Suchergebnisse

Purpose
– The purpose of this paper is to investigate decision-processing effects of incidental emotions in managerial decision-making situations.


Design/methodology/approach
– A complex multi-attribute, multi-alternative decision task related to international human resources management is used as a research vehicle. The data are obtained by means of an electronic information board.


Findings
– Happiness and anger cause the decision maker to process less decision-relevant information, whereas fear activates more detail-oriented processing. The results are explained within the valence model and cognitive-appraisal framework.


Research limitations/implications
– A boundary condition of the study is the level of induced emotions. Processing effects of extremely high levels of emotions are not examined, which necessarily limits the generalizability of the findings. Also, the experiment focusses on the decision-processing effects of single isolated emotions extracted by manipulations; future research needs to examine decision-making implications of an entire emotion episode, which is likely to contain emotion mixtures.


Practical implications
– For managers, this study demonstrates the importance of being mindful of how incidental emotional states can bias choice processing in complex managerial decisions.


Originality/value
– This study extends earlier organizational research by focussing on decision-making consequences of emotion, rather than those of mood or stress. It brings together research on incidental emotions and process-tracing methodologies, thereby allowing for more direct assessment of the observed effects. Decision-processing consequences of emotion are shown to persist throughout a content-rich managerial decision task without being neutralized by an intensive cognitive engagement.

Purpose
The purpose of this study is to examine, through the lens of the buying center concept, a theorized link between organizational buying behavior (OBB) and a national culture of collectivism, large power distance, particularism and a wasta practice.


Design/methodology/approach
A qualitative methodology was used to gain better understanding of OBB in an under-researched business environment of the Arabian Gulf. The data come from 41 organizational practitioners who reported on the industrial buying processes in their organizations with reference to the buying center framework.


Findings
The study developed a model of the buying center for the emerging markets governed by socio-political institutions.


Research limitations/implications
The data were obtained only from one culturally specific world region.


Practical implications
To attain efficacious results in culturally distant business environments, industrial marketers should complement home country experience with a thorough understanding of how national cultures affect the dynamics of OBB.


Originality/value
The study updates the conceptualization of the buying center's organizational actors (OAs) for business contexts beyond traditional, mature markets. It reveals the typology of decisional influencers, introduces and defines the role of advisers and clarifies the role of the gatekeeping bureaucracy and differing perceptions thereof by OAs.

The personal characteristics of entrepreneurs can be importantly related to entrepreneurial startup intentions and behaviors. A country-moderated hypothesis including the relationship between an individual's risk-taking propensity and entrepreneurship (behaviors or intentions of the person) was conceptually developed and empirically tested in this study. The data collection was performed through a structured questionnaire. Multinominal logistic regression was used for analyzing data obtained from 1,414 students in six countries. The crucial contribution of this research is the clarification of the character of risk-taking propensity in entrepreneurship and the indication that the risk-taking propensity-entrepreneurship relationship can be moderated contingent on power distance.