Unpacking the mechanism by which psychological ownership manifests at the level of the individual: a dynamic model of identity and self

Increasing prominence of the psychological ownership (PO) construct in management studies raises questions about how PO manifests at the level of the individual. In this article, we unpack the mechanism by which individuals use PO to express aspects of their identity and explore how PO manifestations can display congruence as well as incongruence between layers of self. As a conceptual foundation, we develop a dynamic model of individual identity that differentiates between four layers of self, namely, the “core self,” “learned self,” “lived self,” and “perceived self.” We then bring identity and PO literatures together to suggest a framework of PO manifestation and expression viewed through the lens of the four presented layers of self. In exploring our framework, we develop a number of propositions that lay the foundation for future empirical and conceptual work and discuss implications for theory and practice

Relational architecture and relational capability: organisational levers to support strategic supplier relationships

The resource based view of strategy suggests that competitiveness in part derives from a firms ability to collaborate with a subset of its supply network to co-create highly valued products and services. This relational capability relies on a foundational intra and inter-organisational architecture, the manifestation of strategic, people, and process decisions facilitating the interface between the firm and its strategic suppliers. Using covariance-based structural equation modelling we examine the relationships between internal and external features of relational architecture, and their relationship with relational capability and relational quality. This is undertaken on data collected by mail survey. We find significant relationships between both internal and external relational architecture and relational capability and between relational capability and relational quality. Novel constructs for internal and external elements of relational architecture are specified to demonstrate their positive influence on relational capability and relationship quality

Do investors care about corporate tax?

This paper conducts a comprehensive examination of the link between corporation tax payment and financial performance in the UK. We find no discernible link between tax rates and stock returns for the UK, no matter how tax payment is measured. This is true throughout the sample period and for both customer-facing and non-customer-facing companies. However, allowing for industry norms and a host of firm characteristics, companies with lower effective tax rates have significantly higher levels of stock market risk. Firms that are reported in the newspapers in a negative way in relation to their level of corporation tax payment experience small negative stock returns, which are partially reversed within a month. However, the initial negative effects and subsequent rebound are both more pronounced for smaller companies. News announcements of the potential involvement of a firm in a corporate inversion (expatriation) result in steeper and much longer-lasting falls in share prices, whereas news stories of a more general nature relating to a firm's tax avoidance or tax payments have little noticeable effect

Why are older investors less willing to take financial risks?

We investigate the link between age and tolerance of financial risks in the context of attitude to risk questionnaires completed by clients when meeting their financial advisors. Using a unique database comprising the responses to over half a million such questionnaires, we show that risk tolerance declines at an increasing, albeit slow, rate with age. We investigate the explanatory power of the ability to bear losses, declining investment horizon and retirement effects, finding that these variables have considerably greater explanatory power for the cross-section of risk aversion than age, and that they are only able to partially mediate the link between age and risk tolerance. We are unable to uncover any evidence that declining cognitive abilities among older investors are able to explain their lower willingness to take financial risks. Overall, our results are indicative of a modest age effect in risk tolerance that cannot be attributed to changes in other observable characteristics that differ between younger and older investors

Organizational identification and independent sales contractor performance in professional services

Purpose The purpose of this paper is to examine the drivers of independent sales contractor (ISC) performance. As independently contracted sales agents, the ISC model is a growing method of non-permanent employment utilized in many sectors. Specifically, this study seeks to fill a gap in the literature related to the under-researched link between ISCs and organizational identification. Design/methodology/approach This study conducts an exploratory, mixed-methods study based on data collected from 189 ISCs from a professional services firm. Findings Results demonstrate that outcomes related to sales performance, retention and advocacy are influenced directly and indirectly by organizational identification. It also shows that tangible benefits related to financial and marketing values are the strongest predictors of ISC organizational identification. Intangible dimensions such as value congruence, management trust and embeddedness play a limited role in the model. Research limitations/implications Results show that ISC sales performance is enhanced when an ISC views their identity and the identity of the firm as highly interdependent. These findings suggest that organizational identification can be a key performance indicator when evaluating the return on marketing investment for a firm. Practical implications This study provides some important guidance to managers responsible for ISCs. First, the study identifies the primary drivers of organizational identification. Specifically, the study demonstrates that financial and marketing benefits are the primary relational antecedents of organizational identification. Both value congruence and operational benefits play relatively minor roles. Similarly, the results show that both organizational identification and historic sales performance are critical predictors of sales performance. Originality/value Few researchers have examined the link between ISCs and organizational identification. Organizational identification is of particular importance in the study of ISCs, as they possess the dual identity of an independent agent and that of a sales representative of the firm they are under contract. This study contributes to existing literature by extending previous studies that examine antecedents of sales performance

Prognosen als Methode zur Reduktion der Offensichtlichkeit von Umfragebefunden: ein Pilotexperiment

'Untersucht wird hier eine Methode, die den Eindruck der Offensichtlichkeit von Umfragebefunden reduzieren soll. Versuchspersonen (Vpn) wurden gebeten, die Ergebnisse für verschiedene Items aus angenommenen Umfragen vorherzusagen bzw. sie bekamen die Vorhersagen anderer Personen gezeigt. Es zeigte sich, dass diese Maßnahmen dazu führten, dass die Vpn Umfragebefunde als überraschender und als interessanter bewerten als Personen der Kontrollgruppe. Keinen systematischen Einfluss haben die Prognosen auf die Bewertung der praktischen Nützlichkeit der Befunde.' (Autorenreferat)'This paper investigates whether prognoses on the results of surveys help to reduce the common impression of obviousness when encountering survey findings. An experiment was conducted where subjects were asked to predict the results of a number of fictitious survey items and/or they were shown predictions made by other people on these items. It was found that making and/or seeing such prognoses indeed makes survey findings more unexpected and more interesting. On the other hand, prognoses have no systematic effect on the subjects' ratings of the practical usefulness of the findings.' (author's abstract)

Preliminary evidence on the Somatic Marker Hypothesis applied to investment choices

The somatic marker hypothesis (SMH) is one of the more dominant physiological models of human decision making and yet is seldom applied to decision making in financial investment scenarios. This study provides preliminary evidence about the application of the SMH in investment choices using heart rate (HR) and skin conductance response (SCRs) measures. Twenty undergraduate students were split equally into expert (defined by familiarity with investments) and novice (no familiarity) groups - previous research has associated expertise with cognitive differences in decision making scenarios. Both completed the BART and BIAS - a computerized simulation of real trading scenarios - tasks as assessments of investment decision making in conditions of low vs high uncertainty, as defined by the Bayesian Calculation (level of certainty is more than:(1 – (–300%)) / ((300% – (–300%)) = 66.67% (0.67). Results suggest that, whilst primary inducers (innate physiological responses) support and guide optimal decision making in conditions of uncertainty, secondary inducers (physiological responses dependent on memory/experience) moderate this effect i.e. the stressful thoughts that accompany the task restrict optimal decision making. This study contributes to the current knowledge on why emotions in finance can lead people to suboptimal decisions

Visible sugar: salient sugar information impacts health perception of fruit juices but only when motivated to be responsible and not when motivated to enjoy

The present study explores when consumers recognize the high sugar content of fruit juice and refrain from choosing it for themselves or their families. Fruit juice may be typically perceived as a healthy drink, despite its often high sugar content. We investigate the role of salience of sugar information and enjoyment and responsibility goals in perception and choice of fruit juices. We argue that sugar information needs to be salient to prevent this health halo effect, but that consumers also need to be in a motivational state that promotes processing of this information. In three experiments (N = 801), we manipulate the salience of the sugar content using a salient sugar label (or no explicit sugar label) as well as the activation of different goals (to enjoy versus to be responsible, in the context of choices for self versus significant others). Utilising a newly designed fictitious juice brand, salient sugar labels are effective in significantly raising awareness of sugar content in study 1. Consumers primed for responsibility consider fruit juice with salient sugar information unhealthier as compared to those primed for enjoyment in study 2. Further, in study 3, parents primed for responsibility perceive fruit juice with salient sugar information as unhealthier and less appealing in comparison to parents primed for enjoyment. The effects of responsibility and enjoyment primes on health perceptions are stronger when people think of responsibility or enjoyment of food in the context of their families rather than themselves. We discuss implications for theorizing, beverage marketing, and public policy

Do you follow your head or your heart? The simultaneous impact of framing effects and incidental emotions on investment decisions

This study is situated in an investment context and explores how the effect of framing (gain versus loss framing) changes the impact of incidental emotions (fear and excitement) on behavioral and physiological outcome measures. While existing literature has found that the effects of framing and incidental emotions both impact decision-making independently, the present study extends this literature to test the simultaneous influence of both gain and loss framing, which has been previously neglected. Sixty participants were randomly divided into groups induced with different incidental emotions (fear/excitement/control). They were asked to make investment choices on thirty investment scenarios by choosing between a safe and a risky investment option presented towards either possible gains or losses associated with financial investments. Our findings suggest that the interplay of framing and incidental emotions does indeed produce novel effects beyond those described in the current literature. For example, participants in the “fear group” prefer more risky investment options in the gain scenarios than participants in the “excitement group”. Most importantly, the interaction between the effects of framing and excitement makes participants myopic about the advantages of risky investment options, whereas the same interaction shows a reverse effect in participants experiencing fear

Examining the drivers and outcomes of corporate commitment to climate change action in European high emitting industry

Climate change is a major strategic issue for firms that also has global environmental, social and economic implications. This paper draws upon quantitative survey research to examine the drivers and outcomes of corporate commitment to climate change action in European high emitting industry. More specifically, this research examines the significance of business drivers, sustainability drivers, and stakeholder pressure, in motivating corporate commitment to climate change action in such industry. It furthermore assesses relationships between commitment and actual corporate greenhouse gas (GHG) performance. It is found that in European high emitting industry, business drivers and stakeholder pressure, but not sustainability drivers, enhance corporate commitment to climate change action, and that higher commitment leads to improved GHG performance. This paper contributes to hitherto limited empirical work on the drivers and outcomes of corporate commitment to climate change action, particularly in European industry contexts. It also contributes to advancing methodology in the field