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Article
Publication date: 1 July 1996

Richard E. Plank and Joel N. Greene

Proposes an alternative approach to understanding personal selling performance based on personal construct psychology, a cognitively based personality paradigm, originally…

Abstract

Proposes an alternative approach to understanding personal selling performance based on personal construct psychology, a cognitively based personality paradigm, originally formulated in clinical psychology by George Kelly. Explains how personal construct psychology theory (PCT), which reflects a constructivist epistemology, provides a conceptual framework for understanding and predicting sales performance. Demonstrates how PCT can be integrated with existing theoretical models of sales performance by suggesting a series of research propositions which can be tested using a number of different research methodologies. Considers research and practical implications.

Details

European Journal of Marketing, vol. 30 no. 7
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 April 2008

Richard C. Hoffman, Joel F. Kincaid and John F. Preble

Consistent with traditional internationalization theory, we argue that, when a firm chooses franchising to achieve market penetration, market propinquity/similarity…

Abstract

Consistent with traditional internationalization theory, we argue that, when a firm chooses franchising to achieve market penetration, market propinquity/similarity matters. Using a modified gravity model, we examine six country characteristics believed to enhance the flow of franchise activity among 39 nations. Our findings support the notion that market propinquity facilitates the flow of franchises between nations. Franchise expansion is greatest when the home and host nations are similar in terms of geography, culture, media availability, and political risk. The management implications of these findings are discussed in detail.

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Multinational Business Review, vol. 16 no. 4
Type: Research Article
ISSN: 1525-383X

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Book part
Publication date: 29 September 2016

Michael R. Langlais, Edward R. Anderson and Shannon M. Greene

The goal of this chapter is to examine (1) how children’s rapport with dating partners predicts mothers’ dating stability; (2) how characteristics of dating partners are…

Abstract

Purpose

The goal of this chapter is to examine (1) how children’s rapport with dating partners predicts mothers’ dating stability; (2) how characteristics of dating partners are associated with children’s problem behaviors; and (3) how mothers’ lingering attachment to the former spouse predicts relationship quality of dating relationships.

Methodology/approach

Data comes from a multimethod, multi-informant longitudinal study of postdivorce dating relationships (N = 319 mothers, n = 178 children, n = 153 dating partners). Hierarchical linear modeling techniques were used to test consequences of breakup of mothers’ dating relationships for children’s behaviors, children’s rapport with dating partners for mothers’ dating relationship stability, and mothers’ lingering attachment for quality of dating relationships.

Findings

We found that children’s rapport with dating partners was positively associated with dating breakup; more antisocial traits and drunkenness of mothers’ dating partners was positively associated with children’s problem behaviors at breakup; and lingering attachment was positively associated with poorer relationship quality with dating partners.

Research limitations/implications

Because the focus of this chapter is divorced mothers with children, future studies are recommended to examine fathers’ postdivorce dating relationships. Future research should delineate dating, cohabiting, and remarried relationships after divorce.

Originality/value

This chapter presents empirical data examining the influence children have on mothers’ dating relationships, the influence of mothers’ dating relationships on children’s behaviors, and the effects of mothers’ lingering attachment to the former spouse on quality of mothers’ dating relationships. Information from this research is crucial for researchers and practitioners to assist mother’s and children’s postdivorce adjustment.

Details

Divorce, Separation, and Remarriage: The Transformation of Family
Type: Book
ISBN: 978-1-78635-229-3

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Book part
Publication date: 18 September 2006

Joel A.C. Baum and Bill McKelvey

The potential advantage of extreme value theory in modeling management phenomena is the central theme of this paper. The statistics of extremes have played only a very…

Abstract

The potential advantage of extreme value theory in modeling management phenomena is the central theme of this paper. The statistics of extremes have played only a very limited role in management studies despite the disproportionate emphasis on unusual events in the world of managers. An overview of this theory and related statistical models is presented, and illustrative empirical examples provided.

Details

Research Methodology in Strategy and Management
Type: Book
ISBN: 978-0-76231-339-6

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Article
Publication date: 1 March 1974

Tom Schultheiss, Lorraine Hartline, Jean Mandeberg, Pam Petrich and Sue Stern

The following classified, annotated list of titles is intended to provide reference librarians with a current checklist of new reference books, and is designed to…

Abstract

The following classified, annotated list of titles is intended to provide reference librarians with a current checklist of new reference books, and is designed to supplement the RSR review column, “Recent Reference Books,” by Frances Neel Cheney. “Reference Books in Print” includes all additional books received prior to the inclusion deadline established for this issue. Appearance in this column does not preclude a later review in RSR. Publishers are urged to send a copy of all new reference books directly to RSR as soon as published, for immediate listing in “Reference Books in Print.” Reference books with imprints older than two years will not be included (with the exception of current reprints or older books newly acquired for distribution by another publisher). The column shall also occasionally include library science or other library related publications of other than a reference character.

Details

Reference Services Review, vol. 2 no. 3
Type: Research Article
ISSN: 0090-7324

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Book part
Publication date: 1 January 2005

Lan Xia and Kent B. Monroe

Abstract

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Review of Marketing Research
Type: Book
ISBN: 978-0-85724-723-0

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Book part
Publication date: 25 July 2008

Timothy J. Rowley and Joel A.C. Baum

In this study, we seek to broaden the research focus in the strategic alliance literature from a firm's “partner strategy” to its “network strategy” by linking a firm's…

Abstract

In this study, we seek to broaden the research focus in the strategic alliance literature from a firm's “partner strategy” to its “network strategy” by linking a firm's partnering choices to changes in its network position over time. Using data on all underwriting syndicates in Canada over nearly 40 years, we conceptualize and model the interplay between an investment bank's own and its partners’ syndicate participation. Our findings indicate that the lead banks, which have greater discretion in choosing syndicate partners than co-lead banks, are more likely to make partner selections that create bridging positions that provide access to timely and non-redundant information as well as opportunities to play a broker role across unconnected others. We also find, however, that lead banks’ bridging positions deteriorate when they form ties with other lead banks. Network-based competitive advantages are thus influenced by network opportunities and constraints as well as partner-specific concerns, suggesting that new insights into the dynamics of interfirm networks and competitive advantage of firms are possible within this broader view.

Details

Network Strategy
Type: Book
ISBN: 978-0-7623-1442-3

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Abstract

Details

Review of Marketing Research
Type: Book
ISBN: 978-0-85724-727-8

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Article
Publication date: 27 June 2008

Denise M. Rotondo and Joel F. Kincaid

The purpose of this paper is to explore the relationships between four general coping styles, work and family conflict, and work and family facilitation in a simultaneous…

Abstract

Purpose

The purpose of this paper is to explore the relationships between four general coping styles, work and family conflict, and work and family facilitation in a simultaneous equations framework

Design/methodology/approach

Data from the MIDUS study were analyzed using two‐staged least squares regression to incorporate the reciprocity between the work and family domains into the model. Hypotheses about direct action, advice seeking, positive thinking, and cognitive reappraisal as they affect work family (W‐F) and family‐work (F‐W) conflict were tested. The impact of the coping styles on work and family facilitation has not been studied before and was also included.

Findings

The efficacy of individual coping styles on conflict and the relationships between coping and facilitation were not uniform and varied depending on the source domain. Positive thinking was associated with higher W‐F and F‐W facilitation. Direct‐action was associated with lower F‐W conflict and higher F‐W facilitation. Reappraisal and advice seeking were associated with higher F‐W conflict, but advice‐seeking was related to higher W‐F facilitation. As expected, significant reciprocal effects for conflict were found; both W‐F and F‐W conflict are significant predictors of F‐W and W‐F conflict, respectively. And, an increase in F‐W conflict was predicted to have twice the impact of factors increasing W‐F conflict. W‐F facilitation was significant in predicting levels of F‐W facilitation; F‐W facilitation did not influence levels of W‐F facilitation.

Originality/value

The paper suggests the family domain should be the target for problem‐focused coping strategies, most likely because greater control can be exercised at home. Practical suggestions to help employees identify strategies to lower conflict and raise facilitation, thus promoting balance, are discussed.

Details

Journal of Managerial Psychology, vol. 23 no. 5
Type: Research Article
ISSN: 0268-3946

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Book part
Publication date: 1 January 2005

Naresh K. Malhotra

Abstract

Details

Review of Marketing Research
Type: Book
ISBN: 978-0-85724-723-0

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