Cristian Chelariu

The antecedents and performance consequences of relationalism in export distribution channels

Abstract Since working with foreign-based intermediaries is difficult, manufacturers that export through nonintegrated channels often experience poor export performance. However, governance theory suggests that as these cross-border relationships shift away from arms-length trading arrangements and toward highly relational partnerships, performance can improve. In particular, the flexibility, solidarity, and information exchange that characterize close working relationships lead to the efficient coordination of channel tasks. In addition to evaluating the performance consequences of relationalism, this research also identifies the antecedent channel conditions that play a developmental role in these relational exchanges. A model of relationalism antecedents and consequences is tested on a sample of 290 manufacturers that export through foreign distributors. Support is found for the performance-enhancing qualities of relationalism and the impact of the export context on the development of relational exchange in exporting.

Learning to improvise, improvising to learn: a process of responding to complex environments

Abstract This paper extends recent work on improvisation by focusing on the role of information flows and the action–learning interaction as an organization responds to a changeable environment and/or to a crisis. Novelty, speed and coherence are presented as dimensions of improvisation and we show how environmental factors influence the effectiveness of these. A typology of improvisation is offered that suggests that improvisational skills can themselves be learned with more effective improvisation resulting.

An empirical test of antecedents and consequences of salesperson job satisfaction among Polish retail salespeople

Abstract This study looks at the applicability of retail sales management theory in a transitional economy. A theoretical model of in-role sales performance, satisfaction, commitment, and turnover based on previous empirical work is tested with a sample of 331 retail salespeople in Poland. The structural model shows strong support for the applicability of Western sales management theory in a transitional economy.

Market orientation in Ivory Coast: measurement validity and organizational antecedents in a sub‐Saharan African economy

Despite renewed interest in the cross‐national implementation of market orientation, there is hardly any consideration of this practice in sub‐Saharan Africa. The present study examines the validity of two widely used market orientation scales from Kholi and Jaworski and Narver and Slater, in Ivory Coast, and the ability of both scales developed from explained market orientation practices among Ivorian firms. The results of this study confirm the transferability of both scales, although Narver and Slater’s were found to perform better. In addition, several related organizational antecedents recommended in the extant literature were found to predict market orientation in this sub‐Saharan African country. Several managerial recommendations and implications for further research are also discussed.

Entrepreneurial propensity in a transition economy: exploring micro‐level and meso‐level cultural antecedents

Purpose – This paper aims to analyze antecedents of entrepreneurship propensity in two separate studies, at individual and organizational levels. The first study proposes that the effect of individual cultural values on entrepreneurial propensity is mediated by the locus of control. The second study focuses on the interaction effect between the individuals need for autonomy and a bureaucratic culture characterized by high centralization and high formalization.Design/methodology/approach – The approach takes the form of surveys of business students and retail salespeople in Romania and regression analysis.Findings – Internal locus of control predicts entrepreneurship propensity. Mediation effects were not supported. Centralization and formalization stimulate entrepreneurial propensity, especially in salespeople with a high need for autonomy. In general, the individual cultural values approach generated weak results, while the organizational culture approach showed strong support for the hypotheses.Researc...

Relational governance in B2B electronic marketplaces: an updated typology

Purpose – This paper seeks to apply the relational exchange framework, updated by insights on interimistic relationships, to analyze governance implications for the three types of e‐marketplaces currently in operation: independent exchanges, consortia, and private exchanges. These three archetypes are analyzed from a functional perspective and, more importantly, from a relationship governance perspective.Design/methodology/approach – The paper is conceptual in approach.Findings – The three e‐marketplace archetypes currently in existence correspond to different levels of operational integration and, in turn, to three different types of inter‐firm relationships. Moreover, the three types of relational structures proposed offer different solutions for governance processes such as partner qualification, monitoring, and enforcement.Research limitations/implications – The network of relationships between firms is changing all the time as a result of dynamic industry conditions. The relational continuum proposed...

A study of work‐family conflict, family‐work conflict and the contingent effect of self‐efficacy of retail salespeople in a transitional economy

Purpose – The present study aims to contribute to the growing cross‐national body of literature on work‐family conflict (WFC) and family‐work conflict (FWC) issues by examining the interrelationship of these constructs with other variables in the context of a transitional economy.Design/methodology/approach – Data were collected using self‐report questionnaires distributed to retail salespeople in Hungary. Hypothesis tests were conducted using structural equation modeling.Findings – The results revealed that WFC is strongly related to job stress, while FWC is not, and that job stress fully mediates the effect of WFC on turnover intentions. It was also found that self‐efficacy, as a moderator, heightened the positive effect of WFC on job stress, but attenuated the effect of FWC.Research limitations/implications – Future research could examine both the deleterious and beneficial effects of role identity spillover and include additional psychological work outcomes beyond turnover intentions. Assessing the im...

Communication technology in international business-to-business relationships

Purpose – This study aims to examine the antecedents and performance consequences of three types of communication technology (phone, e-mail and internet) in cross-border business-to-business relationships. Design/methodology/approach – Based on the proposed theoretical framework six hypotheses are advanced and tested. The authors use regression analysis on data from a survey of American exporters combined with secondary data on emerging European markets. Findings – This research finds that relationship-level variables are better predictors of ICT use than country-level variables, and that ICT use impacts dyadic performance. More specifically, information exchange predicted all three communication modes, while the use of warnings predicted both inter-personal communication methods. From an institutional standpoint, the authors find that bureaucratic barriers predict both phone and e-mail communication. At the firm level, it is found that firm-level technological skills are a significant predictor for the u...

National culture and national adoption and use of mobile telephony

The study investigates the effects of national culture on the five-year adoption growth rates of mobile telephones using both Halls cultural classifications and Hofstedes multicultural framework. Results indicate that polychronic cultures are more conducive to the adoption of mobile telephones, as hypothesised. Individualism and uncertainty avoidance were also found to be negatively related to mobile adoption growth rates. Findings from the study provide insights into the role of national culture in explaining differences in the adoption rates and will help global marketers formulate more effective marketing and communication strategies by accommodating for cultural influences during the adoption/diffusion process.

Purchasing Guilt: Conceptualization and Propositions for Future Research, an Extended Abstract

Guilt is a common element in the post-purchase consumer experience (Kivetz and Simonson 2002). It can be a major source of encouragement for customers to engage in corrective action, regardless of the customer’s level of satisfaction with a product of interest (cf. Frijda 1986). Guilt surrounding purchase experiences has been found to confound or beget consumer satisfaction (Goldsmith et al. 2012) and related post-purchase behavior, thereby suggesting the need for research into the emotion and its impact on retailing (Dahl et al. 2005). The overlap between guilt and consumer behavior has raised increasing interest over the last decade (Dahl et al. 2005; Han et al. 2014). Guilt has found use as a mechanism for controlling unpleasant consumer behaviors such as shoplifting (Alstete 2006) and drinking (Agrawal and Duhachek 2010) and as a powerful motivational force to encourage specific coping strategies (Duhachek et al. 2012). However, the question of what constitutes consumer purchasing guilt and how the emotion may be mitigated or induced in retailing is not well understood. The purpose of this study is to contribute to the understanding of consumer emotions in the retail experience by exploring purchasing guilt and its implications for consumer behavior in retail settings. Although the implications of guilt can be far-reaching (Tangney and Dearing 2002), we restrict our investigation to extending research propositions for exploring guilt-inducing tactics (Miceli and Castelfranchi 1998) and their connections to purchasing behavior.