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Publication date: 24 November 2010

Mahima Hada, Rajdeep Grewal and Gary L. Lilien

From the supplier firm's perspective, a referral is a recommendation from A (the referrer) to B (the potential customer) that B should, or should not, purchase from C (the…

Abstract

From the supplier firm's perspective, a referral is a recommendation from A (the referrer) to B (the potential customer) that B should, or should not, purchase from C (the supplier firm). Thus, as referrals are for a specific supplier firm, they should be viewed as part of the supplier firm's marketing and sales activities. We recognize three types of referrals – customer-to-potential customer referrals, horizontal referrals, and supplier-initiated referrals – that have critical roles in a potential customer's purchase decision. We develop the concept of referral equity to capture the net effect of all referrals for a supplier firm in the market. We argue that supplier firms should view referral equity as a resource that has financial value to the firm as it affects the firm's cash flows and profits. We offer strategies firms can use to manage referrals and build their referral equity and suggest a research agenda.

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Review of Marketing Research
Type: Book
ISBN: 978-0-85724-475-8

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Article
Publication date: 1 April 2005

Beth Smith

93

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Reference Reviews, vol. 19 no. 3
Type: Research Article
ISSN: 0950-4125

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Article
Publication date: 1 April 2002

Beth Smith

68

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Reference Reviews, vol. 16 no. 4
Type: Research Article
ISSN: 0950-4125

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Article
Publication date: 1 January 2002

Beth Smith

222

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Reference Reviews, vol. 16 no. 1
Type: Research Article
ISSN: 0950-4125

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Article
Publication date: 1 June 2002

Beth Smith

155

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Reference Reviews, vol. 16 no. 6
Type: Research Article
ISSN: 0950-4125

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Book part
Publication date: 19 December 2016

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Celebrating the James Partridge Award: Essays Toward the Development of a More Diverse, Inclusive, and Equitable Field of Library and Information Science
Type: Book
ISBN: 978-1-78635-933-9

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Article
Publication date: 1 October 2005

Georgios I. Zekos

Globalisation is generally defined as the “denationalisation of clusters of political, economic, and social activities” that destabilize the ability of the sovereign State to…

2732

Abstract

Globalisation is generally defined as the “denationalisation of clusters of political, economic, and social activities” that destabilize the ability of the sovereign State to control activities on its territory, due to the rising need to find solutions for universal problems, like the pollution of the environment, on an international level. Globalisation is a complex, forceful legal and social process that take place within an integrated whole with out regard to geographical boundaries. Globalisation thus differs from international activities, which arise between and among States, and it differs from multinational activities that occur in more than one nation‐State. This does not mean that countries are not involved in the sociolegal dynamics that those transboundary process trigger. In a sense, the movements triggered by global processes promote greater economic interdependence among countries. Globalisation can be traced back to the depression preceding World War II and globalisation at that time included spreading of the capitalist economic system as a means of getting access to extended markets. The first step was to create sufficient export surplus to maintain full employment in the capitalist world and secondly establishing a globalized economy where the planet would be united in peace and wealth. The idea of interdependence among quite separate and distinct countries is a very important part of talks on globalisation and a significant side of today’s global political economy.

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Managerial Law, vol. 47 no. 5
Type: Research Article
ISSN: 0309-0558

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Article
Publication date: 13 March 2019

Kaela Casey, Linda Kennedy, Janet Pinkley and Laura Worden

Each of Ventura County’s four public institutions of higher education list information literacy (IL) as either an institutional outcome or general education outcome for their…

404

Abstract

Purpose

Each of Ventura County’s four public institutions of higher education list information literacy (IL) as either an institutional outcome or general education outcome for their students. Despite this, communication between the four campuses on this topic was limited. Librarians from these institutions applied to be part of the grant-funded Project ALAS Faculty Fellows Program to find ways to collaborate with each other and with teaching faculty to support the development of IL skills in transfer students.

Design/methodology/approach

Librarians from Ventura County’s four public institutions of higher education, with funding from the Project ALAS Faculty Fellows Program, held a one-day IL summit to bring librarians and teaching faculty together to unify objectives and create a seamless IL transition for transfer students.

Findings

Creating an opportunity for librarians and teaching faculty to discuss the definition and potential applications of IL in courses and assignments led to positive outcomes. Teaching faculty learned about library resources and took steps to begin collaborating with their campus librarian(s). Librarians also learned about different academic expectations in various disciplines, made new connections and made plans for future IL-focused collaborations.

Originality/value

Studies have demonstrated that IL is a key component to student transfer success. However, this is not an element in education that can be achieved by one department alone. The collaborative effort described in this paper can serve as a model for other librarians hoping to foster dialogue and cooperation amongst their regional institutions.

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Article
Publication date: 15 November 2018

Frederik Anseel, Lien Vossaert and Elias Corneillie

This paper aims to extend the argument of DeNisi & Smith Sockbeson, who called to bridge the gap between feedback-seeking and feedback-giving research. The paper pushes their…

207

Abstract

Purpose

This paper aims to extend the argument of DeNisi & Smith Sockbeson, who called to bridge the gap between feedback-seeking and feedback-giving research. The paper pushes their argument further by suggesting that future feedback research should systematically adopt a dyadic and dynamic approach to enhance the understanding of feedback episodes.

Design/methodology/approach

This paper reviews previous empirical work in the feedback domain and develops conceptual arguments for linking feedback-seeking and feedback intervention research.

Findings

Drawing upon previous work, the authors conclude that the current depiction of feedback processes in the literature might have been overly static and one-sided. Furthermore, it is argued that feedback research might have not kept up to date with recent conceptual and methodological developments in dyadic organizational behavior research.

Research limitations/implications

This paper builds on the argument of DeNisi & Smith Sockbeson, in turn contributing to a more complete picture of how feedback processes unfold in organizations. While this paper profiles a few studies that have begun to bridge the disconnect between feedback-seeking and feedback-giving research, one of its limitations is that it does not adopt a systematic approach in reviewing all potential methodologies.

Originality/value

This paper provides a first step toward studying feedback episodes as dyadic and dynamic processes. In doing so it helps solving one of the long-standing puzzles in management research namely why feedback interventions are sometimes detrimental to performance.

Objetivo

El objetivo de este artículo es extender los argumentos de DeNisi & Smith Sockbeson, que hacen un llamamiento para conectar la investigación sobre buscar y ofrecer feedback (retroalimentación). Desarrollamos aún más su propuesta sugiriendo que la investigación futura sobre feedback debe adoptar sistemáticamente una aproximación diádica y dinámica para mejorar nuestra comprensión de los episodios de feedback.

Diseño/metodología/aproximación

El artículo revisa la literatura empírica en el campo del feedback y desarrolla argumentos conceptuales para vincular la investigación en busqueda de feedback e intervenciones de feedback.

Resultados

Sobre los resultados de trabajos previos los autores concluyen que la imagen actual de los procesos de feedback en la literatura es excesivamente estática y desde un solo punto de vista. Es más, se argumenta que la investigación en feedback puede no haber seguido algunos desarrollos conceptuales y metodológicos recientes en la investigación sobre comportamiento organizativo diádico.

Limitaciones/implicaciones

El presente trabajo toma los argumentos de DeNisi & Smith Sockbeson como punto de partida, y con ello contribuye a desarrollar una imagen más completa sobre como los procesos de feedback se despliegan en las organizaciones. Si bien el trabajo comenta algunos trabajos que han comenzado a conectar las hasta la fecha desconectadas literaturas en buscar y ofrecer feedback, su limitación principal reside en que no adopta una revisión sistemática de todas las metodologías potenciales.

Originalidad/valor

El trabajo ofrece un primer paso hace el estudio de los episodios de feedback como procesos diádicos y dinámicos. De este modo contribuye a solventar uno de los retos clásicos en la investigación en gestión: porqué las intervenciones de feedback son en ocasiones negativas para el rendimiento.

Objetivo

Este artigo visa estender o argumento de DeNisi & Smith Sockbeson, que preenche a lacuna entre a pesquisa sobre buscar feedback e dar feedback. Nós impulsionamos ainda mais o seu argumento, sugerindo que a futura pesquisa sobre o feedback deve adotar sistematicamente uma abordagem diádica e dinâmica para melhorar nossa compreensão dos episódios de feedback.

Design/metodologia/abordagem

Este artigo revisa o trabalho empírico anterior no domínio do feedback e desenvolve argumentos conceituais para vincular pesquisas de busca de feedback e de intervenção de feedback.

Resultados

Com base em trabalhos anteriores, os autores concluem que a representação atual dos processos de feedback na literatura pode ter sido excessivamente estática e unilateral. Além disso, argumenta-se que a pesquisa de feedback pode não ter se atualizado com desenvolvimentos conceituais e metodológicos recentes na pesquisa do comportamento organizacional diádico.

Limitações/implicações da pesquisa

Este artigo baseia-se no argumento de DeNisi & Smith Sockbeson, contribuindo, por sua vez, para um quadro mais completo de como os processos de feedback se desdobram nas organizações. Enquanto o artigo mapeia alguns estudos que começaram a reduzir a desconexão entre a pequisa sobre buscar e dar feedback, uma de suas limitações é que ela não adota uma abordagem sistemática ao revisar todas as metodologias potenciais.

Originalidade/valor

Este artigo fornece um primeiro passo para o estudo de episódios de feedback como processos diádicos e dinâmicos. Ao fazê-lo, ajuda a resolver um dos quebra-cabeças de longa data na pesquisa em administração, principalmente porque as intervenções de feedback às vezes são prejudiciais ao performance.

Details

Management Research: Journal of the Iberoamerican Academy of Management, vol. 16 no. 4
Type: Research Article
ISSN: 1536-5433

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Book part
Publication date: 21 August 2015

Jennifer Rothchild

The purpose of this chapter is to examine the ways in which gender is socially constructed through transnational adoption.

Abstract

Purpose

The purpose of this chapter is to examine the ways in which gender is socially constructed through transnational adoption.

Methodology/approach

Feminist methodologies and reflexivity are put into practice. Life histories of women who participate in transnational adoptions are presented.

Findings

Life history narratives shed light on how these particular women, through the process of transnational adoption, experience gender differently and in more complex ways. Adoptive mothers’ negotiations (and renegotiations) of their own gender contribute to our understandings of how motherhood (and, thereby, womanhood) is constructed in broader society.

Research limitations/implications

Life histories provide rich, thick descriptions of social life. However, they are limited in terms of reliability and making generalizations about larger populations.

Practical implications

This chapter engages the reader, scholars, students, practitioners, and policy-makers in contemplating the processes of motherhood and womanhood.

Social implications

The chapter is a building block for future research on this topic and challenges our understandings of “motherhood” and “womanhood.”

Originality/value

This chapter is unique in that I include my own life narrative and story of becoming a mother through transnational adoption. Through reflexivity, the researcher becomes the subject and vice versa. These life history narratives offer insight through their expressions of “everyday knowledge” (Hill Collins, 2000) and bring new dimensions to the study of gender as these women’s experiences are situated within the intersections of the global economy, specific political systems, and individual identities.

Details

At the Center: Feminism, Social Science and Knowledge
Type: Book
ISBN: 978-1-78560-078-4

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