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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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…
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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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…
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.
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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.
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.
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.
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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…
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.
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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…
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.