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Whether opportunities are discovered or created by entrepreneurs is a foundational question in entrepreneurship research. The purpose of this paper is to examine women entrepreneurs in high-growth new ventures and explore the cognitive resources that distinguish between three approaches to opportunity perception: opportunity discovery; opportunity creation; and a combined discover-create (ambidextrous) approach.

Using questionnaire responses from 165 women entrepreneurs in high-growth new ventures, K-means clustering was used to determine three approaches to opportunity perception. The cognitive resources associated with each approach were then identified using multiple discriminant analysis. Finally, multivariate analysis of variance was conducted to examine the relationship between opportunity perception and growth expectations.

These results demonstrate different approaches to opportunity perception among entrepreneurs in high-growth new ventures, the cognitive resources that reinforce each approach, and the expected new venture growth outcomes.

The findings offer insight on the cognitive origins of opportunity perception by empirically identifying distinct approaches to opportunity perception and the cognitive resources that underlie each. The study relies on a unique sample of entrepreneurs to understand complex cognitive phenomenon.

Understanding the effects that cognitive factors have on opportunity perception provides direction for current and aspiring entrepreneurs. The findings and instrument may be used for professional development and to inform educational strategies.

The findings offer important contributions to entrepreneurial theory and practice by addressing repeated calls for research that examines the cognitive antecedents enabling opportunity formation (discovery, creation or both). This manuscript empirically does so, while opening up possibilities for future research.

Drawing upon the framework set forth in the Interaction Model developed by the European IMP Group, examines factors leading to close relationships between buyers and sellers. An empirical test, using multiple regression analysis, demonstrates that the exchange of information and interpersonal contacts produce a co‐operative atmosphere between buyer and seller which, in turn, sets the stage for mutual adaptation. A model presented and tested affirms the relationships implied by the IMP Interaction Model and suggests managerial actions which should strengthen the links between buyer and seller.

Controversy exists about the shape of the relationship between loyalty and profitability. This paper aims to address the possibly nonlinear effects of behavioral loyalty (BLOY) on customer spending (as a proxy for profitability). Building on social exchange theory and the norm of reciprocity, it examines the asymmetries between BLOY and customer spending and the moderating influence of personal communication (PCOMM) as a social reward and dispositional positive reciprocity as process evidence.

Study 1a (n = 309) gathered customer data from four restaurants and Study 1b (n = 252) data from hotel guests after they checked out. Study 2 is an experimental study with two manipulated factors (BLOY and PCOMM). In total, 295 participants from a large German online panel completed the study.

The results indicate an inverted-U shaped relationship between BLOY and customer spending: after reaching a turning point, customers gradually curb spending as their BLOY further increases. High PCOMM acts as a reciprocal response while triggering additional customer spending particularly at higher levels of behavioral loyalty; positive reciprocity adjusts the differences in customer spending when social rewards such as PCOMM are present.

The asymmetric relationship between BLOY and customer spending is tested only for hedonic service settings.

Not all loyal customers spend more – companies need to meet their reciprocal obligations before they can benefit from increased customer spending.

The present research re-considers the nature of the relationship between BLOY and customer spending and reveals an inverted-U shaped relationship, with a turning point beyond which greater customer loyalty decreases customer spending. It finds converging process evidence for the mechanism of reciprocity underlying this relationship. This study also details the financial impact of BLOY on the firm by investigating actual customer spending.

Companies that successfully incorporate international sourcing into their international marketing strategies enhance their abilities to provide their customers with quality products at acceptable prices. To a large extent, an effective international marketing strategy depends on a firm′s ability to segment its international markets. Previous studies addressed country segmentation on the basis of clustering a group of countries by an array of macroeconomic factors. These studies focussed their attention on segmenting countries on the factors important to making marketing decisions. Focusses on the making of sourcing decisions. More specifically, analyzes the extent to which countries belong to the same grouping on the basis of purchasing patterns of materials, components, finished products or technology. One‐hundred‐and‐thirty‐five firms representing 42 different countries were surveyed. The countries were clustered on the basis of these firms′ sourcing strategies. The market segment approach enables industrial marketers who are inexperienced in marketing internationally to borrow from the experience of firms which are already present in such markets. Furthermore, the availability and reliability of data and the proposed methodology can serve as useful tools in conducting such research.

Explores the factors that motivate companies to utilize offshore sources or prevent them from doing so. One‐hundred‐and‐fifteen firms representing 68 different industries were surveyed. The findings indicate that buyers in the responding companies followed a more traditional approach to purchasing, concentrating on a search for the lowest cost source of supply. The ability to access and rely on a global network of world‐class suppliers holds the key to competitiveness in today′s environment.

The purpose of this paper is to demonstrate how a web‐based virtual ideation tool, dialogr.com, can be used to capture insights from consumers and to gain an understanding of consumer satisfaction with package design during and after product use. The authors also demonstrate how the resulting rich qualitative data can be combined with output from traditional survey research, to provide insight into the impact of satisfaction with package design on purchase intent.

A mixed‐methods approach was employed that captured qualitative insights from a large number of consumers regarding their experience using product packaging and combined the quantitative rigor of survey research to capture brand familiarity and perceptions, as well as brand preference and loyalty.

Results demonstrate that design is important to consumers and also that consumers are increasingly design literate. The perceived quality of the package design does impact brand evaluation. Negative reactions to product packaging adversely impacted intent to purchase and intent to recommend the product to others.

Results show that the mixed model is a promising method for gaining feedback on new package designs. Substantive implications include: design drives purchase, consumers want to be involved in design, and getting user input on design is important.

Consumer packaged goods companies often test packaging prototypes in a limited way – they either ignore qualitative measurement completely or use small sample focus groups. This quali‐quant method offers two advantages over the methodologies most commonly used to study package design; it has the capacity to engage large numbers of consumers and it can be set up to gather data from consumers during or immediately after product use.

TO many of us it is a matter for regret that we are not able to keep ourselves so closely in touch with library affairs in other parts of the world as we would wish. With American happenings we are, of course, fairly well acquainted, but Colonial effort has not received the attention which is its due. In many places in the Empire methods are, in certain ways, in advance of ours—in more than one country the legislation has been more enlightened than it was in England until quite recently—and everywhere the experience of keen progressive librarians facing their own particular problems must prove of interest and value to those in the home country. Therefore we believe that by devoting this issue to a discussion of some phases of Colonial librarianship we are but answering the large demand for such information.

Looks at the 2000 Employment Research Unit Annual Conference held at the University of Cardiff in Wales on 6/7 September 2000. Spotlights the 76 or so presentations within and shows that these are in many, differing, areas across management research from: retail finance; precarious jobs and decisions; methodological lessons from feminism; call centre experience and disability discrimination. These and all points east and west are covered and laid out in a simple, abstract style, including, where applicable, references, endnotes and bibliography in an easy‐to‐follow manner. Summarizes each paper and also gives conclusions where needed, in a comfortable modern format.