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Working Papers | 2016

An Exploratory Investigation of Impact of Perceived Cannibalization on Salesperson's Trust, Commitment, Job Satisfaction, Job Performance and Relational Capital

Dheeraj Sharma

With the increasing ubiquity of the Internet, organizations are using the Internet channel to increase overall performance, consolidate existing markets, and expand into new markets. The literature, however, contends that the overarching benefits realized through the Internet oftentimes come at the expense of perceived job insecurity among individuals in the organization. This study explores perceptions of sales agents that develop because of the potential for the Internet to cannibalize their business and jeopardize relationships and their jobs. Results suggest that sales agents' perception of cannibalization negatively influences their trust and commitment. Furthermore, environmental munificence moderates the influence of PC on trust and commitment. Additionally, Trust and Commitment mediate the impact of PC on Relational Capital, Job Satisfaction and Job Performance of a salesperson.

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Working Papers | 2016

Is Conspicuous Consumption of Business Leaders Justified and Morally Defensible?

Shaheen Borna and Dheeraj Sharma

In this paper, we first discuss the concept of conspicuous consumption of the business leaders. Next, we argue that the conspicuous consumption of corporate leaders can be justified from economics, marketing, and philosophical perspectives. Further, we present a religious perspective in order to provide a contrasting view of morality of conspicuous consumption. Lastly, we discuss the societal implications of the conspicuous consumption of business leaders. The study uses conceptual approach to justify the Conspicuous Consumption of Business Leaders. The study draws some useful managerial implications about the ethicality of how people perceive about the actions performed by business leaders from ancient examples and theories.

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Working Papers | 2016

An Examination of One Dimension Marginal Distributions: Selling and Non-selling Activities of a Salesperson

Dheeraj Sharma and Mir Ghulam Haider Talpur

Past researchers have endeavored to examine and ascertain the time that salespeople spend engaged in core and non-core activities. In this study, the time spent by a salesperson on non-core activities is called vacation time. This study examines the number of times a salesperson engages in vacation and the time taken by the number of vacations by controlling the number of customers. The one dimensional marginal probability generating (transform), density and cumulative distribution functions of the random variables , and are obtained by controlling the variability of two random variables simultaneously.

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Working Papers | 2016

Meta-Analysis for Online Retail Performance

Ankur Kapoor and Dheeraj Sharma

With continuous rise of business value and importance of online retail business (e-commerce), academic research has not been far behind to understand this recent market phenomenon. This has led to numerous studies exploring several antecedents, consequences, and models; but without any consolidated framework to unambiguously guide researchers and practitioners. This meta-analysis, by combining and synthesizing research of past two decades, attempts to identify key constructs (which have been, so far, defined in multiple ways in different researches) that explain the details of online retail performance in more coherent manner. The authors attempt to synthesize a diverse set of 26 studies by analysing 203 correlations between different antecedents and consequences related to online retail performance. We hope that this should resolve some existing ambiguities of conflicting research findings, help identify relatively more important factors influencing online retail and provide a concise framework to researchers and practitioners to further build upon in coming times. Lastly, implications of findings and directions for future research are discussed.

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Working Papers | 2016

Impact of Ownership Structure on Agency Cost of Debt in India

Sakina Tohid Kachwala and Chitra Singla

Using data from Indian listed companies from 2000 to 2014, the relationship between the ownership structure of the firm and the agency cost of debt in the context of an emerging economy is being explored in this paper. We mainly look at family ownership. Family owners and debt holders share similar risk profile and long term orientation towards firms and therefore, expected to have goal alignment between them. However, we hypothesize that debt-holders, in the Indian context, are more concerned with the risk of wealth expropriation by the concentrated family owners rather than the benefits entailed by such an ownership structure. Accordingly, the paper attempts to answer the question: which agency problem namely the management-principal or the principal-principal is given more significance by the debt holders in the Indian context

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Working Papers | 2016

Antecedents and consequences of Brand Equity: A meta-analysis

Arpita Pandey and Dheeraj Sharma

Brand equity provides the firms, a competitive, financial and strategic advantage over other firms in the market. Over the past few decades, brand equity has received increasing attention from various domains. However a great deal of variance exists in extant literature regarding the antecedents and consequences of brand equity and their relationships. This study attempts to bring clarity to this framework through the meta-analysis of a set of 37 studies that investigate antecedents and consequences of brand equity by empirically analyzing 139 correlations between the various antecedents and consequences. The authors attempt to develop a framework of antecedents and consequences of brand equity that explains their relationships and strength of impact of these antecedents on the consequences. The findings suggest that Brand associations and perceived quality, Brand loyalty and Relational equity have maximum impact on the brand equity and subsequently on the consumer brand preference, perceived value and purchase intention

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Working Papers | 2016

Ecommerce Selling in an Emerging Economy Context

Arpita Pandey and Dheeraj Sharma

Different studies have specified different definitions of Ecommerce. However most of these definitions concur and summarize that Ecommerce is constituted by buying and selling online. This study focusses on the Selling strategies in Ecommerce. Online Selling is now touted as a global raging phenomenon. Most studies have concentrated predominantly on developed Western countries. Initially slow to uptake Electronic markets and businesses, the emerging economies of Africa, Asia, and Latin America are now investing heavily in building Ecommerce infrastructure. In this chapter, we try to understand some of the strategies for selling online in emerging countries and the impediments involved. Thus emerging markets can be fertile ground for enormous online sales growth, but emerging markets have their own unique obstacles and difficulties that are distinct from the market scenarios in developed markets. Our study summarizes the following points as the four key success factors for entering and sustaining in emerging markets with an online sales strategy: (1) Develop a customized and differentiated value proposition (2) Manage the customer experience (3) Do not underestimate local players (4) Think long term

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Working Papers | 2016

Open Access Temptations: Buyer Beware

Vineet Virmani

Backlash against "megapublishers" which began in mathematics a decade ago has led to an exponential growth in open access journals. Their increasing numbers and popularity notwithstanding, there is evidence that not all open access journals are legitimate. The nature of the "gold open access" business model and increasing prevalence of "publish or perish" culture in academia has given rise to a dark under-belly in the world of scientific publishing which feeds off academics' professional needs. Many such "predatory" publishers and journals not only seem to originate out of India but also seem to have been patronized by academics in the country. This article is a cautionary note to early-career academics and administrators in India to be wary of this "wild west" of the internet and exercise discretion when considering/evaluating open-access journals for scholarly contributions.

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Working Papers | 2016

Consumers' Expectations of Sales Events: How satisfied are consumer with shopping during sales events?

Shaheen Borna and Dheeraj Sharma

Past researchers have examined the influence of sales events on multitude of variables. However, there is no study which specifically examines the influence of sales events on consumer participation in sales events and their expectations from the sales events. In this study, we examine the relationship between consumers' participation in a given sales event and their expectations of savings from that event in North American context. Research findings indicate that only 11 sales events have a high realization rate of expected savings. Based on research findings, we proffer several recommendations for the retail managers.

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Working Papers | 2016

Dedicated High Speed Rail Network in India: Issues in Development

G. Raghuram and Prashanth D. Udayakumar

India and Japan have signed a memorandum of understanding to set up a high speed rail (HSR) network costing INR 976.36 billion, between Mumbai and Ahmedabad. As of now, the top speed in India is 150 kmph, and that too for a few special trains in limited segments of their run. The Ministry of Railways first proposed HSR in 2007-08 and have conducted pre-feasibility studies on various routes in the country.
While documenting the progress of proposed HSR routes for India, the paper also draws lessons from international HSR experience in Europe and Asia. For the development of HSR network in India, there are a variety of issues. This paper examines issues with regards to route fixation, choice of technology partner and need for standards, location of stations, choice of grade level, choice of gauge and interoperability of trains beyond core networks, and pricing, revenues and funding.

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