İşletme Bölümü Koleksiyonu

Permanent URI for this collectionhttps://gcris.khas.edu.tr/handle/20.500.12469/66

Browse

Now showing 1 - 20 of 42

Citation Count: 24
Antecedents and Performance Outcomes of Value-Based Selling in Sales Teams: a Multilevel, Systems Theory of Motivation Perspective
(Springer, 2020) Mullins, Ryan; Mengüç, Bülent; Panagopoulos, Nikolaos G.
Firms are increasingly deploying a value-based selling (VBS) approach in their sales organizations to drive growth for new offerings. However, VBS adoption remains challenging, signaling that leaders need guidance to motivate VBS. Drawing from the systems theory of motivation, we examine motivational mechanisms at two levels-salesperson and sales team-to understand how to motivate, and benefit from, VBS. Using multisource data (i.e., salespeople, managers, archival performance) from 70 sales teams in a U.S.-based manufacturing and services provider, our findings illustrate drivers and outcomes of VBS. Specifically, we uncover a framework of salesperson, leader, customer, and team factors that help explain salesperson motivation for VBS. Importantly, we link VBS to customers' adoption of new products to support VBS's role for selling new products. Critical for sales team strategy, our model also integrates a team-level motivational mechanism to provide a comprehensive framework for salesperson and sales team motivations and outcomes.
Citation Count: 46
Assessing Quality in Higher Education: New Criteria for Evaluating Students' Satisfaction
(Taylor & Francis, 2011) Zineldin, Mosad; Akdag, Hatice Camgöz; Vasicheva, Valentina
The aim of this research is to present a new quality assurance model (5Qs) and to examine the major factors affecting students' perception of cumulative satisfaction. The model includes behavioural dimensions of student satisfaction. The factors included in this cumulative summation are technical functional infrastructure interaction and atmosphere of higher education institutions. This study concerns students in higher education institutions in Istanbul Turkey. The questionnaire contains a total of 39 items (attributes) of newly developed five quality dimensions (5Qs). A total of 1641 complete and usable questionnaires was received. Frequency analysis factor analysis and reliability analysis were used for analysing the data collected. Inspection of scree plot and eigenvalues enabled the analysis to reduce the 39 quality attributes to seven factors. The results can be used by higher education institutions to re-engineer and re-design creatively their quality-management processes and the future direction of their more effective education quality strategies. © 2011 Taylor & Francis.
Citation Count: 0
Babbling Through Social Media: a Cross-Country Study Mapping Out Social Networks Using Ewom Intentions
(Springer, 2023) Zülal, İşler; Kıygı-Çallı, Meltem; El Oraiby, Maryam
This research aims to determine the factors affecting the users’ electronic word-of-mouth (eWOM) seeking and sharing intentions and to reveal the interactions among and within clusters using social network analysis (SNA). This study includes three hierarchical sub-studies conducted in two countries, Turkey and Poland. First, we develop a segmentation for social networking site (SNS) users based on the frequency of sharing product-related information on SNSs. Second, we investigate the impact of several factors that affect eWOM seeking and sharing intentions using regression analysis. In the second sub-study, we also include the identified segments developed in the first sub-study as another factor that may have differentiated eWOM intentions. Third, to understand the degree of interaction among SNS users, we apply an SNA using the forecasted eWOM intentions scores from the second sub-study, which gives us hypothetical social networks. The results of SNA present strong interactions inter- and intra-clusters in both countries. Some key findings include the identification of three SNS user segments, including “Middlers,” that may be of particular interest to brands. We also find that in terms of eWOM intentions, users in Turkey are more active than in Poland. Although some predictors of eWOM seeking and sharing intentions differ between the two countries, users intend to be more active in eWOM seeking than in eWOM sharing. The comparative study provides valuable insights for decision-makers to engage different market segments via SNSs with various proposed features using suggested information contents for selected product categories.
Brand Love and Brand Forgiveness: an Empirical Study in Turkey
(Warsaw: Faculty of Management Publishing House. University of Warsaw, 2022-04-12) Tosun, Petek; Yanar Gürce, Merve; Öncü Eroğlu Pektaş, Güzide
Brand love is an interesting and important concept that required further research in brand management. This study tested the impacts of consumer attitudes, subjective norms, and brand anthropomorphization on brand love and brand forgiveness in the framework provided by the theory of planned behavior. Regression analyses showed that brand anthropomorphization and subjective norms have a signifi cant impact on brand love. Brand love positively infl uences brand forgiveness and acts as a mediator between subjective norms, brand anthropomorphization, and brand forgiveness constructs. Besides mediation, brand anthropomorphization directly infl uences brand forgiveness. The fi ndings of this study contribute to the existing knowledge on brand love and brand forgiveness concepts by presenting empirical research fi ndings that investigate brand love antecedents. This study has also shown the signifi cant impact of anthropomorphizing a brand on brand forgiveness and brand love.
Citation Count: 0
Capital Markets Trade Openness and Productivity in Emerging Economies Introduction
(M.E Sharpe Inc., 2011) Bilgin, Mehmet Hüseyin; Danis, Hakan
[Abstract Not Available]
Citation Count: 0
Considerations and Confusions About Theregulatory Focus Theory and a Future Agendafor Researchers in Marketing
(Boğaziçi Üniversitesi, İktisadi ve İdari Bilimler Fakültesi, 2017) Merdin-Uygur, Ezgi
The regulatory focus theory is the mark of a paradigm shift away from a unidimensional hedonism towards a multiplicity of regulatory foci. It possesses great explanatory power; however a lot remains unresolved despite a promising body of empirical work. This paper highlights various considerations concerning the conceptual and comparative qualities of the regulatory focus theory. The discussion moves into the intersection of regulatory focus and consumer behavior literature, briefly summarizing the findings and followed by a number of propositions to be tested for future research.
Citation Count: 0
Consumer Impulsive Buying Tendency Scale Development Using Mixed Methodology
(Beykoz Üniversitesi, 2018) Merdin-Uygur, Ezgi
In the domains of marketing and consumer behavior, there has been a paradigmatic shift from fully rational and mechanical human beings towards the dominance of feelings, irrationalities and impulses. Hence, there has been a growing demand for measurement tools capturing the multidimensional nature of buying processes. This study is an attempt to generate a reliable and valid scale to measure the impulsive buying tendency of customers. Impulse buying is of great importance with the technological developments and ease of purchasing. In this paper, the aim is to provide a comprehensive, valid and reliable impulse purchasing scale consisting of multiple dimensions. The steps included the analyses of existing scales, qualitative investigations (i.e. focus groups and critical incidences), a small scale pilot study for internal reliability and validity and a large scale quantitative study for scale purification and scale fit. A tridimensional impulsive buying tendency scale has been presented to the literature.
Citation Count: 0
Corporate Diversification, Grup Affiliation and Firm Value: Evidence From Turkey
(Bankacılık Düzenleme ve Denetleme Kurumu, 2014) Akben Selçuk, Elif
The objective of this study is to investigate the impact of corporate diversification in a sample of 255 Turkish firms for the period between 2006 and 2012. Regression results indicate that diversified firms trade at a premium compared to single-segment firms. To explain this finding, we also investigate the possible moderating role of business group affiliation for the diversification-value relationship. Analysis results reveal that the diversification premium is confined to firms that are not affiliated with business groups. These results suggest that group members already capture the benefits of diversification without the need to diversify further at the firm level.
Citation Count: 95
Corporate Social Responsibility and Financial Performance: the Moderating Role of Ownership Concentration in Turkey
(MDPI, 2019) Akben Selçuk, Elif
The objective of this study is to investigate the impact of corporate social responsibility (CSR) engagement on firm financial performance in a developing country, Turkey, and to analyze the moderating role of ownership concentration in the CSR-financial performance relationship. The sample consists of non-financial public firms listed on the Borsa Istanbul (BIST)-100 index and covers the period between 2014 and 2018. Empirical results using an instrumental variable approach show that corporate social responsibility has a positive relationship with financial performance. Furthermore, findings indicate that this relationship is negatively moderated by ownership concentration even when endogeneity is controlled for.
Citation Count: 19
Customer Participation Variation and Its Impact on Customer Service Performance: Underlying Process and Boundary Condition
(Sage Publications, 2020) Mengüç, Bülent; Auh, Seigyoung; Wang, Fatima
Drawing on the customer participation (CP) literature, this research proposes that CP variation is the degree to which employees perceive variability across customers with regard to customers sharing information, time, and effort and making suggestions to enhance the service delivery process and outcome. Drawing on the job demands-resources model, this research explicates the mediating process by which CP variation affects customer service performance and its boundary conditions. Study 1 uses data from a field study in the banking industry to show that CP variation negatively influences customer service performance through greater customer-related burnout. The authors show that this mediation process is moderated by contingencies that mitigate or exacerbate the indirect relationship. Study 2 further validates the CP variation construct by testing for discriminant validity against similar and related constructs, such as CP quality, in more diverse service industries (insurance, legal consulting, travel and tourism, health care, and physical fitness). Finally, an examination of the moderating role of CP quality provides a more nuanced picture of the intricacies between CP variation and CP quality. This article concludes with a discussion of the theoretical and practical implications for CP variation research.
Citation Count: 7
Delineating the Concept of Corporate Social Innovation: Toward a Multidimensional Model
(Inderscience Publishers, 2019) Esen, Ayla; Maden-Eyiusta, Ceyda
Business organisations are facing increasing pressure over their role in society. Social innovation is a relatively new concept used to define efforts to develop novel and innovative solutions to social challenges. The aim of this study is to conceptualise a novel form of social innovation, namely, ‘corporate social innovation’, by focusing on social innovation efforts initiated by private sector organisations. This study also aims to provide insight into: 1) the definition of corporate social innovation; 2) the key dimensions underlying the social innovation capability of business organisations. Data were collected through semi-structured interviews with 20 experts who play an active role in various social innovation projects in their respective organisations and/or adopt social innovation as an academic field of interest. The interview results extend our conceptual understanding of the corporate social innovation phenomenon by providing a comprehensive definition of the concept and describing a six-factor model of corporate social innovation capability.
Citation Count: 25
Does Firm Age Affect Profitability? Evidence From Turkey
(Int Inst Social & Economics Sciences-IISES, 2016) Akben Selçuk, Elif
The objective of this study is to investigate the impact of firm age on the profitability of Turkish firms listed on Borsa Istanbul. Using a dataset covering the years between 2005 and 2014 and consisting of 302 non-financial firms per year on the average a fixed effects model with robust standard errors is estimated. Results reveal that there is a negative and convex relationship between firm age and profitability measured by return on assets return on equity or gross profit margin. This suggests that younger firms start to see a decline in their profitability from the beginning but they may become profitable again at an old age. Implications are provided.
Citation Count: 0
Duygu Durumunun Tüketici Şikayet Davranışına Etkisi Hakkında Bir Pilot Çalışma
(Melih Topaloğlu, 2018) Tosun, Petek; Sezgin, Selime; Uray, Nimet
Bu pilot çalışmanın amacı, duygu durumunun tüketici şikâyet davranışı üzerindeki etkisini incelemek ve oluşturulan kavramsal modelin ön testini yapmaktır. Çalışmanın kavramsal modeli, algılanan marka değeri, algılanan risk, duygu durumu ve tüketici etkileşim stilleri olan kendinden emin olma ve agresiflik değişkenlerini içermektedir. 2x2 faktöriyel deneysel serim tasarımıyla ve anket yöntemiyle elde edilen verilerin analizi sonucunda, algılanan risk, agresiflik ve rıza göstermeye direnme değişkenlerinin, tüketici şikayet davranışı üzerinde pozitif yönlü bir etkiye sahip olduğu görülmüştür. Telafi talep edebilme, bilgi ve yardım isteyebilme değişkenlerinin ise tüketici şikayet davranışının üzerinde etkili olmadığı görülmüştür. Algılanan marka değeri yüksek ise, ya da tüketicilerin duygu durumu negatif ise, şikayet etme eğilimi istatistiki olarak artmamaktadır. Örneklem sayısının düşüklüğü (n=118) ve tüketici şikayet davranışı ölçeğinin kategorik olması gibi kısıtlara sahip olan bu pilot çalışma sonucunda, kavramsal modelin ön testi yapılmış, gelecekteki araştırmalarda kullanılabileceği ve duygu durumunun e-posta ile dağıtılan anketlerdeki görsellerle değişimlenebileceği görülmüştür.
Citation Count: 21
Efficiency Analysis of Emergency Departments in Metropolitan Areas
(Elsevier, 2020) Akkan, Can; Karadayı, Melis Almula; Ekinci, Yeliz; Ulengin, Füsun; Uray, Nimet; Karaosmanoğlu, Elif
The demand in the healthcare industry is increasing exponentially due to aging population of the world and this is leading to a rapid increase in the cost of healthcare. The emergency departments of the hospitals are the frontline of health care systems and play an additional critical role in providing an efficient and high-quality response for patients. The overcrowding at the emergency departments due to growing demand results in a situation where the demand for ED services exceeds the ability to provide care in a reasonable amount of time. This has led countries to reconsider their health policies in a way to increase their efficiency in their healthcare systems in general and in emergency departments, in particular. As in many countries, there has been a steady and significant increase in the number of patients that seek health services at the emergency departments of state hospitals of Turkey, due to the significant structural reforms in health services since 2003. While meeting this increasing demand, it is ever more important to provide these critical health services efficiently. Therefore, the efficiency of the emergency departments of seven general hospitals run by Istanbul's Beyoglu State Hospitals Association have been analyzed using categorical Data Envelopment Analysis (DEA) models. The analysis of DEA results is supported by a set of statistical methods to make it easier for the hospital administrators to interpret the analysis and draw conclusions. The analysis shows that less-equipped EDs are supported by better equipped, larger EDs, resulting in a hub-and-spoke type of structure among the EDs where "satellite" EDs serve an important referral function and thus evaluating their efficiency without taking the interoperability among these units into account would not be an accurate assessment of their performance.
Citation Count: 13
Empirical Evidence of Revenue Management in the Cruise Line Industry
(Sage Publications Inc, 2019) Ayvaz Çavdaroğlu, Nur; Gauri, Dinesh K.; Webster, Scott
Revenue management (RM) has received considerable attention from both academic and business professionals. It encompasses several techniques regarding capacity allocation pricing and resource management of fixed time-sensitive capacity. RM can be roughly divided into two categories defined by the control mechanism that increases revenue: capacity allocation or price optimization. Our work falls in the latter category. In our model we allow for partial substitutability among products (e.g. a customer making a purchase decision may consider multiple alternatives-different departure dates different destinations different cabin types). We also include marketing expense in addition to prices as a lever for increasing revenue. These features are relevant to dynamic pricing in practice. The method is illustrated with booking data from a cruise company yielding optimal advertising and prices for 300 products. The application of the model results in an increase in revenue in the range of 8%-20%.
Citation Count: 4
Eurasian Geopolitics and Financial Crisis: Transforming Russian-Turkish Relations From Geopolitical Rivalry To Strategic Cooperation
(Routledge Journals Taylor & Francis Ltd, 2010) İşeri, Emre
[Abstract Not Available]
Factors Affecting Financial Consumers' Private Pension Plan Decisions: a Literature Review and a Conceptual Framework Proposal
(Ali Çağlar Çakmak, 2016) Aydın, Aslı Elif; Akben Selçuk, Elif
The objective of this study is to propose a framework related to financial consumers’ private pension plan decisions. Specifically, we review the factors affecting consumers’ participation, contribution and asset allocation decisions regarding private pensions. The factors discussed include situational and dispositional factors, personality, motivation, financial literacy, and external influences. Based on this survey of literature, we develop a number of propositions, which are expected to benefit individual retirement planners and pension institutions in gaining a better understanding of retirement saving decisions.
Citation Count: 30
Factors Affecting Firm Competitiveness: Evidence From an Emerging Market
(MDPI, 2016) Akben Selçuk, Elif
The objective of this study is to investigate the factors affecting firm competitiveness in an emerging marketTurkey. In the paper competitiveness is proxied by a firm's financial performance. The empirical analysis is based on firms listed on Borsa Istanbul and covers the period between 2005 and 2014. Results from a firm-level panel data model indicate that return on assets is positively related to firm size international sales liquidity and growth and negatively related to leverage and R&D expenditures. On the other hand gross profit margin is positively related to size and international sales and negatively related to leverage and R&D expenditures. Finally results show that Tobin's Q ratio is higher for firms with higher levels of debt and higher liquidity levels.
Citation Count: 0
Faize Dayalı Swap Sözleşmeleri ve Muhasebeleştirilmesi
(Kenan ÇELİK, 2016) Tuncay Emir, Ferhan; Cengiz, Hülya
Vadeli işlem sözleşmeleri, işletmelerin maruz kaldığı riskleri en aza indirmek amacıyla kullanılan finansal araçlardır. Vadeli işlem sözleşmelerinde en çok kullanılanlardan biri faize dayalı swap sözleşmeleridir. Faize dayalı swap sözleşmelerinde taraflar, belirli bir süre boyunca belirli miktarlarda ödeme yükümlülüklerini birbirleriyle takas ederler. Faize dayalı swap sözleşmeleri riskten korunma veya spekülatif amaçlı gerçekleştirilmektedir. Sözleşmeye hangi amaçla taraf olunuyorsa, buna göre bu işlemlerden sağlanan kazanç ya da kaybın muhasebeleştirilmesi ve raporlanması da farklılık gösterecektir. Swap sözleşmesin amacı riskten korunma ise bu durumun finansal tablolara da yansıtılması gerekir. Bu çalışma kapsamında faize dayalı swap işlemlerinin muhasebeleştirilmesi Uluslararası Muhasebe Standartları (IAS)/Uluslararası Finansal Raporlama Standartları (IFRS) çerçevesinde ele alınmıştır. Vadeli işlemlerin muhasebeleştirilmesi, uluslararası standartlarda riskten korunma temeline dayanır. Bu nedenle, bu çalışmada riskten korunma amaçlı bir swap örneği verilip, süreç içindeki yapılması gereken işlemler ve dönem sonunda mali tabloların nasıl etkilendiği anlatılmıştır.
Citation Count: 19
Frontline Employee Feedback-Seeking Behavior: How Is It Formed and When Does It Matter?
(Sage Publications Inc, 2019) Auh, Seigyoung; Mengüç, Bülent; İmer, Havva Pınar; Uslu, Aypar
This research comprises two studies that extend the literature on the proactive behavior of feedback seeking. Study 1 uses cross-sectional data from frontline employees across 51 apparel stores to examine how feedback seeking is formed and under what conditions. The results suggest that the development of feedback-seeking behavior is contingent on a feedback-seeking climate and the relationship between an employee and his or her supervisor. Study 2 uses longitudinal data collected across three time periods from multiple respondents (i.e. frontline employees and managers) not only to replicate the findings from Study 1 but also to explore when feedback seeking matters. The findings reveal that managers should target employees who are less (vs. more) satisfied with their jobs because such employees perceive more instrumental value from feedback as a means to improve customer service and sales performance. The findings from this research provide insights that managers can use to increase feedback-seeking behavior from employees and effectively identify and manage the conditions under which feedback seeking will occur to greater or lesser degrees.

Browse

Browsing İşletme Bölümü Koleksiyonu by Access Right "info:eu-repo/semantics/openAccess"