This dissertation research explores the factors that influence direct selling agents' sales performance and job satisfaction. In the direct selling channels, the agents not only sell the products to customers. They may concurrently perform a "distributor" role as a stand-alone entity composed of their own sales network. This dissertation research features two essays. The first essay investigates how direct selling agents' perceptions of control and sense of belonging relate to PO. This essay further explores how PO influences job performance and job satisfaction. Results suggest that perception of control and sense of belonging fuel PO. Furthermore, leader-member exchange mediates the relationship between PO and sales performance, as well as PO and job satisfaction in direct selling networks. The second essay introduces a new construct (relational incongruity) and discusses how complex sales environments and direct selling agents' organizational structures influence the relational incongruity in their organization and its ensuring effect on sales performance and job satisfaction. The results indicate that organizational complexity is positively related to relational incongruity. However, customer complexity has a negative impact on relational incongruity. Relational incongruity in direct selling agents' organizations has negative effects on job satisfaction but has no effects on sales performance. Epistemic curiosity undermines …

The fundamental purpose of this dissertation is to determine the extent to which many of the corporations within the United States are implementing formalized planning processes. The conditions surrounding the corporation have caused the movement toward a more systematic approach to corporate planning since there appears to be no better substitute for a formalized planning process to help assure the survival and growth of the firm.

Absorptive capacity plays an important role in the organizational adaptation process. Prior research on absorptive capacity focuses on its role in organizational outcomes such as financial performance, innovation, new product development, etc. Recently, scholars have called for research on factors that influence absorptive capacity. Because absorptive capacity plays a vital role in achieving organizational outcomes, it behooves us to improve our understanding of absorptive capacity and its antecedents to serve both researchers and practitioners. In this investigation, strategic thinking is posited to be a key antecedent of absorptive capacity. Capability theory suggests that strategic thinking is a metaphysical (higher order) capability that influences an organization's absorptive capacity. Combining this argument with Miles and Snow's typology of organizational adaptation process, it is posited that the relationship between strategic thinking and absorptive capacity can be clustered into different "groups." Prospectors, defenders, and analyzers, characterized in Miles and Snow's typology of firms are viewed as distinctive groups that exhibit different relationships between strategic thinking and absorptive capacity. Results from an empirical examination suggest that strategic thinking is positively related to absorptive capacity. The results also suggest that the relationship between these two constructs is different between these groups and that the strategic thinking …

This research aims to investigate the (1) review effects on consumer decision making process, (2) effects of negative reviews on brand equity, and (3) consumers' likely response to a brand's request for reviews. The objective of the first essay is to investigate the nature of the relationship between skepticism and consumer decision making in an online behavior context. Its second objective is to know whether people's belief on their abilities or their hedonic principle moderates the relationship between a person's skepticism toward online reviews and their reliance on online reviews. The objective of the second essay is to explore whether negative online reviews that focus on service quality specific dimensions have a different effect on a service organization's perceived brand equity. Its second objective is to analyze the role of emotional contagion in the relationship between negative reviews related to various service quality dimensions and its effect on perceived brand equity. The main objective of the third essay is to know whether consumers are more likely to write an online review for a brand when the request comes from a higher equity brand. This essay also investigates how message trust and persuasion knowledge influence the relationship between a brand's request …

Goal and incentive alignment are a means of establishing collaborative behavior in supply chains. Essay 1 examines goal and incentive alignment at the strategic level in the purchasing process. It employs survey research in conjunction with structural equation modelling to examine the source selection strategy as a means of aligning the goals of the offeror with those of the buyer. Essay 2 examines goal and incentive alignment at the tactical level. It uses discrete event simulation to explore how the pursuit of localized profit objectives affects the global profitability of a supply chain. Lastly, Essay 3 examines goal and incentive alignment at the operational level. By employing a hybrid simulation approach to model a complex product refurbishment process, this research demonstrates that evaluating subprocesses based solely on their throughput does not equate to greater cost savings for the company at the focal point of this case study. These essays contribute to the body of knowledge in several ways. To the best of the author's knowledge, Essay 1 demonstrates the first empirical linkage, in the realm of public procurement, between the fear of a bid protest and the appropriateness of the sourcing strategy. Similarly, Essay 2 represents the first adaptation of …