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This paper aims to propose and test an exploratory model, illustrating performance differences based on underlying role identities and attributions of salespeople in business markets.

The sample consists of 60 salespeople from a Fortune 100 high technology firm responsible for managing multi‐million dollar customer projects. Interviews with both salespeople and their sales managers provided the data to examine the relationships among role identities, attributions, and performance.

The model suggests that higher‐performing salespeople have role identities as sales consultants, whereas lower performers tend to have role identities as technical specialists. Further, those salespeople with sales consultant role identities were more likely to attribute success to relational factors, whereas salespeople with technical specialist role identities were more likely to attribute success to technical factors. There were no significant relationships among role identities and attribution type in unsuccessful customer engagements.

While multiple sources of data were obtained from both salespeople and sales managers, all the respondents were from one large multinational organization.

The link between role identity and attributions provides opportunities for situation‐based sales training programs, and sheds new light on performance differences among salespeople.

The paper isolates role identity as a potential driver of salesperson performance.

As the First Lady, Michelle Obama stated that she had a number of priorities but that the first year would be mainly about supporting her two girls in their transitions to their new life in the White House. Her choice to be mom-in-chief drew unusually intense and rather puzzling, scrutiny. The chapter briefly discusses the range of reactions along the political spectrum as well as African-American feminists’ analyses of the stereotypes of Black women underlying those reactions. This analysis engages the debates from a different perspective. First, the chapter addresses the under-theorizing of the racialized gender norms embedded in the symbolism of the White House and the role of First Lady. It challenges the presumption of traditional notions of true womanhood and the incorrect conclusion that mothering would preclude public engagement.

Second and most importantly, this chapter argues that there are fundamental misunderstandings of what mothering meant for Michelle Obama as African-American woman. Cultural traditions and socio-historical conditions have led Black women, both relatives and non-kin, to form mothering relationships with others’ children and to appreciate the interdependence of “nurturing” one's own children, other children, and entire communities. Those practitioners whose nurturing activities encompassed commitment and contributions to the collectivity were referred to as community othermothering. Using primary sources, this chapter examines in detail Michelle Obama's socialization for and her practice of community othermothering in her role as First Lady. Attention is focused on her transformation of White House events by extending hospitality to more within Washington, DC, and the nation, plus broadening young people's exposure to inspiration, opportunities, and support for setting and accomplishing their dreams. Similarly, the concept of community othermothering is also used to explain Michelle Obama’s reinterpretation of the traditional First Lady's special project into the ambitious “Let's Move” initiative to end childhood obesity within a generation. The othermothering values and endeavors have helped establish the White House as “the People's House.”

Interviews were conducted with eight family businesses involved in several industries in Western Australia.

The purpose of this study is to draw on the experiences of family-owned firms and explore how contemporary human resource management (HRM) and allied developments shape their business practices.

Significant strengths emerged relevant to “formalised HRM processes” and “familiness”. However, challenges were simultaneously experienced or interpreted as negatively affecting family firm performance. In addition, there was a relationship between challenges and external environmental factors. These challenges are categorised as “labour costs and supply” and “formalising HRM practices”. Further, participants discussed emerging opportunities, and how they were strategically considering the relationship between organisation finance, innovation, future growth, operations and HRM.

From a practical standpoint, the research addresses the complexities of managing contemporary HRM developments in ways that contribute to improved family firm performance. From a theoretical perspective, key insights of the resource-based view (RBV) of the firm and strategic HRM theory are considered to gain a deeper understanding of family firms' adaptive managerial activities.

Pre-colonization, Tribes lived in ways that were well-adapted to natural hazards and stewarded the environment respectfully. Colonization and the federal reservation system have stuck Tribes in static, often hazard-prone, areas; removing their foundational capabilities for avoiding disaster and environmental hazard impacts. The premise of ceded lands and the reservation system was a trust responsibility of the federal government to provide resources for continuing self-governance of Tribal Nations. Fulfillment of the federal government’s trust responsibility to Tribal Nations in the realm of climate change and disasters is predicated on the provision of sufficient resources for the Tribal Nation itself to properly govern. The trust responsibility is not fulfilled through the federal government allowing applications to program-dictated grant opportunities or even consistent, yet insufficient, recurring funding for disaster management. Nor is the trust responsibility fulfilled through the preparation and resourcing of outside entities – local, state, and up to the federal government itself – to enact disaster management actions on sovereign lands. The ability of a nation to develop and administer governmental programs and services independent of outside interference is the very foundation of sovereignty and self-determination. The fulfillment of the trust responsibility for disaster management hinges, therefore, on the allocation of sufficient resources and legal space for self-governance for Tribal Nations to return to pre-colonization levels of capability and sovereignty for disaster management for their citizens and residents.

Wonders whether companies actually have employees best interests at heart across physical, mental and spiritual spheres. Posits that most organizations ignore their workforce – not even, in many cases, describing workers as assets! Describes many studies to back up this claim in theis work based on the 2002 Employment Research Unit Annual Conference, in Cardiff, Wales.

This paper seeks to explore the recruiting and organising methods used by Irish full‐time union officials to recruit new members in the private sector of the economy.

The analysis is based on a survey of full‐time union officials in eight Irish trade unions.

Results indicate that the use of organising techniques by officials had no significant impact on changes in membership numbers but did have a significant and positive impact on reported changes in new members. However, the variance explained was extremely modest.

A potential limitation is that the organising model is assessed solely from the perspective of full‐time union officials. An area for future research would be to capture the attitudes and experiences of local activists involved in organising.

The demands of the organising approach require great commitment in terms of time and financial resources for unions. Yet the returns from this investment may be slight as only a relatively weak relationship was found between the number of organising methods used and changes in membership numbers and the recruitment of new members.

To date there has been little systematic study of either the recruitment methods used by Irish trade unions or the relative success of different approaches. Based on a survey of Irish full‐time union officials, this paper attempts to address this lacuna.

The purpose of this study is to examine how commercial beekeepers operating in two different nations perceive their role towards their community and society. The realms of role theory will be adopted.

Data among 144 commercial beekeepers operating in both New Zealand and the United Kingdom (UK) were gathered through an online questionnaire. The design of the questionnaire, which allowed extended comments from the participating commercial beekeepers, validated the use of the inductive analysis approach that enabled the emergence of various distinctive themes, and the development of a theoretical framework.

Participants from both New Zealand and UK recognised similar ways of making a positive impact. Moreover, they agreed that their contribution spanned from pollinating fields and orchards, to improving food production and preserving nature. Nevertheless, the two groups also differed in their views, notably, of the degree of knowledge or awareness among stakeholders concerning beekeepers’ contribution.

By using a comparative view of how commercial beekeepers perceive their role vis-à-vis their wider community, this study addresses a call for rethinking the social value added that emanates from entrepreneurial activities, and how such value can affect society. Furthermore, in adopting social role theory, the study proposes a framework where strong associations between the empirical results and the tenets of social role theory are revealed. This framework affords a lens through which food-producing activities aimed at balancing producers’ commercial and environmental imperatives and their relationship with broader societal expectations could be reflected upon.

The purpose of this chapter is to delineate a number of factors unique to archives that problematize commonly accepted rhetoric in library and information studies (LIS).

This study reports on an analysis of several core concepts in archival studies (evidence, access, and power) and delineates how such concepts differ from dominant conceptions in the study of libraries.

Our research shows how archives call into question three dominant discursive tropes in LIS: the primacy of informational value (as opposed to evidential value in archives); universal access as a professional and ethical obligation; and the assumption that information institutions are universally benevolent. Although such tropes have been increasingly challenged by growing numbers of critical LIS scholars, we argue that they remain dominant discursive formations in LIS and reflect key areas of divergence that differentiate archives from libraries and distinguish the professional ethos of archivists and librarians.

This is the first chapter to delineate how archives differ from libraries in regard to human rights concerns and will spark discussion about such differences between the fields.

The launch of the Football Association's (FA) Women's Super League in 2011 was a major milestone towards the professionalisation of women's football in England. The league's formation aimed to increase the competitiveness of elite women's football in England at domestic and international level (Dunn & Welford, 2015). In 2014 the league expanded, creating a second division now known as the FA Women's Championship. This chapter explores the impact of the professionalisation of women's football in England on the second tier of women's football, by examining how players and staff at a Women's Championship club are negotiating the transition from amateur to semi-professional status. This qualitative project adopted a single case-study approach. Observations took place on home match-days to explore the match-day experience. Follow-up semi-structured interviews were then carried out with players and staff. The empirical data highlighted the key challenges and opportunities faced by clubs and their players as women's football continues to develop in this professional era. The introduction of the Women's Championship has helped to bridge the gap between amateur and professional club football in England. However, the experiences of the players and staff illustrate that operating effectively in the Women's Championship required significant sacrifice. Players were required to meet the more professional demands that were being placed upon them, without receiving any significant financial rewards for their commitments. Paid staff roles were underpinned by precarity, with the funded staff roles disappearing should the club not be able to maintain its Championship status.

Purpose – This chapter evaluates the shift in black voter support from Mayor Adrian Fenty to Mayor Vincent Gray in the 2010 DC mayoral election. The complexities of new black leadership are used as a theoretical framework for understanding the salience of gentrification, crossover racial appeal, campaign tactics, and policy implementation in the mayoral transition from one black candidate to another.Design/methodology/approach – This study used polling data from The Washington Post one month prior to the 2010 DC Democratic primary (The Washington Post, 2010). Using a sample of 630 respondents, multinomial logistic regression was used to measure the extent to which substantive policy positions, racial crossover appeal, and/or personal traits factor into voter preferences.Findings – The results reveal that a combination of personal, racial, and substantive factors contributed to Adrian Fenty’s defeat in 2010. The implications suggest a reexamination of the significance of symbolic representation in voter candidate preferences and the shifting complexity of black leadership in the procurement of black substantive representation.Originality/value – This chapter captures the transitional nature of black leadership in order to distinguish viable strategies for blacks to secure both elected office and black empowerment, while offering a more nuanced approach to analyzing the changing nature of the black voting calculus in the United States.