Journal of Business Research最新文献

{"title":"Is cash king? The influence of payment form on price negotiations","authors":"Alexander B. Pratt ,&nbsp;Stacey G. Robinson ,&nbsp;Clay M. Voorhees ,&nbsp;Bryan W. Hochstein","doi":"10.1016/j.jbusres.2025.115691","DOIUrl":"10.1016/j.jbusres.2025.115691","url":null,"abstract":"<div><div>This research demonstrates that frontline salespeople’s negotiation behavior is shaped by a customer’s payment form. Across two experiments and a field study, we find that customers who pay with cash receive larger negotiated price discounts than those paying with noncash methods (e.g., debit, credit, or financing). This effect arises because frontline salespeople perceive cash-paying customers as having greater negotiation power, prompting more substantial price concessions. This effect weakens when salespeople have greater product knowledge. By focusing on the salesperson’s perspective in real-time price negotiations, this work contributes to research on payment methods, negotiation dynamics, and power in personal selling. It also offers practical insight for managers in B2C settings (e.g., automobile, furniture, jewelry sales) where negotiations are common and salespeople retain discretion over final prices.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"201 ","pages":"Article 115691"},"PeriodicalIF":9.8,"publicationDate":"2025-09-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145010706","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Regenerative supply chain orientation and coopetition in supply chain networks for ESG initiatives: A parallel mediation study","authors":"Surajit Bag ,&nbsp;Muhammad Sabbir Rahman ,&nbsp;Susmi Routray ,&nbsp;Reema Khurana","doi":"10.1016/j.jbusres.2025.115685","DOIUrl":"10.1016/j.jbusres.2025.115685","url":null,"abstract":"<div><div>The regenerative supply chain is an emerging research frontier in the supply chain domain. Regeneration aims to heal, restore, and enhance socio-ecological systems where supply chains operate. However, ESG initiatives within regenerative supply chains remain an under-researched area. Additionally, how regenerative supply chain orientation translates into coopetition in supply networks for ESG initiatives is mainly unexplored. Hence, our study aims to develop and test a theoretical framework considering regenerative supply chain orientation and coopetition in supply chain networks for ESG initiatives. This study employs an empirical design to develop a theoretical model based on the Resource-Based View. Further, it utilizes a process-oriented approach to analyze a parallel mediation model. We conducted robustness tests to ensure methodological rigor. The parallel mediation effect of the firm’s three digitalization capabilities confirmed the role of each mediator in the relationship between regenerative supply chain orientation and coopetition in supply chain networks for ESG initiatives in the digital era. Thus, the analysis reveals that the capability for digital transformation in supply chain functions, resource complementarity, and an innovation culture facilitate the translation of regenerative supply chain orientation into successful coopetition within supply networks for ESG initiatives. This study contributes to the theoretical landscape in two significant ways. First, it demonstrates how critical tangible and intangible resources, such as capabilities for digital transformation, resource complementarity, and innovation culture, play essential roles in coopetition within supply networks for ESG initiatives. This, in turn, facilitates global value creation through interconnected and collaborative regenerative supply chain practices. Second, the study highlights that coopetition in supply networks constitutes a source of competitive advantage for firms striving to achieve superior ESG performance.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"201 ","pages":"Article 115685"},"PeriodicalIF":9.8,"publicationDate":"2025-09-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145005033","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Customer Centricity in B2B Context: Exploring Triggers, Enablers, and Barriers to Strategy Formulation and Implementation","authors":"Kofi Osei-Frimpong ,&nbsp;Nouha Berrada ,&nbsp;Graeme McLean","doi":"10.1016/j.jbusres.2025.115690","DOIUrl":"10.1016/j.jbusres.2025.115690","url":null,"abstract":"<div><div>Customer centricity is recognized for its potential to generate value for both organizations and their customers; however, its formulation and implementation in B2B settings remain complex. This study empirically examines the triggers, enablers, inhibitors, and conditions influencing customer centricity strategy formulation and implementation in B2B organizations. Employing a qualitative multiple case study approach, the research involved 22 in-depth interviews with senior managers, two focus group discussions, participation in customer centricity workshops, and interactions with three expert facilitators. Customer centricity strategy formulation enablers include departmental integration, employees’ perception of customer centricity, collaborative B2B customer relationships, supportive organizational culture, and strategic vision. Barriers were rooted in product-centric mindsets and rigid decision-making systems. Effective implementation relies on leadership support, employee empowerment, and customer voice heterogeneity, while challenges include lack of management commitment and department cohesion. This study contributes to understanding the complexities of customer centricity and provides actionable insights for B2B organizations seeking to adopt customer-focused strategies.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"201 ","pages":"Article 115690"},"PeriodicalIF":9.8,"publicationDate":"2025-09-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145005034","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Business diversification and ESG engagement: Riding tandem to risk reduction and value creation?","authors":"Gabriel de la Fuente ,&nbsp;Margarita Ortiz ,&nbsp;Pilar Velasco","doi":"10.1016/j.jbusres.2025.115676","DOIUrl":"10.1016/j.jbusres.2025.115676","url":null,"abstract":"<div><div>We examine the overlap between business diversification and environmental, social, and governance (ESG) engagement as two corporate risk management strategies, and theorise the underlying mechanisms of their interaction effect on firm value. Drawing on agency and stakeholder theories, we test our hypotheses using a sample of U.S. firms (2009–2019). Our findings indicate that ESG engagement mitigates the diversification discount. Further, ESG engagement reduces systematic risk, while diversification reduces idiosyncratic risk. However, we find no evidence supporting for the mediating role of total risk in the relationship between these strategies’ interaction and firm value. This suggests the need to explore alternative channels that may produce complementarities between these strategies.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"200 ","pages":"Article 115676"},"PeriodicalIF":9.8,"publicationDate":"2025-09-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144996680","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"None of my business: The impact of anthropomorphism on helping behavior in access-based consumption","authors":"Jiuqi Chen ,&nbsp;Peixuan Wu ,&nbsp;Wenjin Feng ,&nbsp;Yushi Jiang ,&nbsp;Youqing Fan","doi":"10.1016/j.jbusres.2025.115686","DOIUrl":"10.1016/j.jbusres.2025.115686","url":null,"abstract":"<div><div>Access-based services benefit the environment by reducing energy consumption and improving resource efficiency, and thus have achieved worldwide popularity in recent years. Although anthropomorphism is common in access-based services and has considerable benefits, it may also have negative effects on these services. However, previous studies have not explored consumer proactive helping behavior after problems occur in access-based services. Therefore, the present study aimed to address this gap through four studies. Our findings demonstrated that when a shared product is in a negative state, anthropomorphism inhibits consumer helping behavior (Study 1). This effect is driven by responsibility attribution, wherein anthropomorphism (vs. non-anthropomorphism) encourages consumers to attribute the negative state to the shared product (Study 2). Notably, the negative effect of anthropomorphism on helping behavior is reversed when anthropomorphic features align with a baby schema (Studies 3a and 3b) or when consumers exhibit an interdependent self-construal (Study 4).</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"201 ","pages":"Article 115686"},"PeriodicalIF":9.8,"publicationDate":"2025-09-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144997676","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Empowering conservation: how increased power promotes conservation behaviors","authors":"Eugene Y. Chan ,&nbsp;Karun Tangri","doi":"10.1016/j.jbusres.2025.115688","DOIUrl":"10.1016/j.jbusres.2025.115688","url":null,"abstract":"<div><div>Despite widespread acknowledgment of the need to conserve natural resources and mitigate climate change, a significant gap remains between conservation attitudes and behaviors. We hypothesize that power enhances conservation behaviors by increasing Perceived Consumer Effectiveness (PCE). We conducted five experiments to manipulate power and measure its effects on both PCE and environmentally-friendly or conservation behaviors. Findings demonstrate that feeling powerful leads to higher PCE, which in turn increases engagement in conservation actions such as recycling and energy conservation. These results highlight the importance of power dynamics in influencing the attitude-behavior gap in environmental contexts. By understanding how a fundamental aspect of social relations (power dynamics) influences conservation behavior, this research contributes to strategies aimed at closing the attitude-behavior gap, thereby promoting effective and widespread environmental stewardship.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"200 ","pages":"Article 115688"},"PeriodicalIF":9.8,"publicationDate":"2025-09-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144988059","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Achieving energy justice through corporate carbon disclosure: The effects of voluntary and third-party verification mechanisms","authors":"Jiao Du ,&nbsp;Ziyu Zhen ,&nbsp;Xiaoxue Wei ,&nbsp;Ranran Li","doi":"10.1016/j.jbusres.2025.115677","DOIUrl":"10.1016/j.jbusres.2025.115677","url":null,"abstract":"<div><div>Energy justice, characterized by the equitable distribution of resources, sustainable consumption, and the balanced sharing of environmental burdens, is crucial for promoting social equity, fostering sustainable economic growth, and achieving environmental objectives. Previous research on energy justice has primarily focused on the impact of macroeconomic factors. This study investigates variations and trends in energy equity across Chinese provinces, delving into the micro-level dynamics of enterprise carbon disclosure in relation to energy justice. The results underscore the significant impact that carbon information disclosure plays in advancing energy justice, in line with the principles of voluntary disclosure. Voluntary carbon disclosures are notably efficacious in amplifying positive outcomes, with third-party verification acting as a substitutive and significant factor. The comprehensive effect of these two elements can also promote the progress of energy justice. Moreover, carbon information disclosure mitigates information asymmetry and facilitates a more equitable energy conversion process. The cumulative impact of carbon information disclosure and energy justice not only reduces carbon emissions in the year of the study but also substantially reduces emissions in the subsequent year. This research highlights the crucial role of transparent carbon reporting in laying the groundwork for a sustainable and equitable energy future.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"200 ","pages":"Article 115677"},"PeriodicalIF":9.8,"publicationDate":"2025-09-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144988060","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Immigrant youth: The role of familism and intergenerational attitudes on self-employment","authors":"R. Gabrielle Swab ,&nbsp;Pankaj C. Patel","doi":"10.1016/j.jbusres.2025.115658","DOIUrl":"10.1016/j.jbusres.2025.115658","url":null,"abstract":"<div><div>Our study utilizes the theory of planned behavior and the theory of basic human values to consider values and familial support as predictors of self-employment. We study this as reflected through familism and intergenerational attitudes among second-generation immigrants. Using a sample of 734 (621 employed and 113 self-employed participants) young individuals (18–25 years) from the three waves of ILSEG data (ILSEG is the Spanish acronym for Investigacion Longitudinal de la Segunda Generacion, Longitudinal Study of the Second Generation), we do not find support that familism is related to self-employment. However, we find that intergenerational attitudes are positively, but marginally, related to self-employment and that these attitudes strengthen the association between familism and the odds of self-employment. We discuss the implications of these findings and the importance of understanding immigrant self-employment.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"200 ","pages":"Article 115658"},"PeriodicalIF":9.8,"publicationDate":"2025-09-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144931620","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Self-regulatory focus: The eagerness to respond in extremes","authors":"Elke Cabooter ,&nbsp;Bert Weijters ,&nbsp;Luk Warlop","doi":"10.1016/j.jbusres.2025.115678","DOIUrl":"10.1016/j.jbusres.2025.115678","url":null,"abstract":"<div><div>This article provides initial evidence of a relationship between self-regulatory focus (SRF) and extreme response style (ERS), showing that promotion-focused individuals are more inclined to select extreme responses on rating scales than are prevention-focused individuals. This tendency stems from greater decisiveness among promotion-focused respondents, which can lead them to exaggerate survey ratings. The findings have important implications for the reliability of SRF measurements, particularly in self-report measures, by showing that ERS can introduce significant bias. Because promotion-focused respondents tend to report exaggerated scores on outcome variables, their responses can distort interpretations of attitudes, satisfaction, or behaviors. By highlighting the link between SRF and ERS, the study underscores the need for organizations and researchers to account for extreme response style when designing surveys and analysing self-reported data. Recognizing these patterns ensures more accurate measurement of consumer preferences, employee sentiment, and other key outcomes, improving both strategic decision-making and research reliability.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"200 ","pages":"Article 115678"},"PeriodicalIF":9.8,"publicationDate":"2025-09-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144931634","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Do endorsers contribute to the social standing of brands? Exploring social judgments about celebrities versus influencers","authors":"Françoise Simon ,&nbsp;Marine Cambefort","doi":"10.1016/j.jbusres.2025.115671","DOIUrl":"10.1016/j.jbusres.2025.115671","url":null,"abstract":"<div><div>As part of their institutional work, brands mobilize their social standing to signal their value, societal appropriateness, and power to consumers. Drawing on the microfoundations of social judgment, this study describes celebrities and influencers as two distinct categories of brand endorsers in terms of legitimacy, reputation, and status and explores how these consumer judgments affect brand social standing. A mixed-methods approach is used to investigate the structure of endorsers’ social judgments, based on a qualitative study and lexicometric analysis of a 726-consumer panel. The results show that social judgments exhibit contrasting poles of meaning depending on the endorser category. Celebrity endorsers are brand-centered with abstract and symbolic legitimacy, whereas influencer endorsers exhibit concrete and product-centered legitimacy. In terms of reputation and status, celebrity endorsers are perceived as having a positive reputation and high status, while influencers are judged as more nuanced, with reality TV influencers potentially damaging brand image because of reputational stigma. This study extends the literature on advertising endorsement by offering insights into the endorser legitimacy construct as a form of brand-endorser congruency, whose strength and construal level depend on the endorser category. It provides new findings on the social comparison processes involved in brand endorsement and the contamination of negative biases. At the level of brand management, the study clarifies the nature of the complementarity of the two endorser categories and the tensions that their coexistence can engender. From a managerial perspective, the study delineates multi-endorsement brand strategies and the risks associated with influencer partnerships.</div></div>","PeriodicalId":15123,"journal":{"name":"Journal of Business Research","volume":"200 ","pages":"Article 115671"},"PeriodicalIF":9.8,"publicationDate":"2025-09-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144925257","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}