Understanding the construction of marketers’ credibility by NZ senior managers: An interpretive study

Academics report that marketers are losing their influence in the boardroom due in part to serious challenges to marketing’s credibility. Although the credibility of marketing sources has received much attention since the early 1950s, research into how individuals in business organisations construct the credibility of marketers is scarce. This study, using in-depth interviews, describes how seven senior managers from different New Zealand businesses construct the credibility of marketers. For these senior managers, the credibility of marketers is grounded in their performance in delivering commercial outcomes. The findings also suggest that senior managers construct credibility in terms of a work aspect and a social aspect of a marketer’s performance, and that both these aspects have to be present if the marketer is to be considered credible. The work aspect of performance is made up of a marketer’s Pedigree, Projects, and Pervasive Influence. The Pedigree of a marketer includes their qualifications, skills and background. A degree is usually the minimum qualification required, particularly for more senior marketing roles. Skills expected from marketers include leadership, management, sales and intuition. With regard to background, the marketer needs to demonstrate they have achieved commercial outcomes in previous employment to be considered credible. Projects describes how marketers must design and implement cogent marketing plans, work effectively without supervision, achieve commercial outcomes in a clever or creative way, and provide evidence that their projects have contributed to commercial outcomes. Pervasive Influence describes how marketers influence others in the organisation toward customer-centricity. Marketers can lose credibility in the work aspect of their performance when they have no structured purpose to their marketing research, are unable to execute marketing plans or are unable to demonstrate the results of a marketing project. The social aspect of a marketer’s performance is made up of Personal Integrity and Professional Conduct. Personal Integrity describes marketers who are respected, take pride in their work, strive to improve themselves and are not precious. Professional Conduct describes a marketer who relates and collaborates competently and professionally with others, and is a team fit. Marketers lose credibility in the social aspect of their performance when they are precious, flighty, argumentative, and only out for themselves. This paper contributes a framework that describes the construction of a marketer’s credibility from a senior manager’s perspective. It also introduces a new understanding of credibility, grounded in performance terms, which is distinct from past conceptualisations of credibility found in the literature, which is based on expertise and trustworthiness. These findings demonstrate that while a marketer might be considered an expert and trustworthy, if they are not delivering commercial outcomes then they may not be considered credible, from a senior manager’s perspective

DEVELOPING AND VALIDATING A QUALITY ASSESSMENT SCALE FOR WEB PORTALS

The Web portals business model has spread rapidly over the last few years. Despite this, there have been very few scholarly findings about which services and characteristics make a Web site a portal and which dimensions determine the customers’ evaluation of the portal’s quality. Taking the example of financial portals, the authors develop a theoretical framework of the Web portal quality construct by determining the number and nature of corresponding dimensions, which are: security and trust, basic services quality, cross-buying services quality, added values, transaction support and relationship quality. To measure the six portal quality dimensions, multi item measurement scales are developed and validated.Construct Validation, Customer Retention, E-Banking, E- Loyalty, Service Quality, Web Portals

Trust and Risk Relationship Analysis on a Workflow Basis: A Use Case

Trust and risk are often seen in proportion to each other; as such, high trust may induce low risk and vice versa. However, recent research argues that trust and risk relationship is implicit rather than proportional. Considering that trust and risk are implicit, this paper proposes for the first time a novel approach to view trust and risk on a basis of a W3C PROV provenance data model applied in a healthcare domain. We argue that high trust in healthcare domain can be placed in data despite of its high risk, and low trust data can have low risk depending on data quality attributes and its provenance. This is demonstrated by our trust and risk models applied to the BII case study data. The proposed theoretical approach first calculates risk values at each workflow step considering PROV concepts and second, aggregates the final risk score for the whole provenance chain. Different from risk model, trust of a workflow is derived by applying DS/AHP method. The results prove our assumption that trust and risk relationship is implicit

Securing a business loan : how important is gender

This report examines the role of gender in business and evalates whether there is a evidence of gender bias when it comes to securing bank loans

How to promote knowledge sharing in cross-functional NPD teams

This paper investigates the common issues that may arise in cross-functional new product development (NPD) teams from a Knowledge Management perspective. The study has been built around a contextualized trigger, where several factors were preventing a new-born NPD team from performing effectively. The purpose of this paper is to give insights of the main dynamics involved in the knowledge sharing process throughout the application of a systematic problem-solving approach to the case investigated by the authors. Due to the impossibility of building a universal recipe suitable for every team in every situation, this work represents a compromise trying to exemplify how to prioritise interventions in a given context, in order to provide a benchmark for similar circumstances. This paper, using an action research method within a single case context, takes shape around the advises and suggestions made by authors to Electronic Connected Ltd (disguised name), a small-medium enterprise (SME) in a situation of NPD paralysis. In particular, the paper emphasizes the importance of effective leadership and supporting environment in facilitating communication, enhancing cohesiveness, fostering joint commitment and giving direction in order to enable knowledge sharing and to leverage capabilities to conclusively deliver new products

Governance and Competence

Transaction cost economics faces serious problems concerning the way it deals, or fails to deal, with bounded rationality, the efficiency of outcomes, trust, innovation, learning and the nature of knowledge. The competence view yields an alternative perspective on the purpose and boundaries of the firm. However, the competence view cannot ignore issues of governance, and in spite of serious criticism, transaction cost economics yields useful concepts to deal with it. This article aims to contribute to the development of theory and empirical research that connects governance and competence perspectives.governance;learning;organization;inter-organizational relations;inter-firm alliances

The Impact of Human Asset Specificity on the Sourcing of Application Services

The question concerning the circumstances under which it is advantageous for a company to outsource certain information systems functions has been a controversial issue for the last decade. While opponents emphasize the risks of outsourcing based on the loss of strategic potentials and increased transaction costs, proponents emphasize the strategic benefits of outsourcing and high potentials of cost-savings. This paper brings together both views by examining the conditions under which both the strategic potentials as well as savings in production and transaction costs of developing and maintaining software applications can better be achieved in-house as opposed to by an external vendor. We develop a theoretical framework from three complementary theories and test it empirically based on a mail survey of 139 German companies. The results show that insourcing is more cost efficient and advantageous in creating strategic benefits through IS if the provision of application services requires a high amount of firm specific human assets. These relationships, however, are partially moderated by differences in the trustworthiness and intrinsic motivation of internal versus external IS professionals. Moreover, capital shares with an external vendor can lower the risk of high transaction costs as well the risk of loosing the strategic opportunities of an IS

Business Models for Sustainable Finance: The Case Study of Social Impact Bonds

Business models for sustainability (BMfS) are relevant topics on research agendas, given their orientation toward sustainability issues. However, traditional versions of these models are often ill-equipped at solving complex social problems. Cross-sector partnerships for sustainability (CSPfS) have been recognized as a new paradigm that mitigates the failure of traditional models. Impact investing, and social impact bonds (SIBs) in particular, represent an interesting field of research in innovative business models for sustainable finance, even though the literature does not consider SIBs within this broader field. We propose an exploratory study based on qualitative methods aimed at conceptualizing SIBs within the framework of BMfS and understanding how SIB collaboration varies across social sectors and geographical areas. Our study identifies three different models of SIBs characterized by the different degrees of collaboration between actors: (i) SIB as a fully collaborative partnership; (ii) SIB as a low-collaborative partnership; and (iii) SIB as a partially collaborative partnership. Our findings are useful to policy makers and practitioners involved in the SIB design, suggesting that a fully collaborative SIB model may stand a better chance of achieving the expected social impacts

Employee Stock Ownership and Financial Performance in European Countries: The Moderating Effects of Uncertainty Avoidance and Social Trust

This study investigates how the effect of employee stock ownership on financial performance may hinge on the diverse cultural and societal contexts of European countries. Based on agency and national culture theories, we hypothesize that the positive relationship between employee stock ownership and return on assets (ROA) is stronger in those nations with lower uncertainty avoidance and higher social trust. Using a multisource, time‐lagged, large‐scale dataset of 1,741 firms from 21 countries in Europe, our multilevel, random coefficient modeling analysis found evidence for these hypotheses, suggesting that uncertainty avoidance and social trust serve as important contextual cues in predicting the linkage between employee stock ownership and financial performance. Our supplemental analysis with distinction between the managerial and nonmanagerial employee stock ownership further indicates managerial employee stock ownership has a direct positive effect on ROA. Although nonmanagerial employee stock ownership had a nonsignificant association with ROA, the relationship was positive and significant when uncertainty avoidance was low and social trust was high. This research contributes to the existing literature by illuminating some of the contextual influences altering the effectiveness of employee stock ownership. Our findings also offer practical suggestions for effectively using employee stock ownership