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Drawing on the resource‐based view of the firm and the dynamic capabilities perspective, this paper sets out to argue that salespeople's selling skills and their inter‐ and intra‐unit collaborative skills are valuable, rare, socially complex, and inimitable knowledge‐based resources embedded in the human and social capital of field sales units (FSUs). Salespeople's selling and collaborative skills, both directly and interactively, should help field sales units generate greater economic rents. This paper also aims to explore the effect of salespeople's selling and collaborative skills on the level of total compensation through the mediating role of sales unit performance.

The data were obtained from a sample of managers of FSUs in 102 large Canadian organizations. The proposed model and its hypotheses were tested using hierarchical moderated regression analysis.

Collaborative skills, but not selling skills, are directly related to FSU performance; the effect of selling skills on FSU performance is strengthened by the complementary role of collaborative skills; and selling skills and collaborative skills both individually and interactively result in the payment of higher compensation to salespeople as a result of their enhanced performance.

Salespeople's selling skills and collaborative skills (both directly and interactively) not only enable the FSU to generate higher levels of performance, but they also increase individual salespeople's compensation.

It is necessary for managers to acknowledge the role of knowledge‐based resources in building/developing organizational dynamic capabilities.

This is one of the few studies that explores the strategic role of salespeople in creating a competitive advantage and links the sales management literature to the literature on the RBV of the firm and social capital/human capital theory.

There is concern that traditional teaching methods (including lectures and tutorials) do not prepare graduates with the generic employability skills required by the construction industry. This has motivated architecture, engineering and construction (AEC) academics to consider the use of student-centred approaches like collaborative learning. However, the effectiveness of collaborative learning approaches has not been widely examined in AEC education. The purpose of this paper is to provide empirical results on the benefits and barriers of collaborative learning from AEC students’ perspective.

From a questionnaire survey conducted with Associate Degree students who studied in four AEC programmes at a university in Hong Kong, 621 valid responses were received. Descriptive statistics were used to test these data for any significant agreement or disagreement between respondents.

All AEC students agreed that collaborative learning benefited them in building their academic knowledge and generic skills. However, the degree of agreement about their generic skills development differed between programmes. The findings of this study highlight the effectiveness of collaborative learning as a means of developing students’ employability skills.

First, the analysis of the benefits of collaborative learning is based on students’ perceptions rather than objective measures of learning gains. Although research suggests that self-reported measures of learning are valid indicators of educational and skill gains, the possibility of individual's bias or peer influence in the responses cannot be discounted. Second, the study does not take into account the teachers’ instructional skills that may affect the effectiveness of collaborative learning. To minimize the impact of different tutors on students’ learning experiences, standardized delivery mode and course materials were adopted in the surveyed courses.

From the findings presented, collaborative learning is a viable tool which assists in improving both the technical and generic employability skills of students. To allow students to appreciate collaboration in a practical context, multi-disciplinary collaborative assignments can be integrated in AEC curricula. Through collaboration with other disciplines, students can understand the ways of working with other professionals. At the same time, AEC educators can apply collaborative learning to strengthen specific collaborative skills. To maximize the benefits of collaborative learning, teachers should arrange regular meetings and counseling sessions with students to ensure participation from each individual.

The findings contribute practical insights about collaborative learning and, in particular, the learning attitudes and perceptions of Chinese students and engineering students. Whilst the findings are different to some studies which describe Chinese students as being influenced by the Confucian Heritage culture, and preferring competitive rather than collaborative learning, more detailed studies about collaborative learning dynamics among students from different ethnic backgrounds should improve the design of collaborative learning environments for the students.

The findings provide confidence to AEC academics to incorporate collaborative learning activities in their courses. Mapping students’ generic skills development between programme of study provides indicators that highlight the use of collaborative learning for different generic skills development in different AEC programmes. The results of this study provide useful information for AEC teachers, assisting them to design multi-disciplinary collaborative learning curricula.

Increased interest in team dynamics has resulted in new methods for measuring teamwork over time. The primary purpose of this chapter is to provide a survey of recent developments in teamwork/collaboration measurement in an educational context. Key topics include conceptual frameworks, large-scale assessments, and innovative measurement techniques.

A range of methods for collecting and analyzing teamwork data are discussed, and five frameworks for measuring collaborative problem solving (CPS) over time are compared. Frameworks from Programme for International Student Assessment (PISA), Assessment and Teaching of 21st Century Skills (ATC21S) project, Educational Testing Service (ETS), ACT, and von Davier and Halpin (2013) are discussed. Results of assessments developed from these frameworks are also considered.

New techniques for measuring team dynamics over time have great potential to improve education and work outcomes. Preliminary results of the assessments developed from these frameworks show that important advances in teamwork measurement have been enabled by innovative task designs, data-mining techniques, and novel applications of stochastic models.

This novel overview and comparison of interdisciplinary approaches will help to indicate where progress has been made and what challenges are ahead.

This study explores a pedagogical approach to teaching students a collaborative information delivery process in the context of BIM. The objectives were to understand how students approach this complex, open-ended problem of planning their collaborative process and then identify strategies for improving their process through a plan-do-check-act cycle and reflecting on the applicability of industry standards.

The authors present a longitudinal case study based on qualitative data from the 3 consecutive years of teaching a senior undergraduate course in a construction engineering program.

The findings offer a rich picture of how students approached this collaborative process and emphasize the complex nature of teaching BIM as information management process. The authors present instances of how students made sense of BIM standards through applied experience. The findings also demonstrate the value of an outcome-based approach whereby knowledge is gained through an iterative plan-do-check-act cycle. Here, the BEP and model deliverables served only as vehicles to test and apply a range of skills by making them more explicit.

The research contributes to the literature on mechanisms that support students in planning, managing and improving collaborative information strategies in a BIM context. Specifically, the authors illustrate a tension in how to pedagogically deploy industry-oriented process planning methods to establish relevance for students in order to effectively engage in interdisciplinary teams.

In this paper, the authors argue that teaching students how to plan, design and enact effective BIM collaboration information delivery is firmly nested within pedagogical management and communication skills. The authors illustrate with examples how students make sense of BIM approaches by making them concrete and meaningful to their own experience.

The purpose of this paper is to test a studio pedagogy that originates from an experiment of a collaborative design studio held between two departments of Architecture, as a useful way for students to learn mutually. Meanwhile, it aims to capture the effectiveness, efficiency and impacts of this collaboration.

This paper presents a qualitative research study to observe the role of collaborative design studio in the pedagogical structure of architectural education. It combines the conventional studio with live projects as a unique pedagogy within the studio of Architectural Design-I (AD-I). Primary data collected using open-ended questionnaires from students and focal studio tutors at both architecture departments generated results.

Built on the analyses of the questionnaires, this paper answers the research questions based on the collaborative studio pedagogy for the course of AD-I and reports on lessons learnt from this collaborative experience. It proves that students can successfully work collaboratively and build confidence in their own abilities to solve a challenge and achieve a common goal through practical experience as well.

This research used a qualitative approach to evaluate the perspectives of 81 students and 6 tutors within a specific pedagogical approach. Given the small sample size and delimitation of the one-course approach, findings from this study are not generalizable to a broader population. Furthermore, a longer duration is needed to address collaborative learning challenges. Nevertheless, it provides valuable data for future studies and also offers pedagogical options for other schools to consider implementing and studying.

The collaborative pedagogical approach experimented in this study was the first initiative of its kind in Karachi, between a younger institution, AED-SSUET and a more established one which was DAP-NED. A four-week collaborative design studio exercise of AD-I engaging third-semester students of AED-SSUET[1] and DAP-NED[2] was a hybrid approach that combined conventional design studio with live project to promote a novel and effective collaborative learning method. In the process, students were encouraged to interact competitively with peers, facilitated by rigorous engagement of focal design tutors from both Architecture departments. It also influenced the active participation of experts from the industry and Architecture community and was exclusively designed to eliminate the pairing up of a single tutor with one student each. The students at AED-SSUET were also able to build a 1:1 scale project with an allocated budget and time-frame constraints.

The purpose of this paper is to illustrate the extent to which a case study developed by a financial institution and completed within a collaborative learning environment can be used to develop soft skills.

A questionnaire research instrument comprising open and closed response questions was used to collect the data.

The case study developed by the external stakeholder was found to be useful in developing soft skills. The primary skills identified by respondents were decision-making, problem-solving, critical thinking, communication and research ability. However, the respondents believed that the collaborative learning element had the greatest impact on the development of skills, particularly ethical behaviour, professionalism and personal attributes.

The results are not generalisable beyond the scope of the particular higher education institution in which the study was conducted and the country in which the study was situated. Additionally, this paper measured soft skills development through perceptions of participating students. An objective measurement of students’ immediate soft skills improvement is not considered. Nonetheless, the findings provide guidance to educators on how a case study developed by a financial institution and completed within a collaborative learning environment can be used to develop soft skills.

The paper makes three contributions. The first is to detail how a real-world case study with a substantial technical component can be used to develop soft skills. Second, the paper contributes to the real-world case study and collaborative learning elements literature and ascertains the effectiveness of both methods in developing various soft skills. Finally, the paper contributes to the limited literature on how external stakeholders can become involved in the development of accounting curriculum content.

Traditional leadership theory and practice in the public sector has focused on leading within bounded hierarchies. However, the demand for collaborative governance requires new approaches to leadership. The question for scholars is: what is collaborative leadership and how does it compare to traditional leadership thought? To investigate this question, personal interviews were conducted with experienced collaborators in the federal government, with special emphasis on executives in the Department of Homeland Security (DHS). Interview data were analyzed alongside three public leadership models. Analysis revealed that four strengths are fundamental to collaborative leadership: (1) oral communication, (2) external awareness, (3) continual learning, and (4) interpersonal skills. In the context of collaboration, leadership contrasts significantly from traditional public sector leadership models, which emphasize directive action rather than supporting, or human relations–focused action. While there was considerable congruence among interviewees with regard to the core skills necessary for collaborative leadership, U.S. Coast Guard (USCG) respondents value creativity/innovation as a collaborative leadership attribute, which seems to be in contrast with the organization's formal command-and-control structure.

The purpose of this study is to elaborate theory regarding the reasons why collaboration strategies fail. The relational view posits that supply chain integration can be a source of competitive advantage. Few firms, however, successfully co-create value to attain supernormal relational rents.

This study uses a quasi-longitudinal, multi-case interview methodology to explore the reasons why collaboration strategies fail to deliver intended results. The authors interviewed managers at 49 companies in Period 1 and managers at 57 companies in Period 2. In all, 15 companies participated in both rounds of interviews.

This study builds and describes a taxonomy of relational resistors. The authors then explore how sociological and structural resistors reinforce each other to undermine collaborative behavior. Specifically, the interplay among resistors: obscures the true sources of resistance; exacerbates a sense of vulnerability to non-collaborative behavior that reduces the willingness to invest in relational architecture; and inhibits the development of essential relational skills and organizational routines.

This research identifies and describes the behaviors and processes that impede successful supply chain alliances. By delving into the interplay among relational resistors, the research explains the detail and nuance of inter-firm rivalry and supply chain complexity. Ultimately, it is the re-enforcing nature of various resistors that make it so difficult for firms to realize relational rents.

The purpose of this case study was to explore senior librarians’ perceptions of successful leadership skills in the 21st century. The data gathered from 10 senior library leaders consisted of demographic information and responses to six open-ended interview questions. From the NVivo 10 analysis, several significant themes emerged regarding successful library leadership skills in the 21st century at two levels: foundational and interpersonal. At the foundational level, technical and knowledge skills form the building blocks for the next level of interpersonal skills. Persuasion and collaborative skills are interwoven with these interpersonal skills, both of which are at the core of the postindustrial paradigm of leadership. These two levels of skills, with an emphasis on persuasion skills, should form the basis of succession planning programs for next generation librarians. Implementing such programs could lead to increased leadership diversity, greater job satisfaction, improved job performance and effectiveness, all of which help retain librarians and ease staff shortages. Further studies are recommended.

Collaborative writing is pervasive in the contemporary corporate workplace. North American research reports that nine out of ten business professionals produce some of their documents as part of a team. As workplace writers seek to meet the business goals of their employers, and further their own careers, they require sophisticated skills in joining with other writers to collaboratively produce documents. Taking advantage of the benefits, and meeting the challenges of this demand, requires corporate and academic communities to collaborate: to address gaps in the knowledge about collaborative writing and to train and develop competent collaborative writers.