Patrick L. O'Halloran and David J. Bashaw
This paper aims to determine the characteristics of board certification among US physicians and to test whether accounting for the expected gains to certification alters the…
Abstract
Purpose
This paper aims to determine the characteristics of board certification among US physicians and to test whether accounting for the expected gains to certification alters the pattern of the determinants of board certification.
Design/methodology/approach
Splitting the sample into sub‐samples by characteristics associated with certification/non‐certification identified in a probit, the incremental gain to certification from log‐earnings equations is identified. Realizing that these methods are susceptible to sample selection, correction is made for it using the Heckman approach. Using the sample selection corrected equations, the expected gain to certification among those who certify is then predicted and those who do not certify is then predicted and this difference is included as a proxy for the expected gain in the original probit to ascertain whether including the expected gain alters the determinants of certification.
Findings
Accounting for the expected gain alters the pattern of the determinants of certification. Although some groups such as blacks appear less likely to certify, after accounting for their expected return to certification, they are not as less likely. This is explained in terms of the expected marginal return to certification, market structure and practice setting.
Research limitations/implications
The data used in the analysis apply only to young physicians in the USA. Also, these results may be applicable only to the particular cohort used in this analysis.
Practical implications
The findings help to explain the absence of minority board certified physicians within the USA.
Originality/value
This paper is the first to simultaneously estimate the returns to physician board certification and the decision to obtain certification.
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Hans M. Westerbeek and David Shilbury
This paper advances our understanding of the relationship between quality, value and satisfaction in the context of spectator sport services. This is achieved through an analysis…
Abstract
This paper advances our understanding of the relationship between quality, value and satisfaction in the context of spectator sport services. This is achieved through an analysis and examination of relevant secondary data culminating in a conceptual model. Although extensive research has been conducted in the three separate areas of quality, value and satisfaction, to date no work has been reported attempting to develop macro models that capture the concepts and their potential interrelationships. Such macro models could enhance the communication and stimulate further research for sport marketing scholars. This paper proposes a model apposite for further research and in the process leads to the potential confirmation, rejection or indeed, adaptation of the conceptualization of sport services.
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Brent M. Wren, David Berkowitz and E. Stephen Grant
To contribute to the understanding of how to manage turnover, the purpose of this paper is to determine if sales managers have the ability to predict high levels of propensity to…
Abstract
Purpose
To contribute to the understanding of how to manage turnover, the purpose of this paper is to determine if sales managers have the ability to predict high levels of propensity to leave (PL) from variables readily available in personnel records, and on commonly used employee surveys.
Design/methodology/approach
The data used for the analysis of the study variables were collected from the sales forces of a total of ten firms across a variety of consumer and industrial product categories, resulting in a sample of 604 respondents. Data were analyzed via multiple discriminant analysis.
Findings
The analysis and test results demonstrate that discriminant sets of attitudinal variables, personal characteristics, and aspects of the job can be identified and used to establish meaningful classifications of a salesperson's PL. Organizational commitment, satisfaction with pay, family status, job involvement, level of education, and compensation plan were all found to be significant. Analysis fails to support the existence of several attitudinal variables generally thought to be predictors of PL.
Originality/value
The overarching implication to be drawn is that any effort to address salesperson turnover must be holistic, rather than limited to a narrow set of variables. These findings hold implications for sales management researchers and human resource/personnel managers.
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Leo Yat Ming Sin and Suk‐ching Ho
Looks at consumer research in Greater China including Mainland China, Hong Kong and Taiwan. Maps out the contributions within this area and guides future research. Examines the…
Abstract
Looks at consumer research in Greater China including Mainland China, Hong Kong and Taiwan. Maps out the contributions within this area and guides future research. Examines the state of the art over the 1979‐97 period, with particular emphasis on the topics that have been researched, the extent of the theory development in the field and the methodologies used in conducting research. Uses content analysis to review 75 relevant articles. Suggests that, while a considerable breadth of topics have been researched, there remains much to be done, there is further room for theoretical development in Chinese consumer behaviour studies; and the methodologies used need improvement and further refinement.
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In 2005 Manchester United was taken over by US businessman Malcolm Glazer, in part because of the club's brand name prominence in the global sport of soccer. This paper examines…
Abstract
In 2005 Manchester United was taken over by US businessman Malcolm Glazer, in part because of the club's brand name prominence in the global sport of soccer. This paper examines how Manchester United rose to a pre-eminent position in world football through its on-field performances and its off-the-field management strategies. It shows how the club took its storied history into world markets to take full advantage of globalisation, the opportunities extended through the English Premier League's reputation and developments in global media technologies. Astute management of club resources is identified as the major factor in global brand management.
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David J. Finch, Gashaw Abeza, Norm O'Reilly, John Nadeau, Nadège Levallet, David Legg and Bill Foster
The segmentation of customers into homogeneous groups is well researched, reflecting its importance to marketers. Specific to professional sports, published research on customer…
Abstract
Purpose
The segmentation of customers into homogeneous groups is well researched, reflecting its importance to marketers. Specific to professional sports, published research on customer segmentation first occurred in the early 2000s, but no studies exist based on internal data from season ticket holders, an attractive and loyal customer group which is the most important customer for professional sports teams. Thus, the purpose of this research was to fill this gap in the literature through a sequential study of season ticket holders of a professional sports club.
Design/methodology/approach
Study 1 employed six focus groups (n = 56) to determine the constructs, understand the issues, and sequentially inform the survey instrument for the second study. Study 2 used an online survey (n = 1,007) to collect data on factors including socio-demographics, consumption, media engagement, fan satisfaction, future intentions and sports fan motivation.
Findings
The results identified the engagement factors and selection variables which drive season ticket holder purchase and allowed for the segmentation analysis, which identified fourteen unique fan segments for a professional sports club, generalizable to other clubs.
Originality/value
The identification of 14 segments of season ticket holders based on a sequential study framed by the sports relationship marketing model is a needed contribution for practice (i.e. a specific direction on how to efficiently allocate resources when marketing to season ticket holders) and advances our conceptual knowledge by applying the model to the context of the most loyal customers in professional sports season ticket holders.
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David A. Menachof, Brian J. Gibson, Joe B. Hanna and Anthony E. Whiteing
The purpose of this paper is to provide rankings of quality of peer reviewed periodicals for faculty research use, rankings of usefuless of both peer reviewed and non‐peer…
Abstract
Purpose
The purpose of this paper is to provide rankings of quality of peer reviewed periodicals for faculty research use, rankings of usefuless of both peer reviewed and non‐peer reviewed periodicals for teaching and outreach purposes, and rankings of usefulness of search engines for finding articles.
Design/methodology/approach
An online survey was conducted during the Autumn Semester of 2006. 82 periodicals were identified as relevant to the Supply Chain Management field. Respondents were asked to rank their top used journals in terms of use for teaching, outreach and research.
Findings
A total of 143 surveys were completed. Journal of Business Logistics, Harvard Business Review, and International Journal of Physical Distribution and Logistics Management were the top three ranked journals in the composite index. EBSCO Business Source Premier, ProQuest, and Google Scholar were the top three search engines used to find logistics and SCM articles.
Research limitations/implications
A clear global consensus is forming on the top journals for SCM. However, the emergence of Operations Management/Operations Research Journals into the rankings is an important trend. There was also the absence of previously ranked journals as the field evolved from transportation and distribution to logistics to SCM.
Originality/value
This paper is the largest survey completed to date in the field and substantially updates previous surveys. All academics who are active in SCM will find value in this paper.
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Stephan F. Gohmann, Robert M. Barker, David J. Faulds and Jian Guan
This paper examines how perceptions about salesforce automation (SFA) systems are influenced by the perceived accuracy of the information the system provides.
Abstract
Purpose
This paper examines how perceptions about salesforce automation (SFA) systems are influenced by the perceived accuracy of the information the system provides.
Design/methodology/approach
Three hypotheses are tested. They are as follows. Sales people who perceive that the information is inaccurate will be less likely to: have a positive perception of the system; think that their training was helpful; and think that the system improves their productivity. Chi‐square tests are used to test the association between the perceptions of information accuracy and the statements in the hypotheses.
Findings
Negative perceptions about the accuracy of information leads to negative perceptions about other aspects of the SFA system.
Research limitations/implications
This study examines the results for only one particular organization. The results may not be generalizable to other organizations. As similar data about other SFA systems become available, this study can be used as a basis for examining the effect of information accuracy on perceptions of SFA systems.
Originality/value
Since the company has some control over the accuracy of the information provided by the system, they should attempt to provide information that the salesforce finds useful. To enure that the proper information is provided, management must seek the user's input about what information should be provided. Additionally, the data should be cleansed and provide an indicator of the probability that a particular lead will result in a sale.
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The purpose of this paper is to validate Tsiotsou’s (2012) sport team brand personality scale in a new country (Australia) and segment (Generation Y) and extend its use from sport…
Abstract
Purpose
The purpose of this paper is to validate Tsiotsou’s (2012) sport team brand personality scale in a new country (Australia) and segment (Generation Y) and extend its use from sport teams to individual athletes. This paper also explores the scale’s predictive power in an athlete’s role model influence.
Design/methodology/approach
An online panel survey with 560 responses from Australian Generation Y consumers was obtained. Structural equation modelling was used to test and validate the scale.
Findings
This paper confirmed the sport team brand personality scale can be applied to an individual athlete. Three dimensions of the scale, namely, competitiveness, morality and authenticity, were found to have predictive power in an athlete’s role model influence. Authenticity was the strongest predictor, followed by morality and competitiveness.
Practical implications
Individual athlete brand personality is powerful in influencing how Australian Generation Y consumers identify with their favourite athlete as a role model. These insights assist brand and marketing managers to use athletes as part of their communication strategies regarding brand and product endorsements.
Originality/value
This research addresses Tsiotsou’s (2012) call to test the robustness and external validity of the sport team brand personality scale and to empirically test how the scale can predict outcomes. The authors succeeded in validating and extending the sport brand personality scale to an individual athlete level in a new country and consumer segment. The scale was found to have predictive power in an athlete’s role model influence.
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Audrey Gilmore, David Carson and Chad Perry
Writing and publishing research is an integral part of any academic's job. It is important for an individual's academic progression and is vital for the development, updating and…
Abstract
Purpose
Writing and publishing research is an integral part of any academic's job. It is important for an individual's academic progression and is vital for the development, updating and refinement of teaching materials. This paper aims to focus on the purpose and value of publishing.
Design/methodology/approach
Editors, reviewer and authors have different roles to play in the pre‐publishing life of a potential article and so the different perspectives of editors, reviewers and authors in relation to successful journal article publication are discussed.
Findings
The paper describes the process of preparing academic papers and a stage by stage approach to writing an article. This includes how to target a suitable journal, taking account of the editor, reviewers and potential readers of an article, how to write an academic article, with an appropriate structure and style, redrafting and sending a paper off for review and carrying out requested revisions.
Originality/value
The views expressed in this paper are based on the authors' combined experience of performing all three roles over a number of years. This experience has been enriched by participation in discussions at “meet the editors” sessions at a variety of academic conferences throughout the world, and from discussions of academic committees, in particular, the Academy of Marketing Research Committee during 2005.