Management and Marketing

The paper seeks to develop a conceptualization of franchisee perceived relationship value (FPRV), defined as the trade-off between perceived net worth of tangible and intangible benefits and costs to be derived over the lifetime of the franchisor-franchisee relationship, as perceived by the franchisee, taking into consideration the available alternative franchise relationships.

Since its introduction as a concept in the 1980s,
supply chain management (SCM) has undergone significant
modification and expansion. A qualitative analysis of 166
unique definitions of SCM published in the literature identified
three major themes associated with the supply chain
and SCM: (1) activities; (2) benefits; and (3) constituents/
components. Utilizing these themes, key research questions
and issues within the supply chain and SCMare identified that
could be examined by marketing scholars.

A Middle Eastern tradition, hookah smoking involves burning flavored tobacco heated by charcoal, creating smoke that is filtered through water and ingested through the mouth using a hose. Hookah lounges are increasingly locating around college campuses in the United States, and websites offering hookah paraphernalia target U.S. high school and college students. In two studies involving interviews with college-age hookah smokers and analysis of website marketing practices, the authors investigate consumer beliefs and attitudes toward hookah smoking and the way it is portrayed online. The findings indicate that it is a social phenomenon, with young people introducing peers to the practice and websites promoting shared consumption experiences. Contrary to medical evidence, young people believe smoking sweetened tobacco through a hookah is nonaddictive and safer than cigarettes. Hookah lounges often are exempt from age restriction laws because many double as cafés and other eating establishments. Traditional tobacco warnings are not present in lounges or on websites. The findings highlight potential health dangers of hookah smoking and the need for education regarding this practice and demonstrate that regulatory oversight is needed.

The rapid global diffusion of mobile marketing makes it increasingly important to understand cross-cultural consumer attitudes and behavioral intentions toward mobile marketing as a promotional channel. By building on the previously published research of Altuna and Konuk (2009), this work investigates the attitudes and behavioral intentions toward mobile marketing of Generation Y consumers in the United States, France, and China. Based on this analysis, Chinese Gen Y have the most positive attitude toward mobile marketing, and their overall attitude is significantly more positive than the attitudes of French and American Gen Y groups. While American Gen Y's behavioral intentions are more favorable, their intentions to adopt mobile marketing are not significantly different from the other two groups. For American and French Gen Y, although not for Chinese Gen Y, it appears that positive attitudes toward mobile marketing relate to positive behavioral intentions to adopt mobile marketing.

Historically, students have held negative perceptions about the ethics of salespeople. Using an experiment, this study explores which factors affect students' perceptions of how frequently salespeople behave unethically. Additionally, the study investigates whether the same factors influence the degree to which certain behaviors are considered serious ethical violations.

Multilevel marketing organizations (MLMs) are a rapidly growing organizational type enlisting nearly 10 million members and producing over 20 billion dollars in sales annually. Despite their remarkable recent growth, few studies have examined these unusual organizations, and none of these have addressed issues of transformational leadership. In MLMs, the key leadership relationships are those between individual member distributors and the members who recruited them into the organization (i.e., their ‘sponsors’). Although sponsors are expected to provide leadership to the members they recruit, they possess no direct supervisory resulting—authority in an uncertain ‘quasi-leadership’ role. Using a sample of 736 female MLM members, the present study empirically tests an important explanatory component of transformational leadership theory: that belief in the higher purpose of one's work is a mechanism through which transformational leadership achieves its positive outcomes on cohesion, satisfaction, effort, and performance. The results offer support to the notion that transformational leadership indeed ‘transforms’ followers by encouraging them to see the higher purposes in their work. Additionally, the results show positive relationships between belief in a higher purpose of one's work and job satisfaction, unit cohesion, and effort. Copyright © 2001 John Wiley & Sons, Ltd.

To explore the issue of style over substance during initial contact between salesperson and prospect, the authors introduce the construct, sales presentation quality, to capture the skill with which sales presentations are actually delivered. Drawing upon the communications literature, the authors conceptualize sales presentation quality in terms of the power of a salesperson's language, then compare its effects on persuasion relative to those produced by the quality of the presentation's arguments. Using the elaboration likelihood model (ELM) as a theoretical basis, the authors develop hypotheses that presentation quality style will influence audience attitude as a simple persuasion cue and as an inhibitor/enhancer of argument-related thinking. The results of two experiments generally support these predictions. Additionally, the data support a third role for presentation quality predicted by the ELM; presentation quality itself serves as a relevant argument. Participants appear to use language style as a basis for making inferences about the salesperson, which in turn affects their attitudes toward the salesperson's proposal. Theoretical implications of these findings are discussed. D

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According to theory, the success of Machiavellians rests, in part, on the situational factor "latitude for improvisation"-the freedom to improvise in order to successfully manipulate others. In their study of Machiavellianism and marketing, Hunt and Chonko concluded that Machiavellianism is unrelated to success; however, the analysis did not include latitude for improvisation as a moderating variable. The data are reanaIyzed with a measure of latitude for improvisation included. Theory predicts that Machiavellianism is positively related to success when latitude for improvisation is high. The results of this analysis suggest that Machiavellianism is unrelated to personal success in marketing when latitude for improvisation is high but is negatively related to success when latitude for improvisation is low. A person high in Machiavellianism has been described as "one who employs aggressive, manipulative, exploiting and devious moves in order to achieve personal and organizational objectives" (Calhoon 1969, p. 21 I). Several studies have investigated the relationships between facets of marketing and the personality trait of Machiavellianism,

As a central construct in theories of ethical decision making, ethical judgments have been the subject of more than one hundred empirical studies. Despite its size, the ethical judgments literature seems to lack clarity in three areas. First, empirical results are sometimes inconsistent or contradictory across studies. Second, a broad array of diverse measures of ethical judgments raises concerns about research validity. Third, differences in sample composition may affect comparability of study results. To help resolve these issues, this study conducts a review and meta-analysis of the ethical judgments literature. The results offer insights in all three areas. They help resolve some of the inconsistencies in the relationships between ethical judgments and certain theoretical antecedents; they support the use of diverse measures of ethical judgments; and they offer caution in the use of student samples in ethical judgments research.

Psychological contract breach has become a significant problem for many organisations in today's business environment because it fosters a belief within employees that the organisation does not support them. Accordingly, we examine whether organisations can diminish the negative impact of psychological contract breach on perceived organisational support (POS) by providing employees with mentors, supportive supervisors and role models. In Study 1, we found that mentor relationships moderated the relationship between psychological contract breach and POS six months later. In Study 2, we showed that mentor relationships and supervisor support reduced the negative impact of contract breach on POS. Contrary to expectations, employees who maintained relationships with role models reported lower levels of POS in response to psychological contract breach than those employees who reported that they did not have role models in their organisations. Implications for research and practice are discussed.

The present study examined the moderating impact of psychological climate on the relationship between perceived organizational politics and both commitment and turnover intent. Data were gathered from 13 1 restaurant employees who completed surveys at work. Confirmatory factor analysis revealed that a 6-factor conceptualization (supportive management, role clarity, contribution, recognition, self-expression, and challenge) provided the most adequate model representation of the psychological climate construct. Results indicate that politics perceptions interacted with each climate factor (with the exception of challenge) in predicting commitment. Conversely, politics perceptions interacted only with supportive management and self-expression to predict turnover intent. Implications for theoretical development and empirical research in this domain are provided.