Business Commons^™

Montana State High School Rodeo Finals: 2014, Brian Battaglia, Megan Schultz

Institute for Tourism and Recreation Research Publications

The purpose of this study was to provide the organizers of the High School Rodeo Finals with an understanding of their attendees and the total money spent by those surveyed in the area. The population of interest was participants and attendees of the 2014 Montana State High School Rodeo Finals.

Intraorganizational Employee Navigation And Socially-Derived Outcomes: Conceptualization, Validation, And Effects On Job Performance, Christopher Plouffe, Yany Gregoire

Christopher R. Plouffe

Intraorganizational employee navigation (IEN) is conceptualized as a means of better understanding how the organizational actor proactively works across their firm's internal environment in the execution of their jobs. Navigation is argued to be a precursor to the employee's overall performance through a class of mediating variables labeled “socially derived outcomes,” which are variables inside the organization that are bestowed upon the employee as a result of them first engaging in proactive behavior (e.g., IEN). Two studies are reported. Study I sees IEN psychometrically validated versus a range of existing proactive behaviors and individual traits (discriminant, nomological, and criterion-related validity) …

"I Think I Can…I Think I Can": The Impact Of Perceived Selling Efficacy And Deal Disclosure On Salesperson Escalation Of Commitment, Leff Bonney, Christopher Plouffe, Jeremey Wolter

Christopher R. Plouffe

Salespeople have considerable autonomy in the choices they make with respect to both the types and amounts of resources they deploy in pursuing potential customer accounts and specific sales opportunities. Building from a prospect theory framework and also leveraging self-justification theory, this research reports the results of three experimental studies conducted on practicing salespeople. The experiments help shed light on several factors that might influence a critical form of salesperson resource allocation decision — the allocation of the salesperson's own ‘selling time’ which is devoted to a specific sales opportunity. Study 1 establishes that an escalation of commitment effect exists …

Explaining Propensity Toward Offshoring In Information Technology Industry: A Firm And Country Level Analysis, Naveen Kumar Jain

Naveen Jain

This paper examines the dynamics of the offshore outsourcing (offshoring) of information technology (IT) service work. It considers this important emerging phenomenon from multiple lenses based on international business and strategic management theories. Research propositions are developed based on accepted grounded theories from the viewpoints of the firm, the nation, and the interaction between them. Additional issues not addressed by received theories are surfaced suggesting questions for future research. Key Words: Offshoring, Information Technology, Firm and Country level analysis.

Improving Marketing Capabilities And Firm Financial Performance Via Marketing Exploration And Exploitation, Douglas Vorhies, Linda Orr, Victoria Bush

Linda Orr

Evidence within the marketing literature has shown that marketing capabilities are important drivers of firm performance. However, very little is known about how firms improve their marketing capabilities via the embedding of new market knowledge. Organizational learning theory provides us with a theoretical lens through which we can examine how existing customer-focused marketing capabilities may be improved and new customer-focused marketing capabilities may be created via marketing exploitation and exploration capabilities. In addition, this study investigates whether ambidexterity in marketing exploration and exploitation exists and finds that firms cannot do both at high levels without risking a negative impact on …

Advanced Sales Management Handbook And Cases: Analytical, Applied, And Relevant, Linda Orr

Linda Orr

Advanced Sales Management Handbook and Cases: Analytical, Applied, and Relevant will fill the need in the market for a solid case work, role play, and activity book. It has been written by sales teaching professionals and sales executives. The life experiences of professionals with varied experiences will provide students with a solid foundation for learning. This will give college professors from around the world a better opportunity to ensure quality of learning. The book is intended to be supplemental to any other sales management text on the market, but could be used alone in an advanced sales management or marketing …

Viewing International Students As State Stimulus Potential: Current Perceptions And Future Possibilities, Deborah Owens, Prashant Srivastava, Aniqa Feerasta

Deborah Owens

In this difficult economic climate state policy makers are increasingly focused on higher education as an economic development tool. Many rust belt states are looking to transform themselves from a state dependent on manufacturing and agriculture to a more diverse knowledge based economy. Many nations use higher education as a catalyst for economic development but rarely has it been viewed as a more local state or province based initiative. Therefore, one often overlooked component of an integrated economic strategy is encouraging more international students to attend college in a particular state, as an economic development tool. International students not only …

Does Stronger Links With Practice Make Perfect? A Survey Of Advertising Scholars, Federico Degregorio, I-Huei Cheng

Federico de Gregorio

The relationship between academia and practice, particularly to do with knowledge production through academic research, has long been an issue of much debate. While the extant literature has provided conceptual discussions and numerous surveys of practitioner opinions, there have been few empirical assessments of academics’ perspectives. Thus, we conducted a survey of 843 advertising scholars regarding their opinions about and perceptions of various aspects of the academia–industry relationship, such as research collaboration, research orientation and dissemination of knowledge. Overall, respondents were in favour of building closer ties with the industry to produce better research and strengthen the academy, with some …

Cross-Cultural Challenges In Product Placement, Taejun Lee, Yongjun Sung, Federico Degregorio

Federico de Gregorio

The purpose of this research is to examine US and Korean college student consumers' attitudes towards product placements in three different media (films, TV shows, and songs), and product placement acceptability based on media genre and product type.

Non-Student Consumer Attitudes Towards Product Placement: Implications For Public Policy And Advertisers, Yongjun Sung, Federico Degregorio, Jong-Hyuok Jung

Federico de Gregorio

Over the years, the practice of placing branded products within films has gained popularity worldwide. Concomitantly with its popularity have come increasing concerns over its effects on public well-being among various groups. By surveying a U.S. sample of 3,340 non-students, the current study provides a more accurate picture of attitudes towards product placement in films. Findings suggest that non-students are more neutral towards the practice than students, and that consumers are positively disposed towards product placement, value the realism that placement brings, and do not perceive the practice as unethical or misleading. Results also indicate a diverse pattern of differences …

Organizational Culture, Organizational Orientation, And Sbu Innovativeness, Frederik Beuk, Jelena Spanjol

Frederik Beuk

No abstract provided.

Testing An Enhanced, Process-Based View Of The Sales Process, Christopher Plouffe, Yvette Nelson, Frederik Beuk

Frederik Beuk

This paper proposes that traditional process-based frameworks of selling may be underspecified given three realities affecting the sales role today: (1) longer sales cycles, (2) an increased customer demand for total solutions, and (3) a shift from a product- to a services-centric economy. An argument is offered that suggests that there are additional, plausible phases in the modern sales process that extant frameworks of the sales process have yet to fully consider. The paper then develops a research model to test key portions of this framework. "Downstream" sales behaviors and outcomes of these behaviors are thus the focal point of …

Financial Incentives And Salesperson Time Orientation In New Product Launch: A Longitudinal Study, Frederik Beuk

Frederik Beuk

The success of a new product launch critically depends on an engaged and dedicated sales force. Salespeople who are involved in a new product launch must overcome significant uncertainty associated with the new product's performance, which can affect success expectations and, in turn, sales effort for the new product. Moreover, success expectations may drop in the first few months of the launch period, due to initial negative market feedback or general decline in sales force enthusiasm. Diminished expectations may start a vicious circle effect where lower success expectations for the new product lead to lower sales effort that, in turn, …

Regulatory Fit: How Individuals Progress Through The Stages Of The Creative Process, Tim Basadur, Frederik Beuk, Javier Monllor

Frederik Beuk

The article presents an approach to creativity and creative problem solving from a self-regulatory theory perspective. Self-regulation is defined as a motivated cognitive process that determines how and when individuals determine what they need or want, how they choose to do it, and how they actually do it. The creative process is described as an action process. Regulatory fit theory is applied to explain how the degree of fit between one's regulatory mode orientation and the task requirements of each stage dictates how one moves through the multi-stage creative process. The authors propose that the relationship between intrinsic and extrinsic …

The Impact Of U.S.-Sponsored Foreign Trade Office Activities., Timothy Wilkinson, Andrew Thomas, Mary Mcnally

Andrew R. Thomas

Foreign trade offices (FTOs) are an important, little-understood element in the export promotion portfolio of U.S. state export promotion organizations. The value of these organizations is in dispute. In recent years California closed its FTOs in response to budgetary pressures, claiming that these organizations exist primarily to enhance the political standing of politicians rather than to act as effective export development tools. During the same period Washington State opened several new FTOs. Clearly the value of these organizations is in dispute. Another consideration in the effectiveness of U.S. exporters is the subnational contour of the American economic system. State business …

It's The Distribution, Stupid!., Andrew Thomas

Andrew R. Thomas

The American system of distribution is dysfunctional and favors the interests of huge retail chains at the expense of manufacturers. Accustomed to working in this imbalanced system, American managers think they have no choice but to cede control of distribution by placing it into the hands of megadistributors, and for the most part, they are correct. However, in high-growth emerging markets, distribution channels are still malleable, providing manufacturers with the opportunity to shape and mold the way distribution takes place. We argue that firms should lay aside their dysfunctional patterns of dealing with distributors when they leave America and, using …

Change Or Die! How To Transform Your Organization From The Inside Out, Andrew Thomas

Andrew R. Thomas

No abstract provided.

Soft Landing: Airline Industry Strategy, Service, And Safety, Andrew Thomas

Andrew R. Thomas

Soft Landing: Airline Industry Strategy, Service, and Safety covers the immediate past, present, and future of the airline industry and its impacts on consumers and the economy. ISBN: 978-1-4302-3677-1

The Final Journey Of The Saturn V, Andrew Thomas, Paul Thomarios

Andrew R. Thomas

The Saturn V can be considered one of mankind’s greatest achievements. The outcome of President Kennedy’s 1961 call to put a man on the moon, the Saturn V is a technological marvel that stood more than 36 stories tall. An enormous workforce of engineers, scientists, welders, barge captains, and computer programmers spent an untold number of hours on design, logistics, manufacturing, quality control, and more to launch the Saturn. Neil Armstrong’s “giant leap for mankind” was the culmination of a focused effort to beat the Soviets and prove American ingenuity and productivity was beyond doubt. Unfortunately, the demise of the …

The Changing Business Landscape Of Romania: Lessons For And From Transition Economies, Andrew Thomas, Nicolae Pop, Constantin Bratianu

Andrew R. Thomas

Edited by:

• Andrew R. Thomas
• Nicolae Al. Pop
• Constantin Bratianu

ISBN: 978-1-4614-6864-6

Professor Alan Delfavero Honored, Alan Delfavero

Alan DelFavero

The Connecticut Society of Certified Public Accountants recently presented Alan DelFavero, adjunct professor of accounting, with an “Educator of Excellence” award.

Proceedings Of The International Interdisciplinary Business And Economics Conference: Volume 2, Cihan Cobanoglu, Serdar Ongan

University of South Florida (USF) - M3 Publishing

This is the second volume of the International Interdisciplinary Business and Economics Conference Proceedings Series.

ISSN: 2372-5885

Exploring Economists & Society: Constructing Expert Identity, Joseph Fitzgerald, Brendan O'Rourke

Conference papers

The recent economic crisis has created a heightened interest in economics and greater demand for economics experts. The media has played an important role in meeting this demand as mediated expertise is relied upon to understand the complex relationships within society (Albaek, Christiansen and Togeby 2003; Beck 1992; Boyce 2006; Giddens 1990). Such interactions of experts with media are a key element of the knowledge flows within society (Sturdy et al. 2009) and so have attracted research attention (Ekstrom and Lundell 2011; Hutchby 2006; Montgomery 2008). This paper contributes to this literature by focusing on the under-researched area of the …

Judgment Day For Fraud-On-The-Market: Reflections On Amgen And The Second Coming Of Halliburton, Donald C. Langevoort

Georgetown Law Faculty Publications and Other Works

The Supreme Court has reaffirmed the "fraud on the market" presumption of reliance, facilitating large scale class actions for this kind of securities fraud. This essay traces the road from its decision last year in Amgen to this year's reaffirmation in Halliburton II, and considers some of the issues that will emerge as lower courts struggle with Halliburton II's secondary holding--that the issue of "price impact" is crucial to class certification, even if the burden of proof is on the defendants.

Go Big: With Inventiveness, Hard Work, And Moxie, Colby Entrepreneurs Are Creating Viable And Even Booming Businesses, David Mckay Wilson

Colby Magazine

HomeAway cofounder Brian Sharples ’82 and other alumni entrepreneurs turn ideas into business success.

The Recruitment And Selection Of Pension Trustees: An Integrative Approach, Susan Sayce, Johanna Weststar, Anil Verma

Management and Organizational Studies Publications

The role of a pension trustee is significant, which makes the recruitment and selection of labour trustees an important issue. In this article, we examine and combine aspects of two approaches to recruitment and selection: the political nomination model and the more professional HRM approach. We argue that an integrative approach would acknowledge the political, regulatory and organisational context while incorporating valid selection criteria such as domain‐specific skills and performance on the job. Such an integrated process can help trade unions in filling labour trustee positions with talented individuals who are more likely to be effective in achieving labour's goals …

Trade, Bert Chapman

Libraries Faculty and Staff Scholarship and Research

Provides a historical overview of analysis of U.S. foreign trade policy during the early decades of the country's history. Examines bilateral U.S. trade relations with France and Great Britain, provides import and export statistics, details on commodities and products imports and exported, trade statistics, and information on the political and economic factors shaping U.S. trade during this period.

New York Stock Exchange, Bert Chapman

Libraries Faculty and Staff Scholarship and Research

Provides a historical overview of the origins and early development of the New York Stock Exchange.

Revenue, U.S. Government, Bert Chapman

Libraries Faculty and Staff Scholarship and Research

Provides a historical overview of U.S. Government revenue receipts and spending during the early years of national history. Presents revenue generation statistics, information on revenue sources, and information on domestic and international political and economic factors affecting government revenue receipts.

Leading Happiness: Leadership And Happiness At Work In Certified B Corporations, A Qualitative Study Of Leaders And Employees To Understand The Influence Of Shared Leadership On Worker Happiness Within Certified Benefit Corporations, Travis Hellstrom

Capstone Collection

The Certified B Corps movement is setting a new standard for businesses, committing to a multiple stakeholder orientation focused on community, environment and the workplace in addition to financial profit. More than 1,000 companies, including well-known companies like Patagonia, Ben & Jerry’s, King Arthur Flour, and Etsy, have joined the ranks of Certified B Corps in over 30 countries.

The B Corps certification is understood to promote a set of organizational practices, which envision improved employee performance and well-being. An important element of that well-being is employee happiness. Previous research has shown that improved business leadership practices can have significant …