İşletme Bölümü Koleksiyonu

Permanent URI for this collectionhttps://gcris.khas.edu.tr/handle/20.500.12469/66

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Citation - WoS: 32
Citation - Scopus: 35
Antecedents and Performance Outcomes of Value-Based Selling in Sales Teams: a Multilevel, Systems Theory of Motivation Perspective
(Springer, 2020) Mullins, Ryan; Mengüç, Bülent; Mengüç, Bülent; Panagopoulos, Nikolaos G.; Business Administration
Firms are increasingly deploying a value-based selling (VBS) approach in their sales organizations to drive growth for new offerings. However, VBS adoption remains challenging, signaling that leaders need guidance to motivate VBS. Drawing from the systems theory of motivation, we examine motivational mechanisms at two levels-salesperson and sales team-to understand how to motivate, and benefit from, VBS. Using multisource data (i.e., salespeople, managers, archival performance) from 70 sales teams in a U.S.-based manufacturing and services provider, our findings illustrate drivers and outcomes of VBS. Specifically, we uncover a framework of salesperson, leader, customer, and team factors that help explain salesperson motivation for VBS. Importantly, we link VBS to customers' adoption of new products to support VBS's role for selling new products. Critical for sales team strategy, our model also integrates a team-level motivational mechanism to provide a comprehensive framework for salesperson and sales team motivations and outcomes.
Citation - WoS: 2
Citation - Scopus: 2
Babbling Through Social Media: a Cross-Country Study Mapping Out Social Networks Using Ewom Intentions
(Springer, 2023) Zülal, İşler; Kıygı Çallı, Meltem; Kıygı-Çallı, Meltem; El Oraiby, Maryam; Business Administration
This research aims to determine the factors affecting the users’ electronic word-of-mouth (eWOM) seeking and sharing intentions and to reveal the interactions among and within clusters using social network analysis (SNA). This study includes three hierarchical sub-studies conducted in two countries, Turkey and Poland. First, we develop a segmentation for social networking site (SNS) users based on the frequency of sharing product-related information on SNSs. Second, we investigate the impact of several factors that affect eWOM seeking and sharing intentions using regression analysis. In the second sub-study, we also include the identified segments developed in the first sub-study as another factor that may have differentiated eWOM intentions. Third, to understand the degree of interaction among SNS users, we apply an SNA using the forecasted eWOM intentions scores from the second sub-study, which gives us hypothetical social networks. The results of SNA present strong interactions inter- and intra-clusters in both countries. Some key findings include the identification of three SNS user segments, including “Middlers,” that may be of particular interest to brands. We also find that in terms of eWOM intentions, users in Turkey are more active than in Poland. Although some predictors of eWOM seeking and sharing intentions differ between the two countries, users intend to be more active in eWOM seeking than in eWOM sharing. The comparative study provides valuable insights for decision-makers to engage different market segments via SNSs with various proposed features using suggested information contents for selected product categories.
BİRLEŞME VE SATIN ALMA İŞLEMLERİNİN ŞİRKET VE SEKTÖR DÜZEYİNDE ETKİLERİ
(2016) Akben Selçuk, Elif; Selçuk, Elif Akben; Köksal, Emin; Altıok Yılmaz, Ayşe Dilara; Business Administration
[Abstract Not Available]
Brand Love and Brand Forgiveness: an Empirical Study in Turkey
(Warsaw: Faculty of Management Publishing House. University of Warsaw, 2022-04-12) Tosun, Petek; Tosun, Petek; Yanar Gürce, Merve; Öncü Eroğlu Pektaş, Güzide; Business Administration
Brand love is an interesting and important concept that required further research in brand management. This study tested the impacts of consumer attitudes, subjective norms, and brand anthropomorphization on brand love and brand forgiveness in the framework provided by the theory of planned behavior. Regression analyses showed that brand anthropomorphization and subjective norms have a signifi cant impact on brand love. Brand love positively infl uences brand forgiveness and acts as a mediator between subjective norms, brand anthropomorphization, and brand forgiveness constructs. Besides mediation, brand anthropomorphization directly infl uences brand forgiveness. The fi ndings of this study contribute to the existing knowledge on brand love and brand forgiveness concepts by presenting empirical research fi ndings that investigate brand love antecedents. This study has also shown the signifi cant impact of anthropomorphizing a brand on brand forgiveness and brand love.
Citation - Scopus: 3
Cash Holdings and Corporate Governance: Evidence From Turkey
(IGI Global, 2019) Akben Selçuk, Elif; Selçuk, Elif Akben; Şener, Pınar; Şener Tournus, Pınar; Business Administration
This chapter investigates the empirical factors affecting corporate cash holdings with special emphasis on corporate governance variables for a sample of Turkish-listed nonfinancial firms over the period 2006 to 2010. The findings reveal a significant non-linear relation between family ownership and cash holdings. In addition, while board structure does not significantly affect the level of cash holdings, tunneling increases cash reserves of firms. Furthermore, the results indicate that cash flow, leverage, other liquid assets that can be used as cash substitutes, the degree of tangibility of assets, and firm size are important in determining cash holdings among Turkish companies.
Citation - WoS: 12
Citation - Scopus: 17
Corporate Diversification and Firm Value: Evidence From Emerging Markets
(Emerald Group Publishing Limited, 2015) Akben Selçuk, Elif; Selçuk, Elif Akben; Business Administration
Purpose - The purpose of this paper is to investigate the impact of corporate diversification on firm value in a sample of nine emerging markets including Brazil Chile Indonesia Malaysia Philippines Poland South Africa Thailand and Turkey. For the purpose of this study a company is classified as diversified when it is operating in two or more lines of business defined by the two-digit SIC codes. Design/methodology/approach - Employing panel data from 1568 companies for the period 2005-2010 this paper estimates both a fixed effects model and a dynamic generalized method of moments model. Data are collected both at company level and segment level within each firm. Findings - Overall analysis results suggest that for the period from 2005 to 2010 diversified firms in emerging markets are valued more compared to single-segment firms operating in similar industries providing support for diversification premium. Originality/value - The effect of diversification on company value in emerging markets is an important managerial and public policy concern. Although the literature on developed country diversified firms is rich only a few studies have examined diversification-value relationship in the context of developing countries. Furthermore most previous research on the value effects of corporate diversification in emerging markets has taken the form of case studies within countries and concentrated on the 1990s. This paper tries to fill these gaps by using a larger sample and more recent data and methodology.
Corporate Diversification, Grup Affiliation and Firm Value: Evidence From Turkey
(Bankacılık Düzenleme ve Denetleme Kurumu, 2014) Akben Selçuk, Elif; Selçuk, Elif Akben; Business Administration
The objective of this study is to investigate the impact of corporate diversification in a sample of 255 Turkish firms for the period between 2006 and 2012. Regression results indicate that diversified firms trade at a premium compared to single-segment firms. To explain this finding, we also investigate the possible moderating role of business group affiliation for the diversification-value relationship. Analysis results reveal that the diversification premium is confined to firms that are not affiliated with business groups. These results suggest that group members already capture the benefits of diversification without the need to diversify further at the firm level.
Citation - WoS: 7
Citation - Scopus: 7
Corporate Governance and Tunneling: Empirical Evidence From Turkey
(Economics Bulletin, 2018) Akben Selçuk, Elif; Selçuk, Elif Akben; Sener, Pınar; Şener Tournus, Pınar; Business Administration
This study investigates whether internal governance mechanisms affect tunneling through intercorporate loans for a sample of Turkish listed non-financial firms over the period 2006 to 2014. While the findings reveal a significant and positive relationship between state ownership and tunneling and a significant and negative relationship between foreign ownership and tunneling the relationship between family ownership and tunneling is non-linear. In addition while board size is negatively associated with tunneling independent directors do not prevent the embezzlement of resources. Furthermore the results indicate that while older firms firms with family chairman and higher growth opportunities are more likely to engage in tunneling activities firm size high cash holding leverage and financial distress do not affect tunneling.
Citation - Scopus: 116
Corporate Social Responsibility and Financial Performance: the Moderating Role of Ownership Concentration in Turkey
(MDPI, 2019) Akben Selçuk, Elif; Selçuk, Elif Akben; Business Administration
The objective of this study is to investigate the impact of corporate social responsibility (CSR) engagement on firm financial performance in a developing country, Turkey, and to analyze the moderating role of ownership concentration in the CSR-financial performance relationship. The sample consists of non-financial public firms listed on the Borsa Istanbul (BIST)-100 index and covers the period between 2014 and 2018. Empirical results using an instrumental variable approach show that corporate social responsibility has a positive relationship with financial performance. Furthermore, findings indicate that this relationship is negatively moderated by ownership concentration even when endogeneity is controlled for.
Citation - WoS: 23
Citation - Scopus: 27
Customer Participation Variation and Its Impact on Customer Service Performance: Underlying Process and Boundary Condition
(Sage Publications, 2020) Mengüç, Bülent; Auh, Seigyoung; Wang, Fatima; Business Administration
Drawing on the customer participation (CP) literature, this research proposes that CP variation is the degree to which employees perceive variability across customers with regard to customers sharing information, time, and effort and making suggestions to enhance the service delivery process and outcome. Drawing on the job demands-resources model, this research explicates the mediating process by which CP variation affects customer service performance and its boundary conditions. Study 1 uses data from a field study in the banking industry to show that CP variation negatively influences customer service performance through greater customer-related burnout. The authors show that this mediation process is moderated by contingencies that mitigate or exacerbate the indirect relationship. Study 2 further validates the CP variation construct by testing for discriminant validity against similar and related constructs, such as CP quality, in more diverse service industries (insurance, legal consulting, travel and tourism, health care, and physical fitness). Finally, an examination of the moderating role of CP quality provides a more nuanced picture of the intricacies between CP variation and CP quality. This article concludes with a discussion of the theoretical and practical implications for CP variation research.
Citation - WoS: 5
Citation - Scopus: 6
Determinants of Corporate Cash Holdings: Firm Level Evidence From Emerging Markets
(Springer, 2017) Akben Selçuk, Elif; Selçuk, Elif Akben; Altiok-Yilmaz, Ayse; Business Administration
The objective of this chapter is to investigate the factors affecting corporate cash holdings in five emerging markets namely Brazil Indonesia Mexico Russia and Turkey. The sample consists of 1991 firms listed on the major stock exchange of their countries and covers the period between 2009 and 2015. The model is estimated by Arellano–Bond dynamic generalized method of moments. Results show that firms which use higher leverage in their capital structure hold more cash. More profitable firms are shown to have higher levels of cash holdings. Another variable which has a positive effect on the level of cash holdings in any given period is the level of cash holdings in the previous period as shown by the positive and significant coefficient of the lagged dependent variable in the model. Liquidity and firm size have a negative and statistically significant impact on the level of corporate cash holdings. Firms with higher level of capital expenditures are also shown to hold less cash. Finally growth opportunities do not have a significant impact on the level of cash holdings for the firms in the emerging markets analyzed. © Springer International Publishing AG 2017.
Citation - WoS: 4
Citation - Scopus: 5
Developing a Measure for "connectorship" as a Component of Engaged Leadership
(Emerald Group Publishing Ltd, 2016) Dastmalchian, Ali; İmer, Havva Pınar; Rezac, Darcy; Muzyka, Daniel F.; Bayraktar, Seçil; Steinke, Claudia; İmer, Havva Pınar; Business Administration
Purpose - The purpose of this paper is to report the findings of a mixed methods study that explored how active community engaged and connected managers were in their local and broader communities (engaged leadership, EL). The paper specifically investigates an under researched aspect of EL - "connectorship" - with focus on developing a measure for connectorship. The authors present the conceptual framework for EL, followed by the operationalization of "connectorship" construct. Design/methodology/approach - The paper focusses on developing a measure for connectorship using data from a qualitative study of 18 senior managers followed by a survey of 458 managers in Canada. Findings - Content analyses of qualitative data led to the generation of 93 items measuring connectorship. Based on these items, quantitative analyses of survey data from 453 respondents yielded a final measure of connectorship, which consisted of 28 items explored under eight dimensions. Research limitations/implications - An organization's emphasis on connectedness and engagement of leaders will improve knowledge sharing and better mutual understanding of organizational issues among managers. It will also help attain employment stability and decrease hiring and related costs by reducing turnover. Future research, specifically longitudinal studies of leaders at various organizational levels, could incorporate connectorship as a key criterion for leadership effectiveness. Practical implications - The focus on connectorship skills implies that in organizations the emphasis should go beyond traditional leadership skills development and included the neglected connectorship skills development. Increased connectedness and engagement among leaders will have positive performance implications. Social implications - For effective corporate citizenship, the EL framework and a focus on connectorship would help leaders better understand the importance of social networks, be aware of their own network, and improve their skills in connecting the people within their networks. Originality/value - Using a variable centered approach within the framework of EL the paper contributes to leadership literature by conceptually defining connectorship developing a measure for this construct and testing its psychometric properties.
Citation - WoS: 0
Citation - Scopus: 0
Diffusion of Pure and Hybrid Forms of a Practice: Language of Instruction in Turkish Universities, 1983-2014
(Wiley Periodicals, Inc, 2020) Topaler, Ayşe Başak; Üsdiken, Behlül; Business Administration
It is well recognized in the literature that practice variation is an integral part of diffusion processes. What remains less explored is the emergence of distinct forms of a novel practice and the interdependencies in their diffusion. In this study, we make a distinction between the pure version of a practice and ensuing hybrid variants and investigate how diffusion processes unfold for these alternative practice forms. Our empirical investigation in the Turkish higher education field demonstrates that hybrid practice forms became viable alternatives to the pure version of instruction in English and diffused in an interdependent manner. Further, diffusion of pure and hybrid forms was uneven across private and public universities. Our study contributes to the diffusion and practice variety literature as we establish that multiple versions of a practice that diffuse concurrently in a field may be building on or hampering each other, and they may diffuse in fragmented ways across different sub-populations.
Citation - WoS: 32
Does Firm Age Affect Profitability? Evidence From Turkey
(Int Inst Social & Economics Sciences-IISES, 2016) Akben Selçuk, Elif; Selçuk, Elif Akben; Business Administration
The objective of this study is to investigate the impact of firm age on the profitability of Turkish firms listed on Borsa Istanbul. Using a dataset covering the years between 2005 and 2014 and consisting of 302 non-financial firms per year on the average a fixed effects model with robust standard errors is estimated. Results reveal that there is a negative and convex relationship between firm age and profitability measured by return on assets return on equity or gross profit margin. This suggests that younger firms start to see a decline in their profitability from the beginning but they may become profitable again at an old age. Implications are provided.
Citation - WoS: 2
Citation - Scopus: 2
Does governance affect corporate diversification behaviour in emerging markets?
(Routledge Journals, Taylor & Francıs Ltd, 2020) Selçuk, Elif Akben; Şener Tournus, Pınar; Business Administration
This paper investigates the role of firm-level and country-level governance on corporate diversification behaviour in emerging markets. The results show that firms with combined leadership structure are more diversified while firms with more independent directors are less diversified. There is a U-shaped relationship between ownership concentration and diversification. No significant association between country-level shareholder protection and diversification is demonstrated.
Duygu Durumunun Tüketici Şikayet Davranışına Etkisi Hakkında Bir Pilot Çalışma
(Melih Topaloğlu, 2018) Tosun, Petek; Uray, Nimet; Sezgin, Selime; Tosun, Petek; Uray, Nimet; Business Administration
Bu pilot çalışmanın amacı, duygu durumunun tüketici şikâyet davranışı üzerindeki etkisini incelemek ve oluşturulan kavramsal modelin ön testini yapmaktır. Çalışmanın kavramsal modeli, algılanan marka değeri, algılanan risk, duygu durumu ve tüketici etkileşim stilleri olan kendinden emin olma ve agresiflik değişkenlerini içermektedir. 2x2 faktöriyel deneysel serim tasarımıyla ve anket yöntemiyle elde edilen verilerin analizi sonucunda, algılanan risk, agresiflik ve rıza göstermeye direnme değişkenlerinin, tüketici şikayet davranışı üzerinde pozitif yönlü bir etkiye sahip olduğu görülmüştür. Telafi talep edebilme, bilgi ve yardım isteyebilme değişkenlerinin ise tüketici şikayet davranışının üzerinde etkili olmadığı görülmüştür. Algılanan marka değeri yüksek ise, ya da tüketicilerin duygu durumu negatif ise, şikayet etme eğilimi istatistiki olarak artmamaktadır. Örneklem sayısının düşüklüğü (n=118) ve tüketici şikayet davranışı ölçeğinin kategorik olması gibi kısıtlara sahip olan bu pilot çalışma sonucunda, kavramsal modelin ön testi yapılmış, gelecekteki araştırmalarda kullanılabileceği ve duygu durumunun e-posta ile dağıtılan anketlerdeki görsellerle değişimlenebileceği görülmüştür.
Citation - WoS: 23
Citation - Scopus: 25
Efficiency Analysis of Emergency Departments in Metropolitan Areas
(Elsevier, 2020) Akkan, Can; Uray, Nimet; Karadayı, Melis Almula; Ekinci, Yeliz; Ulengin, Füsun; Uray, Nimet; Karaosmanoğlu, Elif; Business Administration
The demand in the healthcare industry is increasing exponentially due to aging population of the world and this is leading to a rapid increase in the cost of healthcare. The emergency departments of the hospitals are the frontline of health care systems and play an additional critical role in providing an efficient and high-quality response for patients. The overcrowding at the emergency departments due to growing demand results in a situation where the demand for ED services exceeds the ability to provide care in a reasonable amount of time. This has led countries to reconsider their health policies in a way to increase their efficiency in their healthcare systems in general and in emergency departments, in particular. As in many countries, there has been a steady and significant increase in the number of patients that seek health services at the emergency departments of state hospitals of Turkey, due to the significant structural reforms in health services since 2003. While meeting this increasing demand, it is ever more important to provide these critical health services efficiently. Therefore, the efficiency of the emergency departments of seven general hospitals run by Istanbul's Beyoglu State Hospitals Association have been analyzed using categorical Data Envelopment Analysis (DEA) models. The analysis of DEA results is supported by a set of statistical methods to make it easier for the hospital administrators to interpret the analysis and draw conclusions. The analysis shows that less-equipped EDs are supported by better equipped, larger EDs, resulting in a hub-and-spoke type of structure among the EDs where "satellite" EDs serve an important referral function and thus evaluating their efficiency without taking the interoperability among these units into account would not be an accurate assessment of their performance.
Factors Affecting Financial Consumers' Private Pension Plan Decisions: a Literature Review and a Conceptual Framework Proposal
(Ali Çağlar Çakmak, 2016) Aydın, Aslı Elif; Selçuk, Elif Akben; Akben Selçuk, Elif; Business Administration
The objective of this study is to propose a framework related to financial consumers’ private pension plan decisions. Specifically, we review the factors affecting consumers’ participation, contribution and asset allocation decisions regarding private pensions. The factors discussed include situational and dispositional factors, personality, motivation, financial literacy, and external influences. Based on this survey of literature, we develop a number of propositions, which are expected to benefit individual retirement planners and pension institutions in gaining a better understanding of retirement saving decisions.
Citation - WoS: 35
Citation - Scopus: 47
Factors Affecting Firm Competitiveness: Evidence From an Emerging Market
(MDPI, 2016) Akben Selçuk, Elif; Selçuk, Elif Akben; Business Administration
The objective of this study is to investigate the factors affecting firm competitiveness in an emerging marketTurkey. In the paper competitiveness is proxied by a firm's financial performance. The empirical analysis is based on firms listed on Borsa Istanbul and covers the period between 2005 and 2014. Results from a firm-level panel data model indicate that return on assets is positively related to firm size international sales liquidity and growth and negatively related to leverage and R&D expenditures. On the other hand gross profit margin is positively related to size and international sales and negatively related to leverage and R&D expenditures. Finally results show that Tobin's Q ratio is higher for firms with higher levels of debt and higher liquidity levels.
Faize Dayalı Swap Sözleşmeleri ve Muhasebeleştirilmesi
(Kenan ÇELİK, 2016) Tuncay Emir, Ferhan; Tuncay, Ferhan Emir; Cengiz, Hülya; Business Administration
Vadeli işlem sözleşmeleri, işletmelerin maruz kaldığı riskleri en aza indirmek amacıyla kullanılan finansal araçlardır. Vadeli işlem sözleşmelerinde en çok kullanılanlardan biri faize dayalı swap sözleşmeleridir. Faize dayalı swap sözleşmelerinde taraflar, belirli bir süre boyunca belirli miktarlarda ödeme yükümlülüklerini birbirleriyle takas ederler. Faize dayalı swap sözleşmeleri riskten korunma veya spekülatif amaçlı gerçekleştirilmektedir. Sözleşmeye hangi amaçla taraf olunuyorsa, buna göre bu işlemlerden sağlanan kazanç ya da kaybın muhasebeleştirilmesi ve raporlanması da farklılık gösterecektir. Swap sözleşmesin amacı riskten korunma ise bu durumun finansal tablolara da yansıtılması gerekir. Bu çalışma kapsamında faize dayalı swap işlemlerinin muhasebeleştirilmesi Uluslararası Muhasebe Standartları (IAS)/Uluslararası Finansal Raporlama Standartları (IFRS) çerçevesinde ele alınmıştır. Vadeli işlemlerin muhasebeleştirilmesi, uluslararası standartlarda riskten korunma temeline dayanır. Bu nedenle, bu çalışmada riskten korunma amaçlı bir swap örneği verilip, süreç içindeki yapılması gereken işlemler ve dönem sonunda mali tabloların nasıl etkilendiği anlatılmıştır.

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