The NJPRO Foundation and the Stillman School of Business at Seton Hall University have published the third volume of Publications of New Jersey's Business Faculty. This is a compilation of scholarly research on business-related issues, and it celebrates the business intellectual capital at colleges of business within the State of New Jersey. This page contains a summary of the best research found in this latest volume.

This collaboration is a natural fit for both organizations. The NJPRO Foundation educates NJBIA members about important business issues of the day. The Stillman School of Business at Seton Hall University seeks to improve the learning environment of students and faculty and to enhance the effectiveness of business organizations. Together, they have compiled the research works of New Jersey business faculty published in 2003.

As we did last year, we are also honored to confer Bright Idea Awards recognizing outstanding research contained in this volume, and one Teaching Notes Award. The summary of each award-winning research article, as found below, contains a link to a longer abstract.

2004 Bright Idea Awards

Accounting Issues: "Measuring cost differences associated with AIDS patient heterogeneity: An examination of inequity in funding." By Joyce A. Strawser of Seton Hall University.

Collaboration in Management: Balancing skills for collaboration with individual development." By Gayle Porter of Rutgers University-Camden.

Leadership Measures: "The role of emotional intelligence in predicting leadership and related work behavior." By John C. Byrne of Stevens Institute of Technology.

Management of Internet Products: "A multilevel analysis of factors influencing the adoption of internet banking." By Shanthi Gopalakrishnan of New Jersey Institute of Technology, J. Daniel Wischenevshy of Fairleigh Dickinson University, and Fariborz Damanpour of Rutgers University-Newark and New Brunswick.

Managers' Career Paths: "The promised path: A longitudinal study of managerial careers." By Joy A. Schneer of Rider University.

Managing the Sales Force: "Sales force management: A contemporary approach." By Tony Carter of William Paterson University.

Multiple Sponsorship in Marketing: "'Brought to You by Brand A and Brand B': Investigating multiple sponsors' influence on consumers' attitudes toward sponsored events." By Julie A. Ruth of Rutgers University-Camden.

Nostalgic Experience in Marketing: "Nostalgic bonding: Exploring the role of nostalgia in the consumption experience." By Robert M. Schindler of Rutgers University-Camden

Scent Effects in Marketing: "Does it make sense to use scents to enhance brand memory?" By Maureen Morrin of Rutgers University-Camden.

Honorable Mention certificates have been earned by David P. Paul, III (Monmouth University), Gulser Meric (Rowan University), Larissa Kyj (Rowan University), Christopher Lacke (Rowan University) and Ilhan Meric (Rider University).

Teaching Notes Award

"A Peachy Case Problem," by Maria Zak Aria of Camden County College.

Accounting Issues: "Measuring cost differences associated with AIDS patient heterogeneity: An examination of inequity in funding." By Lowther, K.R., Strawser, J.A., McGowan, A.S., & Holmes, S.A. (2003). Research in Healthcare Financial Management, 8(1), 77-93.

Seton Hall University
Accounting: AIDS Cost Allocation

This study explores the burden placed on AIDS nursing facilities by the current Medicaid prospective payment system. Correlation and regression analyses were conducted for a single AIDS special care nursing facility to ascertain the relationships between facility expenditures (patient care, social services, and support services costs) and two cost allocation bases (patient days and the mix of patients diagnosed with the AIDS dementia complex [ADC patients]). Changes in the mix of ADC patients are more strongly associated with changes in operating costs than are changes in patient days. However, Medicaid reimburses strictly by number of patient days, and fails to take into account severity of illness. Thus, an influx of ADC patients will create net costs that are not fully funded by Medicaid, and, if alternative funding cannot be located, ADC patients may become disadvantaged in obtaining adequate medical care. The results of this study suggest that stratifying the AIDS nursing home population into two readily identifiable groups, those with ADC and those without, has the potential to alleviate some of the provider's desire to ration health care while adding minimal or no increased costs to the measurement/reimbursement process. At a minimum, knowledge that a cost differential exists should enable care providers to implement improved planning and budgeting procedures.

Joyce A. Strawser is a member of the faculty at Seton Hall University.

Collaboration in Management: "Balancing skills for collaboration with individual development." By Porter, G. (2003). In M.M. Beyerlein, C. McGee, G.D. Klein, J.E. Nemiro, & L. Broedling (Eds.), The collaborative work systems fieldbook (pp. 595-608). San Francisco: Jossey-Bass/Pfeiffer.

Rutgers University - Camden
Management: Collaboration

In their efforts to gain the advantages of collaboration, many organizations over the past 10-15 years have emphasized team-related training. This investment has not always brought success. This article presents the view that team-focused training may be ineffective when the members have not sufficiently developed as individuals. The tools of interdependence are ineffectual unless the individuals have the 'strength' to carry them. A number of psychologists have proposed personal development 'tasks' each individual must complete to achieve fully functioning adulthood. Here I compare the preliminary tasks related to sense of competence, identity/purpose, and autonomy/interdependence to roots of psychological ownership, which in turn enhance the potential for strong independent contributors in an organizational setting. The later tasks, pertaining to interpersonal relations and managing emotions, relate more to typical team building content like conflict resolution, communication and trust. Starting the development with collaboration skills is likely to send people looking for ways to fill in what they missed in earlier development, and this carries the potential for dysfunctional variations on ownership - identity only through the organization and controlling behavior that actually impedes teamwork and cooperation. Managers are advised to give fair attention to employee development at the individual level, as well as providing team-focused training, in order to optimize the performance potential of their workforce.

Gayle Porter is a member of the faculty at Rutgers University - Camden.

Leadership Measures: "The role of emotional intelligence in predicting leadership and related work behavior." By Byrne, J.C. (2003). Doctoral dissertation, Stevens Institute of Technology.

Stevens Institute of Technology
Management: Leadership Measures

Much has been written of late regarding the development and use of a new construct called Emotional Intelligence (EI). Goleman popularized EI and proffered many claims as to its usefulness and as a leading indication of an individual's business and overall success. The validity of emotional intelligence was examined with a sample of 325 subjects attending graduate business courses (part-time students with full-time employment). A set of self-assessment instruments including the Emotional Competency Inventory (ECI), the NEO-FFI personality profile and a demographic questionnaire were administered to study participants. Measures of leadership included peer nominations in a Leaderless Group Discussion (LGD), co-worker assessments of management skills, evaluation of participant behavior in the LGD by 'third-party' experts and the number of promotions corrected for age. The factor structure of ECI was tested with confirmatory factor analysis and discriminant validity was then examined by testing a nine-factor model that includes the four ECI factors and the five NEO-FFI factors. Criterion-related validity of the ECI was also examined using multiple measures of leadership and related work behavior. The number of promotions corrected for age, peer nominations in the LGD, expert evaluations of LGD behavior and co-worker evaluations served as a diverse set of criteria. Results supported the construct validity for the ECI. Confirmatory factor analysis results suggested that the ECI measures a set of factors that is distinct from personality variables. Results also showed that the ECI was predictive of leadership and related work behavior and explained significant variance in performance after age and personality variables were controlled. Prior studies using the ECI instrument did not use an independent review of predicted behavior. Additionally, the results of this study suggest that with development, the measure of EI may be a useful tool in evaluating and training employees for success.

John C. Byrne is a member of the facility at Stevens Institute of Technology.

Management of Internet Products: "A multilevel analysis of factors influencing the adoption of Internet banking." By Gopalakrishnan, S., Wischnevsky, J.D., & Damanpour, F. (2003). IEEE Transactions on Engineering Management, 50(4), 413-426.

New Jersey Institute of Technology, Fairleigh Dickinson University, & Rutgers University - Newark and New Brunswick Management: Internet Adoption

The Internet is an outcome of the convergence of multiple technologies, and its applications have the potential to strongly influence many industries. Focusing on the banking industry, we examine the factors that influence the adoption of the Internet at three levels of analysis: the external context of the industry, the industry, and the firm. At the external context level, we analyze how the development of a favorable external context facilitates the adoption of a new technological application, Internet banking. At the industry level, we examine the types of innovations that a new technological application engenders, the role incumbents and new entrants play in promoting the adoption of Internet banking, and other factors that impact the speed of Internet banking diffusion. At the firm level, we examine differences in banks' strategies and organizational designs associated with the adoption of Internet banking as an added delivery channel versus as a separate business. We conclude by discussing unique features in the emergence and adoption of Internet banking and its potential performance implications.

Shanthi Gopalakrishnan is a member of the faculty at New Jersey Institute of Technology, J. Daniel Wischnevsky is a member of the faculty at Fairleigh Dickinson University, & Fariborz Damanpour is a member of the faculty at Rutgers University - Newark and New Brunswick.

Managers' Career Paths: "The promised path: A longitudinal study of managerial careers." By Reitman, F., & Schneer, J.A. (2003). Journal of Managerial Psychology, 18(1), 60-75.

Rider University
Management: Career Path

The career path once promised to good managers was an uninterrupted, upward climb on a corporate ladder. When environmental forces caused organizations to downsize and restructure, the promise was broken. A protean path emerged, one that was self-directed rather than company-directed, and involved changes in employment. The study assesses whether managers have achieved the promised path and whether demographic and career factors differ for those on promised versus protean paths. Longitudinal data from MBAs surveyed three times over a 13-year period demonstrated that the promised career path still exists for one-third of the MBAs. Managers on promised paths were somewhat older and worked in larger companies. However, they did not have greater income, managerial level, career satisfaction, company loyalty, or job security than those on protean paths. Women followed both paths but career advancement was more accessible on protean paths. This study makes a unique contribution as the longitudinal data, controlled educational background, and controlled time period enhance understanding of managerial career paths.

Joy A. Schneer is a member of the faculty at Rider University.

Managing the Sales Force: "Sales force management: A contemporary approach." By Carter, T. (2003). Delhi, India: JAICO Publishing House.

William Paterson University
Management: Sales Force

Sales force managers experience rapid changes due to constant developments in the marketplace. Managers and business professionals with customer dealings must know the relevant issues that drive and impact revenue in their firms and they need to have "cutting edge" perspectives to be most effective. The goal of this book is to provide a current look at sales force management. This book has extensive content in the form of theoretical principles, but is accompanied by modern, practical examples of how the theory works in the various subject matter areas covered in actual sales force management. This book examines topical areas such as sales force technology, globalization and its impact on sales management, reengineering, crisis management, selling skills and negotiation, TQM, time management, mentorships, planning and forecasting, gender and diversity in sales force management, and customer relationship building.

Tony Carter is a member of the faculty at William Paterson University.

Multiple Sponsorship in Marketing: "Brought to You by Brand A and Brand B": Investigating multiple sponsors' influence on consumers' attitudes toward sponsored events." By Ruth, J.A., & Simonin, B.L. (2003). Journal of Advertising, 32(3), 19-30.

Rutgers University - Camden
Marketing: Multiple Sponsorship

Events, arts programs, and civic activities are oftentimes sponsored by more than one company/brand. In contrast to the interest in multiple-brand marketing activities in other areas of research (e.g., bundling, brand alliances, cooperative advertising), multiple-brand effects in sponsorship have neither been the subject of theoretical attention nor empirical research. This paper seeks to address this gap by investigating the impact of multiple sponsors on consumer evaluations of the sponsored event. Prior attitudes toward the sponsors, the presence or absence of a controversial/stigmatized product, the sponsor's nationality (domestic vs. foreign), and product complementarity are explored in an experimental setting and demonstrate a two-fold effect of a controversial sponsor on attitudes toward the event. Sponsor brand nationality and complementarity of products also affect consumers' attitudes toward the event. Implications for future research on multiple-brand sponsorship and marketer intentions are discussed.

Julie A. Ruth is a member of the faculty at Rutgers University - Camden.

Nostalgic Experience in Marketing: "Nostalgia bonding: Exploring the role of nostalgia in the consumption experience." By Holbrook, M.B., Schindler, R.M. (2003). Journal of Consumer Behavior, 3(2), 107-127.

Rutgers University - Camden
Marketing: Nostalgic Experience

The recently awakened awareness of the past has produced a flurry of research directed towards understanding the nostalgic aspects of the human condition, towards investigating the role of nostalgia in the lives of consumers, and towards the application of such knowledge to the design of marketing strategies. With rare exceptions, however, such research has pursued a quantitative, survey-based approach to establishing the chronology-related and personality-driven aspects of nostalgia. To explore the nature and types of nostalgic bonding in greater depth, the present study pursues in interpretive approach to understanding the role of nostalgia in the consumption experience. Specifically, it applies a collective approach to subjective personal introspection to draw inferences concerning the key types of nostalgic experience.

Robert M. Schindler is a member of the faculty at Rutgers University - Camden.

Scent Effects in Marketing: "Does it make sense to use scents to enhance brand memory?" By Morrin, M. & Ratneshwar, S. (2003). Journal of Marketing Research, XL (February), 10-25.

Rutgers University - Camden
Marketing: Scent Effects

Can pleasant ambient scents enhance consumer memory for branded products? If so, why? The authors examine the effects of ambient scent on recall and recognition of brands in two studies. In the first (i.e., encoding) phase of each study, subjects are asked to evaluate familiar and unfamiliar brands while viewing digital photographs of products on a computer screen; stimulus viewing times are measured covertly on the computer. Ambient scent is manipulated in the experiment room through a diffuser. In the second (i.e., retrieval) phase, conducted 24 hours later, brand recall and recognition accuracy are assessed. In both studies, ambient scent improves both recall and recognition of familiar and unfamiliar brands. This pattern emerges whether or not the scent is congruent with the product category (Study 1), and the enhancement in brand memory is due to the presence of ambient scent during encoding rather than retrieval (Study 2). Although ambient scent apparently did not alter subjects' self-assessed mood or arousal levels, it increased their attention in terms of longer stimulus viewing times. Mediation analyses suggest that the attention mechanism most likely explains why ambient scent improves brand memory.

Maureen Morrin is a member of the faculty at Rutgers University - Camden.