The Proactive Behavior Of Younger Salespeople: Antecedents And Outcomes, Michael Mallin, Charles Ragland, Todd A. Finkle
Sep 2014
The Proactive Behavior Of Younger Salespeople: Antecedents And Outcomes, Michael Mallin, Charles Ragland, Todd A. Finkle
Todd A Finkle
The purpose of this study is to model and test some of the antecedents (individual characteristics) and outcomes (selling performance) of proactive behavior among younger salespeople. Using social cognitive theory agency perspective, we extend the existing proactive behavior literature into the sales domain. We sampled 278 industrial salespeople and tested a model to confirm that younger salespeople tend to engage in proactive behaviors when they are intrinsically motivated, confident in the tasks of selling, and willing to take risks. Proactive behavior, in turn, resulted in our salesperson sample demonstrating high levels of behavior performance and job involvement. Our findings may …
Financing Activities Of Entrepreneurship Centers In The United States, Todd A. Finkle, Teresa Menzies, Donald F. Kuratko, Michael G. Goldsby
Dec 2011
Financing Activities Of Entrepreneurship Centers In The United States, Todd A. Finkle, Teresa Menzies, Donald F. Kuratko, Michael G. Goldsby
Todd A Finkle
This article examines the financial activities within a sample of entrepreneurship centers in the United States. 249 entrepreneurship centers were surveyed about their center's endowments, budgets, salaries, fundraising, seminars/workshops and other financial activities. We received 122 responses for a 49% response rate. The findings of this research can be used as a benchmark for both U.S. schools and center directors in deter,mining benchmarks for their respective centers.
Ethical Considerations Of Sales Channel Selection In The Field Of Entrepreneurship, Todd A. Finkle, Michael Mallin
Dec 2010
Ethical Considerations Of Sales Channel Selection In The Field Of Entrepreneurship, Todd A. Finkle, Michael Mallin
Todd A Finkle
Increased scrutiny of corporate actions in today’s business climate puts pressure on all facets of business to adhere to ethical practices founded on principles that are honest, fair and transparent to the stakeholders (Turner, 2010). The importance of business ethics becomes essential in the entrepreneurial setting. Consumer word of mouth and viral internet communications are just a few ways that a negative ethical image could ruin a small business. In fact, Rutherford, Buller and Stebbins (2009) point out scholars have yet to investigate the legitimacy of new ventures. Most of the known research that has been compiled by a few …
Apple Inc.: Product Portfolio Analysis, Michael Mallin, Todd A. Finkle
Dec 2010
Apple Inc.: Product Portfolio Analysis, Michael Mallin, Todd A. Finkle
Todd A Finkle
This case assesses a company’s product line mix relative to two marketing environmental factors and explores four product line growth strategies using a product portfolio analysis approach. The case provides a history of the Apple Computer Company and its key product lines. An approach to analyzing a company’s product portfolio is reviewed and applied to Apple’s product lines. The case shows how each Apple product line fits within the portfolio analysis tool and will be asked questions relative to possible strategies for Apple’s product portfolio. The case illustrates one approach to making decisions about a company’s line of products. The …
Social Entrepreneurship & Direct Marketing, Todd A. Finkle
Dec 2006
Social Entrepreneurship & Direct Marketing, Todd A. Finkle
Todd A Finkle
To assist the social entrepreneur with direct marketing decision, the authors examine the relationship between the risks and costs associated with direct marketing for nonprofit organizations. This is done by developing and presenting a framework centered on two uncertainty factors – the cost to implement a direct marketing solution and control over (e.g., ability to manage) resources. A transaction cost analysis (economic) argument is used to rationalize the importance for entrepreneurs to effectively manage these two uncertainty factors when implementing a direct marketing program. This is illustrated using a perceptual mapping of each direct marketing channel relative to the two …
West Point Market: Managing A Challenge From The Eeoc, Todd A. Finkle
Dec 1999
West Point Market: Managing A Challenge From The Eeoc, Todd A. Finkle
Todd A Finkle
Russell Vernon, a second-generation owner and manager of West Point Market in Akron, Ohio must decide whether to settle, go to court or reconcile (mutually agreeable solution) with the Equal Employment Opportunity Commission on an allegation of racial discrimination. He firmly believes that he is innocent. If he chooses to reconcile or settle the case out of court, he could be construed as a racist. If he chooses to go to court and loses, he may lose his family business. This emotionally charged situation is presented as a management decision that must be based on an analysis of the facts. …
The Performance Of Initial Public Offerings In The Biotechnology Industry, Todd A. Finkle, Dan French
Dec 1997
The Performance Of Initial Public Offerings In The Biotechnology Industry, Todd A. Finkle, Dan French
Todd A Finkle
This study examines the underpricing and aftermarket performance of the emerging industry of biotechnology. Findings indicate that the average first day return for the biotech firms was 1.8 and 1.6 percent. Furthermore, the biotech firms significantly underperformed the NASDAQ (-30.7%) and NYSE (-16.5%) over a two-year period after going public.
Service Quality & The Congruence Of Employee Perceptions & Customer Expectations: The Case Of An Electric Utility, Todd A. Finkle, Allen Klose
Dec 1994
Service Quality & The Congruence Of Employee Perceptions & Customer Expectations: The Case Of An Electric Utility, Todd A. Finkle, Allen Klose
Todd A Finkle
Understanding how the quality of customer service is impacted by employees is essential to managing and improving customer service quality. This article develops a model that looks at the relationship between a series of two important customer service gaps. The first series of gaps (service provider gaps) is a result of the difference between consumers' and employees' expectations based on various dimensions of the customer service encounter. The second series of gaps (service quality gaps) occur when a difference exists between consumer expectations and the service they actually receive based on specific aspects of the customer service encounter. This study …
