Previous research has conceptualized and modeled customer orientation (CO) in one of two ways: as a psychological phenomenon antecedent to critical job states (i.e., stress and engagement) or as frontline employee behaviors that are caused by these same job states. Building on meta-analytic data, this study finds greater support for the causal relationships implied by a psychological construal of the construct and reveals that CO influences frontline employees' job outcomes through its effects on stress and engagement. Moderation analyses also indicate that CO's influence on model variables is stronger when frontline employees' customer workloads increase and is weaker as the need for customer persuasion increases. These findings contradict widely held assumptions rooted in a behavioral view of CO-namely, that CO is a consequence of job states, a proximate determinant of job outcomes, and most beneficial when ample opportunity for customer engagement exists. Overall, the results support a broadened perspective that recognizes that CO improves job outcomes because it enhances frontline employees' psychological welfare in addition to being good for business. These findings suggest that managers should consider CO an important criterion in frontline employee decisions, recognize CO as beneficial when limited opportunity for customer engagement exists, and avoid efforts to curtail CO's costs at the frontline employee level.

PurposeThe purpose of this paper is, first, to provide a comprehensive discussion about entrepreneur opportunism's antecedents (uncertainty, information asymmetry, asset specificity and relational exchange) and consequences (transaction cost, trust, commitment, performance, and cooperation) and, second, to construct a model by linking entrepreneurs' opportunism and its antecedents and consequences.Design/methodology/approachThe paper tests the theoretical construction empirically. In total, 200 retailers of the computer industry in Taiwan participated in the investigation. The linear regression analysis is applied to the tests of the hypotheses.FindingsThe study finds that uncertainty and information asymmetry induce the generation of entrepreneurs' opportunism, while asset specificity and relational exchange can be used to lower entrepreneurs' opportunism. Entrepreneurs' opportunism incurs transaction costs and lowers trust, commitment, performance, and cooperation.Research limitations/implicationsLimitations associate with the model variables, the cooperative willingness of retailers, the empirical industry and country, and the explored relationships. However, the model provides a basis for further studying the antecedents and consequences of an entrepreneur's opportunism.Practical implicationsInsights derived from this study will provide managers with the appropriate strategies of relationship marketing to solve opportunism's problem in a channel relationship and attain better relationship outcomes.Originality/valueThis study integrates the antecedents and consequences of entrepreneurs' opportunism in one model. From a managerial perspective, the results of this study are of importance because they provide evidences for the causal relationships of entrepreneur's opportunism.

This study proposes that certain religious and spiritual beliefs—specifically, representations of God—play an indirect but influential role in cognitive processing of (1) sustainability behaviors, (2) the importance of proenvironmental policies, and (3) their willingness to vote for proenvironmental policies. Across three studies, this research investigates the role of three representations of God: (1) God as an authoritarian personified being, (2) God as a benevolent personified being, and (3) God as a mystical cosmic force. The results of Study 1 suggest that attitude toward nature mediates the relationship between these representations of God and three sustainability behaviors. Similarly, the results of Study 2 suggest that attitude toward nature mediates the relationship between these representations of God and the importance of proenvironmental policies. In addition, the authors find self-transcendence to be an antecedent of belief in a mystical representation of God. Study 3 includes awe as an antecedent of self-transcendence and generally replicates the findings from Study 2 regarding the role of the representations of God in people's cognitive processing of their willingness to vote for proenvironmental policies.

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Religion is an indelible force in society, yet research examining its influence on consumption, particularly in the context of financial well-being is lacking. Thus, this paper presents a conceptual framework of factors influencing, and outcomes associated with, the effects of religion on financial well-being. Specifically, this paper introduces a conceptual framework aimed at understanding how religion influences financial decisions and well-being, both from a consumer and a business perspective. Focus groups were conducted with consumers and financial practitioners to support the development of the conceptual framework. Most novel to this framework is the identification of potential process mechanisms explaining this relationship, including trust, affect, risk propensity, and perceived personal control. The framework concludes with potential interventions targeted at consumers and businesses to improve financial well-being. This propositions-based conceptual framework serves as a research agenda to guide and aid scholars, consumer advocacy groups, policymakers, and marketers in promoting greater financial well-being.