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The purpose of this study is to develop an understanding of how the “seven steps of selling” are used within the modern international business environment and the degree to which international sales executives are able to identify and adapt to differences in global markets.

A phenomenological type of approach was used. In-depth interviews were conducted with international sales executives (based either in the USA or UK) that operated across multiple different regions of the world.

This study provides a holistic assessment of the international business-to-business sales process. This study outlines four key aspects of the sales process that differ from traditional domestic industrial selling. Then, the study suggests examining the international sales process as a stage-based approach, versus exclusively focusing on the sales process as a seven-step process. Third, the study focuses on differences between regions of the world.

From an academic standpoint, this study highlights a number of avenues to pursue. In addition, this study underscores the limited volume of research focused on international sales force management, especially the differences within the sales process. Limitations focus on issues pertaining to the sales executives examined within the study.

Firms looking to enter or expand their international market presence will be able to use the results of this study focusing on the international sales process. Firms can apply the results of this study to build both initial and continuous training programs.

This study identifies aspects that occur during each stage of the international sales process to provide a detailed account of the activities that international salespeople are engaged in. Further, this study suggests that the stages of the sales process differ between transactional exchanges and strategic relationships. However, this study offers more insight on the development of strategic long-term relationships, as the majority of the sales executives focused on the strategic relationship development during the interviews. As a last step within this study, seven country-specific issues are described.

This study is a comment on Geoffrey Hodgson’s “Discovering Institutionalism: One Person’s Journey.” In this self-description of the evolution of his thought, Hodgson distinctly acknowledges Thorstein Veblen’s influence on his own institutional perspective. This is the issue that I explore in this study. My argument is that Hodgson can be understood as a Veblenian, but he does not fit in the Veblenian notion that became popular in the mid-twentieth century. I argue that Hodgson’s notion of habits is the strongest Veblen’s influence on him, and his reconstitutive downward and upward causations are in line with Veblen’s institutionalism, albeit without the mid-twentieth century Veblenian writings. I also address the approach to the content of habits as a break between Hodgson’s and Veblen’s institutionalism. By offering an unprecedented Veblenianism, I argue that Hodgson’s institutional economics can be understood as a new institutionalist segmentation.

This research analyzes the green activities implemented by banks in Indonesia following a new regulation on sustainable finance and the role of slack resources to fund the initiatives. Green practices of 35 banks in 2020–2021 were evaluated through the disclosure using green banking disclosure index (GBDI). The results show that the green practices have been disclosed adequately; however, no significant association was found for the role of financial and potential slack resources. This reflects the facts that the green activities might not have been adequately implemented and the organization’s resources might not have been allocated to support the green practices. The research periods that were still overloaded with COVID-19 issue might hinder the banks from the adequate and appropriate allocation of resources toward green practices. This research recommends a prioritization approach for the implementation of the sustainable finance regulation by banks and authorities through the increased implementation of substantive green practices, not only the increased disclosures.

This study comprehensively reviews the global literature on busy boards and audit committees.

Six eight articles on busy boards and audit committees from prominent accounting journals are reviewed and analyzed under the “reputation” and “busyness” premise.

Most studies advocating the “reputation” hypothesis have the consensus that busy directors have their benefits (knowledge spillovers), particularly regarding sharing their in-depth knowledge, experiences and expertise. This phenomenon is pronounced for younger and IPO firms, which have high advising and financing needs. From the “busyness” perspective, busy directors are too overboard in carrying out their duty effectively and responsibly.

This study identifies future research avenues on busy boards/audit committees and suggests that policymakers and regulators should limit the number of board appointments.

This is the first study to extensively amalgamate research on busy directors and audit committees. It reveals the various proxies used to measure the busyness of board and audit committee members and the consequences of busyness.

This chapter presents the current research status of family constitutions from an economics perspective. It locates the family constitution as part of the family and business governance structure of a family firm and the owner family. The typical structure and content of a family constitution are introduced. The chapter focuses on the status of research about family constitutions and provides a structured map for future research. With regard to extant research, it must be stated that the stock of literature is small. The contributions to literature are categorized in surveys; conceptual contributions; survey data; small sample, qualitative, empirical studies; and big sample, quantitative, empirical studies. The latter group includes three studies with a separate family constitution variable. This small number symbolizes that the family constitution still is an under-researched area. Therefore, family constitution research is far away from being able to answer central questions of advice-seeking owner families like, for example, whether a family constitution affects family performance, firm performance, or both; or whether the development process of a family constitutions disposes of an effect on family or firm performance separately from the hypothesized effect of the family constitution document.

The Internet of Things (IoT), as one of the new digital technologies, has created wide applications in various industries, and one of the most influential industries of this technology is the transportation industry. By integrating the IoT with the transportation industry, there will be dramatic changes in the industry, and it will provide many entrepreneurial opportunities for entrepreneurs to develop new businesses. Opportunity identification is at the heart of the entrepreneurial process, and entrepreneurs identify innovative goods or services to enter a new market by identifying, evaluating, and exploiting opportunities. Despite the desire of transportation managers to invest in the IoT and the increase in research in this area, limited research has focused on IoT-based entrepreneurial opportunities in the transportation industry. Therefore, the present study aims to identify IoT-based entrepreneurial opportunities in the transportation industry and examine their importance.

To achieve the research objective, the authors applied a mixed approach. First, adapting the lens of the industry value chain theory, a comprehensive literature review, besides a qualitative approach including semi-structured interviews with experts and thematic analysis, was conducted to identify the entrepreneurial opportunities. The identified opportunities were confirmed in the second stage using a quantitative survey method, including the Student t-test and factor analysis. Finally, the identified opportunities were weighted and ranked using the best worst method (BWM).

Entrepreneurial opportunities are classified into five main categories, including “smart vehicles”, “business partners/smart transportation supply side”, “supporting services”, “infrastructures”, and “smart transport management and control”. The infrastructures group of opportunities ranked the highest amongst the identified groups.

This study adds to the digital entrepreneurship opportunity recognition literature by addressing opportunities in a smart industry propelled by digital technologies, including developing new products or new applications of the available technologies. Additionally, inspired by the industry value chain theory, this article develops a framework including various digital entrepreneurial opportunity networks which are necessary to add value to any industry and, thus, could be applied by entrepreneurs to recognize opportunities for new intermediaries to enter other digital-based industries. Finally, the present study identifies the IoT-based entrepreneurial opportunities in the smart transportation industry and prioritizes them, providing practical insights regarding the creation of entrepreneurial ecosystems in the field of smart transportation for entrepreneurs and policymakers.

Little is known about what emotionally un(intelligent) CEOs really say to their close collaborators within the boardroom. Would the rhetoric content differ between an emotionally intelligent and an emotionally unintelligent CEO, especially during a crisis? This chapter aims to answer this question.

40 CEOs of large corporations were asked to deliver a verbal address to their board members in reaction to a vignette describing a critical situation for the company. Participants were provided with the Schutte self-report emotional intelligence (EI) test. The verbal content of CEOs' closed-door discourses was analyzed using Cognitive-Discursive Analysis (CDA) and, subsequently, Geometric Data Analysis (GDA).

The results revealed that CEOs with low EI tend to evoke unpleasant emotions, talk about competition, and often blame some – or all – of the board members for their (poor) actions in comparison to CEOs with high or medium EI. In contrast, CEOs with high EI tend to use terms in relation to decision or realization and appear to be more cooperative than those with lower EI and were also ready to make decisions on behalf of team.

Previous research has mainly focused on CEOs' public speeches. But the content of CEOs' speeches within the boardroom might noticeably differ from what they would say in a public address. The results of our exploratory study can serve CEOs as a basis toward improving their closed-door rhetoric during a crisis.

It would be interesting to enlarge the size of our population in order to strengthen our statistical analyses as well as explore other cultural and linguistic environments and other channels through which emotions can be expressed (e.g., human face, gesture, vocal tone).