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Despite its significance in salespeople management, salespeople expectation management has received little attention in the literature, especially in the industrial marketing literature. In response, the purpose of this study is to leverage the expectation confirmation theory to present a conceptual framework that provides an effective tool for salespeople expectation management.

This study first explores the application and strategic implications of expectation-confirmation theory in salespeople expectation management and theorizes that salespeople establish pre-expectations (expectations that are developed before joining the firm), experience multiple stages of the expectation-confirmation process throughout their sales career with a firm and – in each stage – establish either a longer-term commitment to or permanent disengagement from the firm.

A winning strategy for sales organizations is to recognize salespeople expectations and to meet or beat these expectations. Salespeople expectation management is particularly important in sales organizations that frequently find aligning sales force management strategies with organizational imperatives to be challenging.

This study extends expectation-confirmation theory by presenting a conceptual framework that: identifies the existence of pre-expectations of salespeople and their outcomes; recognizes that the expectation-confirmation process occurs across multiple stages in the salespeople’s career cycle; recognizes that the level of expectations in previous stages of one’s career cycle influences the level of expectations in subsequent stages; and conceptualizes the non-linear relationship between expectations, tenure and turnover intentions.

The multiple expectation-confirmation framework can be used for effective salespeople expectation and turnover management and may also serve as a general model of organizational interventions.

This study aims to examine the extent to which anti‐smoking websites use intervention strategies that have been informed by four prominent theories of health‐related behavior change: the health belief model, the theory of reasoned action/theory of planned behavior, the transtheoretical model, and social cognitive theory.

Content analysis was applied to 67 unique and independent anti‐smoking websites to determine their use of 20 intervention strategies based on the four theories.

The findings reveal that anti‐smoking websites used the health belief model the most and social cognitive theory the least. In addition, websites devoted to smoking cessation used these theories more extensively than websites devoted to smoking prevention.

The sample size is somewhat small, which may result in lack of sufficient statistical power. Also, the analysis may have overlooked some important intervention strategies that are particularly effective for smoking intervention programs.

Anti‐smoking website designers should take more advantage of the internet as a health promotion medium and use more intervention strategies that have been informed by scientifically tested theories of behavior change, particularly with respect to affective and behavioral strategies.

This study contributes to current knowledge about which kinds of anti‐smoking messages are available online and how extensively they employ theory‐based intervention strategies.

The purpose of this paper is to evaluate the effectiveness of a brief, Cognitive Behaviour Therapy-based group intervention in anger management with male offenders. All participants were the subject of a stipulation to attend the programme under a probation order, and were at the time of the study being managed in the community.

Totally, 105 offenders attended the anger management programme, which was delivered by the Probation Board for Northern Ireland (PBNI), between 2008 and 2010 across a range of centres, representing most regions of the province. Prior to treatment, the offenders completed two measures: The State Trait Anger Expression Inventory (STAXI), and the Stages of Change Scales (SCS). Both these measures were also completed at the end of the programme of treatment.

It was found that the programme significantly reduced the expression of anger as well as state and trait anger among offenders referred to the programme as measured by the STAXI. Both the action and maintenance subscales of the SCS were significant predictors of improvement in anger expression. The action subscale was shown to be a valuable predictor of readiness for change amongst the offenders.

Assessing an offender’s readiness to change may enhance selection for specific rehabilitation programs thus reducing drop-out rates leading to a more efficient use of resources. This study demonstrates that those participants who were found to be more ready for change, benefited most from the intervention programme.

Educational institutions have a special social responsibility to initiate processes of sustainability transformation in society, nevertheless, activities that effectively address students as well as employees are rather moderate. To initiate change alongside strategic and political decisions, this paper aims to present findings of a gamification intervention (hereafter referred to as climate duel), which was implemented in a field study and tested to assess its potential as a supporting and transformative approach in a university context.

A three-month field study was conducted with two universities of applied sciences. The study included an environmental impact analysis of the two participating university departments, the conception and testing of the intervention and associated surveys to evaluate the effectiveness of the intervention in order to and to obtain feedback that would allow the duel to be scaled up at other universities or institutions.

Three hundred seventy-five people took part and saved 2.6 tons of greenhouse gas emissions through their participation in the climate duel and their corresponding behavioural changes. In addition, feedback from the participants yielded positive results in terms of behavioural changes and generated valuable evidence for future implementations. Nevertheless, there is still room for improvement, especially in terms of supporting communication activities that promote social relatedness to motivate each other, share experiences or deal with implementation difficulties in everyday life.

Building on the promising effects of gamification, the study is a showcase for applied science. With the possibility of testing a theory-based intervention in practice, an implementable, effective and scalable measure for universities that helps to accelerate the transformation process is available.

In this study, we ask whether economic factors that can be directly manipulated by public policy have important effects on the probability that women experience long-lasting unions. Using data from the 1979 National Longitudinal Survey of Youth, we estimate a five-stage sequential choice model for women's transitions between single with no prior unions, cohabiting, first-married, re-single (divorced or separated), and remarried. We control for expected income tax burdens, Aid to Families with Dependent Children (AFDC) or Temporary Assistance for Needy Families (TANF) benefits, Medicaid expenditures, and parameters of state divorce laws, along with an array of demographic, family background, and market factors. We simulate women's sequences of transitions from age 18 to 48 and use the simulated outcomes to predict the probability that a woman with given characteristics (a) forms a first union by age 24 and maintains the union for at least 12 years, and (b) forms a second union by age 36 and maintains it for at least 12 years. While non-policy factors such as race and schooling prove to have important effects on the predicted probabilities of long-term unions, the policy factors have small and/or imprecisely estimated effects; in short, we fail to identify policy mechanisms that could potentially be used to incentivize long-term unions.

Purpose – To demonstrate where and how transport planners could benefit from insights gained by psychological theory and research.

Methodology – Theory-driven narrative review.

Findings – An extended version of Ajzen's (1991) Theory of Planned Behaviour is proposed which could be used for empirically analysing how environmental and psychological factors influence the individual decision to cycle.

Research implications – The review indicates that taking into account psychological insights could considerably increase the understanding of individual bicycle use. Currently research systematically analysing how psychological processes mediate the relation between environmental features and individual cycling is rare.

Practical implications – The review indicates that current interventions for increasing cycling are not very effective. It is assumed that taking into account insight from psychological research may help to develop new and more effective interventions for promoting cycling. Furthermore, studies evaluating the effects of these interventions in a methodological acceptable way are urgently needed.

Digital applications and thus new digital intervention possibilities such as gamification have made their way into our everyday lives. This paper aims to examine to what extent social norm information (SNI) in a game element feedback may increase eco-friendly food choices.

The effect of social norm-based feedback (SNBF), provided by a “GreenMeter”, was investigated experimentally. The SNI was integrated into the feedback by comparing the subject’s GreenMeter rating with either an injunctive, descriptive or combined SNI.

Injunctive SNBF was found to be effective in encouraging people to make an eco-friendly food purchasing decision. Combining injunctive with descriptive SNBF or simply providing descriptive SNBF was also found to be better than no intervention at all.

To take further advantage of social norms to make gamification more effective, additional studies are needed in which long-term effects on behavior are investigated, as well as other game elements and target groups are taken into account.

Many people want to choose food that is more eco-friendly but often struggle because of deeply ingrained habits or strong social influences. Consequently, their intentions do not translate into changes in their behavior. Alternative motivational, gamification approaches, like SNBF, may be considered when designing Web-based applications.

The study provides insights into the effectiveness of SNI going beyond text-based interventions. Considering SNI in a specific design of gamification (“GreenMeter”) provided insights into how they could be integrated into dynamic, digital, behavioral change techniques to increase eco-friendly food choices.

Outcome measurement is a key priority for services. There are no papers on specific overall quality outcome measures for people with intellectual disabilities who have dementia. The purpose of this paper is to describe the development and piloting of a new measure.

A process was developed to measure quality outcomes across all stages of dementia. The reliability of the tool was measured using Cronbach’s α coefficients, along with data about its clinical utility.

The QOMID has good reliability, face validity and internal reliability suggesting that all domains contribute equally towards the construct of quality outcome. An exploratory factor analysis revealed that there may be four or five sub-factors within the QOMID, The clinical utility of the assessment tool was explored and it can be concluded that the QOMID is simple, fairly quick and effective.

The scale has good psychometric properties and the initial parameters for the QOMID were met. Further exploration of factors needs to be considered with a larger sample of participants.

The scale was liked by assessors and gives a practical tool that can both measure the quality outcome for people at each stage of their dementia, and help to develop more effective care plans.

This is the first measure to look at quality outcomes for people with intellectual disabilities and dementia and which takes a staged approach.

This paper aims to analyze how knowledge networks can be configured within a value chain and provide evidence of the coexistence of multiple knowledge networks in the same value chain.

The empirical setting is the Conegliano Valdobbiadene Prosecco Superiore DOCG wine cluster in the Veneto region of Northeast Italy. Data was collected through the administration by telephone of a semi-structured questionnaire to 37 oenologists, sales managers, production managers and owners of bottling companies in the district. The authors used social network analysis tools to map knowledge networks in the Prosecco cluster.

The results shed light on the importance of singling out knowledge networks in clusters at the value chain level to aid practitioners and researchers in this field. In fact, this research proves the existence of knowledge networks specificities related to the various phases of the production process.

This study has certain limitations. The most relevant is connected to the choice to limit the analysis to a specific cluster. Future research might extend this type of analysis to multiple clusters in different locations.

The authors explain that in the cluster they studied, internationalization, as a common objective, might be made easier if firms could establish a more developed sales knowledge network.

The relational approach to value chain enables disentangling specific roles of each actors. The social dimension of the value chain is taken in consideration.

The authors show that a firm operating in the wine industry can have different knowledge networks in the same value chain. This work adds to previous literature on knowledge networks in clusters by shedding light on an important, but still understudied aspect in the cluster functioning. Knowledge diffusion in clusters is not only uneven but is also value chain stage specific. By intersecting literature on knowledge networks, value chain and cluster research, the authors proposed a new perspective of analysis of the wine industry.

Library automation systems in use today reflect a very conservative view of the library as a passive repository, and take little account of the user's needs and of the possibility of dynamic interaction. A review from the standpoint of the management of information services more generally, taking account of new resources and of new communications, suggests a number of places where improvements may be made, especially in involving the users more closely in the design and systems investment stages. Specific proposals are made as a basis for discussion, and to stimulate management thinking about personal development and skills transfer as well as the service technology.