Browsing by Author "Yeniaras, Volkan"

Now showing 1 - 10 of 10

Metadata only
Customer prioritization, product complexity and business ties: implications for job stress and customer service performance
(Emerald, 2022-01-05) Yeniaras, Volkan; Kaya, İ.; Business Administration; YENİARAS, Volkan
Purpose: Drawing on the theoretical lens of the job demands-resources model, this study builds upon and tests a conceptual model that links customer prioritization, product complexity, business ties, job stress and customer service performance. Conceptualizing customer prioritization and product complexity as job demands and business ties as personal job resources, this research explicates the mediating process by which customer prioritization and product complexity affect customer service performance through job stress and its boundary conditions. The purpose of this paper is to offer a theoretical framework in which business ties moderates the mediated relations of customer prioritization and product complexity to customer service performance. Design/methodology/approach: Structural equation modeling and a moderated mediation analysis were used on a unique multi-level, multi-respondent data set of 248 participants from 124 small and medium-sized enterprises in Turkey. Findings: This study finds that both customer prioritization and product complexity increase job stress. In addition, this paper finds that business ties have a bitter-sweet nature as a personal resource and reverse the relation of customer prioritization to job stress while strengthening the negative direct relation of product complexity to job stress. Finally, this study finds that the indirect relation of customer prioritization to customer service performance through job stress is contingent on business ties. Specifically, this paper finds that high levels of business ties negate the indirect relation of customer prioritization to customer service performance while low levels of business ties exacerbate the negative effects of customer prioritization to customer service performance, channeled through job stress. Practical implications: The findings demonstrate the critical role that personal networks play in reducing job stress and enhancing customer service performance for small and medium-sized enterprises that adopt customer-centric strategies such as customer prioritization. Nevertheless, the results suggest that the managers need to cognizant of the undesirable consequences of business ties may have on job stress when boundary-spanners handle a wide range of products/services that are technically complex. Accordingly, this study recommends small and medium-size enterprise managers and owners should be cautious in resource allocation to establish informal, personal ties with suppliers, competitors, customers and other market collaborators. Originality/value: This paper offers a deeper perspective of the relations of customer prioritization and product complexity to job stress and customer service performance. This study also specifies business ties as a personal coping resource, which decreases the undesirable consequences when used in small and medium enterprises that adopt customer-centric strategies.
Metadata only
Dimensions of religiosity, altruism and life satisfaction
(Taylor & Francis, 2021-10-02) Kaya, İ.; Yeniaras, Volkan; Kaya, Ö.; Business Administration; YENİARAS, Volkan
This study utilizes data from 3008 adult individuals in Turkey and examines the direct and indirect relationships between the dimensions of (Islamic) religiosity and life satisfaction. We took a dual approach in examining the proposed web of relationships and treated (i) charitable giving and (ii) volunteering as mediators that account for the relation between dimensions of religiosity and life satisfaction. We provided empirical evidence that religious orientation determines the choice between charitable giving and volunteering. The results show that the adherents that use religion for social gains (inner peace and comfort) are more likely to volunteer (donate) but less likely to donate (volunteer). Further, our findings indicate that individuals that expect inner peace and comfort (social gains) from religion get more life satisfaction from donating (volunteering) whereas the life satisfaction of those adherents that use religion for social gains (inner peace and comfort) diminishes if they were to donate (volunteer).
Metadata only
Effects of relational ties paradox on financial and non-financial consequences of servitization: Roles of organizational flexibility and improvisation
(Elsevier, 2021-11) Yeniaras, Volkan; Di Benedetto, A.; Dayan, M.; Business Administration; YENİARAS, Volkan
Drawing from relational governance and dynamic capabilities literature streams, we develop a conceptual model in which business and political ties are antecedents of organizational flexibility, which in turn are related to organizational improvisation and, ultimately, financial and non-financial firm performance. We test our model using a data collected from 302 Turkish senior managers. We find positive direct and indirect impacts of business ties on organizational improvisation, and negative direct and indirect impacts of political ties on organizational improvisation. We find organizational improvisation significantly related to several indicators of firm performance. Our results provide clarity on relational governance and firm performance. The intermediate variables of organizational flexibility and improvisation shed light on equivocal findings regarding the effects of business and political ties on firm performance.
Metadata only
The effects of social ties on innovation behavior and new product performance in emerging economies: evidence from Turkey
(Emerald Publishing Limited, 2020-04-08) Yeniaras, Volkan; Kaya, İ.; Ashill, N.; Business Administration; YENİARAS, Volkan
Purpose The purpose of this paper is to offer a theoretical and empirical understanding of how social ties affect innovation behavior and new product performance in Turkey, which is an emerging economy where high levels of economic and political uncertainties exist.The authors examine whether innovation behavior binds the political and business ties of the firm to new product performance. They also examine if these effects are contingent on variations in the institutional environment and market environment. Design/methodology/approach Structural equation modeling and mediation analyses were used on a sample of 344 small- and medium-sized enterprises in Istanbul. Findings Business ties are positively related to exploratory innovation behavior and political ties hamper such behavior. The authors also show that government support hinders firms' disruptive innovation while encouraging incremental innovation behavior. The authors further demonstrate that the positive and indirect relation of business ties to new product performance through exploratory and exploitative innovation is largely insensitive to changes in market and institutional environments. Political ties are negatively (positively) and indirectly related to new product performance through exploratory (exploitative) innovation. Originality/value The authors offer a deeper perspective of how social ties in emerging economies affect new product performance by considering exploratory and exploitative innovation behavior as mediating mechanisms. These mediating effects are conditional on institutional and market environments.
Metadata only
Exploring the dark side of managerial upselling emphasis: Exploratory and exploitative learning's moderating roles in salesperson emotional exhaustion and performance
(Elsevier, 2024-02) Yeniaras, Volkan; Gölgeci, İ.; Kaya, İ.; Business Administration; YENİARAS, Volkan
In this study, we scrutinize the prevalent perspective on upselling benefits and explore the overlooked ramifications, specifically the potential for emotional exhaustion and diminished salesperson performance. Our primary objective is to illuminate the intricate relationship between managerial upselling emphasis, salesperson emotional exhaustion, and salesperson performance. Moreover, we analyze the moderating influence of exploratory and exploitative learning. Anchored in the Job Demands-Resources (JD-R) framework and incorporating insights from regulatory focus theory (RFT), our investigation involves comprehensive analyses of data collected from two studies: 254 sales personnel in Study 1 and 251 B2B sales personnel in Study 2. Our findings reveal that emotional exhaustion mediates the relationship between managerial upselling emphasis and salesperson performance, while exploratory and exploitative learning conversely moderate the link between managerial upselling emphasis and emotional exhaustion. By doing so, we extend the frameworks of RFT and JD-R, integrating them into the domain of B2B marketing and sales research. We posit that exploratory learning is an invaluable personal coping resource, empowering sales personnel to navigate the challenges stemming from managerial upselling emphasis-induced demands, while exploitative learning intensifies emotional strain in upselling. Our study yields profound insights into the complex interplay among upselling emphasis, salesperson learning, exhaustion, and performance, offering valuable implications for B2B sales strategies.
Metadata only
Mixed effects of business and political ties in planning flexibility: Insights from Turkey
(Elsevier, 2020-05) Yeniaras, Volkan; Kaya, İ.; Dayan, M.; Business Administration; YENİARAS, Volkan
Despite increasing attention to the role of business and political ties in emerging economies, few studies have explicitly investigated their relations to dynamic capabilities outside of the East-Asian context. Following the relevant literature that proposes that both business and political ties are related to firm performance, this study refines the explanatory role of planning flexibility in how business and political ties relate to both financial and non-financial firm performance. Drawing from dynamic capabilities view and applying partial least squares structural equation modeling to data from 302 small and medium-sized enterprises (SMEs) in Turkey, we find that, while business ties are positively related to planning flexibility, political ties have a negative association with planning flexibility. Moreover, we provide empirical evidence that planning flexibility positively mediates the relationship between business ties and financial and non-financial performance. Conversely, there exists a negative indirect relationship between political ties and financial and non-financial performance. Our findings have significant implications for firms and managers, who should assess the benefits and costs embedded within business and political ties to improve firm performance.
Metadata only
Relational governance, organizational unlearning and learning: implications for performance
(Emerald Publishing Limited, 2021-05-11) Yeniaras, Volkan; Di Benedetto, A.; Kaya, I.; Dayan, M.; Business Administration; YENİARAS, Volkan
Purpose Drawing on the literature on dynamic skills, this study builds upon and empirically tests a conceptual model that connects business and political ties, organizational unlearning, organizational learning and firm performance. Specifically, this study suggests that business ties enable and political ties inhibit organizational unlearning (i.e. regenerative dynamic capability), which may, in turn, affect exploratory (i.e. renewing dynamic capability) and exploitative (i.e. incremental dynamic capability) innovation behaviors of the firm. Thus, the purpose of this study is to offer a theoretical framework in which organizational unlearning and learning act as mediating mechanisms between business and political ties and firm performance. Design/methodology/approach Structural equation modeling and mediation analyzes were used on a sample of 302 small and medium-size enterprises in Turkey. Findings This study found that business ties enable organizational unlearning while political ties impede it. This study further demonstrates that business ties positively and political ties negatively relate to organizational learning through organizational unlearning. In addition, this study shows that political ties are mostly negatively and indirectly related to firm performance through organizational learning while business ties positively and indirectly relate to firm performance. Practical implications The findings demonstrate the critical role that personal networks play in organizational learning and firm performance. This study provides evidence to the need to recognize and evaluate the potential and undesirable impacts of political ties on cultivating innovation skills and firm performance. In addition, this study recommends managers to embrace the significance of organizational unlearning in strategic renewal, particularly as it applies to building renewing and incremental dynamic skills for enhanced firm performance. Originality/value This study offers a deeper perspective of the dissected relations of social ties in emerging economies to firm performance by considering organizational unlearning and learning behaviors as mediating mechanisms.
Metadata only
Relational governance, strategic planning and firm performance
(Emerald, 2021-10-21) Yeniaras, Volkan; Kaya, I.; Business Administration; YENİARAS, Volkan
Purpose: While there is growing attention to the efficacy of business and political ties in emerging economies, there are not many studies explicitly examining the relations of business and political ties to small and medium enterprises (SME) strategy formation in emerging economies outside of the East-Asian setting. This study attempts to refine the facilitating role of formal strategic planning (FSP) in the relation of business and political ties to financial firm performance. Design/methodology/approach: Structural equation modeling and conditional mediation analyses were used. Findings: The authors show that while business ties are positively related to FSP, political ties are negatively associated with it. In addition, this study provides empirical evidence that FSP positively mediates the relation of business ties to financial performance. Conversely, there exists a negative indirect relationship between political ties and financial performance. This study shows that the demand uncertainty negatively moderates the relation of FSP to financial performance. Originality/value: The findings offer noteworthy inferences for firm managers and policy makers, who should evaluate the benefits and costs carried by business and political ties.
Metadata only
Understanding the role of serial acquisition and subsidiary autonomy in providing value within servitizing industrial networks
(Emerald, 2024) Golgeci, İ.; Kurt, Y.; Vashchillo-Mollett, K.; Goduscheit, R. C.; Arslan, A.; Yeniaras, Volkan; Business Administration; YENİARAS, Volkan
Purpose: Research examining the joint role of serial acquisitions and subsidiary autonomy in holistic value provision within servitizing industrial firms is scarce. Thus, this paper aims to investigate the role of serial acquisition and subsidiary autonomy in providing value within servitizing industrial networks. Design/methodology/approach: A conceptual framework is developed based on the case study of a large Swedish industrial group specializing in selling industrial products and providing industrial solutions to business customers through its numerous subsidiaries. Findings: The analysis of 14 interviews with the five subsidiaries and seven customer firms and secondary data reveals interesting findings concerning the role of serial niche acquisition strategy and subsidiary autonomy in customer value provision in servitizing organizations. In particular, the authors find that the role of acquisitions in industrial firms extends beyond growth to customer sensing and proximity. Likewise, the authors find that subsidiary autonomy facilitates value provision to customers in industrial networks. Originality/value: The paper provides a more nuanced understanding of how serial acquisitions and subsidiary autonomy are intertwined and jointly affect industrial firms’ value provision activities amidst the servitization transition in an intraorganizational network.
Metadata only
When does boundary-spanner burnout connect participation and customer relationship performance? The role of the firm's network centrality and network density
(Elsevier, 2023-07) Yeniaras, Volkan; Gölgeci, İ.; Business Administration; YENİARAS, Volkan
Managing business-to-business (B2B) relationships can be taxing for many boundary-spanners and lead to burnout. However, despite the widespread prevalence of burnout in the contemporary workplace, B2B marketing research has overlooked the question of what leads to boundary-spanner burnout, along with its relational consequences. This study draws from the job demands-resources model and network theory, connects these two lenses, and explains how boundary-spanner burnout mediates the link between customer participation (CP), supplier participation (SP), and customer relationship performance (CRP), and how focal firms' network centrality and network density moderate the nexus of those linkages. Using dyadic data in which we match pairs of boundary-spanners and managers, we reveal both CP and SP positively relate to boundary-spanner burnout. Nevertheless, we find that firms' network centrality positively moderates the CP–burnout and SP–burnout relationships and firms' network density, while positively moderating the CP–burnout relationship, negatively moderates the SP–burnout relationship. Our key contribution is revealing the pivotal and multifaceted role of network centrality and density in conditioning the mediating role of boundary-spanner burnout in connecting CP, SP, and CRP.