24 research outputs found
A Guide for Early Career Success in Academic Research
Balancing the research, teaching, and service facets is important to achieving success in academia. Doctoral programs should prepare their students to successfully navigate and balance all three of these facets. We focus on the research facet in this study and draw from the experience of a panel of accomplished researchers within the discipline, to compile a set of guidelines for doctoral students and new faculty. Analyzing the qualitative results from the panel interviews, we find that to ensure success within the research facet, one must effectively manage three emergent focal distinctions; a relationship with: oneself, others, and with the work
Effects of Sales Presentation Topic on Cognitive Responses in Industrial Buying Groups
This article presents results of an experiment which tested the effects of sales messages on cognitive responses in industrial buying groups. Results suggest that matching sales presentations to buyers’ job responsibilities leads not only to higher levels of message involvement and attention, but also to increases in arousal and greater extremity in buyers’ evaluations of the sales presentation, the salesperson, and the represented vendor. Implications of these results for practitioners and researchers are discussed
Innovation as a socio-political process: An empirical analysis of influence behavior among new product managers
Emotional exhaustion and organizational deviance: Can the right job and a leader's style make a difference?
Effects of Ethical Climate and Supervisory Trust on Salesperson’S Job Attitudes and Intentions to Quit
Activity-Based Costing: Accounting for a Market Orientation
Market- and customer-oriented activities represent a major resource investment for a firm. Activity-based costing (ABC) provides an enhanced means for marketers to assess the cost-versus-benefits of such activities. This article describes the usefulness of ABC to marketers at various levels of decision making: unit level, product level, channel level, and segment/customer level. Examples are provided to illustrate the potential for improved marketing decision making when ABC is utilized versus traditional accounting systems. (C) 1998 Elsevier Science Inc