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Full-Text Articles in Business

Top Salespeople Don't Sell: Managing Frame Incongruence Through Network Partitioning, Stuart R. Strolin Dec 2007

Top Salespeople Don't Sell: Managing Frame Incongruence Through Network Partitioning, Stuart R. Strolin

Student Scholarship

Buying decisions surrounding complex, transformational software are not made by individuals but instead by buying teams. Existing research on sales behavior and salesperson traits focuses on one-to-one selling and gives little insight into the training and selection required of a successful sales force. This paper describes the selling style and personal traits of twelve successful salespeople engaged in complex computer software sales to buying teams. What do successful salespeople do and what is it about him/her that distinguishes the most successful? Technology Frames of Reference and Actor Network Theory were used to interpret the methods used in successfully selling to …

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What Are They Thinking About R&D? A Strategic Core Competence, Or An Operational Business Decision?, Beth Fitz Gibbon Dec 2007

What Are They Thinking About R&D? A Strategic Core Competence, Or An Operational Business Decision?, Beth Fitz Gibbon

Student Scholarship

Semi-structured interviews were conducted with nineteen senior North American business practitioners in multinational corporations to understand their experiences with strategic planning and resource allocation for R&D. In particular, we sought to elicit insight about where planning and allocation overlap, and how they are executed today, vs. five to ten years ago. Findings indicate the outsourcing of R&D is rapidly increasing. R&D is becoming an operational business function as opposed to an internal investment in key knowledge for future firm sustainability. R&D also appears to no longer be a major focus of the strategic planning effort at the highest management levels. …

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What Influences Moral Choice Among College Student Athletes, Mary-Beth A. Cooper Dec 2007

What Influences Moral Choice Among College Student Athletes, Mary-Beth A. Cooper

Student Scholarship

Sixteen intercollegiate athletes, eight male and eight female basketball players representing both Division I and Division III institutions, were interviewed to understand what influences college student athletes when making moral choices. The study focused on how student athletes define moral choice and what social referent groups impact them. The effects of gender and NCAA Division level were also investigated. Fear of consequences, influence of individuals occupying key leadership positions on the team, and the role of upper class students were revealed to impact moral choice.

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2007-11-15 Faculty Senate Meeting Minutes, Morehead State University. Faculty Senate. Nov 2007

2007-11-15 Faculty Senate Meeting Minutes, Morehead State University. Faculty Senate.

Faculty Senate Records

Faculty Senate Meeting Minutes for November 15, 2007.

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Template Use And The Effectiveness Of Knowledge Transfer, Robert J. Jensen, Gabriel Szulanski Nov 2007

Template Use And The Effectiveness Of Knowledge Transfer, Robert J. Jensen, Gabriel Szulanski

Faculty Publications

This paper is a direct empirical examination of the fundamental claim that use of templates enhances the effectiveness of knowledge transfer. We explore the effect of template use through an eight-year, in-depth field investigation of Rank Xerox (now Xerox Europe). The field investigation covers three sequential transfer efforts in 15 western European countries. The investigation reveals a naturally occurring, repeated-treatment quasi experiment that allows us to test the hypothesis that the use of templates enhances the effectiveness of knowledge transfer. "Observation" in this experiment measure the extent of adoption and performance of the practice at the recipient units. The "treatment" …

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2007-11-01 Discussion With The Provost, Morehead State University. Faculty Senate. Nov 2007

2007-11-01 Discussion With The Provost, Morehead State University. Faculty Senate.

Faculty Senate Records

Faculty Senate Meeting Minutes for November 1, 2007.

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2007-11-01 Faculty Senate Meeting Minutes, Morehead State University. Faculty Senate. Nov 2007

2007-11-01 Faculty Senate Meeting Minutes, Morehead State University. Faculty Senate.

Faculty Senate Records

Faculty Senate Meeting Minutes for November 1, 2007.

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An Alternative Strategy For Building Sales Of Computers: Generic Advertising, Min Lu, Steven M. Thompson, Yanbin Tu Nov 2007

An Alternative Strategy For Building Sales Of Computers: Generic Advertising, Min Lu, Steven M. Thompson, Yanbin Tu

Management Faculty Publications

Frequent upgrading and aggressive price-cutting have become standard practice in the computer sector. While necessitated in part by declining production costs and a highly competitive market, these strategies have also served to make computers more affordable, growing the size of the overall market. Recently downturns in the sales of computers motivate us to examine the impact of these strategies on overall sales growth. We find evidence to suggest that excessive upgrading and overly aggressive price-cutting can be detrimental to overall sales growth. We also find that the computer sector exhibits characteristics that suggest that generic advertising would be an effective …

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From Workout To Winning, Bridget Lyons, Robert Hardy Nov 2007

From Workout To Winning, Bridget Lyons, Robert Hardy

WCBT Faculty Publications

Over the past three years, executives at General Electric (GE) have taught administrators at Sacred Heart University, located in Fairfield, CT, how to use the workout technique to identify and improve inefficient institutional processes and practices. This article will explain how Sacred Heart implemented the workout process, with a particular emphasis on factors contributing to successful workouts and the issues nonprofits encounter. GE has credited the workout with both improving processes and empowering the workforce. The workout, which has led to accelerated change and enhanced Six Sigma efforts, begins with identifying a problem. Many at GE note that the workout …

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Managing Through Strategic Agendas, Christine G. Springer Nov 2007

Managing Through Strategic Agendas, Christine G. Springer

Public Policy and Leadership Faculty Research

The author discusses the development of the Balanced Scorecard and strategic agendas on solving social and economic problems by the government. She stated reasons why organizations or countries choose to establish strategic agendas, such as it helps develop a vision, serves as a framework for monitoring government and nonprofit performance, and develops political platform. She concluded that its establishment is vital to success in developing countries and in the federal system of government.

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2007-11-01 Provost Question & Answer Session, Morehead State University. Faculty Senate. Nov 2007

2007-11-01 Provost Question & Answer Session, Morehead State University. Faculty Senate.

Faculty Senate Records

Question and answer session during the Faculty Senate meeting with the provost on November 1, 2007.

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Service Feature Considerations For Developing Consumer Satisfaction In Online Environments, Matthew J. Gymer Nov 2007

Service Feature Considerations For Developing Consumer Satisfaction In Online Environments, Matthew J. Gymer

Student Scholarship

Self-service technologies (SSTs) and customer-vendor participation (co-production) are important features in the service encounter, yet there is much to learn about these service features relationship to customer satisfaction. The literature is rich with evidence of SSTs importance to forming customer satisfaction, but there is scant empirical evidence pointing to the role of co-production in forming customer satisfaction in online service encounters. It is hypothesized that within the online service encounter, features of co-production are significant predictors of customer satisfaction. Survey data show that customers differentiate the service features of co-production from the service features of SSTs. Furthermore, these two service …

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Information Opacity, Credit Risk, And The Design Of Loan Contracts For Private Firms, Lucy Ackert, Rongbing Huang, Gabriel G. Ramirez Nov 2007

Information Opacity, Credit Risk, And The Design Of Loan Contracts For Private Firms, Lucy Ackert, Rongbing Huang, Gabriel G. Ramirez

Faculty Articles

This paper examines the structure and cost of a large sample of bank loans to private firms. Compared to public firms, private firms are more informationally opaque and riskier. The results suggest that the design of a loan to a private firm is significantly different from that to a public firm. Bank loans to private firms are more likely to be by a sole lender, collateralized, and have sweep covenants than loans to public firms. The cost of borrowing is higher for a private firm than for a public firm, even after holding constant firm and loan characteristics.

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Diagnosing Bipolar Disorder In Children, Tammy F. Shaffer Oct 2007

Diagnosing Bipolar Disorder In Children, Tammy F. Shaffer

Counseling & Student Affairs Faculty Publications

No abstract provided.

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Immigrant Children And Ptsd, Tammy F. Shaffer Oct 2007

Immigrant Children And Ptsd, Tammy F. Shaffer

Counseling & Student Affairs Faculty Publications

No abstract provided.

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2007-10-20 General Education Council Proposal, Morehead State University. Faculty Senate. Oct 2007

2007-10-20 General Education Council Proposal, Morehead State University. Faculty Senate.

Faculty Senate Records

General Education Proposal submitted to the Faculty Senate on October 20, 2007.

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2007-10-18 Faculty Senate Meeting Minutes, Morehead State University. Faculty Senate. Oct 2007

2007-10-18 Faculty Senate Meeting Minutes, Morehead State University. Faculty Senate.

Faculty Senate Records

Faculty Senate Meeting Minutes for October 18, 2007.

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2007-10-04 Faculty Senate Meeting Minutes, Morehead State University. Faculty Senate. Oct 2007

2007-10-04 Faculty Senate Meeting Minutes, Morehead State University. Faculty Senate.

Faculty Senate Records

Faculty Senate Meeting Minutes for October 4, 2007.

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The Association Between Corporate Governance And Audit Fees, Cindy K. Harris Oct 2007

The Association Between Corporate Governance And Audit Fees, Cindy K. Harris

Business and Economics Faculty Publications

The Sarbanes-Oxley Act of 2002 (“SOX”) established not only corporate governance reform but also legislated significant changes to the practice of auditing publicly held corporations. Rules implemented by the Securities and Exchange Commission (“SEC”) further reinforced stronger corporate governance standards. The effect of these reforms on the cost of public audits is indisputable: the initial rise in audit fees was dramatic as corporations complied with the new provisions. This paper examines the relationship between corporate governance characteristics and audit fees for a random sample of 100 publicly traded corporations drawn from the 2005 Fortune 500 list. The data is obtained …

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Knowledge Integration: The Iaims Experience At Lvh., Donald L. Levick Md, Linda M. Schwartz Mde, Ahip, Cm, Bryan G. Kane Md Oct 2007

Knowledge Integration: The Iaims Experience At Lvh., Donald L. Levick Md, Linda M. Schwartz Mde, Ahip, Cm, Bryan G. Kane Md

Administration & Leadership

No abstract provided.

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The Role Of Religion In Marriage And Family Counseling, Dr. Jill D. Duba Oct 2007

The Role Of Religion In Marriage And Family Counseling, Dr. Jill D. Duba

Counseling & Student Affairs Faculty Publications

No abstract provided.

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Incorporating Religion In Your Counselor Education Program, Dr. Jill D. Duba Oct 2007

Incorporating Religion In Your Counselor Education Program, Dr. Jill D. Duba

Counseling & Student Affairs Faculty Publications

No abstract provided.

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The Empirical Verification Of Becker's Theory Of Discrimination: What Have We Learned?, Harlan M. Smith Ii Oct 2007

The Empirical Verification Of Becker's Theory Of Discrimination: What Have We Learned?, Harlan M. Smith Ii

Economics Faculty Research

For over 30 years now empirical research on racial discrimination in the workplace has been defined by, and focused on, Becker's insight The literature is now extensive, highly technical, and to some extent fragmented-as groups of analysts have concentrated on different aspects of the problem. This paper is intended to be a "primer" on this work for the nonspecialist who wants to get up to speed on, or possibly begin contributing to, this line of research. In what follows, therefore, I highlight some of the important articles, key methodological advances, and central results that have been obtained to date. More …

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Semester Project For Engineering Management, Paul Savory Oct 2007

Semester Project For Engineering Management, Paul Savory

Department of Industrial and Management Systems Engineering: Instructional Materials

This is the semester-project for my IMSE 405/805 course on Engineering Management at the University of Nebraska-Lincoln. This team-based project required students to develop an operational plan (facility layout, required staffing, company operating policies, company benefits program) for a specified product.

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Product Complexity: A Definition And Impacts On Operations, Mark A. Jacobs Oct 2007

Product Complexity: A Definition And Impacts On Operations, Mark A. Jacobs

MIS/OM/DS Faculty Publications

The difficulty for organizations arises because neither complexity nor its impacts on performance are well understood (Fisher & Ittner, 1999b). The mechanisms through which it affects cost, quality, delivery, and flexibility need to be explained (Ramdas, 2003). However, this cannot happen until complexity can be explained theoretically. But, to build theory there must first be a common understanding about the construct of interest (Wacker, 2004). Only then can researchers operationalize it and search for meaningful relationships. In light of this, I develop a definition of complexity below. A sampling of the operations management literature is then presented within the context …

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Open Innovation And Strategy, Henry W. Chesbrough, Melissa M. Appleyard Oct 2007

Open Innovation And Strategy, Henry W. Chesbrough, Melissa M. Appleyard

Business Faculty Publications and Presentations

The article discusses a process of business innovation known as open innovation and its relation to traditional business strategy. The competitive strategy developed by Michael Porter emphasized rivalry, buyer power, and barriers to entry as forces that could enhance a producer's surplus. The authors discuss the impact of the Porterian value chain, the processes of production through to the consumer, on subsequent business practices. However, this theory does not account for external sources of value to a company, such as innovation communities, volunteer contributors and surrounding networks, including social networking web sites, open source software and the Wiki model of …

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Developing A Managerial Plan To Guide The Planning Process For Charity Events, Nicole Molina Oct 2007

Developing A Managerial Plan To Guide The Planning Process For Charity Events, Nicole Molina

UNLV Theses, Dissertations, Professional Papers, and Capstones

The purpose of this paper was to develop a managerial plan to guide the planning process for charity events. A guideline was developed, tested and refined based on a case study of the Prostate Cancer Foundation charity held in October, 2007 at Wynn Las Vegas. A strategy arose from an adaptation of the standard business plans outlined by the Small Business Administration. The resulting business plan, detailed event checklist and timeline will be a guiding tool when planning other charity events.

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Abusive Supervision, Upward Maintenance Communication, And Subordinates' Psychological Distress, Bennett J. Tepper, Sherry E. Moss, Daniel E. Lockhart, Jon C. Carr Oct 2007

Abusive Supervision, Upward Maintenance Communication, And Subordinates' Psychological Distress, Bennett J. Tepper, Sherry E. Moss, Daniel E. Lockhart, Jon C. Carr

Faculty Publications

This study reanalyzes data from Tepper's (2000) two-wave study regarding the effects of subordinates' perceptions of supervisory abuse to assess previously unexamined relationships. As predicted, we found that subordinates who more rather than less strongly perceived that they had been abused by supervisors tended to use regulative maintenance tactics with higher frequency. Further, the positive relationship between abusive supervision and subordinates' psychological distress was exacerbated by subordinates' use of regulative maintenance communications, and that relationship was reduced by subordinates' use of direct maintenance communication. Theoretical and practical implications are discussed.

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An Assessment Of Factors Affecting Fleet Fuel Performance, Carlo D. Smith, John L. Kent, Cory J. Roberts Oct 2007

An Assessment Of Factors Affecting Fleet Fuel Performance, Carlo D. Smith, John L. Kent, Cory J. Roberts

All Faculty Scholarship for the College of Business

Improving fuel performance in all modes of transportation is becoming more important as fuel prices increase and concerns over environmental issues rise. This is particularly relevant in the class 8 motor carrier sector which accounts for the majority of fuel consumption among all classes of motor freight movement. The present study evaluated the extent that existing technologies, systems and policies designed to improve fuel efficiency have been and are expected to be adopted by current class 8 fleets. Results suggest that while many of the efforts of suppliers to the industry are focused on new technologies, there remains an opportunity …

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The Impact Of Operations Capability On Firm Performance, K. C. Tan, Vijay R. Kannan, R. Narasimhan Sep 2007

The Impact Of Operations Capability On Firm Performance, K. C. Tan, Vijay R. Kannan, R. Narasimhan

Management Faculty Publications

We propose that a firm's operations capability is manifested through its new product design and development, just-in-time, and quality-management efforts. Moreover, we propose that operations capability, so defined, directly and positively impacts firm performance. Survey data were used to independently calibrate and validate a structural equation model linking operations capability, a second-order construct, to firm performance. Results provide support for the model and demonstrate a positive relationship between operations capability and firm performance.

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