In the last 50 years there has been a plethora of academic research around consumer behavior (Mac... more In the last 50 years there has been a plethora of academic research around consumer behavior (Macinnis & Folkes, 2010). While there have been a variety of topics examined by researchers, many aspects of persuasion and its effects on consumers’ decisions are not fully understood. Given the prominence of advertising in the field of persuasion, it is not surprising that persuasion theories have received a great deal of attention in scholarly research (Shrum, Liu, Nespoli, & Lowrey, 2012). Marketing and persuasion research have examined the importance of reaching the emotions of customers. It is known that feelings-oriented factors influence consumer behavior, attitudes and purchasing decisions (Bagozzi, Gopinath, & Nyer, 1999; Gardner, 1985; Kotler, Kartajaya, & Setiawan, 2010). Since emotion is an essential component of judgment and decision-making (Gohm & Clore, 2002; Schwarz & Clore, 1996), and are thought to motivate desire and action (Bagozzi, 1992), understanding the role of em...
In the last 50 years there has been a plethora of academic research around consumer behavior (Mac... more In the last 50 years there has been a plethora of academic research around consumer behavior (Macinnis & Folkes, 2010). While there have been a variety of topics examined by researchers, many aspects of persuasion and its effects on consumers’ decisions are not fully understood. Positive and negatively valenced emotions impact persuasive appeals in different ways. An individual difference construct called emotional intelligence has proven to be remarkably effective in helping research understand how individuals organize and process emotions. What is not clear however, is how emotional intelligence mediates the persuasiveness (i.e., effectiveness) of emotional appeals. The authors review the extant literature and offer several testable hypotheses that speak to the nature of the mediating effects of emotional intelligence. Data will be presented indicating whether the hypotheses are supported or not.
The authors review the history of job satisfaction research as it relates to truck drivers and tr... more The authors review the history of job satisfaction research as it relates to truck drivers and truck driver turnover. Job satisfaction, particularly the Minnesota Satisfaction Questionnaire, has played a major role in driver turnover research over the past 25 years. But the relationship between truck drivers as subjects and job satisfaction as a concept goes much deeper than that and has a much longer history. This article addresses that history and puts that aspect of driver research into historical context.
The study of emotion can be traced back to the early work of William James (1884). Consequently, ... more The study of emotion can be traced back to the early work of William James (1884). Consequently, it is hardly surprising that such a fundamental building block of human experience remains a fertile area for academic researchers and practitioners in fields as diverse as psychology, economics and marketing. Although there have been numerous calls for marketers to focus on touching customers’ emotions, a number of important gaps remain. We consider here, the notion that emotional intelligence mediates the impact of social influence attempts in consumer decision making. Specifically, we argue that emotional intelligence may serve to mute and/or lessen individual responses to persuasive communications. We then present a decisional model that can serve as a template for emotion- related decision making. Emotions are central to the actions of consumers (Bagozzi, Gopinath, & Nyer, 1999; Kotler, Kartajaya, & Setiawan, 2010), thus understanding the role of emotions in consumer decision-making...
Innovation and creativity are the lifeblood of organizations. As such, businesses expect college ... more Innovation and creativity are the lifeblood of organizations. As such, businesses expect college graduates to exhibit the skills necessary to engage in these behaviors. This research explores the concept of innovation, whether it is innate, or if the skill can be taught within the university setting, and how universities are addressing the need for, and teaching innovation. A search of the word “innovation” within educational courses found that most courses are theoretically-oriented or are efforts to cultivate entrepreneurs and/or new inventions, though some appear more practical in nature. A sampling of 50 ACBSP and AACSB accredited universities offering courses in innovation found that approximately half the universities reviewed offered courses in innovation but most courses appeared theoretical. This work contributes to the discussion of business education regarding innovation and the importance of aligning business education with organizational needs.
This article examines organization development (OD) activities in corrections. Corrections refers... more This article examines organization development (OD) activities in corrections. Corrections refers to all settings within the correctional system, including jails, prisons, and similar environments. The intent of this research was to examine the existence of OD in an unlikely setting, demonstrating the applicability of the field. The main question addressed was the extent and nature of OD consulting in corrections within the United States and Canada. Although journal publishing in this area proved non-existent, cases were found. Word of mouth and the use of e-mail and internet resources were more successful than journals. OD interventions were analyzed in terms of characteristics including objectives, methods, and designs involved as well as theory orientations of practitioners. METHOD The search and reporting processes entailed the use of a variety if resources. After a thorough search of journal articles, a combination of networking, internet resources, and phone interviews provide...
This article provides a description of the changing needs and role of customer service employees,... more This article provides a description of the changing needs and role of customer service employees, their competencies, job requirements, and training needs. Four key findings for developing effective training options are discussed. The data comes from an original research project funded by the Council of Logistics Management (CSCMP).
The Problem Although more women have been entering the workforce in the past few decades, this pr... more The Problem Although more women have been entering the workforce in the past few decades, this progress has not readily been seen in the field of aviation. Indeed, of all current U.S. corporate and commercial pilots, women only account for 6%. Through a diversity intelligence (DQ) perspective, the authors explore the experiences of women pilots to identify ways of increasing female representation in male-dominated fields in general and in aviation in particular. Via a phenomenological qualitative research approach, a total of 33 female pilots were surveyed and an additional 20 participated in a one-on-one interview. NVivo qualitative data analysis software was used, employing an inductive constant comparative method to develop categories. The Solution Results indicate that female pilots face significant gender-related roadblocks to their careers. Human Resource Development (HRD) practitioners can help organizations increase DQ to recruit and retain women in nontraditional occupation...
Journal of Organizational Effectiveness: People and Performance, 2018
PurposeThe purpose of this paper is to extend the concept of myopia and introduce the concept of ... more PurposeThe purpose of this paper is to extend the concept of myopia and introduce the concept of labor market myopia (LMM), as well as the role that human resources management (HRM) plays in its prevention and resolution. LMM, a more specific form of factor market myopia (FMM), is a myopic view of labor needs. LMM is only going to increase as human capital becomes increasingly scarce due to labor shortages.Design/methodology/approachThis conceptual review focuses on research on factor market rivalry (FMR) in the supply chain. Using three sample job categories, the concept of myopia is applied toward the human resources context to propose a new term describing a failure to consider future labor needs.FindingsThe authors position HRM/talent management as critical in preventing and addressing LMM at both firm and industry levels and the critical role of labor markets in FMR. HR strategies are suggested to prevent LMM include: expansion of the available workforce; increasing current wor...
As customer expectations grow and companies across industries face extreme marketplace pressures,... more As customer expectations grow and companies across industries face extreme marketplace pressures, unexpected or, rather, unintended battles for resources and inputs can arise. This intense competition over inputs of production and services is called factor market rivalry. While previous work has discussed factor market rivalry and some potential mitigation strategies from its ill effects, one may wonder why factor market rivalry induces such extreme competition among firms for similar resources. Obviously materials with constrained supplies contribute to factor market rivalry, but the current research suggests that factor market rivalry is further caused by factor market myopia (FMM). FMM stems from viewing the sources of resources too narrowly or becoming fixated on a singular input when substitutes may exist. Developing the concept of FMM and contextualizing the idea in generalizable theory are the primary contributions of the current research.
Separate examinations of emotional intelligence (EI) and mentoring reveal their career-enhancing ... more Separate examinations of emotional intelligence (EI) and mentoring reveal their career-enhancing potential, yet little research exists connecting the two. Emotionally intelligent people have an increased likelihood of having and maintaining successful relationships, and mentored professionals achieve higher levels of position, pay, and career satisfaction. The purpose of this review is to systematically review existing literature to illustrate how EI affects the mentoring relationship and influences its effectiveness for both the mentor and protégé. Questions guiding this research include the following: (a) What potential connections between EI and mentoring exist? and (b) How might these connections inform mentoring theory and practice? This review explicitly connects EI and mentoring literatures to show theoretical and practical synergies that are applicable to mentors, protégés, research, and practice. The article concludes with a proposed model of “emotionally intelligent mentor...
International Journal of Commerce and Management, 2015
Purpose – This paper aims to examine the potential of applying the concept of the Learning Organi... more Purpose – This paper aims to examine the potential of applying the concept of the Learning Organization to the understanding of, and potentially the assessment of, an organization's supply chain collaboration capability. Collaborative supply chain management (SCM) literature was transposed against that of the literature of the Learning Organization to investigate overlapping themes to explore benefits of applying the framework of the Learning Organization to SCM. Design/methodology/approach – The author conducted an in-depth review of the collaborative SCM and Learning Organization literature. This allowed for a comparative analysis of the literature and identification of the extent of common themes. Themes were identified, future research questions were posed and implications were delineated. Findings – Findings indicate multiple themes in common between collaborative SCM and the Learning Organization. This serves as support for the suggestion to approach SCM with the framework of the Learning Organizati...
Collaborative supply chain management discusses the integration of organizations and suppliers an... more Collaborative supply chain management discusses the integration of organizations and suppliers and the benefit of forming collaborative partnerships. This paper reviews collaborative supply chain management literature and transposes it against the literature of the learning organization, illustrating the commonalities between them and proposing that assessing an organization of the extent to which it is a learning organization would also inform a potential partnering organization of its collaborative relationship capability
International Journal of Adult Vocational Education and Technology
Workplace incivility is common in organizations across the world and can have negative effects on... more Workplace incivility is common in organizations across the world and can have negative effects on individuals and organizations. The purpose of the reported study is to examine the effects of supervisor and coworker incivility on job satisfaction and examines emotion management as a mediator of these relationships. Data from 268 working adults were collected by survey battery and analyzed via a number of multivariate techniques. The model was supported in that both supervisor and coworker incivility had strong direct negative effects on emotion management and job satisfaction, and emotion management partially mediated the incivility-job satisfaction relationship. With supervisor and coworker incivility, the participants reported lower levels of job satisfaction. However, the participants' emotion management mitigated the negative effect of incivility on job satisfaction partially. The findings suggest that organizations need to be aware of the unfavorable consequences of incivil...
PurposeThe purpose of this study was to analyze the journal entries of study abroad students from... more PurposeThe purpose of this study was to analyze the journal entries of study abroad students from a college of business that participated in four separate nine-day study abroad programs to identify whether the development of intercultural maturity is possible in a short-term study abroad program and if learning and development differ based on race/cultural background.Design/methodology/approachThis study used content analysis of student journals. The journal entries of 33 students from four different short-term study abroad trips served as the data from which a qualitative content analysis using nvivo was conducted.FindingsDevelopment of intercultural maturity can, in fact, occur from a short-term (10-day) study abroad program. Student development progressed through the first two levels of the Intercultural Maturity Framework, with multicultural students progressing further. All students achieved first and second levels of the Developmental Trajectory of Intercultural Maturity on th...
In the last 50 years there has been a plethora of academic research around consumer behavior (Mac... more In the last 50 years there has been a plethora of academic research around consumer behavior (Macinnis & Folkes, 2010). While there have been a variety of topics examined by researchers, many aspects of persuasion and its effects on consumers’ decisions are not fully understood. Given the prominence of advertising in the field of persuasion, it is not surprising that persuasion theories have received a great deal of attention in scholarly research (Shrum, Liu, Nespoli, & Lowrey, 2012). Marketing and persuasion research have examined the importance of reaching the emotions of customers. It is known that feelings-oriented factors influence consumer behavior, attitudes and purchasing decisions (Bagozzi, Gopinath, & Nyer, 1999; Gardner, 1985; Kotler, Kartajaya, & Setiawan, 2010). Since emotion is an essential component of judgment and decision-making (Gohm & Clore, 2002; Schwarz & Clore, 1996), and are thought to motivate desire and action (Bagozzi, 1992), understanding the role of em...
In the last 50 years there has been a plethora of academic research around consumer behavior (Mac... more In the last 50 years there has been a plethora of academic research around consumer behavior (Macinnis & Folkes, 2010). While there have been a variety of topics examined by researchers, many aspects of persuasion and its effects on consumers’ decisions are not fully understood. Positive and negatively valenced emotions impact persuasive appeals in different ways. An individual difference construct called emotional intelligence has proven to be remarkably effective in helping research understand how individuals organize and process emotions. What is not clear however, is how emotional intelligence mediates the persuasiveness (i.e., effectiveness) of emotional appeals. The authors review the extant literature and offer several testable hypotheses that speak to the nature of the mediating effects of emotional intelligence. Data will be presented indicating whether the hypotheses are supported or not.
The authors review the history of job satisfaction research as it relates to truck drivers and tr... more The authors review the history of job satisfaction research as it relates to truck drivers and truck driver turnover. Job satisfaction, particularly the Minnesota Satisfaction Questionnaire, has played a major role in driver turnover research over the past 25 years. But the relationship between truck drivers as subjects and job satisfaction as a concept goes much deeper than that and has a much longer history. This article addresses that history and puts that aspect of driver research into historical context.
The study of emotion can be traced back to the early work of William James (1884). Consequently, ... more The study of emotion can be traced back to the early work of William James (1884). Consequently, it is hardly surprising that such a fundamental building block of human experience remains a fertile area for academic researchers and practitioners in fields as diverse as psychology, economics and marketing. Although there have been numerous calls for marketers to focus on touching customers’ emotions, a number of important gaps remain. We consider here, the notion that emotional intelligence mediates the impact of social influence attempts in consumer decision making. Specifically, we argue that emotional intelligence may serve to mute and/or lessen individual responses to persuasive communications. We then present a decisional model that can serve as a template for emotion- related decision making. Emotions are central to the actions of consumers (Bagozzi, Gopinath, & Nyer, 1999; Kotler, Kartajaya, & Setiawan, 2010), thus understanding the role of emotions in consumer decision-making...
Innovation and creativity are the lifeblood of organizations. As such, businesses expect college ... more Innovation and creativity are the lifeblood of organizations. As such, businesses expect college graduates to exhibit the skills necessary to engage in these behaviors. This research explores the concept of innovation, whether it is innate, or if the skill can be taught within the university setting, and how universities are addressing the need for, and teaching innovation. A search of the word “innovation” within educational courses found that most courses are theoretically-oriented or are efforts to cultivate entrepreneurs and/or new inventions, though some appear more practical in nature. A sampling of 50 ACBSP and AACSB accredited universities offering courses in innovation found that approximately half the universities reviewed offered courses in innovation but most courses appeared theoretical. This work contributes to the discussion of business education regarding innovation and the importance of aligning business education with organizational needs.
This article examines organization development (OD) activities in corrections. Corrections refers... more This article examines organization development (OD) activities in corrections. Corrections refers to all settings within the correctional system, including jails, prisons, and similar environments. The intent of this research was to examine the existence of OD in an unlikely setting, demonstrating the applicability of the field. The main question addressed was the extent and nature of OD consulting in corrections within the United States and Canada. Although journal publishing in this area proved non-existent, cases were found. Word of mouth and the use of e-mail and internet resources were more successful than journals. OD interventions were analyzed in terms of characteristics including objectives, methods, and designs involved as well as theory orientations of practitioners. METHOD The search and reporting processes entailed the use of a variety if resources. After a thorough search of journal articles, a combination of networking, internet resources, and phone interviews provide...
This article provides a description of the changing needs and role of customer service employees,... more This article provides a description of the changing needs and role of customer service employees, their competencies, job requirements, and training needs. Four key findings for developing effective training options are discussed. The data comes from an original research project funded by the Council of Logistics Management (CSCMP).
The Problem Although more women have been entering the workforce in the past few decades, this pr... more The Problem Although more women have been entering the workforce in the past few decades, this progress has not readily been seen in the field of aviation. Indeed, of all current U.S. corporate and commercial pilots, women only account for 6%. Through a diversity intelligence (DQ) perspective, the authors explore the experiences of women pilots to identify ways of increasing female representation in male-dominated fields in general and in aviation in particular. Via a phenomenological qualitative research approach, a total of 33 female pilots were surveyed and an additional 20 participated in a one-on-one interview. NVivo qualitative data analysis software was used, employing an inductive constant comparative method to develop categories. The Solution Results indicate that female pilots face significant gender-related roadblocks to their careers. Human Resource Development (HRD) practitioners can help organizations increase DQ to recruit and retain women in nontraditional occupation...
Journal of Organizational Effectiveness: People and Performance, 2018
PurposeThe purpose of this paper is to extend the concept of myopia and introduce the concept of ... more PurposeThe purpose of this paper is to extend the concept of myopia and introduce the concept of labor market myopia (LMM), as well as the role that human resources management (HRM) plays in its prevention and resolution. LMM, a more specific form of factor market myopia (FMM), is a myopic view of labor needs. LMM is only going to increase as human capital becomes increasingly scarce due to labor shortages.Design/methodology/approachThis conceptual review focuses on research on factor market rivalry (FMR) in the supply chain. Using three sample job categories, the concept of myopia is applied toward the human resources context to propose a new term describing a failure to consider future labor needs.FindingsThe authors position HRM/talent management as critical in preventing and addressing LMM at both firm and industry levels and the critical role of labor markets in FMR. HR strategies are suggested to prevent LMM include: expansion of the available workforce; increasing current wor...
As customer expectations grow and companies across industries face extreme marketplace pressures,... more As customer expectations grow and companies across industries face extreme marketplace pressures, unexpected or, rather, unintended battles for resources and inputs can arise. This intense competition over inputs of production and services is called factor market rivalry. While previous work has discussed factor market rivalry and some potential mitigation strategies from its ill effects, one may wonder why factor market rivalry induces such extreme competition among firms for similar resources. Obviously materials with constrained supplies contribute to factor market rivalry, but the current research suggests that factor market rivalry is further caused by factor market myopia (FMM). FMM stems from viewing the sources of resources too narrowly or becoming fixated on a singular input when substitutes may exist. Developing the concept of FMM and contextualizing the idea in generalizable theory are the primary contributions of the current research.
Separate examinations of emotional intelligence (EI) and mentoring reveal their career-enhancing ... more Separate examinations of emotional intelligence (EI) and mentoring reveal their career-enhancing potential, yet little research exists connecting the two. Emotionally intelligent people have an increased likelihood of having and maintaining successful relationships, and mentored professionals achieve higher levels of position, pay, and career satisfaction. The purpose of this review is to systematically review existing literature to illustrate how EI affects the mentoring relationship and influences its effectiveness for both the mentor and protégé. Questions guiding this research include the following: (a) What potential connections between EI and mentoring exist? and (b) How might these connections inform mentoring theory and practice? This review explicitly connects EI and mentoring literatures to show theoretical and practical synergies that are applicable to mentors, protégés, research, and practice. The article concludes with a proposed model of “emotionally intelligent mentor...
International Journal of Commerce and Management, 2015
Purpose – This paper aims to examine the potential of applying the concept of the Learning Organi... more Purpose – This paper aims to examine the potential of applying the concept of the Learning Organization to the understanding of, and potentially the assessment of, an organization's supply chain collaboration capability. Collaborative supply chain management (SCM) literature was transposed against that of the literature of the Learning Organization to investigate overlapping themes to explore benefits of applying the framework of the Learning Organization to SCM. Design/methodology/approach – The author conducted an in-depth review of the collaborative SCM and Learning Organization literature. This allowed for a comparative analysis of the literature and identification of the extent of common themes. Themes were identified, future research questions were posed and implications were delineated. Findings – Findings indicate multiple themes in common between collaborative SCM and the Learning Organization. This serves as support for the suggestion to approach SCM with the framework of the Learning Organizati...
Collaborative supply chain management discusses the integration of organizations and suppliers an... more Collaborative supply chain management discusses the integration of organizations and suppliers and the benefit of forming collaborative partnerships. This paper reviews collaborative supply chain management literature and transposes it against the literature of the learning organization, illustrating the commonalities between them and proposing that assessing an organization of the extent to which it is a learning organization would also inform a potential partnering organization of its collaborative relationship capability
International Journal of Adult Vocational Education and Technology
Workplace incivility is common in organizations across the world and can have negative effects on... more Workplace incivility is common in organizations across the world and can have negative effects on individuals and organizations. The purpose of the reported study is to examine the effects of supervisor and coworker incivility on job satisfaction and examines emotion management as a mediator of these relationships. Data from 268 working adults were collected by survey battery and analyzed via a number of multivariate techniques. The model was supported in that both supervisor and coworker incivility had strong direct negative effects on emotion management and job satisfaction, and emotion management partially mediated the incivility-job satisfaction relationship. With supervisor and coworker incivility, the participants reported lower levels of job satisfaction. However, the participants' emotion management mitigated the negative effect of incivility on job satisfaction partially. The findings suggest that organizations need to be aware of the unfavorable consequences of incivil...
PurposeThe purpose of this study was to analyze the journal entries of study abroad students from... more PurposeThe purpose of this study was to analyze the journal entries of study abroad students from a college of business that participated in four separate nine-day study abroad programs to identify whether the development of intercultural maturity is possible in a short-term study abroad program and if learning and development differ based on race/cultural background.Design/methodology/approachThis study used content analysis of student journals. The journal entries of 33 students from four different short-term study abroad trips served as the data from which a qualitative content analysis using nvivo was conducted.FindingsDevelopment of intercultural maturity can, in fact, occur from a short-term (10-day) study abroad program. Student development progressed through the first two levels of the Intercultural Maturity Framework, with multicultural students progressing further. All students achieved first and second levels of the Developmental Trajectory of Intercultural Maturity on th...
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Papers by Rose Opengart