictors of self‐monitoring. An important implication is that behaviour of high self‐monitoring administrators may be viewed as having both positive and negative effects in regard to the extent to which they can exercise personal judgment and follow their own convictions. A couple of issues are raised for which further research is needed.

This study examines the contextual variables that can curb the negative effects of role conflict on job satisfaction and enhance the positive effect of job satisfaction on creativity and service performance. More specifically, adopting the job demands-resources theory, the authors explore the interactive effect of frontline employee (FLE) self-monitoring and FLE-manager trust on the relationship between role conflict and job satisfaction. Extending this line of inquiry, the authors adopt social identity theory and analyze the moderating effect of FLE-manager identification on the relationship between job satisfaction and creativity and between job satisfaction and service performance.

Dyadic data utilizing 122 responses from FLEs and their managers were obtained from FLEs working with a major financial services firm in India. Structural equation modeling and PLS were used to assess the hypothesized relationships.

The negative relationship between role conflict and job satisfaction is reduced at higher levels of FLE self-monitoring and FLE-manager trust. Furthermore, FLE manager identification accentuates the effect of job satisfaction on creativity and service performance.

Organizations should invest in developing FLEs' personal and job-related resources to reduce the deleterious effects of role conflicts on FLEs' job outcomes. Specifically, managers should hire FLEs who are high in self-monitoring while enhancing FLE-manager trust and FLE-manager identification.

Role conflict is inevitable in a service job and can have serious negative downstream consequences. Hence, the study explores the important contextual factors that can help an organization develop policies to reduce the negative effects of role conflict.

The purpose of this paper is to explore if experience stimulates or stifles creativity. It shows that accumulation of work experience improves an individual’s judgment and reduces divergent thinking of creativity.

This study examines the factors influencing individual creativity, including the impact of work experience, using 509 responses to questionnaires from 500 top construction companies. The research hypothesis is evaluated using structural equation modeling.

The main factors affecting individual creativity are a positive mind-set, self-directed learning, and low self-monitoring. Self-directed learning has the greatest influence on the creativity of individuals with accumulated work experience, while low self-monitoring influences the creativity of people with less work experience.

A better way to study individual creativity is longitudinal research, which involves long-time observation of the life cycle of creativity among organizational members, who are like products with a life cycle. Further study is necessary to show why some members are creative only for a short time (short life cycle) while some are creative for a longer (very long life cycle) period.

This study finds that employee creativity derives from the self-directed learning process as it helps to accumulate experience. This result indicates that construction firms can train employees to improve their self-directed learning and boost creativity. Experienced workers need more attention because they are trapped in their previous experience and it is difficult to train them.