“The more we share, the more we have”? : Analyses of knowledge sharing by key account managers

Knowledge, as one of the most important resources, has a strong impact on inter-organizational relationships, particularly in key account (KA) relationships where knowledge sharing is essential. Previous research has shown that customer-specific knowledge is often tied to the respective KA manager and that knowledge sharing is especially complex, which raises the challenge of how to foster knowledge sharing to increase KA performance. However, the current state of research lacks an integrative perspective that considers both organizational and individual factors as relevant for knowledge sharing and KA performance. The research approach is twofold: First, a qualitative study based on 88 semi-structured interviews investigates the role of organizational factors and the individuals' role in knowledge sharing. Second, a quantitative moderated mediation analysis reinforces these associations using survey data from 307 respondents. The results show that identification with the company positively influences knowledge sharing behavior and that high knowledge sharing behavior has a positive influence on KA performance, which is moderated by the degree of formalization. The results of the analyses contribute to the research of KA management and knowledge management and provide new insights by focusing on both, organizational and individual factors and by applying assumptions from social identity theory

Please Mind the Stress: The Influence of Technostress on Mindset-Driven Sustainable Consumption in an Online Shopping Context

Though reportedly aware, the importance of sustainability is not reflected in consumers’ consumption behavior. Existing research excludes both the concept of mindset as a driver for sustainable consumption and the diminishing effect of stress on this relationship. We close this gap by examining how a growth mindset indirectly affects consumers’ sustainable purchase decisions, mediated by the preference for sustainable products, and the influence of technostress in an experimental online shopping scenario. Results based on 121 participants show a positive indirect effect of growth mindset on consumers’ sustainable product choice, mediated by their general preference for sustainable products, while technostress has a negative moderating effect on the relationship between preference for and choice of sustainable products. Our study contributes to the e-commerce and consumer psychology literature and extends research by showing how external influences disrupt the purchase decision of consumers who are usually inclined towards purchasing sustainable products under non-invasive conditions

An Avatar a Day Keeps the Stress Away: The Implementation of Avatars as Technostress Relievers on Online Shopping Websites

In contrast to stationary retail, online shopping websites are characterized by the fact that no human salesperson is available to buyers as a reference and supporting function for the purchase. With increasing technological penetration and thus online shoppers facing the challenges of technologically induced stress (technostress), it becomes crucial for e-commerce operators to reduce this impersonality of online stores to avoid negative consequences of technostress. Our study proposes the means of an avatar as a technostress reliever. We empirically assess the indirect effect of technostress on purchase intention mediated by online store quality and moderated by avatar presence on the online store website. Our 2x2-factorial between-subjects experimental study reveals a negative indirect effect of technostress on purchase intention of respondents. Further, our findings show that independently of perceived online store quality the total level of the purchase intention is higher for the presence of an avatar than for the absence of an avatar

Coping with IT! Antecedents and Consequences of Technostress in E-Commerce

Technostress represents a high risk for e-commerce operators as consumers perceiving technostress are likely to leave online stores without making a purchase. However, research on technostress mechanisms in e-commerce is scarce. Conducting an online between-subjects experiment, we aim to address these research gaps by providing insights on when technostress arises in an e-commerce context, which coping strategies consumers apply when perceiving technostress and how this affects their behavior: We empirically investigate which technology-induced stressors create technostress in an online store and how they affect purchase intention. Our moderated mediation analysis based on 160 respondents reveals a negative indirect effect of technostress on consumers’ purchasing intention, mediated by consumers’ perception of website quality, website trust, and choice of coping strategy. Thereby, we contribute to technostress, coping and e-commerce literature and extend research by presenting empirically validated technology-induced stressors together with insights into the mechanism of a transactional technostress-model in the context of e-commerce

MOCOS-associated renal syndrome in a Brown Swiss cattle.

BACKGROUND A recessive form of MOCOS-associated xanthinuria type II is described in Tyrolean grey cattle. A similar case was identified in a 5-month-old Brown Swiss calf with hoof overgrowth, rough coat, urine sediment, and pneumonia. HYPOTHESIS/OBJECTIVES To characterize the disease phenotype, to evaluate its genetic etiology, and to determine the prevalence of the deleterious allele in the Brown Swiss population. ANIMALS An affected calf, its parents, and 65 441 Swiss dairy cattle. METHODS The affected animal was clinically examined and necropsied. Microarray genotyping was used to determine the genotypes and to assess the frequency of the MOCOS allele in a Brown Swiss control cohort. RESULTS Ultrasonography revealed hyperechoic renal pyramids with multifocal distal shadowing and echogenic sediment in the urinary bladder. Necropsy revealed suppurative bronchopneumonia and urolithiasis. Histology revealed numerous nephroliths with multifocal chronic lymphohistiocytic interstitial infiltrates, fibrosis, tubular degeneration, chronic multifocal glomerulonephritis with sclerosis, and bilateral hydronephrosis. Dysplastic changes were observed in the corium of the claw and the cornea. Genetic testing identified the homozygous presence of a known MOCOS frameshift variant in the case. Both parents were heterozygous and the prevalence of carriers in genotyped Brown Swiss cattle was 1.4% (342/24337). CONCLUSIONS AND CLINICAL IMPORTANCE The findings were consistent with the diagnosis of a recessive renal syndrome similar to xanthinuria type II described in Tyrolean grey cattle. The prevalence of the deleterious MOCOS allele is low in the Brown Swiss breed. However, mating of carriers should be avoided to prevent further losses

Is Somebody There? Anthropomorphic Website Design and Intention to Purchase from Online Stores

In contrast to stationary retail, online store websites are characterized by impersonality, due to the absence of a human sales representative. To diminish the high degree of impersonality and increase social presence, studies have proposed some means to increase social presence, such as chatbots, traffic indicators, or website avatars. Our study deals with anthropomorphization of online store websites as a further mean to diminish online store impersonality. We empirically investigate the effect of anthropomorphized website design on intention to purchase from online stores and how this relationship is mediated by attributing humanlike mental states to websites, increasing the perception that such a website is trustworthy. Moreover, we explore how this causal chain depends on website visitors’ feelings of social connection. Findings from a conditional process analysis show that anthropomorphic website design fosters purchase intention. This effect is especially prevalent for persons characterized by above-average loneliness

The Perfect Match: Nonhuman-Type Avatar-Online Store Fit and Intention to Purchase

Avatars are often used in online stores to compensate for the absence of sales agents or spokespersons. Studies show that the effectiveness of the utilization of avatars in online stores depends on characteristics of avatars and on the context in which they are deployed. Unfortunately, most studies investigating the effectiveness of online store avatars have focused only on human-type avatars. Our study extends preliminary research and investigates how perceptions of avatar fit differ between different types of nonhuman avatars in the context of different online store types and how these perceptions influence purchase intention. Results from a between-subjects experiment with 149 participants show that the evaluation of fit between nonhuman-type avatar and online store depends on the type of offering in that store. Furthermore, perception of avatar fit positively impacts online store visitors’ purchase intention, and this effect is mediated by an increased perception of online store quality