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Articles 271 - 300 of 528
Full-Text Articles in Business Administration, Management, and Operations
Discovery: An Incremental Revolution, Rebecca Minnillo
Discovery: An Incremental Revolution, Rebecca Minnillo
Student Scholarship
Theorists such as Simon (1973), Popper (1959) and Kuhn (1962) have commented on the tendency to view scientific discovery as a "revolution" with a focus on an end result. In history, we "date" scientific discoveries as if they were events instead of the final outcome of a lengthy experimentation process. But, as Kuhn (1962:7) observed nearly a half-century ago, scientific revolution is, in fact, a "process rarely completed by a single man and never overnight". Rather, discovery most often occurs as a result of collaboration and interaction between researchers over protracted periods of time. Surprisingly, there is a paucity of …
Sales Opportunity Crafting: Explaining How Salespeople Craft Value Propositions In Business-To-Business Selling, Ganesh Kumar
Sales Opportunity Crafting: Explaining How Salespeople Craft Value Propositions In Business-To-Business Selling, Ganesh Kumar
Student Scholarship
This paper examines the spontaneous, situational, adaptive capabilities in successful business-to-business salespeople. Salespeople craft appropriate sales value propositions that resonate with buyers to achieve a sale. Findings indicate sales value propositions occur in four distinct patterns, as a combination of a salespeople’s choice in emphasizing the value of their relationship and/or the solution itself. This paper combines contingency selling approaches with job crafting to suggest a new construct—“sales opportunity crafting (SOC)”—to explain how salespeople frame a sales opportunity and then decide on a sales value positioning response. The suggested model highlights the role of antecedents— such as influence over customers’ …
Pruning The Garden Of Successors: Daughters, Sons, And Succession In Family Businesses, Kathyann Kessler Overbeke
Pruning The Garden Of Successors: Daughters, Sons, And Succession In Family Businesses, Kathyann Kessler Overbeke
Student Scholarship
This paper describes selection processes of successors in family businesses with respect to daughters of family business owners. Statistics reveal a paucity of daughters in the ranks of successors. Understanding of this issue might identify beliefs and practices within business owning families that may contribute to the success or failure of transitioning from one generation to the next. A conceptual model was developed based on the decision making process described by The Theory of Planned Behavior (Ajzen, 1985). A qualitative approach was used to investigate this phenomenon allowing for feelings, stories, and reflective thought to emerge and provide insights into …
A Qualitative Examination Of The Antecedents And Consequences Of Accreditation Of Nonprofit Organizations, Lise Anne D. Slatten
A Qualitative Examination Of The Antecedents And Consequences Of Accreditation Of Nonprofit Organizations, Lise Anne D. Slatten
Student Scholarship
Several nonprofit umbrella associations have implemented assessment and certification programs intending to produce institutional improvement for member organizations. An analysis of semi-structured interviews guided by institutional theory, reveals factors that differentiate among organizations that chose to participate in one such program (the Louisiana Standards for Excellence organizational assessment) and those that did not. Drawing on organizational learning and accountability literatures, the research investigates the antecedents and consequences of accreditation in nonprofits. Results indicate that, integrity-enhancement, continuous improvement and financial motives drive the decision to seek accreditation, and outcomes of remediation-oriented process improvement initiatives were contingent upon staff commitment.
Championing "Tough Issues": How Women And Men Corporate Directors Contribute Differently To Board Deliberations, Nancy E. Mcinerney-Lacombe
Championing "Tough Issues": How Women And Men Corporate Directors Contribute Differently To Board Deliberations, Nancy E. Mcinerney-Lacombe
Student Scholarship
A qualitative study of eleven male and eleven female directors was undertaken to investigate gender differences relating to championing tough issues at the board. This study demonstrated that men and women at the board share common mechanisms in the championing process. Correspondingly, they also evidenced notable differences. A championing model is presented to examine the gendered differences of the "tough issues" championing process. The model incorporates (1) the preconditions to championing, (2) the board environment that impacts the choice to champion (3) the influencing factors that impact the engagement process (4) the engagement style of the champions and (5) the …
Betting On Catastrophe: The Private Sector And Anti-Terrorism Spending For Physical Security, James K. Hayes
Betting On Catastrophe: The Private Sector And Anti-Terrorism Spending For Physical Security, James K. Hayes
Student Scholarship
The cost of protecting U.S. private sector critical infrastructure assets is estimated at $10 billion per year. This qualitative research examined the incentives and obstacles for the willing expenditure on terrorism protection by American business, revealing that the implementation of security measures beyond the private sector's day-to-day operational risks have characteristics similar to the private provision of a public good. Notions of moral hazard created by government actions in response to catastrophic events can have an effect that is at odds with encouraging greater private spending in this area. This paper may have important implications for policy-makers looking to address …
Appreciative Inquiry-Based Intervention: A Network View Of Organizational Renewal, Thomas H. Carlson
Appreciative Inquiry-Based Intervention: A Network View Of Organizational Renewal, Thomas H. Carlson
Student Scholarship
This paper describes the design, conduct and outcomes of an Appreciative Inquiry-based intervention. The subject group was a newly formed unit of a health care organization. The unit was formed by merging elements of two preexisting groups, and was guided by inexperienced managers. Previous interaction between those groups had been characterized by distrust and competition. Appreciative Inquiry provided the foundation for the intervention. Members of the unit galvanized around identified strengths, shared values and beliefs, shared perspectives, and a positive vision of their future; the normative-relational aspect of the intervention. On that foundation, members of the unit developed generative skills …
Top Salespeople Don't Sell: Managing Frame Incongruence Through Network Partitioning, Stuart R. Strolin
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 …
What Are They Thinking About R&D? A Strategic Core Competence, Or An Operational Business Decision?, Beth Fitz Gibbon
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. …
What Influences Moral Choice Among College Student Athletes, Mary-Beth A. Cooper
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.
Service Feature Considerations For Developing Consumer Satisfaction In Online Environments, Matthew J. Gymer
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 …
Trap, Escape And Vision Integration: Key Adaptive Challenges Of Leadership In Conflict, Tin Muang Than
Trap, Escape And Vision Integration: Key Adaptive Challenges Of Leadership In Conflict, Tin Muang Than
Student Scholarship
The paper identifies trap, escape and vision integration as adaptive challenges to leadership in conflict, particularly in the context of Burma, where military government and elected parties have been in political impasse since 1990 elections. International sanctions and constructive engagement strategies have failed to bring the parties to the table. Burmese opposition leaders have found that other parties are simply unwilling to begin negotiations. In this context, what can opposition leaders do when a major actor of conflict is reluctant to enter into negotiation? Concepts are mainly drawn from theories of leadership, conflict and group. The research objective is to …
Maximizing Large Organization Performance By Uncovering Engaged Employees, Michael W. Bowling
Maximizing Large Organization Performance By Uncovering Engaged Employees, Michael W. Bowling
Student Scholarship
Organizations face a daunting challenge as they grow. Multiple studies and theories have been developed defining the challenge of large firms including loss of control, loss of task visibility, increasing agency and monitoring costs and misalignment of incentives between the owners and managers of large firms. Examining the theories of Propensity to Withhold Effort, Organizational Commitment Behavior and Employee Engagement this paper seeks to explore the factors that inhibit employees to give the rational level of effort versus the environments where employees to go beyond expectations.
Who We Are Drives What We Do: The Interplay Of Identity On Workplace Behaviors, Monika L. Hudson
Who We Are Drives What We Do: The Interplay Of Identity On Workplace Behaviors, Monika L. Hudson
Student Scholarship
This empirical study is designed to examine issues associated with who people believe they are and the effect that that has on how they behave. Specifically, it considers the separate and combined effect of three individually focused identity constructs-organizational, ethnic, and professional identity--on workplace behaviors perceived by the person or significant others as being either socially desirable or deviant. The behaviors are examined from the perspective of whether they are directed toward fellow employees or the work institution itself. The paper also considers whether two dimensions of organizational culture moderate the identity-influenced expressions of particular behaviors. Information was gathered from …
From Learned To Learning: Why Addiction To Learning Is Vital To Renewing Competitive Advantage, Radhashyam Giridharadas
From Learned To Learning: Why Addiction To Learning Is Vital To Renewing Competitive Advantage, Radhashyam Giridharadas
Student Scholarship
Business strategists seek to create a sustainable competitive advantage so that their organizations thrive. Yet in industry after industry the corporate graveyards are lined with companies that once led an industry and were subsequently ousted by smaller, nimbler competitors or new entrants. The long list of failed organizations underscores the challenge to the notion of sustainability. Clearly competitive advantage is subject to constant erosion, and companies seeking a sustainable competitive advantage may be chasing an illusory goal. To thrive, companies must learn to adapt their skills, resources and experience and transform them into renewable competitive advantages that are commensurate with …
Globalized Medicine: Panacea Or Bitter Pill?, Dinesh Shah
Globalized Medicine: Panacea Or Bitter Pill?, Dinesh Shah
Student Scholarship
Global mindset and openness to change by upper echelon healthcare executives are positioned in this research proposal as prerequisites for competitive responses to a paradigmatic shift in the provision of healthcare worldwide. The proposal addresses a gap in the health care management literature evidenced by a deficit of empirical research pertaining to the relationships among global trade, health and health services and responds to a call for more, and more specific, cross-cultural studies that provide practical implications for international management. Motivated by prior research indicating the pivotal role of top manager's world views and attitudes on institutional responses to globalization, …
A Complexity Science Perspective On High Performance M&A Management Teams, Byron C. Clayton
A Complexity Science Perspective On High Performance M&A Management Teams, Byron C. Clayton
Student Scholarship
It has been well documented that over 50% of all mergers and acquisitions (M and A) fail. Despite a multitude of studies by M and A researchers, failure rates have not significantly changed for several decades. As such, the complex behavior of mergers, acquisitions, and their failure remains largely unexplained. Some researchers believe that the emerging field of complexity science may be the key to unlocking the secrets of M and A success. Complexity science, as applied to organizations, asserts that the simple interactions between managers can result in the complex behavior of the management team, specifically in its ability …
Exploring The Factors That Promote Individual Team Member Knowledge Sharing In Information Technology Related Projects Using An Appreciative Inquiry Versus Problem Deficit Inquiry Analysis, Frank C. Braun
Student Scholarship
The management of organizational knowlegde has become an increasingly important discipline. Knowledge management can be defined as doing what is needed to get the most out of knowledge resources. The origin of a firm's capabilities is enabled through the knowledge in the minds of its employees and integrated business partners. Today organizations rely on key managers and decision makers who individually or collectively possess a profound understanding of specific domains that influence the decision-making process and activities of the organization. This knowledge along with contextual experience allows them to act more quickly, accurately and decisively enabling them to achieve objectives …
Strategic Thinking For R&D Amidst Global Economic Change: Retain And Invest, Outsource....Or Reinvent?, Beth Fitz Gibbon
Strategic Thinking For R&D Amidst Global Economic Change: Retain And Invest, Outsource....Or Reinvent?, Beth Fitz Gibbon
Student Scholarship
This paper explores issues about firm sustainability in a time of rapid global change. As a strategist and product development practitioner, I need a better understanding of how those aspects of business intersect today. They are not frequently used in the same sentence; but I believe they come together in a firm’s research & development (R&D) process. Discovery reflects Peter Ducker’s, “what a company gets paid for” (1994: 96). That translates to the products and brand value bought by a firm’s customers. As an international practitioner, I also need to know more about the effects globalization has on how managers …
Key Considerations For Developing Electronic Medical Records Systems: Quantitative Research Study, Edward W. Wright
Key Considerations For Developing Electronic Medical Records Systems: Quantitative Research Study, Edward W. Wright
Student Scholarship
Despite promotion as a national objective, information technology remains relatively underutilized in US healthcare. Building upon an earlier qualitative study investigating the slow adoption of electronic medical records by family practice physicians, I conducted a survey of 368 family practice physician users and found that system ease of use was the only variable that had significant and substantive effects upon medical practice productivity, quality, and satisfaction. We discuss implications for EMR design and a national healthcare record network.
Accountability And Accreditation In The Nonprofit Sector: Examining The Louisiana Standards For Excellence Model, Lise Anne D. Slatten
Accountability And Accreditation In The Nonprofit Sector: Examining The Louisiana Standards For Excellence Model, Lise Anne D. Slatten
Student Scholarship
The nonprofit sector of our economy is a special class of entities with an expansive array of organizations and activities dedicated to the common good and well-being of others. Even though this sector has constructed creative and forward thinking initiatives, obstacles remain which interfere with their accomplishment of significant achievements. The struggle to maintain their respected position, unique character and role in society remains prevalent. In order to stay competitive, organizations are constantly assessing their current capacity to deliver needed services. Today, a number of umbrella associations of nonprofits have implemented assessment and certification programs intended to produce organizational improvement …
Women Directors: When Championing The "Tough Issues" At The Board, How And Why Do They Do It And Do They Do It Differently Than Men?, Nancy Mcinerney-Lacombe
Women Directors: When Championing The "Tough Issues" At The Board, How And Why Do They Do It And Do They Do It Differently Than Men?, Nancy Mcinerney-Lacombe
Student Scholarship
Boards of Directors are often criticized for being compliant or silent on critical issues. In the powerful yet collegial environment of the board, raising "tough issues" as proven to be a challenging task. This lack of action can result in ineffective decision-making and, in some cases like Enron, the demise of the firm (O'Connor, 2003). In view of the fact that management's expertise is valued (Baysinger, Kosnik and Turk, 1991), it takes tenacity to question management's judgments and recommendations (Janis, 1992; Sonnenfeld, 2002; Leblanc & Gillies, 2005). This is especially true if management is long tenured and powerful (Arthur, 2001). …
Distributed Sensemaking In Loosely Coupled Organizations, Sridhar Belavadi Seshadri
Distributed Sensemaking In Loosely Coupled Organizations, Sridhar Belavadi Seshadri
Student Scholarship
Academic Medical Centers\, despite their research and educational prowess\, are in a financial crisis. Increasing costs\, stiffer competition\, and anticipated tightening of budgets have created new levels of urgency and vibrancy among medical school deans and hospital CEOs about the need to increase the productivity of the clinical enterprise. To date\, most of these efforts have failed- this study attempts to understand why. The conceptual model sets up the relative advantage created by the organizational innovation and resulting organizational performance as the primary independent variable and dependent variables respectively. Organizational sensemaking among the sponsors\, designers\, and implementers of the change …
Choice, Gender, And Succession In The Family Business, Kathyann Kessler Overbeke
Choice, Gender, And Succession In The Family Business, Kathyann Kessler Overbeke
Student Scholarship
This paper proposes a research initiative to investigate the factors that may inhibit women from entering their family’s business in a managerial or decision making capacity. Based on a review of the literature\, very few women become successors in family firms. In 1994 only 2% of CEO’s in family businesses were female. Yet\, despite the abundance of literature on succession in family businesses\, few studies have examined the experience of daughters of family business owners. Some literature investigates the experience of daughters who have entered their family’s business\, but research on daughters who have not entered their family’s business is …
Distributed Sensemaking In Loosely Coupled Organizations, Sridhar Belavadi Seshadar
Distributed Sensemaking In Loosely Coupled Organizations, Sridhar Belavadi Seshadar
Student Scholarship
Academic Medical Centers, despite their research and educational prowess, are in a financial crisis. Increasing costs, stiffer competition, and anticipated tightening of budgets have created new levels of urgency and vibrancy among medical school deans and hospital CEOs about the need to increase the productivity of the clinical enterprise. To date, most of these efforts have failed- this study attempts to understand why. The conceptual model sets up the relative advantage created by the organizational innovation and resulting organizational performance as the primary independent variable and dependent variables respectively. Organizational sensemaking among the sponsors, designers, and implementers of the change …
Enhanced Business Reporting: A Reemergence Of 19th Century Gaap Policies, Chester H. Brearey
Enhanced Business Reporting: A Reemergence Of 19th Century Gaap Policies, Chester H. Brearey
Student Scholarship
Existing literature on financial reporting practices within the first wave of regulation- the Interstate Commerce Commission may have its historical roots in the work of Charles Francis Adams Jr., and his fellow Commissioners contained within the financial reporting requirements established through state regulation in the Annual Reports of the Board of Railroad Commissioners in The Commonwealth of Massachusetts 1870 - 1913. In addition, the regulatory environment and the scope of railway activities found within the afore-mentioned reports may throw light on the question of what forces converted the simply recording technology of the Italian merchants of the fourteenth and fifteenth …
In Search Of Bold And Wise Decision Making In Associations, Mark Engle
In Search Of Bold And Wise Decision Making In Associations, Mark Engle
Student Scholarship
What if we could encourage association leaders to make bold and wise decision? Board members of nonprofit societies have limited time to devote to strategic issues confronting their associations. It is essential that they use their limited time productively and remain focused on strategic decision making. Therefore, this study addresses how association leadership--both boards and CEOs--consider significant issues and make decisions. The purpose is to determine how boards and staff of professional societies (associations comprised of individual memberships whose primary purpose is to provide learning and knowledge for members of the profession they represent) navigate the decision-making process and make …
Association In Associations: Network Dynamics In Dermatology Research, Rebecca M. Minnillo
Association In Associations: Network Dynamics In Dermatology Research, Rebecca M. Minnillo
Student Scholarship
The work of scientists is heterogeneous-a series of interactions within networks composed of individuals from diverse fields and disciplines (Star & Griesemer, 1989). Generation of new knowledge is essential in the organizations in which these individuals associate; the bridge that holds them together. Knowledge generation takes place at both the individual and collective levels (Brown and Duguid, 1998). Professional organizations attract individuals because they provide a unique forum, a space in which they converge to pursue common goals. Actor-network Theory (ANT) is concerned with how heterogeneous networks and the associations that comprise them come into existence and operate to construct …
The Effect Of Operational Control And Experience On Joint Venture Performance, Arun K. Sharma
The Effect Of Operational Control And Experience On Joint Venture Performance, Arun K. Sharma
Student Scholarship
This study investigates the nature of control rights and experience among oil company competitors as they collaborate to develop mutually owned oil and gas development projects. Using fundamental pinciples derived from Transaction Cost Economics and Property Rights theories in conjunction with archival joint venture data, I attempt to empirically explain Joint Venture performance with respect to operational control. The typical oil-field Joint Venture governance model (the Joint Operating Agreement -- or JOA) is designed to minimize transaction costs and equitably distribute benefits in accordance with Transaction Cost Economics Theory Property Rights Theory, however, may more accurately descirbe JOA partner behavior …
Sales Sense: Improving Communication Through A Network Of Frames, Stuart R. Strolin
Sales Sense: Improving Communication Through A Network Of Frames, Stuart R. Strolin
Student Scholarship
Why, when one business unit is successfully using an IT product, will another business unit reject or block its deployment when they have the same or similar business needs? Sales practitioners involved in making sense of these situations, centered on the assimilation of complex software innovations, lack the descriptive tools and language for methodically formulating approaches to overcome such obstacles. Insights have been offered by theories such as Diffusion of Innovation (Rogers, 1995), Technological Frames (Orlikowski & Gash, 1994), and Actor-Network Theory (Callon & Latour, 1981; Law, 1987). Various authors (Fichman, 1992; Lamb, 2003; Letch & Perth, 2001; Silver, Markus, …