Why do companies integrate products and services? Linking decision-makers’ personality traits and decision-making logics

IF 3.9 3区 管理学 Q2 BUSINESS
Wim Coreynen, Johanna Vanderstraeten, Joeri van Hugten, Arjen van Witteloostuijn
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引用次数: 0

Abstract

Purpose

Despite the increasing attention given to product-service integration (PSI), little is known about this innovation strategy from a key decision-maker’s perspective. To address this gap, our study draws from personality psychology and decision-making (DM) logics theory to better understand why and how companies’ decision-makers strategize for PSI.

Design/methodology/approach

Using an abductive, empirics-first approach, we identify the study’s theoretical building blocks, followed by an exploratory quantitative analysis to generate new theory. We propose a fit-as-mediation conceptual framework suggesting that (1) specific personality traits [i.e. honesty-humility (H), emotionality (E), extraversion (X), agreeableness (A), conscientiousness (C) and openness to experience (O) (HEXACO)] make decision-makers more likely to include PSI in their company’s strategy and (2) depending on their personality, they apply different DM logics (i.e. causation or effectuation) to do so. To empirically examine this, we use data from 289 SMEs’ decision-makers.

Findings

We report several meaningful relationships among our key theoretical constructs. For instance, we find that conscientious decision-makers are more likely to develop a PSI strategy via causation, whereas extravert decision-makers are more likely to do so via both causation and effectuation.

Originality/value

This service study is the first to apply the well-established HEXACO Personality Inventory to companies’ key decision-makers. Moreover, it contributes to the microfoundations of PSI strategy and DM logic theories.

公司为何要整合产品和服务?将决策者的个性特征与决策逻辑联系起来
目的尽管产品服务整合(PSI)日益受到关注,但从关键决策者的角度来看,人们对这一创新战略知之甚少。为了填补这一空白,我们的研究借鉴了人格心理学和决策(DM)逻辑理论,以更好地理解公司决策者为何以及如何制定 PSI 战略。设计/方法/途径我们采用归纳式、经验主义优先的方法,确定了研究的理论基石,随后进行了探索性定量分析,以生成新的理论。我们提出了一个 "契合即中介 "的概念框架,认为(1)特定的人格特质[即诚实-谦逊(H)、情绪化(E)、外向性(X)、宜人性(A)、自觉性(C)和经验开放性(O)(HEXACO)]会使决策者更有可能将 PSI 纳入公司战略;(2)根据其人格特质,他们会采用不同的 DM 逻辑(即因果关系或效应)来这样做。为了对此进行实证研究,我们使用了来自 289 家中小企业决策者的数据。例如,我们发现自觉型决策者更有可能通过因果关系制定 PSI 战略,而外向型决策者更有可能通过因果关系制定 PSI 战略。此外,这项研究还为 PSI 战略和 DM 逻辑理论的微观基础做出了贡献。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
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来源期刊
CiteScore
8.00
自引率
15.20%
发文量
29
期刊介绍: Formerly known as Managing Service Quality – Impact Factor: 1.286 (2015) – the Journal of Service Theory and Practice (JSTP) aims to publish research in the field of service management that not only makes a theoretical contribution to the service literature, but also scrutinizes and helps improve industry practices by offering specific recommendations and action plans to practitioners. Recognizing the importance of the service sector across the globe, the journal encourages submissions from and/or studying issues from around the world. JSTP gives prominence to research based on real world data, be it quantitative or qualitative. The journal also encourages the submission of strong conceptual and theoretical papers that make a substantive contribution to the scholarly literature in service management. JSTP publishes double-blind peer reviewed papers and encourages submissions from both academics and practitioners. The changing social structures and values, as well as new developments in economic, political, and technological fields are creating sea-changes in the philosophy, strategic aims, operational practices, and structures of many organizations. These changes are particularly relevant to the service sector, as public demand for high standards increases, and organizations fight for both market share and public credibility. The journal specifically addresses solutions to these challenges from a global, multi-cultural, and multi-disciplinary perspective.
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