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We investigate two key group-level determinants of virtual community participation—group norms and social identity—and consider their motivational antecedents and mediators. We also introduce a marketing-relevant typology to conceptualize virtual communities, based on the distinction between network-based and small-group-based virtual communities. Our(More)
Theory development typically focuses on relationships among theoretical constructs, placing little emphasis on relationships between constructs and measures. In most cases, constructs are treated as causes of their measures. However, this causal flow is sometimes reversed, such that measures are viewed as causes of constructs. Procedures have been developed(More)
We examined the robustness of the results with four approaches. First, as Podsakoff et al. (2003) recommend, we employed Harman's one-factor test. This test assesses the threat of common method bias by indicating whether a single latent factor offers a viable alternative explanation of the analysis. The one-factor latent model yielded a chi-square of(More)
Despite renewed interest and many advances in methodology in recent years, information systems and organizational researchers face confusing and inconsistent guidance on how to choose amongst, implement, and interpret findings from the use of different measurement procedures. In this article, the related topics of measurement and construct validity are(More)
In this study, the authors investigated how salespeople within an interdependent-based culture (the Philippines) and an independent-based culture (the Netherlands) experience and self-regulate shame. Filipino and Dutch employees were found to experience shame as a consequence of customer actions in largely similar ways (i.e., for both, shame is a painful(More)
We explore genetic and neurological bases for customer orientation (CO) and contrast them with sales orientation (SO). Study 1 is a field study that establishes that CO, but not SO, leads to greater opportunity recognition. Study 2 examines genetic bases for CO and finds that salespeople with CO are more likely to have the 7R variant of the DRD4 gene. This(More)