The effect of stress on customer perception of the frontline employee: an experimental study

Review of Managerial Science - This article examines positive effects of customer stress drawn upon the theory of excitation transfer. Contrary to previous marketing and management literature, the...     

Resolving conflict over salespeople’s brand adoption in franchised channels of distribution

Many franchise-based retail outlets offer both the franchisor-owned brand and brands of competitors or independent suppliers. As salespeople may influence customers’ brand choices considerably, an important concern for franchisors is how to raise salespeople’s selling preferences for the franchisor-owned brand. However, the channel administration literature suggests that salespeople may not automatically favor the franchisor’s brand over other brand lines. While a large body of research examines franchise–channel relationships, previous investigations have conspicuously overlooked this channel conflict. In proposing a conceptual model grounded in the behavioral sciences, this study analyzes how franchisors can induce salespeople to advocate their brand by fostering the intention to promote the franchisor-owned brand (IFOB) in customer interaction. The results of an empirical field study show that individual brand promotion depends on factors such as salespeople’s identification with the franchisor and their tenure with the organization, as well as on the franchisor’s prestige and administration of the franchise. Moreover, we find that franchisees’ IFOB transfers to salespeople, but only if franchisees display a charismatic leadership style. We discuss these findings in light of extant theory and empirical evidence and derive several managerially relevant implications for the administration of franchised retail channels.     

Consistent Probabilistic Social Choice

Two fundamental axioms in social choice theory are consistency with respect to a variable electorate and consistency with respect to components of similar alternatives. In the context of traditional non‐probabilistic social choice, these axioms are incompatible with each other. We show that in the context of probabilistic social choice, these axioms uniquely characterize a function proposed by Fishburn (1984). Fishburn's function returns so‐called maximal lotteries, that is, lotteries that correspond to optimal mixed strategies in the symmetric zero‐sum game induced by the pairwise majority margins. Maximal lotteries are guaranteed to exist due to von Neumann's Minimax Theorem, are almost always unique, and can be efficiently computed using linear programming.     

Circular literacy. A knowledge-based approach to the circular economy

ABSTRACT

This paper applies a knowledge-based approach to study the role of circular economy (CE) for sustainable development. An analysis of publications from practice-oriented CE advocates is deployed to study the types of knowledge actors foster when they pursue the transition towards a CE. With the proposed term ‘circular literacy’ (CL), an analytical framework is provided to differentiate between different types of knowledge relevant for a transition towards the CE: system, target, and transformation knowledge. The main emphasis is on identifying knowledge-related prerequisites that prevent or stimulate the transformative potential of CE thinking and practices for sustainable development. The analysis reveals how the CL in the sample is confined by a narrow economic vision of the CE, lacking a reflection of political and sociocultural aspects that are needed to be addressed in future research to gain a robust concept of a CE-driven systemic transition towards sustainability.     

Trade openness and income inequality: New empirical evidence

We examine how trade openness influences income inequality within countries. The sample includes 139 countries over the period 1970–2014. We employ predicted openness as instrument to deal with the endogeneity of trade openness. The effect of trade openness on income inequality differs across countries. Trade openness tends to disproportionately benefit the relative income shares of the very poor, but not necessarily all poor, in emerging and developing economies. In most advanced economies, trade openness increased income inequality, an effect that is driven by outliers. Our results suggest a strong effect of trade openness on inequality in China and transition countries.     

Gentrifizierung in Wien, Chicago und Mexiko Stadt

The lack of comparative gentrification research is regularly addressed by the scientific community. Despite the vast amount of isolated case-studies from different urban contexts, there are only few comparisons of gentrified neighborhoods on a global level. It is hypothesized that to a large extent the lack of international comparisons is based on the limits of quantitative secondary data. Therefore, a qualitative research project was designed to develop an analytical scheme of categories. An actor-analysis was conducted in three neighborhoods in Vienna, Chicago and Mexico City. The semi-structured interviews were analyzed in a qualitative content analysis and then linked to the theoretical gentrification-framework. The result, an analytical scheme of 14 categories, provides a new approach to face the significant lack of international comparisons.     

A Delphi Method Expert Survey to Derive Standards for Flood Damage Data Collection

For the purpose of flood damage analyses reliable, comparable, comprehensive, consistent, and up-to-date data are an indispensable need. Like in many other countries a database with this kind of datasets does not exist in Germany. To establish it, standards have to be set for flood damage data collection. We approached this problem by questioning experts about their information needs for flood damage analysis. This survey is done by applying a Delphi survey approach. The aptitude of the Delphi approach to assess, structure, and standardize expert knowledge is evaluated in this article. In the survey a panel of 55 experts working in the field of flood damage analysis for insurances, engineering companies/consultancy, public water management, and universities and other scientific institutions helped to identify common information needs. The multi-step Delphi method proved to reduce the deviation of answers thereby enabling consensual results and also enhanced the quality by modifying group answers in the direction of experience based answers. There was also a high level of congruence in information needs between experts from different fields of employment that allowed the derivation of common standards.     

The impact of life stage and societal culture on subordinate influence ethics: A study of Brazil,China, Germany,and the U.S.

In this paper, we investigate the effects of societal values and life stage on subordinate influence ethics. Based on the evolving crossvergence theory of macro-level predictors of values evolution, we demonstrate the applicability of crossvergence theory in the micro-level context. Furthermore, our study provides the first empirical multi-level analysis of influence ethics utilizing a multiple-country sample. Thus, we illustrate how the breath of crossvergence can be expanded to provide a multi-level theoretical foundation of values and behavior evolution across cultures. Specifically, we integrate micro-level life stage theory and macro-level societal culture theory to concurrently assess the contributions of each theory in explaining subordinate influence ethics across the diverse societies of Brazil, China, Germany and the U.S. Consistent with previous research, we found significant societal differences in influence ethics. However, we also found that life stage theory played a significant role in understanding influence ethics. Thus, our findings expand the crossvergence perspective on societal change, indicating that key micro-level predictors (e.g., life stage) should be included in cross-cultural research.