Search results

The purpose of this paper is to describe a case study used in a strategic sales class that employs the use of work-based learning pedagogy to expose students to real-life cold calling experiences. This real-life cold calling experience involves students within the course building a target list of prospective students for a small liberal arts college. The students must then construct pre-call strategies, build rapport with prospective students and finally “close the deal” by having the prospective student visit campus.

This paper begins by describing work-based learning as a unique pedagogical method and the importance of cold-calling skills in the context of workplace skills in demand. Theoretical foundations in Lichtenstein and Lyon’s (1996) entrepreneurial skillset is analyzed, as is the application of “live” group projects. The case is then described in detail and focuses on the project itself, the personal and group incentives used in the course of the project, and finally, a review of the learning outcomes and desired skillset outcomes for the class.

The case shows that students can learn and implement the behaviors, attitudes and practices that make professional cold-callers successful. The impact on the university can also be seen since real contributions were made to the recruiting efforts of the college vis-à-vis higher matriculation numbers. The entrepreneurial skillsets and “live” group project literature is contextualized in light of the findings of the project. This research found that students engaged in varying levels of progress in their managerial, entrepreneurial, technical skillsets as well as levels of personal maturity. Finally, the authors provide guidance for future research to expound the findings of this project by testing the variables using quantitative methodologies.

The paper showcases an innovative pedagogic approach to exposing students to the best practices of cold-calling and allows them to exercise these tools real time as they make actual cold calls and work toward sales incentives. The focus on recruiting new students as customers of the college serves is not only active classroom learning, but it also serves mission-based outcomes to help the college achieve desired recruiting goals. This case study will provide a tool for small, liberal arts colleges to use which mobilizes faculty and students in the effort to recruit new students, in an environment where enrollment numbers are falling for this market sector in higher education.

Following numerous complaints from investors, some established in other Member States, who had made unfortunate investments in commodities futures, the Netherlands prohibited financial intermediaries who offered investments in off‐market commodities futures from cold calling potential clients. With a view to preserving the reputation of the Netherlands financial sector, the prohibition extended to offers of services made to other Member States from the Netherlands. In proceedings challenging the lawfulness of the prohibition, the Netherlands court referred to the Court of Justice questions as to whether the prohibition fell within the scope of Article 59 of the Treaty (freedom to provide services) and, if so, whether it could nonetheless be justified.

The purpose of this paper is to high-light the very well-known potential downside of technology found in many sales environments and to provide a fail-safe remedy to telephone Call Reluctance.

The typical, illogical thinking that underpins the reasons that sales people offer for their Call Reluctance are discussed in detail. A time tested platform built upon sound logic and decades of successful implementation is provided. The approach appeals equally to managers and sales personal because it is simple, doable and highly motivational.

The results demonstrate the powerful effect that accurate thinking and an easily implemented management approach has for sales organizations and individuals when embracing the unparalleled value of telephone communication.

The work is based upon the authors 40 plus years of applying the thinking and platform presented in the paper. In addition, for the past 15 years, the author has enthusiastically witnessed the incredibly positive impact of his approach to over 400 companies worldwide. He does not claim absolute originality of the content, as like most successful sales people, he is indebted to many, many sales people he has had the pleasure to know and learn from.

Advertising agencies, as communication professionals, should use “best practice” activities for promoting themselves to attract new clients. Presents the results of a survey of executives from the top advertising agencies in Australia to determine the activities the agencies use to promote themselves. Overall, it was indicated that “personal contact” and “positive recommendations of satisfied clients” were perceived to be the most effective for winning new clients. Other activities perceived to be effective were: responding to requests for new business presentations, publicity on recent successful campaigns and winning industry awards.

Since the handling of environmentally sensitive products requires close monitoring under prescribed conditions throughout the supply chain, it is essential to manage specific supply chain risks, i.e. maintaining good environmental conditions, and ensuring occupational safety in the cold environment. The purpose of this paper is to propose an Internet of Things (IoT)-based risk monitoring system (IoTRMS) for controlling product quality and occupational safety risks in cold chains. Real-time product monitoring and risk assessment in personal occupational safety can be then effectively established throughout the entire cold chain.

In the design of IoTRMS, there are three major components for risk monitoring in cold chains, namely: wireless sensor network; cloud database services; and fuzzy logic approach. The wireless sensor network is deployed to collect ambient environmental conditions automatically, and the collected information is then managed and applied to a product quality degradation model in the cloud database. The fuzzy logic approach is applied in evaluating the cold-associated occupational safety risk of the different cold chain parties considering specific personal health status. To examine the performance of the proposed system, a cold chain service provider is selected for conducting a comparative analysis before and after applying the IoTRMS.

The real-time environmental monitoring ensures that the products handled within the desired conditions, namely temperature, humidity and lighting intensity so that any violation of the handling requirements is visible among all cold chain parties. In addition, for cold warehouses and rooms in different cold chain facilities, the personal occupational safety risk assessment is established by considering the surrounding environment and the operators’ personal health status. The frequency of occupational safety risks occurring, including cold-related accidents and injuries, can be greatly reduced. In addition, worker satisfaction and operational efficiency are improved. Therefore, it provides a solid foundation for assessing and identifying product quality and occupational safety risks in cold chain activities.

The cold chain is developed for managing environmentally sensitive products in the right conditions. Most studies found that the risks in cold chain are related to the fluctuation of environmental conditions, resulting in poor product quality and negative influences on consumer health. In addition, there is a lack of occupational safety risk consideration for those who work in cold environments. Therefore, this paper proposes IoTRMS to contribute the area of risk monitoring by means of the IoT application and artificial intelligence techniques. The risk assessment and identification can be effectively established, resulting in secure product quality and appropriate occupational safety management.

This paper aims to improve operational efficiency and minimize accident frequency in cold storage facilities through adopting an effective occupational safety and health program. The hidden knowledge can be extracted from the warehousing operations to create the comfortable and safe workplace environment.

A fuzzy association rule-based knowledge management system is developed by integrating fuzzy association rule mining (FARM) and rule-based expert system (RES). FARM is used to extract hidden knowledge from real operations to establish the relationship between safety measurement, personal constitution and key performance index measurement. The extracted knowledge is then stored and adopted in the RES to establish an effective occupational and safety program. Afterwards, a case study is conducted to validate the performance of the proposed system.

The results indicate that the aforementioned relationship can be built in the form of IF-THEN rules. An appropriate safety and health program can be developed and applied to all workers, so that they can follow instructions to prevent cold induced injuries and also improve the productivity.

Because of the increasing public consciousness of occupational safety and health, it is important for the workers in cold storage facilities where the ambient temperature is at/below 10°C. The proposed system can address the social problem and promote the importance of occupational safety and health in the society.

This study contributes to the knowledge management system for improving the occupational safety and operational efficiency in the cold storage facilities.

The purpose of this paper is to undertake an exploratory study on mapping the investment fraud methods and tactics used by scammers against the emerging literature on scam compliance.

Qualitative interviews were conducted with victims of investment fraud supported by the engagement of specialist counsellors and allied health professionals who specialise in scam victim support (including investment fraud).

Investment fraud offending in the cases sampled exhibited a number of dominant offending traits and methodological themes. These included a strong reliance or dependency on legitimate service provisioning on the part of the fraudster and the use of key trust measures to lure the victim. The empirical data revealed the presence of a number of scam compliance influences captured in the literature, including trust, social influence and urgency, as well as others not previously documented that pave the way for further research attention.

The research only examined a sample of investment fraud victim experiences that engaged a national victim support service immediately following detection over a 24 month period.

The research found that offending relied upon the participation of trust-building signals and measures. Legitimate economy participants appear to play a dominant role in enabling investment scam activities, further creating efficiencies for criminals. The offending tended to follow a number of distinct but connected phases. Impacts were influenced by specific offending attributes, such as whether remote access was given to offenders of a victim’s device, as well as the nature of the identity credentials access.

The research has practically applied an emerging view of scam compliance influences and vulnerabilities within an investment fraud context. The study is novel in its thematic analysis of the distinct phases and tactics used by scammers.

In this paper a systematic and well-defined student participation assessment scheme for college courses is proposed. The scheme supports the involvement of students in a variety of areas of participation within and outside the classroom with the aim of improving their learning. The scheme addresses mostly the challenges related to the practicality of the structure and design of the assessment. It also addresses the subjectivity of grading student participations. Areas of participation are widened to allow the faculty more accurate information about the conduct of each individual student towards more objective assessment. In addition, it provides the faculty with the flexibility to select areas that best fit the learning outcomes, nature of the course, availability of time and resources, and class atmosphere. The proposed scheme is initiated and developed using feedback from the teaching staff of Nizwa College of Technology, (NCT) through a survey and open discussion. The results indicate that over two thirds of the surveyed staff show agreement with the concept of assessing participation and find the scheme design clear and systematic, while 82% of them perceive the scheme as effective in improving the motivation and learning of students.

The purpose of this paper is to describe a high-profile social enterprise in Blackpool, England, called Jobs, Friends and Houses (JFH) that has created a visible social identity of recovery and meaningful activity, to assess how stigma is challenged through active and visible community engagement.

Case study based on in-depth individual interview and focus group, supplemented by participant in-depth interviews.

The paper describes one particular incident in which a worker at JFH intervened in a violent attack, possibly saving a woman’s life. The paper describes the experiences of internalised stigma and external exclusion being challenged by the development of a positive social identity and a pro-social community role that has high visibility. Data are presented showing the strong social identity experienced by participants and recognised by external stakeholders.

This is a pilot study which uses an opportunistic design and much stronger longitudinal designs will be needed to address the issues raised in the paper.

The paper argues that the visibility of the pro-social identity has been central to challenging stereotypes and discriminating attitudes and suggests that a social identity approach may be central to generating and sustaining a recovery community and to confronting and reversing long-held stigmatised attitudes.

The paper is important as it discusses the impact of recovery through engagement in meaningful activities that challenge stigma and exclusion through work. The paper is framed in terms of a social identity model of recovery.

A self‐help guide to achieving success in business. Directed more towards the self‐employed, it is relevant to other managers in organizations. Divided into clear sections on creativity and dealing with change; importance of clear goal setting; developing winning business and marketing strategies; negotiating skills; leadership; financial skills; and time management.