Felix Abeson and Michael A. Taku
The purpose of this paper is to examine the relationship between sales networks and effectiveness in overseas government markets with a focus on overseas home‐country officials…
Abstract
Purpose
The purpose of this paper is to examine the relationship between sales networks and effectiveness in overseas government markets with a focus on overseas home‐country officials, and local key government officials.
Design/methodology/approach
A random sample of American firms and their affiliates that have engaged or are engaged in project contracting with African governments was surveyed to collect data for the study using a mail survey.
Findings
Connectedness to home‐country overseas actors is positively associated with network connections involving key government officials. This local network connection, in turn, has a positive effect on sales effectiveness.
Research limitations/implications
The study is limited to bidding on projects and selling to government agencies in the African context. More research focusing on different industries and markets are needed to increase knowledge regarding the effect of network connections on international sales effectiveness.
Practical implications
The practical implications of this study include the need for international sales managers to engage in networking involving their home‐country official overseas as well as local government officials. Therefore, exporting advocacy is important. Also, the education and training of international sales people should emphasize the concept of sales network.
Originality/value
The study extends understanding regarding the network approach to international sales in government markets.
Details
Keywords
Felix Abeson and Michael A. Taku
This paper seeks to show that information acquired by owners of small firms from certain sources helps the firms to be competitive.
Abstract
Purpose
This paper seeks to show that information acquired by owners of small firms from certain sources helps the firms to be competitive.
Design/methodology/approach
Data for this study were collected by mail from small business owners in three rural counties in West Texas.
Findings
Knowledge acquired by owners of small firms from colleagues, salespeople, trade publication family members, seminars, and social contacts is significantly associated with perceived competitiveness. Only three of these sources – colleagues, family members and seminars, have a positive effect on perceived competitiveness. The results suggest the importance of tacit and explicit knowledge for decision making and provide a framework for knowledge acquisition in small firms.
Research limitations/implications
The data for this study were collected from a few rural counties in Texas, more research is required to enhance the generalization of the findings of this study. Future research is to extend this study should examine specific knowledge components associated with marketing effectiveness that are acquired from seminars, family members, and colleagues by small business owners.
Practical implications
The practical implications for this study include the need for small business owners to increase their knowledge acquisition efforts especially from sources such as colleagues, family members and seminars if they want to be competitive.
Originality/value
This study clearly extends the understanding regarding the importance of tacit knowledge as a source of a firm's competitiveness.
Details
Keywords
Mitchell L. Yell and Angela Tuttle Prince
The essential obligation of special educators under the law known as individuals with disabilities education act (IDEA) is to provide a free appropriate public education (FAPE) to…
Abstract
The essential obligation of special educators under the law known as individuals with disabilities education act (IDEA) is to provide a free appropriate public education (FAPE) to all students identified as having a disability. A secondary and related obligation is to provide a FAPE in the least restrictive environment (LRE). To assist a student's individualized education program (IEP) or placement team to determine the setting in which a student will receive a FAPE, the IDEA mandates that school districts have available a continuum of placements (CAP) in which the team will choose the least restrictive and appropriate setting in which the student will receive their special education and related services. Our purpose in this chapter is to explain these requirements and why following the chronological order of determining FAPE and then LRE when developing a student's special education program is critical to meeting the IDEA's programming and placement mandates. We also explain why determining FAPE in the LRE cannot be accomplished without using the CAP.