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Publication date: 5 February 2019

Benjamin W. Kelly and W. Peter Archibald

Erving Goffman has been variously interpreted as a symbolic interactionist, a structural functionalist, or an a-structural power-game theorist. However, when considering Goffman’s…

Abstract

Erving Goffman has been variously interpreted as a symbolic interactionist, a structural functionalist, or an a-structural power-game theorist. However, when considering Goffman’s affiliation with the human ecology (HEC) of Robert Park and Everett Hughes, one is able to shed new light on Goffman’s relationship to the aforementioned sociological paradigms. This chapter will demonstrate that his Darwinist underpinnings and overall implicit evolutionary perspective allowed him to develop a dramaturgical theory that explicates how actors are able to understand, predict, anticipate, accommodate to, and influence others while pursuing one’s own or own group’s interests, through one or more of role “taking,” “playing,” and “making.” Furthermore, Goffman elaborates upon Park’s use of dramaturgy, following him in making more room for competition and inequalities in status and power, and offering new dimensions and categories for specifying when and why different adaptive strategies will be used, within different types and degrees of accommodation. Ecological dramaturgy is the term we give to these interdependent lines of social action within stratification contexts. Such structural concerns ultimately separate Goffman from the more subjective and less deductive elements of traditional symbolic interactionist thought. We argue that Goffman’s much neglected ecological and evolutionary-minded approach to role-taking and its inspired analysis of competitive interactive processes provide a missing link in better understanding his complicated intellectual heritage.

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Article
Publication date: 1 February 1991

Robert J. Everett and Amrik S. Sohal

Individual involvement and intervention are recognised as genuine concepts of a quality improvement programme and are critical to its success. The Andon system, which is an…

654

Abstract

Individual involvement and intervention are recognised as genuine concepts of a quality improvement programme and are critical to its success. The Andon system, which is an element of TQC, is being used by a growing number of organisations for highlighting trouble areas within the production system. This article analyses the use of the Andon system in Western organisations and explores the issues concerning its usage for management and employees. The various types and mechanisms of the Andon system are discussed and examples of its usage are presented from three different sectors of the Australian manufacturing industry.

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International Journal of Quality & Reliability Management, vol. 8 no. 2
Type: Research Article
ISSN: 0265-671X

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Article
Publication date: 26 June 2009

J.D. Williams, Robert Everett and Elizabeth Rogol

This paper aims to investigate whether this savored relationship goal within business‐to‐business selling will survive through this century's formidable stumbling blocks. The…

1276

Abstract

Purpose

This paper aims to investigate whether this savored relationship goal within business‐to‐business selling will survive through this century's formidable stumbling blocks. The fundamental question may very well be, if not the present sales model(s) then is it time to formulate a new sales models?

Design/methodology/approach

The research examines the relevant sales challenge elements and sales beneficial factors as components of a new sales return on investment (ROI) model. This has generated a series of subordinate research objectives, which attempt to rationalize the contribution and weighted value of each of the modeled elements. The use of secondary research reveals a consistent thread of relationship‐selling challenges for sales teams.

Findings

Client management and sales are key functions in most organizations, and companies are increasingly realizing the importance of preserving and developing relationships with their existing clients, in addition to developing new clients. The challenge is to manage customers strategically, by constantly expanding the scope of the offering and the strength of the impact on the customer's business performance. Achieving differentiation with strategic customers requires new buyer‐seller relationship strategies that assist customers in implementing their own strategies. The capability to manage strategic customer relationships as the most critical assets in the business remains elusive.

Research limitations/implications

Effective salesperson follow‐up would logically include specific components designed to interact, connect, know, and relate with their customers: interact – the sales person acts to maximize the number of critical encounters; connect – the salesperson maintains contact with the multiple individuals in the buying; know – the salesperson coordinates and interprets the information gathered; relate – the salesperson applies relevant understanding and insight to create value‐added interactions.

Practical implications

The contribution of this paper have been directored towards offering sales and marketing organizations the foundational elements of a grass‐roots ROI modeling technique to apply towards their respective sales endeavors. This author believes that successful implementation of these key factors should enable sales teams and their sale management to achieve their respective institutional sales, client, and growth targets.

Originality/value

This paper adds to the subject knowledge of sales and sales techniques by creating new sales models, which address the twenty‐first century marketing environment challenges.

Details

International Journal of Commerce and Management, vol. 19 no. 2
Type: Research Article
ISSN: 1056-9219

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Book part
Publication date: 16 April 2012

Melvin Prince and Robert F. Everett

In consultant–client relationships, relationship longevity can create significant cost advantages and operational efficiencies for both client and consultant. At the same time…

Abstract

In consultant–client relationships, relationship longevity can create significant cost advantages and operational efficiencies for both client and consultant. At the same time, each party may also be motivated to look for new perspectives and opportunities by switching to new relationships. However, the benefits of replacing one consulting relationship with another are mitigated by switching costs: the costs associated with the act of changing the relationship itself.

This chapter explores the concept of switching costs by examining various types of costs, the ways these costs have been conceptualized in the literature, and how these costs may impact the nature and continuity of consultant–client relationships. The chapter will end with a series of hypotheses and suggestions for a research agenda to further develop our understanding of this important phenomenon.

Details

Business-to-Business Marketing Management: Strategies, Cases, and Solutions
Type: Book
ISBN: 978-1-78052-576-1

Available. Content available
Book part
Publication date: 16 April 2012

Abstract

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Business-to-Business Marketing Management: Strategies, Cases, and Solutions
Type: Book
ISBN: 978-1-78052-576-1

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Book part
Publication date: 16 April 2012

Mark S. Glynn and Arch G. Woodside

Following this introduction, the Chapter 2, “A Note on Knowledge Development in Marketing,” by Amjad Hajikhani and Peter LaPlaca, examines four themes in the development of…

Abstract

Following this introduction, the Chapter 2, “A Note on Knowledge Development in Marketing,” by Amjad Hajikhani and Peter LaPlaca, examines four themes in the development of marketing management knowledge. The discussion initially considers the scientific basis for the marketing discipline, then the academic divide between academic researchers and marketing managers.

Details

Business-to-Business Marketing Management: Strategies, Cases, and Solutions
Type: Book
ISBN: 978-1-78052-576-1

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Book part
Publication date: 27 October 2016

Alexandra L. Ferrentino, Meghan L. Maliga, Richard A. Bernardi and Susan M. Bosco

This research provides accounting-ethics authors and administrators with a benchmark for accounting-ethics research. While Bernardi and Bean (2010) considered publications in…

Abstract

This research provides accounting-ethics authors and administrators with a benchmark for accounting-ethics research. While Bernardi and Bean (2010) considered publications in business-ethics and accounting’s top-40 journals this study considers research in eight accounting-ethics and public-interest journals, as well as, 34 business-ethics journals. We analyzed the contents of our 42 journals for the 25-year period between 1991 through 2015. This research documents the continued growth (Bernardi & Bean, 2007) of accounting-ethics research in both accounting-ethics and business-ethics journals. We provide data on the top-10 ethics authors in each doctoral year group, the top-50 ethics authors over the most recent 10, 20, and 25 years, and a distribution among ethics scholars for these periods. For the 25-year timeframe, our data indicate that only 665 (274) of the 5,125 accounting PhDs/DBAs (13.0% and 5.4% respectively) in Canada and the United States had authored or co-authored one (more than one) ethics article.

Details

Research on Professional Responsibility and Ethics in Accounting
Type: Book
ISBN: 978-1-78560-973-2

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Book part
Publication date: 20 March 2001

James L. Kinneavy

Abstract

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Edward Everett Hale: The Writings of an Economic Maverick
Type: Book
ISBN: 978-1-84950-068-5

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Article
Publication date: 2 September 2024

Demi Shenrui Deng, Soobin Seo, Robert James Harrington and David Martin

The purpose of this study is to examine the role of social presence in enhancing positive behaviors in the virtual reality (VR)-based wine tourism context through an innovative…

216

Abstract

Purpose

The purpose of this study is to examine the role of social presence in enhancing positive behaviors in the virtual reality (VR)-based wine tourism context through an innovative approach.

Design/methodology/approach

Two sequential experimental studies were conducted to test proposed hypotheses using Web and head-mounted display (HMD) VR formats. Specifically, Study 1 probed the influence of social presence on mental imagery, which subsequently impacted destination visit intention, drinking intent and memorable experience. Study 2 used a field experiment to explore the boundary effects of environmental cues (nature versus social) on social presence and a series of behavioral intentions using an HMD format.

Findings

The findings represent one of the first efforts to unravel the influence of social presence on positive behaviors through mental imagery and the moderating role of environmental cues.

Research limitations/implications

This research enhances the understanding of wine tourism, drawing upon social presence theory and stimulus-organism-response framework.

Practical implications

The outcomes provide valuable insights for wine tourism marketers in developing innovative marketing strategies by addressing the usage of social presence and environmental cues in a VR setting.

Originality/value

To the best of the authors’ knowledge, this study is the first to enrich the existing knowledge of wine tourism by exploring the role of social presence and environmental cues in both Web and HMD VR formats.

Details

International Journal of Wine Business Research, vol. 36 no. 4
Type: Research Article
ISSN: 1751-1062

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Article
Publication date: 21 August 2017

Robert Ochoki Nyamori, Abu Shiraz Abdul-Rahaman and Grant Samkin

The purpose of this paper is to discuss developments in governance in Africa and the opportunities this offers to accounting, auditing and accountability researchers. The paper…

5291

Abstract

Purpose

The purpose of this paper is to discuss developments in governance in Africa and the opportunities this offers to accounting, auditing and accountability researchers. The paper also provides an overview of the other contributions in this accounting, auditing and accountability special issue.

Design/methodology/approach

This paper provides a contemporary literature review on governance and accountability in Africa, identifying the key developments in public sector reform and the research gaps that still need to be filled. While the paper focuses on Sub-Saharan Africa, the authors draw on examples from Ghana, Kenya, and South Africa – geographically representing east, west, and south of the continent.

Findings

The paper finds that governance has emerged as a crucial issue that has a significant effect on the economic development of African countries. This has been associated with a myriad of reforms which range from anti-corruption measures to public financial management reforms. The authors find that the implementation and effects of these reforms have not been adequately researched by accounting scholars.

Research limitations/implications

This is a review of a limited literature. Empirical research and a more comprehensive review of the literature from public administration and other disciplines might provide other new insights for research on governance in Africa. A further limitation is that the study has focused on a review of the most recent reforms while earlier reforms should be of particular interest to accounting historians.

Originality/value

This paper and other contributions to this special issue of AAAJ provide a basis and an agenda for accounting scholars seeking to undertake interdisciplinary research on Africa.

Details

Accounting, Auditing & Accountability Journal, vol. 30 no. 6
Type: Research Article
ISSN: 0951-3574

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