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The purpose of this paper is to develop, test, and validate a model in a specialty retail environment to assess the influence of a salesperson’s sales- or customer-orientation and customer characteristics related to buy/no-buy decisions.

Backward stepwise discriminant analysis was used to identify variables that most differentiated buyers from non-buyers. The discriminant model was estimated with survey data provided by a judgment sample of consumers asked to recall details about a recent in-store purchase experience (n=240). One significant discriminant function emerged. The model correctly classified 87.5 percent of buy/no-buy decisions by consumers in a separate validation sample (n=40).

Customers who believe a salesperson is sales oriented (i.e. only interested in closing) are more likely to make a no-buy decision even when retailer-related attributes – such as positive prior experience with the retailer, susceptibility to normative interpersonal influence, and positive attitude toward retailing – suggest otherwise. Surprisingly, neither customer orientation nor susceptibility to interpersonal informational influence relates significantly to making a buy/no-buy decision.

Specialty retailers should avoid a sales-outcome-based orientation. To add value in a competitive marketplace where buyers can avoid salespeople, the focus of a sales interaction should be on identifying customer needs and characteristics.

Adaptations of sales people’s personas and selling efforts – fostered by new managerial training practices – and the need for specialty retailers to adopt behavior-based control systems are suggested. In addition, sales or customer orientation typically is reported by the salesperson. Here, customers’ belief – which is more germane to modeling buy/no-buy decisions – designates the salesperson’s orientation.

This intervention study outlines the continuing journey of a university towards its sustainability potentiality. We introduce the importance of sustainable development and link it to our intervention study of potentiality for sustainability from a Heideggerian phenomenological perspective. Through a case study of sustainability at New Mexico State University, we provide an insight into the development of a new dimension of university sustainability interface. This interface exists in terms of a dialogic of sustainability, as it relates to the balancing of competing needs, such as efficiency, heart, and brand identity. An important aspect of this interface is intervention, highlighting new possibilities for the top administrators regarding the university's goals and environmentalities. A qualitative and interpretive approach using ontological storytelling inquiry is employed. Data for the study were collected through in-depth interviews with university members from all hierarchical levels. This article raises interesting ontological issues for sustainability researchers, and has implications for strategy as practice.

San Diego County (California, USA) contains 18 Indian reservations—more than any other county in the United States. Citizens of these reservations, each recognized as a sovereign nation, have information needs that are highly sophisticated. Coming from a civilization that preserved history through oral tradition, they have only recently made the transition to writing things down and collecting books into buildings. In spite of many tragic events that drastically reduced their population, San Diego County's Indians have retained much of their heritage through efforts of tribal elders and non-Indian historians. With federal and local assistance, tribal libraries were constructed on about half of San Diego County's reservations during the 1980s. Over the next few years, reduction of grant funds adversely affected them, resulting in some closures. Thanks to creative efforts made by many individuals at a local university, the state library, professional associations, and most of all by the Indians themselves, a number of San Diego County's tribal libraries are growing and taking on new shapes. Five local tribal librarians were surveyed twice over a 12-month period regarding their respective libraries. Analysis yielded four key factors for success: (1) the presence of a designated librarian; (2) support from the tribal government; (3) plans and a vision for the future; and (4) partnerships and connections with other entities. The research suggests that these factors are applicable toward ensuring success for small, geographically and culturally isolated libraries in any context.

This chapter reflects upon the main reasons for the universal, deep, and long-lasting impact of the Mexican neozapatista movement during the 25 years of its public life, recuperating not only the immediate reasons but the reasons linked with process in the middle and in the long term. We argue that the neozapatista movement changed the correlation des forces in Mexico in 1994, opening the transition of all indigenous Latin American movements to pass from a defensive and marginal position, to a new offensive and protagonic position. In the general context after 1989 and the fall of the Berlin Wall, the Mexican neozapatism restores hope in social protest and social fight of all the anticapitalistic and antisystemic movements all over the world. With the above basis, it is possible to understand that this Mexican neozapatism was able to define the general agenda of the main demands and targets that were vindicated for the antisystemic movements during the last 25 years, including all the movements of 2011, such as the Spanish Indignados, or the so-called Arab Spring, or Occupy Wall Street, or even the current French movement of the Gilets Jeaunes, among many others. It explains partially the real function of a kind of “avant-garde” of the antisystemic movements all over the world, playing by the Mexican neozapatismo in the last five lusters and even today.

The purpose of this paper is to compare the imaginaries of Generation Z inhabitants of heritage cities in the Mexican Bajio regarding their city of residence and the institutional imaginary of urban tourism.

A total of 186 students from five Mexican heritage cities completed an online questionnaire and participated in focus groups. The authors used a mixed approach with qualitative analysis for open-ended responses and a Kruskal Wallis test to measure attitudes towards tourism and its relationship to place attachment and intangible cultural heritage identification.

The results showed a strong relationship between place attachment and perception of tourism, but attitudes towards tourism varied among the cities, and San Juan del Río was an outlier. Among the categories of intangible cultural heritage, oral traditions showed the least agreement between youth and institutional imaginaries.

Few studies have considered Mexican youth and their imagery of the small/medium-sized city in which they live when it is promoted as an urban tourist destination.

Comparar los imaginarios de los habitantes de la Generación Z de las Ciudades Patrimonio del Bajío mexicano respecto a su ciudad de residencia y el imaginario institucional del turismo urbano.

Aplicamos un cuestionario a 186 estudiantes de cinco ciudades patrimonio mexicanas quienes además, participaron en grupos focales. Se utilizó un enfoque mixto con análisis cualitativo para las respuestas abiertas y una prueba de Kruskal Wallis para medir las actitudes hacia el turismo y su relación con el apego al lugar y la identificación del Patrimonio Cultural Inmaterial.

Los resultados mostraron una fuerte relación entre el apego al lugar y la percepción del turismo, pero las actitudes hacia el turismo variaron entre las ciudades siendo San Juan del Río un caso atípico. Entre las categorías del Patrimonio Cultural Inmaterial, las tradiciones orales mostraron la menor concordancia entre los jóvenes y los imaginarios turísticos institucionales.

Pocos estudios han considerado el imaginario de jóvenes mexicanos con respecto a ciudades pequeñas-medianas en las que viven, cuando éstas se promueven como destinos turísticos urbanos

The purpose is to gain insight into the benefits of mentoring and using femtoring as an inclusive approach for minoritized and underrepresented students and faculty, who are often challenged in feeling welcomed, included and valued at higher education institutions.

This study used a qualitative inquiry design, in which focus groups, interviews and participant testimonios were collected throughout spring and fall 2022. Testimonio and plática (dialogue) techniques were employed to allow participants to describe their journeys in college and as members of the femtoring/mentoring program.

Undergraduate students as mentees/femtees enjoyed finding a place and space to develop meaningful and positive relationships with other students and Latinx faculty. Faculty and graduate students as femtors/mentors perceived their relationships with students as enriching and energizing, practicing values like transparency, honesty and care.

The study included participants of a specific mentoring program whose experiences and opinions might differ from others. Additionally, persons from other minority groups could experience inequities and unfair practices in college in different ways and find other forms of support.

Hispanic-serving institutions (HSIs) must create programs that promote student–faculty community and collaboration. It is also critical to inform international faculty about Latinx students’ characteristics and needs. Training sessions for graduate students and faculty in leadership and mentoring at HSIs are equally significant in fostering an inclusive and supportive educational environment.

This paper contributes to the literature on mentoring practices to support Latinx students in their college journeys and prepare faculty of color for their mentoring and coaching roles. Femtoring and communities of wisdom concepts were applied to a specific femtoring/mentoring program.

Myra Gordon (2004) argues that “the real reason for a general failure to diversify lies in the culture and practices typically associated with faculty hiring” (p. 184). This chapter examines the faculty hiring process and how it contributes to the underrepresentation of female faculty of color and to what happens to them if they are hired. Drawing on the existing literature and insights from critical theory and signal theory, the dissection of the process considers how institutionalized norms characteristic of the dominant group in the academy (white, males) play a role in the exclusion (oppression) of nontraditional candidates, and signal their fit with those norms.