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This study aims to investigate the effect of color temperature on consumption. Color is one of the most powerful elements of sensory marketing. However, how warm and cool colors drive consumer indulgence and interact with other visual cues is minimally understood.

This research conducts six experiments to investigate the effect of eight warm and cool colors and the effect of warm/cool color’s interaction with reflectance on indulgent consumption/use in various retail environments.

Studies 1a and 1b support the contrasting effects of warm vs cool colors on consumers’ indulgent consumption. Studies 2a and 2b establish the serial mediating role of arousal and self-reward focus in the color-indulgence relationship. Study 3a demonstrates the interactive effect of warm (vs cool) colors and glossy (vs matte) reflectance on consumer indulgence, and Study 3b confirms how glossy (vs matte) reflectance moderates the serial mediating effect of arousal and self-reward focus in the color-indulgence relationship.

This research contributes to the growing stream of research on the visual aspect of sensory marketing, especially color, and advances the theoretical knowledge of how color could be used effectively to influence consumer indulgence.

This research provides actionable managerial implications on the effective use of warm and cool colors and glossy and matte reflectance to influence consumer indulgence.

This research advances the theoretical and empirical knowledge of color’s interaction with other visual sensory cues and the underlying psychological processes shaping consumer indulgence.

This study aims to develop a framework that explains how and when telework is related to emotional exhaustion and task performance, by conceiving work overload as a mediator and self-leadership as a moderator. For this purpose, two studies were conducted. Study 1 aims to understand whether telework would be related to emotional exhaustion and task performance and if work overload would mediate such relationships. Study 2 aims to analyze whether self-leadership was a significant moderator of the mediated relations found in Study 1.

The hypotheses were tested in a sample of 207 (in Study 1) and 272 (in Study 2) participants, which were exclusively teleworking. The results were analyzed using PROCESS macro in SPSS.

The results of Study 1 showed that telework dimensions were negatively related to work overload, which consequently decreased emotional exhaustion and increased task performance. In Study 2, self-leadership moderated the indirect effect of work overload on the relationship between telework and emotional exhaustion, such that the indirect effect was stronger for those who scored higher in self-leadership. However, it was not significant for task performance.

This paper adds to research on telework by focusing on the employee's mental health and performance, in the context of mandatory confinement. The authors identified telework dimensions that may act as resources to cope with the increased work overload inherent to telework, as well as the importance of personal resources in these relationships.

The purpose of this paper is to deepen the understanding of the predictors and outcomes of knowledge sharing in a franchise system. An integrative framework is proposed to examine the influence of franchisee self-leadership on knowledge sharing and its subsequent influence on franchisee satisfaction and compliance.

On the basis of a survey of 111 franchisees of two leading bakery franchise brands in Korea, this study confirmed data validity and tested hypotheses by adopting partial least square–structural equation modeling.

Regarding the predictor of knowledge sharing, this research found that franchisee self-leadership has a positive effect on knowledge sharing. As outcomes, it found that active knowledge sharing has a positive effect on franchisee satisfaction and compliance. This study also shows that knowledge sharing mediates the relationship between self-leadership and franchisee satisfaction.

This research advises franchisors to actively develop programs and communication channels for knowledge sharing with franchisees to induce high levels of compliance and satisfaction. Furthermore, as selecting potential franchisees is key to the success of franchising, this research highlights the significance of self-leadership as a crucial personal trait of franchisees.

Despite the rapidly growing academic interest in franchise knowledge sharing, sparse theoretical approaches and empirical evidence are available. To address these limitations, this research presents an integrative model and empirical evidence.

While new product introductions can potentially promote growth and benefit for brands, it remains unclear how marketers can develop effective communication strategies to increase the chance of success for new products. The present research investigates the role of cuteness in leveraging the effectiveness of a narrative emphasizing an insight versus an effort in this regard.

This research presents two experimental studies. Study 1 examines the moderating role of cuteness on the likelihood of purchasing a new product featuring an insight-based (vs effort-based) narrative. Study 2 extends the findings of Study 1 using different stimuli and establishes the underlying mechanism.

Results show that when a cuteness appeal is present, an insight-based (vs effort-based) narrative will lead to a higher purchase likelihood. However, these differences do not emerge when a cuteness appeal is absent (a control condition). Further, perceived brand creativeness will mediate this effect.

The findings of this research contribute to the literature on lay belief of creativity, cuteness, and product narrative, as well as managerial implications on how to promote new products.

This research aims to examine the influence of Chief Executive Officer (CEO) dark triad traits, follower COVID-19 anxiety and self-leadership on follower evaluations of the effectiveness of organizations’ response to the COVID-19 pandemic crisis.

In this paper data were collected over two time periods. At time 1, mid-October 2021, 650 participants responded to questions on their CEO’s leadership traits and self-leadership. At time 2, (3-week lag) 275 matched individual responses provided followers’ evaluations of the effectiveness of the organization’s COVID-19 response and follower self-leadership.

CEO dark triad traits had direct and indirect negative effects on followers’ evaluations of the organization’s COVID-19 response (through COVID-19 anxiety). Follower self-leadership mitigated the negative effects.

By examining the moderating role of self-leadership, we can offer organizations evidence-based strategies to mitigate some harmful effects of leaders exhibiting dark triad traits.

Given that organizations are still dealing with the ongoing ramifications of COVID-19 and planning for future crises, our findings emphasize the negative effects of dark traits on COVID-19 anxiety, and in turn, on follower’s evaluation of effective organization response to a crisis, highlighting the importance of top-level leader selection.

Our results bolster Manz’s (1986) argument that self-leadership might be key to achieving peak performance in organizations and important for follower well-being.

This study of dark traits is especially important in a crisis context to understand how leaders affect followers’ perceptions about organizational outcomes and factors that might mediate or moderate the negative impact. Despite interest in understanding leadership during a crisis, the majority of research is focused on positive traits of leaders (Palmer et al., 2020).

Cute products have found market success. The literature has identified various factors of cuteness, but the effect of size is under-addressed. This study aims to investigate whether and how size perception influences consumers’ cuteness perception.

In three experiments, size was manipulated in terms of visual cue, product description and product name to determine its impact on cuteness perception.

The results of the three experiments demonstrate that a size cue of smallness can heighten consumers’ perception of product cuteness. The first two studies provided converging evidence for the main hypothesis that smaller objects are evaluated as cuter. Study 3 not only replicated the findings of the first two studies but also revealed that vulnerability acts as the underlying process for the smallness-cuteness relationship. Study 3 also showed that the purchase likelihood for an extended product warranty is higher in the small condition compared to the control condition.

While the findings were robust across product types and size manipulations, possible boundary conditions related to product types or individual characteristics were not tested.

The findings suggest how brand managers can use size perceptions to influence consumers’ perceptions of the cuteness of their products and brands.

The findings inform brand managers about the nuances of size cues that may affect how customers perceive their products and identify a more generally applicable cuteness factor that may have downstream implications for marketing practitioners.

This paper aims to identify how cute packaging design elements can influence young adult purchases of unfamiliar products, especially the perceived old-fashioned ones.

Two studies were conducted systematically with 240 young adults. The first study manipulated product characters, fonts, colors and storytelling styles to determine the cutest packaging elements. Packaging samples containing the cutest elements from Study 1 were tested for their effect on purchase intention in Study 2, moderated by product familiarity.

Anthropomorphized product characters, curvy, handwritten-like fonts, a mixture of colors and superhero story-like product information were considered the whimsically cutest packaging elements by young adults. Whimsically cute packaging design can bridge consumer product unfamiliarity and generate higher purchase intention.

Whimsically cute packaging design could be a promising alternative for marketers promoting unfamiliar products to young adult consumers.

This study's findings complement existing literature on cute packaging design, whimsical cuteness and extrinsic cue utilization theory.

Examines the relationship between the dimensions of self‐leadership behavioural‐focused strategies, job satisfaction and team performance. It also evaluates the extent to which job satisfaction mediates the influence of self‐leadership behavioural‐focused strategies on team performance.

Involves a questionnaire‐based survey of employees from a manufacturing organisation operating in Australia. A total of 304 useable questionnaires were received from employees who are engaged in self‐managing activities. These were subjected to a series of correlational and regression analyses.

There are three major findings in this research. First, the relationship between self‐leadership behavioural‐focused strategies and job satisfaction is direct, positive and significant. Second, the relationship between job satisfaction and team performance is positive and significant. Finally, the results have clearly shown that job satisfaction mediates the relation between self‐leadership behavioural‐focused strategies and team performance.

The cross‐sectional nature of the study renders it vulnerable to some problems so that future studies should measure self‐leadership behavioural‐focused strategies, job satisfaction and performance using longitudinal data and/or data from multiple sources.

The study suggests that organisations emphasising empowerment should utilise training programs aimed at developing employees' self‐leadership behavioural‐focused strategies that focus on self‐assessment, self‐reward and self‐discipline.

The paper is the first to examine self‐leadership behavioural‐focused strategies influences through a covariance structure analysis. It also clarifies the mediating affects of job satisfaction on the self‐leadership behavioural‐focused strategies/team performance relationship.

Self-leadership (SL) involves the strategic management of people's perceptions and behaviours to enable them to set directions, identify their needs and work effectively. Here, an instrument was developed to measure SL of employees, organisations and managers in Thailand context.

Questions were developed for a questionnaire based on concepts and theories and validated using exploratory factor analysis (EFA) and confirmatory factor analysis (CFA) along four performance dimensions. Research samples were employees in the accommodation industry in Thailand. Factor analysis results confirmed the questionnaire as a reliable SL instrument with acceptable composite reliability (CR), average variance extracted (AVE) and convergent and discriminant validity.

Four factors of SL were identified as self-visualising and goal setting, self-reward and positive thinking, self-observation and cueing and self-talking and evaluating beliefs comprising 21 items. Factor analysis confirmed the validity of the questionnaire as a reliable SL tool as evidenced by a CR of 0.811 and AVE of 0.526 with acceptable convergent and discriminant validity criteria.

Results were limited to a single group sample of accommodation and cross-sectional design and should be carefully considered for application in different situations.

Findings regarding the four performance dimensions suggest that this SL scale questionnaire can be applied to different businesses and settings either as is or with slight modifications.

Our SL scale is novel and serves as an excellent instrument to measure the behavioural perception of employees.

Although the role of self-leadership is important, it remains understudied in business-to-business (B2B) selling context. This study aims to provide insights into the drivers and outcomes of behavioral self-leadership tested through a sample working in pharmaceutical sales in an emerging economy. In accord, the authors investigate the relationships between self-efficacy, behavioral self-leadership, adaptive selling and ultimately sales performance. This study also investigates the moderating role of technical knowledge.

Data were gathered from 208 salespeople working in pharmaceutical industry. AMOS 21.0 and SmartPLS3.0 were utilized to test the conceptual framework.

The study finds that self-efficacy is positively related to behavioral self-leadership that in turn is positively related to adaptive selling and sales performance. In addition, counter intuitive findings were uncovered related to salesperson’s technical knowledge. Those with high technical knowledge exhibited weaker relationship between self-efficacy and behavioral self-leadership, behavioral self-leadership and adaptive selling and that between behavioral self-leadership and sales performance than their counterparts with low technical knowledge.

This study extends work on self-leadership by exploring the effect of self-efficacy and behavioral self-leadership on sales performance. This study also extends the theory on salesperson’s knowledge by proposing the counter-intuitive effect of knowledge and self-efficacy and knowledge and behavioral self-leadership on adaptive selling and sales performance.

Sales managers should consider that not all employees indulging in behavioral self-leadership would reap benefits from the same. As such, sales managers should assess the level of technical knowledge of the salesforce and when determining their training programs that develop such self-leadership skills.

The study is one of the first to consider the drivers and outcomes of behavioral self-leadership and technical knowledge in a B2B sales context. By focusing on the interplay between knowledge and self-efficacy and knowledge and behavioral self-leadership, this study provides greater understanding of the effects of behavioral self-leadership than previously expected by sales researchers.