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Full-Text Articles in Business
Sales Team Value Co-Creation In Turbulent Markets: The Role Of Team Learning And Agility, Eddie Inyang, Omar S. Itani, Hayam Alnakhli, Juliana White
Sales Team Value Co-Creation In Turbulent Markets: The Role Of Team Learning And Agility, Eddie Inyang, Omar S. Itani, Hayam Alnakhli, Juliana White
Marketing Faculty Publications and Presentations
Value co-creation has emerged as a way for organizations to gain a competitive advantage and differentiate themselves from the competition. In the literature, a positive link has been found between value co-creation and firm performance. However, the impact of sales team value co-creation on performance has been largely unexplored. This study explores drivers of value co-creation by sales teams and its performance outcomes, with market turbulence as a contingency factor. Using a sample of 201 salespeople in 24 sales teams, the results indicate that when sales teams co-create value with customers, they can increase their sales performance. This effect is …
Information Sampling, Judgment And The Environment: Application To The Effect Of Popularity On Evaluations, Gaël Le Mens, Jerker Denrell, Balázs Kovacs, Hülya Karaman
Information Sampling, Judgment And The Environment: Application To The Effect Of Popularity On Evaluations, Gaël Le Mens, Jerker Denrell, Balázs Kovacs, Hülya Karaman
Research Collection Lee Kong Chian School Of Business
If people avoid alternatives they dislike, a negative evaluative bias emerges because errorsof under-evaluation are unlikely to be corrected. Prior work that analyzed this mechanismhas shown that when the social environment exposes people to avoided alternatives (i.e. itmakes them resample them), then evaluations can become systematically more positive. In this paper, we clarify the conditions under which this happens. By analyzing a simple learning model, we show that whether additional exposures induced by the social environment lead to more positive or more negative evaluations depends on how prior evaluations and the social environment interact in driving resampling. We apply these …
Law School News Tim Baxter '83 Elected Chair Of Rwu Board Of Trustees 10/29/2018, Edward Fitzpartick
Law School News Tim Baxter '83 Elected Chair Of Rwu Board Of Trustees 10/29/2018, Edward Fitzpartick
Life of the Law School (1993- )
No abstract provided.
Achieving Change In Students' Attitudes Toward Group Projects By Teaching Group Skills, Lawrence Hamer, Robert O'Keefe
Achieving Change In Students' Attitudes Toward Group Projects By Teaching Group Skills, Lawrence Hamer, Robert O'Keefe
Publications – Dreihaus College of Business
Despite the many positive benefits which can be derived from group assignments, faculty members frequently report that students generally dislike being assigned to a group project. This paper reports a quasi-experiment which presented students with information about the relevance and importance of group skills during the time in which they were working on an assigned group project, and then measured the students' attitudes toward group projects. The reported study demonstrates that instructors can alter students' perceptions of group work by incorporating instruction about group skills into group assignments.
The Development Of Interfirm Partnering Competence: Platforms For Learning, Learning Activities, And Consequences Of Learning, Jean L. Johnson, Ravipreet S. Sohi
The Development Of Interfirm Partnering Competence: Platforms For Learning, Learning Activities, And Consequences Of Learning, Jean L. Johnson, Ravipreet S. Sohi
Department of Marketing: Faculty Publications
This study investigated factors within the firm that encourage organizational learning activities. The authors suggest that when the appropriate factors are present, the firm will more likely engage in learning activities integral in the development of interfirm partnering competence. The conditions for building partnering competence are found in the firm's culture and climate in the form of learning intent, receptivity, and transparency. In addition, the authors suggested that learning-related activities would generate some positive influence on specific interfirm relationships (IFRs). The authors tested these ideas on data from a multiindustry mail survey. Results largely conformed to expectations. The platform variables, …