HAL - Audencia Group
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2932 research outputs found
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Engaging Customers, Embracing AI: How Suppliers Respond to Trade Tensions and Improve Performance
No full textInternational audiencehttps://doi.org/10.1111/jpim.7001
Virtual consumers ’ needs gratified by virtual influencers and their impact on self-expansion, brand identification and purchase intention
No full textInternational audienc
Comparing AI coaching and sales manager coaching: A construal-level approach
No full textInternational audienceArtificial intelligence (AI) can provide salespeople with detailed feedback and recommendations before, during, and after their sales tasks, potentially replacing sales managers. This study uses two experiments, involving 244 and 310 sales professionals, to compare the effects of AI coaching and manager coaching on salespeople's selfefficacy and their intention to use coaching. Drawing on construal-level theory, we show that coaching framed at either a low construal level or high construal level should align with the perceived distance of the coach. The findings reveal that a manager coach employing low construal coaching positively impacts salespeople's selfefficacy, increasing their likelihood of using the coaching. However, low construal coaching is less effective than high construal coaching when delivered by AI, which is perceived as more distant than a manager. While AI coaching holds potential for fostering salespeople's development, sales managers should carefully consider the impact of the completeness and precision of AI coaching
The Gen Z attitude-behavior gap in sustainability-framed eWOM: A generational cohort theory perspective
No full textInternational audienceGenerational Cohort Theory (GCT) posits that consumers’ attitudes, values, and behaviors are influenced by the generational cohort they belong to. While Generation Z is often portrayed as socially and environmentally conscious, limited empirical research has examined their actual online engagement with sustainability issues. This study builds on GCT to explore how Gen Z participates in electronic word-of-mouth (eWOM) regarding hotels’ sustainability practices, focusing on environmental, socio-economic, and cultural aspects. Analyzing 495,000 online reviews using text analytics and regression analysis, the study reveals an attitude-behavior gap: Gen Z is less engaged in sustainability-related eWOM than other cohorts. The Silent Generation and Gen X show higher engagement with environmental and socio-economic issues, respectively, while Millennials focus on cultural dimensions. Furthermore, when Gen Z discusses sustainability, environmental content positively relates to ratings, while social and cultural aspects show negative associations. These findings offer insights for tailoring hotels’ sustainability communications to different generational segments
Balancing ecology and finance: The impact of carbon performance on dividend payout policy
No full textInternational audienceThis paper investigates the effect of corporate carbon performance on the dividend payout policy. Based on an international sample from 2010 to 2022, the results show that firms that emit less carbon pay more dividends to their shareholders suggesting that managers are likely to balance all stakeholders’ needs. However, companies distribute less dividends following the Paris Agreement in 2015. This result suggests that the increased pressure on companies to engage in sustainability initiatives can reduce the amount of profit available for dividends. Furthermore, the positive effect of carbon performance on dividend payout policy is accentuated for companies with strong profitability and high corporate governance quality. Nevertheless, this positive effect is less prevalent in companies under highly competitive pressure
The Persuasive Impact of Text and Audio Features on Technology Crowdfunding Campaigns: An empirical study on Kickstarter
No full textInternational audienceIn technology-focused crowdfunding, campaign outcomes are connected to the strength and delivery of a persuasive message. Owing to the technical complexity of these projects, persuasive elements can be found in features scattered across the project’s textual description and video pitch. To date, existing research has systematically examined the influence of textual attributes, but the impact of auricular attributes and their joint persuasive effect is not yet clearly understood. To investigate these gaps, our study uses text and audio features extracted from a dataset of 3,589 reward-based technology crowdfunding campaigns on Kickstarter. The results indicate that both text (brevity, readability and sentiment) and audio (tone neutrality, audio contour, frequency and harmonics) features of a campaign’s message, positively influence crowdfunding outcomes. This influence is more pronounced when they are considered in conjunction. These results provide new theoretical insights for assessing persuasive message properties in a technology crowdfunding context. For entrepreneurs, the strength and delivery of the story put forward in technology crowdfunding are more noticeable when the joint effects of text and audio are considered
Freedom of Expression and Stock Price Crash Risk: Evidence from a Natural Experiment
No full textInternational audienceStrategic lawsuits against public participation (SLAPPs) are abused to suppress legitimate free expression and have significant chilling effects. Anti-SLAPP statutes weaken the chilling effects by enabling the courts to quickly dismiss frivolous suits and recover legal costs for defendants. The improved protection of free expression reduces the public’s concerns about revealing bad news about firms, which decreases managers’ abilities and incentives to hide bad news. Using a difference-in-differences approach, we find that the anti-SLAPP statute of a state reduces stock price crash risk for firms headquartered in that state. The effect is stronger when the local public has more information, discovered bad news can be widely disseminated, and managers face a higher cost if withheld bad news is revealed by a third party. Anti-SLAPP statutes increase negativity in the media and decrease earnings management and overinvestment. Our study has policy implications for legislators considering adopting or improving anti-SLAPP laws
Training the Elephant to Dance: State-Owned Enterprises, Transition, and the Reinterpretation of Legacy
No full textInternational audienceThis paper explores how the legacy of state-owned enterprises (SOEs) can simultaneously offer advantages and impose constraints, shaping a firm’s strategic development over time. Using the transition from communism in Central and Eastern Europe as a backdrop, we examine the case of Sberbank, a Russian SOE. In particular, we show how legacy artifacts rooted in the firm’s historical circumstances and experiences shaped Sberbank’s approach to the present and the future, operating as both a positive inheritance and a negative burden. As a positive inheritance, Sberbank's SOE legacy provided significant market dominance inherited from its historical role under state ownership, giving it a competitive edge in the post-communist era. However, persistent interference and strong entanglements with the state constrained Sberbank's strategic autonomy substantially. Drawing on interviews, archival materials, and a comprehensive database of corporate communications, we show how Sberbank's management engaged with this challenging legacy. Their main strategy was to incorporate new initiatives that allowed them to de-couple and address the negative aspects of state involvement while capitalizing on the market advantages inherited from their past. This study highlights how the concept of legacy is central to understanding how non-family businesses, and especially SOEs, navigate the tension between inherited strengths and constraints in their strategic evolution
Rethinking purchasing and supply management education for sustainability and innovation challenges: Crafting a future-ready competency-based curriculum design
No full textInternational audienceThe strategic responsibilities of purchasing and supply management (PSM) professionals increase since they need to contribute to creating innovative solutions for environmentally sustainable products and services. Addressing this, our study introduces a competency-based curriculum design that surpasses traditional PSM knowledge dissemination, equipping students with vital interpersonal skills, intrapersonal attitudes, and professional competencies for sustainability and innovation. In collaboration with educators, PSM professionals, and students, we developed a future-ready course structure, including a massive open online course (MOOC) designed to meet evolving workplace demands. This curriculum offers practical, accessible tools for PSM educators to enhance their courses through a student-centred, project-based methodology. Our research presents an innovative educational framework, preparing students to excel in leadership roles that drive sustainability and innovation within global supply chains. By equipping students with these essential competencies, higher education institutions can develop the next generation of PSM leaders capable of fostering meaningful change in their industries
