143 research outputs found
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Sales Ethics: The Impact of Situational Factors on Gender Evaluation Differences Timothy Heinze,
Get PDFThe number of sales positions is increasing, and the number of women in sales is growing. The current study seeks to understand gender-related ethical evaluations through testing responses to ethical situations in sales. Findings indicate that 1) women are less tolerant of ethical abuse in personal selling situations, 2) ethical evaluations do not vary based on situational outcomes, and 3) situations involving money, customers, and/or the companies that employ salespeople are evaluated with less ethical tolerance. Findings may be useful for pedagogical preparation and for the development of codes and training manuals within academia and industry
Impact of Strategic Cross-Sector Brand Alliances on Consumer Behavior in a Recession
Get PDFLike many organizations in an economic downturn, such as a recession, nonprofits have experienced a decrease in donations from individuals, corporations, and governmental funding sources. This loss of funding has resulted in a reduction of services offered and in some cases closure. Management at nonprofit organizations should study successful examples of cross sector marketing alliances and strategically replicate them with private sector organizations. This is achieved via cause-related marketing, a commercial partnership between a nonprofit organization and a private sector business. Seven fictional organizations were created for the current study to avoid preconceived notions. Comparisons were completed between private sector and nonprofit sector organizations. Additionally, comparisons were made between mixed strategic alliances of organizations with a positive image and those with a negative image which examine the impact of strategic alliances between private and nonprofit organizations. The measurements were a respondent’s willingness to contribute to or purchase from the firms. Results indicate that a firm’s image influences the willingness of the respondents to support the organization through donations or purchases in both the individual firm and strategic alliance scenarios
Operations Management Service Learning Case Study: Using Optimization to Increase the Effectiveness of the SIFE Student Care Package Program
Get PDFThe Student Care Package program is a fundraising project conducted by a local chapter of Students in Free Enterprise (SIFE) at a private university in the southern United States. The most arduous aspect of the program is determining which products to purchase to meet demand requirements, while minimizing purchasing costs. To reduce the amount of time and effort, and to develop a sustainable process, SIFE students utilized computer optimization software. Incorporation of the Microsoft Excel add-in What’sBest! by LINDO Systems enabled students to reduce the time spent calculating materials and develop more efficient purchasing plans. Optimization is initially presented to students in a sophomore quantitative methods business course. Through optimization software, SIFE members are able to achieve higher levels of efficiency, sustainability, and profitability for the Student Care Package program
Self-Leadership Change Project
Get PDFThis study employs self-leadership theory applied to developing and implementing a change project involving senior level students at a regional university. Preliminary research found evidence of students’ ability to make meaningful changes through the project, and exhibit a subsequent level of influence over those who observe their change process. This is relevant to the current business environment, in that shared leadership, empowerment, and participative management require business graduates to attain some level of leadership ability to function effectively in organizations
Exploration-Exploitation Motivations: An Investigation of Biotechnology Firms’ Participation in Academic Consulting
Get PDFWe employ the exploration-exploitation framework to examine how firm-level motivations influence a biotechnology firm’s participation in consulting agreements with university scientists. This study presents hypotheses that explore whether biotechnology firms use consulting agreements as vehicles to explore new knowledge to develop their absorptive capacity and initiate a relationship with a scientist’s university or to exploit their entrepreneurial orientation or formal technology transfer experience. Assessing survey data collected from biotechnology firms, our analysis revealed significant and positive associations for exploration motives; however, the findings were mixed for exploitation motives. The discussion offers theoretical and managerial implications and future research areas
Problems in Negotiation Gambit Research and Practice
Get PDFThis paper provides a review of the relevant literature pertaining to the use of gambits (tactics) in negotiations. The review reveals some problems in the literature as discussed within the framework of Goldstein’s model of selection, implementation, evaluation, and feedback. Key problems in the gambit literature include the lack of empirical research on the choice of gambits and the difficulty of measurement of the effectiveness of gambits due to multivariate problems. Implications for future research follow
What Research has to Say about Student Ratings of University Classroom Instructional Effectiveness
Get PDFThe paper provides the research findings about the relationship between research productivity and teaching effectiveness: Are faculty with excellent publication records the only qualified to teach? The average college correlation between scholarly productivity and instructional effectiveness - as perceived by students - was .12 (Feldman, 1987). Feldman concluded that ‘in general for all practical purposes, the relationship between the two is essentially unrelated.
Is the Job Market Tight for Your Grads? Beyond the ABCs of Job Search: ‘Suit’em Up’, Inside & Out, and ‘Brand’ Them
Get PDFThis paper focuses on ‘fear’ found most common among upper-level college students and military veterans in today’s tight job market. One principles of marketing educator’s experiential project, entitled ‘Suit’em up,’ inside & out, and ‘brand’ them is discussed at length with implementation details and perception survey findings provided along with pre-project related mini-lectures. The project moved individual participants beyond the typical ABCs of the job search process to that of creating for a mission-centric, introspective-based marketing plan with the ultimate goal of finding meaningful, lifesatisfying work. Implications for student cohorts- at large and academic, veteran, and at-large career counselors are identified
The Effect of Securities Litigation Reform and regulation Fair Disclosure on Forward- Looking Disclosures
Get PDFIn the late 1990s, both Congress and the Securities and Exchange Committee (SEC) sought to encourage more forward-looking disclosures. This led to three specific items of legislation/regulation: the Private Securities Litigation Reform Act of 1995 (PSLRA), the Securities Litigation Uniform Standards Act of 1998 (SLUSA), and Regulation Fair Disclosure (Reg.-FD) (2000). Although the specific purposes of each of these Acts were different, they each were founded on the desire of Congress and the Securities and Exchange Commission to improve the flow of information, particularly information about future operations from firms to investors. This paper looks at the effectiveness of these three Acts in increasing the number of forward-looking disclosures provided by companies in three disparate industries. Using a sample of 150 firms in the Consumer Staples, Consumer Durables, and Software industries, it was found that the number of forward-looking disclosures significantly increased following the passages of the SLUSA, and Reg.-FD, but not after the passage of the PSLRA
Innovation and Recoverable Slack Interaction: How Does It Affect Firm Performance?
Get PDFThis paper investigates the impact of the interaction effect between a slack variable and innovation on financial performance. Specifically, the interaction effect between recoverable slack resources and an innovation input on financial performance were analyzed using financial data of U.S firms in aerospace and computer science industries. An extensive review of literature on slack, innovation, and environmental shock develops the conceptual model. This study examines the relationship as representative of a specific bundle of resources governed by the strategic direction of management. The results suggest evidence of a positive and significant interaction effect under certain conditions