Understanding Hispanic Entrepreneurial Success: An Exploratory Study

This paper explores the success and failure factors for Hispanic businesses, and extends the literature through an analysis of a Texas Hispanic Chamber of Commerce database. Literature suggests that tailored training provided by organizations such as these will reduce failure rates. Thus, the study focused on identifying characteristics of firms that maintained or joined a chamber of commerce. Employing a database of 687 chamber members, cluster analysis provided an initial profile of companies who renew membership, and those who drop it. The paper concludes with recommendations for future research

Leapfrogging in Marketing: Empirical Analysis of Kenyan Mobile Phone Industry

Purpose: This paper aims to analyze the concept of leapfrogging in the mobile phone industry in the Republic of Kenya. Design/Methodology: The study adopted a cross-sectional research design, stratified and simple random sampling techniques in collecting data from 349 respondents picked from a population of 15506 employees of three Cosmopolitan County Governments in Kenya. Findings: Outcome indicates that; perceived product quality and perceived switching cost positively and significantly influence intentions to Leapfrog. However, the urgency to replace does not influence choices to leapfrog. Originality/value: The study findings bring a new understanding of the determinants of consumer leapfrogging and their intentions to leapfrog in the mobile phone industry and highlight the role perceived product quality and switching cost play in determining intention leapfrog

Exploring the Impact of Social Undermining on Salesperson Deviance: An Integrated Model

While most scholars debate the importance of doing things to improve the quality of the buyer–seller relationship and investigate the positive side of salesperson’s behavior, little is known about salesperson’s negative behavior or what causes it. In this study, social undermining theory is employed to investigate how a variety of social undermining behaviors influence salesperson deviant behavior. A sample of 469 frontline bank employees responded to a questionnaire. Structural equation modeling and moderated regression were used to test the model, which produced results suggesting that various types of social undermining affect deviant behavior by influencing employee emotional exhaustion. The results also show that salesperson motivation moderates the effect of emotional exhaustion on deviant behavior

Top Management Risk-Taking, Strategic Orientations and New Product Performance

The research investigates the effect of top management risk taking on organizational strategic orientations and their effects on new product development (NPD) performance. By employing a sample of 183 companies and using PLS path analysis to test hypotheses, the study shows positive effects of top management risk taking on technological orientation and proactive market orientations and positive effects of technological orientation and proactive market orientation on NPD performance. Hence, the study explains the importance of top management risk taking on strategic orientations and highlights the importance of converting firm strategic orientations into NPD performance. The paper advances theory development by contributing to the understanding of the effect of top management risk taking on proactive market orientation and technological orientation and combined effect of these two as drivers of NPD performance. Though each one of these theoretical constructs has previously been studied as antecedents of NPD performance, little is known about the importance of the sequence of one construct with others. This study is unique in that it incorporates all these constructs as antecedents of NPD program performance

Effects of Big Data Analytics and Traditional Marketing Analytics on New Product Success, a Knowledge Fusion perspective

This study introduces the knowledge fusion taxonomy to understand the relationships among traditional marketing analytics (TMA), big data analytics (BDA), and new product success (NPS). With high volume and speed of information and knowledge from different stakeholders in the digital economy, the taxonomy aims to help firms build strategy to combine knowledge from both marketing and big data domains

Inter-firm Knowledge Sharing Effectiveness: An Empirical Examination of Adaptation Ambidexterity

As more firms outsource non-core operational functions and as they create alliances to develop new products, inter-firm knowledge sharing (IKS) based on relationship-specific adaptation (RSA) becomes more and more important. Employing ambidexterity and learning theory, this study surveyed 108 managers of high-tech firms to determine if ambidexterity helps RSA improve IKS. Moderated regression results show positive effects of adaptation balance, negative effects of adaption integration, and positive moderation of relational norms on balance and positive effects of loose coupling of the system

The Effect of Communication Practice on Deviance Among Korean Salespeople: The Mediating Role of Intrinsic Motivation

Previous research on salesperson behavior largely focused on positive and productive behavior and less on the negative side of the salesperson behavior. This research examines the effect of leader–member communication exchange on salesperson workplace deviance and the mediating role of trust and intrinsic motivation in this relationship. Data were collected from 469 salespeople in the Korean banking industry. Results of the structural equation model show that indirect and bi-directional communication between manager and salesperson decrease salesperson workplace deviance by increasing trust and motivation. However, communication frequency and mood have no significant effects on salesperson trust. Finally, motivation (achievement, status, and communion striving) plays a mediating role in the negative relationships between salesperson trust and his/her deviant behavior toward specific targets (organization, coworker, and customer)

The Impact of Supplier Orientation on Firm Innovativeness: An Abstract

For over two decades, scholars have investigated the link between market orientation, innovation, and performance. However, the market orientation framework including customer-orientation, competitor-orientation, and cross-functional coordination is outdated. It reflects how vertically-integrated firms innovate. Today, only a handful of firms are vertically integrated. Many firms focus on their core capabilities and outsource to suppliers all other resources. Unfortunately, market orientation overlooks this change. This article fills this void. Drawing from the resource based view of the firm, market orientation is expanded by adding two dimensions: supplier orientation and inter-firm coordination. We postulate that this new model can better explain and predict firm innovativeness and performance in the current global network economy. The moderating role of power, communication richness, and communication frequency are also discussed. The article ends by proposing avenues for future research