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Article
Publication date: 1 March 1993

Brien Ellis and Mary Anne Raymond

It is rarely acknowledged that salespeople occupy a unique positionas a contact between the customer and the firm, and therefore a plan forsalesforce quality can reap considerable…

306

Abstract

It is rarely acknowledged that salespeople occupy a unique position as a contact between the customer and the firm, and therefore a plan for salesforce quality can reap considerable benefits. Presents and discusses a framework designed to improve salesforce quality in specific areas and as a whole. Its dimensions include persistence, reliability, integrity, desire and empathy (PRIDE), teamwork, research, learning, change, leadership, and service. Concludes that once salesforce quality has been achieved, many of the same concepts can be applied throughout the organization.

Details

Journal of Business & Industrial Marketing, vol. 8 no. 3
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 April 1993

Mary Anne Raymond and Brien Ellis

Examines the existing literature and utilizes it along with inputfrom industry executives to identify the major factors in the successand failure of new consumer products and…

410

Abstract

Examines the existing literature and utilizes it along with input from industry executives to identify the major factors in the success and failure of new consumer products and services. Offers specific managerial implications and recommendations for firms and for marketing researchers to help improve the probability of success in the development and introduction of new products and services.

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Journal of Product & Brand Management, vol. 2 no. 4
Type: Research Article
ISSN: 1061-0421

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Book part
Publication date: 30 June 2023

Lisa M. Given, Donald O. Case and Rebekah Willson

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Looking for Information
Type: Book
ISBN: 978-1-80382-424-6

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Article
Publication date: 25 February 2020

Robert Lloyd, Daniel Mertens, Ashley Adams, Christianna Pruden and Angela Bates

The purpose of this paper is to establish a supported and validated reference point for understanding how Nicodemus, Kansas warrants significant inclusion in both the history of…

229

Abstract

Purpose

The purpose of this paper is to establish a supported and validated reference point for understanding how Nicodemus, Kansas warrants significant inclusion in both the history of management and current entrepreneurship education.

Design/methodology/approach

This paper consists of a literature review to identify the salient historical and theoretical importance of the community of Nicodemus, Kansas. The research was conducted by reviewing and couching the research in this context.

Findings

Nicodemus, born out of an entrepreneurial spirit of newly liberated Black Americans, is the surviving entrepreneurial force for the African-American efforts in the western US expansion efforts in the later 1800s. The community, courage and cooperative views of the settlers were instrumental in overcoming a variety of hardships inherent in the location, society and time period to not only survive but also deliver growth and success. Nicodemus personified cultural pride and self-reliance, which fueled personal and commercial success.

Practical implications

The cooperative advantage is justified to be included in discussions of American management history, taught in the entrepreneurship curriculum and used by practitioners.

Social implications

Collective courage and cooperative advantage used by Nicodemus carries implications for how modern Black communities can advance their economic and social agendas.

Originality/value

Coverage of Black contributions management and entrepreneurship is scant, but a Black Enlightenment period has recently changed that scholars have recently begun to cover these significant moments in the literature (Prieto and Phipps, 2019). We argue that Nicodemus as an entrepreneurial community serves as a case study that needs contextualization in this Black Enlightenment era and holds pertinent implications for modern Black communities.

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Journal of Management History, vol. 26 no. 3
Type: Research Article
ISSN: 1751-1348

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Article
Publication date: 19 December 2019

Hanh Song Thi Pham and Duy Thanh Nguyen

This paper aims to investigate the moderating effects of corporate governance mechanisms on the financial leverage–profitability relation in emerging market firms.

1387

Abstract

Purpose

This paper aims to investigate the moderating effects of corporate governance mechanisms on the financial leverage–profitability relation in emerging market firms.

Design/methodology/approach

The paper examines the impacts by estimating the empirical model in which a firm’s accounting profitability is a dependent variable, while financial leverage, board size, board independence, CEO duality, CEO ownership, state ownership and the interaction variables are predictors. The paper uses the panel data set of 295 listed firms in Vietnam in the period 2011-2015 and two key econometric methods for panel data, namely, the two-stage least square instrumental variable and general moments method.

Findings

The paper finds the evidence for the significant and positive effect of board size, board independence and state ownership on the financial leverage–profitability relation. The effect of CEO duality on the financial leverage–profitability relation tends to be negative, and the impact CEO ownership inclines to be positive, although both of them are statistically insignificant. The results are consistent across different estimation methods.

Originality/value

This paper is the first investigating the moderating effect of various corporate governance mechanisms on the financial leverage–profitability relationship in emerging market firms.

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Book part
Publication date: 30 June 2023

Lisa M. Given, Donald O. Case and Rebekah Willson

Abstract

Details

Looking for Information
Type: Book
ISBN: 978-1-80382-424-6

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Book part
Publication date: 30 June 2023

Lisa M. Given, Donald O. Case and Rebekah Willson

Abstract

Details

Looking for Information
Type: Book
ISBN: 978-1-80382-424-6

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Book part
Publication date: 3 July 2018

Bruce Gurd, Cheryll Lim and Ellen Schuler

This chapter reports on a hybrid sector of disability provision in Australia and the changes to the sector due to the shift to person-centred care in Australia. It explains the…

Abstract

This chapter reports on a hybrid sector of disability provision in Australia and the changes to the sector due to the shift to person-centred care in Australia. It explains the significant changes to the way the sector will respond to government and to client demands and how the organisations are responding to this by re-structuring and building new performance measurement systems including Social Return on Investment.

The first part of the chapter is descriptive of the change to person-centred care in the Australian disability sector using public reports. The second part of the chapter looks at the change at a micro level using an analysis of the literature.

Findings illustrate how the National Disability Insurance Scheme has brought about significant change between sectors of government and between providers, both government and non-government. Organisations have had to make significant changes to adapt to the government’s policy and especially funding change. This includes setting new governance and leadership models, changed human resource management practices and performance measurement systems.

The paper is a report relatively early in the transition phases, and therefore, more evidence is needed as the system change progresses. Still, the Australian disability sector provides a powerful example of significant hybridisation changes as a result of a shift to person-centred care.

This is a dramatic change from the Australian government to impose person-centred care. The adaptations of Australian organisations provide an interesting insight for the international community.

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Hybridity in the Governance and Delivery of Public Services
Type: Book
ISBN: 978-1-78743-769-2

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Book part
Publication date: 30 August 2014

Xi Niu

In recent years, aceted search has been a well-accepted approach for many academic libraries across the United States. This chapter is based on the author’s dissertation and work…

Abstract

Purpose

In recent years, aceted search has been a well-accepted approach for many academic libraries across the United States. This chapter is based on the author’s dissertation and work of many years on faceted library catalogs. Not to hope to be exhaustive, the author’s aim is to provide sufficient depth and breadth to offer a useful resource to researchers, librarians, and practitioners about faceted search used in library catalogs.

Method

The chapter reviews different aspects of faceted search used in academic libraries, from the theory, the history, to the implementation. It starts with the history of online public access catalogs (OPACs) and how people search with OPACs. Then it introduces the classic facet theory and its relationship with faceted search. At last, various academic research projects on faceted search, especially faceted library catalogs, are briefly reviewed. These projects include both implementation studies and the evaluation studies.

Findings

The results indicate that most searchers were able to understand the concept of facets naturally and easily. Compared to text searches, however, faceted searches were complementary and supplemental, and used only by a small group of searchers.

Practical implications

The author hopes that the facet feature has not only been cosmetic but the answer to the call for the next generation catalog for academic libraries. The results of this research are intended to inform librarians and library information technology (IT) staff to improve the effectiveness of the catalogs to help people find information they need more efficiently.

Details

New Directions in Information Organization
Type: Book
ISBN: 978-1-78190-559-3

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Article
Publication date: 16 February 2023

Amlan Haque and Sardana Islam Khan

Limited empirical research has been conducted on the mediational influence of employees' intent to quit (IQ) and strategic human resource management (SHRM) to examine…

429

Abstract

Purpose

Limited empirical research has been conducted on the mediational influence of employees' intent to quit (IQ) and strategic human resource management (SHRM) to examine meaningfulness in work (MW) and job satisfaction (JS). Applying the psychological contract theory (PCT), this paper aims to explore the relationships among SHRM, IQ, MW, and JS; and the mediational influence of IQ on the relationship between SHRM and MW.

Design/methodology/approach

This paper examines a proposed hypothesised model with a two-stage technique of structural equation modelling, including four propositions. A web-based survey including a pilot test was directed to collect data targeting a sample of 200 full time Bangladeshi employees.

Findings

The results indicate that SHRM has significant effects on employees' IQ and MW, and IQ has a partial mediational impact on the direct relationship between SHRM and MW. Moreover, employees' IQ on MW was negative, and MW on JS was significantly positive among Bangladeshi employees.

Practical implications

This paper suggests that organisations aiming higher MW and JS should encourage SHRM and align their HRM functions accordingly. Furthermore, the implications of the study results can help organisations and HR managers to recognise the adverse effects of IQ on MW and the effective implementation of SHRM for higher MW and JS.

Originality/value

Despite the significant relationship between HRM and employee motivation, limited empirical research has been conducted on the mediational influence of IQ from PCT. Therefore, this paper examines the unique mediational role of IQ on the relationship between SHRM and MW, which has not been utterly observed from a developing nation's employee perspective.

Details

Journal of Organizational Effectiveness: People and Performance, vol. 10 no. 3
Type: Research Article
ISSN: 2051-6614

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