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Questions regarding what motivates people to perform their best and feel good about their jobs are of enduring interest to managers and researchers. Understanding the motives that impel top performance and make work satisfying can facilitate superior organisational performance and development of a healthy and productive organisational culture. Developing accurate models of the role of work‐related effort in generating performance and attitudinal outcomes is central to such an understanding and is the focus of our research. In particular, we have studied how effort affects work performance and job satisfaction in personal selling contexts.

Grinstead Inns, a low‐priced motel chain, is a recent addition to the lodging product line of the Columbia Corporation (a fictional firm). Grinstead Inns is targeted toward the $30 to $40 per night economy segment of the lodging market. This case study describes the process of competitor assessment Columbia used to position Grinstead Inns in the economy lodging segment and why Columbia considered it worth the investment. This case is designed to show how a service business performs the competitor analysis process, and how strategy guides data collection. The Grinstead Inns “product” was based on market opportunities uncovered during the competitive assessment.

Do's and Don'ts for managing strategic alliances—cooperative agreements that don't create a new corporate entity.

In recent years, impression management and the application of the metaphor of behaviour as drama have found their way into the marketing literature. While such creative perspectives concerning the marketing enterprise are generally welcome, little effort has been devoted to providing a specific vehicle for their development. This special issue of the European Journal of Marketing represents an attempt to rectify that circumstance. Discusses in broad terms the relationship of impression management to marketing, while arguing that much room for applications such as impression management’s drama metaphor abound. To demonstrate the efficacy of impression management for marketing, briefly presents the four articles that comprise this special issue. Finally, registers a call for continued work in the area of impression management’s application to marketing.

“Plus Corporation, partnering with a leading edge Japanese manufacturer, is rushing a unique computer hard drive to market. This startup subsidiary must manage the cross‐cultural joint venture, survive a competitive crisis, and keep the parent corporation happy.” The product development project was so successful, top management at Plus was given the opportunity to run its parent company.

Discusses the ever increasing sophistication of buyers in today′s industrial market and the need for sales people who have an in‐depth knowledge of their customers′ products and are able to liaise effectively between their own manufacturing department and the purchasing agent. Considers the establishment ofsales centres and the use of salespeople as intermediaries, coordinating the company′s sales functions (e.g. R&D, sales support), with their counterparts in the buying organization. concludes that salespeople can be viewed as the “linchpin” of the selling process, before, during and after the contract is completed.

The purpose of this paper is to provide a literature review of investigations into the specific disability of deafness in the field of sociology and other closely related fields.

After a pilot search using databases appropriate to social science research, we developed key search terms and, using an inductive approach, we identified major themes in the literature.

Our review shows that deafness has been investigated for a long time in sociology and other related fields, that there is a wide range of themes in scholarly work on the experiences of deaf communities and deaf people, and that conceptualizations of deafness and d/Deaf communities have changed over time. We organize this paper around six major themes we identified, and a few highlighted pieces of scholarship illustrate these themes along the way. We particularly focus on scholarship from the late 1960s through the early 1990s as emblematic of seismic shifts in studying deafness, although we do highlight little known nineteenth century work as well.

This paper captures the legacy of this past scholarship and reveals that deafness is a rich site of inquiry that can contribute to the field of sociology. It is also a valuable resource for any future sociological research into deafness, deaf people, and deaf communities. We conclude with a discussion of our findings, commentary on the extent to which previous scholarship on the sociology of deafness has or has not figured into current scholarship and suggestions for future research.

Organizational researchers studying well-being – as well as organizations themselves – often place much of the burden on employees to manage and preserve their own well-being. Missing from this discussion is how – from a human resources management (HRM) perspective – organizations and managers can directly and positively shape the well-being of their employees. The authors use this review to paint a picture of what organizations could be like if they valued people holistically and embraced the full experience of employees’ lives to promote well-being at work. In so doing, the authors tackle five challenges that managers may have to help their employees navigate, but to date have received more limited empirical and theoretical attention from an HRM perspective: (1) recovery at work; (2) women’s health; (3) concealable stigmas; (4) caregiving; and (5) coping with socio-environmental jolts. In each section, the authors highlight how past research has treated managerial or organizational support on these topics, and pave the way for where research needs to advance from an HRM perspective. The authors conclude with ideas for tackling these issues methodologically and analytically, highlighting ways to recruit and support more vulnerable samples that are encapsulated within these topics, as well as analytic approaches to study employee experiences more holistically. In sum, this review represents a call for organizations to now – more than ever – build thriving organizations.