Training and Development Commons^™

Identifying The Threshold: Using Regulatory Focus As A Predictor Of Ceo Adaptibility During Environmental Changes, George B. Constantine Iii

Dissertations

Building on research on CEO turnover and strategic leadership, this study examines how decision makers' regulatory focus shapes strategic decision-making and how this can contribute to performance decline, often resulting in CEO replacement. Drawing on regulatory focus theory, the study theorizes that measurable chronic regulatory focus attributes influence decision makers’ capacity to adapt to environmental change—conditions under which prior research suggests executives may become rigid and persist with established strategies. Despite its relevance for strategic adaptation, such chronic trait behavior has received limited attention in the current business literature. To address this gap, effectuation theory is integrated into a simulation-based …

Emotional Intelligence Training For Salespeople And Sales Managers, Charles D. Shepherd, Tracey Honeycutt Sigler

Atlantic Marketing Association Proceedings

No abstract provided.

Emotional Intelligence Training And Professional Salespeople, Tracey Honeycutt Sigler, Charles D. Shepherd Ph.D

Atlantic Marketing Journal

Emotional intelligence (EI) has long been considered a significant success factor, especcially in careers like personal selling that involve considerable social. contact (Goldman, 1995). As a result, a series of studies have investigated the link between EI and sales performance. The results of these studies indicates that EI can positively impact sales performanace. As a result, researchers (Deeter-Schmelz & Sojka, 2003) have called for its integration into sales training programs. However, to this point, no research has established an effective approach to EI training in sales. This study begins to rectify that shortcoming by indentifying best practices in general EI …

The Need For Police Reform, Desiree Bevineau

Emerging Writers

Law enforcement agencies are in desperate need for reform to prevent further damage to the land of the free and home of the brave. The media, newspapers and articles portray the merciless treatment of civilians by police officers. Numerous innocent individuals, specifically the ethnic community, fall prey to police violence. This article examines the history of the lack of police training and proposes solutions for how police can be trained to better serve the community.

Reflecting On Performance Feedback: The Effect Of Counterfactual Thinking On Subsequent Leader Performance, Kelly R. Hall

Doctor of Business Administration Dissertations

Performance feedback is an integral aspect of facilitating employee learning. Despite its importance, research suggests that when that feedback conveys a performance discrepancy, subsequent performance does not improve. Researchers have advanced reflection as a strategy for increasing feedback effectiveness and have established its value for learning and performance improvement. However, these studies have not accounted for the effects of specific types of reflection on performance. To this point, the current research examines the role of one form of reflection, counterfactual thinking, for learning after performance discrepancies. I explored boundary conditions that might influence self-focused upward counterfactual thinking—a form of reflection …

Using Incentive To Motivate Students During A Professional Selling Class Project, Ramon A. Avila, Scott. A. Inks

Atlantic Marketing Association Proceedings

Experiential learning methods are an important part of a robust sales curriculum. Sales call role-play, an experiential learning tool, is common in introductory and advanced sales call courses. While role-plays have several advantages, they are by definition, not “real-world.” Addressing this issue, some sales courses include sales projects/exercises in which students sell real products to real customers. This paper discusses how sales incentives were incorporated into a real-world sales exercise and the impact of those incentives on sales volume.

Market Oriented Organizations And Talent Workers: Composition Of The Workforce And Its Influence On Market Orientation, Dawn Mueller, Pradeep Gopalakrishna

Atlantic Marketing Association Proceedings

Many organizations employ marketing initiatives to “assist” in launching new efforts to both internal and external audiences and weave marketing throughout as part of being “market oriented.” The primary motivation behind a market orientation is improvement of market performance, according to the literature (Narver and Slater, 1990; Kohli and Jaworski 1990).

There is literature on workforce composition and different types of workers and this includes concepts of talent workers and knowledge workers (Chowdhury 2003) and HEROes (Bernoff and Schadler 2010) but there is little to nothing on the type of workers employed by highly market-oriented organizations. …

Do Our Graduates Know What Companies Are Seeking In An Employee, And, Perhaps More Importantly, Do We?, Michael A. Jones, George Stone, April Kemp

Atlantic Marketing Association Proceedings

University marketing faculty teach and embrace a concept referred to as the Marketing Concept, which places an emphasis on customer needs as a central focus in managing the marketing effort. Understanding customer needs through marketing research is thus essential to the process. If college marketing programs are to prepare students for their customers, the companies that hiring these students, the question then follows: do college marketing faculty and college marketing graduates know what qualities employers are seeking? This exploratory study reports the results of a survey of employers who were attending a Career Fair at a Southeastern US state …

The Dos And Don'ts Of Teaching Online: Practical Advice And Suggestions For Teaching Online, Anita Whiting

Atlantic Marketing Association Proceedings

Many colleges and universities are focusing heavily on online learning (Holzweiss, Joyner, Fuller, Henderson, & Young 2014). Over sixty-six percent of higher education institutions report that online learning is an important part of their long term strategy (Allen & Seaman, 2014). Over seven million students took online courses at higher education institutions in 2012 (Baran & Correia 2014).

Demand for online classes is growing. Students are expecting more online teaching and universities are requesting that more classes be taught online. According to Hart (2014), online teaching has become almost expected at most universities.

Greening An Integrated Marketing Communication's Course: An Assessment Of Sustainability Literacy, Pia A. Albinsson, G. David Shows

Atlantic Marketing Association Proceedings

This article showcases efforts of incorporating Sustainability Issues in an Integrated Marketing Communications (IMC) class during three semesters during the academic years of 2013/2014 and 2014/2015. The course was re-designed using Fink’s (2013) course recommendations of designing significant learning goals. In addition to the way the course was delivered (both face-to-face and online), the instructor worked with a Higher Ed publisher to customize a textbook to include sustainability issues related to the course content (i.e., reflecting IMC topics). The course re-design included sustainability assignments such as Virtual Field Trips (visiting corporate websites and other organizations to study their CSR statements …

The Staff Is More Important Than The Price: A Study Of The Consumer Loyalty Model In A Coffee Shop In Korea, Mikyoung Ha, Ji Young Jung, Hyo Jin Eom

Atlantic Marketing Association Proceedings

The market of a coffee shop has matured and competition among coffee shops has gotten fierce in Asia. In Korea, the number of take-out coffee shops has increased by 21.6% per year since Starbucks launched in 1999. Sustaining customer loyalty has been regarded as an effective strategy for the profitability enhancement of companies in the maturity stage. Since loyalty has been defined in both behavioral and attitudinal perspective, attitudinal loyalty was measured by repurchase intention of each brand and behavior loyalty was measured by repurchase behaviors (Olsen, 2002; Yi & La, 2004). This study aims to analyze both attitudinal and …