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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.

The purpose of this paper is to increase understanding of the influence mechanisms of specific HR practices variables – salary, job stability and job enrichment – upon employee commitment, through the mediating role of job satisfaction, in a developing country context. Crucially, these indicate employee commitment.

The study analyzed three specific HR practices with a sample of 263 employees in the banking industry of Pakistan. A structural equation modeling methodology is adopted.

The findings indicate that remuneration strategies were positively related to job satisfaction and employee commitment. Regarding the intervening impact of job satisfaction, this study found that it mediates only for non-monetary strategies between job satisfaction and employee commitment.

A key limitation is that this is a cross-sectional study, perhaps not generalizable over longitudinal approaches. Another limit is posed by the developing country context of this study, perhaps not applicable to some developed countries.

From an HR perspective, managing salary structure is an ongoing issue. The proposed model suggests the use of specific practices about satisfaction and commitment as intermediate steps to manage employee commitment.

The research offers a unique understanding from the developing country context of Pakistan. This provides a novel study conducted to examine employee commitment using the high-performance work practices model.

This study assessed the intergenerational influence of family socialization, specifically, nurturant fathering – the affective quality fathers provide children through warmth and acceptance – to explore how individuals initially connect with a sports team to become team-loyal.

Data were collected via an online survey from respondents self-described as college football fans who selected their “Favorite NCAA Division I football team.” The 623 respondents subsequently selected their biological father's favorite team. An intergenerational “match” between father and child served as the dependent variable. Step-wise logistic regression assessed the relationship that team loyalty, nurturant fathering, and their interaction had on the intergenerational matching of a father's favorite team.

Team loyalty had a significant, positive relationship with an intergenerational match. A positive but weak direct relationship was found between nurturant fathering and a favorite-team match. However, nurturant fathering significantly moderated the relationship between team loyalty and intergenerational match. This suggests that the quality of a father-child relationship during the child's formative years can facilitate team loyalty to a team favored by the father.

The strength and quality of the relationship between a father and his children through nurturant fathering during their formative years can facilitate mutual team loyalty toward a college football team if not directly, then indirectly, through an interaction effect with a parent-socialized, team-loyal child.

College athletic teams, and sports properties in general, should address the bond between fathers and their children to take advantage of the intergenerational transference process identified in this study through targeted, family-focused sports marketing. More specifically, university athletic departments should engage in marketing efforts that encourage and solidify the mutual loyalty fathers and children may have to their father's favorite football team. The outcome would be a competitive advantage that leads to the cultivation of long-lasting fans from generation to generation.

College football teams and sports properties in general should engage in father-child marketing promotions to encourage and enhance the intergenerational influence of fathers on their children with respect to the father's favorite team. However, while building future team loyalty among the children, these marketing promotions and the resultant father-child game attendance concurrently reinforce the father-child relationship. This ideally leads to a virtuous cycle of parental bonding and team loyalty.

This study extends research in intergenerational influence in a sports setting by introducing the construct of Nurturant Fathering and its scale to the sports marketing literature. The results found that a nurturing father can facilitate the formation of a mutual team loyalty between a father and his child with regard to the father's favorite football team. Extant research has focused on the behavioral elements of loyalty (e.g. attendance and revenues). This study's focus was on the attitudinal aspects of team loyalty. It empirically identified, at least in part, how individuals initially connect with a sports team to become team-loyal.

While the tournament format is common within organized sports, little is known about the supporting behavior of tournament event fans. The defeat of the supported team and its' subsequent elimination could influence how fans associate themselves with the event. Hence, the present study aims to investigate the fans' responses to the favorite team's elimination at a knockout tournament focusing on whether they are willing to continue following the event and choose another team to support.

In this paper fans' temporal switching behavior was explored in relationships with fans' identification with geographic area, sport itself and teams. The audience watching the Japanese National High School Baseball Championship was targeted for the online survey in March 2020, resulting in the final sample of 502 (287 observations used for reliability and validity tests).

Independent sample t-tests and logistic regression were employed in the study. 80% of respondents intended to continue following the tournament, which was associated with a higher attachment to sports. Place attachment by itself was not associated with the intention to continue. Most of the respondents who chose a certain team to support after the favorite team's elimination have retained their pattern of choosing the team (63.9%). Interestingly, fans with higher place attachment not only choose to continue following the tournament after their prefectural team's elimination but were willing to support another team from the same region.

This is one of the first papers providing evidence of tournament fan behavior and temporal switching.

The objective of the study is to investigate whether hospitality leaders feel there is a circular economy (CE) created through corporate social responsibility (CSR) initiatives and whether these initiatives improve quality of work life (QWL) for employees. A qualitative, case study approach was adopted which included a set of standardized questions as a discussion tool to explore senior hospitality professionals' perceptions of their companies' CSR initiatives and connection between CSR and QWL.

A series of interview questions consisting of seven open-ended questions and four Likert-type scale questions were formulated to explore how the representatives from case study companies implement CSR initiatives in the workplace. The questions were also used to probe the impact of CSR initiatives on QWL for employees and additionally, respondent views on aspects of the CE.

Examines the impact of hospitality and tourism on the environment and also its employee retention challenges. Interviews conducted with three managers reveal awareness of the potential QWL benefits of CSR practices. Findings suggest that successful, on-the-ground practice involves adapting corporate principles for each property.

The article showcases three interviews with senior employees from different properties in different world regions. The aim being to probe, how they approach their CSR strategies and the impact on QoL. While there is much interest in these issues, comparatively little has been published to-date on the relationships between CSR and QoL.

With the available technological tools, fans are able to access sport products regardless of geographic proximity. Through technology, fans can follow sports teams from other countries. In contrast to previous research focused on the local fan, in this paper we report on a study of a group of distant fans – Chinese National Basketball Association (NBA) fans – as the focal object. The study was guided by three questions: RQ1: what motives drive a distant fan’s involvement with their favorite NBA team? RQ2: are there differences in the motives associated with the different stages of psychological connection among distant fans? RQ3: are there differences in the amount of media consumption at the different stages of psychological connection? The paper aims to discuss these issues.

An online survey was distributed to consumers of a Chinese sports message board to assess the motives of distant fans (n=281) following teams in the NBA, and strength of psychological connection to the NBA based on the psychological continuum model (PCM).

There were significant differences in the motives for following a distant NBA team among the respondents at different stages of psychological connection. Significant differences were also found among Chinese NBA fans at the respective stages regarding media consumption.

This study contributes to the advancement of knowledge regarding sport fandom. It is one of the first studies to include an assessment of the sport consumption motives of distant fans, more specifically, motives influencing Chinese fans’ consumption of the NBA. Utilizing the PCM allows for the segmentation of a specific fan population and to ascertain whether there are differences in the motives and behaviors associated with different stages of an individual’s psychological connection with a team.

As UK and American hospitality firms seek to extend their operations across Europe, this article focuses on some of the key concerns which are currently occupying the time and attention of executives at Forte, Holiday Inn Worldwide and Hyatt International Corporation. Each of these companies has revealed plans for international development and examples are given to illustrate their respective approaches.

The purpose of this paper is to explore how the National Hockey League (NHL) Ottawa Senators’ Twitter activity influences (if at all) their followers’ activity online, examine whether followers’ Twitter activity level consequently influences their perception of and perceived inclusion within the online central fan group that surrounds the Senators, assess whether membership can potentially influence followers’ enrichment of social identity, and investigate if fans’ identity – and thereby commitment to the team – is impacted by their level of Twitter activity.

The study adopted a case study method focusing on the NHL’s Ottawa Senators, and collected data through a two-phase approach. In the first phase, a focus group was conducted to obtain breadth and depth, as well as to inform and refine the development of questions to be used in the second phase: survey method. In the second phase, a survey was employed to enrich the explanations and attain deeper and broader understanding regarding the research questions.

The results showed that time spent in reading and engaging in tweets are predictive of commitment. This study also showed that it is not strictly an individual’s Twitter activity in relation to the Senators (i.e. replying and retweeting) which dictates their membership within the fan group. Rather, it is a person’s activity level with other Senators community members which determines their membership in the team’s fan nation. Findings also suggest that both the evaluative and emotional components of forming a group are lacking within the Twitter communication. This only furthers the argument as to why the Senators need to engage in dialogue with their followers.

This was a study of one team over several months of only one season and, therefore, does not take into account a more long-term-oriented strategy to help formulate social identity and team commitment.

The findings of the study informed us that the only predictor that reflected a significant impact on the construction of a Senators fans’ social identity was the number of minutes an individual spent reading the team’s tweets per day. However, the study also showed that the expansion of the network with other fans is a critical feature of increasing the fan group identity; thus, sport organization’s should play a role in helping to foster further engagement with others.