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Salespeople assume legal obligations every time they talk with a potential buyer. Obviously, the sales manager is ultimately accountable for these obligations. It is crucial, then, that the sales manager and the sales force of today be cognizant of the part a sales presentation may play in creating a legal warranty. The sales manager must be conscious of the increasing legal penetration into the sales area. It is more and more difficult to direct the sales force to give one's product every available edge, yet stay within the boundaries of the law. The sales manager, therefore, should make all salespeople aware of the legal implications of what they communicate to the customer. In addition, the sales force must realize the importance of its sales delivery in view of the law. There is no excuse for ignorance, for there is an abundance of information available in the form of books, periodicals, and government documents. Care must be taken to insure that the required restraints on ambitious salespeople doesn't weaken their spirits and morale — resulting in fewer sales — but the costs and legal suits avoided, and the good‐will that is retained may more than compensate. Prior to dealing with the specifics of the salesperson's behavior and its legal implications, the pertinent portions of the Uniform Commercial Code are briefly reviewed.

Provides an examination of the importance of barter in the radio industry based on a systematic random sample of 195 radio stations within the continental USA. Describes how data were collected to assess the prevalence of barter in the industry. Analyzes the managerial decisions pertaining to barter to provide basic understanding of barter programming and its role in the station manager’s strategic planning. Concludes that station managers are using barter more and more to reinforce their product offerings and reduce the squeeze on cash flow. Providing programming that hits the right people continues to be a challenge for station managers.

If we want to improve managerial cognition, we need to capture the full spectrum of cognitive functions and the complex processes through which they unfold. I propose two very different methods (one older and low-tech, one newer and high-tech) that allow us to observe cognitive functions and processes directly in real time.

The complex value chain that facilitates local food production and consumption includes purveyors positioned across a range of marketspaces who through the various ways they present and sell their products help create and convey the meaning of “local food.” Limited governance within local food systems (LFSs) and a lack of consensus on the definition of “local food” provide purveyors with notable latitude in how they frame the meaning of “local” in the food products they produce, market, and sell. Consequently, the expansion of food products that are framed as being “local” within conventional marketspaces threatens to convolute the meaning and representation of local food within specific LFSs and across the broader local food movement (LFM). Here, I use a structured photo analysis design to explore the elements that influence the visual representation of “local food” by purveyors within five farmers’ markets and five grocery stores located across the Southern Arizona LFS (SALFS). I consider the farmers’ markets to be alternative marketspaces and the grocery stores to be conventional marketspaces. The data consist of 683 original photos taken of local food framing practices within the farmers’ markets and grocery stores and extensive field notes captured throughout multiple direct observations at each market space. My exploration is guided by a theoretical framework composed of constructs specific to institutional logic, product framing, and taste regimes. The findings illustrate how local food framing practices across alternative and mainstream marketspaces foster a local food taste regime that fails to convey the fundamental principles and values of the LFM. Recommendations for both practice and research are developed from the findings.

External environment drives established enterprises to employ management innovation. Drawing on dual-process theories, this paper purports to investigate TMT's intuitive and rational decision-making styles as mediating roles between perceived environmental turbulences and management innovation, and explain how organizational slack play an critical moderating role.

SPSS 25 is used to test 120 established enterprises' top management team (TMT) samples in China, and the moderated mediation model is empirically tested by using hierarchical regression analysis and conditional process analysis.

Perceived environmental turbulences promotes management innovation. Organizational slack as contextual variable influences the relationship between technology turbulence and TMT's decision-making styles. Interestingly, only perceived technology turbulence indirectly affects management innovation through TMT's intuitive decision-making when moderated by organizational slack. However, the indirect effect from perceived market turbulence to management innovation through TMT's rational decision-making is not significant when moderated by organizational slack.

Based on management innovation's human agency perspective, TMT's decision-making styles have not been discussed in research on management innovation. This paper sheds light on TMT's decision-making styles as mediating role.

The purpose of this paper is to examine what are both the main theoretical basis and the recent perspectives within the organizational innovation literature.

The authors have conducted a bibliometric analysis reviewing the research on organizational innovation from 460 articles published in the period from 2007 to 2016 and indexed in the Web of Science through co-citation and bibliographical coupling analyses.

The clusters analysis results show that the main theoretical foundations are learning and evolution; implementation of innovation; and leadership, creativity and learning. Regarding recent perspectives, the clusters indicate studies on core concepts, knowledge and capability, learning for resource development and human resources for innovation.

This study organizes the knowledge basis for future research on organizational innovation, and, unlike most literature reviews, this study provides the current trends on the topic and presents a comprehensive research agenda.

Qualitative research suffers from “contestation” and a lack of “boilerplate” problems to assessing and presenting qualitative data, which have hampered its development and the broader acceptance of qualitative research. This paper aims to address this gap by marrying the constructivist methodology and RQDA, a relatively new open-source computer-assisted qualitative data analysis (CAQDAS)-based R extension and demonstrate how the software can increase the rigor, transparency and validity of qualitative research.

This paper highlights the constructivist approach as an important paradigm in qualitative research and demonstrates how it can be operationalized and enhanced using RQDA. It provides a technical and methodological review of RQDA, along with its main strengths and weaknesses, in relation with two popular CAQDAS tools, ATLAS.ti and NVivo. Using samples of customer-generated e-complaints and e-praises in the electronics/computer sector, this paper demonstrates the development of a process model of customer e-complaint rhetoric.

This study offers step-by-step instructions for installing and using RQDA for data coding, aggregation, plotting and theory building. It emphasizes the importance of techniques for sharing coding outputs among researchers and journal gatekeepers to better disseminate and share research findings. It also describes the authors’ use of RQDA in classrooms of undergraduates and graduate students.

This paper addresses the “contestation” and “boilerplate” gaps, offering practical, step-by-step instructions to operationalize and enhance the constructivist approach using the RQDA-based approach. This opens new opportunities for existing R users to “cross over” to analyzing textual data as well as for computer-savvy scholars, analysts and research students in academia and industry who wish to transition to CAQDAS-based qualitative research because RQDA is free and can leverage the strengths of the R computing platform.

This study offers the first published review and demonstration of the RQDA-based constructivist methodology that provide the processes needed to enhance the rigor, transparency and validity of qualitative research. It demonstrates the systematic development of a data structure and a process model of customer e-complaint rhetoric using RQDA.

Reality breakdowns generate reflexivity and awareness of the constructed nature of social reality. These pivotal moments can motivate institutional inhabitants to either modify their social worlds or reaffirm the status quo. Thus, reality breakdowns are the initial points at which actors can conceive of new possibilities for institutional arrangements and initiate change processes to realize them. Studying reality breakdowns enables scholars to understand not just how institutional change occurs, but also why it does or does not do so. In this paper, we investigate how institutional inhabitants responded to a reality breakdown that occurred during our ethnography of collegial governance in a large North American university that was undergoing a strategic change initiative. Our findings suggest that there is a consequential process following reality breakdowns whereby institutional inhabitants construct the severity of these events. In our context, institutional inhabitants first attempted to restore order to their social world by reaffirming the status quo; when their efforts failed, they began to formulate alternative possibilities. Simultaneously, they engaged in a distributed sensemaking process whereby they diminished and reoriented necessary changes, ultimately inhibiting the formulation of these new possibilities. Our findings confirm reality breakdowns and institutional awareness as potential drivers of institutional change and complicate our understanding of antecedent microprocesses that may forestall the initiation of change efforts.