bluuebunny/crossref_metadata_2025_split huggingface dataset:
Measuring sales training effectiveness at the behavior and results levels using self‐ and supervisor evaluations
Authors: Attia Ashraf M. , Honeycutt Earl D. 
Published: May 2012

PurposeThe purpose of this article is to improve the sales training process by gaining a deeper understanding of the first two levels – reaction and learning.Design/methodology/approachA total of 79 sales supervisors of a US firm operating in Egypt participated in the study. They evaluated level 1 (reaction) by rating the design and operation of their sales training programs. Level 2 measured the value of information gained from training topics.FindingsTrainees stated that the training either helped or solved sales and non‐sales problems. Data from both training levels were factored analyzed and each resulted in a two‐factor solution.Research limitations/implicationsThis research offers advice for setting standards for evaluating sales training programs. Knowledge gained is more important to determining if sales training has been effective. Learning evaluation showed that trainees believed the value of selling skills, company information, and behavioral training topics were valuable and the role of the instructor was important.Practical implicationsThis research offers advice for setting standards for evaluating sales training programs. Knowledge gained is more important to determining if sales training has been effective. Learning evaluation showed that trainees believed the value of selling skills company information and behavioral training topics were valuable and the role of the instructor was important.Originality/valueSince global firms devote significant sums of time and money training their sales forces, the greater understanding of the process results in improved effectiveness of sales training programs.
Market orientation and performance in private universities
Authors: Ahmed Zebal Mostaque , Goodwin David R. 
Published: May 2012

PurposeThe purpose of the study is to explore the market orientation of the private universities in Bangladesh. The study further aims to investigate the relationships between market orientation and business performance.Design/methodology/approachData for this study were collected from the faculty members of business and non‐business schools of the 15 private universities in Bangladesh. A total number of 314 faculty members were interviewed with a structured questionnaire. Reliability, convergent and discriminant validity issues of the data were assessed and outcomes of these confirm the reliability and validity for the data used for the study.FindingsDirect entry regression was used in order to identify the relationships between market orientation and its performance. Four performance measures – student growth, market share, teaching and service quality – and overall performance were used to investigate their relationships with market orientation. All four measures were found to be statistically significant and positively related to the market orientation of the private universities in Bangladesh.Originality/valueThe findings of the study support the theoretical arguments that the universities can be successful in attaining their business performances by initiating and adopting market oriented activities. The study further argues why it is so critical for a private university to be market oriented and how this market orientation can be attained.
Ethnic diversity in Britain: a stimulus for multicultural marketing
Authors: Makgosa Rina 
Published: May 2012

PurposeThe current study seeks to explore ethnic diversity in Britain by investigating the strength of ethnic identity and acculturation levels of two British ethnic minority groups – Indians and African Blacks. The study also aims to examine the role of demographic characteristics in explaining the strength of ethnic identity and acculturation levels between the surveyed ethnic groups.Design/methodology/approachThe study utilized a survey research design. Data was collected using a personally administered structured questionnaire from a convenience sample of 365 married ethnic members.FindingsThe results of t‐tests revealed that both Indians and African Blacks are strong ethnic identifiers and highly‐acculturated. Further results based on step‐wise regressions showed that age and income offer more explanatory power of ethnic diversity among African Blacks and Indians respectively.Research limitations/implicationsThe study highlights the complexity and importance of ethnicity in the development of multicultural strategies in Britain.Originality/valueResearch relating to ethnic diversity in Britain is relatively limited and of the very few studies available, there has been more emphasis on qualitative research approaches. This study also offers findings on ethnicity at a time when there is growth in the population of ethnic markets in Britain.
The study of the use of Web 2.0 tools in LIS education in India
Authors: Sawant Sarika 
Published: May 2012

PurposeThe purpose of this paper is to investigate LIS instructors' familiarity with Web 2.0 concepts, tools and services, and applications related to LIS education.Design/methodology/approachThe survey method was used and the data collection tool was a web questionnaire, which was created with the help of software provided by surveymonkey.comFindingsIt was found that LIS instructors, in some Indian universities, have a low level of familiarity regarding the use of Web 2.0. Most of the instructors use Web 2.0 for video sharing via YouTube. Nearly, half of teachers have never used Wikis. The main problem in use of Web 2.0 in teaching was the lack of training programs organized by universities and other institutions for instruction in the use/teaching of Web 2.0 tools.Research limitations/implicationsThe state government‐funded universities of the Maharashtra state of India were considered for the study.Originality/valueThis is one of the first papers focusing on the use of web 2.0 tools in teaching by LIS instructors in India.
Is it because of partners or partnerships?
Authors: Ayoubi Rami M. , Massoud Hiba 
Published: May 2012

PurposeThe main aim of the current study is to explore and model the major obstacles that UK universities encounter when developing international partnerships with overseas universities.Design/methodology/approachFocusing on the obstacles to developing international partnerships, the study results are developed from 24 interviews with senior and very senior university managers from four leading UK universities.FindingsThe results indicate that the obstacles to international partnerships for each of the four universities in this study can be grouped into two main categories: the obstacles that are relevant to the process of partner selection, and the obstacles that are relevant to the process of partnership arrangements. The study ends up with a model of obstacles of international partnerships in universities. In terms of strategy evaluation, obstacles related to the partner (whether they are focused or diversified), and obstacles related to the partnership arrangements (whether they are also focused or diversified) identify four quadrants of strategy evaluation: Realistic strategy, Partner‐reevaluation, Arrangement‐reevaluation, and Unrealistic strategy.Research limitations/ implicationsThe study brings up the difficulties that come from the drivers of international partnerships and the associated problems. Accordingly, it points out from the data a classification of the obstacles confronting international partnerships and further models this classification. The study however does not tackle some related issues such as the positive side of international partnerships. In this regard, a study exploring the outcomes of international partnerships would be of great importance for researchers and for practitioners in the field.Practical implicationsGiven the necessity of revising the process of establishing international partnerships by university managers, the model resulting from this study would be of vast importance to university international office directors and other university policy makers.Originality/valueThis study provides a new classification for obstacles confronting UK universities' international partnerships and develops an original model of these obstacles. This model is expected to be useful for both policy makers and researchers. The study is sustaining the series of studies of international partnership strategy for a group of four UK universities implemented by Ayoubi and followed by a paper in ICERI.
Reading behaviors of students in Kolej Datin Seri Endon (KDSE)
Authors: Mohamed Mohini , Rahman Roshanida A. , Chew Tin Lee , Hashim Haslenda , Maarof Hasmerya , Sharliana Mat Nasir Noor , Nazrah Zailani Siti , Marsilawati Mohamed Esivan Siti , Fazirah Jumari Nur 
Published: May 2012

PurposeThis is an exploratory study of reading behaviors and interest among students residing in a female residential college of Kolej Datin Seri Endon (KDSE), Universiti Teknologi Malaysia (UTM) and the use of reading stations (RS) placed at strategic locations throughout the main campus. The UTM's Vice Chancellor project of developing various RS was to promote a reading culture in UTM. Currently there are 48 RS in the main campus of Skudai and ten more in UTM International campus. Most of the books were donated by UTM staff and students themselves.Design/methodology/approachUsing simple random sampling, 187 students were selected from a population of 1,300 female students. The survey instrument was designed in the form of structured questionnaire comprising a series of close‐ended and open‐ended questions design. A team of researcher investigated and evaluated at least 15 Reading Stations through out the campus.FindingsThe findings highlighted some factors related to reading habits and interest of students. The student's evaluation of the RS has been positive. Students however lamented that the books found at the RS are outdated, too academic and unrelated to their specific interest. This showed that even though the RS have been well received by students but it called for many areas of improvement in order for the RS to be of benefit and relevant to the campus community.Practical implicationsIt is hoped that this study will stimulate further in‐depth studies and institutional budget allocation for training courses such as speed reading and mind mapping to inculcate a reading culture among students.Originality/valueThis is an original article on the reading habits of students in a certain college in UTM and the evaluation of RS, a newly launched project to promote reading culture among students.
Confucius as transformational leader: lessons for ESL leadership
Authors: Bi Leilei , Ehrich John , Ehrich Lisa C. 
Published: May 2012

PurposeThis paper aims to explore the leadership values and practices of Confucius in the light of transformational leadership theory.Design/methodology/approachThis paper is literature based.FindingsThe paper discusses four key dimensions of transformational leadership theory: idealized influence, inspirational motivation, intellectual stimulation and individualized consideration and uses these as a framework for exploring the values of and teaching approach used by Confucius. The key message of the paper is that educational leaders have much to learn from a Confucian leadership style that is fundamentally transformational in nature and encompasses moral/ethical, socially critical, and democratic dimensions.Practical implicationsThe paper presents a case study of an English as a second language (ESL) school and identifies several practical suggestions for ESL leaders to consider if they are to follow the tenets of Confucius's teachings.Originality/valueThe paper is original as it links the values and practices of Confucius to transformational leadership theory and considers how this theory might look in practice for leaders within a contemporary ESL school context.
Accounting and popular culture: framing a research agenda
Authors: Jeacle Ingrid 
Published: May 2012

PurposeThe objective of this paper is to recognize the richness in exploring the inter‐linkages between accounting and popular culture. Such an investigation should reap returns in not only furthering an understanding of accounting, but also the ways and means in which notions of accountability and audit permeate our everyday lives. In addition, it attempts to capture the significant transformative influence of accounting, and calculative practices more generally, in the actual shaping of the contours of the cultural context. Finally, it briefly introduces the six papers in this AAAJ special issue.Design/methodology/approachThe paper draws on literature from the fields of both accounting and cultural studies to set out a theoretically informed framework for the future examination of the myriad ways in which accounting is entwined with the popular.FindingsThe paper argues a case for the study of accounting within the domain of popular culture, proposes two theoretical lenses from which to examine the inter‐linkages between these two disciplines, and presents a diverse range of research possibilities for further scholarly inquiry in the field.Originality/valueTraditionally regarded as trivial and unworthy of academic attention, research into the regular rituals that pervade the everyday is now a legitimate field of scholarly inquiry among social and cultural theorists. Accounting researchers, however, have remained relatively aloof from this general trend, preferring to seek solace in the sphere of the corporation rather than the coffee shop. This paper is novel in that it attempts to broaden the scope of accounting scholarship into the new domain of popular culture.
Vulgate accountability: insights from the field of football
Authors: Cooper Christine , Johnston Joanne 
Published: May 2012

PurposeThe purpose of this paper is to critically reflect upon the use of the term accountability in the twenty‐first century and its role in “remaking the world in favour of the most powerful” using the theories of Pierre Bourdieu and Jacques Lacan.Design/methodology/approachThe paper examines the notion of accountability by analyzing a case study of the hostile takeover of Manchester United Football Club by the Glazer family. The field of football presents an interesting arena in which to study accountability because of its extremely interested and active fans who search for information on every aspect of their clubs. Lacanian theory is drawn upon to add to understanding of the psychopathology which the demands for accountability and transparency place on individuals. Bourdieu's work on illusio is drawn upon to understand the motivations of the field of football.FindingsThe paper finds that calls to “hold the most powerful to account” in practice lack political force. Thus the case study demonstrates the common (mis)recognition of the term of accountability. The ability to correct the abuses of the most powerful requires power.Originality/valueThe conflation of Bourdieu and Lacan adds to understanding of accountability as an empty cipher with performative power.
Fashioning the popular masses: accounting as mediator between creativity and control
Authors: Jeacle Ingrid , Carter Chris 
Published: May 2012

PurposeThe paper aims to investigate accounting's role as a mediating instrument between the tensions of creativity and control within the price competitive world of the fashion chain store.Design/methodology/approachThe paper employs a case study approach, gathering interview data from key members within a UK fashion chain, and uses Goffman's work on impression management to inform its theoretical argumentation.FindingsDrawing on Goffman, the paper considers the roles adopted by organizational actors within fashion retailing and the actions they pursue in order to maintain a team performance. The authors suggest that accounting, as a form of stage prop, helps to sustain this team impression by mediating between the creativity and control concerns inherent in fashion design. In the process, they also gain some understanding of the use of accounting by actors beyond the confines of an organization's finance function.Originality/valueDespite the magnitude of the fashion industry and its dominance in the identity construction of both individual and streetscape, the role of accounting within this domain of popular culture has remained remarkably unexplored. This paper attempts to redress such scholarly neglect. It also furthers an understanding of the relatively unexplored role of accounting as a mediating instrument within the complex dialectic of creativity and control.
Burnt‐out but engaged: the co‐existence of psychological burnout and engagement
Authors: Timms Carolyn , Brough Paula , Graham Deborah 
Published: May 2012

PurposeThis research sought to identify groups of school employees who were more similar in their responses to burnout and engagement measures, for the purpose of exploring what was similar in their school experiences. The profiles created in the present research enable a clearer appreciation of what is common to groups of school employees who are experiencing empowerment, ambivalence or distress in their work environments.Design/methodology/approachThe current research used K‐means cluster analysis to identify school employees (n=953) who were most similar in regard to levels of burnout and engagement in order to achieve some sense of what was common at a group level.FindingsThis process identified five distinct respondent profiles using the Oldenburg Burnout Inventory (OLBI) and the Utrecht Work Engagement Scale (UWES). Subsequent MANOVA analyses identified significant differences between cluster groups on the six areas of work‐life (control, workload, reward, community, fairness and values) and hours of work.Practical implicationsOne of the most pressing problems faced by school administrators is that of identifying the most appropriate and strategic interventions to use with teaching staff in order to maintain motivation in the face of work pressures. The current research provides some practical insights into the experiences of school employees that may provide direction for such administrators.Originality/valueBy grouping respondents with similar attitudes towards their work this research has provided for more insight into the experiences to those respondents who do not fall at either end of the burnout‐engagement continuum. As such it provides for more effective intervention strategies with employees who are at‐risk.
Communities of practice in the school workplace
Authors: Brouwer Patricia , Brekelmans Mieke , Nieuwenhuis Loek , Simons Robert‐Jan 
Published: May 2012

PurposeThe first aim of this study is to explore to what extent communities of practice occur in the school workplace. The second aim is to explore the relation between communities of practice and diversity in composition of teacher teams.Design/methodology/approachQuantitative as well as qualitative data were gathered from seven teacher teams in a school for secondary education. Questionnaires and observation instruments were used to measure and analyze teacher teams' collaborative activities and diversity in composition.FindingsData suggest that communities of practice actually occur in the school workplace, but to a moderate extent. Also, communities of practice are related to four of the five diversity attributes that were investigated.Research limitations/implicationsThe current study is a snapshot measurement of communities of practice. Future research is recommended to focus on the development of communities of practice in the school workplace by including longitudinal measurements.Practical implicationsImplications for teachers and administrators include follow‐up activities aimed at stimulating and sustaining communities of practice as well as taking diversity considerations in team composition into account.Originality/valueStudies suggest that a community is a promising context for embedding collaboration into the culture of the school. However, empirical research that focuses on communities in the school workplace seems largely absent. This study provides insight in the occurrence of communities of practice from two perspectives: the perception of community members and the observation from outsiders.
The relationship between temperature and sales
Authors: Bahng Youngjin , Kincade Doris H. 
Published: May 2012

PurposeThe influence of weather on business activities and human behaviour has been explored in several fields (e.g. finance and psychology), but little research about weather and retail sales is found in the retail or fashion literature. The purpose of the study is to analyse the relationship between temperature, one aspect of weather, and retail sales of seasonal garments.Design/methodology/approachThe researchers collected sales data from a retailer of branded women's business wear in the Seoul‐Kyunggi area in South Korea. Along with the sales data for seasonal basic styles, corresponding daily and weekly average temperature data were collected and evaluated. The analysis for the study was drawn using descriptive statistics including graphical evaluations, correlation analysis and paired samples t‐test. Interviews with the retailer's merchandisers were used to supplement interpretation of the statistical data.FindingsResults of this study provide strong evidence that fluctuations in temperature can impact sales of seasonal garments. During sales periods when drastic temperature changes occurred, more seasonal garments were sold. However, the temperature changes from day to day or week to week did not affect the number of garments sold for the whole season. Of the seasonal garments expected to sell within the same season, the selling periods of each product category differed depending on type of fabric and design. For some seasonal garments, the actual sales dates were one week to two weeks in variance from the merchandisers' forecasts.Research limitations/implicationsLimitations in the sample (i.e. product category) and location of stores (i.e. geographic region) prevent the generalization of results to all seasonal garments or retailers. In spite of these limitations, this study can be a pilot study that supports the significant relationship between temperature and sales of seasonal basic products by quantifying the temperature effects on sales of particular products. Therefore, future studies are needed to establish generalized conclusions with a larger sample.Originality/valueAs little academic research is available about weather's effect on sales of garments, the present study contributes to the field of clothing and retail distribution by providing evidence of significant relationships between temperature and sales of seasonal clothing.