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Article
Publication date: 27 April 2010

Jonathan H. Deacon

399

Abstract

Details

Journal of Research in Marketing and Entrepreneurship, vol. 12 no. 1
Type: Research Article
ISSN: 1471-5201

Article
Publication date: 1 March 1996

In the first, by David A. Macpherson and Barry T. Hirsch, entitled “Wages and Gender Composition: Why Do Women's Jobs Pay Less?” occupational sex segregation and its relationship…

Abstract

In the first, by David A. Macpherson and Barry T. Hirsch, entitled “Wages and Gender Composition: Why Do Women's Jobs Pay Less?” occupational sex segregation and its relationship with wages during 1973–93 are examined. Wage level and wage change models are estimated using Current Population Survey data matched with measures of occupational skills and job disamenities. Standard analysis confirms that wage levels are substantially lower in predominantly female occupations. Gender composition effects are reduced by about a quarter for women and by over one‐half for men following control for skill‐related occupational characteristics. Longitudinal analysis indicates that two‐thirds or more of the standard gender composition effect is accounted for by occupational characteristics and unmeasured worker skill or taste differences.

Details

Equal Opportunities International, vol. 15 no. 3
Type: Research Article
ISSN: 0261-0159

Article
Publication date: 30 September 2020

Vaibhav Chawla, Teidorlang Lyngdoh, Sridhar Guda and Keyoor Purani

Considering recent changes in sales practices, such as the sales role becoming more strategic, increased reliance on technology for sales activities, increased stress from adding…

1860

Abstract

Purpose

Considering recent changes in sales practices, such as the sales role becoming more strategic, increased reliance on technology for sales activities, increased stress from adding technological responsibilities to the sales role and decreased avenues of social support (such as traditional forms of community) to cope with work-related stressors, there is a need to reconsider Verbeke et al.’s (2011) classification scheme of determinants of sales performance, which was based on literature published before these critical changes became apparent. This paper aims to conduct a systematic review of sales performance research published during 1983–2018 to propose an extension to Verbeke et al.’s (2011) classification.

Design/methodology/approach

This paper followed a systematic approach to the literature review in five sequential steps – search, selection, quality control, extraction and synthesis – as suggested by Tranfield et al. (2003). In total, 261 peer-reviewed journal papers from 36 different journals were selected for extraction and synthesis.

Findings

The findings make the following additions to the classification: strategic and nonstrategic activities as a new category, technological drivers of sales performance and job-related psychosocial factors as a broader category to replace role perceptions. Derived from the job demand–control–support model, three subcategories within the category of job-related psychosocial factors are psychological demands (encompasses role perceptions and digital-age stressors such as technostress creators), job control and work-related social support.

Research limitations/implications

This paper identifies that manager’s role in facilitating technology skills, providing informal social support to remote or virtual salespeople using technology, and encouraging strategic behaviors in salespeople are future research areas having good potential. Understanding and building positive psychology aspects in salespeople and their effect on sales performance is another promising area.

Practical implications

Newly added technological drivers draw the attention of sales firms toward the influence of technology and its skilful usage on salesperson performance. Newly added strategic activities makes a case for the importance of strategic participation in salesperson performance.

Originality/value

This review extends Verbeke et al.’s (2011) classification scheme to include recent changes that sales profession and literature have undergone.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 8
Type: Research Article
ISSN: 0885-8624

Keywords

Book part
Publication date: 4 August 2015

Michael Abebe and David

Despite the extensive research on the determinants and consequences of firm growth, research focusing on how the actual process unfolds is still evolving. An important part of…

Abstract

Despite the extensive research on the determinants and consequences of firm growth, research focusing on how the actual process unfolds is still evolving. An important part of firm growth process research is entrepreneurial cognition. The purpose of this chapter is to explore the relationship between entrepreneurial cognition and firm growth intentions. Specifically, we propose a theoretical model of entrepreneurial cognitive interpretation and categorization of market information as it relates to firm growth intentions. Drawing from the strategic cognition literature in general and strategic issue interpretation literature in particular, we propose that entrepreneurs’ interpretation of market information as opportunity or threat, gain or loss, and controllable or uncontrollable influences their firm growth intentions. Furthermore, our theoretical model discusses the condition under which favorable interpretation of market information leads to higher growth intentions by incorporating insights from the Entrepreneurial Orientation (EO) construct. This chapter extends our understanding of firm growth processes by highlighting the important role cognitive interpretation and categorization play in facilitating or hindering entrepreneurial firm growth.

Details

Entrepreneurial Growth: Individual, Firm, and Region
Type: Book
ISBN: 978-1-78560-047-0

Keywords

Book part
Publication date: 19 February 2019

Madeleine Lefebvre

Upcycling was introduced in The Archers by Fallon Rogers, who created a business from selling furniture she had upcycled. The author cites other examples from Archers episodes…

Abstract

Upcycling was introduced in The Archers by Fallon Rogers, who created a business from selling furniture she had upcycled. The author cites other examples from Archers episodes: Bert Fry’s egg mobile was originally an old caravan. Eddie Grundy built Lynda Snell’s shepherd’s hut from farmyard scrap. Josh Archer expanded his online farm equipment sales to include old items refurbished and sold for profit. Definitions of upcycling imply that the original item has become worthless. The author, however, includes examples of nostalgic value placed on relics of a bygone age and suggests a dichotomy between the values of older versus younger Ambridge residents. Upcycling can also be viewed in a metaphorical sense: Lilian Bellamy, for example, regularly upcycled herself with cosmetic assistance. The most sinister example is that of Rob Titchener, who used coercive control to upcycle Helen (then) Titchener into the image he wanted. The author concludes that while motives may take several forms, it is Fallon Rogers who consistently uses both creativity and business sense in her upcycling endeavours.

Details

Gender, Sex and Gossip in Ambridge
Type: Book
ISBN: 978-1-78769-948-9

Book part
Publication date: 28 April 2021

Vivianna Fang He and Gregor Krähenmann

The pursuit of entrepreneurial opportunities is not always successful. On the one hand, entrepreneurial failure offers an invaluable opportunity for entrepreneurs to learn about…

Abstract

The pursuit of entrepreneurial opportunities is not always successful. On the one hand, entrepreneurial failure offers an invaluable opportunity for entrepreneurs to learn about their ventures and themselves. On the other hand, entrepreneurial failure is associated with substantial financial, psychological, and social costs. When entrepreneurs fail to learn from failure, the potential value of this experience is not fully utilized and these costs will have been incurred in vain. In this chapter, the authors investigate how the stigma of failure exacerbates the various costs of failure, thereby making learning from failure much more difficult. The authors combine an analysis of interviews of 20 entrepreneurs (who had, at the time of interview, experienced failure) with an examination of archival data reflecting the legal and cultural environment around their ventures. The authors find that stigma worsens the entrepreneurs’ experience of failure, hinders their transformation of failure experience, and eventually prevents them from utilizing the lessons learnt from failure in their future entrepreneurial activities. The authors discuss the implications of the findings for the entrepreneurship research and economic policies.

Details

Work Life After Failure?: How Employees Bounce Back, Learn, and Recover from Work-Related Setbacks
Type: Book
ISBN: 978-1-83867-519-6

Keywords

Book part
Publication date: 1 July 2012

Matthew S. Wood, David W. Williams and Denis A. Grégoire

Studies of entrepreneurial action often distinguish between different phases such as opportunity identification, evaluation, and exploitation. Yet, the richness of past…

Abstract

Studies of entrepreneurial action often distinguish between different phases such as opportunity identification, evaluation, and exploitation. Yet, the richness of past contributions masks the absence of an integral framework to organize, in a theoretically consistent ensemble, the different kinds of cognitive processes that underpin entrepreneurial action. In this chapter, we draw from research on human action and cognition to offer an integrative model of the cognitive processes that foster entrepreneurial action. By presenting a more specific articulation of when, how, and why different cognitive processes operate, we provide theorists and empiricists with a more complete picture of how entrepreneurs’ thinking evolves from the emergence of an opportunity idea to the initiation of concrete entrepreneurial acts. In addition, our framework draws attention to cognitive inflection points that entrepreneurs must navigate in their journey toward entrepreneurship. By explicitly locating these inflection points and specifying the changes in mental processing that occurs at each point, we highlight that for entrepreneurial action to ensue, entrepreneurs must shift from one type of cognitive processing to another. Along this line, our model draws attention to the entire set of cognitive “skills” entrepreneurs must master for successful completion of each phase and successful transitions between phases.

Book part
Publication date: 13 August 2014

Deborah Shepherd and Christine Woods

Interest in academic entrepreneurship is gaining attention as pressure on academic institutions to be more entrepreneurial increases. To date, emphasis has been on the transfer…

Abstract

Interest in academic entrepreneurship is gaining attention as pressure on academic institutions to be more entrepreneurial increases. To date, emphasis has been on the transfer and commercialisation of research with little discussion focused on the entrepreneurial potential of university teaching. Drawing on Schumpeter’s theory of entrepreneurship, in particular the combining and recombining of resources and the concept of resistance, we provide an illustrative case study of one entrepreneurial academic venture that emerged from the teaching activities of a university. We examine how this venture, the ICEHOUSE, has evolved and been sustained despite pressure from competing logics from its partnering institutions. We argue that multiple and competing logics by various stakeholder groups led to ‘resistive tension’ which has supported the growth of the organisation.

Details

Academic Entrepreneurship: Creating an Entrepreneurial Ecosystem
Type: Book
ISBN: 978-1-78350-984-3

Keywords

Article
Publication date: 22 October 2020

Pradeep Kumar Mohanty and Archana Patro

This work reports on a study to measure tractor owners' (mostly farmers') repurchase behavior (RPB). While earlier studies have focused on the technical aspects of the tractors…

Abstract

Purpose

This work reports on a study to measure tractor owners' (mostly farmers') repurchase behavior (RPB). While earlier studies have focused on the technical aspects of the tractors, none as yet have considered farmer intention and behavior for predicting purchase decision. A conceptual model was built considering all possible antecedents of farmers' RPB based on in-depth interviews and discussions with marketing managers. Interviews with customers were used to understand these antecedents or interactions with salespersons, either directly or indirectly during conversations or visits to stores. The authors have attempted to develop a scale on farmers' consumption experience from the perspective of farmers.

Design/methodology/approach

The model was validated using Smart-PLS, and the best tractor brand was identified using data envelopment analysis (DEA). At the village level, snowball sampling was adopted to identify potential tractor owners who had repurchased the same brand or a higher model as respondents.

Findings

Findings reveal that all the paths were found to be significant. Farmers' consumption experience (FE) seems to be the biggest predictor of RPB, followed by image, satisfaction and trust. The newly introduced construct FE has a significant effect on farmers' RPB. DEA results further indicate that most tractor companies function with 100% efficiency.

Research limitations/implications

The study was carried out in India; it can be extended to other countries. Also, the sample was collected from one state in India and is cross-sectional in nature, so it cannot be generalized.

Originality/value

First, the authors developed a conceptual model considering all possible antecedents of RPB. No studies had yet developed a scale on FE. Second, the authors created a benchmark for the various preferred tractor brands from the farmers' perspective using DEA.

Details

Journal of Agribusiness in Developing and Emerging Economies, vol. 12 no. 1
Type: Research Article
ISSN: 2044-0839

Keywords

Open Access
Article
Publication date: 28 February 2018

David McBride, Nancy Porter, Kirsten Lovelock, Daniel Shepherd, Maria Zubizaretta and James Burch

The purpose of this paper is to describe risk and protective factors for symptoms of post-traumatic stress disorder (PTSD) experienced over a 1.5-year period among both frontline…

4339

Abstract

Purpose

The purpose of this paper is to describe risk and protective factors for symptoms of post-traumatic stress disorder (PTSD) experienced over a 1.5-year period among both frontline and “non-traditional” responders to the 2010 and 2011 earthquakes in Christchurch, New Zealand.

Design/methodology/approach

A longitudinal survey administered to Christchurch workers with referents from the city of Hamilton at 6, 12 and 18 months after the 2011 earthquake. Potential risk and protective determinants were assessed by questionnaire items at baseline and over time, the outcome being PTSD as assessed by the PTSD Checklist-Civilian version. A longitudinal latent class analysis identified groups with similar trajectories of PTSD.

Findings

A total of 226 individuals, 140 (26 per cent) from Christchurch and 86 (16 per cent) from Hamilton, participated at baseline, 180 at 12 and 123 at 18 months, non-traditional responders forming the largest single group. Two latent classes emerged, with PTSD (21 per cent) and without PTSD (79 per cent), with little change over the 18-month period. Class membership was predicted by high scores in the Social Support and Impact of Events scale items, Health-related Quality of Life scores being protective. PTSD scores indicative of distress were found in females, and predicted by burnout risk, behavioural disengagement and venting.

Practical implications

Non-traditional responders should be screened for PTSD. Social support should be considered with the promotion of adaptive coping mechanisms.

Originality/value

The strength was longitudinal follow-up over an 18-month period, with demonstration of how the potential determinants influenced the course of PTSD over time.

Details

Disaster Prevention and Management: An International Journal, vol. 27 no. 2
Type: Research Article
ISSN: 0965-3562

Keywords

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