Beyond state-owned banks: Evidence from Shanghai bank customers

Chen, Qun; Loke, Yiing Jia

doi:10.1057/fsm.2012.2

Cited by 2 publications

(1 citation statement)

References 23 publications

(40 reference statements)

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“…China's banking industry has undergone important changes since Deng Xiaoping started the Chinese economic reform in 1978. China's admission into the World Trade Organization (WTO) in 2001 has further accelerated and intensified the transformation process and the opening of China's banking industry to the outside world, moving it from anoriginallycentralized monopolistic system to a more free and competitive market (Chen and Loke, 2012;Clemes et al, 2010;Wang et al, 2003).…”

Section: Introductionmentioning

confidence: 99%

The effect of managerial coaching on salesperson's relationship behaviors: new evidence from frontline bank employees in China

Pousa

Liu

Aman

2020

IJBM

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PurposeThe purpose of the study is to test the effect of relationship managerial behavior (i.e. managerial coaching) on frontline employee performance (i.e. sales performance) and the mediating effect of employee's relationship behaviors (i.e. customer orientation and adaptive selling) in a Chinese banking environment.Design/methodology/approachData were collected using a survey from 242 frontline employees working at a large commercial bank in Dalian (China). Measures on managerial coaching, customer orientation, adaptive selling and sales performance were adapted from the literature. Data were analyzed using structural equation modeling in AMOS 26.FindingsResults indicate that (1) managerial coaching positively affects employee customer orientation, (2) employee customer orientation positively affects employee adaptive selling behavior and (3) adaptive selling behavior positively affects sales performance. Bootstrap analysis confirmed the significance and stability of all the direct paths (suggesting that every mediator fully mediates the effect of its antecedent on the criterion) but none of the indirect paths found support (full mediation model).Research limitations/implicationsThe study makes a contribution to the nomological network of managerial coaching by introducing a construct that has not been used previously (i.e. employee adaptive selling behavior) and testing its relevance in a commercial setting.Practical implicationsThe results suggest that (1) managerial coaching is a central managerial behavior for companies that would like to implement a relationship marketing strategy because it helps promote specific employee relationship behaviors like customer orientation and adaptive selling, (2) there seems to be little cultural differences in the banking industry between the Chinese and the Western banks, suggesting that coaching and other management tools can be transferable from one culture to the other and (3) that coaching is an effective tool to help employees achieve higher sales performance.Originality/valueThe paper contributes to the literature on the use of managerial coaching in commercial areas to increase frontline employee relationships behaviors. The identification of adaptive selling as a mediator is an original contribution because it has received little attention in scientific research. Additionally, the use of a Chinese sample of bank employees responds to recent call for more research in cross-cultural settings.

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Section: Introductionmentioning

confidence: 99%

The effect of managerial coaching on salesperson's relationship behaviors: new evidence from frontline bank employees in China

Pousa

Liu

Aman

2020

IJBM

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The joint effect of earnings management and efficiency of cash management on firms’ financial well-being: evidence from Egypt

Hessian

2024

JFRA

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Purpose This study aims to investigate the association between earnings management and the efficiency of cash management as well as the extent to which this relationship affects a firm’s financial well-being (FWB). Design/methodology/approach Using fixed-effects models and quarterly financial statements of 178 nonfinancial firms, this study analyzes 3,376 firm-quarter observations listed on the Egyptian stock market from 2005 to 2019. Findings The empirical findings suggest that optimal cash holdings and cash holding excess increase with lower real earnings management (REM) of operating activities or higher accrual earnings management (AEM). This relationship positively impacts firms’ FWB but is negatively influenced by REM. Research limitations/implications This study’s findings have two key implications for standards regulators and decision-makers. First, the study reveals the link between opportunistic earnings management and cash management, emphasizing the need for stricter oversight in corporate governance to prevent risky long-term decisions. Furthermore, these findings suggest that regulators, specifically in emerging markets, should proactively develop policies to limit earnings management. Second, this study demonstrates how accounting discretion affects both earnings management and short-term working capital management, underscoring the potential erosion of stakeholders’ confidence when financial statements are misleading. Originality/value This study examines the impact of sales manipulation and overproduction on cash holdings. To the best of the author’s knowledge, this is also the first study to explore how managerial discretion over both earnings and excess cash holdings influences a firm’s FWB. This study provides new empirical evidence of the joint effects of managerial opportunism in earnings and cash management on a firm’s financial health.

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Beyond state-owned banks: Evidence from Shanghai bank customers

Cited by 2 publications

References 23 publications

The effect of managerial coaching on salesperson's relationship behaviors: new evidence from frontline bank employees in China

The effect of managerial coaching on salesperson's relationship behaviors: new evidence from frontline bank employees in China

The joint effect of earnings management and efficiency of cash management on firms’ financial well-being: evidence from Egypt

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