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Article

James A. Eckert

Working from the expanded model of adaptive selling behavior offered by Eckert and Plank (2004), this paper attempts to add greater depth and specificity to the adaptive…

Abstract

Working from the expanded model of adaptive selling behavior offered by Eckert and Plank (2004), this paper attempts to add greater depth and specificity to the adaptive output categories making them more useful for research advancement and for both the teaching and execution of an adaptive selling approach. Relevant literature is identified, organized, and offered as theory sources to support and expand the adaptive selling model.

Details

American Journal of Business, vol. 21 no. 1
Type: Research Article
ISSN: 1935-5181

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Article

Francisco Layrisse, Ezequiel Reficco and Andrés Barrios

The purpose of this study is to identify how the value dynamics of the freemium business model (BM) play out in a social enterprise.

Abstract

Purpose

The purpose of this study is to identify how the value dynamics of the freemium business model (BM) play out in a social enterprise.

Design/methodology/approach

We draw on a multiple case study of two social enterprises –one nonprofit (Aravind Eyecare) in Asia and one for-profit in Latin America (Biodent)– to analyze the implications of applying the value architecture of a freemium BM to social enterprises.

Findings

The freemium BM departs from standard practice when applied in social enterprises. Meaningful differences include the feasibility/desirability of converting free users to paying ones, the presence of significant variable costs –which requires balancing the ratio of free and paying customers– and the use of nontraditional pricing schemes to enhance value capture. The social freemium BM can increase scalability, value creation and value capture. Under this model, “beneficiaries” can be more than passive recipients of value and contribute to a venture's success in various ways –such as lowering its operational costs or enhancing its value proposition toward third parties.

Originality/value

While in the past years commercial enterprises have been disrupted by the emergence of freemium platforms, the social enterprise field has barely taken notice. We extract lessons and implications from this paradigmatic change for the theory and practice of business model innovation in social enterprises, of particular relevance to Latin America, where social and environmental disequilibria remain a recurring feat.

Propósito

Identificar cómo el modelo de negocio freemium impacta el desarrollo de un emprendimiento social.

Diseño/metodología/enfoque

realizamos un estudio de caso múltiple de dos emprendimientos sociales –uno sin fines de lucro (Aravind Eyecare) ubicada en Asia y el otro con fines de lucro ubicada en América Latina (Biodent)– para analizar las dinámicas qué genera el modelo de negocio freemium en la arquitectura de valor de los emprendimientos sociales.

Hallazgos

Cuando el modelo freemium se aplica a un emprendimiento social, surgen diferencias respecto de la práctica estándar en empresas comerciales. Estas diferencias incluyen la viabilidad/conveniencia de convertir a los usuarios gratuitos en clientes de pago, la presencia de costos variables significativos –que imponen la necesidad de equilibrar la proporción de usuarios gratuitos y clientes de pago– y el uso de esquemas de precios no tradicionales para mejorar la captura de valor. El modelo freemium social puede contribuir a facilitar la escalabilidad, así como la creación y captura de valor de un emprendimiento social. Bajo este modelo, los “beneficiarios” pueden ser más qué receptores pasivos de valor y contribuir al éxito de la empresa de diversas formas –por ejemplo, reduciendo sus costos operativos o mejorando su propuesta de valor.

Originalidad/valor

En las últimas dos décadas, varias industrias sufrieron grandes disrupciones por el surgimiento de modelos de negocio basados en plataformas, como el freemium. Sin embargo, hasta ahora el campo del emprendimiento social parecía no haber tomado nota de este cambio paradigmático. En este artículo, extraemos lecciones e implicaciones de este cambio para la teoría y la práctica de los emprendimientos sociales. Nuestros hallazgos son particularmente relevantes para América Latina, en donde subsisten profundos déficits socio-ambientales.

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Article

[There are thousands of lists of books on special subjects, and nothing more is attempted here than to indicate the most useful. For other lists and bibliographies…

Abstract

[There are thousands of lists of books on special subjects, and nothing more is attempted here than to indicate the most useful. For other lists and bibliographies, reference must be made to the works in Section I. The catalogues of special libraries and the numerous lists of books on special subjects contributed to professional magazines must also be sought for there.]

Details

New Library World, vol. 11 no. 12
Type: Research Article
ISSN: 0307-4803

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Article

Andres Barrios, Ezequiel Reficco and Rodrigo Taborda

The purpose of this paper is to explore the extent to which hope and perceived goal attainment can be developed in subsistence entrepreneurs through the right training tools.

Abstract

Purpose

The purpose of this paper is to explore the extent to which hope and perceived goal attainment can be developed in subsistence entrepreneurs through the right training tools.

Design/methodology/approach

A longitudinal study of a subsistence entrepreneurship training program in three Central American countries was carried out. Participants were divided on the basis of their exposure to training (yes, no), and of the type of training received (none, business plan, business model). The authors carried out three assessments (just before the program, six months and one year after the program) of participants’ business goals and their hope of attaining them. Information was analyzed using linear regression.

Findings

Participants exposed to training reported significant increases in perceived goal attainment and in their hope levels. Training based on the business plan affected hope agency in the short term, as predicted by the logic of causation theory. Training based on the business canvas affected hope pathways, as predicted by the logic of effectuation theory.

Research limitations/implications

Given the data collection process (a non-random sample and selection of participants), the findings are not generalizable without stringent procedures and further replication.

Practical implications

If hope is a reliable predictor of goal attainment, it should be promoted and measured. Given the limited means of gathering data and making reliable projections that most entrepreneurs endure, the business canvas’ contribution to entrepreneurs’ “emotional equipment” ceteris paribus should be more valuable for subsistence entrepreneurs.

Originality/value

This is the first study comparing the short- and long-term effects of two entrepreneurial learning devices on entrepreneurs’ hope and business goal attainment.

Details

Education + Training, vol. 61 no. 7/8
Type: Research Article
ISSN: 0040-0912

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Article

Thomas C. Boyd and Timothy C. Krehbiel

Professional and collegiate sports face an ever increasing challenge from competition for sport fans’ attention and dollars as available alternatives proliferate. Teams…

Abstract

Professional and collegiate sports face an ever increasing challenge from competition for sport fans’ attention and dollars as available alternatives proliferate. Teams are looking for new ways to make games more attractive in order to fill their seats. While true to some degree for all sports, Major League Baseball (MLB) has attracted the greatest attention from researchers and practitioners interested in increasing game attractiveness. The current study demonstrates a method that can be applied in many retail settings and reports on the most comprehensive research to date, examining every game played in the 2002 season for all MLB teams. Multiple regression analysis is performed using both promotion type and relevant timing variables to determine when promotions will be most successful at increasing attendance. Bobblehead giveaways and two combinations of promotions; a giveaway and special event or two special events, are found to have the greatest impact. Promotions during night games are also found to result in the greatest increase in attendance.

Details

American Journal of Business, vol. 21 no. 2
Type: Research Article
ISSN: 1935-5181

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Article

Jin H. Im, Sandra J. Hartman and Robert Folger

The just‐in‐time (JIT) production system is notable for its emphasis on employee involvement and participation. However, we suggest that the role of participation that is…

Abstract

The just‐in‐time (JIT) production system is notable for its emphasis on employee involvement and participation. However, we suggest that the role of participation that is most typically described in the organizational behavior (OB) literature does not match the type of participation practiced in JIT. We introduce a theoretical framework that accounts for these different perspectives: whereas the OB approach treats participation as an intervention and hence as an independent variable, the JIT approach sees it as a side effect of the JIT production system and hence a dependent variable. Understanding of the differences is essential in JIT implementation in the workplace if we are to avoid miscommunication, stress, and disbelief in the system.

Details

The International Journal of Organizational Analysis, vol. 3 no. 2
Type: Research Article
ISSN: 1055-3185

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Article

Terence Tai‐Leung Chong, Daniel Wai‐Hong Wong and Venus Khim‐Sen Liew

There is a broad consensus in the literature that spinoffs tend to create value for shareholders and exhibit positive long‐run excess returns. However, most of the prior…

Abstract

There is a broad consensus in the literature that spinoffs tend to create value for shareholders and exhibit positive long‐run excess returns. However, most of the prior studies are confined to the US and the European cases. The spinoff problems in Hong Kong are surprisingly under‐studied despite its important role as a global center of capital formation. In this paper, we find that there is a short‐run value creation for the Hong Kong spinoffs. However, the financial health of the spinoff companies, measured by various financial ratios, tends to deteriorate in the long‐run. In general, Hong Kong spinoffs generate negative returns to investors.

Details

Journal of Asia Business Studies, vol. 4 no. 1
Type: Research Article
ISSN: 1558-7894

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Article

Michael A. Eierman and Bruce C. Hungerford

The Unified Modeling Language (UML) has received significant attention as the tool of the future for modeling information systems. However, prior to the development of the…

Abstract

The Unified Modeling Language (UML) has received significant attention as the tool of the future for modeling information systems. However, prior to the development of the UML, IS modeling was done with tools such as Data Flow Diagrams (DFDs) and Entity‐Relationship Diagrams (ERDs). These tools have been developed over many years of information systems development and taught to thousands of information systems professionals. Many organizations continue to use these tools, and many other organizations use these tools but are considering switching to the UML. While the UML is being promoted as the future of IS modeling, there is little empirical evidence that suggests it is a better tool than the traditional approach. This research seeks to inform the decision to adopt the UML over traditional modeling tools by examining the efficacy of the two modeling tools in the identification of design defects in an information system model. The study involved MIS students attempting to find defects embedded in a model of an information system. The study finds that students using UML were able to find approximately twice as many of the defects injected in the model as those using traditional modeling tools.

Details

American Journal of Business, vol. 21 no. 2
Type: Research Article
ISSN: 1935-5181

Keywords

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Abstract

Details

The Handbook of Road Safety Measures
Type: Book
ISBN: 978-1-84855-250-0

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Book part

Abstract

Details

Power Laws in the Information Production Process: Lotkaian Informetrics
Type: Book
ISBN: 978-0-12088-753-8

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