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Article
Publication date: 13 March 2009

Lillian Schumacher, Jane V. Wheeler and Amelia S. Carr

The purpose of this paper is to explore the relationship between buyer's emotional intelligence and buyer's relationship performance.

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4222

Abstract

Purpose

The purpose of this paper is to explore the relationship between buyer's emotional intelligence and buyer's relationship performance.

Design/methodology/approach

A survey methodology was used to collect data for this study. The survey was administered using an assessment process which incorporated “buyers'” and “suppliers'” assessment for the independent variable, emotional intelligence, and the dependent variable, relationship performance. The respondents consisted of 34 buyers and 102 suppliers.

Findings

Correlation and regression analysis revealed several significant relationships between the variables. Specifically, buyers' self‐assessed emotional intelligence was not significantly related to buyers' self‐assessed relationship performance. Buyers' emotional intelligence assessed by suppliers was significantly related to buyers' relationship performance assessed by suppliers. Buyers' emotional intelligence (as assessed by buyers and suppliers' assessment differences) was not significantly related to buyers' self‐assessed relationship performance. Last, buyers' emotional intelligence (as assessed by buyers' and suppliers' assessment differences) was significantly related to buyers' relationship performance (as assessed by buyers' and suppliers' assessment differences). Thus, the results suggest that buyers' emotional intelligence is positively related to relationship performance, most significantly from the perspective of their key suppliers.

Originality/value

This study is the first to introduce emotional intelligence within an environment that consisted of individuals working with others outside of their respective organizations (buyers and suppliers). This research offers some insight to buyers on the implications of emotional intelligence and how it can be used to support their interactions with their key suppliers.

Details

Journal of Business & Industrial Marketing, vol. 24 no. 3/4
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 4 January 2008

Jane V. Wheeler

The purpose of this research is to examine the interactions between individuals and the social environment as individuals engage in self‐directed learning, a predecessor…

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2564

Abstract

Purpose

The purpose of this research is to examine the interactions between individuals and the social environment as individuals engage in self‐directed learning, a predecessor to intentional change theory. The individuals are graduates of a part‐time MBA program and the social environment is the life sphere framework introduced with this study. Self‐directed learning refers to the learning agendas that these people outlined for themselves when they first entered the MBA program.

Design/methodology/approach

Longitudinal assessment data were collected using the critical incident interview, the learning skills profile, and the life sphere interview. Correlations were run testing the hypotheses: as the number of life spheres, relationships, or activities increases, so will the demonstration of the targeted competencies; and if the participant is able to work on developing these competencies in the life sphere that he or she designates as primary to the learning goal, then the demonstration of these competencies will improve.

Findings

The number of life spheres, relationships, and activities does impact positively on the demonstration of these competencies and those participants for whom the work organization life sphere is primary to learning goal achievement showed improved demonstration of the targeted competencies.

Research limitations/implications

The study needs to be replicated with a larger sample size. This initial study was merely exploratory in nature.

Originality/value

As society approaches the virtual office it makes sense that it will get what it needs, when it needs it – no matter where one is or to whom one is talking. With these changes has come the need to find resources in places and from people that may not have been considered previously. The relationships and activities in one's social environment are more critical than ever before.

Details

Journal of Management Development, vol. 27 no. 1
Type: Research Article
ISSN: 0262-1711

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Article
Publication date: 4 January 2016

Man Zhang, Qian Gao, Jane V. Wheeler and Jungsook Kwon

This paper aims to investigate the role of Sun Tzu’s significant strategies on the relationship between the institutional environment and international performance of…

Abstract

Purpose

This paper aims to investigate the role of Sun Tzu’s significant strategies on the relationship between the institutional environment and international performance of Chinese born global firms, a type of small- and medium-sized enterprise (SME) characterized by the company’s limited resources and its early efforts to internationalize.

Design/methodology/approach

The methodology is based on a multi-case analysis of interviews conducted with four chosen born global firms, coupled with public database and Web site searches. Through the use of qualitative methods, propositions were developed.

Findings

This paper provides insights regarding how the institutional environment, both formal and informal, has a strong positive relationship with born global firm’s international performance. Moreover, Sun Tzu’s significant strategies play a critical role in the internationalization process of born global firms in emerging markets.

Originality/value

Although existing studies discuss the application of Eastern philosophical strategies adopted by firms in emerging markets, to the best of our knowledge, this is one of the earliest studies which evaluates the moderation effect of Sun Tzu’s significant strategies on the relationship between institutional environment and business performance. The paper contributes to scholarly discourse on the influencing factors of born global firm’s internationalization process. It also has practical relevance to international entrepreneurs and SMEs from emerging markets.

Details

Journal of Asia Business Studies, vol. 10 no. 1
Type: Research Article
ISSN: 1558-7894

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Article
Publication date: 1 February 2001

Su Olsson

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367

Abstract

Details

Women in Management Review, vol. 16 no. 1
Type: Research Article
ISSN: 0964-9425

Keywords

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Article
Publication date: 13 March 2009

Adam Lindgreen, Balázs Révész and Mark Glynn

The purpose of this article is to provide a brief summary of all the articles in this special issue.

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4590

Abstract

Purpose

The purpose of this article is to provide a brief summary of all the articles in this special issue.

Design/methodology/approach

Briefly discusses each article in this special issue.

Findings

This special issue of Journal of Business & Industrial Marketing aims to understand in greater depth both business‐to‐business purchasing and various types of buyer‐seller relationships. The authors selected 14 articles that provide an in‐depth understanding of the critical issues involved in purchasing orientations.

Originality/value

The article highlights how the papers in the special issue seek to understand in greater depth both business‐to‐business purchasing and various types of buyer‐seller relationships.

Details

Journal of Business & Industrial Marketing, vol. 24 no. 3/4
Type: Research Article
ISSN: 0885-8624

Keywords

Content available
Article
Publication date: 13 March 2009

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461

Abstract

Details

Journal of Business & Industrial Marketing, vol. 24 no. 3/4
Type: Research Article
ISSN: 0885-8624

Content available
Article
Publication date: 7 June 2021

Nicola Gregson and Claire Delaney

The purpose of this paper is to present a case study using a systemic team formulation approach, in the context of supporting a women with intellectual disabilities with a…

Abstract

Purpose

The purpose of this paper is to present a case study using a systemic team formulation approach, in the context of supporting a women with intellectual disabilities with a history of trauma.

Design/methodology/approach

A reflective stance is used to describe the process of assessment, hypothesising, formulation and intervention in a single case study design.

Findings

Feedback from care staff suggests that they found a team formulation approach helpful to improve their understanding of the service user they support.

Practical implications

The paper discusses how systemic team formulation can draw on trauma-informed care principles in the context of supporting an individual with an intellectual disability. Future research should aim to replicate the approach for findings to be applied more broadly. COVID-19 has meant clinical working has had to be adapted, clinicians should carefully consider how collaborative and meaningful work can continue to be facilitated within the current parameters.

Originality/value

This case study contributes to the literature in the use of systemic team formulation interventions within an intellectual disability context, drawing on trauma-informed care principles and reflecting on adapted working within the COVID-19 pandemic.

Details

Advances in Mental Health and Intellectual Disabilities, vol. 15 no. 5
Type: Research Article
ISSN: 2044-1282

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Article
Publication date: 1 May 1998

Martha E. Williams and Daniel E. Burgard

This is the twelfth article on social science, humanities, news, and general databases in a continuing series of articles summarizing and commenting on new database…

Abstract

This is the twelfth article on social science, humanities, news, and general databases in a continuing series of articles summarizing and commenting on new database products. Two companion articles, one covering science, technology, and, medicine (STM) appeared in Online & CD‐ROM Review vol. 22, no. 4 and the other covering business and law (BSL) will appear in Online & CD‐ROM Review vol. 22, no. 6. The articles are based on the newly appearing database products in the Gale Directory of Dafabases. The Gale Directory of Databases (GDD) was created in January 1993 by merging Computer‐Readable Databases: A Directory and Data Sourcebook (CRD) together with the Directory of Online Databases (DOD) and the Directory of Portable Databases (DPD).

Details

Online and CD-Rom Review, vol. 22 no. 5
Type: Research Article
ISSN: 1353-2642

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Book part
Publication date: 31 March 1997

Robert Caves and Geoffrey Gosling

Abstract

Details

Strategic Airport Planning
Type: Book
ISBN: 978-0-58-547441-0

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Article
Publication date: 1 May 1998

Brian H. Kleiner

Presents a special issue, enlisting the help of the author’s students and colleagues, focusing on age, sex, colour and disability discrimination in America. Breaks the…

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5255

Abstract

Presents a special issue, enlisting the help of the author’s students and colleagues, focusing on age, sex, colour and disability discrimination in America. Breaks the evidence down into manageable chunks, covering: age discrimination in the workplace; discrimination against African‐Americans; sex discrimination in the workplace; same sex sexual harassment; how to investigate and prove disability discrimination; sexual harassment in the military; when the main US job‐discrimination law applies to small companies; how to investigate and prove racial discrimination; developments concerning race discrimination in the workplace; developments concerning the Equal Pay Act; developments concerning discrimination against workers with HIV or AIDS; developments concerning discrimination based on refusal of family care leave; developments concerning discrimination against gay or lesbian employees; developments concerning discrimination based on colour; how to investigate and prove discrimination concerning based on colour; developments concerning the Equal Pay Act; using statistics in employment discrimination cases; race discrimination in the workplace; developments concerning gender discrimination in the workplace; discrimination in Japanese organizations in America; discrimination in the entertainment industry; discrimination in the utility industry; understanding and effectively managing national origin discrimination; how to investigate and prove hiring discrimination based on colour; and, finally, how to investigate sexual harassment in the workplace.

Details

Equal Opportunities International, vol. 17 no. 3/4/5
Type: Research Article
ISSN: 0261-0159

Keywords

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