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Despite the recognition that the subordinate's influence is a particularly noteworthy feature of the social context with considerable potential to affect the performance evaluation process, there are almost no studies that consider this influence in a selling context. Attempting to contribute to address these needs, the model presented here depicts a number of social and situational factors influencing supervisor's rating of salesperson's performance, primarily operating through affective processes.

Data were collected from 122 salespeople and their immediate managers from 35 firms pertaining to nine different industries.

SEM results indicated that supervisor‐focused impression management was positively related to the supervisor's liking of the salesperson. Consistent as well with prior research is the positive influence of supervisor's affect towards salesperson on the supervisor's ratings of sales performance, both directly and indirectly, through the effect on salesperson's perceived interpersonal skills. Finally, a salesperson's physical attractiveness demonstrated significant positive effects on performance ratings, through the influence on supervisor's liking and salesperson's interpersonal skills.

These results have important managerial implications: sales managers should be aware that salespeople might be using impression management tactics and that the use of these behaviours might influence the way that they evaluate their employee's performance. Managers should also remain vigilant to the potential bias based on physical appearance in hiring and supervising salespeople.

This study contributes to the knowledge of the social and affective variables that influence the sales performance appraisal process, an area of research that is almost unexplored.

This study provides a new look at the late 19th-century university issue in Spain. Loss of self-government among universities and the state’s centralization brought a conflict between science and religion to the fore in the process of the secularization of knowledge.

We first delve into the anti-Darwinian framework associated with the scientific professionalization process, focusing on the case of the jurist Antonio Hernández Fajarnés (1851–1909). Secondly, we study the idea of the university that emerged from the Ateneo de Madrid, analyzing key speeches from the jurist Francisco Fernández de Henestrosa (1855–s.d.) given in 1887/88 and from the pharmacist José Rodríguez Carracido (1856–1928).

The study concludes that the Restoration Era in Spain was characterized by a generalized desire – shared by neo-Scholastics, conservatives and liberal rationalists – to improve the public university system. In this context, French influence was no doubt decisive; however, the Humboldtian university idea had already begun to have notable influence.

This article analyzes sources yet unknown to international research, such as the Ateneo de Madrid debates and Spanish university rectors’ inaugural speeches. It opens up a critical examination of the so-called displacement of educational principles in Spain toward a state-centered system of doctrinal moderantismo as opposed to the nation-centered system of the Cádiz liberalism. At the same time, it identifies key pockets of resistance relative to Spanish university transformation toward increased methodological secularization.

The purpose of this paper is to empirically evaluate the effect of heterogeneity in inter‐organizational collaboration networks on international high‐quality scientific performance of the most reputed business management schools in Latin America according to AméricaEconomía ranking.

Starting from the debate between advantages and disadvantages of heterogeneity in scientific performance framed in the debate between organizational population ecology and organizational institutionalism theories, this research explores the relationship between heterogeneity, reputation and the most important features for doing research. Using a binomial negative regression, the paper evaluates the partial effect of those variables in the count of scientific production.

There is an isomorphical tendency from the most reputed schools to establish heterogeneous networks, showing empirical evidence to normative proposals from Latin America, specially formulated in the light of Sabato triangle. Also there are differentiations between schools in aspects like human capital, double‐degree agreements, and schools’ trajectories.

It is necessary to choose a wider sample of schools and to include Latin American journals. The study of diversity (between researchers) and its relationship with heterogeneity (between organizations) is also needed.

The research shows that elite business management schools in Latin America that present better performance also present high levels of heterogeneity in their inter‐organizational collaboration. Therefore, the promotion of heterogeneity could enhance scientific performance and improve techno‐economical networks.

This research hopes to aim the research policy design to be able to steer and promote heterogeneity that could improve the relationship between producers and users of knowledge.

The relationships between reputation, heterogeneity, and scientific performance in administration in Latin America had not been addressed empirically. The worth of this research is the empirical confirmation to the advantages of heterogeneity, rather than intellectual capital features of schools, in research collaboration that contribute to the debate about heterogeneity and performance.

Evaluar empíricamente el efecto de la heterogeneidad de las redes de colaboración interorganizacionales en el desempeño científico de alta calidad internacional en las escuelas de administración y negocios más reputadas en América Latina de acuerdo con el escalafón de AméricaEconomía.

Con base en el debate que concierne a las ventajas y desventajas de la heterogeneidad en el desempeño científico enmarcado dentro del debate entre las teorías de la ecología de poblaciones y el institucionalismo organizacional, esta investigación explora la relación entre la heterogeneidad, la reputación y las características más importantes que pertenecen a la investigación. Usando la regresión binomial negativa, el artículo evalúa los efectos parciales de las variables en el conteo de la producción científica.

Hay una tendencia isomórfica de las escuelas más reputadas por establecer redes heterogéneas, mostrando evidencia empírica para las propuestas normativas de América Latina, especialmente formuladas a la luz del triángulo de Sabato. También hay diferencias entre las escuelas en términos del capital humano, los convenios de doble titulación, y la trayectoria de las escuelas.

Es necesario escoger una muestra más amplia de escuela e incluir a las revistas de América Latina. El estudio de la diversidad (entre investigadores) y su relación con la heterogeneidad (entre organizaciones) también es requerida.

La investigación muestra que las escuelas de administración en América Latina que presentan mejor desempeño también presentan altos niveles de heterogeneidad en su colaboración interorganizacional. Por lo tanto, la promoción de la heterogeneidad podría añadir al desempeño científico y mejorar las redes tecno‐económicas.

Esta investigación espera impulsar el diseño de políticas de investigación y a su vez promover la heterogeneidad que pueda mejorar la relación entre los productores y usuarios de conocimiento.

La relación entre reputación, heterogeneidad y desempeño científico en administración en América Latina no ha sido abordada empíricamente. El valor de esta investigación es la confirmación empírica de las ventajas de la heterogeneidad, en vez de otras características de las escuelas, en la colaboración científica que contribuye al debate sobre heterogeneidad y desempeño.

The purpose of this paper is to analyze Spain’s success in developing mass tourism between 1950 and 1965.

This analysis will be carried out from a marketing point of view using the paradigm of the four Ps: product, price, promotion and place, but focusing on the product since, as will be seen, the three other variables had a much lesser impact at that early stage. The product, in holiday tourism, is the destination, a combination in which the main protagonist is the hotel. The authors will analyse the main characteristics of the tourist accommodation on offer in Majorca and Ibiza in two ways: by studying the general statistics on the one hand, and on the other, through the detailed description of two hotel projects focused on the same tourist market but conceptually very different. In the first, a British design from 1956, we see the seed of what could have been and was not. Spain could have been filled with enclave-type tourist destinations with little connection to the local economic network. The second hotel design, on the other hand, shows us the ideal establishment for the exploitation of mass tourism in open destinations.

In Spain, mass tourism was explosively successful because the local business community was able to offer a very attractive product.

The authors use the architectural designs of two hotels as the central axis of the description of the Spanish tourism product.

This study explores how the family influences the entrepreneurial orientation (EO) process in immigrant businesses.

The paper draws on inductive multiple-case studies using 34 in-depth interviews. This paper relies on three cases of immigrant entrepreneurs originating from Mexico and Colombia that established firms in Sweden.

The results suggest that EO development trajectories vary in the presence of family roles (i.e. inspirers, backers and partners), resulting in the immigrant family business configurations of family-role-influenced proactiveness, risk-taking and innovation.

The immigrant family configurations drive three EO-enabling scenarios: (1) home-country framing, (2) family backing and (3) transnational translating. Immigrant family dynamics facilitate the development of EO over time through reciprocal interaction processes across contexts. This study indicates that, through family dynamics, EO develops as mutually interactive processes between the immigrant entrepreneur's family in the home and host countries.