Institutional voids,international learning effort and internationalization of emerging market new ventures

Much of the existing scholarly works portray institutional voids (IVs) in emerging economies as impeding forces against the development of new ventures. However, little attention has been paid to how such voids generate positive outcomes in emerging market new ventures. Drawing on the institutional theory, we propose IVs as crucial enablers of new venture internationalization. In addition, we investigate both how and when IVs enhance the degree to which new ventures internationalize by examining international learning effort (ILE) as a mediator and two domestic market environmental factors (i.e., environmental dynamism and competitive intensity) as important contingencies. We test our moderated mediation model using primary data gathered from 211 new ventures from Ghana. We found that ILE mediates the relationship between IVs and new venture internationalization and that both environmental dynamism and competitive intensity moderate the indirect relationship between home-country IVs and new venture internationalization. We discuss the theoretical and practical implications of this study.     

Benevolence-dominant,authoritarianism-dominant,and classical paternalistic leadership: Testing their relationships with subordinate performance

We propose a new typology of paternalistic leadership styles based on how leaders demonstrate authoritarianism and benevolence, the two essential components of this type of leadership. Benevolence-dominant paternalistic leadership refers to leaders' sole dependence on the use of benevolence without their strong assertion of authority, whereas authoritarianism-dominant paternalistic leadership is based mainly on authoritarianism itself; classical paternalistic leadership, which best fits early observations of paternalistic leaders, refers to the salient combination of both leadership components. We used two distinct samples and methods to test this typology and the association with subordinate performance. Across the two studies, a field investigation with Taiwanese military supervisor-subordinate dyads and a hypothetical scenario experiment with U.S. working adults, we found a positive relationship between classical paternalistic leadership and subordinate performance as strong as that between benevolence-dominant paternalistic leadership and performance. Our findings echo the phenomenon that paternalistic leaders tend to combine benevolence with authoritarianism to affect subordinate performance.     

Sales force automation: review,critique, research agenda

We review and critique the research literature on sales force automation (SFA). SFA involves the application of information technology to support the sales function. SFA software provides functionality that helps companies manage sales pipelines, track contacts and configure products, inter alia. The paper is organized into four main sections. First, we review the SFA environment, identifying definitions, vendor classifications and software attributes. We then move to a review and classification of the academic research that has been published on SFA. We find that the entire body of SFA knowledge attempts to answer just four questions: Why do organizations adopt SFA? What are the organizational impacts of SFA? What accounts for the success or failure of SFA projects? What accounts for variance in salesperson adoption of SFA? We then critique this body of knowledge on a number of theoretical and methodological grounds, and finally propose a research agenda for the future.     

The marketing strategy worksheet—A practical planning tool

The Marketing Strategy Worksheet is a simple aid to strategic planners. It enables a coherent and integrated plan to be produced and communicated to others. It is a three-level flow chart comprising an analytical stage, formulation of some key primary decisions and subsequent settlement of strategic issues within the marketing mix. The analytical stage incorporates both external and internal analysis. The primary decisions concern company objectives, marketing objectives, demand management, target market and positioning. Using the conventional marketing mix format, decisions are made about product, promotion, distribution and price.     

Leadership across hierarchical levels: Multiple levels of management and multiple levels of analysis

We examined differences in leadership influence processes, perceptions, and multiple levels-of-analysis effects between close and distant charismatic and contingent reward leadership across three hierarchical levels in 13 Korean companies. Multi-source data revealed that followers' commitment to the leader mediated relationships between leadership and followers' attitudinal, behavioral, and performance outcomes in close situations, but not in distant relationships. Leadership at higher levels of management was positively related to leadership at the next lower level, which in turn related to follower outcomes at the lowest echelon. Multivariate within and between analysis indicated multiple-level effects differing by leader–follower distance and for the variables of interest.     

The Possibility of Promoting User Participation in Working with High-risk Youth

Summary Advocacy for promoting user participation in the helping processof social work has been reported in the literature since the1970s, but the practicality of the concept for different clientelesof social work has been rarely explored. This paper presentsa recent qualitative study on exploring the applicability ofuser participation in work with high-risk youth in the streetswho are usually regarded as immature and low in both self-confidenceand the ability to make the ‘right’ decisions. Thefindings of the study support the promotion of the concept ofuser participation in working with high-risk youth. Positivechanges and growth were observed among this group with the applicationof user participation in the helping process. Ways for promotingthe implementation of this concept in work with high-risk youthare suggested.