Dheeraj Sharma

Impact of Telework on Exhaustion and Job Engagement: A Job Demands and Job Resources Model

Teleworking, the increasingly common practice, which involves working away from the office using technology, entails changes in the experience of work. Such changes may influence the demands and resources associated with a job. While research on burnout has addressed the role of exhaustion and job engagement using the Job Demands‐Resources model, existing literature has focused on traditional work modes. This paper explores the effects on job demands and resources to understand the processes through which telework impacts the exhaustion and engagement of the teleworker. We find that the positive effect of telework revolves around reduced work pressure and role conflict and increased autonomy. The negative effect of telework is expressed through increased role ambiguity and reduced support and feedback. Overall, we find that telework is negatively related to both exhaustion and job engagement and that job demands and resources mediate these relationships.

An exploratory investigation of the consumer religious commitment and its influence on store loyalty and consumer complaint intentions

Purpose – Past consumer behavior researchers contend that there is a significant relationship between a consumers religious affiliation and a number of consumption related variables. Based on Worthington et al.s multi‐dimensional approach this paper aims to examine the concept of consumer religious commitment in the marketing domain.Design/methodology/approach – Using cross‐sectional data of 425 respondents this research examines the outcomes of the direct influence of consumer religious commitment on two outcomes, namely, store loyalty and complaint intentions.Findings – Results of the study indicate that consumer religious commitment significantly influences store loyalty and complaint intentions.Originality/value – The paper offers prescriptive insights for managers, who may see potential value of consumer religiosity as a market segmentation tool.

Internet channel and perceived cannibalization

Purpose – The purpose of this paper is multifold. First, this study aims to proffer a psychometric scale to measure sales agents perception of sales cannibalization due to the addition of an internet channel. Second, the study seeks to estimate the downstream impact of sales agents perceived cannibalization (SPC) on two outcomes, namely, commitment and alienation from work. Third, it aims to examine the moderating role of environmental munificence in the relationship between SPC and the two outcomes.Design/methodology/approach – The data for this study were collected from a contact pool of 2,108 insurance sales agents. A total of 511 valid responses were attained. Structural equation modeling was employed to examine the relationships posited in this study.Findings – First, a multi‐item scale was conceptualized and developed for measuring SPC. Second, the properties of the scale were assessed following procedures recommended by Churchill, Anderson, Gerbing, Bagozzi, and Yi. The scale demonstrated satisfa...

Salesperson Corporate Ethical Values (SCEV) Scale: Development and Assessment among Salespeople

This study has two purposes. First, we constructed a multidimensional psychometric scale, salesperson corporate ethical values (SCEV), to assess salespeople’s perceptions of corporate ethics, as well as their own ethics with customers and their organization. The resulting four-dimensional nine-item scale demonstrated reliability, as well as convergent, discriminant, and nomological validity in both training and validation samples. Second, using SCEV as the focal point, we theorized and tested a structural model with fi ve constructs. Results suggest that fairness, organizational commitment, and organizational citizenship behaviors are positively related to SCEV, which, in turn, is positively associated with job satisfaction and performance.

Internet Channel and Cannibalization: An Empirical Assessment of Sales Agents’ Perspective

Organizations increasingly use Internet channels to enhance performance, consolidate existing markets, and reach new markets. The overarching benefits realized through the Internet oftentimes come at the expense of perceived job insecurity among individuals in the organization. This study explores perceptions of job insecurity among sales agents when the Internet seems to cannibalize their business, customer relationships, and jobs. Results suggest that sales agents’ perceptions of cannibalization negatively influence their effort, job satisfaction, and job performance, whereas relational capital moderates the influence of these perceptions. In a post hoc analysis, the impact of perceived cannibalization is found to be more severe for less experienced sales agents than for more experienced sales agents.

Dogmatism and Online Consumption: Examining the Moderating Role of Trust and Value of Exchange Outcome

Internet use in the market place has become increasingly ubiquitous in the last decade. With increasingly more companies and individuals using Internet for consumption of products and services (Reisenwitz and Cutler 2001), the online consumption is expected to continue to grow to

How to Attain Desired Outcomes Through Channel Conflict Negotiation

105 billion worldwide within five years and the U.S. online shopping population is estimated to double from 66 million people in 2002 to 132 million by 2011 (Jupiter 2006). This surge in online consumption is particularly spurred by younger American adults, who prefer more e-tailing compared to traditional retailing (Crabtree 2004). Recent research indicates that 31percent of the population between 15–39 years prefers to consume online, whereas, only 16percent of the population over 65 years prefers to engage in online consumption (Raugust 1999).

How much trust should risk managers place on “Brownian motions” of financial markets?

Channel relationships are dynamic and complex. While much of channel literature has dealt with power, dependency, and conflict resolution, relatively little research focuses on how channel members apply different modes of negotiation to resolve channel conflicts, and most importantly, how they finagle their ways through different stages of negotiation to obtain desirable outcomes. The current paper suggests that in deciding which strategy to adopt to effectively negotiate with others, channel members should take into account two vital outcomes during the negotiation process: substantive gain and relationship outcome. Integrating high vs. low levels for each of these two types of outcomes, this study develops a framework for channel conflict-negotiation and recommends appropriate negotiation strategies for various scenarios and phases of negotiation. Furthermore, a case study is developed to demonstrate how negotiation strategies and phases of negotiation can be applied to three pseudo scenarios.

Price of freedom: are we willing to pay anything and how much?

Purpose – The purpose of this paper is to investigate the recent global economic downturn. Particularly, the study explores the utilization of the concept of Brownian motion in financial risk management in organizations in the USA.Design/methodology/approach – The three assumptions, namely, independence, stationarity, and normal distribution that underlie the concept of Brownian motion are examined.Findings – It is concluded that the widely used risk management strategies predicated on Brownian motion fail to provide a rational understanding of financial turmoil. Consequently, prescriptive insights are offered to aid the industry in developing an apposite mechanism for risk management.Research limitations/implications – This paper offers new and improved risk management strategies that need to be undertaken to augment our understanding and prediction of financial scenarios.Practical implications – The paper is useful for managers in all financial organizations, which employ computer models using Brownian ...

Total System Integration in Distribution Channels

Freedom is one of the most frequently used words; however, the notion of freedom has become convoluted in recent times. In this study, we examined if freedom is really important to individuals and the price an individual is willing to pay to remain free. Specifically, the primary purpose of this study is to determine the price of freedom from an individual perspective and to consider the ramifications of establishing a commercial market for freedom. Employing data collected from prisoners and the general public, the notion of freedom is examined and the price which individuals are willing to pay to be free is assessed. Results of the study indicate that there is a significant variance in the price that individuals are willing to pay to remain free. Furthermore, many individuals are not willing to pay anything if the loss of freedom is only for a short duration. The results of this study are utilised to offer public policy recommendations to the government and administrators.