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    What Drives the Top Management Team's Sentiment and Perception of Future Risk and Uncertainty? A Selling-Capability Based View

    Access Status
    Fulltext not available
    Embargo Lift Date
    2026-05-16
    Authors
    Rahman, Mahabubur
    Shimul, Anwar Sadat
    Sun, Wenbin
    Date
    2024
    Type
    Journal Article
    
    Metadata
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    Citation
    Rahman, M. and Shimul, M.A.S. and Sun, W. 2024. What Drives the Top Management Team's Sentiment and Perception of Future Risk and Uncertainty? A Selling-Capability Based View. Journal of Business-to-Business Marketing.
    Source Title
    Journal of Business-to-Business Marketing
    DOI
    10.1080/1051712X.2024.2425942
    ISSN
    1051-712X
    Faculty
    Faculty of Business and Law
    School
    School of Management and Marketing
    URI
    http://hdl.handle.net/20.500.11937/96547
    Collection
    • Curtin Research Publications
    Abstract

    Purpose

    This study postulates that a firm’s level of value appropriation capability (viz. selling capability) plays a pivotal role in influencing a firm’s top management team’s (TMT) sentiment and its perception of future risk and uncertainty. Further, the current study posits that the nexus between firm-level selling capability and the TMT’s sentiment and future risk perception is contingent upon the firm’s industry growth. Design/methodology/approach

    This research employs a textual analysis-based measure of TMT’s sentiment and perception of future risk and uncertainty and data envelopment analysis (DEA)-based measure of firm-level selling capability, using a sample of 243 USA-based firms during the period 2014 to 2020 and employing an endogeneity-robust econometric modeling technique. Findings

    The current study demonstrates that selling capability positively affects a firm’s TMT’s sentiment and negatively impacts the TMT’s perception of future risk and uncertainty. Furthermore, the association between selling capability and TMT’s sentiment and future risk perception are accentuated by industry growth. Research limitations/implications

    Future studies are warranted to unearth how the association between the focal variables changes depending on the effect of other firm-specific internal boundary conditions. Practical implications

    The results demonstrate sales and marketing managers should develop efficient sales organization and management techniques to bolster the overall firm-level selling capability. Managers should focus on enhancing their firm-level selling capability to maximize the positive impact on the TMT’s sentiment. Originality/value

    Although studies have shown the effect of managerial sentiment on firm behavior, there is no empirical evidence, to our knowledge, as to what drives TMT’s sentiment and perception of risk and uncertainty. The present treatise shows that a firm’s selling capability and industry growth affect the TMT’s sentiment and the perception of future risk and uncertainty.

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