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.     

Banks,finance and investment in Germany: A review article

The author wishes to thank David Audretsch, Lee Baldwin, Wendy Carlin, Richard Deeg, Colin Mayer, Sigurt Vitols, and three anonymous referees for their helpful suggestions on an earlier version of this article.     

Surviving leisure time racism: the burden of racial harassment on Britain's black footballers

This paper explores the burden of racial harassment and abuse on Britain's black footballers and places this in the context of leisure time racism. It is based on research carried out between 1989 and 1994. It is suggested that the source of such racism has been a neglected issue and only gained significant recognition in 1993 when the Commission for Racial Equality launched its Let's Kick Racism Out of Football campaign. It is argued that the racial abuse and chanting aimed at black footballers are examples of racial harassment. The research gathered evidence from two locations - Leeds and Newcastle - to assess the extent to which players were being disproportionately affected by this harassment and introduces the concept of 'burden of abuse'. Some historical background is provided and football stadia are considered as key symbolic leisure sites where a basic white working class racism has found expression. The growth of black footballers since the 1970s is considered, as well as the way such players have survived the racial harassment, some of whom were interviewed as part of the research exercise.     

A Response to 'Ecotourism on Trial: The Case of Billfish Angling as Ecotourism'

This paper estimates the quantity of pollutant produced by the Hong Kong hotel industry through diesel oil consumption. A survey of 20 hotels was carried out to collect three years' energy consumption data. Regression analysis indicated that gross floor area was a major and statistically accepted factor in explaining diesel oil consumption. Diesel oil consumption had reduced from the early 1990s and stabilised by the late 1990s. The sulphur dioxide, nitrogen dioxide, carbon dioxide and particulate pollution created by the hotel industry's diesel oil usage from 1990 to 1999 is estimated. The findings indicate that existing green measures and devices are passive and depend on the assimilation of the atmosphere. Environmental costs have stabilised at about HK$54,000 per annum. More proactive approaches to reduce usage and environmental impacts are proposed.     

Do CEOs in Mergers Trade Power for Premium? Evidence from "Mergers of Equals"

I analyze chief executive officer (CEO) incentives to negotiateshared control in the postmerger governance of the survivingfirm. In order to do this, I study abnormal returns in a sampleof "mergers of equals" (MOEs) transactions in which the twofirms are approximately equal in postmerger board representation.These transactions are friendly mergers generally characterizedby premerger negotiations that result in both greater sharedcontrol (board and management) and more equal sharing of mergergains between the two firms. On average, the value created measuredby combined event returns is no different between MOEs and amatched sample of transactions. However, target shareholderscapture less of the gains measured by event returns in transactionswith shared governance. Moreover, target shareholders' shareof the gains is systematically related to variables representingpostmerger control rights, and shared governance is more likelyin transactions in which CEOs face greater incentives for control.The evidence suggests that CEOs trade power for premium by negotiatingshared control in the merged firm in exchange for lower shareholderpremiums.     

The Dilemma of Accountability for Professionals: A Challenge for Mainstream Management Theories

Professional institutions are increasingly confronted by fiscal constraints and political pressures to improve and increase their accountability in a competitive consumer-driven market. Accordingly, the need to ensure efficiency and accountability is of strategic importance. This article reports on a qualitative study of medical professionals that assessed the utility of financial incentives and external control methods derived from agency theory to ensure accountability of professionals. The authors argue that approaches derived from stewardship and institutional theories can extend the principal–agent perspective to sustain greater social and ethical accountability.     

A Note on Affordability and the Optimal Share Price

Despite the increase in institutional ownership, decreased trading costs, and increased real personal savings, we find that the average stock price is lower today than it was in the 1920s. In the aggregate, the propensity to split is a function of recent market performance, personal savings, and the desirability of appearing to be a small firm. Our results indicate that, after decades of inflation and the average stock price falling, splitting stocks to return to an affordable trading range must be rejected as an explanation. This suggests that other economic forces are behind splits, whether traditional or behavioral in nature.     

Linking thoughts to feelings: Investigating cognitive appraisals and consumption emotions in a mixed-emotions context

While emotions have been shown to have significant influence on various consumer behaviors, the cognitive appraisals linked to consumption emotions have not been fully explored. This research investigates how individuals' cognitive interpretations of situations correspond to the emotions they experience in these contexts. Using analysis of variance and multiple discriminant analysis, our results show a systematic relationship between cognitive appraisals and 10 consumption emotions. The author's findings offer theoretical insights into these consumption emotions, the appraisal/consumption emotion correspondence, basisversus subordinate-level category differences in emotions, and mixed consumption emotions. The findings provide a practical framework for academics and practitioners interested in better understanding and managing consumption emotions. Julie A. Ruth (Ph.D., University of Michigan) is an assistant professor of marketing in the School of Business—Camden at Rutgers University. Her research interests include affect and emotions, consumer relationships, and consumer response to brand strategies such as brand alliances and sponsorships. Frédéric F. Brunel (Ph.D., University of Washington) is an assistant professor of marketing in the School of Management at Boston University. His research interests include consumer perceptions of product design and aesthetics, consumer attitude and affect, and gender and sociocultural issues in consumption. Cele C. Otnes (Ph.D., University of Tennessee) is an associate professor of business administration in the College of Commerce and Business Administration at the University of Illinois, Urbana. Her research interests include consumer rituals, affect and consumer ambivalence, and gift exchange.     

Are long‐term incentive plans an effective and efficient way of motivating senior executives?

Research on senior executive reward has typically explored the connection between pay, performance and the alignment of interests of executives and shareholders. This article examines the relationship between reward and motivation, drawing on the psychological, behavioural economics and decision‐making literatures. Based on an empirical study of FTSE 350 senior executives, the research examines whether long‐term incentive plans are an effective and efficient way of motivating executives, taking into account risk, time discounting, uncertainty and fairness. The article concludes that the way executives frame choices, perceive value, assess probability, evaluate temporal effects and respond to uncertainty means that long‐term incentive plans (LTIPs) are generally not efficient and are often not effective in meeting their objectives. It proposes that, in its current form, agency theory does not provide a sound basis for modelling senior executive reward, and suggests five areas for development.