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Article
Publication date: 14 March 2016

Richard A. Rocco and Alan J. Bush

This paper aims to understand an emerging paradigm for business-to-business selling, Sales 2.0, which connects various enabling technologies within leading sales processes…

Abstract

Purpose

This paper aims to understand an emerging paradigm for business-to-business selling, Sales 2.0, which connects various enabling technologies within leading sales processes to drive improved business and relational outcomes. In the context of Sales 2.0, this paper addresses the need for buyer–seller dyadic sales research in the literature and highlights the importance of understanding buyer and seller perspectives regarding technology expectations and relationship-building performance.

Design/methodology/approach

This research utilizes a dyadic (salesperson–customer) data collection methodology, involving 74 matched salesperson and customer responses (37 dyads) to an online survey. Existing salesperson (self-report) measures of customer technology expectations and relationship-building performance with customers were utilized and adapted to provide dyadic measures to test for buyer–seller perceptual differences.

Findings

The dyadic data analysis supports the presence of significant perceptual differences between the salesperson and their customer, respective of customer technology expectations and relationship-building performance measures. In particular, the analysis reveals bidirectional perceptual differences for the two measures, whereas the salesperson underestimates the importance of their customer’s technology expectations, but overestimates their relational performance relative to their customers.

Originality/value

As technology continues to transform salesperson interactions with customers, the value of capturing a deeper understanding about those interactions increases. This study uses matched salesperson–customer dyads from a health-care sales organization to provide researchers and practitioners with insightful findings with respect to buyer–seller interactions and perceptual differences. Further, the research uniquely advances dyadic measures of customer technology expectations and relationship-building performance with customers to advance sales research in the context of Sales 2.0.

Details

Journal of Research in Interactive Marketing, vol. 10 no. 1
Type: Research Article
ISSN: 2040-7122

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Book part
Publication date: 12 August 2014

Gil Richard Musolf

This is an interpretive study in the sociology of literature that explores Aeschylus’s trilogy of dramatic plays known as the Oresteia. The plays dramatize a normative…

Abstract

This is an interpretive study in the sociology of literature that explores Aeschylus’s trilogy of dramatic plays known as the Oresteia. The plays dramatize a normative argument that exemplifies the dialectical struggle between domination and democracy. Social relations are characterized by agon (struggle), domination, and contradictions brought about by learning through suffering. These social realities reflect the primary theoretical claim of radical interactionism (RI) that domination and conflict are profound, pervasive, and perennial. On the interpersonal level, the plays dramatize structure, agency, role-taking, and the Thomas Axiom. As the first drama to interrogate an inchoate polity as an object of the public’s gaze, the Oresteia anticipates the sociological importance of critical consciousness, collective decision-making, political institutions, moral and, ultimately, cultural transformation. Despite a social context of slavery, imperialism, xenophobia, ostracism, misogyny, exclusivity, and constant warfare, the Oresteia foreshadows Western civilization’s ideals of legal-rational domination, citizenship, human rights, persuasion, and justice that have been imperfectly institutionalized to reduce surplus domination. The West still struggles to realize those ideals.

Details

Revisiting Symbolic Interaction in Music Studies and New Interpretive Works
Type: Book
ISBN: 978-1-78350-838-9

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Article
Publication date: 14 August 2017

Chandana (Chandi) Jayawardena and Richard Teare

The purpose of this paper is to profile the Worldwide Hospitality and Tourism Themes (WHATT) theme issue “The hospitality and tourism industry in Canada: what are the main…

Abstract

Purpose

The purpose of this paper is to profile the Worldwide Hospitality and Tourism Themes (WHATT) theme issue “The hospitality and tourism industry in Canada: what are the main challenges and solutions?” with reference to the experiences of the lead theme editor and the writing team.

Design/methodology/approach

This paper uses structured questions to enable the theme editor to reflect on the rationale for the theme issue question, the starting-point, the selection of the writing team and material and the editorial process.

Findings

It has been observed that involving authors of different academic and professional backgrounds in all aspects of hospitality and tourism is daunting but valuable. The outcomes of a broad-ranging collaboration yield fresh insights, a deeper understanding of the issues and an array of possible responses to the theme issue question.

Practical implications

The theme issue outcomes provide lines of enquiry for others to explore and reinforce the value of WHATT’s approach to collaborative working and writing.

Originality/value

The collaborative work reported in this theme issue offers a unified but contrarian response to the theme’s strategic question. Taken together, the collection of articles constitutes a provocative yet authoritative call to action in response to the problems highlighted.

Details

Worldwide Hospitality and Tourism Themes, vol. 9 no. 4
Type: Research Article
ISSN: 1755-4217

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Article
Publication date: 8 April 2019

Chandana (Chandi) Jayawardena and Richard Teare

This paper aims to profile the Worldwide hospitality and Tourism Themes (WHATT) issue “What are the key innovative strategies needed for future tourism in the world?”…

Abstract

Purpose

This paper aims to profile the Worldwide hospitality and Tourism Themes (WHATT) issue “What are the key innovative strategies needed for future tourism in the world?”, with reference to the experiences of the theme editor and writing team.

Design/methodology/approach

This paper uses structured questions to enable the theme editor to reflect on the rationale for the theme issue question, the starting point, the selection of the writing team and material and the editorial process.

Findings

This paper provides a framework to facilitate discussions between international scholars in hospitality and tourism to re-define a buzzword. For this theme issue, the buzzword was “innovation”. Summaries of 13 papers written on innovative strategies in hospitality and tourism around the world were then analysed to fine-tune the definition.

Practical implications

The theme issue outcomes provide lines of enquiry for others to explore and reinforce the value of WHATT’s approach to collaborative research and writing.

Originality/value

The collaborative work reported in this theme issue offers a unified but contrarian response to the theme’s strategic question. Taken together, the collection of articles provides a detailed picture of the key innovative strategies needed for future tourism.

Details

Worldwide Hospitality and Tourism Themes, vol. 11 no. 2
Type: Research Article
ISSN: 1755-4217

Keywords

Content available
Article
Publication date: 8 October 2018

Richard Teare, Donald Sinclair and Chandana (Chandi) Jayawardena

Abstract

Details

Worldwide Hospitality and Tourism Themes, vol. 10 no. 5
Type: Research Article
ISSN: 1755-4217

Content available

Abstract

Details

Worldwide Hospitality and Tourism Themes, vol. 9 no. 4
Type: Research Article
ISSN: 1755-4217

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Article
Publication date: 1 February 1997

Richard Teare, Gavin Eccles, Jorge Costa, Hadyn Ingram and Tim Knowles

Reviews the acquisition of Forte plc, the longest established UK hotel company, by Granada plc. The Granada Group, a television and leisure conglomerate, launched a £3.3…

Abstract

Reviews the acquisition of Forte plc, the longest established UK hotel company, by Granada plc. The Granada Group, a television and leisure conglomerate, launched a £3.3 billion hostile takeover bid for Forte on 22 November 1995, in one of the UK’s most expensive takeovers this decade. This marked the end of family control of a hotel group created by Lord Forte in the 1930s. Identifies the factors underpinning Granada’s success and in particular managerial style and approach.

Details

Management Decision, vol. 35 no. 1
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 1 December 2002

Richard Teare and David F. Pantin

Argues that learning and strategy should be indistinguishable and that the organization should seek to drive its own internal structures for learning with the same vigour…

Abstract

Argues that learning and strategy should be indistinguishable and that the organization should seek to drive its own internal structures for learning with the same vigour and urgency as its business strategy. Considers the practicalities of crafting and implementing a learning design related to organizational priorities that also enables participants to address their own learning needs and obtain an externally accredited award for learning at work. Explains how a “cascade” approach, creating interdependencies and shared ownership of work projects, can be used to embed accredited learning.

Details

International Journal of Contemporary Hospitality Management, vol. 14 no. 7
Type: Research Article
ISSN: 0959-6119

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Book part
Publication date: 18 October 2017

Mélia Djabi and Sakura Shimada

The purpose of this article is to understand how academics in management deal with the concept of generation in the workplace. We begin by conducting an interdisciplinary…

Abstract

The purpose of this article is to understand how academics in management deal with the concept of generation in the workplace. We begin by conducting an interdisciplinary literature analysis, thereby elaborating a conceptual framework concerning generational diversity. This framework consists of four levels of analysis (society, career, organisation and occupation) and three dimensions (age, cohort and event/period). We then conduct a meta-analysis using this conceptual framework to analyse papers from the management field. The results from this analysis reveal the existence of a diversity of generational approaches, which focus on the dimensions of age and cohort on a societal level. Four factors seem to explain these results: the recent de-synchronisation of generational dimensions and levels, the novelty of theoretical models, the amplification of stereotypes by mass media and the methodologies employed by researchers. In sum, this article contributes to a more realistic view of generational diversity in the workplace for both academics and practitioners.

Details

Management and Diversity
Type: Book
ISBN: 978-1-78635-489-1

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Book part
Publication date: 30 June 2016

Ho Kwan Cheung, Eden King, Alex Lindsey, Ashley Membere, Hannah M. Markell and Molly Kilcullen

Even more than 50 years after the Civil Rights Act of 1964 prohibited discrimination toward a number of groups in employment settings in the United States, workplace…

Abstract

Even more than 50 years after the Civil Rights Act of 1964 prohibited discrimination toward a number of groups in employment settings in the United States, workplace discrimination remains a persistent problem in organizations. This chapter provides a comprehensive review and analysis of contemporary theory and evidence on the nature, causes, and consequences of discrimination before synthesizing potential methods for its reduction. We note the strengths and weaknesses of this scholarship and highlight meaningful future directions. In so doing, we hope to both inform and inspire organizational and scholarly efforts to understand and eliminate workplace discrimination.

Details

Research in Personnel and Human Resources Management
Type: Book
ISBN: 978-1-78635-263-7

Keywords

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