Search results

This chapter acts as an introduction to the book, where it sits in the current literature, why it contributes something new and why that contribution is important to the field. In some respects, the introduction acts as a literature review which allows the book to both build on and augment current thinking. The primary function of the introduction will be to highlight that this book removes itself from ideological aspirations of returning to a university governed by and for scholars and instead highlights the dangers of managerialism, how Freire helps highlight those dangers and subsequently what a realistic path forward might be to minimise the damage of several decades of the neoliberal university.

This chapter provides an overview of Freire's primary approach to how governments control people, why governments dictate what is being taught and why they seek out control over educators. This chapter investigates the similarities Freire found between the most oppressive governments and dictatorships that rules by violence, to how our educational institutions are controlled. The stakes might be entirely different in these scenarios, but he knew the ultimate objective in all these situations was to remove power from the people, give it to a powerful few and ensure the people would never be able to regain control once more. These ideas and suggestions are key moving forward because it provides a baseline to understand how Freire thought about manipulative behaviours, and why tactics used in extremely violent situations can essentially be watered down and used to control people in universities in much the same way.

This chapter highlights Freire's history and ideologies allow the text to act as in introduction work for those interested in looking at education from a Freireian perspective, and as such it also helps pull together the many aspects of Freire's life and ideas. These points are important because a lot of existing texts and journal articles tend to view Freire from very distinctive perspectives. For example, far and away his most popular text is Pedagogy of the Oppressed, but this chapter explores what he wrote about in the 20 other books and dozens of journal articles he wrote. Freire wrote about oppression in education, but also in government, by race and language, and throughout these explorations is a myriad idea about how oppression works, and why the oppressed let themselves be controlled by a minority. Highlighting these facts is a key starting point to the book.

This study examines professional soccer sponsorship as a business-to-business relationship and explores key dimensions of sponsorship success in the context of the English Premier League and the German Bundesliga. The findings suggest that commitment, satisfaction and cooperation positively influence the success of sponsorships; trust and effective communication do not emerge as significant variables. The implications for soccer clubs and sponsors are discussed and avenues for further research are suggested.

This chapter pulls the book together with two primary functions which are (a) to highlight what the book has provided that others have not by applying Freire's ideas around education and governance to a higher education setting and (b) to reiterate what we, as the academy, can do moving forward. The university is no longer an entity separate from society and business; it is part of society and business and will for the foreseeable future be held to metric and financial accountabilities. These scenarios have shaped leadership in a clear and predictable way, and in the conclusion, readers will be reminded of what options they have available to them to change the academy because we cannot change it; we have to work within it in new ways if we are to regain some power.

The purpose of this paper is to focus on the critical, yet under‐researched dimension of relationship development, being interpersonal liking. Liking has been found to positively influence relationship success. However, these issues have not been extensively explored in the banking sector.

A case study methodology was adopted for this research. The unit of analysis used was the relationship dyad that exists between a business lender at a major international bank and their customer. Ten case studies were conducted with a range of techniques in an attempt to increase the reliability and validity of the findings.

Findings suggest that the interplay between similarities, communication, professionalism, trust and personality are the driving forces leading to interpersonal liking in business lender‐customer relationships. Further, the outcomes of interpersonal liking emerged as increased commitment and cooperation in the relationship and a growth in business referrals for the bank lender. These findings contribute to the limited theory on interpersonal liking.

Several limitations emerged due to the nature of the research undertaken. These include the examination of relationships in only one major bank in Australia and the research undertaken uses cross‐sectional not longitudinal data.

These findings have implications for human resource management policies when recruiting personnel in relationship development rolls in the banking sector. Further, training programs aimed at developing interpersonal liking skills could be fashioned. Finally, dissemination of these findings in the banking sector would allow the important concept of interpersonal liking to gain more academic and practical attention.

This paper identifies what interpersonal liking is. Findings for three research questions are presented followed by an explanation of the methodology adopted.

The two aims of this paper are to explore the development of trust for relationships between staff and customers in the banking sector and to investigate possible links between financial performance of relationship manager and their levels of emotional intelligence (EI) and trust.

An internet survey was undertaken, where respondents were asked to complete an EI test and questions relating to trusting behaviour. These data were integrated with financial performance data supplied by the bank. Exploratory and confirmatory factor analysis and correlation analysis was used to identify links.

Trust was found to be made up of three components: dependability; knowledge; and expectations. Further, there were significant correlations between both trust and EI, when compared to the financial performance of a relationship manager.

The methods used by the bank to collect performance data have limited the analysis that could be conducted.

Increased awareness by the relationship managers of their own emotions, and how they perceive and act upon the emotions of others, should favourably impact financial performance.

This paper is an important initial step in highlighting the significance of EI and trust in the relationship marketing/selling arena.

Trust is known to have three dimensions: ability/competence, integrity/contractual and benevolence/goodwill. Yet what develops these three dimensions of trust is relatively unknown, particularly at the different stages of the relationship lifecycle. The primary goal of this paper is improving understanding about the development of these three elements of trust. Hence, this research is undertaken within the critical growth phase of the relationship lifecycle.

A qualitative approach was deemed most appropriate to achieve the deep understanding needed for this type of exploratory study. Using a relationship dyad, which contained a retail manager and wholesale salesperson as the unit of investigation, 18 in‐depth semi‐structured interviews were conducted. This constituted nine case studies, which were analysed using content and thematic analysis. A purposive case selection method was used to ensure variance of cases and provide rich data.

The most interesting findings relate to how trust is developed and how this varies for the different forms of trust. For ability trust, the crucial factors in its development were performance, expertise and communication. With respect to integrity trust, honesty, integral actions and candid response were found to influence the development of trust. For benevolence, trust actions and attitudes emerged as key factors for the development of trust.

Trust has been found to be a key component of relationship marketing success. This research extends this through providing understanding of the elements of trust and what drives the development of these elements, thus providing insights at a level more usable for the practitioner.

It is generally agreed that trust is a multidimensional construct; however there has been limited research on how to develop each of the three elements of trust. This research provides insight into how to develop trust, at a crucial time in the relationship growth stage. It is at this stage that partnerships can flourish or fade, hence trust is vital. Therefore, the development of ability, integrity and benevolence trust is important. This is not an issue that has been researched frequently in the literature; this paper helps to provide understanding of the key factors which develop these three elements of trust.

Given the increase in the globalisation of the world's economies, the importance of building successful cross‐cultural business to business partnerships is emerging as a critical strategy for organisations to consider. For these forms of relationships trust has been identified as an essential component of success. However, little is known about the development and formation of trust in cross‐cultural business to business relationships. Consequently, triangulating two qualitative techniques, this paper examines the development of trust through the initial three stages of the relationship lifecycle. Findings suggest that trust develops in markedly different forms dependent on the lifecycle stage of the relationships.