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Article
Publication date: 22 April 2006

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.

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

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Article
Publication date: 1 July 1998

David J. Closs, Anthony S. Roath, Thomas J. Goldsby, James A. Eckert and Stephen M. Swartz

This paper reports simulation research that empirically investigates and compares supply chain performance under varying conditions of information exchange and demand…

Abstract

This paper reports simulation research that empirically investigates and compares supply chain performance under varying conditions of information exchange and demand uncertainty. Specifically, the research objective is to quantitatively document the characteristics and performance impact of information exchange among supply chain entities. The findings suggest that the response‐based supply chain model consistently outperforms the anticipatory model in terms of customer service delivered under conditions of both low and high demand variation. Comparisons of inventory holdings across supply chain models demonstrate that the retailers' inventory burden is significantly lower in the response‐based scenario. The inventory savings enjoyed by retailers in the response‐based model are substantial enough to lower system‐wide inventories. In sum, the study supports the feasibility of achieving both improved service and lower inventories as a result of information sharing.

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The International Journal of Logistics Management, vol. 9 no. 2
Type: Research Article
ISSN: 0957-4093

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Article
Publication date: 1 December 1997

James A. Eckert and Thomas J. Goldsby

Conceptualizes a model of customer service‐based segmentation derived from the elaboration likelihood model (ELM). Logistics organizations are utilizing improved customer…

Abstract

Conceptualizes a model of customer service‐based segmentation derived from the elaboration likelihood model (ELM). Logistics organizations are utilizing improved customer service to achieve competitive advantage. However, these firms must segment customers to avoid escalating their service platform to those unlikely to provide adequate return. Based on ELM‐established relationships, proposes the following model: buying firms that demonstrate a high level of involvement with a product offering and show high organizational visioning are more likely to give ample consideration to the service improvements in their purchase decisions. In turn, these customers’ commitment to that product offering will be persistent and resistant to change ‐ leading to improved buyer loyalty.

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International Journal of Physical Distribution & Logistics Management, vol. 27 no. 9/10
Type: Research Article
ISSN: 0960-0035

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Book part
Publication date: 8 March 2017

Ingrid E. Castro

Exploring the “How?” and “Why?” of children’s agency through the employment of strategies to listen and to participate within parent interviews, this chapter addresses…

Abstract

Exploring the “How?” and “Why?” of children’s agency through the employment of strategies to listen and to participate within parent interviews, this chapter addresses various “agency routes” children used in the effort to contribute their voices to adult conversations. The generational relationship between children and parents is tempered by children’s ownership claims to shared spaces within the home, which allowed them the room to defy parents’ directives to “Go Away!” Children utilized three different tactics of defiance (overt, quiet, and covert) in the attempt to listen and be heard, and in the process were motivated to participate in five distinct ways, which included: (1) informative, (2) corrective, (3) instructive, (4) investigative, and (5) expressive participation. Concluding with a call to recognize children’s voices as more than merely “background noise” when transcribing interviews, I encourage researchers in childhood studies to potentially revisit data collected in the effort to further theorize children’s agency as situated within generationality, contributing to a recontextualized framework of analysis.

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Researching Children and Youth: Methodological Issues, Strategies, and Innovations
Type: Book
ISBN: 978-1-78714-098-1

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Book part
Publication date: 25 September 2014

Claudio Baraldi

This paper aims to clarify the meaning of children’s participation in the relationship between children’s individual action and the social treatment and consequences of…

Abstract

This paper aims to clarify the meaning of children’s participation in the relationship between children’s individual action and the social treatment and consequences of this action. For this purpose, the paper explores the integration of different theoretical approaches that can shape research on children’s participation, looking at interactions, complex social systems that include interactions, and narratives that are produced in these complex social systems. This integration allows the understanding of the ways in which children actively participate in communication processes, social structures condition children’s active participation, and children’s active participation can enhance structural change in social systems, through the implementation of promotional communication systems. The paper highlights the following paradox: the relevance of children’s action for social change depends on the relevance of adults’ action in promoting children’s actions. This theoretical perspective is exemplified in the case of promotion of children’s active participation in the education system through the empirical analysis of cases of videotaped and transcribed interactions, highlighting facilitation systems of classroom communication. The analyzed data are based on a field research in Italian classrooms regarding a specific methodology of facilitation of communication. The analysis of these data shows the ways in which the facilitation system creates the paradoxical relationship between structures that condition children’s active participation and children’s active participation that enhances structural change. The paper highlights a new way of dealing with children’s participation, based on a social constructionist, systemic, and interactionist approach.

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Soul of Society: A Focus on the Lives of Children & Youth
Type: Book
ISBN: 978-1-78441-060-5

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Book part
Publication date: 1 September 2015

Belinda Robnett, Carol L. Glasser and Rebecca Trammell

We develop theoretical and conceptual insights into a social movement’s strategic articulation, through an examination of the relationships among the conservative…

Abstract

We develop theoretical and conceptual insights into a social movement’s strategic articulation, through an examination of the relationships among the conservative, moderate and radical organizations within a movement field before, during and after a wave of contention. Definitions for conservative, moderate and radical organizations that have been lacking in the literature are provided. Three U.S. cases are employed including the Civil Rights Movement, the Animal Rights Movement, and the AIDS Movement to illustrate/apply our concepts and test our theoretical assertions. We find a distinct conservative flank in movements which facilitates linkages to state officials. Moderates have a unique role as the bridge between the radical and conservative flanks. A lack of formal organization among radicals appears to incite state repression. The radical flank, or strong ties between the radial flank and moderates or conservatives, does not have a positive effect prior to or at the peak of a wave of contention when there is significant state repression. In the absence of state repression and after concessions or the peak of activism, moderates and conservatives benefit by distancing from the radical flank. Moderate organizations marginally institutionalize except when conservative movement organizations are absent; then full incorporation occurs.

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Research in Social Movements, Conflicts and Change
Type: Book
ISBN: 978-1-78560-359-4

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Book part
Publication date: 5 October 2017

Anna-Marie O’Connor

The popularity of television shows such as CSI:(insert appropriate city here) makes everyone think they are somehow a forensic expert. The portrayal of this kind of…

Abstract

The popularity of television shows such as CSI:(insert appropriate city here) makes everyone think they are somehow a forensic expert. The portrayal of this kind of subject on radio is of course much more complicated as each observer has an image in their own head rather than in front of their eyes. This chapter seeks to inform The Archers listeners and other interested parties about the Blossom Hill Cottage crime scene examination — what they might expect to have seen from an evidential perspective and how the findings may inform the court as to what really occurred that fateful night. The chapter presents general information about different blood patterns that may be observed at crime scenes such as this and others, what they may (or may not) mean and a discussion about the strengths and limitations of this kind of scientific examination and interpretation. Whilst this can clearly be a serious subject, the intention is to inform and (probably) bust some televisual myths with a light-hearted edge from an Archers fan and fellow Tweetalonger, additionally considering online speculation about other potential evidence.

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Custard, Culverts and Cake
Type: Book
ISBN: 978-1-78743-285-7

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Book part
Publication date: 24 September 2015

Matthew H. Rafalow

This study illustrates how youth and young adults use boundary-making processes to create a regulated community online.

Abstract

Purpose

This study illustrates how youth and young adults use boundary-making processes to create a regulated community online.

Methodology/approach

Ethnographic methods are used to compare deviance models of internet participation with work on digital youth culture.

Findings

This paper finds that digital youth draw boundaries around three categories of participation (n00bs, trolls, and idols) to identify new people who need help, ward off bullies, and uphold community ideals.

Originality/value

Contrary to deviance perspectives, this study finds that digital youth use boundary-making processes to cultivate a civil online community.

Details

Technology and Youth: Growing Up in a Digital World
Type: Book
ISBN: 978-1-78560-265-8

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Book part
Publication date: 20 December 2017

Marie Muschalek

This chapter puts practices of everyday violence at the center of its analysis of colonial order. It examines the micro-mechanisms and manifold forms of threatening and…

Abstract

This chapter puts practices of everyday violence at the center of its analysis of colonial order. It examines the micro-mechanisms and manifold forms of threatening and hurting people. While a quotidian part of colonial life, such practices – accepted and normal within the colonial moral economy – are not normally seen as state actions. However, they reveal the workings of a powerful state: one that was built in an improvised fashion by low-level state representatives.

Based on an analysis of everyday police work in German Southwest Africa, this chapter offers a theoretical reframing of the colonial state that aims to provincialize the modern European state. It shifts the perspective away from the legal and institutional aspirations and structures of the state, instead turning attention to less rationalized processes: the idiosyncratic, makeshift, affective procedures of low-ranking officials. On this plane, everyday violence played a key role in generating a new social order. Ultimately, it had constructive effects which were a fundamental and inherent part of the colonial state’s power.

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Rethinking the Colonial State
Type: Book
ISBN: 978-1-78714-655-6

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Book part
Publication date: 9 August 2014

Alexander W. Wiseman and Audree Chase-Mayoral

Neo-institutional theory has provided a productive perspective on comparative and international education phenomena since the 1970s. Yet, recent critical discourse about…

Abstract

Neo-institutional theory has provided a productive perspective on comparative and international education phenomena since the 1970s. Yet, recent critical discourse about educational phenomena investigated through a neo-institutional lens has been somewhat one-sided. The authors reexamine neo-institutional theory and its application to comparative and international education by demonstrating the ways that the theory frames both macro- and micro-level educational phenomena. The ability to shift the discourse about neo-institutional theory from a largely macro-level framework to one capable of investigating educational changes occurring at the micro level is vital to understanding the comprehensiveness of national educational systems and the ways that both world culture and individual agency contribute to these systems. Specifically, using the empirical application of neo-institutional theory to the intersection of information and communication technology (ICT) and internationally comparative educational data, the macro and micro levels of educational phenomena can be productively examined. In so doing, this chapter shifts the discourse on how and why neo-institutional theory reflects cross-national educational trends and micro-contextual effects on education worldwide.

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