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This paper aims to clarify a situational factor that might interfere with the intended outcome of a cause-related marketing (CRM) ad on social network sites (SNSs): statements about the motivation of the sponsoring company for supporting a social cause. This study also aims to explore how highly skeptical consumers and consumers with lower levels of skepticism differ in their responses to CRM ads.

In Study 1, a total of 409 college students took part in an online experiment through Qualtrics. The online experiment followed a 2 (statement of motivations: both of firm and public benefits vs public benefit only) × 2 (skepticism: high vs low) between-subjects design. Skepticism was determined post hoc as a two-category variable to analyze its effect on the relationship between the statement of motivations and attribution. In Study 2, a total of 533 adults took part in an online experiment. Multigroup analysis was used to test the hypotheses.

This study found that firm’s acknowledgments of firm-serving motivation, as well as of public-serving motivation, could be an effective marketing strategy to reduce consumer skepticism about the firm’s motives. The procedure by which a consumer perceived and evaluated the motives of a company determined the effectiveness of the company’s CRM ads. Temporary state of skepticism induced by an attributional thinking process is found to play a significant role in diminishing perceived corporate credibility. Finally, a consumer’s perception of a company’s credibility has a great impact on their intention to join that company’s brand page.

This study advances theories about consumers’ defensive mechanisms that can help predict their favorable responses to the brand pages featuring CRM on SNSs.

This study extends previous literature by directing academic attention to consumers’ perceived attribution as a theoretical mechanism that can help predict consumers’ favorable responses to brand pages featuring CRM on SNSs. This study also extends previous research on skepticism by showing that consumer skepticism can be either an enduring trait or a temporary state. The findings suggest that marketers may be able to inhibit the development of consumer skepticism by publicly stating the potential firm-serving benefits of its actions.

This paper aims to examine the effect of customer-to-customer (C2C) interaction while using a service on the willingness of consumers to engage in altruistic customer participation (CP) or co-production efforts aimed at helping other customers. It further examines the role of consumer skepticism toward the service category in moderating the effects of C2C interaction on altruistic CP and customer satisfaction.

A survey methodology was used to collect data from 374 consumers of health-care services in India. The data collection involved interviews of patients visiting diabetes clinics and focused primarily on the interaction between customers and their willingness to participate in educating members of the community on diabetic self-care.

The analysis shows that C2C interaction positively affects customer satisfaction and willingness to engage in altruistic CP. Consumer category skepticism does not moderate the effect of C2C interaction on customer willingness to engage in altruistic CP. However, category skepticism does have the moderating effect of significantly reducing the positive effect of C2C interaction on customer satisfaction.

Data for this study were collected via interviews of consumers in India. Each consumer was interviewed by a trained interviewer. Although the authors do not detect any systematic influence in the results, the possibility of bias is acknowledged. Regarding the research implications, the finding that category skepticism does not moderate the effect of C2C interaction on willingness to engage in altruistic CP suggest that ultimately consumers may have stronger commitment and loyalty to themselves and that their relationships with the firm’s might be peripheral.

The study finds that consumer skepticism toward a service category can have adverse effects for service co-creation. The authors advise managers in troubled industries not to focus exclusively on improving brand differentiation but to also consider working with major industry players and regulators to address the deepest fears of consumers.

The findings have implications for the service dominant logic of marketing in that it suggests that category skepticism is disruptive to the value integration process on which service co-creation relies for value creation. This has strong implications for how managers should structure their interaction processes with customers and for future research that seeks to them prove customer productivity.

Organizational cynicism is on the increase. The purpose of this paper is to explore how dispositions promote cynical attitudes and how to mitigate the negative impact of organizational cynicism for employees.

The data consisted of two samples (n=312 and n=529) of employed adults. All participants completed online surveys containing the variables of interest. The hypothesized model was tested using structural equation modeling.

Low levels of core self-evaluation (CSE) predict organizational cynicism which, in turn, mediates the relations between CSE and job attitudes. Importantly, the authors find that supervisory support moderates both the relations between CSE and organizational cynicism and organizational cynicism and job satisfaction.

Little research has directly assessed the role of dispositions in the development of organizational cynicism. The authors suggest that CSE contributes to the development of cynical attitudes. Further, the authors demonstrate that a supportive supervisor can serve as a buffer to mitigate the expression and effects of organizational cynicism on workplace outcomes.

In this chapter, we briefly trace the history of the neo-charismatic movement and review Bass and Avolio’s full-range leadership theory (FRLT). We present the FRLT as the flame bearer of the movement, and argue that it should be used as a platform to integrate similar leadership theories. We identify conditions that may moderate the factor structure of the FRLT, and review the validity of the Multifactor Leadership Questionnaire – the instrument underlying the FRLT. Furthermore, we identify theoretical deficiencies in the FRLT and propose the addition of a broad class of behaviors labeled instrumental leadership, which, we argue, is distinct from transformational, transactional, and laissez-faire leadership. Finally, we discuss the utility of dispositional variables in predicting the emergence of leadership.

The purpose of this paper is to present a discussion of the ways that personality tests have been used in accounting research.

The paper is structured as a literature review of the personality testing area, with particular emphasis on its application in accounting research.

The idea of personality impacting accounting has received some attention in recent years. However, it is an understudied area and the research to date is somewhat inconclusive. The findings are that over the last decade personality psychologists have made significant advances in personality theory and measurement. This paper summarizes: the theory of personality; the two most common personality typologies (i.e. the Jungian psychology‐based Myers‐Briggs Type Indicator (MBTI) and the Five Factor Model (FFM); and discusses the application of personality in accounting research.

It is somewhat problematical to draw precise boundaries that include all relevant studies, and yet exclude appropriately distant ones, as there are a number of constructs that may, or may not, be considered to be “personality”. Another limitation is that the research studies published so far do not all agree one with another.

The conclusion reached is that, while there is a role for personality/accounting research using both MBTI and FFM, research using the FFM is particularly important for analytical and predictive research in this area and to triangulate previous MBTI studies.

As a literature review, there is little that is intrinsically new here, but the juxtaposition of different approaches and findings will be informative to researchers in the area and, to a lesser extent, practitioners.

Reorganizing schools and managing through teams is seen as a way to achieve school goals, especially in educational contexts that are highly focused on measurable student achievements. This shift to shared leadership requires principals to play a key role in promoting school management team (SMT) outcomes. Accordingly, this study aims to investigate how principals' personality traits and behavior complement each other and combine in an integrative model of SMT effectiveness. Specifically, the research aims to examine the mediating role of principals' internal and external boundary activities between principals' traits from the Big Five typology, namely, extraversion, conscientiousness, agreeableness, openness to experience and neuroticism and SMT effectiveness.

Data were collected from two sources to minimize problems associated with same-source bias. In total, 92 SMTs and their principals from 92 public schools in Israel participated in the study. Overall, 295 SMT members and 92 principals were included in the sample. Data were aggregated at the school level of analysis. The theoretical model was tested with structural equation modeling. The bootstrapping procedure, to ascertain the presence of indirect effects, was employed.

The findings of structural equation modeling indicated that principal external activities partially mediated the relationship of conscientiousness and extraversion to SMT effectiveness, providing support for an integrated trait–behavioral model of leadership for SMT effectiveness.

As schools involve increasingly interconnected professional networks based on relationships, acknowledging that SMT effectiveness may be influenced by principals' personality traits that translate into leadership behavior may clarify the implications of principals' traits for educational teams. Importantly, the proposed integrative model points to possible mechanisms linking principal traits, behaviors and effectiveness by positioning principals' boundary activities as one possible mechanism through which principal traits facilitate SMT effectiveness. The findings can help deepen our understanding of which kinds of principals engage in boundary activities, contributing to the discussion of what factors influence principals' practices with implications for school managers' selection practices.