Browsing by Author "Liu, Libo"

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    Achieving entrepreneurial growth despite resource and capability constraints: the role of service intermediaries
    Mirkovski, Kristijan; von Briel, Frederik; Lowry, Paul Benjamin; Liu, Libo (Springer, 2023-05)
    Entrepreneurial growth—firm growth via the introduction of new market offerings or expansion into new markets—is an important topic for entrepreneurship scholars and practitioners alike. Any firm that wants to exploit opportunities for entrepreneurial growth needs resources and capabilities that it can use to develop new market offerings or to enter new markets. However, many firms face resource and capability constraints, and research has shown that strategic partnerships can provide external pathways for firms to exploit growth opportunities despite their resource and capability constraints. All the extant external growth pathways have in common that they require firms to have some resources and capabilities, which are valuable for partners and can be jointly appropriated with them. An alternative pathway for firms to leverage external resources and capabilities—especially knowledge-based ones—that has received little attention in the literature on growth is short-term contracting of professional service firms such as accounting firms, marketing agencies, or R&D consultancies. Hence, we investigate the role of service intermediaries—professional service firms that facilitate the exchange of services among other firms—as external managers who support their clients to access and leverage a broad range of required resources and capabilities from third parties. We conducted a nested multi-case study of two service intermediaries that enabled two small, wineries from North Macedonia to successfully seize entrepreneurial growth opportunities in markets abroad despite their resource and capability deficits. We identify seven support mechanisms—need articulating, social embedding, linking, governing, clarifying, renegotiating, and mediating—through which the service intermediaries orchestrated complementary external resources and capabilities on behalf of the wineries, thereby enabling the two firms to successfully develop two new product lines for and enter two new geographic markets each. We also identify process differences depending on the stage of the opportunity evaluation process, target market characteristics, and external stakeholder involvement for which we postulate three propositions about the influence of mechanisms on the growth opportunity development. Our study offers novel insights and makes a contribution to research on entrepreneurial growth and resource orchestration.
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    “Do as I say but not as I do”: Influence of political leaders’ populist communication styles on public adherence in a crisis using the global case of COVID-19 movement restrictions
    Liu, Libo; Mirkovski, Kristijan; Lowry, Paul Benjamin; Vu, Quan (Elsevier, 2023)
    This paper explores the influence of political leaders’ populist communication styles on public adherence to government policies regarding COVID-19 containment. We adopt a mixed-methods approach that combines: theory building with a nested multicase study design for Study 1 and an empirical study in a natural setting for Study 2. Based on the results from Studies 1 and 2, we develop two propositions that we further explain theoretically: (P1) countries with political leaders associated with engaging or intimate populist communication styles (i.e., the UK, Canada, Australia, Singapore, and Ireland) exhibit better public adherence to their governments’ COVID-19 movement restrictions than do countries with political leaders associated with communication styles that combine the champion of the people and engaging styles (i.e., the US); (P2) the country whose political leader is associated with a combination of engaging and intimate populist communication styles (i.e., Singapore) exhibits better public adherence to the government’s COVID-19 movement restrictions than do countries whose political leaders adopted solely engaging or solely intimate styles, namely, the UK, Canada, Australia, and Ireland. This paper contributes to the research on political leadership in crises and populist political communication.
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    How do consumers make behavioral decisions on social commerce platforms? The interaction effect between behavior visibility and social needs
    Jia, Yanli; Liu, Libo; Lowry, Paul Benjamin (2024)
    The online phenomenon of social commerce (i.e., s-commerce) platforms has emerged as a combination of online social networking and e-commerce. On s-commerce platforms, consumers can observe others’ behavioral decisions and can distinguish those made by their friends from those made by their followees (i.e., the people a focal consumer follows but who do not follow that consumer back). Given this distinction, our study examines how consumers’ behavioral decisions—regarding, for example, purchases, ratings, or “likes”—are made on s-commerce platforms, with a focus on how they are influenced by prior decisions of friends and followees. Combining panel data from a large s-commerce platform and two controlled experiments, we identify a strong normative social influence pattern in which consumers tend to follow others’ prior decisions to gain social approval. Because the occurrence of normative social influence depends on both consumer behaviors with high public visibility and strong consumer needs to establish social ties, the unique information concerning behavior visibility and consumers’ social needs in the panel data allows us to identify normative social influence and to distinguish it from informational confounding mechanisms. Our panel data results show that on a friend network, where consumers’ behavioral decisions are visible, females exhibit a greater tendency to follow others’ prior decisions than males. We attribute this result to the stronger social needs of females. However, on a followee network, where behavioral decisions are invisible, these differences become less evident. Moreover, the two experiments demonstrate that making decision contexts private or activating social needs via a priming procedure can thwart (or even turn off) normative social influence. Our findings challenge prior research that identifies informational social influence as the predominant driver of conformity behaviors and thus have important implications for practice related to normative social influence, such as the development of techniques for satisfying consumers’ different social needs depending on their gender or any other situational factors on s-commerce platforms.