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Article
Publication date: 5 February 2018

Yuna Kim and John S. Talbott

The purpose of this paper is to investigate whether communicating recent changes in the sales profession, shifting from a performance-focused model to a customer…

Abstract

Purpose

The purpose of this paper is to investigate whether communicating recent changes in the sales profession, shifting from a performance-focused model to a customer need-focused model, to job candidates by re-labeling job descriptions can increase job candidates’ interest in pursuing sales jobs.

Design/methodology/approach

Two experiments using job candidates (undergraduate business students) were conducted at two public US universities to examine: whether job candidates use job title or job description to determine their interest in pursuing jobs and whether terminology used in the job description affects job candidates’ interest in pursuing sales jobs.

Findings

Results show that job candidates’ interest in pursuing jobs are affected by job titles more than the actual job responsibilities. Further, job candidates’ interest in pursuing sales jobs is affected by terminology used in the job descriptions, where customer need-focused (selling-focused) terminology increases (decreases) interest in pursuing a sales job.

Practical implications

Sales jobs have been recognized as one of the hardest job positions to fill. Results from this paper can help recruiters develop effective strategies to improve job candidates’ interest in pursuing sales jobs, especially the emerging social selling jobs.

Originality/value

Contrary to most extant research that investigates resistance toward sales jobs by examining job candidates’ idiosyncratic characteristics, this paper adopts a branding and consumer learning perspective and examines how job candidates’ interest in pursuing a job is influenced by their ability or willingness to process job information.

Details

Marketing Intelligence & Planning, vol. 36 no. 1
Type: Research Article
ISSN: 0263-4503

Keywords

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Article
Publication date: 1 September 2002

Xiaodong Li and John Paul Fullerton

Libraries have been integrating active server pages (ASP) with Web‐based databases for searching and retrieving electronic information for the past five years; however, a…

Abstract

Libraries have been integrating active server pages (ASP) with Web‐based databases for searching and retrieving electronic information for the past five years; however, a literature review reveals that a more complete description of modifying data through the Web interface is needed. At the Texas A&M University Libraries, a Web database of Internet links was developed using ASP, Microsoft Access, and Microsoft Internet Information Server (IIS) to facilitate use of online resources. The implementation of the Internet Links database is described with focus on its data management functions. Also described are other library applications of ASP technology. The project explores a more complete approach to library Web database applications than was found in the current literature and should serve to facilitate reference service.

Details

Library Hi Tech, vol. 20 no. 3
Type: Research Article
ISSN: 0737-8831

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Article
Publication date: 1 May 1993

Ellen J. Dumond and John Dumond

Effective management of resources in a dynamic, multiprojectenvironment requires consideration of two key issues: the availabilityof each of the multiple resources and the…

Abstract

Effective management of resources in a dynamic, multiproject environment requires consideration of two key issues: the availability of each of the multiple resources and the method of scheduling these resources to complete activities and, subsequently, projects. Identifies the trade‐offs between performance and the availability of multiple resources, when some resources are more costly than others. Finds that there are significant effects when the level of either the costly resources or the cheaper resources are varied, that trade‐offs can be made by reducing the availability of the costly resources and increasing the availability of the cheaper resources and that the improvement in completion time performance is reasonably linear over the tested ranges and the rates of improvement differ over the ranges. Describes the resource allocation factors and treatments as well as the scheduling heuristics. Uses a finite scheduling algorithm along with the prioritization heuristics to schedule the constrained multiple resources simultaneously and a simulation to replicate the environment. Develops linear regressions to provide further insight.

Details

International Journal of Operations & Production Management, vol. 13 no. 5
Type: Research Article
ISSN: 0144-3577

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Article
Publication date: 13 February 2009

Gang (Gary) Wan, Dennis Clark, John Fullerton, Gail Macmillan, Deva E. Reddy, Jane Stephens and Daniel Xiao

The purpose of this study is to investigate the use of co‐browse in live chat, customers' question types, referral to subject experts, and patrons' usage patterns as…

Abstract

Purpose

The purpose of this study is to investigate the use of co‐browse in live chat, customers' question types, referral to subject experts, and patrons' usage patterns as experienced in the virtual reference (VR) chat reference services at Texas A&M University Libraries.

Design/methodology/approach

Chat transcripts from 2005 to 2007 were sampled and analyzed by peer reviewers. Statistical data in that period were also examined. A set of methods and a pilot study were created to define the measurement components such as question types, expert handling, and co‐browsing.

Findings

Co‐browsing is used in 38 percent of the sampled chat sessions. The Texas A&M University live chat service group considers co‐browsing a useful feature. Of questions received on VR, 84 percent are reference questions. Only 8.7 percent of the total questions or 10 percent of the reference questions need to be answered by subject experts. The use of VR increases dramatically in the past two years at the Texas A&M University. The findings also reveal users' logon patterns over weekdays and weekends.

Originality/value

The study contributes and advances understanding in the role VR plays in a large academic library and the role co‐browsing plays in VR services. The study also provides a comprehensive method for transcript and usage data analysis. It is believed that a similar methodology may be replicated elsewhere by other institutions engaging similar services or evaluation.

Details

Reference Services Review, vol. 37 no. 1
Type: Research Article
ISSN: 0090-7324

Keywords

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Article
Publication date: 1 January 2013

Greg P Greenhalgh and T. Christopher Greenwell

This study surveys professional niche sports sponsors in an effort to empirically understand what selection criteria these companies deem important when evaluating…

Abstract

This study surveys professional niche sports sponsors in an effort to empirically understand what selection criteria these companies deem important when evaluating professional niche sports sponsorship proposals. Findings suggest that professional niche sports properties may possess unique attributes on which sponsors place very high levels of importance, such as cost effectiveness, flexibility in assisting sponsors achieve their objectives, a more targeted fan-base and decreased sponsorship clutter. Pragmatically, findings provide professional niche sports managers with tools that may be useful when competing for sponsorship funding against more established mainstream sports properties. Theoretically, the current study begins to fill a gap in the sports sponsorship literature which has primarily focused on mainstream professional sports, major intercollegiate sports and elite amateur sports such as the Olympic Games.

Details

International Journal of Sports Marketing and Sponsorship, vol. 14 no. 2
Type: Research Article
ISSN: 1464-6668

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Article
Publication date: 7 March 2008

Daniel Xiao and John Paul Fullerton

This paper aims to describe three utility tools developed at Texas A&M University Libraries, which were designed for quick access and search of the Voyager OPAC and the…

Abstract

Purpose

This paper aims to describe three utility tools developed at Texas A&M University Libraries, which were designed for quick access and search of the Voyager OPAC and the Voyager clients.

Design/methodology/approach

The Voyager Canned Search Generator provides content creators with an automatic way to generate persistent links to catalog searches. Quick‐Cat is an OPAC shortcut search tool. It allows users to highlight bibliographic data, including authors, titles, ISBN numbers, or ISSN numbers on any web site and immediately search their own library catalog, with just one click. Designed to assist in the EBSCONET serials renewal, an Excel VBA Macro provides an easy gateway from the renewal list to the Voyager Acquisitions and Cataloging clients, the EBSCONET web site, and the library's SFX system.

Findings

The three tools fulfilled their design goals. Users were satisfied with them and they improved productivity. With innovative ideas, some technical know‐how, and a good understanding of the issues librarians can turn themselves into developers of useful tools. They could come up with small, yet effective solutions by leveraging the existing system infrastructure, and combining or mixing available components. The paper discusses development issues, benefits, drawbacks and user feedback.

Originality/value

The paper provides useful information on developing utility tools for quick access and search of Voyager OPAC and the Voyager clients.

Details

Library Hi Tech, vol. 26 no. 1
Type: Research Article
ISSN: 0737-8831

Keywords

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Article
Publication date: 1 February 1989

GORDON RICHARDS

This article examines the macroeconomic impact of a consumption‐based value‐added tax (VAT) using simulations of a large‐scale model. The VAT is imposed as a structural…

Abstract

This article examines the macroeconomic impact of a consumption‐based value‐added tax (VAT) using simulations of a large‐scale model. The VAT is imposed as a structural reform of the tax code rather than as a revenue‐raising device, i.e., the revenues from the VAT are offset by compensatory reductions elsewhere. Three basic scenarios are examined, in which 1) the VAT is offset by individual rate reductions, 2) abolition of the corporate profits tax in conjunction with a small individual rate cut, and 3) an investment tax credit with the balance of the revenues offset by a personal rate cut. Additionally, this paper examines the effects of the microeconomic incidence of the VAT, i.e., whether it is fully passed through to output prices or shifted back onto profits. The finding is that the VAT in general raises the long‐term level of output, but at the cost of initial output losses, which are in evidence even when the associated rise in the price level is accommodated by a corresponding shift in monetary policy. In addition to changes in the intertemporal distribution of growth, there are significant changes in the composition of GNP, which shifts away from consumption, toward business fixed investment and net exports. These changes are particularly pronounced when the VAT is fully passed through. When the tax is partially shifted back, the gains in investment and trade are less marked, while business profits are reduced, and the long‐term increase in output is smaller.

Details

Studies in Economics and Finance, vol. 12 no. 2
Type: Research Article
ISSN: 1086-7376

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Article
Publication date: 1 April 1985

Nobody has ever liked paying taxes, but individual grumbling is growing to a loud chorus of complaints. The system of federal income taxes has become so complex that few…

Abstract

Nobody has ever liked paying taxes, but individual grumbling is growing to a loud chorus of complaints. The system of federal income taxes has become so complex that few individuals can compute for themselves what they owe and both personal and corporate financial decisions are often based more on their tax consequences than on their soundness from either a production or consumption point of view. All this leads to a perceived unfairness, with some better able than others to take advantage of preferences and loopholes in the system.

Details

Collection Building, vol. 7 no. 2
Type: Research Article
ISSN: 0160-4953

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Article
Publication date: 1 December 2005

Nicholas J. Ashill and Ugur Yavas

The study reported in this article investigates whether or not consumers from Turkey and New Zealand attach similar levels of importance to various information sources in…

Abstract

The study reported in this article investigates whether or not consumers from Turkey and New Zealand attach similar levels of importance to various information sources in their purchase decisions and whether they are similar (dissimilar) in their opinions on advertisement in various media. Customers surveyed in Istanbul and Wellington serve as the database. Study results and their implications are discussed.

Details

Cross Cultural Management: An International Journal, vol. 12 no. 4
Type: Research Article
ISSN: 1352-7606

Keywords

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Article
Publication date: 1 April 1923

The popular misconception which exists respecting the duties of a Public Analyst is well illustrated by the remarks attributed recently to a borough coroner.

Abstract

The popular misconception which exists respecting the duties of a Public Analyst is well illustrated by the remarks attributed recently to a borough coroner.

Details

British Food Journal, vol. 25 no. 4
Type: Research Article
ISSN: 0007-070X

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