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The field of industrial-organizational psychology has been unable to convince business executives that our science is able to effectively predict who will become valuable managers, let alone that our knowledge leads to measurable economic returns. The academic literature provides little guidance to a practitioner looking for guidance in regard to leadership development. We believe that leadership is complex and therefore requires a complex model to understand it and in turn aid leadership selection and development. We recommend focusing on defining specific leadership skills according to a leader's responsibilities and expected results or work outcomes to build taxonomy of leadership roles and work outcomes. To demonstrate the business case for engaging our field's services, we propose our field would be aided by adopting some concepts of a discipline widely accepted by executives, total quality management (TQM). An example of how TQM can be applied to leadership selection and development is presented.

Bryan Adkins is the president of Denison Consulting. His primary expertise is in the area of organizational culture and leadership. He is an experienced consultant and coach working with leaders and teams as they guide their organizations through transitions. Bryan has led a number of large-scale culture change projects and provides consulting services designed to leverage the data collected through the use of the Denison model and associated diagnostics. Bryan holds a master's degree in business from Penn State University and his doctorate in human and organizational studies from The George Washington University.

Market entry strategies range from foreign direct investment to licensing with varying levels of commitment, risk and opportunity. Exporting products or services is one of the most common of the intermediate market entry strategies. It is typically accomplished through authorized international channels of distribution. However, when significant price differences exist between markets, alternative, parallel channels of distribution are almost certain to arise. These parallel channels, often referred to as gray marketing, are generally legal but unauthorized distribution channels that create an alternative export market entry. After a review of the literature, a case study highlights these complex issues from the perspective of both manufacturer and parallel marketer. The case study provides a tool for evaluating theory and a basis for discussing this important alternative mode of market entry. The case and the discussion which follows also highlight the role of international trade shows as an important element of the marketing mix for entering many foreign markets.

The current study examines developing racial attitudes among a group of African American adolescents. Data for this study include 28 open-ended, qualitative interviews with African American adolescents (64% girls, 36% boys) in Detroit, Michigan, and were drawn from a larger study in which these adolescents and their mothers were interviewed about racial socialization. Data analysis shows adolescents' racial attitudes to be ambivalent and influenced by the dissonance between “color-blind” rhetoric – the idea that “race doesn't matter” – and their everyday experiences, in which race does matter in important ways. Adolescents' reports of racial attitudes and experiences with racism frequently include travel anecdotes, which reveal how place, travel, and negotiating the color line influence their developing ideas about race. The findings suggest that sources beyond parental socialization strongly affect adolescents' developing racial attitudes and identities and that young people's voices should be further utilized in studies examining these issues.

Organizational buying decisions are characterized by conflict which can be studied through the use of coalition theory. It appears, however, that conceptual and methodological problems with coalition theory based on game theory and social psychology have limited its usefulness in helping us understand how such conflict can be managed. This paper proposes the group influence approach to conflict management in organizational buying. The main contribution of this approach is that by treating individuals as representatives of coalitions, sellers and buyers can focus on coalition leaders rather than focus on individuals who, in any case, have to conform to group expectations. Theoretically, the group influence approach recognizes that power and politics are basic forces that affect most spheres of organizational activity. Within such a framework purchase decisions are shown to be politically negotiated settlements between those coalitions involved in making the buying decision.