HEC Paris

About: HEC Paris is a education organization based out in Jouy-en-Josas, France. It is known for research contribution in the topics: Market liquidity & Entrepreneurship. The organization has 584 authors who have published 2756 publications receiving 104467 citations. The organization is also known as: Ecole des Hautes Etudes Commerciales & HEC School of Management Paris.

Undermining the Restorative Potential of Compensatory Consumption: A Product’s Explicit Identity Connection Impedes Self-Repair

Abstract: When people experience threats to important aspects of their self-concept (e.g., power, intelligence, sociability), they often compensate by consuming products that symbolize success, mastery, or competence on the threatened self-domain (within-domain compensatory consumption). Our research examines whether such compensatory consumption is effective in repairing the self-concept. Across seven experiments, we show that whether compensatory consumption is effective depends on the extent to which the connection between the compensatory products and the threatened domains is made explicit. When the connections are made explicit (e.g., through product names and marketing slogans), self-repair is impeded, but when the connections are only implicit (product is inherently symbolic of self-threat domain), self-repair can be successful. We further show that these differential effects of product connection explicitness are mediated by rumination: explicit connections induce rumination about the self-threat, which undermines self-repair, whereas implicit connections cause no rumination, facilitating self-repair. Our research provides a reconciliation of conflicting findings on self-repair in previous research, and also shows that despite the differences in efficacy, consumers compensate regardless of whether product connections are implicit or explicit, which has implications for consumer well-being.

Benchmarking the impact of customer share in key‐supplier relationships

Abstract: Purpose – Business marketers increasingly pursue greater shares of their customers' business. While the merits of such a strategy are straightforward from a supplier perspective, this paper aims to explore its consequences from the customer's point‐of‐view.Design/methodology/approach – Drawing on resource‐dependence theory, value and dependence are established as fundamental characteristics of buyer‐seller relationships. Data envelopment analysis is used as a benchmarking tool to integrate these characteristics into a common efficiency score indicating the customer‐perceived attractiveness of a sourcing relationship. A post‐DEA‐regression‐analysis explores the link between sourcing attractiveness and relative customer share.Findings – This research suggests a quadratic relationship between sourcing attractiveness and relative customer share. The perceived level of sourcing attractiveness improves until the local maximum is reached and declines beyond a relative customer share of 61.33 per cent.Research li...

Clock Time Versus Event Time: Temporal Culture or Self-Regulation?

Abstract: Cross-cultural research documented two types of temporal culture governing the way individuals schedule tasks over time: clock-time, where individuals let an external clock dictate when tasks begin/end; and event-time, where tasks are planned relative to other tasks and individuals transition between them when they internally sense that the former task is complete. In contrast with this prior literature – that credits culture as the reason for variation in temporal norms – we show in two experiments that individuals choose clock- versus event-time as a self-regulation strategy to achieve a regulatory goal (efficiency vs. effectiveness). A third experiment shows that this strategy enhances confidence and performance on a task. Participants solved significantly more math problems when their task scheduling (clock- vs. event-time) matched their regulatory state (promotion vs. prevention). Since clock-/event-time may both lead to superior performance, clock-time is not the single best way to organize productive activities in industrial societies – a result that counters a foundational principle of modern economics.

Use of ULS-SEM and PLS-SEM to Measure a Group Effect in a Regression Model Relating Two Blocks of Binary Variables

Abstract: The objective of this paper is to describe the use of unweighted least squares (ULS) structural equation modeling (SEM) and partial least squares (PLS) path modeling in a regression model relating two blocks of binary variables, when a group effect can influence the relationship. Two sets of binary variables are available. The first set is defined by one block X of predictors and the second set by one block Y of responses. PLS regression could be used to relate the responses Y to the predictors X, taking into account the block structure. However, for multigroup data, this model cannot be used because the path coefficients can be different from one group to another. The relationship between Y and X is studied in the context of structural equation modeling. A group effect A can affect the measurement model (relating the manifest variables (MVs) to their latent variables (LVs)) and the structural equation model (relating the Y -LV to the X-LV). In this paper, we wish to study the impact of the group effect on the structural model only, supposing that there is no group effect on the measurement model. This approach has the main advantage of allowing a description of the group effect (main and interaction effects) at the LV level instead of the MV level. Then, an application of this methodology on the data of a questionnaire investigating sun exposure behavior is presented.