Browsing by Author "Tobias, Jutta"

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    Different departments, different drivers: Asymmetry in antecedents and outcomes of voluntary knowledge exchange between sales and production functions
    (Emerald, 2017) Guo, Lan; Tobias, Jutta; Bendoly, Elliot; Hu, Yuming
    In this study, we examine the antecedents and performance consequences of voluntary information exchange between the Production and Sales functions. Building on the Motivation-Opportunity-Ability (MOA) framework, we first posit a general model for bilateral information exchange across functional levels. The innovation presented in this model consists in allowing both sides of such an exchange (e.g., Production-to-Sales and Sales-to-Production) to differ in the perceived adequacy of information they receive.The two sides can also differ in terms of how their motivation and ability impact that adequacy. To test the model, we make use of survey responses and objective data from Sales, Production and executive managers of 182 Chinese manufacturers. Analysis of our sample shows the Sales-to-Production exchange has a smaller estimated performance effect than the Production-to-Sales exchange. Although shared opportunity is important in predicting both sides of the exchange, our measure of motivation appears to only significantly impact the Sales-to-Production exchange. In contrast, our measure of ability only appears to significantly affect the Production-to-Sales exchange. Although limited to a regional context, differences in information-sharing drivers on the two sides of Production-Sales dyads pose strong implications that may be generalizable. Specifically, these findings suggest alternative approaches and foci for resource investment that higher level managers can leverage in developing more effective cross-functional work settings.
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    More dynamic than you think: Hidden aspects of decision-making
    (MDPI, 2017-07-14) Robinson, Jennifer L.; Sinclair, Marta; Tobias, Jutta; Choi, Ellen
    Decision-making is a multifaceted, socially constructed, human activity that is often non-rational and non-linear. Although the decision-making literature has begun to recognize the effect of affect on decisions, examining for example the contribution of bodily sensations to affect, it continues to treat the various processes involved in coming to a decision as compartmentalized and static. In this paper, we use five theories to contribute to our understanding of decision-making, and demonstrate that it is much more fluid, multi-layered and non-linear than previously acknowledged. Drawing on a group experience of deciding, we investigate the intrapersonal, interpersonal, and collective states that are at play. These states are shown to be iterative: each being reinforced or dampened in a complex interaction of thought, affect, social space and somatic sensations in a dynamic flux, whilst individuals try to coalesce on a decision. This empirical investigation contributes to theory, method and practice by suggesting that Volatility, Uncertainty, Complexity and Ambiguity (VUCA) is a human condition. VUCA permeates and impacts decision-making in a multitude of ways, beyond researchers’ previous understanding. The innovation generated through this paper resides in a set of propositions that will accelerate progress in the theory, method, and practice of decision-making.
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    Toward a theory of transformative entrepreneuring: Poverty reduction and conflict resolution in Rwanda's entrepreneurial coffee sector
    (Elsevier Science B.V., Amsterdam., 2013-11-01T00:00:00Z) Tobias, Jutta; Mair, Johanna; Barbosa-Leiker, Celestina
    This study illustrates how entrepreneurship may catalyze prosperity as well as peace in entrenched poverty-conflict zones. We bring to life a conceptualization of transformative entrepreneuring by assessing interrelationships between poverty and conflict indicators from the perspective of rural dwellers in Rwanda's entrepreneurial coffee sector. Our findings suggest that individuals' perceptions of poverty alleviation and conflict reduction are sequentially linked, notably via increased quality of life. This enables us to advance theory on entrepreneuring by unpacking the mechanisms through which entrepreneurial processes may transform the lives of such ‘ordinary' entrepreneurs in settings where economic and social value creation are desperately needed.