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Article
Publication date: 28 January 2014

Clinton Oliver Longenecker, Charles B. Ragland and Michael L. Mallin

– Further explore the issue of sales management development and identify the practices most critical to sales managers' learning and development.

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Abstract

Purpose

Further explore the issue of sales management development and identify the practices most critical to sales managers' learning and development.

Design/methodology/approach

To explore the development needs of sales leaders, we surveyed 206 newer sales managers from ten US-based manufacturing and service organizations. The sample was 79 percent male and 21 percent female, averaged 2.2 years of sales management experience, 10.3 years of sales experience and 37.1 years of age.

Findings

Practices that sales managers considered to be important for their development are: clarifying roles, goals and performance expectations (81 percent); receiving effective performance appraisals and reviews (74 percent); exposure to challenging/difficult job assignments (71 percent); conducting formal career planning discussions (68 percent); receiving ongoing performance measurement, feedback and coaching (66 percent); being mentored by senior managers/sales people (60 percent); involvement with professional associations/affiliations (58 percent); and utilizing 360° feedback systems (57 percent).

Originality/value

If organizations are serious about developing their sales managers, they would be well served to consider the development practices presented in this study. Developing sales managers want clearly defined performance expectations as well as feedback from a wide variety of multi-sources including coaching, mentoring, and 360° processes. In addition, formal appraisals and career planning discussions, as well as the opportunity to participate in professional associations are desired areas of development.

Details

Development and Learning in Organizations, vol. 28 no. 2
Type: Research Article
ISSN: 1477-7282

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Article
Publication date: 1 June 2015

Charles B. Ragland, Lance Eliot Brouthers and Scott M. Widmier

– The purpose of this paper is to use a theoretical framework (institutional theory) to predict international market selection (IMS) for the direct selling industry.

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Abstract

Purpose

The purpose of this paper is to use a theoretical framework (institutional theory) to predict international market selection (IMS) for the direct selling industry.

Design/methodology/approach

The authors use independent variables taken from institutional theory to predict IMS for the direct selling industry, allowing the authors to show the relationship between institutional theory – defined independent variables and the relative attractiveness of international markets. The model is applied to a broad sample of 51 developed and emerging nations that comprise 91 percent of worldwide GDP.

Findings

The authors found that the hypotheses were confirmed. Institutional theory – defined independent variables did a good job of predicting the relative attractiveness of international markets.

Research limitations/implications

The authors used cross sectional country level data to validate their model. One major implication: institutional theory appears to do an excellent job of predicting IMS in contrast to geographic proximity or cultural similarity for the direct selling industry.

Practical implications

Managers should consider formal and informal aspects of the institutional environment, when selecting new international markets.

Originality/Value

In contrast to most IMS papers, the authors apply a theory to predict IMS outcomes, helping to provide greater potential generalizability. The authors show that selected dimensions of institutional theory do a good job of predicting IMS for the direct selling industry. Future efforts may wish to apply institutional theory to new IMS contexts. The authors conclude with managerial implications.

Details

Marketing Intelligence & Planning, vol. 33 no. 4
Type: Research Article
ISSN: 0263-4503

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Publication date: 1 December 2017

Charles Musselwhite

There are many cognitive training tests purporting to both measure older people’s cognitive performance, several of which come with associated training that are deemed to improve…

Abstract

There are many cognitive training tests purporting to both measure older people’s cognitive performance, several of which come with associated training that are deemed to improve cognition. This chapter describes cognitive tests that have been claimed to be linked to driver behaviour, and that training on them could improve driver behaviour. Of special interest are tests that could be completed at home on a computer, as it is suggested this could capture many individuals who are worried about attending a driver assessment centre and are not likely to be referred. Findings suggest that UFOV (Useful Field of View) Time Making Trail (A and B) and Dual N have research suggesting that training on them could improve driver performance for older drivers. However, the robustness of the research is debateable. There are also two physiological tests – a neck and shoulder and a general fitness test that also show promising results for improving driver performance. In addition, education and training is purported to improve driver behaviour, but although there is positive feedback from older people who attend and some short-term improvements, research on long-term improvements on driver behaviour are not yet evident. Overall, there are promising results from individual cognitive, physiological tests and from education and training suggesting that reflection on action and feedback from the task is important to improving driver performance but more research is needed.

Details

Transport, Travel and Later Life
Type: Book
ISBN: 978-1-78714-624-2

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Article
Publication date: 6 July 2018

Charles Musselwhite and Hebba Haddad

In 2010, the authors published a model of older people’s travel and mobility needs in the Quality of Ageing and Older Adults journal (Musselwhite and Haddad, 2010b). The model…

376

Abstract

Purpose

In 2010, the authors published a model of older people’s travel and mobility needs in the Quality of Ageing and Older Adults journal (Musselwhite and Haddad, 2010b). The model comprises three levels, practical (the need to get from A to B as quickly, cheaply and efficiently as possible), psychosocial (the need for independence, control and status) and aesthetic needs (the need for travel for its own sake), all which need to be fulfilled to achieve wellbeing and quality of life. Since then, the model has been translated into different languages and been cited 119 times across different formats. The paper aims to discuss this issue.

Design/methodology/approach

Using ten years of analysing feedback that includes articles that cited the model, discussions with academics, policy makers and practitioners as well as from older people themselves, this paper reflects on the original model.

Findings

Five key themes are generated from the re-examination: the validity of the model; the utility and usefulness of needs in understanding travel behaviour and turning them into policy or practice; application of the model to different contexts; understanding the relationship between travel needs and health and wellbeing; and fitting the model to future changes in transport and social policy.

Originality/value

This reflection on this well-cited and well-used model allows a re-adjustment of the model, updating it to be used in conjunction with policy and practice, especially highlighting the need to further distinguish mobility for aesthetic needs.

Details

Quality in Ageing and Older Adults, vol. 19 no. 2
Type: Research Article
ISSN: 1471-7794

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Book part
Publication date: 17 August 2022

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Abstract

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Young, Gifted and Missing
Type: Book
ISBN: 978-1-80117-731-3

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Article
Publication date: 2 May 2017

Manuel Larrán Jorge, Francisco Javier Andrades Peña and Maria Jose Muriel de los Reyes

This paper aims to examine how the Master of Business Administration (MBA) curricula of top-ranked business schools are offering stand-alone courses on ethics and corporate social…

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Abstract

Purpose

This paper aims to examine how the Master of Business Administration (MBA) curricula of top-ranked business schools are offering stand-alone courses on ethics and corporate social responsibility (CSR). To provide additional evidence, this study tests some hypotheses to contrast the effect of different variables on the inclusion of stand-alone courses on ethics and CSR. Also, the paper provides a comparative analysis in two ways: one comparison aims to analyse how the presence of ethics and CSR stand-alone courses in the MBA programmes over the past 10 years has evolved, and the other comparison seeks to explore whether there are differences between different rankings with regard to the inclusion of ethics and CSR stand-alone courses in the MBA curricula.

Design/methodology/approach

A Web content analysis was conducted on the curricula of 92 of the top 100 global MBA programmes ranked by the Financial Times in their 2013 ratings.

Findings

The findings show that there is a trend towards the inclusion of stand-alone courses on CSR and ethics as electives. Empirically, the findings suggest that the presence of ethics and CSR elective stand-alone subjects in the MBA programmes is explained by the following variables: public/private, business school’s accreditation and cultural influence. Comparatively, the findings suggest that requiring CSR and business ethics stand-alone courses in the MBA programmes ranked by the Financial Times have not increased over the past 10 years. In addition, when we have compared the results of this study with other rankings, we have appreciated that there are important differences between top MBA programmes in accordance with the aims and scope of rankings.

Originality/value

The findings of this study seem to suggest that business schools included in the Financial Times ranking have not changed their view based on a shareholder approach, which is focused on providing an economics-centred training.

Details

Sustainability Accounting, Management and Policy Journal, vol. 8 no. 2
Type: Research Article
ISSN: 2040-8021

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Article
Publication date: 7 May 2020

Stavros P. Kalafatis, Charles Blankson, Marvyn Luxly Boatswain and Markos H. Tsogas

Grounded in regulatory mode theory (RMT), this study aims to investigate the impact of managers’ orientation for action (locomotion and assessment) in business-to-business…

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Abstract

Purpose

Grounded in regulatory mode theory (RMT), this study aims to investigate the impact of managers’ orientation for action (locomotion and assessment) in business-to-business positioning decision-making.

Design/methodology/approach

Data are collected using a scenario-based experimental design. Study 1 examines whether interest and involvement in recommending a positioning strategy depends on a manager’s regulatory mode orientation. The impact of such orientations on the likelihood of changing a recommended positioning strategy is the focus of Study 2. The moderating effects of task motivation (expected rewards resulting from a recommendation), market feedback and the line manager’s leadership style are examined.

Findings

Both assessment and locomotion are significant determinants of involvement in recommending a positioning strategy. The introduction of motivation as a moderator helps explain differences in level of interest in positioning decision-making. Locomotion, but not assessment, affects the likelihood of changing a recommended positioning strategy. Assessment amplifies the impact of locomotion, while none of the interaction effects between regulatory mode orientation and contextual factors is a significant determinant of changing a positioning strategy.

Originality/value

To the best of the authors’ knowledge, this is the first application of RMT on positioning decision-making. Results from two experiments provide novel insights into the predictive relevance of managers’ preference in terms of involvement with the decision-making process and the likelihood of altering positioning.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 12
Type: Research Article
ISSN: 0885-8624

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Book part
Publication date: 7 November 2022

Kaylar Recker

It should come as no surprise that Americans believe corruption dominates the US political system and, in particular, that members of Congress are in the pockets of wealthy…

Abstract

It should come as no surprise that Americans believe corruption dominates the US political system and, in particular, that members of Congress are in the pockets of wealthy special interests and do not represent the people's views. Among other things, this has led to a gradual decrease in public confidence in government, trust in political institutions, and demands for anti-corruption reforms. Yet, calls for congressional reform are not new. What is unusual is the degree to which the political institutions, particularly Congress, have become unpopular; the extent American's believe the system is out of balance; and the people's distaste for democracy. As public perceptions of political corruption deepen, how is Congress responding to these concerns? Recent events indicate genuine attempts to solve, or at least reduce, the appearance of government corruption. For example, in the 2018 midterm elections, many political candidates signaled a willingness to address the public's grievances. In fact, the newly elected House of Representatives created and introduced legislation that addressed sweeping congressional corruption. This chapter aims to identify and trace congressional reform attempts such as banning lobbyists from fundraising, restrictions on the revolving door for politicians and job hunting disclosures, and other structural solutions considered important to prevent corruption. In particular, the author uses a historical lens to uncover and assess past and current attempts to fix congressional corruption.

Details

Scandal and Corruption in Congress
Type: Book
ISBN: 978-1-80117-120-5

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Book part
Publication date: 19 October 2020

Free Access. Free Access

Abstract

Details

Advances in Taxation
Type: Book
ISBN: 978-1-83909-185-8

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Article
Publication date: 28 June 2013

Tina Trujillo

The purpose of this paper is to analyze the district effectiveness literature. It begins by summarizing the school effectiveness research, the correlates of effective schools, and…

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Abstract

Purpose

The purpose of this paper is to analyze the district effectiveness literature. It begins by summarizing the school effectiveness research, the correlates of effective schools, and the conceptual and methodological characteristics of this field. It then describes the findings from a review of 50 studies of district effectiveness, the most frequently identified correlates of effective districts, and the conceptual and methodological features of this research. From there, it compares and contrasts the two fields, paying attention to the ways in which they frame notions of success, purposes of education, the contextualized nature of school performance, and theoretical explanations for student success.

Design/methodology/approach

Data sources for this literature review included 50 primary documents on district effectiveness. The studies were bound to those that presented the original results from investigations of the relationship between district‐level policies, routines, behaviors, or other characteristics and classroom‐level outcomes.

Findings

Several themes run through the literature on district effectiveness. These include findings that standards‐aligned curricula, coherent organizational structures, strong instructional leadership, frequent monitoring and evaluation, and focused professional learning lead to higher test scores. Most of these investigations are framed from technical perspectives that explore the relationship between organizational regulations and improved test performance. Less common are inquiries about the socio‐political and normative forces that shape districts’ improvement experiences. One consequence of this technical focus is that the field of district effectiveness has come to share several of the conceptual and methodological properties that characterized the former school‐level research.

Research limitations/implications

The article concludes by discussing the implications for the growing volume of district‐level research on educational leadership, district improvement, and educational equity.

Originality/value

This article details the ways in which a sharp focus on questions of what works in the district effectiveness literature has deepened researchers’ and practitioners’ knowledge of the specific mechanisms that may produce more desirable results in test performance, yet these questions alone, decoupled from corresponding inquiries about the complex, highly contextualized character of higher or lower scoring districts, leave researchers and practitioners vulnerable to the same scholarly and practical pitfalls of their predecessors.

Details

Journal of Educational Administration, vol. 51 no. 4
Type: Research Article
ISSN: 0957-8234

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