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This study aim to examine the themes of moral disengagement (MD) and engagement in reasoning regarding a putative governmental right to kill innocent civilians when fighting terrorism.

In total, 147 participants from Israel, 101 from the USA and 80 from South Africa provided quantitative rating scale responses and qualitative explanations about such a putative right. Qualitative responses were coded for presence or absence of indices of MD and engagement.

In ANOVAs by gender and country, men scored higher than women on rating scale scores indicating support for the right; there were no significant national differences on these scores. Chi-square analyses with the coded qualitative responses indicated more men than women gave morally disengaged responses, proportionately more South Africans than Israelis provided morally disengaged responses and proportionately more South Africans and Americans than Israelis provided morally engaged responses. Pearson correlation analyses indicated that MD was positively correlated with rating scale scores and moral engagement was negatively related to rating scale scores in all three countries.

Regarding limitations, it is difficult to know how the omission of qualitative explanations of rating scale responses by many participants influenced the statistical findings – or how to interpret the more restricted level of qualitative responses in Israel and South Africa as compared to the USA.

Programs designed to counteract MD have the potential for helping reduce support for war and its inhumanities across diverse nations.

This is the first study on MD to compare American, Israeli and South African perspectives on the justifiability of human rights violations in the war on terror. The findings go beyond earlier studies in finding gender differences in MD that occurred across three very different nations in three very different parts of the world.

This paper aims to explore the usage of selling influence tactics across prospective customers with differing information-related needs.

The research study uses an exploratory critical incident technique (CIT) methodology to identify and examine salesperson influence tactics.

This study identifies and explores the use of salesperson influence tactics across three information-based conditions often encountered by salespeople (i.e. information seeking customers, informed customers with information inaccuracies and informed customers making sub-optimal decisions). Regardless of condition, salespeople readily used non-coercive information exchange tactics. Whereas, recommendations and ingratiation tactics were applied by more effective salespeople when interacting with informed customers with information deficiencies. Furthermore, salespeople report executing less effectively with prospects with inaccurate preexisting information and with prospects making flawed or sub-optimal decisions.

Findings illustrate the need for a renewed focus on salesperson influence tactics, the conditions under which they are effective, and how salespeople adapt their influence tactics to various situations. The exploratory nature of this study limits the generalizability of findings.

A framework of adaptive selling strategies is proposed to help tackle new challenges faced by B2B salespeople in today’s information intensive market. When interacting with more informed customers, pre-existing information is often inaccurate and incomplete. Thus, salespeople must assess and address these flaws and gaps and can adapt their influence strategies to do so effectively.

Industrial buyers today have virtually unlimited avenues to conduct extensive research and gain supplier information without the aid of interactions with salespeople. Thus, salespeople often enter sales interactions when their prospects have significantly more information than ever before. By examining salesperson influence techniques in selling situations that vary based on prospective customer preexisting knowledge, this research provides guidance on how selling may need to change in a more information intensive era.

This paper intends to further understanding of the world marketplace by examining the procurement practices of high‐tech suppliers across several countries in Central and Eastern Europe and in the USA. In particular, this examination will focus on the extent to which the smaller and less developed countries of Eastern Europe utilize IT procurement as an integral part of their purchasing strategy.

Exploratory qualitative interviews conducted with purchasing decision makers across various high‐tech industries in Eastern Europe are compared with those in Central Europe and the USA.

The findings suggest that information technology is perceived as being less valuable by European firms and is utilized to a lesser degree. In addition, multinational companies operating in Eastern Europe appear to be focused on developing the product quality and operational efficiency of local Eastern European suppliers and less concerned about facilitating their adoption of IT procurement systems.

The findings are consistent with past research and theory development in the area of relationship marketing. Although one can argue with whether buyer perceptions of electronic procurement are accurate, their reasons for adopting or not adopting this technology center on reducing transaction costs, reducing uncertainty, and trust concerns. Interestingly, findings suggest that within the high‐tech sectors in Eastern Europe very little commerce is taking place electronically.

The findings suggest that organizations buying globally need to pay close attention to the business culture from which they intend to source. This is important for a large number of well‐researched reasons; however, the study expands on these by suggesting that various markets have differing exposure, knowledge, and comfort levels with electronic procurement.

As with most qualitative studies, evidence was found that supports many of the established and evolving theories of buyer‐seller relationships as well as a few more surprising insights. For example, the prevalence of the desire for local suppliers by global multinationals and the extent to which they were “developing” these suppliers form an interesting area deserving further research attention. The lack of interest in IT procurement systems among the firms interviewed was also surprising.

Large agricultural producers often demand seed with high yielding genetics along with specialty traits specific to their particular needs. Dairyland Seed Company prides itself on its superior genetics and a research program that adds specialty traits while retaining the qualities of the original variety. Dairyland sources specialty trait technology from two competing suppliers – DuPont and Monsanto. Each of these suppliers is currently pursuing a strategy of forward integration through aggressive marketing programs and acquisitions. The implications for access to future technologies and long‐term survival are profound, and leave Dairyland and other smaller seed companies with strategic decisions to make. This paper examines a channel of distribution for agricultural biotechnologies and the decisions faced by a small, reputable seed company when dealing with its large multinational biotechnology suppliers. Who should Dairyland be partnering with, and can Dairyland balance supplier dependency in an attempt to avoid being eliminated from the channel?

The purpose of this study is to develop a sales process framework to facilitate business-to-business (B2B) customer reacquisition. A comprehensive CRM process needs to include reacquisition strategies. Yet, very few firms have formal procedures to guide reacquisition efforts. This gap in the sales process reflects the relatively sparse literature on B2B customer reacquisition models. The present research intends to fill this gap and creates a sales process model to guide salespeople to regain B2B lost customers.

Using critical incident technique (CIT), this study conducted in-depth interviews with 54 B2B salespeople. Each salesperson reported one successful and one unsuccessful reacquisition incidents. A total of 108 critical incidents were collected for analysis.

A four-step sales process model to regain B2B customers was developed and empirically supported, including: Segment lost customers; Assess reasons for loss; Develop reacquisition activities; and Implement reacquisition strategies.

This study is qualitative and exploratory in nature; future research should develop dyadic surveys to validate the results.

This four-step reacquisition process allows sales firms to identify essential elements and establish protocols/policies to train and motivate salespeople. The framework can facilitate salespeople develop problem-focused solutions to correctly diagnose the situation and effectively re-negotiate with defected customers. Thus, this process may help reduce inefficiency in the reacquisition process and increase reacquisition ratios.

By considering justice/fairness from customer’s perspective, sales firm may properly recover lost business relationship, and do so in ways that are considered both just and ethical.

This is one of the first studies to examine the reacquisition of lost B2B customers. It expands on the traditional sales process to include four steps that enable a sales reacquisition process.

Case research has typically been criticized as lacking objectivity and methodological rigor. It has, therefore, taken a back seat to more quantitative methods like survey and experimental methods when conducting business-to-business research. However, many of the issues of importance to business-to-business research take place in a rich and theoretically important context. When a phenomenon of interest takes place within a complex context, case research is often the most appropriate means to pursue investigation. Thus, in order to enhance the legitimacy of case research, a systematic case methodology is developed that addresses the traditional criticisms. Central to this method are three critical aspects. First, all research must begin with theory development. Second, the research design must be logical and systematic. Third, findings must be independently evaluated. By designing research projects around these aspects, case studies can provide marketers with one more tool to investigate business-to-business marketing, its processes, and the complex environment in which it operates. Specifically, case research is thought to be beneficial is studying network systems, international business-to-business marketing, and the industrial new product development processes.

Bats provide many ecosystem services and have intrinsic value. They also act as host reservoirs for some viruses. Several studies have linked zoonotic diseases to bats, raising questions about the risks bats pose, especially to people living close to bat roosts. Through a series of case studies undertaken in three communities, the purpose of this paper is to explore the various ways in which framings and perceptions of bats can influence a potential spillover of bat-borne viruses to humans in Ghana. It assesses the social, cultural and economic factors that drive human-bat interactions and posits that understanding the socio-economic contexts in which human-bat interactions occur is key to the success of future communication strategies.

Primary data collection methods included participatory landscape mappings, transect walks, focus group discussions and questionnaire surveys.

Perceptions of bats vary and are influenced by personal beliefs, the perceived economic benefits derived from bats and the location of bat roosts. Activities that put people at risk include bat hunting, butchering and consumption of poorly prepared bat meat. Those who live and work close to bat roosts, and bat hunters, for example, are more at risk of bat-borne zoonotic disease spillover. Disease risk perceptions were generally low, with high levels of uncertainty, indicating the need for clearer information about personal protective practices.

The results of the study may well inform future risk communication strategies as well as help in developing effective responses to zoonotic disease risk, disease outbreaks and the conservation of bats in communities.

Over the last five years, a great deal of attention has been paid to the genesis of what have come to be termed local loyalty cards. Researches the development of the pioneering card – based in Leominster, Herefordshire. This programme of research has led to contacts with a large number of such schemes in Britain – totalling over 60. With the creation of a database of these cards it has now become possible to produce a typology of local loyalty cards. Examines the motivation to adopt and, ultimately, the process whereby individual localities came to select a particular system from the increasing range of available card systems. Also illustrates the remarkable diversity in the nature and scope of such card schemes.