Journal of Managerial Issues; JMI

Customer Lifetime Value, Customer Profitability, and the Treatment of Acquisition Spending

We observe inconsistencies in the use of two of the most important terms in interactive marketing: customer lifetime value and customer profitability. The major purpose of this articles is to create and clarify differences between these two terms by offering concise definitions for both. Our definition of customer lifetime value connects the word value in customer lifetime value to the word value in "resent value" and "valuation" used in finance theory. Our definition of customer profitabilit...

Employee Loyalty As Adherence to Shared Moral Values*

Although employee loyalty is often discussed as an important objective of firms, there seems to be little agreement about how to define or measure it. Many recent definitions do not acknowledge loyalty's moral elements, which had been a central part of early theoretical work in both management and philosophy. The objectives of the present article are: (1) to restore moral elements in a new conceptualization of loyalty, (2) to clarify the distinctions between loyalty and commitment, and (3) to...

Implementing Jit Purchasing: Does the Level of Technical Complexity in the Production Process Make a Difference?*

Just-in-time purchasing (JITP) is a valuable tool for managing inventory flows throughout a supply chain. Despite its importance, research on the implementation and effectiveness of JITP under different production systems is limited. Building on the configurations of production systems suggested by Woodward (1965) and Hayes and Wheelwright (1979), this study empirically investigates to what extent, if any, the JITP techniques implemented vary at different levels of production process technica...

A Multi-Level Model of Group Cognitive Style in Strategic Decision Making

In this article we propose the group-level construct of group cognitive style. We then develop a multi-level model of strategic decision making that incorporates individual-level cognitive style, group cognitive style, and strategic decision making. In developing the concept of group cognitive style, we argue that just as individuals have a cognitive style, or a characteristic way of gathering and processing information for decision making, over time, groups also develop such consistency in i...

Antecedents to Internal Auditor Burnout*

The burnout condition of employees characterized by three interrelated symptoms of emotional exhaustion, reduced personal accomplishment, and depersonalization is a well known phenomenon in psychology and several business disciplines. Prior research in accounting has shown that burnout among internal auditors is a serious concern for both individuals and their employers. However, the antecedents of the burnout condition have not been identified. This article offers evidence that the burnout c...

Post-Hire Human Resource Management Practices and Person-Organization Fit: A Study of Blue-Collar Employees

Organizational research has increasingly addressed person-organization (P-O) fit, and has begun to look at the post-hire human resource management (HRM) practices organizations use to actively alter person-organization fit in employees. However, to date, most HRM research has either focused on pre-hire perceptions of P-O fit or examined P-O fit of recently hired employees, rather than exploring how post-hire HRM practices influence the enduring perception that tenured employees have of P-O fi...

Perceptions of Organizational Politics and Cooperation As Moderators of the Relationship Between Job Strains and Intent to Turnover

Numerous studies have found that individuals' levels of job strains are consistently and strongly related to intentions to turnover. Organizations want to minimize the number of employees who leave their jobs; therefore, finding buffers of the strain-intent to turnover relationship is important for organizations. Although they are likely to have considerable impacts, few situational factors related to the social milieu have been examined. In this study we investigated two such variables, perc...