James Thull and Mary Anne Hansen
The purpose of this paper is to provide an updated definition of academic liaison work and examine methods for developing effective liaison relationships.
Abstract
Purpose
The purpose of this paper is to provide an updated definition of academic liaison work and examine methods for developing effective liaison relationships.
Design/methodology/approach
The authors reviewed and incorporated recently published (1989‐2009) material relating to academic liaison work. In addition to published material the authors conducted a survey of faculty in their liaison areas during the fall 2008 semester in order to access their knowledge and satisfaction with liaison services.
Findings
The paper finds that liaison work is multifaceted and success is based both on administrative support and the individual liaisons efforts.
Originality/value
The originality of this work includes the definition of liaison work and requirements of academic liaisons in today's libraries. The paper is of value to current academic liaisons and librarians just entering the field of academia. The paper incorporates recent research, an author conducted survey and the authors' nearly two decades of combined liaison experience and may serve as an overview of the expectations and potential benefits of academic liaison work.
Details
Keywords
The purpose of this study is to compare and contrast four academic liaison programs.
Abstract
Purpose
The purpose of this study is to compare and contrast four academic liaison programs.
Design/methodology/approach
Areas addressed include liaison subject specialization, communication methods, duties, and program evaluation.
Findings
This paper found similarities in areas of orientation meetings, library guides, and information literacy classes. Unique concepts among the four libraries studied include physical classroom embedment, use of specialized class web pages, faculty literacy classes, and concentrated faculty information literacy assistance.
Originality/value
The results presented provide insight into current academic library liaison practices and the faculty‐liaison relationship.
Details
Keywords
Working from the expanded model of adaptive selling behavior offered by Eckert and Plank (2004), this paper attempts to add greater depth and specificity to the adaptive output…
Abstract
Working from the expanded model of adaptive selling behavior offered by Eckert and Plank (2004), this paper attempts to add greater depth and specificity to the adaptive output categories making them more useful for research advancement and for both the teaching and execution of an adaptive selling approach. Relevant literature is identified, organized, and offered as theory sources to support and expand the adaptive selling model.
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Keywords
This paper aims to investigate how various sales personas interacted and played a role in the early growth of Ewing Kauffman’s Marion Laboratories in the 1950s.
Abstract
Purpose
This paper aims to investigate how various sales personas interacted and played a role in the early growth of Ewing Kauffman’s Marion Laboratories in the 1950s.
Design/methodology/approach
The approach taken is a variation of “retrodiagnosis” – wherein modern psychographic personas are used to profile historical actors. After reviewing trends in both the academic and trade literatures related to professional and entrepreneurial selling in complex environments, the foundational sales force at Marion Laboratories active in the 1950s was assessed using the five sales personas proposed in a 2011 Corporate Executive Board (CEB) study: namely, hard-workers, relationship-builders, lone-wolfs, reactive-problem-solvers and challengers.
Findings
Individual members of the foundational sales force at Marion Laboratories displayed a number of dominant persona and subdominant persona traits. The relative success and managerial challenges evidenced by individual members of Marion’s foundational sales force are consistent with the CEB sales persona performance patterns. Specifically, those with dominant challenger and lone-wolf personas were especially crucial in driving sales success – to the point that Marion rapidly rose to become the most notable sales force in the American pharmaceutical vertical.
Research limitations/implications
Given that only a single firm was investigated, along with the interpretive and qualitative nature of the study, the findings are not generalizable. Additional studies in a similar vein with similar findings would add further support to the current findings. Theoretical implications related to customer development and effectuation are touched on.
Practical implications
The investigation lends qualitative historical support to the CEB study. The question of optimal-sales-team-persona-mix is worth founder’s consideration.
Originality/value
This is the first study to use contemporary sales personas to investigate a historically significant entrepreneurial sales force.
Details
Keywords
The Commercial Invoice is the first EDI message to gain worldwide acceptance, and it has been registered as a standard by the United Nations. The action was hailed by the…
Abstract
The Commercial Invoice is the first EDI message to gain worldwide acceptance, and it has been registered as a standard by the United Nations. The action was hailed by the Commission of European Communities (CEC) as a significant step towards the international agreement on technical standards needed in order for electronic communications to gradually replace paperwork in world trade.
Anna Marie Johnson, Claudene Sproles and Robert Detmering
The purpose of this paper is to provide a selected bibliography of recent resources on library instruction and information literacy.
Abstract
Purpose
The purpose of this paper is to provide a selected bibliography of recent resources on library instruction and information literacy.
Design/methodology/approach
The paper introduces and annotates periodical articles, monographs, and audiovisual material examining library instruction and information literacy.
Findings
The paper provides information about each source, discusses the characteristics of current scholarship, and describes sources that contain unique scholarly contributions and quality reproductions.
Originality/value
The information may be used by librarians and interested parties as a quick reference to literature on library instruction and information literacy.