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The purpose of this paper is to examine the detrimental effects of the door-in-the-face (DITF) tactic in repeated negotiation. A more complete understanding of its negative consequences is essential to make an informed decision about its use.

This paper is the product of two between-subjects scenario-based negotiation experiments involving university students in Hong Kong (Study 1) and professionals in the UK with negotiation experience (Study 2).

Both the studies herein showed that detecting opponents using this tactic reduced the degree to which negotiators found their counterparts trustworthy. It also increased the likelihood of negotiators switching to an alternative partner in a collaborative project. This relationship is mediated by perceived trustworthiness. Negotiators who had detected opponents’ use of DITF made higher offers and obtained better outcomes in a subsequent negotiation. These findings indicate that negotiators who benefitted from DITF considered its use ethical, while those who suffered because of its use by others found it unethical.

Before using DITF, users should be wary of the likelihood they and their counterpart will negotiate again and/or will collaborate in a future project.

This paper presents a new perspective from which the use of DITF may backfire in a subsequent negotiation, in terms of both objective and subjective outcomes. This is, to the best of the authors’ knowledge, the first paper to address how user and victim judge the ethicality of DITF tactics. The findings offer a building block for future research on other compliance techniques in repeated negotiations.

In order for students of any age to compete in a globalized, ever-changing society, it is imperative that those in leadership roles reflect the needs of the communities they serve. Part of service in any capacity requires critical self-reflection and consistent assessment of “who is missing from the table,” in addition to conversation toward progress, social justice, and the transformation of antiquated ideologies and ways of knowing. As members of minority and historically marginalized groups reflect the majority of global citizens (Colby, S. L., & Ortman, J. M. (2015). Projections of the size and composition of the U.S. population: 2014–2060. U.S. Department of Commerce: Economics and Statistics Administration. Retrieved from https://www.census.gov/content/dam/Census/library/publications/2015/demo/p25-1143.pdf), a paradigm shift is needed so that students, leaders, and learners can exist in an environment that supports critical and cognitive approaches to the absorption of knowledge. Utilizing Black Feminist Thought, a framework was created to not only identify racially and ethnically diverse women in educational leadership, but to provide a “roadmap” or guide for the sustainability of these leaders in the academy as well as in P-12 school systems. A Black female scholar and a Black male working in secondary and higher education provide a guide to assist those working as educators, administrators in the spaces of secondary and higher education. This narrative provides information that will provide an avenue for the exposure, experiences, and equity for Black women in education to be at the forefront of educational reform.

This paper seeks to explore the successful entrepreneurial marketing communications done by a small, residential real estate firm, Best Address^® LLC, in Washington, DC (USA). The goal of the study is to develop an understanding of best practices used by this firm that can translate into marketing tactics used by other small businesses.

Qualitative research was conducted to investigate the tactics used by Best Address^® LLC along with an extensive academic literature search to provide support for the study's findings.

The service quality portrayed by the firm's marketing communication efforts were examined and the key tactics used by this firm were categorized into three areas that fall in line with previous research on successful entrepreneurial marketing strategy. This paper concludes by presenting a theoretical model that conceptualizes service quality as a function of the marketing communications efforts executed by a firm in hopes of guiding entrepreneurs' activities towards positive consumer affect.

This study highlights how Best Address^® LLC differentiates itself from its much larger competitors and provides key insights for successful entrepreneurial marketing strategy in the residential real estate business.

Although there is a stream of academic literature regarding entrepreneurial marketing, there are few cases such as this one that present the marketing communications tactics successfully used by a small firm. Entrepreneurs hoping to venture into the real estate industry would benefit from the findings of this study.

This paper aims to explore the ways in which entrepreneurship education may serve as an identity workspace.

This is a conceptual/theoretical paper based on previously completed empirical work.

The paper makes the connection between worldmaking, experience, action and identity.

The paper furthers understanding of entrepreneurship education and its potential effect on the identity of participants. It stresses the importance of offering entrepreneurship education participants the opportunity to take entrepreneurial action. It has implications for the existing state of entrepreneurship education, e.g. the focus on business plans in the absence of an exploration of the identity of participants.

The paper is an original exploration of the linkage between entrepreneurship education and identity and has implications for both pedagogy and practice.

Most years, several AIB members are elected as AIB Fellows on account of their excellent international business scholarship, and/or past service as AIB President or Executive Secretary. The Fellows are in charge of electing Eminent Scholars as well as the International Executive and International Educator (formerly, Dean) of the Year, who often provide the focus for Plenary Sessions at AIB Conferences. Their history since 1975 covers over half of the span of the AIB and reflects many issues that dominated that period in terms of research themes, progresses and problems, the internationalization of business education and the role of international business in society and around the globe. Like other organizations, the Fellows Group had their ups and downs, successes and failures – and some fun too!

Review of various models of the fear communication process and research on the effectiveness of fear appeals indicates that fear arousal is a complex, individually unique emotion. Inconsistent results concerning the impact of fear appeals in consumer behavior are noted. Issues arising from employing fear appeals in advertising are outlined and practical guidelines for their use are presented.

By expanding the technology acceptance model, this paper aims to provide a research model for examining the impact of information quality and task technology fit on the adoption of KMS.

To test the proposed research model, data are collected through a questionnaire survey sent to IT managers of 500 large companies in Taiwan.

Based on the study, it is suitable to use a technology acceptance model to study adoption of KMS and explore how two external variables, information quality and task technology fit, affect the intention to adopt. Additionally, information quality has a directly significant effect on ease of use that users perceive and usefulness where fit between task and KMS is high.

A mass mailing of a somewhat lengthy, blind survey to busy managers produces a somewhat low response rate. Thus, the generalized nature of the findings is somewhat in question, making replication of the study in Taiwan important.

The study distinguishes the design of information systems and knowledge management systems. For adoption of KMS, managers must pay more attention to the quality of information provided, and the contextual features of the knowledge involved.

The value of this paper is in demonstrating the role of information quality with KMS, and providing further insight into the co‐relationship of information quality, usefulness, and fit between task and KMS, leading to more effective strategies for KMS adoption.

JOHN SMITH'S assertion that librarianship is ‘getting the right book to the right reader at the right time’ (NLW, July), and Maurice Line's declaration that ‘the sole aim of librarianship is to serve users’ (NLW, September) are, like many truisms, well worth pondering over.