J. Brock Smith

• University of Victoria

We examine consumer bargaining behaviour in three different countries, Austria, Brazil, and Italy, to provide cross-cultural insights with respect to bargaining intentions, processes, and outcomes. In contrast to previous research, we find that customers bargain for hedonic fulfilment rather than the achievement of a discount. Satisfaction with bar...

We examine consumer bargaining behaviour in three different countries, Austria, Brazil, and Italy, to provide cross-cultural insights with respect to bargaining intentions, processes, and outcomes. In contrast to previous research, we find that customers bargain for hedonic fulfilment rather than the achievement of a discount. Satisfaction with bar...

Mixed and inconsistent research results linking International Entrepreneurial Orientation (IEO) to international performance have led to controversies about the value of IEO as a determinant of international performance. Our research proposes a new model that considers international dynamic capabilities (IDCs) as a mediator between IEO and internat...

We develop a comprehensive entrepreneur identity assimilation process model by drawing on in-depth interviews with 30 employees who completed the process and 12 employees who initiated but did not complete it. Extending identity process and identity-play theories, we uncover the mechanisms of daydream-play and substantive play undertaken in phases...

Differences in independent retail small business entrepreneurs’ COVID-19 resilience enactment are investigated using a qualitative retroductive analytic approach. We observed that some entrepreneurs, even in the same industry, sector and city, with similar offerings, chose to adopt online store technologies while others did not. Identity motives ar...

Inconclusive prior research on the effects of entrepreneurship education may be an aggregation artefact because student subjects were assumed to be homogenous. Accordingly, we examine the impact of entrepreneurship education on student intention, entrepreneurial self-efficacy and attitude towards entrepreneurship among theoretically relevant sub-gr...

Entrepreneurs invest considerable time and effort cultivating digital networks but it is not clear what benefits they derive from this investment. Emerging research on digital networks suggests that online networking behavior may differ from networking face-to-face due to affordances of digital network technologies. This article draws on depth inte...

Scholars argue that at least some entrepreneurial cognition is global; but there is little evidence to test this claim in the Middle East. For this region, composed of several countries with distinct socioeconomic contexts, even baseline descriptions are rare. Indeed, some have used the case of Middle East to challenge the global nature of entrepre...

This paper presents a research agenda for understanding how entrepreneurs accrue social capital in the digital age. We develop a conceptual framework with 12 research propositions that specify how the unique technical capabilities of social network sites impact entrepreneurs' bridging and bonding social capital online. These propositions are inform...

Horizontal selling alliances are cooperative efforts between two or more independent sales organizations, at the same level of the value chain, aimed at the joint initiation and maintenance of customer relationships. Marketers faced with complex, uncertain, and rapidly changing environments are increasingly forming these alliances to augment the sk...

Relationships between perceived trustworthiness, trusting behaviors, and perceived task performance were examined in the context of working relationships between sales representatives involved in horizontal selling alliances in the Canadian computer industry. Trustworthiness was found to indirectly impact perceived task performance through mediatin...

This study provides an initial conceptualization of a multi-faceted quality of life construct and then illustrates the utility of such a construct as a predictor of traveller satisfaction with a tourist destination. Experiential aspects of quality of life were found to be the greatest predictors of destination satisfaction in the prime summer seaso...

The effect of sex on the management and quality of buyer-seller relationships is examined in a financial services context. Sex differences were found in the relationship management aspects of forbearance from opportunism, quality communication and constructive conflict resolution but sex had no direct effect on relationship quality. The results sug...

Drawing on a sample of 15 qualitative depth interviews with founders of early stage ventures, this paper investigates the extent to which entrepreneurial identity drives entrepreneurs� use of online social networks. Consistent with social identity theory, entrepreneurial identity was found to shape, in part, why and how entrepreneurs use social net...

In this study, we extend the expert information processing theory approach to entrepreneurial cognition research through an empirical exploration of the new transaction commitment mindset among business people in Canada, Mexico, and the United States. Using analysis of covariance, multivariate analysis of variance, and hierarchical regression analy...

Although a key objective of relationship marketing is building strong bonds with customers, there is little empirical research into the antecedents and consequents of relational bonds. Women are increasingly assuming key boundary‐spanning roles in organizations, and understanding the extent to which sex differences affect relationship processes and...

Changes in Russian government and economic systems over the last 15 years led to expectations of increased entrepreneurial activity. Yet potential entrepreneurs are deciding to venture at a much lower rate than anticipated. New venture creation in Russia is occurring at a rate that is considerably lower than that of the United States and Western Eu...

To better understand opportunity creation, we investigate the extent to which recognition of failure impacts the new transaction commitment mindset of entrepreneurs. In a PLS model, we utilize data gathered from a sample of 220 entrepreneurs, and augment these results with an ANOVA analysis that provides a deeper exploration of the theory. In this...

Entrepreneurship researchers have yet to explore the full range variance that occurs in entrepreneurial value creation because we have focused almost exclusively on financial performance as the dependent variable in our research. However, such arbitrary narrowness is not supported by research, which shows entrepreneurs to not focus exclusively on i...

Creation of value for customers is a critical for marketers when developing news products and services or starting new businesses. This paper presents new conceptual framework for marketers to ponder when exploring ways to distinguish themselves, in the eyes of the customer, from others in the marketplace. This framework is built on the strengths o...

In this study, we extend the expert information processing theory approach to entrepreneurial cognition research. Through an empirical exploration of the new transaction commitment mindset among business people in the Canada, Mexico and the US. Using ANCOVA, MANOVA and Hierarchical Regression analysis of data from a cross-sectional sample of 417 re...

In this article, we take note of advances in the entrepreneurial cognition research stream. In doing so, we bring increasing attention to the usefulness of entrepreneurial cognition research. First, we offer and develop a central research question to further enable entrepreneurial cognition inquiry. Second, we present the conceptual background and...

The role technology plays in building (or weakening) relationships with customers has become increasingly debated since the advent of the internet. Arguments, and some emerging empirical evidence, have shown that there is support for both sides of the argument; technology can both build and erode customer relationships. In this paper the authors se...

Within this study we propose that metacognitive thinking can be deliberately practiced in an entrepreneurial context. Further, we suggest such metacognitive thinking will lead to creation of entrepreneurial expertise by facilitating the self-reflection, understanding and control of one's own entrepreneurial cognitions. A treatment group of 233 stud...

Through mapping both distinctive and inclusive elements within the domain of entrepreneurial cognition research, we accomplish our task in this introductory article to Volume 2 of the Special Issue on Information Processing and Entrepreneurial Cognition: to provide a fitting backdrop that will enhance the articles you will find within. We develop a...

In this study we investigate new venture failure. We do this in two ways: first, by testing for moderating effects of new venture failure on the relationship between startup experience and perceived startup expertise with a sample of 220 entrepreneurs; and second, by qualitatively exploring the nature of these relationships, drawing insights from i...

Drawing on stakeholder theory, network theory, and transaction cognition theory, a model is developed for determining the order in which classes of start-up stakeholder relationships should be developed. The stakeholder sequence model is then illustrated by application to a technology intensive start-up involving ‘ground-effect machine (GEM)’ techn...

The failure of past “entrepreneurial personality”—based research to clearly distinguish the unique contributions to the entrepreneurial process of entrepreneurs as people, has created a vacuum within the entrepreneurship literature that has been waiting to be filled. Recently, the application of ideas and concepts from cognitive science has gained...

In this study we examine three research questions concerned with entrepreneurial cognition and culture: (1) Do entrepreneurs have cognitions distinct from those of other business people? (2) To what extent are entrepreneurial cognitions universal? and (3) To what extent do entrepreneurial cognitions differ by national culture? These questions were...

Theories of social cognition, information processing, and expertise provided the foundation for a cross-cultural model of venture creation. Using data from seven countries, we found support for the cognitive model. In particular, arrangements, willingness, and ability scripts were found to be associated with the venture creation decision; some two-...

The growing interest in destination competitiveness has focused attention on the definition and description of a destination product, and how the tourist perceives this complex amalgam of elements and experiences. This paper reviews the literature and identifies two sub-components of a destination product, then proceeds to examine their significanc...

Confusion and misunderstanding over the issues and problems associated with aggregation and second-order data have resulted in unwarranted aversion to, and suspicion of, a useful approach for incorporating the perspectives of two parties in an attempt to understand their relationship. In this article, two new approaches are proposed for aggregating...

Trends of increased diversity in domestic markets and globalization require marketers to interact with dissimilar others. This study draws on similarity-attraction theory and examines the effects of similarity on relationship management behaviors and relationship quality. Similarity in buyer–seller work attitudes, sex, life stage, and personality a...

Selling alliances are one of the new organizational responses to the increased complexity faced by firms in high technology and other dynamic industries. This article draws on a series of in-depth interviews to uncover selling alliance management issues. The article then reports the results of an empirical investigation of one key issue: What diffe...

Selling alliances that are formed to cooperatively develop and maintain customer relationships are among the new organizational forms that marketing managers utilize for competitive advantage. To be successful, these alliances require sales representatives from allied organizations to work effectively as selling partners. The authors develop a trus...

Selling alliances that are formed to cooperatively develop and maintain customer relationships are among the new organizational forms that marketing managers utilize for competitive advantage. To be successful, these alliances require sales representatives from allied organizations to work effectively as selling partners. The authors develop a trus...

This study incorporates uncertainty orientation, an individual difference variable concerned with cognitive response to uncertainty, and purchase involvement in a multiple indicator model of consumer external search activity. The model is tested using partial least squares in two contexts: for durable purchase decisions. Purchase involvement was fo...

With the emergence of Team Selling, or Selling Centers, in complex business-to-business relationships, their effectiveness becomes a concern to sales managers. If we view the Selling Center as a "group," the rich multidisciplinary research into small groups can guide us in dimensionalizing Team Selling effectiveness and conjecturing its determinant...

Opportunity identification is considered to be the most distinctive and fundamental of entrepreneurial behaviors (Gaglio, 1997; Venkataraman, 1997, Shane and Venkataraman, 2000). Opportunity identification has been also assumed a cognitive task and cognitive explanations have often suggested that entrepreneurs operate a distinctive set of perceptua...