An investigation of the influence of coping resources in salespersons' emotional exhaustion

Salesperson burnout continues to be a major concern among industrial marketing organizations. In this work, the authors examine whether certain coping strategies moderate the impact of work-related stressors on salesperson burnout; a previously unexamined area in the marketing literature. More specifically, this work examines if problem-focused coping and emotion-focused coping significantly moderate the impact of role stress (ambiguity, conflict) on feelings of emotional exhaustion in an industrial sales setting. Findings indicate that problem-focused coping strategies moderate the impact of role stress on salespersons' emotional exhaustion; actually reversing the overall impact from positive to negative. However, findings surrounding the moderating effect of emotion-focused coping are mixed, raising interesting questions for future research efforts.     

Channel power, commitment and performance toward sustainable channel relationship

The primary purpose of this article is to expand our understanding of the sophisticated utilization of independent incentives and its influence on channel relationship commitment and performance toward sustainable channel relationship and competitive advantage. On the basis of a conceptual framework, this paper develops an analytical model to explore the correlations among channel power, relationship commitment and channel performance under the implementation of diverse independent incentives. The proposed model is empirically tested using LISREL and questionnaire survey data sampled from the liquid crystal display TV manufacturer-dealer channels of the optoelectronic industry in Taiwan. The results reveal that the sophisticated utilization of independent incentives through channel relationship commitment as the key mediator determines the channel performance; furthermore, relative to contractual incentives, relationship-building incentives appear to be more effective in promoting channel relationship commitment, thus leading to superior channel performance toward the ultimate goal of sustainable channel relationship management.     

Use of rules in decision-making in government outsourcing

The paper reports research on the nature of use of rules in decision making process by government entities in outsourcing commercial activities. The study used multiple data sources such as in-depth personal interviews of multiple categories of respondents, documentary evidence, and observation. The findings indicated that Government organizations use un-written ground rules as the main means of managing outsourcing processes.     

Exploiting the B2B knowledge network: New perspectives and core concepts

This editorial introduces the articles in this special issue of Industrial Marketing Management, which presents the best papers from the 23rd Annual IMP Conference, held at Manchester Business School, UK in September 2007. The papers have been selected to represent the interaction, relationship and network perspectives and encompass, value, relationship assets, trust, commitments and the constitution of networks.     

Picture this: Managed change and resistance in business network settings

This paper discusses change management in networks. The literature on business networks tends to downplay the role of managerial initiative in network change. The change management literature addresses such initiative, but with its single-firm perspective it overlooks the interdependence of network actors. In exploring the void between these two streams of literature, we deploy the concept of network pictures to discuss managed change in network settings. We analyze a change project from the furniture industry and address the consequences of attempting to manage change activities in a network context characterized by limited managerial authority over these activities. Our analysis suggests that change efforts unfold as a negotiated process during which the change project is re-negotiated to fit the multiple actor constituencies. The degree of overlap in the co-existing network pictures of the involved actors is found to be decisive for the possibility of successfully implementing network change.     

Industrial sales people as market actors

We develop the concept of boundaries in the context of sales personnel and their counterparts encountering and negotiating these while they undertake work to shape markets and build relationships. Drawing on a case study from production chemistry, we show that market shaping implies a mutual development of relationships, goods and services exchanged, and boundaries. In particular, we show that while relationships can submerge and obscure parts or dimensions of boundaries to other market actors, normal business activities such as testing new products and adapting products to changes in environmental legislation make visible some material dimensions of the exchange object, which can attract attention from other sellers. Visibility finds an expression as those market objects are exchanged, such that objects can be devices by which other actors join in and position themselves and their objects within markets.     

Reassessing employer expectations of graduates in UK travel services

This article sets out to ascertain travel and tourism industries employers' views on degrees. Research of this kind and on this scale has not previously been carried out and a large scale survey of industry views was conducted with key issues identified and discussed. These cover topics such as the employment of graduates within the UK travel services industry, views on their contribution and appropriateness, the types of skills that such degrees provide, salary scales and graduate training schemes. Current government policy on widening participation in higher education (HE) and its impact on industry skills is also evaluated. The issue of the provision of tourism curricula and their content has at the beginning of 2007 once again been pushed centre stage. This is as a result of the increasing scrutiny of the Sector Skills organisation People 1st and the launch of the government's new vocational diplomas in 2008. The findings in this article are pertinent for government bodies and educators alike and have previously been shared with the Sector Skills organisation and Department of Culture, Media and Sport (DCMS) in addressing HE in tourism. Copyright © 2008 John Wiley & Sons, Ltd.     

A model of value assessment in collaborative R&D programs

This study examines the tasks, processes, and frameworks central to performance assessment in collaborative research organizations. The domain of the study is the partnered learning approach to research and development (R&D) management. The empirical results highlight relationships between context (center scale) and performance (value perceived by industry sponsors) in such R&D collaborations. Insights from this research are broadly applicable to the maintenance of alliances among firms involved in collaborative R&D and are generalizable to that context. Data gathered from a national population of 58 National Science Foundation (NSF) sponsored centers over a 3-year period reveal significant evolutionary patterns in the development of collaborative relationships. Successful industry university consortia leverage four core process relationships: (1) the creation of research capacity yielding advances in process and product knowledge; (2) technology transfer behaviors within the participants' organizations; (3) participant satisfaction with the outcomes; and (4) the continuity of industry sponsor support, i.e., commitment to the collaboration.     

Evaluating state cooperative technology programs: With a Virginia case study, and comparative data from Illinois

One of the strategies for economic development to emerge during the 1970s and 1980s to stem decline due to industrial restructuring in the United States was the formation of science and technology initiatives in many states. This strategy was of interest because it suggests the creation of high-wage jobs through the application and development of technology. States in the industrialized part of the United States were losing large numbers of high-wage industrial jobs, as restructuring occurred and the jobs moved offshore or were replaced with technology. These initiatives took several forms including, in some states, departments or secretariats of technology, the formation of authorities that were state agencies but one step removed from the legislature and executive branches and the initiatives that were set up as nonprofit corporations. Today, science and technology programs exist in every state of the United States.In the mid-1990s, the authors were asked to develop a methodology to measure the outputs and outcomes of one of the state centers in science and technology, a program that was increasingly being focused on technology and commercialization rather than primarily on basic or pure research. A methodology was created by the authors in collaboration with the Battelle Institute and was implemented first in 1996. The purpose of this paper is to explain the methodology developed and how it was implemented in an effort to illustrate a number of issues that arise around the issue of evaluating such programs and to explore the policy impact of such studies. The issues include sample selection, survey design, interview protocol, management of client and research team relations, validity and research protocol.