Measuring social identity in interfunctional research in marketing

Management of social identities is important for optimizing intergroup relations in organizations, and for overall organizational performance. Research on marketing’s intergroup relations employs different social identity constructs. This leaves managers and academics confused as to what impact different social identity constructs have on organizational outcomes. We therefore tested the impact of competing social identity constructs (i.e., functional identity [FI], organizational identity [OI]) on important outcomes. We find different combinations of social identity constructs result in different levels of relationship quality and departmental performance, and that FI and OI measures provide more useful information than the accepted relative functional identity or OI measures in isolation. Academic and practical implications are advanced

Charismatic leadership as a driver of sales-marketing collaboration

The purpose of this study is to develop an integrative framework for investigating the organizational consequences of marketing leadership. The new integrative framework employs the theories of charismatic leadership and organizational identification as foundation. Combining constructs and propositions from these two theories, and informed by initial insights from in-depth interview research, our proposed framework offers an holistic model to explore and explain how marketing leadership behaviours influence (1) relations between marketing and sales groups, and (2) consequent firm performance. The paper develops propositions and offers future research directions

Student morningness-eveningness type and performance:does class timing matter?

Circadian rhythms have often been linked to people’s performance outcomes, although this link has not been examined within the context of University students. We therefore sought to test whether students’ perceptions of their morning-evening (ME) type had an influence on their performance on modules. We tested this hypothesis using students from a number of modules at two UK Universities. Results indicated that, contrary to our hypothesis, the further the discrepancy between a student’s ME type and the teaching time of the class, the better the student’s performance. These results have implications for teaching as student ME type could be taken into account for timetabling especially if modules need to be taught multiple times. We also provide implications for those seeking to measure ME, as our results are consistent with a 5-item ME scale, a 3-item ME scale, and a single-item ME scale

Assessing the impact of Connect 2 Care on the residential stability of homeless and vulnerably housed clients

Background Certain kinds of housing instability, such as foreclosure and homelessness, have been associated with poorer physical and mental health. The Connect 2 Care (C2C) program targets medically complex individuals who are unstably housed, primarily aimed at reducing acute care utilization and connecting clients to appropriate community-based care. However, because housing status is a fundamental determinant of health, the team also assists clients in finding permanent housing. As the C2C program aims to improve the health of its clients, we hope that this intervention positively impacts the housing stability of clients. Objective To determine whether the C2C program is effective in reducing factors of housing instability, such as the frequency of housing moves made, and time spent in unstable housing (such as shelters or sleeping outside). Methods C2C clients were asked to participate in 6- and 12- month follow-up surveys with a member of the research team. During both surveys, participants were prompted to describe their housing history using the Residential Time-Line Follow-Back (rTLFB) inventory. Starting at six months prior to their intake into C2C, participants created a twelve- to eighteen-month timeline that detailed their residential locations and number of housing transitions. Location descriptions provided by clients were categorized as stable, temporary, institutional, or literal homelessness. The number of housing transitions and the proportion of time spent in each housing category were then calculated for each individual. Changes in proportion of time spent over three unique time periods were evaluated using Wilcoxon’s paired rank test with Holm’s multiplicity correction. Results Since September 2018, housing data was collected from 100 unique clients. In comparing the six months preceding C2C intake with the six-to-twelve months after C2C intake, significant reductions in the amount of time spent in literal homelessness (p < 0.001) and reductions in the number of housing changes (p = 0.014) were observed. Discussion Housing stability for C2C clients improved after enrolment in the program. This study was potentially limited by incomplete sampling of the C2C population. Based on our findings, further research should be conducted in evaluating the relationship between increases in housing stability and increases of health status. Acknowledgements The C2C research team thanks Alberta Innovates and the Canadian Institute of Health Research for their financial support. The authors have no conflict of interests to state

Antecedents to export information generation: a cross-national study

Purpose ─ The objective of this study is to examine the factors that enhance export decision-makers’ generation of export information, using a non-linear approach and a multi-country context, and so provide export decision-makers with empirically-based guidelines on how to maximize their information acquisition efforts. Design/methodology/approach ─ A broad perspective on export information generation is adopted, including marketing research, export assistance and market intelligence. The model of antecedents to information generation is tested in three studies (US, Austria, New Zealand, respectively) using structural equation modeling techniques. Multigroup and hierarchical analysis is performed to assess cross-national invariance of relevant measures, and quadratic effects. Findings ─ The findings show that the predictors of export information generation vary across the three countries studied, and that many of the relationships are non-linear. Research limitations/implications ─This study contributes to the export marketing literature by developing our understanding of how exporters can develop greater knowledge of information sources on which to build export decisions, and the conditions necessary for enhanced export information acquisition activity. The findings highlight that future research should consider non-linear relationships and the examination of the outcomes of export information generation in a cross-national setting. Practical implications ─ The study findings advocate that practitioners (exporters and advisers) tailor their export information generation efforts to the different country needs. Originality/value ─ This research responds to a call for more theoretically-based studies on antecedents to export information generation, concurrent with the use of more robust statistical methods

How within-person research can extend marketing knowledge

Much existing research in marketing examines theory using between-persons research designs, yet draws implications that are based on within-person causal logics. This mismatch is problematic in developing marketing knowledge, and in impacting marketing practice effectively. The present article discusses the importance of conducting within-person research in marketing, alongside suggesting marketing constructs that could benefit from within-person analyses. We provide details on how to conceptualize within-person theories, and compare them with the more common between-persons approach. Furthermore, a set of important methodological considerations and recommendations for designing within-person studies is elaborated on, and theoretical and empirical principles are applied to an empirical demonstration. The results show how theories and relationships can sometimes differ across levels, but in other instances can remain consistent. We draw out a set of important implications and directions for future marketing research, and encourage researchers to incorporate within-person approaches into their toolkit of theoretical and empirical methods

Correction: How within-person research can extend marketing knowledge (Journal of the Academy of Marketing Science, (2023), 10.1007/s11747-023-00978-8)

Table A1 and Table A2 of the Supplementary file that was originally published with this article contain a small mistake. The original supplementary material has been corrected

A longitudinal examination of salesperson burnout: Understanding the within-person burnout process and how it can be managed"

Salespeople are at increased risk of burnout, due to the stressful nature of the job role. Burnout is a process that develops over time, and although a sequential process of salesperson burnout has been proposed, present research is inadequate to determine the true burnout sequence. The current study therefore provides longitudinal evidence to establish the within-person burnout process. Additionally, sales research typically examines how to reduce burnout symptoms by examining key antecedents. Despite this, burnout is still very present in the salesforce. The current study takes an alternative approach to mitigating burnout symptoms, by understanding how positive feedback, coping strategy, and locus of causality affect the impact of earlier burnout symptoms on more advanced symptoms. Key theoretical and practical implications are given, and limitations and future research avenues discussed

Resource gain or resource pain? How managerial social support resources influence the impact of sales anxiety on burnout

There is growing recognition that many salespeople frequently experience anxiety, which may impact salesperson mental health and well-being. Unfortunately, there is little empirical evidence on how to manage this situation. Using a longitudinal sample of 156 business-to-business salespeople, the present study examines the impact of sales anxiety on the key mental health outcome of burnout, alongside providing recommendations to sales managers on how to manage this impact. The results suggest that sales anxiety is positively related to each individual component of burnout, and that positive supervisor feedback plays a mitigating role in each of these relationships. By contrast, however, a social climate of autonomy can strengthen the impact of sales anxiety on emotional exhaustion and depersonalization. The present study contributes to the developing literature on salesperson mental health, further advancing emerging evidence that autonomy can result in detrimental outcomes. Implications, limitations, and future research avenues are discussed

Understanding and mitigating the evolution of salesperson burnout: A within-person longitudinal analysis

Salespeople are at increased risk of burnout due to the stressful nature of the job role. Burnout is a process that develops over time, and although a sequential process of salesperson burnout has been proposed, present research only examines the burnout process utilizing cross-sectional research. Additionally, sales research only proposes antecedents to burnout, but little is known regarding how to manage burnout as it evolves. Burnout is already highly prevalent within the salesforce, yet sales literature has had little impact. The present study looks to aid knowledge regarding burnout by 1) providing the first evidence examining the within-person temporal burnout process, and 2) understanding how important moderators, in the form of managerial feedback and the use of an active coping style, can mitigate the burnout process as it evolves. Key theoretical and practical implications are given, and limitations and future research avenues discussed