FEU Cavite Library Search for 'au:"Article"'

Fit and frustration as drivers of targeted counterproductive work behaviors : a multifoci perspective /

By 101 | Article.
English : College Library,

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A Theory of customer valuation : concepts, metrics, strategy, and implementation /

By 82 | Article.
English : , .
Customer valuation refers to the economic value of the customer`s relationship with the firm. This study approaches the topic of customer value for measuring, managing, and maximizing customer contributions by proposing a customer valuation theory (CVT) based on economic principles that conceptualizes the generation of value from customers to firm. The author reviews the established economic theories for valuing investor assets (e.g., stocks) and draws ac comparison to valuing customer contributions. Furthermore, the author recognizes the differences in the guiding principles between valuing stocks and valuing customers ing proposing CVT. Using CVT, the author discusses the concept of customer lifetime value (CLV) as the metric that can provide a reliable, forward-looking estimate of direct customer value. In addition, economic models to estimate CLV, ways to manage CLV using portfolio management principles, and strategies to maximize CLV are discussed in detail. The author extends the customer value concept by discussing ways that a customer can add value to the firm indirectly through incentivized referrals, social media influence, and feedback. Finally, the benefits of CVT to multiple constituencies are offered.

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Lateral exchange markets : how social platforms operate in a networked economy /

By 82 | Article.
English : , .
Lateral exchange markets (LEMs) are sites of technologically intermediated exchange between actors occupying equivalent network positions. To develop an enriched understanding of these markets, the authors develop a more broad-based and differentiated understanding of peer-to-peer, sharing, and access-based markets. They focus on two key axes: the extenxt of (1) consociality and (2) platform intermediation. Drawing on these attributes, the authors theoretically deduce four ideal types - Forums, Enablers, Matchmakers, and Hubs. Each type provides value in a different way. Forums connect actors, Enablers equip actors, Matchmakers pair actors, and Hubs centralize exchange. Twenty organizational cases reveal insights into the failure, adaptation, and success of LEMs. Lateral exchange markets shift responsibility for personal and exchange security to relevant personal actors, to institutions, or to the governing algorithms of technology platforms. Extending the general proposition that sociality increasingly infuses market logics, the findings suggest a new frontier in which social resources and software platform algorithms interact as operand resources whose negative consequences (e.g., opportunism) require careful managment through assurances and institutional arrangements matched to the type of LEM operation.

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Improving consumer mindset metrics and shareholder value through social media : the different roles of owned and earned media /

By 82 | Article.
English : , .
Although research has examined the social media - shareholder value link, the role of consumer mindset metrics in this relationship remains unexplored. To this end, drawing on the elaboration likelihood model and accessibility/ diagnosticity perspective, the authors hypothesize varying effects and earned social media (OSM and ESM) on brand awareness purchase intent, and customer satisfaction and link these consumer mindset metrics to shareholder value (abnormal returns and idiosyncratic risk). Analyzing daily data of 45 brands in 21 sectors using vector autoregression models, they find that the brand fan following improves all three mindset metrics. ESM engagement volume affects brand awareness and purchase intent but not customer satisfaction, while ESM positive and negative valence have the largest effects on customer satisfaction. OSM increases brand awareness and customer satisfaction but not purchase intent, highlighting a nonlinear effect of OSM. Interestingly, OSM is more likely to increase purchase intent for high involvement utilitarian brands with higher reputation inplying that running a socially responsible business lends more credibility to OSM. Finally, purchase intent and customer satisfaction positively affect shareholder value.

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How do specialized personal incentives enhance sales performance? The benefits of steady sales growth /

By 82 | Article.
English : , .
The authors study specialized personal incentives (SPIs), which are cash rewards granted to salespeople for meeting interim performance goals within regular sales quota period (monthly, quarterly, etc.). Because firms often institute multiple SPIs, the authors are able to investigate whether different sales achievement trajectories have differential impacts on salespeople`s period-end sales performance. The authors find that a steadily growing sales trajectory in a sales period is more strongly associated with period-end success than a sales trajectory that is relatively flat early but has a sharp spike later in the period. Furthermore, although a salespeople who had high performance in the prior month (i.e., high-performance state) may be able to draw on superior selling strategies (compared with other salespeople), they too experience a boost in sales performance in the current month by earning SPIs. Notably, the authors also find that although earning SPIs benefits all salespeople, there is U-shaped relationship between a salesperson`s performance state and his her month-end sales performance. For any specific number of SPIs earned, the probability of meeting and exceeding month-end quotas is boosted more for salespeople with low- and high-performance states than for salespeople with a medium-performance state.

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Clustering, knowledge sharing, and intrabrand competition : a multiyear analysis of an evolving franchise system /

By 82 | Article.
English : , .
As franchise systems expand, the clustering and resulting proximity of same-brand outlets often become contentious issues. The increased interactions among outlets may facilitate knowledge sharing, even while inducing intrabrand competition. Prior research has considered each possibility - knowledge sharing or intrabrand competition - in isolation, resulting in conflicting recommendations to the central question of whether multiple same-brand outlets should be close to or distant from one another. In this study, the authors take the perspective of the focal outlet and show that the opportunity to share knowledge afforded by clustering-based proximity may or may not be realized, depending on the motivation and ability of the proximal outlets to share knowledge, the focal outlet`s ability to absorb knowledge, and the governance context. An analysis of more than 8, 000 observations on the 988 outlets of a U.S.-based automotive service franchise system from 1977 to 2012, and corresponding outlet-level sales information from 2004 to 2012 provides support for the authors`s hypotheses.

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Social dollars in online communities : the effect of product, user and network characteristics /

By 82 | Article.
English : , .
Online communities have experienced burgeoning popularity over the last decade and have become a key platform for users to share information and interests, and to engage in social interactions. Drawing on the social contagion literature, the authors examine the effect of online social connections on users` product purchases in an online community. They assess how product, user and network characteristics influence the social contagion effect in users` spending behavior. The authors use a unique large-scale data set from a popular massively multiplayer online role-playing game community - consisting of users` detailed gaming activities, their social connections, and theri in-game purchases of functional and hedonic products - to examine the impact of gamers` social networks on their purchase behavior. The analysis, based on a double-hurdle model that captures gamers` decisions of playing and spending levels, reveals evidence of "social dollars," whereby social interaction between gamers in the community increase their in-game product pruchases. Interestingly, the results indicate that social influence varies across different types of products. Specifically, the effect of a focal user`s network ties on his or her spending on hedonic products is greater than the effect of network ties on the focal user`s spending on fucntional products. Furthermore, the authors find that user experience negatively moderates social contagion for functional products, whereas it positively moderates conatgion for hedonic products. In addition, dense networks enhance contagion over functional product purchases, whereas they mitigate the social influence effect over hedonic product purchases. The authors perform a series of tests and robustness checks to rule out the effect of confounding factors. They supplement their econometric analyses with dynamic matching techniques and estimate average treatment effects. The results of the study have implications for both theory and practice insights on how managers can monetize social networks and use of social information to increase user engagement in online communities.

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Realtional price discounts : consumers' metacognitions and nonlinear effects of initial discounts on customer retention /

By 82 | Article.
English : , .
Practitioners increasingly employ relational price discount by granting initial discounts to new customers with the goal of building sustainable relationships. However, extant research has provided mixed findings on the long-term effects of initial discounts on customer retention. The current research aims to reconcile this mixed evidence by exploring nonlinear effects of initial discounts on customer retention. Drawing on marketplace metacognition theory, the authors hypothesize that moderate initial discounts (5% - 35%) have positive effects on customer retention, whereas low (<5%) and high (>35%) discounts have negative effects. Two large-scale field studies in an insurance company`s car insurance branch and property insurance branch provide empirical support for the hypothesized patterns. An additional laboratory experiment tests the psychological mechanism underlying the nonlinear effects. When compared with low and high discounts, moderate initial discounts lead customers to form higher expectations of future relational benefits provided by the firm, as well as to lower their expectations of future discounts. Finally, this research offers customer lifetime valueimplications based on the depicted findings.

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Corporate board interlocks and new product introductions /

By 82 | Article.
English : , .
Firms` boards directors affect many strategic outcomes.Yet the impact of boards on new products, a key organizational adaptation mechanism, has been overlooked. Addressing this gap, the authors consider the effect of the firm`s board interlock centrality, the extent to which board members are connected to boards of other firms, on its new product introductions. They propose that the board interlock centrality provides firms access to market intelligence, creating opportunities to introduce incremental new products. Applying the motivation-opportunity-ability theory, the authors propose that the two aspects of board leadership moderate this relationship: internal (vs. external) leadership and marketing leadership. They test the hypotheses using a panel of publicly listed U.S. consumer packaged goods firms, in which most new products are incremental innovations. As hypothesized, board interlock centrality increases new product introductions. This effect is stronger when firms have high internal leadership, internal marketing leadership, and a marketing CEO; it is weaker with high intra-industry external leadership. The findings highlight the unexpected role of board interlocks on innovation outcomes and advance the literature on marketing leadership, board interlocks, and social networks.

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Converging on a new theoretical foundation for selling /

By 82 | Article.
English : , .
This article demonstrates that the sales literature is converging on a systematic and institutional perspective that recognizes that selling and value creation unfold over time and are embedded in broader social systems. This convergence illustrates that selling needs a more robust theoretical foundation. to contribute to this foundation, the authors draw on institutional theory and service-dominant logic to advance a service ecosystems perspective. This pesroective leads them to redefine selling in terms of the interaction between actors aimed at creating and maintaining thin crossing points - the locations at which service can be efficiently exchanged for service - through the ongoing alignment of institutional arrangements and the optimization of relationships. This definition underscores how broad sets of human actors engage in selling processes, regardles of the roles that characterize them (e.g., firm, customer, stakeholder). A service ecosystems perspective reveals (1) that selling continues to be an essential activity, (2) how broader sets of actors participate in selling processes, and (3) how this participation may be changing. It leads to novel insights and questions regarding gaining and maintaining business, managing intrafirm and broad external selling actors, and sales performance.

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Share repurchases and myopia : implications on the stock and consumer markets /

By 82 | Article.
English : , .
Investor demands has promoted share repurchasers to the dominating payout instrument for U.S. firms. However, critics worry that the reprchase boom leads to firms neglecting long-term investments. Even worse, scholars have shown that investor pressure also motivates firms to cut marketing investments with the aim of boosting short-term income, a practice called myopic marketing management. Extant theory still lacks an understanding of whether and how the co-occurrence of share repurchases and myopic marketing affects firm stakeholders such as investors and consumers. Using a large-scale cross-industry sample, the authors reveal that there is a higher share of firms cutting marketing investments among repurchasing firms than among nonrepurchasing firms. Furthermore, investors immediately respond negatively to myopic firms that also repurchase shares. Finally, repurchases and myopic marketing are also associated with an increase in product recalls. This first study to assess share repurchases through a marketing lens hence reveals negative effects on both the stock and the consumer markets.

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Strategic information transmission in peer-to-peer lending markets /

By 82 | Article.
English : , .
Peer-to-peer (P2P) marketplaces, such as Uber, Airbnb, and Lending Club, have experienced massive growth in recent years. They now constitute a significant portion of the world`s economy and provide opporunities for people to transact directly with one another. However, such growth also challenges participants to cope with information asymmetry about the quality of the offerings in the marketplace. By conducting an analysis of a P2P lending market, the authors propse and test a theory in which countersignaling provides a mechanism to attenuate information asymmetry about financial products (loans) offered on the platform. Data from a P2P lending website reveal significant, nonmonotonic relationships among the transmission of nonverifiable information, loan funding, and expost loan quality, consistent with the proposed theory. The results provide insights for platform owners who seek to manage the level of information asymmetry in their P2P environments to create more balanced marketplaces, as well as for P2P participants interested in improving their ability to process information about the goods and services they seek to transact online.

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School refusal : considerations for the primary care NP /

By 49 | Article.
English : College Library - Periodical Section, .
School refusal refers to child-or adolescent -motivated refusal to attend school or remain in school for the duartion of the school day. Importantly, the child or adolescent does not conceal their absence from school from their caregivers. Root causes for schol refusal include anxiety, mood disorders, untreated learning disorders, and social difficulties. Longterm outcomes of school refusal include further social withdrawal, ongoing mental health issues, and unemployment. This article reviews the differences between school refusal an other types of chronic absenteeism and it describes behaviors that may manifest in a child or adolescent who avoids attending school. The primary care provider`s role in evaluation and treatment of this population discussed.

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Improving access and outcomes for children with ADHD /

By 49 | Article.
English : College Library - Periodical Section, .
Attention-deficit hyperactivity disorder (ADHD) is amental health condition characterized by inaattentiveness, hyperactivity, and impulsivity as well as difficulties with social interaction, learning and sometimes sleep. A variety symptoms is possible, and the three ADHD presentations have been defined. Owing to health care workforce shortages, particularly in mental health care, it is critical for family NPs and other primary care providers to possess accurate understanding of the disorder and its symptomatology, evaluation, diagnosis and management in children and adolescents. In today`s landscape, newer extented-release and long-acting stimulants support better medication administration and adherence, as well as maintain more consistent levels in the body throughout the day, for pediatric patients. This article aims to keep family NP`s up to date in the latest in ADHD diagnosis and management to rduce patient barriers to care; it also provides NPs with critical information to convey to pediatric patients, their families and their teachers during this back-to-school season.

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Back to school : routine vaccines for children and adolescents /

By 49 | Article.
: College Library - Periodicals Section, .
Preparing for the new school year is an exciting and busy time. An important task for parents and caregivers during the back-to-school season is to ensure that their child or adolescent is up to date with their vaccines. NPs play a vital role in guiding parents and caregivers through vaccination process, thereby ensuring that school-aged children and adolescents` health requirements are met. This article provides NPs with resources to assist in making decisions about child and adolescent immunizations. It also explores effective communication strategies to convey the benefits of vaccination to parents and caregivers, equipping NPs with the necessary knowledge and tools to navigate vaccination complexities and advocate for the health and safety of school-aged children and adolescents.

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A Review of vaping's health effects, treatment, and policy implications : nursing's call to action /

By 49 | Article.
English : College Library - Periodicals Section, .
The emergence and subsequent surge in popularity of electronic nicotine delivery systems (ENDS), especially among adolescents and young adults, have reshaped the landscape of tobacco consumption, including use patterns and beliefs as well as therapeutic approaches to the condition. the health implications of ENDS are a cause for concern among NPs, as they include sever nicotine dependence, mental health consequences and adverse effects on respiratory and cardiac systems, among other issues. This article focuses on the health implications of vaping across the lifespan and emphasizes the need for NPs to evaluate ENDS use consistently across age groups and offer age-appropriatetreatment within the clinical setting. Importantly, although vaping is prevalent among various age groups, most tobbaco use, including vaping, begins and become established during adolescence. This back-to-school season therefore marks an ideal time for NPs to educate their pediatric patients, alongwith their parents or caregivers, about the wide-spread effects of vaping on health, and it also serves as a reminder to screen for the condition in adults, regardless of smoking history. To combat this trend on a larger scale, NPs can further advocate for community health by promoting youth prevention programs and supporting policy initiatives aimed at curbing ENDS use.

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