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Article
Publication date: 25 January 2019

Robert Lloyd, Michael J. Martin, James Hyatt and Addison Tritt

The purpose of this paper is to describe a case study used in a strategic sales class that employs the use of work-based learning pedagogy to expose students to real-life…

Abstract

Purpose

The purpose of this paper is to describe a case study used in a strategic sales class that employs the use of work-based learning pedagogy to expose students to real-life cold calling experiences. This real-life cold calling experience involves students within the course building a target list of prospective students for a small liberal arts college. The students must then construct pre-call strategies, build rapport with prospective students and finally “close the deal” by having the prospective student visit campus.

Design/methodology/approach

This paper begins by describing work-based learning as a unique pedagogical method and the importance of cold-calling skills in the context of workplace skills in demand. Theoretical foundations in Lichtenstein and Lyon’s (1996) entrepreneurial skillset is analyzed, as is the application of “live” group projects. The case is then described in detail and focuses on the project itself, the personal and group incentives used in the course of the project, and finally, a review of the learning outcomes and desired skillset outcomes for the class.

Findings

The case shows that students can learn and implement the behaviors, attitudes and practices that make professional cold-callers successful. The impact on the university can also be seen since real contributions were made to the recruiting efforts of the college vis-à-vis higher matriculation numbers. The entrepreneurial skillsets and “live” group project literature is contextualized in light of the findings of the project. This research found that students engaged in varying levels of progress in their managerial, entrepreneurial, technical skillsets as well as levels of personal maturity. Finally, the authors provide guidance for future research to expound the findings of this project by testing the variables using quantitative methodologies.

Originality/value

The paper showcases an innovative pedagogic approach to exposing students to the best practices of cold-calling and allows them to exercise these tools real time as they make actual cold calls and work toward sales incentives. The focus on recruiting new students as customers of the college serves is not only active classroom learning, but it also serves mission-based outcomes to help the college achieve desired recruiting goals. This case study will provide a tool for small, liberal arts colleges to use which mobilizes faculty and students in the effort to recruit new students, in an environment where enrollment numbers are falling for this market sector in higher education.

Details

Higher Education, Skills and Work-Based Learning, vol. 9 no. 3
Type: Research Article
ISSN: 2042-3896

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Article
Publication date: 1 February 2002

Michael Hay

One‐third of employees plan to resign from their jobs within the next two years, according to a new international report, The Retention Dilemma, by Hay Group. However…

Abstract

One‐third of employees plan to resign from their jobs within the next two years, according to a new international report, The Retention Dilemma, by Hay Group. However, with economists forecasting a downturn, this is not good news for companies struggling to stay successful. This article explores why people are moving jobs and identifies some of the ways in which a company can retain its best people.

Details

Career Development International, vol. 7 no. 1
Type: Research Article
ISSN: 1362-0436

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Article
Publication date: 1 May 2006

Bo Edvardsson, Bo Enquist and Michael Hay

The purpose of this paper is to present a model for values‐based service brands grounded in values‐based service management. In undertaking this task, the paper addresses…

Abstract

Purpose

The purpose of this paper is to present a model for values‐based service brands grounded in values‐based service management. In undertaking this task, the paper addresses two research questions: “What is the role of values in creating customer value and corporate identity?” and “How can values and corporate identity be communicated to customers and thus contribute to customer‐perceived service value?”.

Design/methodology/approach

Based on five narratives from a value‐driven company, IKEA, the paper proposes a model of values‐based service brands in action. The model is based on interpretations of how IKEA manages and communicates values in practising values‐based service management.

Findings

The study distinguishes four types of “values” in the example of IKEA: economic, social, environmental, and communication‐based. These are incorporated into the model.

Originality/value

This is the first study of the role of values‐based service brands in creating value in use for customers.

Details

Managing Service Quality: An International Journal, vol. 16 no. 3
Type: Research Article
ISSN: 0960-4529

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Article
Publication date: 11 April 2008

Michael Hay

The aim of this paper is to investigate the purpose of the business school in light of the growing globalization of the business world.

Abstract

Purpose

The aim of this paper is to investigate the purpose of the business school in light of the growing globalization of the business world.

Design/methodology/approach

The paper investigates the purpose of the business school, with views from the literature. It also presents views as to the purpose of the business school today.

Findings

The paper finds that the purpose of the business school is to create value in the forms of academic, personal and public or social value.

Originality/value

This paper has interesting information as to the purpose and role of business schools in the globalizing modern world.

Details

Journal of Management Development, vol. 27 no. 4
Type: Research Article
ISSN: 0262-1711

Keywords

Content available
Article
Publication date: 11 April 2008

Howard Thomas

Abstract

Details

Journal of Management Development, vol. 27 no. 4
Type: Research Article
ISSN: 0262-1711

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Book part
Publication date: 1 November 2007

Joel Hay

This chapter examines the role of pharmaceutical patents in the on-going support of pharmaceutical innovation. The social value of pharmaceutical innovation and the…

Abstract

This chapter examines the role of pharmaceutical patents in the on-going support of pharmaceutical innovation. The social value of pharmaceutical innovation and the importance of its sustained growth are explained. The government buy-outs of patents to reduce drug prices for all American consumers while preserving vital drug innovation are proposed.

Details

The Value of Innovation: Impact on Health, Life Quality, Safety, and Regulatory Research
Type: Book
ISBN: 978-1-84950-551-2

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Article
Publication date: 1 December 2004

Rachel Crane

Film provides an alternative medium for assessing our interpretations of cultural icons. This selective list looks at the film and video sources for information on and…

Abstract

Film provides an alternative medium for assessing our interpretations of cultural icons. This selective list looks at the film and video sources for information on and interpretations of the life of Woody Guthrie.

Details

Collection Building, vol. 23 no. 4
Type: Research Article
ISSN: 0160-4953

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Abstract

Details

Architecture as a Global System: Scavengers, Tribes, Warlords and Megafirms
Type: Book
ISBN: 978-1-83867-655-1

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Article
Publication date: 2 November 2020

Ali Aumran Lattif Al-Thahab

This paper aims to expose the direct and indirect impacts of changing culture and society principles on the built environment, architectural scene and practice. Studying…

Abstract

Purpose

This paper aims to expose the direct and indirect impacts of changing culture and society principles on the built environment, architectural scene and practice. Studying culture-architecture forceful formula in present-day Iraq, as not previously discussed, reveals how cultural shift affects the public image of architectural form, uses and activity system, thus how latter issues highlight or predict society deterioration or collapse.

Design/methodology/approach

Comparing and analysing past and contemporary works, highlighting strange values emerged later, personal survey and observing house forms, in-depth interviews, photos and architectural drawings are a set of methodological tools used in approaching research main objective.

Findings

Findings include two mutual systematic approaches. The first is to define, acknowledge and understand previous criteria, while the second is to disclose responsible authorities and institutions and their role in addition to necessary procedures to correct or minimize the impact of various changes on the contemporary architectural situation.

Originality/value

Contemporary Iraqi society and culture have been dealt with as distorted and destructive, where various unacceptable values describe its current image compared to the noble form of the inherited. As a true expression and a visible manifestation of culture with which it interacts, degraded architecture and urbanism in contemporary Iraq provide an accurate picture of the current state of society, its values, principles and beliefs.

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Article
Publication date: 9 March 2015

Bo Enquist, Samuel Petros Sebhatu and Mikael Johnson

The purpose of this paper is to provide a deeper understanding of transcendence as business logic and to advance value co-creation and value network thinking. The authors…

Abstract

Purpose

The purpose of this paper is to provide a deeper understanding of transcendence as business logic and to advance value co-creation and value network thinking. The authors are looking for business logic to have wider understanding of sustainable business. Understanding how value is “networked” and “co-created” by what the authors will call “transcendent business logic” in specific contextual settings is deemed essential in securing sustainable business, which social and environmental perspectives and governance issues are embedded. The authors lay the foundation for enriching the transcendence for business logics for a sustainable business based on sustainability, stakeholder-unifying perspective and value creation network theories.

Design/methodology/approach

The study adopts a qualitative approach, using multiple case studies to undertake an analysis of the role of transcendence for business logics. Four case studies of private companies and parallel case studies of retail, health care and public organizations (regional public transport networks) are applied. The paper further asses a methodological approach goes beyond the positivistic paradigm in service research to understand the texts and analyze the research materials. This section presents the methodological approach based on transcendence beyond objectivism and relativism and the transformation process of transcendence business logic.

Findings

The paper demonstrates that “different business logics” contributes to securing sustainable business embedded on social and environmental perspectives on governance issues. The authors have shown this based on the idea of transcendence, which can be used from a methodological point of view based on a deeper understanding beyond objectivism and relativism. The authors argued in this paper for a methodological path beyond functionalism. The authors are providing a deeper understanding of the business logic; co-creating value for people and developing sustainability for society. The study has also shown that values form the network, and co-creation is the basis for transcending the business logics.

Originality/value

The paper makes original contribution to the exploring transcendence for business logics to be in lieu of guiding open source business models based on the need for understanding of the new logic in the new complex landscape. In service research, the main theoretical challenges of understand and integrating value co-creation and value networks to secure sustainable businesses are founded on the principles of steering and navigation. In this study the authors addressed the need for advancement of value co-creation network thinking and perusal for the business logic to have a wider understanding of sustainable business.

Details

Journal of Service Theory and Practice, vol. 25 no. 2
Type: Research Article
ISSN: 2055-6225

Keywords

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