What is the Role of Self-Efficacy in Sales Education?

October 29, 2014 by

business-graphics-1428641-mDid you know that sales is one of the top three careers for business graduates (Cummins, Peltier, Erffmeyer, & Whalen, 2013)? Perhaps you did, but did you also know that sales is among the top five jobs for nonbusiness graduates with majors in areas like agriculture, art, biology, communications, computers, math, education, engineering, humanities, industrial arts, law, psychology, and social sciences, just to name a few (Carnevale, Strohl, & Melton, 2010)? In fact, more graduates of 4-year college programs in all disciplines find their first career positions in sales-related roles than in any other types of positions combined (Hayes, 2008).

Inspired by this information and a desire to prepare students for these first careers, the authors of “The Role of Self-Efficacy in Sales Education” from Journal of Marketing Education explored how sales educators can help students build the self-efficacy needed to succeed in sales. JME(D)_72ppiRGB_powerpointSelf-efficacy, one’s perception about his/her ability to succeed in a given task (Bandura, 1977), impacts ultimate performance (Barling and Beattie, 1983). Thus, it is essential that sales educators prepare students with the confidence to “hit the ground running.”

Findings show that in-class activities and hands-on projects are great for building knowledge and skills, but actual interaction with professionals (shadowing, interviews, selling to a salesperson, etc.) and student competitions build confidence in using one’s skills. Sales educators are encouraged to use these and other professional experiential activities to build sales self-efficacy, a student’s belief about his/her ability to sell!

Authors Peter Knight, Claudia C. Mich, and Michael T. Manion invite you to further explore “The Role of Self-Efficacy in Sales Education.”


Call for Papers on Organizations, Cosmopolitanism, and Sustainable Cities

October 28, 2014 by

sustainable-buildings-1156226-mOrganization and Environment is currently accepting papers for a special issue on Organizations, Cosmopolitanism, and Sustainable Cities. This issue will be dedicated to exploring the organizational drivers of sustainable (and smart) cities in emerging cosmopolitan contexts. The issue will be guested edited by Boyd Cohen of Universidad del Desarrollo, Jose M. Alcaraz-Barriga of Murdoch University, Pablo Muñoz of Universidad Adolfo Ibañez, and Katerina Nicolopoulou of University of Strathclyde.

The journal welcomes a wide range of articles dealing with the role of new and established businesses in shaping the smart and sustainable agenda in cities around the globe. Research building or testing theory is welcome. Empirical research using qualitative, quantitative or mixed methods is particularly encouraged. Submitting authors are advised to review relevant articles published in Organization and Environment and build on those works, as appropriate.

Some potential topics of interest include:

• How are organizations, cities and entrepreneurs fostering collaboration in order to provide innovative sustainability solutions to major environmental and/or socio-economic challenges?

• How are companies scaling solutions from one city to the next and are they utilizing sustainable city networks, such as ICLEI, C40 and Covenant of Mayors as a vehicle?oae cover

• How can theories on cosmopolitanism and civic mindsets stimulate insights regarding organizations and environment at a (g)local level?

• What is the role or contribution of rural areas in fostering sustainable development in cities? How can sustainable regions be fostered?

• What is driving corporate interest in sustainable cities?

• How are agency conflicts minimized between the private sector and local governments

• What factors drive place-based civic entrepreneurs to act (g)locally towards sustainability? To what extent can civic and sustainable entrepreneurship drive the development of smart cities?

• What are the new innovation models and potential relationships between sharing economy business models and environmental impact on an urban scale?

• What role do citizens (including those beyond Western-based urban cultures) play in enabling cosmopolitanism and city-based solutions around sustainability?

Deadline for submissions is October 1, 2015. First review decision is expected by February 1, 2016. More information on this call can be found by clicking here. Submissions should follow the formal submission guidelines of the Organization and Environment, which can be viewed by clicking here. The contributors should electronically submit the paper by clicking here.

Want to keep up-to-date on all the latest news like this from Organization and Environment? Click here to sign up for e-alerts!

2013 Impact Factor and Ranking Results

October 27, 2014 by

SAGE is pleased to announce a strong performance across its journals portfolio in the recently released 2013 Journal Citation Reports® (Thomson Reuters, 2014) with an increase of indexed titles on prioJCR 2013r year to 470 across both the Social Science (SSCI) and Science (SCI) Citation Indexes. More than 60% of SAGE titles are now ranked within the top two quartiles of their JCR subject categories and 108 titles have achieved a top-10 category rank. Six SAGE titles were awarded their first Impact Factor. To see the new impact factors for all SAGE journals, please click here.

Here are just some of the highlights in:


2-Year Impact Factor

5-Year Impact Factor


2-Year Impact Factor

5-Year Impact Factor

  • Journal of Management #3 (8.027)
  • Administrative Science Quarterly #7 (7.057)
  • Organizational Research Methods #11 (5.713)

The September issueof Administrative Science Quarterly (ASQ) is available to access!  Administrative Science Quarterly is a top-rank, quarterly, peer-reviewed journal that publishes the best theoretical and empirical papers on organizational studies from dissertations and the evolving, new work of more established scholars, as well as interdisciplinary work in organizational theory, and informative book reviews.

For a limited time, enjoy free access to the November issue of the Journal of Management (JOM).  Peer-reviewed and published bi-monthly, JOM is committed to publishing scholarly empirical and theoretical research articles that have a high impact on the management field as a whole. JOM encourages new ideas or new perspectives on existing research. Manuscripts that are suitable for publication in JOM cover domains such as business strategy and policy, entrepreneurship, human resource management, organizational behavior, organizational theory, and research methods.

We wish to thank our authors, editors, reviewers and editorial board members for their valuable contributions to these top-ranked journals.

This is the last week for free access to all SAGE journals throughout October! Read all of these journals and more: bit.ly/sj2014social

Book Review: Cubed: A Secret History of the Workplace

October 24, 2014 by

41n7oTo2jrL._SY344_BO1,204,203,200_Hard to believe it, but the American office we go to Monday through Friday actually has quite a history. Deborah C. Andrews of the University of Delaware recently reviewed “Cubed: A Secret History of the Workplace” by Nikil Saval in Business and Professional Communication Quarterly.

Nikil Saval: Cubed: A Secret History of the Workplace. New York, NY: Doubleday, 2014. 352 pp. $26.95, hardback.

From the review:

The communication required to get things done in offices, studios, and laboratories shapes and reflects the design of the spaces BPCQ.inddthemselves. Nikil Saval’s Cubed provides an evocative historical perspective on the physical and social dimensions of the U.S. workplace over the past 200 years. Hardly a “secret” history, it is a history that makes explicit changes in a space—the office—that has been more sat in than examined. Saval, an editor at n + 1, a print and digital magazine of literature, culture, and politics, does not focus directly on the impact of office design on communication. But teachers of professional writing can make good use of his book to inform their research and guide students to an awareness of how the arrangement of physical spaces affects workplace communication.

Click here to read the rest of the review from Business and Professional Communication Quarterly. Like what you read? Sign up from e-alerts for all the latest news and research from Business and Professional Communication Quarterly!

Charles Pavitt on Social Influence During Group Decision Making

October 23, 2014 by

chess-722932-m[Editor's Note: A special thanks to Charles Pavitt of University of Delaware, who took the time to give us some background on his article "An Interactive Input–Process–Output Model of Social Influence in Decision-Making Groups," recently published in Small Group Research.]

I have been interested in social influence during group decision making since the mid 1990s. At that time, I was teaching small group communication a lot and using one of the classic Kogan/Wallach choice dilemmas as an exercise when teaching about the group polarization effect (tendency for groups to polarize SGR_72ppiRGB_powerpointin the direction the members originally lean toward). After watching at least 100 student groups doing the exercise, I realized that there were some communicative phenomena that were not adequately addressed in the then-current social psychological theory regarding group polarization. First, there was a natural stage process (first exchange preferred option, then exchange relevant information but only if there is disagreement on preferred options) that probably generalizes to any group decision making. Second, and I verified this later in my research, if groups are in general agreement on one option, they NEVER have anything good to say about any other option (which is why groups usually don’t find the better option in hidden profile research, in which each member’s information suggests one option but the information everyone has as a whole favors a better option).

Later, I came to realize that the traditional distinction between two types of group social influence (normative and informational) was a product of research without true group communication, and there are in actuality three types – that based on learning new relevant information, that based on learning the option preferences of trusted group members, and that based on wanting the group to like you or wanting the boss to accept you (which encompasses verbal compliance but no true preference change). Anyway, the motivation for this paper was based on these two insights – that there are three routes to social influence, and they unfold and intertwine over time in ways previous theory did not sufficiently describe.

[Interest in chatting with Dr. Pavitt about his work? You can email him at chazzq (at) udel (dot) edu. You can also click here to read "An Interactive Input–Process–Output Model of Social Influence in Decision-Making Groups" for free from Small Group Research! Want all the latest news and research from Small Group Research sent directly to your inbox? Click here to sign up for e-alerts!]

pavitt_cropCharles Pavitt is a professor in the Department of Communication at the University of Delaware, United States. He enjoys doing scholarly work relevant to small group and interpersonal communication, communication theory, and (in his spare time) baseball.

Want to Be a Reviewer for Business and Society?

October 22, 2014 by

BAS_v50_72ppiRGB_powerpointBusiness and Society is extends an invitation to review for the journal.

Business and Society, peer-reviewed and published bimonthly, is the official journal of the International Association for Business and Society, the only independent professional association dedicated to business and society teaching and research. This journal focuses on original research relating to business ethics, business-government relations, corporate governance, corporate social performance, and environmental-management issues. Business and Society publishes rigorously reviewed original research and occasional invited works by top scholars. Over the course of a year, over 100 experts and scholars are engaged by the journal to review every piece submitted for consideration. Each issue is comprised of traditional, easy-to-read, referenced formats including articles, book reviews, and dissertation abstracts.

Reviewers will evaluate articles in the peer-review process and provide reports to the editorial office.

For more information on becoming a reviewers for Business and Society, click here. To sign up right now, click here to go to directly to the manuscript submission site.

Want to know about all the latest news and research from Business and Society? Click here to sign up for e-alerts!

Designing a Course to Teach Social Media Communication

October 21, 2014 by

businessman-in-the-office-1-1287061-mMcKinsey Global Institute analyzed 4,200 companies in 2012 and found that by adopting social technologies internally, communication and collaboration could be improved thus increasing the productivity of interaction workers by 20 to 25 percent. As a result, business schools are beginning to offer courses on the use of social media outside of marketing. But how can the use of social media for internal communication in an organization be effectively taught to business students? Amy Young and Mary D. Hinesly discuss in their article “Social Media Use to Enhance Internal Communication: Course Design for Business Students” from Business and Professional Communication Quarterly.

Organizations are increasingly using social media to improve their internal communication. When BPCQ.inddsuccessfully implemented, such initiatives can have a dramatic impact on internal efficiency, team collaboration, innovation, organizational alignment, and cultural transformation. This article describes a course offered by the Ross School of Business, University of Michigan, on the use of social media for internal business communication that can be modified for Bachelor of Business Administration or Master of Business Administration students. The authors describe the pedagogy behind the course design, provide a course description, and discuss social media/communication consulting projects conducted in the class.

Click here to read “Social Media Use to Enhance Internal Communication: Course Design for Business Students” from Business and Professional Communication Quarterly. Want to know about all the latest news and research from Business and Professional Communication Quarterly? Click here to sign up for e-alerts!

Congratulations to Seigyoung Auh of Journal of Service Research!

October 20, 2014 by

_KKL9867We are delighted to congratulate Seigyoung Auh, winner of Journal of Service Research‘s Best Reviewer Award! Dr. Auh, kindly provided us with some information on his work:

Seigyoung’s research interests are in the areas of knowledge sharing/transfer in sales teams, frontline service employee extra role behavior, salesperson customer orientation diversity, sales team learning and conflict, service climate, service innovation, and service leadership.

His work has been published in journals such as Journal of Retailing, Journal of the Academy of Marketing Science, Journal of Service Research, Journal of Consumer Psychology, Sloan02JSR13_Covers.indd Management Review, International Journal of Research in Marketing, Marketing Letters, Journal of Personal Selling & Sales Management, Industrial Marketing Management, and Journal of Business Research, among others. Seigyoung has worked as a marketing scientist before entering academia where he has taught in Australia, Canada, and Korea, before joining Thunderbird.

He is currently the Associate Editor at Journal of International Marketing and European Journal of Marketing. He is also on the editorial boards of several journals including Journal of Service Research, International Journal of Advertising, Journal of Business Research, among others.

More information on this award can be found by clicking here.

In honor of this award, you can read the latest issue of Journal of Service Research free for the next 30 days! Click here to access the Table of Contents. Want to know about all the latest news and research from Journal of Service Research? Click here to sign up for e-alerts!

Jennifer Chandler on Service Systems

October 17, 2014 by

[Editor's Note: A special thanks to Jennifer Chandler, who took the time to give us some insight on the article "Service Systems: A Broadened Framework and Research Agenda on Value Propositions, Engagement, and Service Experience." The article, recently published in Journal of Service Research, was co-authored with Robert F. Lusch.]

02JSR13_Covers.inddWe believe this study contributes to a deeper understanding of markets that is different than that which is guided by the standard neoclassical economics view of markets. Viewing service from a systems perspective as we do, this study outlines how, market actors – including firms, customers, suppliers – cannot sustain service experiences by themselves. This approach is important because, in many ways, all actors continually influence one another in today’s dynamic and complex market environment largely due to the ascendance of information technology and globalization.

I was inspired to research the topics of service systems, value propositions, and engagement because my work experience in service industries taught me that the exchanges between buyers and sellers in a market is very complex. Having worked in media and tourism, it was evident to me that decisions to exchange were not made based solely on economic factors. We collaborated, we traded, and we bartered. And, everyone involved in a deal knew that there was much more to be gained if we could move forward together, rather than if we set out to make one-time deals. All through my doctoral studies, I became increasingly intrigued with the idea of systems and their complex and adaptive nature. I decided I would devote considerable professional effort to a research program that would develop both conceptual models and frameworks and empirical research to better understand the complexities of exchange systems.

[You can read "Service Systems: A Broadened Framework and Research Agenda on Value Propositions, Engagement, and Service Experience" from Journal of Service Research by clicking here.]

8-17-11_newfaculty_mugs_kt  (Campus)  Portraits of the new faculty. PHOTO/ KAREN TAPIANew faculty member Jennifer ChandlerJennifer D. Chandler is an assistant professor of management at California State University, Fullerton, in the Mihaylo College of Business and Economics. She holds a BA from UCLA, an MBA from the University of Hawaii at Manoa, and a PhD from the University of California, Irvine. Her research focuses on strategic service operations by integrating resource-based view of the firm with social networks analysis. She studies service experiences as well as the collaborative and knowledge management processes that coincide with service. Using multimethod research, she combines predictive modeling and qualitative data analysis. Before entering academia, she had a successful media sales, tourism, and international event management career. After working with media giants Clear Channel Communications and Raycom Media, she began her own agency working across the entertainment, tourism, nonprofit, retailing, and manufacturing sectors.

luschRobert F. Lusch is a professor of marketing, James and Pamela Muzzy Chair in entrepreneurship and innovation, and executive director of the McGuire Center of Entrepreneurship in the Eller College of Management at the University of Arizona. He is a thought leader in retailing and service marketing and is a major contributor to the growing literature on service-dominant Logic. A past chairperson of the American Marketing Association and editor of the Journal of Marketing, he is a frequent industry speaker on service innovation and service ecosystems. He has received the AMA Distinguished Marketing educator award, the Outstanding Marketing Faculty award from the Academy of Marketing Science, and on two occasions received the AMA/Journal of Marketing Harold Maynard Award for contributions to marketing theory. He has published 18 books and the most recent Service-Dominant Logic: Premises, Perspectives and Possibilities by Cambridge University Press (2014) is coauthored with Stephen L. Vargo.

Video: Sarah Miller McCune and Daniel Kahneman Discuss Social and Behavioral Sciences

October 16, 2014 by

Are social and behavioral sciences receiving the respect they deserve in the US today? SAGE Founder and executive chairman Sara Miller McCune and Nobel Laureate Daniel Kahneman sat down to discuss this as well as the importance of interdisciplinary work in the sciences, how social science can enrich the development of public and social policy in the economic and political turmoil in world today, and the possibility of behavioral sciences in the White House. The pair also discussed Kahneman’s acceptance of the inaugural SAGE-CASBS Award. You can view their conversation below:

The second SAGE-CASBS Award will be presented at the 2014 Behavioral & Social Science Summit, run by the Center for Advanced Study in the Behavioral Sciences (CASBS) at Stanford University on November 8, 2014. For more information on the summit, click here.

A version of this post originally appeared on the SAGE Connection blog.


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