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Full-Text Articles in Business
When To Outsource The Sales Force For New Products, Valerie Good, Roger J. Calantone
When To Outsource The Sales Force For New Products, Valerie Good, Roger J. Calantone
Peer Reviewed Articles
Executives and researchers continue to seek factors that lead to new product success. While prior research has suggested that outsourcing the selling function can help make the innovation process leaner and limit future liability, outsourcing can also pose risks in terms of safeguarding both customer relationships and confidential innovation capabilities. Moreover, examining the effects of outsourcing has been identified as a key research priority in recent marketing literature. Thus, using privileged access to managers in the biochemical industry, we employed a multi-group analysis of 229 new products to investigate the effect of outsourcing the sales force on new product success. …
Failing To Be Family-Supportive: Implications For Supervisors, Benjamin M. Walsh
Failing To Be Family-Supportive: Implications For Supervisors, Benjamin M. Walsh
Peer Reviewed Articles
Family-supportive supervision benefits employees in many ways. But what are the implications for the supervisors themselves, particularly when this support is not extended? Drawing on social exchange theory, we frame family-supportive supervision as a desirable resource that when withheld may trigger negative social responses from employees. We hypothesize that workplace ostracism is a mechanism through which employees sanction supervisors who fail to be family-supportive, thereby harming supervisor well-being. Study 1 captured the employee perspective and utilized an experimental design to understand whether employees engage in ostracism in response to a lack of family-supportive supervision. In Study 2, we captured the …
The Unbearable Heaviness Of Leadership: The Effects Of Competency, Negatives, And Experience On Women’S Aspirations To Leadership, Carol M. Sanchez, Kevin Lehnert
The Unbearable Heaviness Of Leadership: The Effects Of Competency, Negatives, And Experience On Women’S Aspirations To Leadership, Carol M. Sanchez, Kevin Lehnert
Peer Reviewed Articles
Competent women should aspire to leadership, but they may choose not to. We asked men and women at seven U.S. universities if competence, negatives of leadership, and experience affect their aspirations to leadership. Surprisingly, competent women with more work experience are less likely to aspire to leadership than men, while competent women with less work experience are more likely to aspire to leadership than men. The more women associate leadership with negative aspects, the less they aspire to leadership, compared with men. For both, the less competent they think they are to be leaders, the less they want to be …