Search results

1 – 10 of 74
Per page
102050
Citations:
Loading...
Access Restricted. View access options
Article
Publication date: 1 September 1995

Ellen Crosby

Focusses on cataloging documentation provided by OCLC and providesexamples of exercises for classroom and in‐house training. Provides tipsincluding: how to make a search more…

368

Abstract

Focusses on cataloging documentation provided by OCLC and provides examples of exercises for classroom and in‐house training. Provides tips including: how to make a search more specific; interpreting search results; describes the authority file; suggests how to recover from errors; and gives basic editing information.

Details

OCLC Systems & Services: International digital library perspectives, vol. 11 no. 3
Type: Research Article
ISSN: 1065-075X

Keywords

Access Restricted. View access options
Book part
Publication date: 17 September 2020

Dawn Iacobucci, Marcelo L. D. S. Gabriel, Matthew J. Schneider and Kavita Miadaira Hamza

This chapter reviews marketing scholarship on environmental sustainability. The literature covers several themes of both consumer behavior and firm-level topics. Consumer issues…

Abstract

This chapter reviews marketing scholarship on environmental sustainability. The literature covers several themes of both consumer behavior and firm-level topics. Consumer issues include their assessment of efficacy and the extent to which they are aware and sensitive to environmental issues. Numerous interventions and marketing appeals for modifying attitudes and behaviors have been tested and are reported. Consumers and business managers have both been queried regarding attitudes of recycling and waste. Firm-level phenomena are reflected, including how brand managers can signal their green efforts to their customers, whether doing so is beneficial, all in conjunction with macro pressures or constraints from industry or governmental agencies. This chapter closes with a reflection on the research.

Details

Continuing to Broaden the Marketing Concept
Type: Book
ISBN: 978-1-78754-824-4

Keywords

Access Restricted. View access options
Article
Publication date: 8 July 2020

Jarkko Niemi and Ellen Bolman Pullins

This paper aims to explore salesperson–customer interactions to identify actual behaviors that result in enhanced customer disclosure and classify them as disclosure tactics, and…

393

Abstract

Purpose

This paper aims to explore salesperson–customer interactions to identify actual behaviors that result in enhanced customer disclosure and classify them as disclosure tactics, and to explore whether certain tactics are more likely to lead to salesperson–customer relationship advancement.

Design/methodology/approach

This qualitative research uses conversation analysis to identify salesperson disclosure tactics that result in customer disclosure, using 12 video-recordings of authentic business-to-business initial sales meetings between a salesperson and customer.

Findings

Findings showed four disclosure tactics that salespeople use to get customers to disclose information: embedded expertise claims, tailored references, demonstrations of preparation and customer orientation and benevolence. These tactics appear more often and are executed differently in sales meetings that successfully advance.

Originality/value

The research addresses an unexplored area of specific salesperson behaviors and their connection to customer disclosure and relationship advancement in the exploration phase. Additionally, this fills a gap that cannot be addressed with traditional survey or interview data and brings conversation analysis to this particular area.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 5
Type: Research Article
ISSN: 0885-8624

Keywords

Access Restricted. View access options
Book part
Publication date: 6 May 2004

Ellen Schall, Sonia Ospina, Bethany Godsoe and Jennifer Dodge

This chapter explores the potential of appreciative inquiry for doing empirical work on leadership. We use a framework that matches a constructionist theoretical lens, an…

Abstract

This chapter explores the potential of appreciative inquiry for doing empirical work on leadership. We use a framework that matches a constructionist theoretical lens, an appreciative and participative stance, a focus on the work of leadership (as opposed to leaders), and multiple methods of inquiry (narrative, ethnographic and cooperative). We elaborate on our experiences with narrative inquiry, while highlighting the value of doing narrative inquiry in an appreciative manner. Finally, we suggest that this particular framework is helping us see how social change leadership work reframes the value that the larger society attributes to members of vulnerable communities.

Details

Constructive Discourse and Human Organization
Type: Book
ISBN: 978-0-76230-892-7

Access Restricted. View access options
Article
Publication date: 21 March 2019

Simone Sehnem, Lucila M.S. Campos, Dulcimar José Julkovski and Carla Fabiana Cazella

The purpose of this paper is to analyze circular business models of Brazilian companies.

2629

Abstract

Purpose

The purpose of this paper is to analyze circular business models of Brazilian companies.

Design/methodology/approach

The authors analyzed 105 business models of adopting companies from the perspective of the circularity of resources. These were classified as analytical sector category, business model design aligned with sustainability, sustainable practices adopted, level of maturity of business models and determinants of the circularity of resources.

Findings

The results show that companies belonging to the service sector predominate, which, above all, offer the virtualization of processes, sharing, ecological products, socially responsible and emphasis on recycling. Of these, 92.38 percent were already aligned with the sustainability assumptions, which contribute decisively to the operationalization in a circular perspective. Therefore, the materialization of the circular economy (CE) in Brazil is occurring, although there is potential for a stronger engagement with the determinants of the CE, especially in the perspective of the biological cycle and in the short cycles of technical levels.

Originality/value

In addition, the authors promote advances in the maturity levels of business models to optimize the optimal level, where processes are predictable, critically analyzed and continuously improved.

Details

Management Decision, vol. 57 no. 4
Type: Research Article
ISSN: 0025-1747

Keywords

Access Restricted. View access options
Article
Publication date: 1 June 1998

Michael R. Williams

This article reports the results of a theoretically‐based, empirical study which incorporates the paradigm of relationship marketing. Using a sample of organizational buyers, this…

4689

Abstract

This article reports the results of a theoretically‐based, empirical study which incorporates the paradigm of relationship marketing. Using a sample of organizational buyers, this study examines the influence of salesperson customer‐oriented behavior on the development of buyer‐seller relationships. Integral to this investigation, a measure of buyer‐seller relationship development is generated and evaluated for its reliability and validity. Findings from this study indicate a strong and significant influence between the customer‐oriented behavior of salespeople and the development of customer relationships. The results of this study and the discussion of the implications begin to provide valuable understanding into the antecedents of relationship development and relationship management. The results of this study and their implications for salespeople, managers, and researchers are discussed along with limitations and recommendations for future research.

Details

Journal of Business & Industrial Marketing, vol. 13 no. 3
Type: Research Article
ISSN: 0885-8624

Keywords

Access Restricted. View access options
Book part
Publication date: 21 October 2013

Edyta Rudawska

The aims of this article are threefold. First of all, to show the concept of value to customers as a determiner of a company’s competitive advantage. Second, to explain the…

Abstract

Purpose

The aims of this article are threefold. First of all, to show the concept of value to customers as a determiner of a company’s competitive advantage. Second, to explain the changing role of marketing activities toward social responsibility. Third, to assess the influence of social marketing activities on a company’s image and the resulting value to customers.

Design/methodology/approach

By drawing on existing corporate social responsibility (CSR) and marketing literature, the achievements and gaps of socially responsible marketing (SRM) can be demonstrated. In addition, the literature review focuses on showing the relationship between SRM and value to a customer. In order to achieve the purposes of the chapter, an analysis of market research based on secondary data as well as qualitative interviews has been conducted.

Findings

Marketing activities should accomplish both economic and social objectives as well as aim at delivering expected value to customers. Nowadays value comes not only from lower prices or a better product range. According to research, customers are becoming increasingly sensitive to evil and to social injustice, damage to the environment, as well as the increasing level of poverty. This makes companies develop new strategies for creating value for customers. These should come from socially responsible activities the company is undertaking. Thus, companies, which implement a concept of SRM, are more likely to count on increased interest and loyalty from their customers.

Originality/value

This chapter offers a fresh approach to the study of the evolution of marketing toward social responsibility and the impact on the value for customers.

Details

Challenges for the Trade of Central and Southeast Europe
Type: Book
ISBN: 978-1-78190-833-4

Keywords

Access Restricted. View access options
Article
Publication date: 12 July 2024

Dominika Bukalova

This article describes what department directors and chiefs of staff reported when asked about the competencies they need to be effective in addressing on-the-job challenges. The…

55

Abstract

Purpose

This article describes what department directors and chiefs of staff reported when asked about the competencies they need to be effective in addressing on-the-job challenges. The study analyzed the generated data in two different ways to both understand what participants said in their own terms and to determine whether there is a fit between participants’ responses and facilitative leadership theory.

Design/methodology/approach

Twenty-four semi-structured interviews were conducted with five department directors and seven chiefs of staff in a US city that had a mayor-council form of government. Responses were analyzed in two ways. Initially, coding categories were developed inductively in an effort to employ what anthropologists characterize as an emic or insider perspective. Then the data were recoded from an etic perspective using the theory of facilitative leadership as a conceptual framework.

Findings

Although participants identified a wide variety of competencies, all participants emphasized the importance of working collaboratively with others, including the members of their teams, the elected official they worked with (and for) and constituents.

Originality/value

While most studies of facilitative leadership have focused on mayors and city managers, i.e. those at the top of the city administration hierarchy, this study’s focus is on middle managers who are not necessarily thought of as leaders but who must in fact, exercise leadership at least at times. Another relatively unique feature of this paper is its focus on a city that employs a mayor-council form of governance, a type of governance structure that has been underdiscussed in the literature to date.

Details

International Journal of Public Leadership, vol. 20 no. 3/4
Type: Research Article
ISSN: 2056-4929

Keywords

Access Restricted. View access options
Article
Publication date: 18 October 2011

Ellen Baker, Melanie Kan and Stephen T.T. Teo

The purpose of this paper is to examine a collaborative non‐profit network which is undergoing organizational change.

5034

Abstract

Purpose

The purpose of this paper is to examine a collaborative non‐profit network which is undergoing organizational change.

Design/methodology/approach

The authors present a case study of an employment‐services network in its first year of change, as the network implemented various activities to enhance its performance. A grounded‐theory approach was adopted to study the organizational and collaborative processes within the member‐site and Head‐Office levels.

Findings

It was found that member‐site leadership was the critical factor influencing site culture and site performance, and that high‐performing sites were initiating collaborative activities with other sites. Head‐Office leadership also influenced site performance and collaboration, but its initiatives were only moderately successful. The findings also indicate that change efforts should focus on leadership at both the site and network levels, and may need to begin with low‐performing sites.

Practical implications

The paper discusses the implications of leadership on the implementation of collaborative networks in the employment services sector.

Originality/value

The qualitative findings of the study add to, and help to explain, earlier research findings on the questions of how public sector organizations utilize various activities to implement collaborative networks and their impact on managerial practice.

Details

Journal of Organizational Change Management, vol. 24 no. 6
Type: Research Article
ISSN: 0953-4814

Keywords

Access Restricted. View access options
Article
Publication date: 1 April 2022

Li-Wei Wu, Ellen Rouyer and Chung-Yu Wang

Co-production is an important process that alters value creation and improves the relationships between service providers and their customers. Such practice allows customers and…

1181

Abstract

Purpose

Co-production is an important process that alters value creation and improves the relationships between service providers and their customers. Such practice allows customers and service employees to access and leverage resources residing in their relationships. Clearly, the marketing-related literature focuses on the bright side of co-production. Nevertheless, the costs and potential negative consequences associated with its dark side must be further investigated. Therefore, this study aims to present a conceptual framework that explores the relationships among co-production, co-production enjoyment, co-production intensity, service effort, and job stress, and their effects on value co-creation, value co-destruction and customer satisfaction.

Design/methodology/approach

This study was conducted on the basis of dyadic data; the process incorporates both the customer and the corresponding service employee into a single unit of analysis. The proposed model was tested by using a structural equation model that involves LISREL analyses.

Findings

The results of this study indicate that co-production influences co-production enjoyment, co-production intensity, service effort, and job stress. Co-production enjoyment and service effort increase value co-creation, whereas co-production intensity and job stress increase value co-destruction. Value co-creation and value co-destruction have different effects on customer satisfaction.

Originality/value

This study addresses the gap in the extant research and contributes to a better understanding of the double-sided effects of co-production by integrating employees and customers into a single dyadic and comprehensive model.

Details

International Journal of Bank Marketing, vol. 40 no. 4
Type: Research Article
ISSN: 0265-2323

Keywords

1 – 10 of 74
Per page
102050