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How do you ensure that representatives can confidently sell a complex product to a sophisticated audience? This was the problem faced by a European pharmaceutical company whose salesforce and managers needed to understand the features and benefits of its novel “high tech” molecule – and be able to convey these to hospital consultants. The challenge was to make the training accurate and clear, yet lively and motivating. It had to engage representatives as well as product and marketing managers across Europe. This case‐study article describes how the challenge was met.

This case report aims to describe the treatment of a woman (Rachel) in her twenties who was referred to the community team for people with an intellectual disability by her neurologist as she wanted help with reducing the frequency of psychogenic non‐epileptic seizures (PNES).

CBT was used as the therapeutic approach. The first stage of intervention focussed on reducing the frequency of PNES through relaxation and distraction techniques. Graded exposure was then used to enable Rachel to achieve her goal of going on the bus alone. The intervention process was completed over 12 sessions.

Outcome was measured using self‐report of seizure frequency. Rachel has successfully reduced the frequency of PNES from seven to two‐three per week, and has managed to successfully complete several bus journeys on her own, working through the hierarchy the authors had developed. The authors also completed pre and post therapy measures for anxiety and depression. Her scores on the Glasgow Anxiety Scale for Intellectual Disability reduced from 23 to 19 whilst she scored sub‐clinically on the Glasgow Depression Scale for Intellectual Disability.

This case report seeks to add to the evidence base of CBT as a viable treatment for PNES whilst also demonstrating that the approach can be adapted to meet the needs of clients with intellectual disabilities.

This chapter investigates the difference between ultimatum games over gains and over losses. Although previous research in decision making has found that individuals treat losses and gains differently, losses have not previously been investigated in strategic situations. In the field, however, the problem of negotiating over losses is as unavoidable and problematic as the problem of negotiating over gains. In addition, data on how we bargain over losses can shed some theoretical light on fairness preferences. Two experiments use within-subject designs, the first in the U.S. and the second in the U.S., China and Japan. We find that offers and demands are higher in losses than in gains, and that these results hold across the three countries. We adapt Bolton's (1991) model of fairness to explain the results. Specifically, we extend prospect theory's loss aversion to unfairness, suggesting that unfairness in losses looms larger than unfairness in gains.

Ah la famille …! We tend to say that we do not choose it. But there are beautiful family stories, even in business, and particularly in France. Indeed, when it comes to business, the French take family as a serious matter – with about 80% of all companies in the country family controlled. Whether big or small, French family businesses are particularly noticeable in sectors such as food and beverages, as well as luxury.

The chapter gives a general overview of family firms in France, considering in particular their main legal structures, how diverse they are in reality, and finally their governance rules, and notably their family constitutions. It concludes that business and family stories often prove to be a good match, at least in France.

The recent surge in behavioral studies on the coordination mechanisms in supply chains (SCs) and advanced methods highlights the role of SC coordination (SCC) and behavioral issues associated with improving the performance of the operations. This study aims to critically review the behavioral aspect of channel coordination mechanisms.

Following a systematic literature review methodology, the authors adopt a combination of bibliometric (to reflect the current state of the field), content (using Leximancer data mining software to develop thematic maps) and theory-oriented qualitative analyzes that provide a holistic conceptual framework to unify the literature’s critical concepts.

The analysis confirms the plethora of risk-oriented publications, demonstrating that the second largest category of studies is concerned with social preferences theory. Most studies were based on experiments, followed by analytical modeling, revealing the impact of heuristics and individual preferences in SC decisions and suggesting promising managerial and theoretical avenues for future research.

The study sheds light on behavioral decision theories applied to SC coordination by categorizing the literature based on the adopted theories. The methodological contributions include using automated content analysis and validating the outcome by interviewing leading scholars conducting active research on “behavioral operations management and SC contracts.” The authors also propose several directions for future research based on the research gaps.

This special “Anbar Abstracts” issue of the International Marketing Review is split into six sections covering abstracts under the following headings: Marketing Strategy; Customer Service; Promotion; Product Management; Marketing Research/Customer Behaviour/Public Relations; Pricing/Sales Management/Sales Force.