David A. Reid, Richard E. Plank, Robert M. Peterson and Gregory A. Rich
The purpose of this paper is to understand what sales management practices (SMPs) are being used by managers in the current market place, changes over time, insights that can be…
Abstract
Purpose
The purpose of this paper is to understand what sales management practices (SMPs) are being used by managers in the current market place, changes over time, insights that can be gained and future research needs.
Design/methodology/approach
Data for this paper were collected via a cross-sectional internet-based survey using a sampling frame provided by a professional sales publication. ANOVA was used to analyze 159 sales manager respondents.
Findings
Empirical results indicate that several differences are evident across the 68 SMPs items gathered, especially in terms of the size of the sales force and establish some data on using technology in sales management. However, in spite of significant changes in the sales environment, many SMPs have had limited change.
Research limitations/implications
The limitations of this paper include a sample frame drawn from a single source and via the internet and, thus, may have excluded some possible respondents from participation and somewhat limit generalizability.
Practical implications
The results of this paper raise a number of important issues for sales managers to consider. First, which SMPs should they be using? Managers need to give serious thought as to which practices they choose to use. Second, why are so many of them not making more extensive use of sales force technology? Third, is it wise for sales managers to be relying on executive opinion as their most extensively used forecasting method or should they be emphasizing another approach? A fourth issue is the continued heavy emphasis on generating sales volume as opposed to profits.
Originality/value
The data provide a rare and updated understanding of the use of SMPs by sales managers.
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Robert A. Peterson and Victoria Crittenden
Gig microentrepreneurs are individuals who have embraced short-term gigs as an entrepreneurial agency for both financial and social livelihood. Based on surveys in 2020 and 2023…
Abstract
Purpose
Gig microentrepreneurs are individuals who have embraced short-term gigs as an entrepreneurial agency for both financial and social livelihood. Based on surveys in 2020 and 2023, the research reported here presents a comprehensive, empirical portrait of two cohorts of gig microentrepreneurs. This portrait captures the similarities and differences of gig microentrepreneurs in terms of offline and online business models and the nature of gig work. Recognizing that there is not a “typical” gig microentrepreneur will help ensure that this gig business model continues to evolve without boundaries in terms of demographics, motivations and behavior and will enable marketing and entrepreneurship scholars to better assist in entrepreneurial growth and development. The purpose of this paper is to gain a better understanding of the gig microentrepreneur regardless of the nature of the gig work.
Design/methodology/approach
The research involved two separate surveys in the USA. The first survey took place in July 2020, and the second survey took place in April 2023 after major changes had taken place in the economy and in society (e.g. the COVID pandemic). Both surveys used samples generated by Dynata, an online consumer panel company with access to more than 70 million consumers worldwide who have agreed to participate as panel members.
Findings
The surveys provided answers to questions about the demographic and behavioral aspects of gig microentrepreneurs, including who they are, the number and type of gig activities in which they participate, the financial livelihood generated from gig income, the social livelihood inherent in gig work and dissatisfaction with being a microentrepreneur in the gig economy. These findings produced insights into why individuals engage in gig activities and the positive and negative impacts of that engagement. Based on the findings, nuances and trends within the gig economy and among gig microentrepreneurs are identified and discussed.
Research limitations/implications
The research limitations include lack of generalizability outside of the USA, use of panel data and survivor bias.
Practical implications
Consumers, gig microentrepreneurs, companies and government agencies can benefit from the growth in the gig economy. The vast array of gig activities in which gig microentrepreneurs engage clearly shows the need for an on-demand workforce. There are both economic and societal benefits to having a labor-force that can meet a breadth of demands with varying timeframes.
Social implications
Whether gig microentrepreneurs are engaging in gig work to augment their income because of economic insecurity or for intrinsic reasons, the motivations and behaviors of the gig microentrepreneurs are indicative of the talent and resources needed to keep the US economy moving forward positively.
Originality/value
As noted by several scholars conducting research on the gig economy, little is known about gig microentrepreneurs – who they are, what they do and why they do it. Current research on the gig economy tends to focus on online platform companies. This research offers an exploratory look at microentrepreneurs who engage in gig activities both online and offline without geographic or technological boundaries.
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Science has become a powerful tool for examining our bodies, our environment, and our universe. In fact, we have adopted science as the technique of choice for examining most…
Abstract
Science has become a powerful tool for examining our bodies, our environment, and our universe. In fact, we have adopted science as the technique of choice for examining most phenomena. The intent of this manuscript is to critique the role of science as it pertains to investigating social phenomena, i.e. entrepreneurship, and offer a highly unique twist on the discourse. An overview of historical scientific results leads into the introduction of a Social Periodic Table. The conclusion is that science is quite often the improper tool to use in order to capture the essence of entrepreneurial phenomena. Some suggestions are offered for future research perspectives. The paper does not rehash the science debate from the 1980s marketing literature.
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The purpose of this article is to analyze and draw conclusions from recent SEC staff proposals and commissioners' comments and a recent roundtable discussion concerning access to…
Abstract
Purpose
The purpose of this article is to analyze and draw conclusions from recent SEC staff proposals and commissioners' comments and a recent roundtable discussion concerning access to foreign exchanges and broker‐dealers by US investors.
Design/methodology/approach
The paper summarizes a proposal by Erik Sirri, Director of the SEC Division of Market Regulation; a proposal by Ethiopis Tafara and Robert J. Peterson, respectively, the Director of the SEC Office of International Affairs and its Senior Counsel; and comments in speeches by Commissioners Roel Campos, Paul Atkins, and Annette Nazareth; and draws conclusions regarding the SEC's current efforts to develop and articulate a strategic approach to mutual recognition.
Findings
As the securities market becomes globalized, there is a growing interest among US investors for foreign securities and for more direct access to foreign broker‐dealers and exchanges. The SEC is determined to remain in the forefront among US government agencies on securities exchange mutual recognition issues, and therefore is pursuing an accelerated agenda to address these issues. The SEC sees its role as not only to function as a bulwark for the protection of US investors but also to take constructive, affirmative steps that serve to strengthen the US capital markets. While the SEC has historically been an advocate for the global convergence of national regulatory standards, it is now considering proposals for a country‐by‐country bilateral approach based upon cooperation among regulators with substantively comparable regulatory regimes.
Originality/value
This paper presents a useful analysis of the direction the SEC is likely to take on the mutual recognition issue by an experienced securities lawyer.
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Communications regarding this column should be addressed to Mrs. Cheney, Peabody Library School, Nashville, Tenn. 37203. Mrs. Cheney does not sell the books listed here. They are…
Abstract
Communications regarding this column should be addressed to Mrs. Cheney, Peabody Library School, Nashville, Tenn. 37203. Mrs. Cheney does not sell the books listed here. They are available through normal trade sources. Mrs. Cheney, being a member of the editorial board of Pierian Press, will not review Pierian Press reference books in this column. Descriptions of Pierian Press reference books will be included elsewhere in this publication.
Tom Schultheiss and Linda Mark
The following classified, annotated list of titles is intended to provide reference librarians with a current checklist of new reference books, and is designed to supplement the…
Abstract
The following classified, annotated list of titles is intended to provide reference librarians with a current checklist of new reference books, and is designed to supplement the RSR review column, “Recent Reference Books,” by Frances Neel Cheney. “Reference Books in Print” includes all additional books received prior to the inclusion deadline established for this issue. Appearance in this column does not preclude a later review in RSR. Publishers are urged to send a copy of all new reference books directly to RSR as soon as published, for immediate listing in “Reference Books in Print.” Reference books with imprints older than two years will not be included (with the exception of current reprints or older books newly acquired for distribution by another publisher). The column shall also occasionally include library science or other library related publications of other than a reference character.
Albert Somit and Steven A. Peterson
Purpose – The chapter provides background for the reader, lending context to the aims of this book. Design/methodology/approach – This chapter…
Abstract
Purpose – The chapter provides background for the reader, lending context to the aims of this book.
Design/methodology/approach – This chapter begins by placing the study of biology and politics in a larger framework. It also compares and contrasts the biological perspective of politics with the mainstream view. Finally, the chapter orients the reader by providing a brief summary of the volume’s contents.
Findings – An introductory chapter would seldom provide findings. However, its goal is to provide the reader with context.