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Article
Publication date: 10 January 2022

Kara Lasater, Meghan Scales, Kelley Sells, Meleah Hoskins and Jordan Dickey

The purpose of this paper is to demonstrate how rural schools and communities responded to the COVID-19 pandemic through compassionate care.

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Abstract

Purpose

The purpose of this paper is to demonstrate how rural schools and communities responded to the COVID-19 pandemic through compassionate care.

Design/methodology/approach

This paper provides “compassion narratives” (Frost et al., 2006, p. 851) from five educators (i.e. the authors) working and/or living in rural communities. Each narrative describes how compassion was witnessed and experienced from various professional positions (which include classroom teacher; building-level leader; district-level leader; special services director and school psychologist; and assistant professor of educational leadership).

Findings

The compassion narratives described in this paper demonstrate how various organizations and communities responded to COVID-19 through compassionate care. They also provide a lens for considering how rural schools and communities might sustain compassion in a post-pandemic world.

Originality/value

This paper extends disciplinary knowledge by considering the healing, transformative power of compassion within rural schools and communities – not just in response to COVID-19 but in response to all future adversities.

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Journal for Multicultural Education, vol. 16 no. 1
Type: Research Article
ISSN: 2053-535X

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Article
Publication date: 12 January 2010

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Pigment & Resin Technology, vol. 39 no. 1
Type: Research Article
ISSN: 0369-9420

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Book part
Publication date: 30 October 2009

David J. Leonard

Although the commodification of black bodies amid state violence and widespread racism is nothing new, considering the histories of Hollywood, jazz, minstrelsy, or even athletes…

Abstract

Although the commodification of black bodies amid state violence and widespread racism is nothing new, considering the histories of Hollywood, jazz, minstrelsy, or even athletes enslaved on plantations (Rhoden, 2006), the hyper commodification of the contemporary black athlete, alongside expansive processes of globalization, growth in the profitability of black bodies, and their importance within colorblind discourse, demonstrates the importance of commodification within our new racist moment. Likewise, the shrinking opportunities afforded to African American youth, alongside clear messages about the path to desired black masculinity (Neal, 2005; Watkins, 1998; West, 1994), push black youth into a sports world where the possibility of striking it rich leads to a “win at all costs” attitude. Robin Kelley argues that African American youth participate in sports or engage in other cultural practices as an attempt to resist or negotiate the inherent contradictions of post-industrial American capitalism (Kelley, 1998). Patricia Hill Collins describes this process in the following terms: “Recognizing that black culture was a marketable commodity, they put it up for sale, selling an essentialized black culture that white youth could emulate yet never own. These message was clear – ‘the world may be against us, but we are here and we intend to get paid’” (Collins, 2006, p. 298). Celia Lury concurs, noting that heightened levels of commodification embody a shift from a racial logic defined by scientific racism to one centering on cultural difference. She argues that commodity racism “has contributed to shifts in how racism operates, specifically to the shift from a racism tied to biological understandings of ‘race’ in which identity is fixed or naturalized to a racism in which ‘race’ is a cultural category in which racial identity is represented as a matter of style, and is the subject of choice” (Lury, 1996, p. 169; as quoted in Spencer, 2004, p. 123). In the context of new racism, as manifested in heightened levels of commodification of Othered bodies, racial identity is simply a choice, but a cultural marker that can be celebrated and sold, policed, or demonized with little questions about racial implications (Spencer, 2004, pp. 123–125). Blackness, thus, becomes little more than a culture style, something that can be sold on Ebay and tried on at the ball or some something that needs to be policed or driven out-of-existence. Race is conceptualized “as a matter of style, something that can be put on or taken off at will” (Willis as quoted in Spencer, 2004, p. 123). Collins notes further that the process of commodification is not simply about selling “an essentialized black culture,” but rather a particular construction of blackness that has proven beneficial to white owners. “Athletes and criminals alike are profitable, not for the vast majority of African American men, but for people who own the teams, control the media, provide food, clothing and telephone services, and who consume seemingly endless images of pimps, hustlers, rapists, and felons” (2006, p. 311). bell hooks, who describes this process as “eating the other,” sees profit and ideology as crucial to understanding the commodification of black bodies. “When race and ethnicity become commodified as resources for pleasure, the culture of specific groups, as well as the bodies of individuals, can be seen as constituting an alternative playground where members of dominating races…affirm their power-over in intimate relations with the other” (Hooks, 1992, p. 23). She, along with Collins, emphasizes the importance of sex and sexuality, within this processes of commodification, arguing that commodification of black male (and female) bodies emanates from and reproduces longstanding mythologies regarding black sexual power.

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Studies in Symbolic Interaction
Type: Book
ISBN: 978-1-84855-785-7

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Article
Publication date: 1 February 2000

Bruce D. Keillor, R. Stephen Parker and Charles E. Pettijohn

One of the recent trends in sales research has been a growing focus on relationally based buyer‐seller interactions. Although existing sales literature is in general agreement as…

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Abstract

One of the recent trends in sales research has been a growing focus on relationally based buyer‐seller interactions. Although existing sales literature is in general agreement as to the theoretical composition of buyer‐seller relationships, a lack of empirical evidence exists for the interrelationships of various aspects of relational selling (e.g. customer orientation, adaptability, and service orientation) on individual salespersons’ performance. Investigates the effect of these relational selling characteristics on the performance of individual salespeople. The results show a positive relationship exists between customer orientation and actual performance as measured by average annual sales dollars. Implications of the results for sales managers and sales researchers are discussed.

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Journal of Business & Industrial Marketing, vol. 15 no. 1
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 April 2001

Roger Bennett and Helen Gabriel

Presents the results of an empirical investigation into whether the attribution by members of the public of an unfavourable reputational trait (e.g. dishonesty) to a company…

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Abstract

Presents the results of an empirical investigation into whether the attribution by members of the public of an unfavourable reputational trait (e.g. dishonesty) to a company covaries with other traits ascribed to the same enterprise. Additionally it examines whether people aggregate successive pieces of unfavourable information received about a business to form a continuously worsening impression of it; or whether they mentally average bad news, so that successive adverse items can actually improve the overall impression – provided the later messages are not as damaging as the earlier ones. The study is based on the UK pensions mis‐selling scandal, which generated severe, long‐term media criticism of the large UK insurance companies. Hence it analyses a unique reputational management situation in that the firms involved are subject to continuous and intense scrutiny, protracted and hostile media coverage, periodic public censure by regulatory authorities, and interference in day‐to‐day management by government agencies. The proposition that pensions are an “avoidance product” is also explored.

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European Journal of Marketing, vol. 35 no. 3/4
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 22 August 2008

A. Ben Oumlil

The purpose of this paper is to address what a sound warranty policy entails by identifying the key variables involved in the development of a warranty program.

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Abstract

Purpose

The purpose of this paper is to address what a sound warranty policy entails by identifying the key variables involved in the development of a warranty program.

Design/methodology/approach

The sample population was composed of employees in the US division involved with high‐tech product warranties. A survey questionnaire was used to collect data from the participants.

Findings

The paper finds that the formality of the warranty policy should depend on its complexity. Differences exist between types of warranty based on the product knowledge of the buyer. Although a standardized warranty is easy to administer, as the product line diversifies, it becomes more challenging to standardize.

Research limitations/implications

This study can be expanded by examining how companies balance the cost/quality/warranty ability of the product, the techniques used to allocate warranty costs, and to evaluate multiple companies/industries, perhaps with a longitudinal focus.

Practical implications

The formality can be used to communicate the product warranty throughout the organization. Each department has a responsibility to the customer, so team members from service, product development, and marketing should plan and develop the warranty. A standardized warranty can send a clearer message to a customer about a firm's products. Simplifying front and back‐end processing and streamlining support structures can reduce costs.

Originality/value

In this paper, the identified key variable is brought out in warranty management framework. The development of this framework will satisfy a current, critical need to provide guidelines with all the steps needed to develop a warranty policy.

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Journal of Business & Industrial Marketing, vol. 23 no. 7
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 17 August 2012

Susanne Wiatr Borg and Per Vagn Freytag

This paper aims to offer a two‐dimensional holistic framework for analyzing interpersonal relationships in the sales process in a business‐to‐business (B2B) context.

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Abstract

Purpose

This paper aims to offer a two‐dimensional holistic framework for analyzing interpersonal relationships in the sales process in a business‐to‐business (B2B) context.

Design/methodology/approach

This paper takes the form of a literature study of the key concept, i.e. “interpersonal relationship”, three behavior‐based theoretical streams, and an eclectic range of existing models within the existing buyer‐seller literature.

Findings

The framework presented suggests that interpersonal relationships are comprehensible from four perspectives or levels in a sales process – i.e. environment, firm, sales cycle, and sales characteristics. The finding illustrated in the framework is that, in order to understand and manage interpersonal relationships in a sales process effectively, it is valuable to apply a holistic picture, thus including all four levels. This is because dynamic forces exist not only within each layer, but also between layers. In addition, it was found that existing normative directions that focus on managing interpersonal relationships in a sales process are currently contingent upon the level at which the analysis takes place. The findings suggest that future normative directions should instead apply a multi‐perspective approach.

Practical implications

The helicopter view framework of interpersonal relationships in a sales process presented here enables businesses to understand and optimize the interpersonal relationship strategy in their selling process.

Originality/value

By adopting a cross‐paradigm philosophy and a multi‐method approach, this paper offers a new, comprehensive framework for understanding a B2B selling process that focuses on interpersonal relationships. Furthermore, it presents a normative relationship management overview relevant to both academics and practitioners.

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Case study
Publication date: 20 January 2017

Robert F. Bruner

In January 1996, an investment manager of a hedge fund is considering purchasing an equity interest in a start-up biotechnology firm, Rocky Mountain Advanced Genome (RMAG). The…

Abstract

In January 1996, an investment manager of a hedge fund is considering purchasing an equity interest in a start-up biotechnology firm, Rocky Mountain Advanced Genome (RMAG). The asking price is $46 million for a 90% equity interest. Although managers of the firm are optimistic about its future performance, the investment manager is more conservative in her expectations. She asks an analyst to fashion a counterproposal for RMAG's management. The tasks for the student are to apply the concept of terminal value, interpret completed analyses and data, and derive implications of different terminal value assumptions in an effort to recommend a counterproposal. Little computation is required of the student. The main objective of the case is to survey many conceptual and practical challenges associated with estimating a firm's terminal value. Issues addressed include the concept of terminal value; the materiality of the terminal-value assumption; the varieties of terminal-value estimators and their strengths and weaknesses; taxation of terminal values; when to assume liquidation versus going-concern terminal values; choosing a forecast horizon at which to estimate a terminal value; the constant growth valuation model, its derivation, limiting assumptions of constant growth to infinity, and WACC > g; use of the Fisher Formula as a foundation for estimating growth rate to infinity; and using a variety of estimates to “triangulate” in on a terminal value.

Details

Darden Business Publishing Cases, vol. no.
Type: Case Study
ISSN: 2474-7890
Published by: University of Virginia Darden School Foundation

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Article
Publication date: 1 June 2015

Charles B. Ragland, Lance Eliot Brouthers and Scott M. Widmier

– The purpose of this paper is to use a theoretical framework (institutional theory) to predict international market selection (IMS) for the direct selling industry.

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Abstract

Purpose

The purpose of this paper is to use a theoretical framework (institutional theory) to predict international market selection (IMS) for the direct selling industry.

Design/methodology/approach

The authors use independent variables taken from institutional theory to predict IMS for the direct selling industry, allowing the authors to show the relationship between institutional theory – defined independent variables and the relative attractiveness of international markets. The model is applied to a broad sample of 51 developed and emerging nations that comprise 91 percent of worldwide GDP.

Findings

The authors found that the hypotheses were confirmed. Institutional theory – defined independent variables did a good job of predicting the relative attractiveness of international markets.

Research limitations/implications

The authors used cross sectional country level data to validate their model. One major implication: institutional theory appears to do an excellent job of predicting IMS in contrast to geographic proximity or cultural similarity for the direct selling industry.

Practical implications

Managers should consider formal and informal aspects of the institutional environment, when selecting new international markets.

Originality/Value

In contrast to most IMS papers, the authors apply a theory to predict IMS outcomes, helping to provide greater potential generalizability. The authors show that selected dimensions of institutional theory do a good job of predicting IMS for the direct selling industry. Future efforts may wish to apply institutional theory to new IMS contexts. The authors conclude with managerial implications.

Details

Marketing Intelligence & Planning, vol. 33 no. 4
Type: Research Article
ISSN: 0263-4503

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Article
Publication date: 7 December 2020

Barbara Barney-McNamara, James Peltier, Pavan Rao Chennamaneni and Keith Eric Niedermeier

The purpose of this paper is to provide a detail review of the social selling literature and to offer future research needs. Social selling has gained the attention of sales…

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Abstract

Purpose

The purpose of this paper is to provide a detail review of the social selling literature and to offer future research needs. Social selling has gained the attention of sales researchers. Rather than merely a new tool, social selling redefines the traditional sales process. However, the literature is spread across topics of social media and sales, social customer relationship management, salesforce automation and social selling, and does not provide an agreed-upon definition or tested construct for implementation.

Design/methodology/approach

The paper presents a comprehensive literature review of social selling and all related terminology.

Findings

The authors propose a social selling framework that includes personal branding, information exchange, networking and social listening to define and outline the construct while suggesting the antecedents and outcomes to guide future research. Findings from a literature review include outlining key theories used in social selling research.

Originality/value

This review offers a conceptual framework of social selling, including both antecedents and outcomes, to inform future research and guide academics and practitioners.

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