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Martina Montauti
Title
Prof. PhD
Last Name
Montauti
First name
Martina
Email
martina.montauti@unisg.ch
Google Scholar
Now showing
1 - 7 of 7
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PublicationSomeone Else to Blame: The Effectiveness of Egocentric and Alter-Centric Impression Management Tactics in the US Food Retail IndustryWe investigate the effectiveness of two types of impression management tactics implemented around negative attributes: egocentric (claiming the absence or low presence of a negative attribute in a focal organization) and alter-centric tactics (claiming the greater presence of a negative attribute in an organization’s competitor). We claim that the effectiveness of each tactic depends on the risk of audiences’ skepticism, which stems from the incongruence between the information conveyed in the tactic and audiences’ default expectations about the presence of the attribute among members of a given market segment. Audiences expect a conspicuous presence of the attribute, we propose, the more stakeholders contest a market segment for that very attribute. Thus, we advance that egocentric (alter-centric) tactics are less likely to be effective for contested (uncontested) attributes because the information conveyed in such tactics clashes with audiences’ default expectations, triggering skepticism. We find support for our predictions looking at the impact of nutrient content claims on product sales in the U.S. food retail industry between 2006 and 2015.Type: journal articleJournal: Organization ScienceVolume: 34Issue: 3
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PublicationBringing the organization back in: Flexing structural responses to competing logics in budgeting( 2020-01)
Scopus© Citations 32 -
PublicationAnchors in Rough Seas: Understanding Category Spanning as a Source of Market CoordinationPrior research has deemed products that span market categories a source of cognitive and institutional disruption. Portraying spanning products as purely disruptive elements, however, does not consider their large presence in markets and, consequently, the fact that producers and consumers continue to coordinate their activities on established categories despite pervasive spanning. Our paper addresses this gap by focusing on commercial success as an important condition under which spanning products, rather than being a source of disruption, sustain market coordination. From the producer side, an increasing number of commercially successful products spanning a focal category stimulates mimicry. From the consumer side, this mimicry, net of the overall level of spanning observed in the category, improves consensus. We test these arguments by focusing on the styles that map electronic music as the established categories of a market. Empirical analyses lend support to our hypotheses.Type: journal articleJournal: Journal of Management StudiesVolume: 56Issue: 4DOI: 10.1111/joms.12437
Scopus© Citations 4 -
PublicationCharting the Territory: Recombination as a Source of Uncertainty for Potential EntrantsIn this paper, we conceptualize categories as regions of a cognitive map that structure the market and guide the investment decisions of potential entrants—i.e., of new and established organizations. We advance that, as a category appears altered via incumbents’ acts of recombination, potential entrants face market-specific uncertainty and are discouraged to invest in that category. These negative effects of recombination on market entries are, however, mitigated at increasing values of category status. We test our arguments in the market for electronic music. The analyses of product and organizational entries in music styles between 1978 and 2011 lend support to our arguments.Type: journal articleJournal: Organization ScienceVolume: 27Issue: 4
Scopus© Citations 23 -
PublicationEuropean Universities as Complete Organizations? Understanding Identity, Hierarchy and Rationality in Public Organizations(Taylor & Francis, 2014-07-28)
Scopus© Citations 127 -
PublicationBudgetary allocation and organizational characteristics of higher education institutions: a review of existing studies and a framework for future research(Springer Science + Business Media B.V., 2012-10-18)
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PublicationThe Role of Cognitive Opportunity Structures in Market Contestation( 2022)