The adaptive consequences of pride in personal selling

This study examines the adaptive consequences of pride in personal selling and its self-regulation with colleagues and customers. Study 1 investigates the effects of experiencing pride, where two benefits were found. First, pride increases salespersons’ performance-related motivations. Specifically, it promotes the use of adaptive selling strategies, greater effort, and self-efficacy. Second, pride positively affects organizational citizenship behaviors. Study 2 takes an emotion-process point of view and compares excessive pride (hubris) with positive pride. The results show that salespeople are capable of self-regulating the expression of these emotions differently toward colleagues and customers via anticipated feelings of fear, shame, and regret. Salespeople, in other words, are affected by their emotions, but they also are capable of controlling them to their advantage. Willem Verbeke (verbeke@few.eur.nl) is a chaired professor of sales and account management at Erasmus University in Rotterdam, the Netherlands. He received his Ph.D. from the University of Pennsylvania. His research has appeared in a number of academic journals, including theJournal of Marketing, theInternational Journal of Research in Marketing, theJournal of Management, theJournal of Organizational Behavior, and theJournal of Applied Psychology. His area of research interests includes personal selling, sales management, emotions and emotion regulation, social capital, and knowledge management. Frank Belschak (belschak@few.eur.nl) is an assistant professor of marketing and organizational behavior at Erasmus University in Rotterdam, the Netherlands. He received his Ph.D. in organizational behavior from the University of Cologne in Germany. His current research interests include emotions and emotion regulation in organizations and across cultures, as well as social capital and networks. Richard P. Bagozzi (bagozzi@rice.edu) is the J. Hugh Liedtke Professor of Management in the Jesse H. Jones Graduate School of Management and a professor of psychology at Rice University in Houston, Texas. He conducts research on human emotions, the theory of action, goal setting and goal striving, and structural equation methods.     

Informal group influence among situationally/dispositionally-oriented consumers

Consumer susceptibility to reference group influence has been demonstrated for certain products and buying situations. This article reports a study designed to determine if reference group influence varies between consumers classified as situationally-oriented and dispositionally-oriented. Results indicate a considerable difference between the two groups. Independence Health Plan     

The effect of interstate highway on driving times and regional shopping center drawing power

Previous studies of the driving times of shopping center patrons have not examined the effect of limited access highways. This study analyzed the impact of interstate highways on the driving times of 204 shoppers at three medium-sized regional shopping centers. Those shoppers indicating usage of interstate highways to reach their shopping destinations were significantly more likely to incur travel times greater than fifteen and twenty minutes than those not using the available interstate roads. In predicting the drawing power of these shopping centers, factors besides mass were found to be useful. These include square footage of shopping goods, stores, and number of parking places.     

Estimating profit performance from similar profit centers

A decision model involving discriminant analysis provides a method by which both upper and middle managers can avoid some pitfalls that are likely to result in the substantially subjective process of pertbrmance evaluation of profit centers. It is designed to provide more objective, more timely, and possibly more accurate information. The model is not designed to estimate the return on investment for a profit center. The resulting discriminate score provides a direct evaluation of a profit center’s management.     

Playing the synthesizer with Canadian data: Adding polls to a structural forecasting model

Election forecasting has become a fixture of election campaigns in a number of democracies. Structural modeling, the major approach to forecasting election results, relies on ‘fundamental’ economic and political variables to predict the incumbent’s vote share usually a few months in advance. Some political scientists contend that adding vote intention polls to these models—i.e., synthesizing ‘fundamental’ variables and polling information—can lead to important accuracy gains. In this paper, we look at the efficiency of different model specifications in predicting the Canadian federal elections from 1953 to 2015. We find that vote intention polls only allow modest accuracy gains late in the campaign. With this backdrop in mind, we then use different model specifications to make ex ante forecasts of the 2019 federal election. Our findings have a number of important implications for the forecasting discipline in Canada as they address the benefits of combining polls and ‘fundamental’ variables to predict election results; the efficiency of varying lag structures; and the issue of translating votes into seats.     

Theory and application of Agricultural Innovation Platforms for improved irrigation scheme management in Southern Africa

Abstract

Many small-scale irrigation systems are characterized by low yields and deteriorating infrastructure. Interventions often erroneously focus on increasing yields and rehabilitating infrastructure. Small-scale irrigation systems have many of the characteristics of complex socio-ecological systems, with many different actors and numerous interconnected subsystems. However, the limited interaction between the different subsystems and their agents prevents learning and the emergence of more beneficial outcomes. This article reports on using Agricultural Innovation Platforms to create an environment in which irrigation scheme actors can engage, experiment, learn and build adaptive capacity to increase market-related offtake and move out of poverty.     

Justice: The root of american business ideology and ethics

Although there are many conceptions of Justice, these different perceptions can provide many interesting insights into a business person's ethical standards as well as that person's decision-making processes. Using the Bishops' Pastoral Letter on the U.S. Economy as the basis for asking questions about justice, twenty-four business executives were interviewed about their conception of justice. An analysis of these interviews reveals that this group of businesspeople operated under very different conceptions of Justice at the Macroenvironmental and Microenvironmental levels. This result has some interesting implications not only for those scholars concerned with business ethics but for everyone who has a stake in business education.Men are called good, chiefly on account of their Justice. Cicero, 56 B.C. Ideology is applied philosophy. Lodge, 1986 Richard McGowan, S. J. is an Assistant Professor of Operations and Strategic Management at Boston College. His research focus involves examining both the rationale behind business and public policy decisions as well as determining the effectiveness of these policy measures. Some of his recent publications include Deciphering the Japanese Import Quota, Policy Studies Journal (1988) and Public Policy Measures and Cigarette Sales: An ARIMA Intervention Analysis Study JAI Social Issues Management Volume (1989).     

Towards an operational sustainability criterion

This paper examines the concept of sustainability and its implications for environmental policy analysis. It builds on the premise that present society holds a moral obligation to pass on a world of undiminished life opportunities to members of future generations. Maintaining life opportunities, in turn, can be achieved by maintaining or improving a diverse set of resources and capabilities that support a person's freedom to define and pursue her own conception of the good life. On an operational level, this framework points to the following guideline for environmental policy: Protecting the rights of future generations requires either the conservation of environmental resources or compensatory measures (including the provision of substitute technologies) that ensure the fair and proportionate sharing of net benefits over intergenerational time scales. In this framework, resource depletion is permissible only if (with reasonable certainty) it would generate a Pareto improvement relative to a baseline scenario involving strict resource conservation.