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Businesses succeed or fail based on competitive advantage. Over the course of business history a number of innovative business practices have earned the distinction of being “milestones” in competitive advantage. Examples of such groundbreaking competitive developments include portfolio strategies in product management and restructuring companies specifically to gain competitiveness. In the early 1990s “Time‐Based Competition” was proposed by Stalk and Hout to be a new major dimension of competition. The book on this subject by these authors, Competing Against Time, (1990) is regarded as a classic work in competitive strategy. In essence, time‐based competition focuses on gaining advantage by being faster than competitors—faster in responding to market changes, faster with new product development and introductions, faster in integrating new technology into products, and faster in distribution and customer service. Success stories of time‐based competitors are numerous; for example the Japanese used time‐based competition as a fundamental component of their automobile manufacturing strategy that caught U.S. firms off guard. Just as time‐based competition matured as a competitive strategy the Internet, World Wide Web and other “virtual” communications links have emerged, proliferated and profoundly impacted competitive strategy. This paper proposes a new dimension of competitive advantage to be called “virtual marketing.” Virtual marketing could be a new milestone in competitive strategy much like time‐based competition.

This study evaluated the linkages among market tracking, research & development (R&D), international competition and firm profitability. Over six hundred electronic and computer manufacturers were surveyed. Results show a clear linkage between market tracking, R&D and increased profitability. The study found no linkage between international competition and profitability. These findings are useful benchmarks for marketing managers in understanding the contributions these practices and variables make to the financial performance of the firm.

Examines turnover functionality (high‐ and low‐performing quitters and stayers) in a business‐to‐business sales setting. Prior research indicates that antecedents of turnover frequency and turnover functionality are different. However, this may be an artifact of the way in which turnover has been measured. This study develops a new criterion of turnover functionality. Additionally, common antecedents of turnover frequency were examined to see if they could differentiate between high‐ and low‐performing quitters and stayers. The results indicate that several antecedents associated with turnover frequency are able to discriminate among different groups of high‐ and low‐performing quitters and stayers. Specifically, satisfaction with promotion, supervision, work, and global satisfaction contribute to our understanding of turnover functionality. Additionally, role conflict, role ambiguity, anxiety, evaluation of job alternatives, and intention to quit are also good discriminators of turnover functionality.

The purpose of this research is an examination of three different types of sales approaches (product-, solution- and provocation-based) on relational outcomes. The type of sales approach influences buyer's assessments about the trustworthiness of the salesperson and the conflict with the salesperson. These outcomes of the sales approach affect the customer's economic and non-economic satisfaction.

Using cross-sectional survey data from a sample of 840 organizational buyers, a structural equation model measures the path coefficients of the proposed model and tests the differences in the magnitude based on gender.

The results indicate that sales approaches will differentially influence assessments of trustworthiness and conflict. The magnitude of the influence of the sales approach on outcomes is different between genders.

To the best of the authors' knowledge, this is the first empirical study to examine the impact of sales approaches on both genders of organizational buyers.

Examines the effect of the quality of a salesperson’s relationship with a customer on the likelihood of retaining that customer’s business. Assesses the effects of high/low‐quality buyer‐salesperson relationships on obtaining referrals and recommendations from a customer. Results indicate that buyers who rated the quality of their relationship with their salesperson as above average were more likely to remain. In addition, above average buyer‐salesperson relationships were more likely to generate recommendations and referrals from customers. Suggests that a salesperson’s efforts to build relationships are rewarded by greater customer retention and increased business through referrals and recommendations.

This study investigated the effect of cooperative learning on the performance of female college students enrolled in “writing and research” courses at Prince Mohammad Bin Fahd University (Al Khobar, Saudi Arabia). Cooperative learning (CL) activities were employed in place of traditional lectures and group activities. Two populations were compared, one with the CL methodology and one with traditional methodology. The results were assessed by final exam scores, final course grades, the number of students passing, pre and post-tests and a self-report survey. We found that this sample of Arab college students performed at a higher level in the CL classes than in the traditional classes. Findings suggest that CL is an effective method for teaching Arab college students.

This paper aims to offer a profile of Julie Leibrich.

After a short introduction by Jerome, Julie provides a short biography and is then interviewed by Jerome. Areas covered in the interview include community care, discovery and sanctuary.

Julie is a psychologist, a poet and someone who has “lived experience” of mental health problems. Julie tells us about the historical problems of implementing community care, here and in New Zealand; she suggests that discrimination towards the mentally ill is more important than stigma; she talks about the importance of “A Gift of Stories” and why she has written her latest book on sanctuary.

The paper illustrates that Julie provides a unique perspective on recovery, though she prefers the term discovery. Her experiences as a research psychologist and as someone with lived experience have informed her writing.

Few studies explore post-collegiate leadership applications of alumni who complete curricular leadership programs, like minors or certificates. How can we, as a field, say our leadership programs and courses integrate beyond the boundaries of campus or undergraduate life without an understanding of post-collegiate leadership applications? This study explored the leadership learning of alumni of an undergraduate academic leadership certificate in the southeast United States. The researchers employed a qualitative, single, embedded case study design and data collection for this study. The study primarily relied on in-depth interviews, utilizing an interview guide approach (Johnson & Christensen, 2014). The interview guide’s purpose was to focus interviews on topics related to students’ learning and current applications of program learning outcomes. This study’s findings highlighted the practice of reflection for alumni, appreciation for collaboration and building relationships, and how alumni could connect and apply their past leadership coursework to their current professional or personal leadership experiences. The researchers were interested in exploring how leadership learning in higher education contributed to students’ success in their careers, personal life, and community.