Value creation from the innovation environment: partnership strategies in university spin‐outs

University spin‐out (USO) companies play an increasingly important role in generating value from radical, generic technologies, but this translation requires significant resources from other players to reach the market. Seven case studies illuminate how relationships with each type of partner can be leveraged to help the firm create value. We find that most firms in the sample are aware of the importance of corporate partners and actively seek to cultivate these relationships, but may not be taking full advantage of the resources available through nonparent academic institutions and other USOs with similar or complementary technologies.     

Adventure recreation and subjective well-being: a conceptual framework

ABSTRACT

Despite the documented positive outcomes of adventure experiences, subjective well-being (SWB) frameworks have been largely absent from discourse and analyses in adventure studies. This conceptual paper proposes a framework for understanding how adventure recreation experiences promote eudaemonic SWB. In our framework, we propose that adventure recreation fosters eudaemonic aspects of SWB by supporting the satisfaction of basic psychological needs for autonomy, competence, relatedness and beneficence. The framework also integrates ‘contact with nature’ as an important mechanism through which adventure recreation fosters eudaemonic SWB. Analysis of research and practice across diverse aspects of adventure recreation (leisure, tourism, and education contexts) is used to support the proposed framework and to critically evaluate how psychological models, such as self-determination theory (SDT) and SWB, can advance theory and practice in adventure recreation. We conclude by offering a number of suggestions for future research directions and practical implications.     

Improvisation as “real time foresight”

The concept of improvisation, while now recognized in organization studies, has been neglected in strategy studies. We suggest that one of the reasons for this is the dominance of a structural view of strategy and competition. Alternative views, such as the Austrian school or those that stress the Red Queen effect, emphasize the process-based nature of competition. In fast-changing environments, speed and reaction are central attributes, which render the traditional separation between planning and execution untenable. In these contexts, improvisation, the convergence of planning and execution, becomes a paradoxical form of “real time foresight”: organizations screen trends, spot opportunities, actively wait and/or act with speed to seize the moment.     

The Value of Badger Populations and Control of Tuberculosis in Cattle in England and Wales: A Note

This note reports on the results of a choice experiment survey of 400 people in England and Wales, conducted to estimate the value that society places on changes to the size of the badger population. The study was undertaken in the context of the possible need to reduce the badger population by culling to help control bovine tuberculosis in cattle. The study found that people were concerned about the problem of bovine tuberculosis in cattle, which was reflected in their willingness to pay to control the disease, and gave a relatively low value to changes in the size of the badger population (within limits). However, people did not like the idea of a policy that intentionally killed large numbers of badgers and had a relatively very high willingness to pay not to have such a policy.     

The role of satisfaction with territory design on the motivation, attitudes, and work outcomes of salespeople

The primary emphasis of previous research concerning salespeople has been focused on their attitudes and behavior. The relationship between organizational variables and salesperson attitudes and behavior has received very limited attention. Sales territory design is largely uncontrollable by the salesperson, yet is acknowledged by managers and researchers as an important factor enabling salespeople to perform well. The objective is to examine satisfaction with territory design from the perspective of the salesperson. A conceptual model and hypotheses are developed linking the satisfaction with territory design with role ambiguity, intrinsic motivation, job satisfaction, and performance. Role conflict, met expectations, organizational commitment, and intention to leave are also included in the model. Survey results provide strong support for 19 of the 21 hypotheses examined. The findings offer significant insights concerning the role of territory design satisfaction in face-to-face selling and its consequences. Several managerial implications and avenues for future research are discussed. Ken Grant is the deputy head in the Department of Marketing, Monash University, Melbourne, Australia. He is a member of the editorial boards of theEuropean Journal of Marketing and theJournal of Marketing Practice: Applied Marketing Science. He has published in theInternational Journal of Research in Marketing, European Journal of Marketing, Industrial Marketing Management, and several other journals. He advises companies on marketing planning, new products, and sales management and conducts research and publishes in these areas. David W. Cravens holds the Eunice and James L. West Chair of American Enterprise Studies at Texas Christian University. His research on sales management and marketing strategy has been published in theJournal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, and other leading journals in marketing and management. Before becoming an educator, he held various industry and government executive positions. He is internationally recognized for his research on marketing strategy and sales management. He has been a visiting scholar at universities in Austria, Australia, Chile, Czech Republic, England, Ireland, Germany, Mexico, the Netherlands, New Zealand, Singapore, and Wales. His textbook,Strategic Marketing (Irwin/McGraw-Hill 2000), is widely used in strategy and management courses. George S. Low is an associate professor of marketing in the M. J. Neeley School of Business, Texas Christian University. He received a B.A. in advertising from Brigham Young University, an M.B.A. from the Richard Ivey School of Business at the University of Western Ontario, and a Ph.D. in marketing from the University of Colorado-Boulder. His research on the management of integrated marketing communications and brands has been published in theJournal of Marketing Research, Journal of Retailing, Journal of Advertising Research, Marketing Management, Marketing Science Institute’s Working Paper Series, and other journals. William C. Moncrief is a senior associate dean and professor of marketing at Texas Christian University in Fort Worth, Texas. He received his B.Sc. in political science and his M.B.A. from the University of Mississippi. He completed his Ph.D. at Louisiana State University in 1983. His work has been published in leading marketing and sales journals, including theJournal of Marketing Research, Journal of the Academy of Marketing Science, European Journal of Marketing, Journal of Business Research, Industrial Marketing Management, andJournal of Personal Selling and Sales Management, among others. His research interests are in the field of sales management and include topics such as sales deployment, sales contests, international sales, telemarketing, turnover, laptop computers, sales job activities, and quality control. He has taught in Germany, conducted research in Europe, and has most recently consulted in Mexico.