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Impact of Relational Incongruity on Customer Ownership and Sales Outcome Performance: A Resource-Advantage Theory Approach (open access)

Impact of Relational Incongruity on Customer Ownership and Sales Outcome Performance: A Resource-Advantage Theory Approach

There exists heightened research attention afforded to the pivotal demands - both internal and external - that exist within the salesperson role set. Unprecedented pressures on salespersons to acquire, retain, and build enduring customer relationships to enhance the firm's bottom-line performance coincides with increasing complexities within the work environment. This relevant and timely research introduces an original construct derived from the long-standing attention afforded to relationship selling, relational incongruity that exists within the buyer-seller exchange. Relational incongruity, defined, is the relational tension spawned between the salesperson, the customer, and the firm when situational psychological incongruity exists within the buyer-seller exchange itself. Framed in resource-advantage theory, this research investigates divergent demands and the increasing complexity of sales relationships through the lens of relational incongruity. A research program based on minimizing relational incongruity will augment the sales management and B2B literature by looking at how he salesperson and the customer build strong relationships as well as the antecedents that can undermine these relationships by generating realtional incongruity.
Date: December 2017
Creator: Fergurson, Ricky
System: The UNT Digital Library
Size Framing: Conceptualization and Applications in Consumer Behavior (open access)

Size Framing: Conceptualization and Applications in Consumer Behavior

Size information is vital in many consumer contexts, but currently, no central framework or conceptual model exists for a thorough understanding of the underlying process of how consumers interpret size information and form size judgments. Thus, the purpose of this three-paper dissertation is to introduce such a framework, discuss future research directions based on that framework, and pursue a few of these directions in the second and third papers, both of which focus on a vanity sizing context. The resulting work and findings illustrate the process through which consumers go in forming size judgments and collectively present both scholars and practitioners with a common basis for future study and implementation of findings in contexts in which size information is salient.
Date: August 2017
Creator: Ketron, Seth
System: The UNT Digital Library
The Evolution of Brand Co-Creation: Models and Exploration of Stakeholders' Motivations (open access)

The Evolution of Brand Co-Creation: Models and Exploration of Stakeholders' Motivations

Co-creation is an emerging phenomenon that occurs when two or more parties work together to create value. Co-creation, which is a key component to service dominant logic, is present in business to business, business to consumer, and consumer to consumer processes. This dissertation will focus on the business to consumer (and consumer to business) co-creation relationship. Much of the current business to consumer co-creation literature is qualitative in nature, with quantitative work just now beginning to emerge. As such, there is still much about the phenomenon of co-creation that is not understood. When looking at co-creation in the context of brand management, even less is known. In today's age of digital interaction where consumers are gaining more power on a daily basis, practitioners and academics should understand the motivations for consumers to engage brands in co-creation and what the outcomes of these co-creation partnerships are. Because of this, the dissertation contains three essays with the purpose of (1) identifying the motivations for co-creation from consumer and brand perspectives, (2) exploring each of these motivators on their individual relationship to the outcome of co-creation, and (3) understanding how the perceived ability to influence a brand impacts the outcomes of co-creation. Essay …
Date: August 2017
Creator: Kennedy, Eric
System: The UNT Digital Library
Tournament Incentives vs. Equity Incentives of CFOs: The Effect on Firms' Risk Taking and Earnings Management (open access)

Tournament Incentives vs. Equity Incentives of CFOs: The Effect on Firms' Risk Taking and Earnings Management

My dissertation consists of two essays on CFOs' promotion-based tournament incentives and performance-based equity incentives. The first essay examines the joint implications of CFOs' tournament incentives and equity incentives for firms' risk-taking. With the pay gap between the CEO and the CFO as the proxy for the CFO's tournament incentives, I find that the relationship between a firm's risk taking and the CFO's tournament incentives is non-monotonic. In particular, I show that below a certain level, increase in pay gap is associated with increase in firm risk taking (e.g., higher leverage, lower cash holding balance and higher R&D intensity). However, after reaching a certain level, the CEO-CFO pay gap negatively impacts risk-taking, as increase in pay gap is associated with lower leverage, higher cash holding balance and lower R&D intensity. With the CFO's pay-performance sensitivity as the proxy for the CFO's equity incentives, I find that the CFO's equity incentives negatively impact firm's R&D intensity, but have no significant impact on broader financial decisions such as capital structure and cash policy. Collectively, my findings indicate that CFO incentives play an important role in firm's risk-taking behaviors, and the effect of the CFO's tournament incentives is more pronounced. The second essay …
Date: May 2017
Creator: Han, Feng
System: The UNT Digital Library
Consequences of Coworker Bullying: A Bystander Perspective (open access)

Consequences of Coworker Bullying: A Bystander Perspective

Previous research on workplace bullying primarily focuses on two main actors – the bully and the victim – while neglecting a third actor: the bystander of the bullying. The prevalence of workplace bullying is increasing across organizations, resulting in more employees becoming subjected to the effects of workplace bullying. Furthermore, witnessing coworker-on-coworker bullying is likely to influence the relationships that the bystander has with the two coworkers involved in the bullying episode. Two areas are proposed to investigate their effect on the coworker bystander: coworker interpersonal justice and personal identification with coworkers. Coworker interpersonal justice involves the perceived fairness between coworkers, while personal identification refers to how these bystanders identify with the specific actors of the bullying event. In addition to work-related outcomes, bystanders are affected at a personal level. That is, being exposed to bullying situations causes these bystanders to alter their anxiety levels and their core affect, with core affect being a precursor to moods and emotions. In addition to the aforementioned outcomes of witnessing a coworker bullying incident, there are also contextual aspects which may influence these relationships. Personal-level factors, such as a bystander's empathy and sense of coherence (i.e., coping mechanisms), may influence the effect of …
Date: May 2017
Creator: Medina, Michele N.
System: The UNT Digital Library
Firm Performance and Analyst Forecast Accuracy Following Discontinued Operations: Evidence from the Pre-SFAS 144 and SFAS 144 Eras (open access)

Firm Performance and Analyst Forecast Accuracy Following Discontinued Operations: Evidence from the Pre-SFAS 144 and SFAS 144 Eras

Because of the non-recurring and transitory nature of discontinued operations, accounting standards require that the results of discontinued operations be separately reported on the income statement. Prior accounting literature supports the view that discontinued operations are non-recurring or transitory in nature, and also suggests that income classified as transitory has minimal relevance in firm valuation. Finance and management literature, however, suggest that firms discontinue operations to strategically utilize their scarce resources. Assuming that discontinued operations are a result of managerial motives to strategically concentrate resources into remaining continued operations, this dissertation examines the informativeness of discontinued operations. In doing so, this dissertation empirically tests the financial performance, investment efficiency, valuation, and analyst forecast accuracy effects of discontinued operations. In 2001, Financial Accounting Standards Board's (FASB) Statement of Financial Accounting Standards (SFAS) 144 (hereafter SFAS 144) replaced Accounting Principles Board's Opinion 30 (hereafter APB 30) and broadened the scope of divestiture transactions to be presented in discontinued operations. Some stakeholders of financial statements argued that discontinued operations were less decision-useful in the SFAS 144 era because too many transactions that do not represent a strategic shift in operations were separately stated as discontinued operations on the income statement. With the possibility …
Date: May 2017
Creator: Guragai, Binod
System: The UNT Digital Library
Determinants of Corporate Governance Choices: Evidence from Listed Foreign Firms on U.S. Stock Exchanges (open access)

Determinants of Corporate Governance Choices: Evidence from Listed Foreign Firms on U.S. Stock Exchanges

This study analyzes corporate governance practices of foreign (non-U.S.) issuers listed on the New York Stock Exchange (NYSE) and Nasdaq. Specifically, I examine the extent to which these foreign issuers voluntarily comply with U.S. stock exchange corporate governance requirements applicable to domestic issuers. My sample consists of 201 foreign companies primarily domiciled in Brazil, China, Israel, and the United Kingdom. I find that 151 (75 per cent) of the sample firms do not elect to comply with any of the U.S. corporate governance requirements. Logistic regression analysis generally supports the hypotheses that conformance with U.S. GAAP and percentage of managerial ownership are positively associated, and that percentage ownership by major shareholders is negatively associated with foreign firms electing to comply with U.S. corporate governance rules. This evidence is relevant for regulators and investors.
Date: May 2017
Creator: Attachot, Weerapat
System: The UNT Digital Library
Exploring the Relationship between Strategic Thinking and Absorptive Capacity: A Proposed Typology (open access)

Exploring the Relationship between Strategic Thinking and Absorptive Capacity: A Proposed Typology

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 …
Date: December 2017
Creator: Srivastava, Saurabh
System: The UNT Digital Library
Understanding Antecedents and Outcomes of Co-Creation in Service Innovation Setting (open access)

Understanding Antecedents and Outcomes of Co-Creation in Service Innovation Setting

This dissertation uses service-dominant logic to understand customer value creation in service innovation context. Although co-creation became an interesting phenomenon among marketing scholars, the underlying mechanisms of co-creation process are still vague. To fill the gaps in the literature, we draw from S-D logic to understand antecedents and outcome of co-creation to service innovation context. The results of this study show that most of the hypotheses are supported, thus finding support for the overall model of value co-creation.
Date: May 2017
Creator: Rokonuzzaman, Md
System: The UNT Digital Library