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Article
Publication date: 24 June 2021

Betsy D. Gelb, Joanna Pishko and Carl Herman

This study aims to explore a previously unidentified antecedent of remaining in selling rather than leaving the field. That antecedent is “love of selling”: prioritizing intrinsic…

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Abstract

Purpose

This study aims to explore a previously unidentified antecedent of remaining in selling rather than leaving the field. That antecedent is “love of selling”: prioritizing intrinsic rewards over those that are extrinsic.

Design/methodology/approach

The differences between those with each of those priorities are explored here in a survey of 348 salespeople, both inside and outside, and also qualitative interviews with a 20-person subset.

Findings

Comparing salespeople who select on a questionnaire the option that they “love selling” vs respondents who primarily enjoy its payoffs, the authors find the former group significantly less likely to say they would leave the selling field if they could get another job that pays as well. They are significantly more likely to rate their own selling skills highly, but sales results between the two groups do not differ. Telephone interviews asking what their company does to reinforce love of selling, and what it could do, elicit comments on support – but also on administrative dissatisfiers.

Practical implications

Organizations benefit from encouraging a love of selling and can do so by training, by management efforts to build confidence, by emphasizing challenge and by reducing administrative barriers to enjoying the selling experience.

Originality/value

This is the first study to identify “love of selling” as a characteristic of salespeople that managers will want to understand and foster.

Details

Journal of Business Strategy, vol. 43 no. 5
Type: Research Article
ISSN: 0275-6668

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Article
Publication date: 13 November 2023

Emma Fleck, Joanna Pishko and Betsy Verhoeven

Prior research has drawn from entrepreneurial practice to conceptualize a variety of discreet narrative types. Research has also demonstrated that narratives are a practical and…

297

Abstract

Purpose

Prior research has drawn from entrepreneurial practice to conceptualize a variety of discreet narrative types. Research has also demonstrated that narratives are a practical and useful tool for entrepreneurs in many stages of the entrepreneurial process. This paper proposes a new narrative, shared narrative, and a conceptual model for how entrepreneurs might build such a narrative that is strategic in nature.

Design/methodology/approach

First, the authors review the types of narrative and introduce shared narrative as an account that narrativizes both the entrepreneur and relevant stakeholders. Then, integrating theoretical concepts from constitutive rhetoric and value co-creation, the authors introduce a conceptual framework as a three-stage process guide for entrepreneurs to build shared narratives for strategic stakeholder engagement. Leveraging the power of shared roles and salient values as the key to pre-story building process, the intended audience of the story (i.e. consumer, investor) is present from the inception of the story and integral to its success.

Findings

The authors assert that entrepreneurs need to adopt a shared narrative approach for strategic purposes. Further, the development of a shared narrative begins at the pre-story process of co-creation, focused on identifying the roles and values entrepreneurs share with their various stakeholders. Incorporating these shared roles and salient values into the entrepreneurial narrative will result in a narrative that is compelling, authentic and adaptable to different stages of the entrepreneurial process and for multiple stakeholder audiences. Post-story, this authentic narrative will result in higher levels of engagement from both the audience and the entrepreneur in the form of reciprocal action.

Originality/value

This paper proposes a new narrative and provides a structured process to support entrepreneurs in building shared narratives for strategic engagement with a wide range of stakeholders.

Details

International Journal of Entrepreneurial Behavior & Research, vol. 30 no. 1
Type: Research Article
ISSN: 1355-2554

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Article
Publication date: 10 January 2025

Nino Tabeshadze, Gerry Larsson, Alicia Ohlsson and Sofia Nilsson

This study is a scoping literature review of research into post-traumatic stress disorder (PTSD) and moral injury (MI) in active-duty military personnel and veterans in Ukraine…

24

Abstract

Purpose

This study is a scoping literature review of research into post-traumatic stress disorder (PTSD) and moral injury (MI) in active-duty military personnel and veterans in Ukraine. This study aims to explore the existing research regarding the relationship between PTSD and MI in Ukrainian military personnel to identify the need for future research in a vulnerable social group that is exposed to a high level of conflict.

Design/methodology/approach

This scoping review includes the results of peer-reviewed articles from online databases (PubMed, Science Direct, PsycArticles, Military Database, Sociological Abstract, Psychology Database, PTSD Pubs, Web of Science), which were searched for publications in English, Ukrainian and Russian. The data obtained was organized using Preferred Reporting Items for Systematic Reviews extension for scoping reviews and Meta-Analyses, the Critical Appraisal Skills Programme Qualitative Studies Checklist and Joanna Briggs Institute Critical Appraisal Checklist. Data was analyzed and categorized using an inductive thematic analysis.

Findings

According to the thematic analysis, the following themes were identified in a Ukrainian military context: sources of PTSD, sources of moral injury, symptoms of PTSD, symptoms of moral injury and treating and prevention mechanisms. All studies included in the scoping review (32) report on PTSD and/or MI in military groups in Ukraine. They find the gap in research and in numerous comprehensive studies problematic and underline the need for more effective rehabilitation programs.

Practical implications

A scoping review was conducted to thematically map the research in the area, identify any knowledge gaps deficit about PTSD and MI in Military personnel in Ukraine and contribute to further development of effective rehabilitation programs.

Originality/value

The sparsity of the existing literature highlights the need for further research into enhancing the mental health services provided to military personnel. In addition, there is a growing need to further explore trauma exposure and potentially morally injurious events related to PTSD and MI, in particular. Such a review has not yet been carried out, which adds value to the current paper.

Details

Journal of Criminological Research, Policy and Practice, vol. 11 no. 1
Type: Research Article
ISSN: 2056-3841

Keywords

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