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5. Motivational Career Resources and Subjective Career Success: A Test of Mediation and Moderation.

Author

Kundi, Yasir Mansoor, Hollet-Haudebert, Sandrine, and Peterson, Jonathan

Subjects
*ECONOMIC change, *MOTIVATION (Psychology), *MODERATION, *OCCUPATIONAL achievement, *HYPOTHESIS
Abstract

Changes in the global economic environment in which careers unfold have made the development and use of various career-related resources essential for one's career success. Drawing on the conservation of resources (COR) theory, this study unpacks the relationship between motivational career resources and subjective career success, by detailing a mediating role of job crafting and a moderating role of age. Hypotheses are tested using data gathered in two waves separated by a six-month interval. Results indicated that (a) motivational career resources were positively related to job crafting; (b) job crafting was positively related to subjective career success; (c) job crafting mediated the linkage between motivational career resources and subjective career success; and (d) age moderated the relationship between motivational career resources and job crafting. This study provides novel insights into the intervening mechanism (i.e., job crafting) that elucidates how motivational career resources relate to job crafting. Furthermore, the findings enrich the existing literature by introducing a substantive moderator (i.e., age) in the relationship between motivational career resources and job crafting. [ABSTRACT FROM AUTHOR]

Published
2024
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9. Data-driven innovation capability of marketing for B2B firms: definition and construction process

Author

Ravat, Ludivine, Hemonnet-Goujot, Aurélie, Hollet-Haudebert, Sandrine, Centre d'Études et de Recherche en Gestion d'Aix-Marseille (CERGAM), Aix Marseille Université (AMU)-Université de Toulon (UTLN), Institut d'Administration des Entreprises (IAE) - Aix-en-Provence (AMU IAE), Aix Marseille Université (AMU), and ESIC

Subjects
Big Data, data-driven innovation capability, [SHS.GESTION]Humanities and Social Sciences/Business administration, digital marketing capabilities, B2B marketing, marketing strategy
Abstract

International audience; Big data knowledge-driven offerings are changing innovation practices for marketing organizations. Although B2C companies are coping with this digitalized-centered innovation reality, it remains a major concern for B2B industries, and, to date, little research studied digital marketing capabilities for innovation purpose. This study explores the concept of data-driven innovation capability within the marketing perspective. We conducted a systematic literature review of 40 scientific papers followed by qualitative research of 10 one-to-one interviews of C-level executives and managers. The analysis provides a first theoretical marketing anchoring definition of data-driven innovation capability and highlights a three-step construction process capability, market-oriented and fueled by dynamic process re-engineering.

Published
2023

11. Data-driven innovation capability of marketing: an exploratory study of its components and underlying processes

Author

Ravat, Ludivine, Hemonnet-Goujot, Aurélie, Hollet-Haudebert, Sandrine, Centre d'Études et de Recherche en Gestion d'Aix-Marseille (CERGAM), Aix Marseille Université (AMU)-Université de Toulon (UTLN), Institut d'Administration des Entreprises (IAE) - Aix-en-Provence (AMU IAE), Aix Marseille Université (AMU), and Bamberg University

Subjects
Strategic marketing, process-oriented, [SHS.GESTION]Humanities and Social Sciences/Business administration, digital marketing capabilities, B2B marketing, data-driven innovation
Abstract

International audience; The expanding digitalization of the innovation activity is of major concern for B2B industries. While management research is paying increased attention to this new data-driven innovation paradigm for firm specified operational purposes, little research has explained the phenomenon from the marketing organizational perspective. Given the essential role played by B2B marketing department in new products and services development, one may wonder how it can strategically shift its innovation capability to become data-centric. This study is aimed at describing how to build a data-driven innovation capability for B2B marketing organizations, by identifying its components and underlying processes. Based on 10 semi-structured interviews of B2B marketing directors, consultants, sales managers and CEO, the analysis sheds light to a market-oriented and dynamic capability, through the identification of a threestep construction process and four continued renewal capabilities reconfigurations.

Published
2023

14. Mindset and goal orientation in sales: results from a qualitative approach

Author

Farellacci, Romain, Hollet-Haudebert, Sandrine, Centre d'Études et de Recherche en Gestion d'Aix-Marseille (CERGAM), Aix Marseille Université (AMU)-Université de Toulon (UTLN), Centre d'Études et de Recherche en Gestion d'Aix-Marseille/Equipe de recherche de Toulon (CERGAM de Toulon), Aix Marseille Université (AMU)-Université de Toulon (UTLN)-Aix Marseille Université (AMU)-Université de Toulon (UTLN)-Institut d'Administration des Entreprises (IAE) - Toulon (IAE Toulon)-Université de Toulon (UTLN), and FARELLACCI, ROMAIN

Subjects
[SHS.GESTION]Humanities and Social Sciences/Business administration, [SHS.GESTION] Humanities and Social Sciences/Business administration, ComputingMilieux_MISCELLANEOUS
Abstract

International audience

Published
2021

15. Mindset and goal orientation in retail sales: contribution of salespeople and managers perceptions

Author

Farellacci, Romain, Hollet-Haudebert, Sandrine, Centre d'Études et de Recherche en Gestion d'Aix-Marseille (CERGAM), Aix Marseille Université (AMU)-Université de Toulon (UTLN), Centre d'Études et de Recherche en Gestion d'Aix-Marseille/Equipe de recherche de Toulon (CERGAM de Toulon), Aix Marseille Université (AMU)-Université de Toulon (UTLN)-Aix Marseille Université (AMU)-Université de Toulon (UTLN)-Institut d'Administration des Entreprises (IAE) - Toulon (IAE Toulon)-Université de Toulon (UTLN), and FARELLACCI, ROMAIN

Subjects
[SHS.GESTION]Humanities and Social Sciences/Business administration, [SHS.GESTION] Humanities and Social Sciences/Business administration, ComputingMilieux_MISCELLANEOUS
Abstract

International audience

Published
2021

22. Labels de Qualité de Vie au Travail : entre usage interne et affichage externe ? Le cas de Great Place to Work®

Author

Hollet-Haudebert, Sandrine, Villesèque-Dubus, F., Bourdon, Isabelle, Institut de Recherche en Gestion (IRG), Université Paris-Est Marne-la-Vallée (UPEM)-Université Paris-Est Créteil Val-de-Marne - Paris 12 (UPEC UP12), Montpellier Research in Management (MRM), Université Montpellier 1 (UM1)-Université Paul-Valéry - Montpellier 3 (UPVM)-Université Montpellier 2 - Sciences et Techniques (UM2)-Université de Perpignan Via Domitia (UPVD)-Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School-Université de Montpellier (UM), Université Montpellier 1 (UM1)-Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School-Université Paul-Valéry - Montpellier 3 (UPVM)-Université de Montpellier (UM)-Université Montpellier 2 - Sciences et Techniques (UM2)-Université de Perpignan Via Domitia (UPVD), Centre d'Études et de Recherche en Gestion d'Aix-Marseille/Equipe de recherche de Toulon (CERGAM de Toulon), Centre d'Études et de Recherche en Gestion d'Aix-Marseille (CERGAM), Aix Marseille Université (AMU)-Université de Toulon (UTLN)-Aix Marseille Université (AMU)-Université de Toulon (UTLN)-Institut d'Administration des Entreprises (IAE) - Toulon (IAE Toulon)-Université de Toulon (UTLN), Université Paul-Valéry - Montpellier 3 (UPVM)-Université de Perpignan Via Domitia (UPVD)-Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School-Université de Montpellier (UM), Université Montpellier 1 (UM1)-Université Paul-Valéry - Montpellier 3 (UM3)-Université Montpellier 2 - Sciences et Techniques (UM2)-Université de Perpignan Via Domitia (UPVD)-Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School-Université de Montpellier (UM), and Université de Toulon (UTLN)-Aix Marseille Université (AMU)-Université de Toulon (UTLN)-Aix Marseille Université (AMU)-Institut d'Administration des Entreprises (IAE) - Toulon (IAE Toulon)-Université de Toulon (UTLN)

Subjects
[SHS.GESTION]Humanities and Social Sciences/Business administration, ComputingMilieux_MISCELLANEOUS
Abstract

International audience

Published
2019

23. The battle of materiality: a socio-material framework of the perpetuation of illegal downloading practices

Author

Poels, Alix, Hollet-Haudebert, Sandrine, Messelmani, Sayma, Institut de Recherche en Gestion (IRG), Université Paris-Est Créteil Val-de-Marne - Paris 12 (UPEC UP12)-Université Paris-Est Marne-la-Vallée (UPEM), Université Paris-Est Marne-la-Vallée (UPEM)-Université Paris-Est Créteil Val-de-Marne - Paris 12 (UPEC UP12), Centre d'Études et de Recherche en Gestion d'Aix-Marseille/Equipe de recherche de Toulon (CERGAM de Toulon), Institut d'Administration des Entreprises (IAE) - Toulon (IAE Toulon)-Centre d'Études et de Recherche en Gestion d'Aix-Marseille (CERGAM), Aix Marseille Université (AMU)-Université de Toulon (UTLN)-Aix Marseille Université (AMU)-Université de Toulon (UTLN)-Université de Toulon (UTLN), Centre d'Études et de Recherche en Gestion d'Aix-Marseille (CERGAM), and Aix Marseille Université (AMU)-Université de Toulon (UTLN)-Aix Marseille Université (AMU)-Université de Toulon (UTLN)-Institut d'Administration des Entreprises (IAE) - Toulon (IAE Toulon)-Université de Toulon (UTLN)

Subjects
IRG_AXE3, [SHS.GESTION]Humanities and Social Sciences/Business administration, [SHS] Humanities and Social Sciences, [SHS.GESTION] Humanities and Social Sciences/Business administration, ComputingMilieux_MISCELLANEOUS, [SHS]Humanities and Social Sciences
Abstract

International audience

Published
2019

24. Comprendre le maintien de pratiques illégales de consommation dans le marché

Author

Poels, Alix, Hollet-Haudebert, Sandrine, Centre d'Études et de Recherche en Gestion d'Aix-Marseille (CERGAM), and Aix Marseille Université (AMU)-Université de Toulon (UTLN)

Subjects
Pratique illégale de consommation, Travail institutionnel des consommateurs, [SHS.GESTION]Humanities and Social Sciences/Business administration, Comportement du consommateur, IRG_AXE 3, [SHS]Humanities and Social Sciences
Abstract

International audience; Comment certaines pratiques illégales peuvent-elles se pérenniser ? La littérature en comportement du consommateur s’est jusqu’ici principalement intéressée aux processus d’intégration des pratiques de consommation marginales, illégitimes ou illicites au marché. La question de la pérennisation de ces pratiques, de leur maintien dans le temps voire de leur permanence reste en revanche peu étudiée. Ce travail de recherche mobilise une approche néo-institutionnelle en vue de comprendre comment une pratique illégale de consommation peut se pérenniser via un travail institutionnel mené par les consommateurs. Au terme d’une analyse compréhensive de la pratique du téléchargement illégal en France de 2008 à 2013 mobilisant des entretiens semi-directifs et des données secondaires, nous montrons que le processus de maintien de la pratique repose sur deux dynamiques : l’institutionnalisation de la pratique illégale et l’érosion de l’ordre institutionnel.

Published
2018

25. Linking Protean and Boundaryless Career Attitudes to Subjective Career Success: A Serial Mediation Model.

Author

Kundi, Yasir Mansoor, Hollet-Haudebert, Sandrine, and Peterson, Jonathan

Subjects
*OCCUPATIONAL achievement, *JOB satisfaction, *ATTITUDE (Psychology), *OCCUPATIONS
Abstract

This study examines the link between protean career and boundaryless career attitudes and subjective career success. We propose that employees with protean and boundaryless career attitudes are more likely to engage in job crafting behavior, ultimately leading to career commitment and career satisfaction. Data from 321 business professionals working in France revealed that protean and boundaryless career attitudes predict subjective career success in the form of career commitment and career satisfaction through job crafting. The data also revealed a serial mediation pathway whereby protean and boundaryless career attitudes positively predicted job crafting behavior, which lead to stronger career commitment and increased career satisfaction. These results highlight the importance of job crafting behavior as an important, yet unexplored work-related phenomenon with significant organizational implications. [ABSTRACT FROM AUTHOR]

Published
2021
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28. From visibility to invisbility : the performativity of stress scales

Author

Allard-Poesi, Florence, Hollet-Haudebert, Sandrine, Institut de Recherche en Gestion (IRG), Université Paris-Est Marne-la-Vallée (UPEM)-Université Paris-Est Créteil Val-de-Marne - Paris 12 (UPEC UP12), IDHE, Université Paris-Est Créteil Val-de-Marne - Paris 12 (UPEC UP12)-Université Paris-Est Marne-la-Vallée (UPEM), and Allard-Poesi, Florence

Subjects
scale, work-related suffering, Foucault, self-assessment scale, [SHS.GESTION]Humanities and Social Sciences/Business administration, IRG_AXE2, [SHS.GESTION] Humanities and Social Sciences/Business administration, ComputingMilieux_MISCELLANEOUS
Abstract

International audience

Published
2015

29. Designing Sales Contests in Call Centers: Understanding Inside Salespeople’s Preferences for Contest Design Attributes and Rewards

Author

Fournier, Christophe, Poujol, Fanny-Juliet, Hollet-Haudebert, Sandrine, Pullins, Ellen, Montpellier Research in Management (MRM), Université Montpellier 1 (UM1)-Université Paul-Valéry - Montpellier 3 (UM3)-Université Montpellier 2 - Sciences et Techniques (UM2)-Université de Perpignan Via Domitia (UPVD)-Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School-Université de Montpellier (UM), Institut de Recherche en Gestion (IRG), Université Paris-Est Marne-la-Vallée (UPEM)-Université Paris-Est Créteil Val-de-Marne - Paris 12 (UPEC UP12), Université Montpellier 1 (UM1)-Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School-Université Paul-Valéry - Montpellier 3 (UPVM)-Université de Montpellier (UM)-Université Montpellier 2 - Sciences et Techniques (UM2)-Université de Perpignan Via Domitia (UPVD), Université Paul-Valéry - Montpellier 3 (UPVM)-Université de Perpignan Via Domitia (UPVD)-Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School-Université de Montpellier (UM), and Aiello, Mélisande

Subjects
[QFIN]Quantitative Finance [q-fin], [SHS.GESTION]Humanities and Social Sciences/Business administration, IRG_AXE1, [SHS.GESTION] Humanities and Social Sciences/Business administration, ComputingMilieux_MISCELLANEOUS
Abstract

International audience; A sales contest is a special incentive program designed to motivate salespeople to pursue goals beyond the performance range generated by their standard compensation package (Murphy and Dacin 1998). With the move to inside sales growing, and with research on sales contests limited, little information exists as to what type of sales contests may be appropriate in these settings. It, therefore, may be prudent to survey the interests of the sales force to determine preferences of call center employees regarding the design and relevance of sales contests and associated rewards. Data from a quantitative survey of 202 inside salespeople was analyzed using conjoint analysis to understand inside salesperson preference for contest design and rewards. Conclusions indicate that salespeople prefer non-specific (more global) objectives, few winners, and team competitions.

Published
2015

30. La construction du sujet souffrant au travers des instruments de mesure

Author

Allard-Poesi, Florence, Hollet-Haudebert, Sandrine, Institut de Recherche en Gestion (IRG), Université Paris-Est Marne-la-Vallée (UPEM)-Université Paris-Est Créteil Val-de-Marne - Paris 12 (UPEC UP12), Entreprise et Personnel, Université Paris-Est Créteil Val-de-Marne - Paris 12 (UPEC UP12)-Université Paris-Est Marne-la-Vallée (UPEM), and Allard-Poesi, Florence

Subjects
Foucault, échelle de mesure, [SHS.GESTION]Humanities and Social Sciences/Business administration, IRG_AXE2, visbilité, [SHS.GESTION] Humanities and Social Sciences/Business administration, ComputingMilieux_MISCELLANEOUS, souffrance au travail
Abstract

National audience

Published
2013

31. Valeur(s) et pratiques associées à la consommation de journaux gratuits

Author

Poels, Alix, Hollet-Haudebert, Sandrine, Institut de Recherche en Gestion (IRG), Université Paris-Est Créteil Val-de-Marne - Paris 12 (UPEC UP12)-Université Paris-Est Marne-la-Vallée (UPEM), Université Paris-Est Créteil Val-de-Marne - Paris 12 (UPEC UP12), Poels, Alix, and Université Paris-Est Marne-la-Vallée (UPEM)-Université Paris-Est Créteil Val-de-Marne - Paris 12 (UPEC UP12)

Subjects
Journaux gratuits, IRG_AXE3, [SHS.GESTION]Humanities and Social Sciences/Business administration, Gratuité, [SHS.GESTION] Humanities and Social Sciences/Business administration
Abstract

This research focus on the value and consumption practices associated to “permanent” free goods as free newspapers. A qualitative study based on observation and semi-structured interviews underline the fact that free goods are valued or depreciated regarding three levels : individualized, public or societal., La recherche interroge la valeur et les pratiques associées à la gratuité « permanente » à travers l’exemple des journaux gratuits. Une étude exploratoire basée sur l’observation et des entretiens montre comment l’objet gratuit va être valorisé ou déprécié selon qu’il est envisagé de manière individuelle, sociale ou sociétale, et comment vont se construire des pratiques de consommation propres aux journaux gratuits.

Published
2013

32. Valeurs et pratiques associées au gratuit : émergence d'une nouvelle culture de consommation ?

Author

Poels, Alix, Hollet-Haudebert, Sandrine, Institut de Recherche en Gestion (IRG), Université Paris-Est Créteil Val-de-Marne - Paris 12 (UPEC UP12)-Université Paris-Est Marne-la-Vallée (UPEM), Université Paris-Est Créteil Val-de-Marne - Paris 12 (UPEC UP12), Université Paris-Est Marne-la-Vallée (UPEM)-Université Paris-Est Créteil Val-de-Marne - Paris 12 (UPEC UP12), and Poels, Alix

Subjects
Journaux gratuits, Free Newspapers, Consumption practices, IRG_AXE3, [SHS.GESTION]Humanities and Social Sciences/Business administration, Pratiques de consommation, [SHS.GESTION] Humanities and Social Sciences/Business administration
Abstract

The paper is questioning the practices and values associated with “permanent” free goods and services instead of “occasional” ones through the free newspapers phenomenon. A qualitative study based on both observation and interviews put into relief the fact that free goods are valued according to three levels of analysis: individual, collective or societal. The results also tend to show the way people are constructing specific consumption practices peculiar to free newspapers., Le papier s’interroge sur les valeurs et les pratiques associées à la gratuité « permanente » par opposition au concept de gratuité « ponctuelle » à travers l’exemple des journaux gratuits. Une étude qualitative basée sur l'observation et des entretiens montrent comment l’objet gratuit va être valorisé ou déprécié selon qu’il soit envisagé de manière individuelle, collective ou sociétale, et comment vont se construire des pratiques de consommation propres aux journaux gratuits.

Published
2012

34. Quelle contribution de la mesure au savoir sur le stress au travail ? – Analyse du rapport d’enquête Technologia sur France Telecom

Author

Allard-Poesi, Florence, Hollet-Haudebert, Sandrine, Allard-Poesi, Florence, and Hollet-Haudebert, Sandrine

Abstract

Dans quelle mesure les questionnaires et enquêtes sur le stress réalisés par les cabinets de conseil et les entreprises contribuent-ils au savoir sur la souffrance au travail? Notre recherche analyse la manière dont l’enquête menée par le cabinet Technologia pour le compte de France Telecom mesure le stress et les conditions de travail. La mesure du stress et les interprétations produites apparaissent scientifiquement mal assises, cependant que la grammaire du rapport, en empruntant largement aux savoirs et méthodes scientifiques, laisse entendre que le questionnaire et les analyses statistiques opérées permettent de voir objectivement la réalité de la souffrance au travail., To what extent do questionnaires and surveys on stress conducted by consulting groups or companies contribute to the scientific knowledge of work-related suffering? This research investigates how the survey conducted by the consulting firm Technologia for France Telecom measures stress and work conditions. The results show first that the measures and the interpretations are scientifically questionable; second, the survey suggests that the questionnaire and the analysis are able to reflect objectively the reality of suffering at the workplace, by relying extensively on scientific methods and theories., ¿ En qué medida los cuestionarios y las encuestas sobre el stress realizados por los institutos de consulta y las empresas contribuyen al conocimiento sobre el sufrimiento en el trabajo? Nuestra investigación analiza la manera en que la encuesta ejecutada por el gabinete Technologia para France Telecom mide el stress y las condiciones de trabajo. Los resultados muestran que las medidas y las interpretaciones son científicamente cuestionables. Utilizando extensivamente métodos y teorías científicas, se puede entender que el cuestionario y los análisis estadísticos realizados, permiten ver objetivamente la realidad del sufrimiento en el trabajo.

Published
2014
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38. Motivational career resources and subjective career success: A longitudinal cross-lagged analysis.

Author

Kundi, Yasir Mansoor, HOLLET-HAUDEBERT, Sandrine, and PETERSON, Jonathan

Abstract

The purpose of this research was to examine the relationships between motivational career resources and subjective career success across time, and to determine the mediating role of job crafting in these relationships. A two-wave longitudinal study was conducted with a sample of 193 full-time business professionals. Results indicated that motivational career resources positively relate to subjective career success assessed concurrently and longitudinally. Additionally, motivational career resources predicted an increase in subjective career success over a six-month period, after controlling for baseline levels of motivational career resources. Bootstrapped tests of mediation revealed that motivational career resources exerted a significant indirect effect on subjective career success through its associations with job crafting behavior. This study suggests that career resources have an impact on employee career success over time through job crafting. [ABSTRACT FROM AUTHOR]

Published
2021
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39. Antecedents of Career Success: The Role of Protean and Boundary-less Career and Job Crafting Behavior.

Author

Kundi, Yasir Mansoor, HOLLET-HAUDEBERT, Sandrine, and PETERSON, Jonathan

Abstract

This study examines the multiple mediation model between protean and boundaryless career mindsets and career satisfaction through job crafting and career commitment. Drawing on career motivation and job crafting theories, the results of a cross sectional study (French sample = 321) demonstrate that protean and boundaryless careers are associated with subjective career success in the form of career commitment and career satisfaction by way of job crafting. We find that the relationship between protean and boundaryless careers and career satisfaction is serially mediated by both job crafting and career commitment. These results bring together three different streams of the careers literature, that of protean and boundaryless careers, job crafting and subjective career success. Implications for theory and practice are discussed, and future research proposed. [ABSTRACT FROM AUTHOR]

Published
2020
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40. Valeur(s) et pratiques associées à la consommation de journaux gratuits

Author

Poels, Alix, Hollet-Haudebert, Sandrine, Poels, Alix, and Hollet-Haudebert, Sandrine

Abstract

La recherche interroge la valeur et les pratiques associées à la gratuité « permanente » à travers l’exemple des journaux gratuits. Une étude exploratoire basée sur l’observation et des entretiens montre comment l’objet gratuit va être valorisé ou déprécié selon qu’il est envisagé de manière individuelle, sociale ou sociétale, et comment vont se construire des pratiques de consommation propres aux journaux gratuits., Value and consumption practices associated to free newspapers : an exploratory approach This research focus on the value and consumption practices associated to “permanent” free goods as free newspapers. A qualitative study based on observation and semi-structured interviews underline the fact that free goods are valued or depreciated regarding three levels : individualized, public or societal.

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