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The purpose of this paper is to examine the detrimental effects of the door-in-the-face (DITF) tactic in repeated negotiation. A more complete understanding of its negative consequences is essential to make an informed decision about its use.

This paper is the product of two between-subjects scenario-based negotiation experiments involving university students in Hong Kong (Study 1) and professionals in the UK with negotiation experience (Study 2).

Both the studies herein showed that detecting opponents using this tactic reduced the degree to which negotiators found their counterparts trustworthy. It also increased the likelihood of negotiators switching to an alternative partner in a collaborative project. This relationship is mediated by perceived trustworthiness. Negotiators who had detected opponents’ use of DITF made higher offers and obtained better outcomes in a subsequent negotiation. These findings indicate that negotiators who benefitted from DITF considered its use ethical, while those who suffered because of its use by others found it unethical.

Before using DITF, users should be wary of the likelihood they and their counterpart will negotiate again and/or will collaborate in a future project.

This paper presents a new perspective from which the use of DITF may backfire in a subsequent negotiation, in terms of both objective and subjective outcomes. This is, to the best of the authors’ knowledge, the first paper to address how user and victim judge the ethicality of DITF tactics. The findings offer a building block for future research on other compliance techniques in repeated negotiations.

This paper seeks to explore the successful entrepreneurial marketing communications done by a small, residential real estate firm, Best Address^® LLC, in Washington, DC (USA). The goal of the study is to develop an understanding of best practices used by this firm that can translate into marketing tactics used by other small businesses.

Qualitative research was conducted to investigate the tactics used by Best Address^® LLC along with an extensive academic literature search to provide support for the study's findings.

The service quality portrayed by the firm's marketing communication efforts were examined and the key tactics used by this firm were categorized into three areas that fall in line with previous research on successful entrepreneurial marketing strategy. This paper concludes by presenting a theoretical model that conceptualizes service quality as a function of the marketing communications efforts executed by a firm in hopes of guiding entrepreneurs' activities towards positive consumer affect.

This study highlights how Best Address^® LLC differentiates itself from its much larger competitors and provides key insights for successful entrepreneurial marketing strategy in the residential real estate business.

Although there is a stream of academic literature regarding entrepreneurial marketing, there are few cases such as this one that present the marketing communications tactics successfully used by a small firm. Entrepreneurs hoping to venture into the real estate industry would benefit from the findings of this study.

This paper aims to explore the ways in which entrepreneurship education may serve as an identity workspace.

This is a conceptual/theoretical paper based on previously completed empirical work.

The paper makes the connection between worldmaking, experience, action and identity.

The paper furthers understanding of entrepreneurship education and its potential effect on the identity of participants. It stresses the importance of offering entrepreneurship education participants the opportunity to take entrepreneurial action. It has implications for the existing state of entrepreneurship education, e.g. the focus on business plans in the absence of an exploration of the identity of participants.

The paper is an original exploration of the linkage between entrepreneurship education and identity and has implications for both pedagogy and practice.

Review of various models of the fear communication process and research on the effectiveness of fear appeals indicates that fear arousal is a complex, individually unique emotion. Inconsistent results concerning the impact of fear appeals in consumer behavior are noted. Issues arising from employing fear appeals in advertising are outlined and practical guidelines for their use are presented.

By expanding the technology acceptance model, this paper aims to provide a research model for examining the impact of information quality and task technology fit on the adoption of KMS.

To test the proposed research model, data are collected through a questionnaire survey sent to IT managers of 500 large companies in Taiwan.

Based on the study, it is suitable to use a technology acceptance model to study adoption of KMS and explore how two external variables, information quality and task technology fit, affect the intention to adopt. Additionally, information quality has a directly significant effect on ease of use that users perceive and usefulness where fit between task and KMS is high.

A mass mailing of a somewhat lengthy, blind survey to busy managers produces a somewhat low response rate. Thus, the generalized nature of the findings is somewhat in question, making replication of the study in Taiwan important.

The study distinguishes the design of information systems and knowledge management systems. For adoption of KMS, managers must pay more attention to the quality of information provided, and the contextual features of the knowledge involved.

The value of this paper is in demonstrating the role of information quality with KMS, and providing further insight into the co‐relationship of information quality, usefulness, and fit between task and KMS, leading to more effective strategies for KMS adoption.

JOHN SMITH'S assertion that librarianship is ‘getting the right book to the right reader at the right time’ (NLW, July), and Maurice Line's declaration that ‘the sole aim of librarianship is to serve users’ (NLW, September) are, like many truisms, well worth pondering over.

To evaluate the effectiveness of an adaptation of Interpersonal Group Psychotherapy (IPT-G), in facilitating short- and longer-term improvements in eating disorder symptomology, psychosocial impairment, anxiety, depression and attachment difficulties among adults living with overweight and diagnosed with binge eating disorder (BED).

In total, 24 participants completed measures at the start of IPT-G, mid-treatment, discharge and six-month follow-up. Quantitative outcomes were analysed utilising one-way repeated measures analysis of variance.

Treatment retention was 100%. Significant improvements in binge-eating frequency, psychosocial impairment and depression were achieved at mid-treatment and maintained at post-treatment and six-month follow-up, and with large effect sizes. Attachment anxiety had reduced significantly at post-treatment and was maintained at six-month review. Body mass index (BMI) had stabilised by mid-treatment and was maintained at post-treatment and six-month follow-up. All hypotheses were supported, with the exception that attachment avoidance did not improve significantly and following a post-treatment reduction, anxiety symptoms deteriorated slightly by six-month follow-up, such that they were no longer significantly different from pre-treatment levels.

Despite being the most prevalent of the eating disorders (compared to anorexia nervosa and bulimia nervosa), BED is under-recognised and under-treated in clinical settings. Results indicate the sustained effectiveness of IPT-G in improving eating disorder and comorbid symptomology associated with BED.

This is the first UK study to investigate the effectiveness of IPT-G at treating BED. Unlike previous studies in the field, this study did not exclude participants based on age, BMI or psychiatric comorbidity.

SINCE all the efforts to halt and reduce unemployment have so far signally failed, I would not have been surprised to find a group calling itself Church Action with the Unemployed recommending prayer. But, in fact the kind of help on offer is of a more practical kind, consisting of a series of attractively produced leaflets which ‘contain the most comprehensive description yet published by any organisation about the range of initiatives possible at local level’. Although written from a ‘church angle’, the leaflets also have a universal practical application. Titles include Coping with unemployment, Creating new jobs, Mutual help groups and resource centres, Opportunities for young people, and a list of Contact persons at local level. These contact persons, mostly industrial chaplains, have several years' experience of working with unemployment initiatives and are available for advice, giving talks, etc. CAWTU has also published a book called Action on unemployment: 100 projects with unemployed people which offers essential practical information on working with the Manpower Services Commission, establishing a centre, working with volunteers, fund raising and promoting small business co‐operatives. It incorporates comments and advice from those actually involved in projects. CAWTU is an interdenominational organisation whose objective is to educate church congregations, voluntary organisations and unemployed people about actions which can be undertaken at local level. Copies of the leaflets are free and the book is available at £2.95 (less 10% for libraries) from CAWTU, 146 Queen Victoria Street, London EC4V 4BY. They suggest that the leaflets are displayed ‘in your Local Reference rather than “Religious” section’!

The concept of meta‐markets has been around a long time, with numerous references to the European market, the South American market and so on. An examination of MNC consumer product transfers into four OECD‐recognized meta‐markets shows that in some cases regional cultures affect MNC product adaption strategies.

Unethical behavior hurts everyone, including the offending person or organization. Unfortunately, the effects of unethical behavior are often long delayed, so the consequences are thus often attributed to the wrong cause. When librarians purchase automated systems, unethical practices—whether committed by consultants, vendors, or librarians—will cause significant harm to the libraries because they can not only acquire inadequate systems, but encounter many managerial and operational problems as well. In this symposium, five major consultants—Rob McGee, Howard Harris, Jose‐Marie Griffiths, Susan Baerg Epstein, and James Rush—share their experiences and thoughts on related issues.