Digital Commons Network^™

Machiavellianism And Sales Performance, Clifford J. Shultz

School of Business: Faculty Publications and Other Works

The relationship between Machiavellianism and sales performance is emotionally charged. Few comments evoke more passionate responses from sales professionals and scholars of personal selling and sales management than the mere hint that selling might be Machiavellian. Yet while frequently debated, the topic is generally misunderstood.

This article is intended to clarify the misunderstanding surrounding this relationship by explaining the concept of Machiavellianism, and by examining empirical data on Machiavellianism and sales performance. Recent findings suggest the success or failure of Machiavellian tactics used during personal selling appears to be related to the organisational structure of the firm for which sales …

Environmental Attitudes And Knowledge: An International Comparison Among Business Students, Raymond Benton Jr., G. Ray Funkhouser

School of Business: Faculty Publications and Other Works

This article investigates international differences in environmental knowledge and attitudes among business administration students. The Environmental Knowledge and Attitude Scale, developed by Maloney, Ward, and Braucht (1975) and used by Synodinos (1990), was administered to 85 upperdivision business administration students at Loyola University Chicago and 111 upperdivision business students at the National University of Singapore. No significant differences were found between the two samples on the Knowledge, Concern, or Willingness to Act subscales. The United States students' higher mean score on the Actual Behavior subscale was significant but may only reflect relative possibilities for participation in environmental activities. Overall, the …

1994 Supplement, American Dental Association

ADA Transactions

This item is part of the Supplements subtitle of The ADA Transactions, a serial publication of the annual activities of the ADA House of Delegates (HOD)/Board of Trustees (BOT) made up of three separate subtitles: Annual Reports and Resolutions, Supplements, and the Transactions. Generally, The ADA Transactions are published in multiple volumes throughout the year. The Supplements function like an appendix and are, in more recent editions, numbered separately with page numbers determined by HOD reference committee assignation. Items are described variously as "Supplement #", "Volume #", etc. throughout the series but have been labeled here as Vol. # for …

1994 Faculty Senate Meeting Minutes & Supplementary Materials, Morehead State University. Faculty Senate.

Faculty Senate Records

Faculty Senate Meeting Minutes & Supplementary Materials for 1994.

A Profile Of American Expatriates On Assignment, Tim C. Cramer

Master's Theses

No abstract provided.

Home To Stay: An Empirical Evaluation Of Repatriation Turnover, Ralph Beidelman

Master's Theses

No abstract provided.

Women In Leadership Project 1994: Public Lecture Series, Pauline Carroll (Ed.)

Research outputs pre 2011

No abstract provided.

Doctoral Programs Schedule Of Classes Winter Term 1994 Schedule Of Classes, Book List, Registration Policies And Procedures, Nova University

Huizenga Postgraduate Course Catalogs

No abstract provided.

Carolyn Ackerman, Et Al., Plaintiffs-Respondents Against Price Waterhouse, Defendent-Appellant. Brief Of American Institute Of Certified Public Accountants As Amicus Curiae, American Institute Of Certified Public Accountants (Aicpa)

State Publications

No abstract provided.

Should A U.S. Company Doing Business In The European Union Hire A Cross-Cultural Expert?, Patrick Henning

Graduate Student Dissertations, Theses, Capstones, and Portfolios

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Personal Values In Advertisements Found In Magazines Read By Teenagers In Southeast Iowa, Joni S. Erland

Graduate Research Papers

This study analyzes the types of personal values represented in advertisements contained in magazines read by teenagers. A survey of Southeast Iowa high school media specialists was conducted to identify popular magazines read by students in grades nine through twelve. The five magazines named most frequently in the survey results, Seventeen , People . Teen . Hot Rod and Sports Illustrated, were used to collect data. The researcher analyzed the advertisements contained in January May and September issues to off-set cyclical fluctuations in advertising. Using a list of sixteen personal values, each advertisement was categorized according to its primary value …

An Economic Valuation Of The Jandakot Wetlands, Paul Gerrans

Research outputs pre 2011

Economists implore the efficient allocation of resources. Paradoxically, where the issue of efficiency has become critically important in recent times, namely the allocation of the environment and its resources and amenity, the techniques of economists have been found wanting and less than fully developed. This paper seeks to address this apparent paradox and deficiency.

This paper provides an economic valuation of the Jandakot wetlands, located to the south of Perth. A referendum style contingent valuation method survey is used to estimate economic value attributable to the preservation of wetlands dependant on the groundwater resource. Event history analysis is explored and …

Bulletin 4270 - Meat Quality In Beef Cattle, Brian Mcintyre

Bulletins 4000 -

Meat quality is the sole concern of the consumer once the product reaches the supermarket shelf. Breeding, feeding or any other factors that may have been important to the beef producer have no influence over the buyer's choice. Meat quality can be divided into two components — appearance and eating quality.

An Analysis Of Service Quality In Ansett Australia W.A. Division, Jodie R. Buckley

Theses : Honours

There is a lack of significant in-depth research, analysing service quality in the travel and tourism industry. This research attempts to contribute to the literature by analysing service quality using Ansett Australia (W.A. Division) as a case study. The approach uses the revised 1990 SERVQUAL instrument, originally developed by Parasuraman, Zeithaml and Berry (1986) and the conceptual model of service quality. The SERVQUAL instrument and conceptual framework form the basis of the theoretical framework and analysis. Three perspectives are considered in the analysis of service quality in Ansett Australia (W.A. Division), namely, front-line employees, management and frequent flyers. Through the …

Participative Learning Experiences In The Professional Studies Classroom, Scott R. Colvin

WCBT Faculty Publications

Professional studies courses often focus on mastering a common body of knowledge but ignore student interaction and the development of critical thinking and communication skills. In a cost accounting course at Connecticut's Sacred Heart University offered in fall 1993, various group and individual activities were implemented to incorporate these skills into the course. The requirements of the course included two quizzes, a computer project, class participation and activities, and a final examination. The approach to the course was based on pedagogical recommendations developed by the Accounting Education Change Commission (AECC) in 1989, which stressed the importance of solving unstructured problems …

The Impact Of Advanced Information Technologies On Architecture And Engineering Design Firms: A Field Study, Mcdonald Davis Iii

Theses and Dissertations

The research investigated architecture and engineering design firms that have a reputation for being competent in the utilization of advanced information technologies. It is believed that competency in the use of these technologies has contributed to the ability of A&E design firms to perform engineering design services effectively and efficiently.

Review of the literature suggests that the use of advanced information technologies has had lasting interactive effects on the strategy, structure, management, tasks, and the personnel of organizations. There does not, however, appear to be any dissertation research on the impact of advanced information technologies on architecture and engineering firms. …

Factors Influencing Consumer Choices In Graduate Nursing Education At Andrews University, Catherine Keith Turner

Dissertations

Problem. Universities and colleges are increasingly interested in marketing strategies in order to improve enrollment. Nursing programs have likewise become more conscious of the need to be more market-oriented. Knowing the factors that influence consumer choices in higher education can enhance marketing strategies. The purpose of this qualitative study was to identify the factors related to marketing nursing graduate education that affect consumer choices in a particular program. Of special interest was the nursing student population in the Andrews University Graduate Nursing Program.

Method. From the literature and from focus groups of a sample of the student population, data …

The Impact Of Telecommuting On The Supervisory Performance Appraisal Process, Margaret A. Klayton

Theses and Dissertations

The problem studied was whether supervisors evaluated telecommuters differently than their on-site co-workers and, if they did, was this difference explainable by the models on performance ratings by Landy and Farr (1980, 1983, 1989)? For this study, telecommuting referred to employees who are full-time employees, but work off-site using electronic communication devices and telecommuted at least one day per week. Twenty organizations nation-wide were surveyed. Hypotheses stated that there was no difference in supervisory performance appraisal criteria, supervisory performance ratings whether the supervisor selected employees to telecommute or the supervisor telecommuted or not, and the frequency between formal performance appraisals …

1994 January, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Morehead State University press releases for January of 1994.

Guide To Planning For Divorce; Pfp Library;, American Institute Of Certified Public Accountants. Personal Financial Planning Division

Guides, Handbooks and Manuals

No abstract provided.

Succession Planning For Small Business Owners: A Speech For Cpas To Deliver To General Audiences, American Institute Of Certified Public Accountants. Communications Division

Guides, Handbooks and Manuals

No abstract provided.

A Study Of The Effects Of A Career Counseling Seminar On Self-Efficacy In Displaced Homemakers, Mary B. Knopf

Theses

The purpose of this study was to investigate issues relevant to divorced displaced homemakers and to measure the effects of a career counseling seminar (Seminar for Success) on levels of self-efficacy. The design was Quasi-experimental pretest-post test with a nonequivalent control group. The control group consisted of 30 adult female students attending Lindenwood College (Masters of Counseling Program) in June, 1994. Levels of self-efficacy were tested and re-tested with a one week interval between testings with no intervention. The experimental group included 30 adult females attending "Seminar for Success" at Florissant Valley and Meramac Community Colleges in St.Louis, Missouri in …

An Analysis Of Management Philosophies: The Economic Benefits Of Job Enrichment And Proactive Management Techniques, William C. Slizewski

Theses

This thesis examines the various managerial philosophies active in the American corporate environment in the late 1900's, their roots, and diverse influences. The management philosophies employed by an organization greatly influences the perceptions held by that organization's employees, the public, and other firms.

In recent years many management "gurus" have touted their programs as the key to the establishment of profitable managerial procedures. While a few programs have succeeded in turning organizations around, some enterprises are still in the development stage of their newfound philosophies and time will tell whether or not the programs will be successful. And then there …

A Plan To Integrate Cockpit Resource Management Into Training Programs Of Non-Automated, Transport Category Aircraft, C. H. Meyerholtz Jr.

Theses

Pilot error has been listed frequently as the probable cause of aircraft accidents. In most cases this does not refer to an error in piloting skills, but rather an error in judgment or inept use of resources available to the pilot. Researchers found that the skills required to effectively use all resources and encourage a team spirit in the cockpit had not been sufficiently developed. Further, according to the National Transportation Safety Board and the Federal Aviation Administration, these resource management skills are just as necessary as flying skills in order to effect safe flight. In the mid-1970's, cockpit resource …

Using Public Relations To Effectively Communicate A Desired Corporate Image Of The United States Postal Service, Dianne Holloway Williams

Theses

The United States Postal Service is a 219 year old American institution that for the majority of those years enjoyed the approval and confidence of the American people. Now, newspaper articles regularly ask whether this public service would be better managed as a private industry.

Sometime after World War II Americans began to lose faith in big business and in the government. The Postal Service was included among those institutions that began to lose public trust. More recently, numerous news reports point to an agency delivering poor service through unconcerned, perhaps even violent employees . This general distrust of government …

Hotel Front Desk Management And The Role Of Information Technologies, Michael A. Jarzewiak

Theses

This thesis will focus on Hotel Front Desk Management and the role of Information Technologies.

Recently, with the advancement of information systems, the hotel industry is changing as necessary. Property Management Systems--known in the hospitality field as PMS--have changed the way hotels operate.

Other technologies discussed are keyless lock systems, and computerized time card systems, along with other high-tech systems.

The major concern of this thesis is to research various Property Management Systems and to see what is the most important criteria hotel executives or operators seek before implementation.

Child Care: A Contextual Study And Comparison Of Parental Anxiety At Corporate And Off Site Facilities, Patricia Turner Marsh

Theses

The purpose of this study was to discuss some developmental aspects and trends in day care and to compare the anxiety levels between parents for whom the center was on the work site with those for whom the center was off the work site. The rationale for this study came from the suggestion in the literature that work site day care might be a viable solution to many difficulties dual income families encounter. Thirty-seven individual parents were sampled as they presented their children to a day care center at a hospital in a large midwestern city. The parents were from …

Networking And Disaster Planning As Influences On The Attitudes Of A Small Business After A Flood, Jennifer J. Bredell

Theses

The purpose of this study is to explore the influence of disaster plans and communications networks on the level of optimism in small businesses after a riverine flood. Business survival under any conditions depends upon the application of resources to meet demands . A disaster simultaneously reduces available resources and increases demands upon businesses to such a degree that many fail. A number of factors have been shown to contribute to business survival after disaster . Managerial optimism, disaster plans, and prior contact with outside agencies have been identified as factors which are associated with improved business recovery and reconstruction. …

The Impact Of Outplacement On A Corporation's Reduction Of The Workforce, Betty E. Wendland

Theses

This thesis will focus on the study of outplacement in the corporate world. Global businesses in the decade of the nineties have been faced with increasing their profits and providing stock holders with an increase in dividends. In this situation the answer is often to decrease personnel.

The purpose of the study is to investigate how companies handle restructuring and downsizings. It will show that companies should have a transition plan in place to handle such circumstances . Outplacement is a key to smoothly handle the process of the terminations that inevitably happen . This study examines the issues relating …

Valley Wide Health Services, Inc. Fy 93/94 Marketing Plan Development, Jan C. Vest

Theses

This culminating project develops a marketing plan for a Community and Migrant Health Center in southern Colorado. The need for marketing plans for large multi-specialty group practices is becoming more and more evident. Increased competition for patients and the anticipated national and state health care reform suggests that the provision of physician services will continue to become more competitive in the future.

Community and Migrant Health Centers have not traditionally had to compete for patients. They have occupied a special niche in most markets, they were created to provide services to the medically underserved, and they very often are the …