Search results

Sales personnel play a key role in the success of organizations. These individuals present services/products to clients, manage accounts, build relationships, maintain existing business relationships, and must be available for frequent interactions with clients. Business operations are linked to external entities through these activities, suggesting sales groups play a critical role in the success of an organization. As a representative to the external market, sales personnel are subject to unique stressors due to role-specific requirements. These stressors can impact the ability of sales professionals to effectively engage with customers and manage the volatility of financial performance, especially in commission-based compensation structures. Thus, organizations can find utility in identifying sales candidates with higher levels of stress tolerance, who can handle negative client interactions, overcome lulls in sales conversions, and avoid the impact of occupational stressors on long-term sales performance. Research suggests that organizations can use personality to predict stress tolerance as a component of sales performance. To provide organizations with insights into sales-specific coping behaviors associated with stress tolerance, the authors (1) discuss stress inducing factors (stressors) associated with sales role performance, (2) review the individual differences associated with stress tolerance, (3) present personality relationships with sales performance and stress tolerance, and (4) present job-analytic support for stress tolerance competencies relevant to sales performance and criterion-related validity evidence linking personality characteristics to those behaviors. The authors conclude with a discussion around the potential for applied uses of personality in identifying sales personnel with greater likelihoods of exhibiting stress tolerant behaviors in the workplace.

How should foreigners manage a partnership or an acquisition in Russia? We know a lot about Russian culture per se, but research on foreign companies having to deal with Russia remains scarce. To answer our question, we used the concept of nationally bound administrative heritage to identify how foreign practices are efficiently implemented in Russia in the context of partnerships and acquisitions. We interviewed 16 Russian managers working in the car industry about their perception of foreign practices and how things ought to be done. Our investigations show the maintenance of a strong national culture that generates a need to cope with uncertainty for foreign firms. For local people, Russia is a particular country, not comparable to others. When transferring practices, foreign managers need to organize hybridization processes in order to successfully import these practices. Hybridization means transferring but adapting in order to impregnate them with the Russian specificity. Such hybridization requires foreign managers to work and network locally for the implantation of practices.

This study aims to analyse the driving forces that either favour or inhibit internet adoption by organisations operating in the non‐profit sector.

Following a quantitative methodological approach, a national survey was applied to a sample of 392 Portuguese non‐profit organisations to empirically test the proposed conceptual model. Logistic regression, which enables to test models to predict categorical outcomes with two categories was used to analyse the data.

Findings drawn from this study identify key factors that facilitate or inhibit internet adoption by non‐profit organisations. The internet is perceived as a potential tool for the dissemination of social values and programs of action, the improvement of public image, the enhancement of customer satisfaction, and the improvement of service delivery. By contrast, lack of expertise and start‐up costs have been identified as the most significant inhibitors. In addition, size, age and international affiliation are shown as important internet adoption facilitators.

This study offers the opportunity to rethink existing policies and to set forth specific measures that can be designed to encourage and foster the use of the internet by non‐profit organisations.

The relevance of this study is set against a lack of consistent, detailed research on the factors determining internet adoption within the context of the non‐profit sector.

The main purpose of this paper is to explore the main characteristics of corporate social media guidelines (SMG) and determine whether companies communicate these guidelines effectively to employees.

An analysis of corporate SMG is conducted using the Competing Values Framework (CVF) formerly used to assess business and ethical codes. The sample is comprised of 20 multinational companies that publish their SMG online.

The results indicate the majority of the guidelines received average scores across the CVF framework, which implies the guidelines barely manage to stimulate change, direct action, provide facts or emphasize the importance of building trust.

A possible limitation of the research could be the issue of interpretability of the features of the framework. Hence, the quality of the research depends on the quality of the training raters receive prior to the guideline rating process. Additionally, the researchers were limited with the guideline availability and could analyze only the guidelines available online. This analysis can be broadened by identifying factors that may influence the characteristics of the guidelines (e.g. corporate culture or industry).

Managers can use this framework to analyze their companies’ guidelines to reveal the gaps, point to opportunities for improvement or take the findings into account when developing new guidelines.

The first paper that analyzes corporate SMG and their respective characteristics.

Life cycle assessment (LCA) has considerably contributed to increasing the environmental friendliness of buildings in developed countries. However, it is hard to find evidence on the application of LCA for buildings in developing countries; particularly, Sri Lanka. There is a lack of research to compare the status of LCA of buildings in developed countries vs developing countries. In this context, the purpose of this study aims to examine the status of LCA implementation for buildings between developed countries and Sri Lanka, a developing country.

The exploratory research was adapted, and in-depth interviews were held with LCA professionals from Sri Lanka and developed countries, respectively.

Relatively less attention has been paid to the implementation of LCA for buildings in Sri Lanka compared to the developed countries due to the time and effort required to collect life cycle inventory data and limited stakeholder understanding of the LCA. Hence, this study proposed improvements, including the development of LCA databases containing region-specific data and conducting programmes to raise stakeholders' awareness to address the gaps in Sri Lanka.

The identified LCA implementation process for buildings could be used as a guide for first-time LCA users, and it equally makes a valued reference for experienced practitioners.

A limited number of the studies formulate a comparison between the LCA for building in developed countries and developing countries. This research attempts to address this knowledge gap.

The purpose of this paper is to shed light on the propensity of family firms to join a cross-border acquisition as acquirers.

The present study analyzes a sample of 270 acquisitions in the period 2015–2017 whose acquiring firms are represented by family and nonfamily listed European firms.

The results point out that family firms are less likely to make a cross-border acquisition than nonfamily counterparts.

Mergers and acquisitions (M&A) activity is cyclical by nature, represented by waves of concentrated intensity rather than necessarily by constant activity over time. Therefore, the main limitation is represented by the period analyzed (2015–2017), which restricts the possibility of seizing a greater number of transactions.

If careful evaluation leads to the consideration of M&A as the optimal mode of entry into a certain foreign market, family firms should broaden the pool from which managers are selected in order to access more qualified staff, who are able to face international M&As.

In recent years, a growing body of literature has focused on the effects of family ownership on the propensity of making an M&A, on the method of payment chosen by an acquired family firm, and on the reaction of the market at the announcement of a family business’ M&A. However, despite of the relevance of the entry modes of firms’ internationalization strategies, scant attention has been devoted to cross-border M&As conducted by family firms, which occur when a family firm acquires a firm located in a foreign country. In order to fill the research gap, this work investigates the likelihood of a family firm’s acquisition of a foreign target.