Talai Osmonbekov

Adoption of electronic commerce tools in business procurement: enhanced buying center structure and processes

Modern procurement is being shifted from paper‐based, people‐intensive buying systems toward electronic‐based purchase procedures that rely on Internet communications and Web‐enhanced buying tools. Develops a typology of e‐commerce tools that have come to characterize cutting‐edge industrial procurement. E‐commerce aspects of purchasing are organized into communication and transaction tools that encompass both internal and external buying activities. Further, a model of the impact of e‐commerce on the structure and processes of an organization’s buying center is developed. The impact of the changing buying center on procurement outcomes in terms of efficiency and effectiveness is also analyzed. Finally, implications for business‐to‐business marketers and researchers are 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...

e-Business technological innovations

Abstract Modern distribution is being shifted from paper-based, people-intensive marketing systems toward electronic-based procedures that rely on Internet communications and web-enhanced software tools. This article develops a typology of e-business technological innovations that have come to characterize cutting-edge distribution management. e-Business tools relevant to marketing channels are organized by the channel process flows that yield communication and transaction enhancements to distribution systems. Further, a model of the impact of e-business on channel performance is developed. The mediating role of channel structure on technologys impact on channel outcomes in terms of efficiency and effectiveness is also analyzed. Finally, implications of the e-business revolution for managers and researchers are discussed.

Abusive supervision and citizenship behaviors: exploring boundary conditions

Purpose – Previous research indicates that employees reciprocate for abusive supervision by withholding discretionary organizational citizenship behaviors (OCBs). The purpose of this paper is to investigate the boundary conditions of the negative relationship between abusive supervision and OCBs, by investigating time and money (dyadic duration and pay satisfaction) as potential moderating variables to the abusive supervision‐OCBs relationship.Design/methodology/approach – A sample of 357 bank employees in Kazakhstan was used to test hypotheses.Findings – Results indicate that the negative relationship between abusive supervision and OCBs is more pronounced when employees have been supervised by a particular manager for a longer period of time, as well as when employees are less satisfied with their level of compensation.Research limitations/implications – Limitations include the use of cross‐sectional data and the possibility of common method bias.Practical implications – Satisfaction with pay as a moder...

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...

The impact of social and contractual enforcement on reseller performance: the mediating role of coordination and inequity during adoption of a new technology

Purpose n n n n nThe purpose of this paper is to examine the impact of social and contractual enforcement on the performance of business-to-business relationship. The research also tests the mediating role of perceived inequity and coordination. n n n n nDesign/methodology/approach n n n n nA survey methodology was used to obtain responses from 224 decision-makers at reseller organizations. The data were analyzed using structural equation modeling. n n n n nFindings n n n n nIt was found that both social and contractual enforcement impact relationship performance. Perceived inequity and coordination are important moderators of those relationships, as social enforcement increases coordination and reduces perceived inequity, while contractual enforcement increases perceived inequity. n n n n nOriginality/value n n n n nWhile previous studies examined enforcement impact on coordination and conflict, this study links it to relationship performance. Importantly, enforcement’s relationship with perceived inequity is also examined in the context of B2B relationship.

Customer learning orientation in public sector organizations

Organizational learning and customer orientation have been a focus of research for a number of years in both marketing and management literature. Customer learning orientation is conceptualized as three important components: management customer orientation, customer feedback, and employee learning orientation. By drawing from both marketing and organizational research theories, the authors propose a model of customer learning orientation in a public sector organizational setting. Customer learning orientation is hypothesized to have a significant effect on employee attitudes of role ambiguity and self-efficacy, which in turn affects job outcomes of job satisfaction and organizational citizenship behaviors. Using a sample of 438 employees of a public sector organization, the authors test the model through a structural equation modeling technique. The results provide general support for the model. Implications for managers of public sector organizations and future research are discussed.