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The purpose of this paper is to provide an integrative review of coaching research from different contexts (e.g. athletics, executive coaching, project management and sales), delineate professional sales coaching from other developmental activities and develop a research agenda for stimulating research on professional sales coaching. Professional sales coaching is considered an important sales force developmental program by both sales practitioners and researchers. Yet, research on sales coaching remains fragmented in the extant literature.

An extensive literature review of extant research and theoretical perspectives on coaching as well as insights gathered from exploratory, in-depth interviews of ten sales managers were used to develop the research agenda.

The review and research agenda identify a number of sales coaching-related topics that warrant further research. Specifically, the research agenda addresses salesperson characteristics, sales manager and coach characteristics, selling organization characteristics, sales coaching approaches, nature and effectiveness of the sales coaching process and, finally, outcomes of sales coaching. For each topic, extant research, relevant insights from exploratory interviews and directions for future research are discussed.

This paper is the first integrative review of coaching-related research in the sales literature. It offers an updated conceptualization of sales coaching and identifies opportunities for future research.

Considers the need to focus on the correct utilization of employees in their interaction of customers within the credit union industry. Discusses the common bond issue within unions and the moves towards further relaxation of membership. Looks at the type of employee required by the industry. Covers the concept of outsourcing, recruitment, background checks, coaching, mystery shopping and cross‐selling. Concludes that you should treat staff how you want to treat your customers.

The study explored the experiences of undergraduate students during a semester-long, leadership development internship course offered at a large research university in the southern United States. The researchers employed qualitative content analysis to examine sixty-five student internship portfolios and identify the leadership capabilities that students applied and/or developed as part of the internship. Students identified self-awareness, growth, project planning, team management, and adversity management as the main leadership capabilities used during their internship experience. Results also indicated that students expanded their concept of leadership and built leadership self-efficacy. The study provides preliminary support for including a leadership internship within the curriculum to support student leadership development.

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.

In a previous paper (Nardi & O'Day 1996), we chose to begin thinking about intelligent software agents with a detailed look at what human agents do. Our interest is in agents that provide expert services to end users. We analysed data from two studies of reference librarians to see how they provide value to their clients, considering the librarians as exemplary human agents. Shneiderman (1995) observes that claims about intelligent software agents are vague, dreamy and unrealised: we wanted to bring some precision and optimistic realism to the discussion.

The Co‐ordinated Management of Meaning (CMM) is a social constructionist theory of human action which provides insight into the structure and process of multi‐person decision making. In the CMM analysis presented here, the Hughes family′s vacation decision making supplies an episode within which the family′s socially constructed resources are expressed and recreated. CMM is a technology offering considerable promise to new paradigm consumer researchers.

On April 2, 1987, IBM unveiled a series of long‐awaited new hardware and software products. The new computer line, dubbed the Personal Systems 30, 50, 60, and 80, seems destined to replace the XT and AT models that are the mainstay of the firm's current personal computer offerings. The numerous changes in hardware and software, while representing improvements on previous IBM technology, will require users purchasing additional computers to make difficult choices as to which of the two IBM architectures to adopt.