Instrumental client relationship development among top-ranking service professionals

Informal client contact forms a crucial part of the daily routine of service professionals, in particular among top-ranking professionals working for consultancy and accountancy firms. In this paper, we investigate how 34 service professionals develop informal client contact, by studying their networking styles. Our study shows many similarities in informal client contact between two groups of service professionals grouped by gender, but we also found subtle differences in what we coin instrumental and expressive relations. Contrary to gender stereotypes, we found that female service professionals tended toward instrumental networking styles, using professionalism and distance and allowing the high quality of their work compensate for network deficits, contingent upon their clients’ gender. Male service professionals drew on expressive relations to develop emotional bonding with their male clients in particular, but nonetheless toward instrumental purposes. Our study contributes to service industries literature by theoretically and empirically establishing the different informal networking styles between top-ranking service professionals, and the role of emotional bonding in particular. In doing so, the paper helps to better understand the intricacies of informal client contact as a critical dimension of the professional services industry.     

The Essential Role of Sense of Community in a Youth Sport Program

This multiphased study identifies the salient benefits that parents seek for their families from a youth sport program. Phase 1, a preseason focus group study of parents of swimmers in three clubs (N = 15), indicated parents seek a sense of community for their children and themselves, and sense of community is linked to their desire for children to learn sport and life skills. Phase 2, a postseason survey of parents in the same three clubs (N = 129), tested the relationships among coaching quality, friendships, organizational communication, sport and life skills, sense of community, parents' satisfaction, and their repeat purchase intention. Using path analysis, sense of community was identified as the key driver of satisfaction and repeat purchase intention, with swimming improvement also having a significant effect on satisfaction. These findings highlight the central role sense of community plays for participants and their families in youth sport contexts.     

Developmental Rent Management Analysis: Learning,Upgrading, and Innovation

In this article, I construct an original analytical framework, called the developmental rent management analysis (DRMA), for the analysis of rents and rent management. This framework is based on the premise that successful rent management depends on political and institutional arrangements to produce incentives and pressures for technical upgrading and innovation. This is because, while rents are created for a variety of purposes, rent outcomes — whether growth-enhancing or growth-reducing — depend on a set of political, institutional, and market conditions that take place formally and informally. Therefore, the key objective of the DRMA framework is to understand how a country’s politics, institutions, and industries are configured to incentivize and compel industrial upgrading. Thus, DRMA enables a broader and more complex understanding of the various factors at play in the process of development. I provide an illustrative application of the DRMA framework using the Vietnamese experience of adopting third-generation technology in the telecommunications industry.     

A comparison of the dominant meta programme patterns in accounting undergraduate students and accounting lecturers at a UK business school

Meta programmes are a means of describing the behavioural traits that a person exhibits when interacting with other people. An understanding of meta programmes can improve communication between individuals and this may have implications for teaching. The purposes of this study are first to identify the dominant meta programme patterns of first year accounting undergraduates at a UK business school. An earlier pilot study validated use of the Motivation Profile Questionnaire (MPQ) to elicit the dominant meta programmes of accounting lecturers at the same Business School (Brown, 2002). Secondly, the students' meta programmes are compared with those of their accounting teachers to identify whether there are any differences or similarities between the two groups. The matching of the meta programmes of the teachers and students would enhance communication whilst major differences in meta programmes would make communication more difficult. A sample of 62 first year accounting undergraduates and 20 accountancy teachers completed the MPQ. The results indicate that, on average, the accounting students have similar dominant meta programme patterns to their accounting teachers. The implications of the findings for improving communication and therefore teaching are discussed, along with the scope for further research.     

Agonizing over engagement: SEA and the “death of environmentalism” debates

Social and environmental accounting (SEA) is currently going through a period of critical self-analysis. Fundamental questions are being raised about how SEA should be defined, who should be doing the defining, and if, how and whom it should engage. We attempt to enrich these debates by drawing on the political philosophy of agonistic pluralism and a set of debates about engagement within the environmental movement – “the death of environmentalism” debates. We set forth the “Death” debates and, in doing so, contextualize and theorize the contested nature of SEA engagement using agonistic pluralism. In contrast to consensually oriented approaches to SEA, the desired outcome is not necessarily resolution of ideological differences but to imagine, develop, and support democratic processes wherein these differences can be recognized and engaged. We construe the “Death” debates as illustrative of the contestable practical and political issues facing both SEA and progressive social movements generally, demonstrating the range of deliberations necessary in contemplating effective engagement programs. The SEA community, and civil society groups, can benefit from the more overtly political perspective provided by agonistic pluralism. By surfacing and engaging with various antagonisms in this wider civic sphere, SEA can more effectively respond to, and move beyond, traditional politically conservative, managerialist discourses.     

Umgang mit Aggressionen

Herausforderndes Verhalten bei Demenz - Wenn Aggression, erh?hter Bewegungsdrang, starke Orientierungsprobleme, Selbst- und Fremdgef?hrdung oder andere „herausfordernde“ Verhaltensweisen auftreten, wird die Pflege und Begleitung von Demenzkranken als Belastung erlebt. Doch Pflegende stehen dem Problem nicht hilflos gegenüber. Eine interdisziplin?re Expertengruppe gibt mit ihren Empfehlungen ein Handlungsgerüst.     

Sex ‘n’ shopping: A “novel” approach to consumer research

In recent years, several prominent consumer researchers have advocated the analysis of works of literature and art. Pathbreaking through these studies have proved, they are characterized by their focus on élite rather than popular literary forms. This paper extends the so‐called “marketing in Shakespeare” approach to works of romantic fiction, many of which are renowned for their brand name‐dropping. A content analysis of brand names in two “sex ‘n’ shopping” novels is undertaken and comparisons are made with an earlier study of mainstream popular fiction.     

Wage differences between Austrian men and women: <Emphasis Type="Italic">semper idem?</Emphasis>

In most OECD countries, the wage gap between men and women has narrowed during the past two decades. Developments of the last 20 years, e.g., increased labour market attachment of women or the introduction of equal pay laws, may have reduced the gender wage gap. We investigate the extent, persistence, and socio-economic determinants of the gender wage gap in Austria, for the years 1983 and 1997. Using wage decomposition techniques, we find that the average gender wage gap was almost as high in 1997 as it was in 1983. Not accounting for differences, the gender wage gap dropped from 25.5 to 23.3% of men’s wages. Taking observable differences between men and women into account, we estimate that the mean gender wage gap that cannot be explained, i.e., discrimination against women, dropped from 17 to 14% of men’s wages. A decomposition of the gender wage gap over time indicates that both returns to human capital and less discrimination were responsible for the narrowing of the gender wage gap.