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Article
Publication date: 3 October 2017

Yuna Kim and John S. Talbott

The purpose of this paper is to investigate whether communicating recent changes in the sales profession, shifting from a performance-focused model to a customer need-focused…

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Abstract

Purpose

The purpose of this paper is to investigate whether communicating recent changes in the sales profession, shifting from a performance-focused model to a customer need-focused model, to job candidates by re-labeling job descriptions can increase job candidates’ interest in pursuing sales jobs.

Design/methodology/approach

Two experiments using job candidates (undergraduate business students) were conducted at two public US universities to examine: whether job candidates use job title or job description to determine their interest in pursuing jobs and whether terminology used in the job description affects job candidates’ interest in pursuing sales jobs.

Findings

Results show that job candidates’ interest in pursuing jobs are affected by job titles more than the actual job responsibilities. Further, job candidates’ interest in pursuing sales jobs is affected by terminology used in the job descriptions, where customer need-focused (selling-focused) terminology increases (decreases) interest in pursuing a sales job.

Practical implications

Sales jobs have been recognized as one of the hardest job positions to fill. Results from this paper can help recruiters develop effective strategies to improve job candidates’ interest in pursuing sales jobs, especially the emerging social selling jobs.

Originality/value

Contrary to most extant research that investigates resistance toward sales jobs by examining job candidates’ idiosyncratic characteristics, this paper adopts a branding and consumer learning perspective and examines how job candidates’ interest in pursuing a job is influenced by their ability or willingness to process job information.

Details

Marketing Intelligence & Planning, vol. 36 no. 1
Type: Research Article
ISSN: 0263-4503

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Article
Publication date: 1 March 1988

John Talbott, Lori Brack and John Lee

Small businesses, especially those engaged in providing services, usually employ some type of static budget to serve as a mechanism for evaluating the results of their operations…

665

Abstract

Small businesses, especially those engaged in providing services, usually employ some type of static budget to serve as a mechanism for evaluating the results of their operations. Management is inevitably concerned with the factors causing deviations between the static budget and the actual results. A thorough understanding of these deviations is vital if the budgeting process is to provide the expected benefits in the areas of planning and control. The problem is that superficial analysis often leads to specious explanations, or worse, that management never fully comprehends what caused the gap. We propose using a variance analysis framework to explain these deviations and to improve managerial control and effective decision making.

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Planning Review, vol. 16 no. 3
Type: Research Article
ISSN: 0094-064X

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Article
Publication date: 1 September 1998

John Anstey

278

Abstract

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Structural Survey, vol. 16 no. 3
Type: Research Article
ISSN: 0263-080X

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Article
Publication date: 1 January 2002

Marian Yew Jen Wu Tong, Gladie Lui and Albert Lew

This paper seeks to provide empirical evidence showing how bank users of audited financial statements perceive and interpret various dimensions associated with financial reporting…

189

Abstract

This paper seeks to provide empirical evidence showing how bank users of audited financial statements perceive and interpret various dimensions associated with financial reporting in Hong Kong. Employing a survey instrument, we asked bank loan officers to rank the importance of thirty‐five reporting dimensions for lending decisions and to ascertain their expected level of information on each exploratory dimension, as well as their perceptions of the level of information actually provided by audited financial statements. Reliance on principal‐component analysis to extract a set of important dimensions shows that nine reporting dimensions are significantly associated with lending decisions. When bank loan officers' levels of expectations on important reporting dimensions were compared with the corresponding levels of perceived reporting performance, the statistical results reflect the existence of an expectations‐performance gap. Finally, when bank loan officers' perceived levels of reporting performance were hierarchically positioned, audited financial statements were found to provide the most information on a firm's liquidity and profitability, moderate information on reliability‐related dimensions, and the least information on relevance‐related dimensions pertaining to the future prospects of a firm. This empirical evidence signifies the need for future corrective actions in closing the expectations‐performance gap.

Details

Pacific Accounting Review, vol. 14 no. 1
Type: Research Article
ISSN: 0114-0582

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Book part
Publication date: 27 October 2017

Malia Lee Womack

Purpose: The United States became a member of the United Nations’ (UN’s) core anti-racism treaty, International Convention on the Elimination of All Forms of Racial Discrimination…

Abstract

Purpose: The United States became a member of the United Nations’ (UN’s) core anti-racism treaty, International Convention on the Elimination of All Forms of Racial Discrimination (ICERD), but has not passed the UN’s core gender equality treaty, Convention on the Elimination of All Forms of Discrimination Against Women (CEDAW). This chapter explores why the United States passed only one of the conventions. It reviews the power, misinterpretation, and compliance theories that explain why only one of the treaties was ratified. In addition, it offers a fourth explanation of the nation’s behavior – that of relative cost.

Findings: This chapter shows that CEDAW’s mandates, which are specific in nature, are costlier with respect to public services, educational resources, and programs to alleviate cultural prejudices, than are the more broadly framed ICERD mandates. This chapter finds this difference as a driving factor for the nation to enter into the race convention and not the women’s rights pact.

Methodologies: Methodologies used in this publication include feminist and legal analyses and the examination of US policies as well as statements made by political figures.

Originality: This chapter makes contributions to legal and feminist scholarship by providing insight into the nation’s adoption of ICERD, and its failure to ratify CEDAW despite its stance that it is a supporter of women’s rights. The implications of this study are that while the power, misinterpretation, and compliance theories are useful to understand the apparent discrepant response to the two treaties, relative cost as defined by the different ways in which the treaties are framed is also useful in explaining the United States’ failure to ratify the gender equality treaty. Though CEDAW is more specific in its identification of equality issues and is costlier than ICERD, the advancement of both gender and racial equality in the United States falls short of international standards.

Details

Gender Panic, Gender Policy
Type: Book
ISBN: 978-1-78743-203-1

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Article
Publication date: 18 June 2018

John-Stewart Gordon and Felice Tavera-Salyutov

The purpose of this paper is to examine and comment on disability rights legislation by focusing on international documents on people with impairments of the last decades, in…

818

Abstract

Purpose

The purpose of this paper is to examine and comment on disability rights legislation by focusing on international documents on people with impairments of the last decades, in order to provide more information on the dynamics of the disability rights movement and their moral plea for full inclusion.

Design/methodology/approach

By analyzing the international legislation and most important guidelines with respect to people with impairments, it is possible to portray a socio-political change by unfolding the agenda of the historical dimension of the decisive events.

Findings

The long and difficult struggle of people with impairments to beneficiaries of full human rights protection is a fundamental socio-political change that is documented by adhering to important international legislation and guidelines.

Originality/value

The examination of recent international legislation with respect to people with impairments provides historical context for current developments in the context of disability and full inclusion by conceding human rights as their moral and legal foundation.

Details

Equality, Diversity and Inclusion: An International Journal, vol. 37 no. 5
Type: Research Article
ISSN: 2040-7149

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Article
Publication date: 1 June 1999

Stephen J. Cimbala

In this study I revisit the Cuban missile crisis of 1962, in order to gain additional perspective on the relationship between organizational decision making and crisis outcomes…

1759

Abstract

In this study I revisit the Cuban missile crisis of 1962, in order to gain additional perspective on the relationship between organizational decision making and crisis outcomes. This exercise is an historical “counterfactual” or “what if” excursion, using recently declassified documents and simulated exchange calculations, from which I hope to draw three principal benefits. First, the study may shed some additional light on why Soviet Premier Nikita Khrushchev was willing to take such a dangerous gamble. Second, our counterfactual crisis suggests that the risk of inadvertent war, so much written about in connection with Cuba, 1962, was less important than the risk of a deliberate, but miscalculated, escalation. Third, the balance of command and control vulnerability might have mattered more to crisis‐ridden US leaders than the balance of strategic nuclear forces. If so, it helps to explain the apparent reluctance of US leaders to employ highly coercive forms of nuclear brinkmanship.

Details

Journal of Management History, vol. 5 no. 4
Type: Research Article
ISSN: 1355-252X

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Article
Publication date: 5 December 2016

Tony Burns

The purpose of this paper is to examine the relationship between Amartya Sen’s notion of adaptation and his views on identity politics by focussing on the issue of slavery and…

774

Abstract

Purpose

The purpose of this paper is to examine the relationship between Amartya Sen’s notion of adaptation and his views on identity politics by focussing on the issue of slavery and, more specifically, on the example of the happy or contented slave.

Design/methodology/approach

The paper is text based. The methodological approach adopted is that of conceptual analysis, as is typical for work of this kind.

Findings

The paper concludes that the example of the happy or contented slave is indeed a fruitful one for those interested in exploring the relationship between Sen’s views on “the adaptation problem” and his views on identity politics, especially in relation to the subjection of women. Here Sen’s debt to the ideas of Mary Wollstonecraft and John Stuart Mill is particularly important.

Research limitations/implications

One implication of the argument of the paper is that there is a need to consider more carefully the differences that exist between the views of Wollstonecraft and Mill, so far as the example of the happy or contented slave is concerned.

Practical implications

One practical implication of the paper is that, hopefully, it establishes the continued relevance of the ideas of thinkers such as Wollstonecraft and Mill today, not least because of the influence that they have had on theoreticians such as Amartya Sen.

Social implications

The paper addresses issues which are of considerable social and political significance, especially for women in underdeveloped societies today.

Originality/value

The example of the happy or contented slave has not received much discussion in the literature on Sen, although Sen himself has suggested that the distinction between happiness and contentment is an important one, which does merit further discussion.

Details

International Journal of Social Economics, vol. 43 no. 12
Type: Research Article
ISSN: 0306-8293

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Book part
Publication date: 10 August 2011

Sandra A. Lawrence, Ashlea C. Troth, Peter J. Jordan and Amy L. Collins

Research in industrial and organizational psychology demonstrates that the regulation of negative emotions in response to both organizational stressors and interpersonal workplace…

Abstract

Research in industrial and organizational psychology demonstrates that the regulation of negative emotions in response to both organizational stressors and interpersonal workplace interactions can result in functional and dysfunctional outcomes (Côté, 2005; Diefendorff, Richard, & Yang, 2008). Research on the regulation of negative emotions has additionally been conducted in social psychology, developmental psychology, neuropsychology, health psychology, and clinical psychology. A close reading of this broader literature, however, reveals that the conceptualization and use of the term “emotion regulation” varies within each research field as well as across these fields. The main focus of our chapter is to make sense of the term “emotion regulation” in the workplace by considering its use across a broad range of psychology disciplines. We then develop an overarching theoretical framework using disambiguating terminology to highlight what we argue are the important constructs involved in the process of intrapersonal emotion generation, emotional experience regulation, and emotional expression regulation in the workplace (e.g., emotional intelligence, emotion regulation strategies, emotion expression displays). We anticipate this chapter will enable researchers and industrial and organizational psychologists to identify the conditions under which functional regulation outcomes are more likely to occur and then build interventions around these findings.

Details

The Role of Individual Differences in Occupational Stress and Well Being
Type: Book
ISBN: 978-0-85724-711-7

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Book part
Publication date: 10 July 2006

Elizabeth A. Edgemon, Andrew L. Wiley, Brian R. Jablonski and John W. Lloyd

Integrative reviews are an important method for understanding research in the field of special education. Reviews can help practitioners decide what methods to use in the…

Abstract

Integrative reviews are an important method for understanding research in the field of special education. Reviews can help practitioners decide what methods to use in the classroom, researchers clarify directions for new research, and policymakers guide education improvement programs. We discuss the steps for conducting an integrative review, illustrating the process with a case study of an integrative review of large-scale testing accommodations for students with disabilities.

Details

Applications of Research Methodology
Type: Book
ISBN: 978-0-76231-295-5

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