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Journal articles on the topic 'Issue selling'

Author: Grafiati

Published: 4 June 2021

Last updated: 6 February 2022

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1

Howard-Grenville, Jennifer A. "Developing Issue-Selling Effectiveness over Time: Issue Selling as Resourcing." Organization Science 18, no. 4 (2007): 560–77. http://dx.doi.org/10.1287/orsc.1070.0266.

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2

Randel, Amy E., Kimberly S. Jaussi, and Anne Wu. "Observed Issue Selling: The Effects of Role Models, Willingness to Issue Sell, and Inclusion in Decision Making." Journal of Applied Behavioral Science 55, no. 3 (2019): 352–68. http://dx.doi.org/10.1177/0021886319838629.

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This study examines issue selling (an early component of the change process in which higher-level managers are influenced to pay attention to issues). Building on the conservation of resources model, social contextual factors (role models for issue selling and inclusion in decision making) are proposed to explain when and how issue selling occurs during the early stages of change. This research breaks new ground by examining issue selling behavior (as observed by supervisors) in conjunction with willingness to issue sell. Results based on a sample of 191 employee–supervisor dyads suggest that

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3

De Roo, Michiel, and Christopher Wickert. "Stretching issue selling beyond organizational boundaries: The influence of external issue selling." Academy of Management Proceedings 2021, no. 1 (2021): 16031. http://dx.doi.org/10.5465/ambpp.2021.16031abstract.

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4

Kawasaki, K. "Special issue : long-selling goods."Long-selling goods" in clothing." Sen'i Kikai Gakkaishi (Journal of the Textile Machinery Society of Japan) 45, no. 8 (1992): P384—P388. http://dx.doi.org/10.4188/transjtmsj.45.8_p384.

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5

Alisa Ahmad, Azlin, Norhoneydayatie Abdul Manap, and Nor Qamal Danial Mohd Safuan. "REGULATED SHORT SELLING IN BURSA MALAYSIA: EVALUATING THE USURY ISSUE." International Journal of Advanced Research 9, no. 01 (2021): 991–98. http://dx.doi.org/10.21474/ijar01/12380.

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Regulated short selling transactions is an alternative that was introduced by the Syariah Advisory Council (SAC), which is attached to the Securities Commission Malaysia, to implement short selling in Malaysia. Short selling is not permitted because it involves various Shariah-related issues, including usury, uncertainty (ghÃ„Ârar), gambling, speculation etc. Since short selling has advantageous in terms of liquidity and opportunities for investors to reap profit when the value of securities fall, hence, regulated short selling activities should be restructured so that it can be implemented w

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6

Bianco, William, and Keith Gaddie. "Special Issue Editors’ Introduction: Selling Space*." Social Science Quarterly 98, no. 4 (2017): 1139–43. http://dx.doi.org/10.1111/ssqu.12466.

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7

LaPlaca, Peter J. "Special Issue on Selling and Sales Management." Industrial Marketing Management 39, no. 7 (2010): 1041–44. http://dx.doi.org/10.1016/j.indmarman.2010.08.012.

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8

Dutton, Jane E., Susan J. Ashford, Regina M. O'Neill, and Katherine A. Lawrence. "Moves that Matter: Issue Selling and Organizational Change." Academy of Management Journal 44, no. 4 (2001): 716–36. http://dx.doi.org/10.5465/3069412.

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9

Dutton, J. E., S. J. Ashford, R. M. O'Neill, and K. A. Lawrence. "MOVES THAT MATTER: ISSUE SELLING AND ORGANIZATIONAL CHANGE." Academy of Management Journal 44, no. 4 (2001): 716–36. http://dx.doi.org/10.2307/3069412.

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10

Alt, Elisa, and Justin B. Craig. "Enacting Social and Commercial Logics in Issue Selling." Academy of Management Proceedings 2015, no. 1 (2015): 17925. http://dx.doi.org/10.5465/ambpp.2015.260.

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11

Rodriguez, Michael, Andrea L. Dixon, and James W. Peltier. "A review of the interactive marketing literature in the context of personal selling and sales management." Journal of Research in Interactive Marketing 8, no. 4 (2014): 294–308. http://dx.doi.org/10.1108/jrim-06-2014-0035.

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Purpose – The purpose of this 16-year review is to summarize interactive marketing literature in the context of personal selling and sales management. This paper serves as precursor to the Special Issue on the Convergence of Interactive Marketing and Personal Selling and Sales Management to be published by the Journal of Research in Interactive Marketing. Key research needs are identified. Design/methodology/approach – A content analysis was performed on 106 articles categorized over 1998-2013. Ebsco Host was used as the database search engine, running impendent searches using personal selling

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12

Vithessonthi, Chaiporn. "Resistance to change as issue selling in multinational firms." Journal of Organisational Transformation & Social Change 7, no. 3 (2010): 265–84. http://dx.doi.org/10.1386/jots.7.3.265_1.

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13

Dickons, Gilly. "How to indentify your unique selling points." Journal of Aesthetic Nursing 8, no. 4 (2019): 201–2. http://dx.doi.org/10.12968/joan.2019.8.4.201.

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In last month's issue, Gilly Dickons explained the steps practice managers can take to conduct an analysis of their competitors. In this article, Dickons examins how to look at your own practice in order to identify and develop your own unique selling points

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14

Schifeling, Todd, and Sara B. Soderstrom. "Empowering Climate Leaders: An Open Resourcing Approach to Issue Selling." Academy of Management Proceedings 2019, no. 1 (2019): 13399. http://dx.doi.org/10.5465/ambpp.2019.13399abstract.

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15

Dubinsky, Alan J. "Introduction to the special issue on selling and sales management." Psychology and Marketing 23, no. 2 (2005): 75–76. http://dx.doi.org/10.1002/mar.20100.

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16

LaPlaca, Peter. "Letter for the special issue on selling and sales management." Industrial Marketing Management 25, no. 5 (1996): 321. http://dx.doi.org/10.1016/0019-8501(96)00033-8.

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17

Honeycutt, Earl D. "Introduction to the special issue on selling and sales management." Industrial Marketing Management 25, no. 5 (1996): 323–25. http://dx.doi.org/10.1016/0019-8501(96)00034-x.

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18

Gustafson, Matthew T. "Price Pressure and Overnight Seasoned Equity Offerings." Journal of Financial and Quantitative Analysis 53, no. 2 (2018): 837–66. http://dx.doi.org/10.1017/s0022109017001181.

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Between 2009 and 2014, 75% of seasoned equity offerings (SEOs) were announced and issued overnight, compared to 27% between 2000 and 2008. Overnight issuers obtain a higher SEO offer price because they experience more favorable pre-offer returns. Consistent with these favorable returns being due to the avoidance of pre-issue selling pressure, non-overnight issuers experience a 2.5% pre-issue stock-price decline that reverses within 7 days. This post-issue reversal is increasing in SEO offer size and bigger following large pre-issue price declines. In contrast, returns following overnight offer

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19

Simsarian Webber, Sheila, Karen Bishop, and Regina O'Neill. "Trust repair: the impact of perceived organisational support and issue‐selling." Journal of Management Development 31, no. 7 (2012): 724–37. http://dx.doi.org/10.1108/02621711211243917.

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20

Gammelgaard, Jens. "Issue Selling and Bargaining Power in Intrafirm Competition: The Differentiating Impact of the Subsidiary Management Composition." Competition & Change 13, no. 3 (2009): 214–28. http://dx.doi.org/10.1179/102452909x451341.

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This paper reports the findings from five case studies on Danish-owned subsidiaries in China and India and demonstrates how a subsidiary's issue-selling strategy influences its bargaining power in intrafirm competition within a multinational corporation. Issue-selling strategies of subsidiaries involve various activities aiming at (a) making the parent company understand an issue, (b) attracting parent-company attention to an issue, and (c) lobbying for an issue at the parent company. Next to illustrating these activities, the empirical part of the paper shows that subsidiaries managed by pare

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21

E. Boyd, Naomi, Ann Marie Hibbert, and Ivelina Pavlova. "Accounting irregularities and failure to deliver." Managerial Finance 40, no. 8 (2014): 770–86. http://dx.doi.org/10.1108/mf-08-2013-0219.

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Purpose – The purpose of this paper is to examine the relationship between naked short selling and accounting irregularities that cause a firm to issue a restatement. Design/methodology/approach – Using the level of abnormal fails-to-deliver as a proxy for naked short selling, the paper looks for evidence of increased naked short selling in anticipation of, as well as in response to these announcements. Findings – Larger firms and firms with a higher percentage of institutional ownership experience greater levels of fails prior to the announcement day, while smaller firms are more likely to be

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22

Rapp, Adam, and Nikolaos G. Panagopoulos. "Perspectives on Personal Selling and Social Media: Introduction to the Special Issue." Journal of Personal Selling & Sales Management 32, no. 3 (2012): 301–4. http://dx.doi.org/10.2753/pss0885-3134320301.

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23

Lauche, Kristina, and Miriam Erez. "Emotional Dynamics of Issue selling and Collective Moaning: How Innovators Negotiate Resources." Academy of Management Proceedings 2015, no. 1 (2015): 10053. http://dx.doi.org/10.5465/ambpp.2015.10053abstract.

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24

Ling, Yan, Steven W. Floyd, and David C. Baldridge. "Toward a model of issue-selling by subsidiary managers in multinational organizations." Journal of International Business Studies 36, no. 6 (2005): 637–54. http://dx.doi.org/10.1057/palgrave.jibs.8400166.

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25

Bikhchandani, Sushil, and Chi-fu Huang. "The Economics of Treasury Securities Markets." Journal of Economic Perspectives 7, no. 3 (1993): 117–34. http://dx.doi.org/10.1257/jep.7.3.117.

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The market for Treasury securities attracted considerable attention recently, after alleged infringements by Salomon Brothers. Several questions have been raised about the best way of selling U.S. government debt. One issue is whether altering the auction format would yield greater revenues for the Treasury. Another related question is how susceptible the existing mechanism for selling Treasury securities is to manipulation by buyers. In this paper, we describe what economists' analyses of auctions imply about the market for Treasury securities.

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26

Dickons, Gilly. "How to use the knowledge of your unique selling points." Journal of Aesthetic Nursing 8, no. 5 (2019): 253–54. http://dx.doi.org/10.12968/joan.2019.8.5.253.

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In last month's issue, Gilly Dickons gave some guidance as to how to identify your clinic's unique selling points (USPs). However, identifying your clinic's USPs is futile if you don't then put this information to good use. In this article, Dickons explores how you can do this

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27

Pichler, Pegaret, and Alex Stomper. "IPO Pricing Mechanisms in the Presence of When-Issued Markets." Quarterly Journal of Finance 04, no. 03 (2014): 1450016. http://dx.doi.org/10.1142/s2010139214500165.

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In some countries, it is common that initial public offerings (IPOs) are preceded by forward ("when-issued") trading of the shares; in the US, such trading is prohibited. We analyze the effect of when-issued trading on the pricing and allocation of IPO shares. We demonstrate that the optimal selling mechanism in the presence of when-issued trading differs qualitatively from the optimal mechanism if such trading is prohibited. Furthermore we show that trading rules in the when-issued market can be designed so that allowing when-issued trading results in an increase in expected issue proceeds.

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28

Glackin, Caroline E. "Traci Lynn Jewelry: an entrepreneur maximizing shining opportunities." CASE Journal 15, no. 5 (2019): 378–96. http://dx.doi.org/10.1108/tcj-01-2018-0007.

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Theoretical basis The central issue in the case is opportunity identification and decision making. While the literature on direct selling is limited, much has been written about ideation, effectuation, causality and opportunity identification and assessment. Scholars of entrepreneurship debate whether entrepreneurial opportunities are identified and assessed primarily through effectuation or causation. Research methodology This case is based upon a combination of interviews with the protagonist, her staff and secondary research. Case overview/synopsis This case explores the opportunity identif

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29

Chai, Junwu, Huan Chen, Qilin Huang, and Wei Yan. "Should a Manufacturer Encroach on Its Retailer’s Operations with Quality Differentiated Products?" Discrete Dynamics in Nature and Society 2017 (2017): 1–12. http://dx.doi.org/10.1155/2017/8367547.

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Despite the fact that manufacturers are progressively encroaching into the retail market by selling products that differ in quality from the products that are already on the market, this issue has received little attention in the literature on dual-channel supply chains. We fill this gap by first considering that a manufacturer sells higher- (lower-) quality products through its own direct channel, whereas all lower- (higher-) quality products are distributed by an independent retailer, and then comparing our equilibrium outcomes with those in the literature of the manufacturer who distributes

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30

Dutton, Jane E., Susan J. Ashford, Katherine A. Lawrence, and Kathi Miner-Rubino. "Red Light, Green Light: Making Sense of the Organizational Context for Issue Selling." Organization Science 13, no. 4 (2002): 355–69. http://dx.doi.org/10.1287/orsc.13.4.355.2949.

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31

Rapp, Adam, and Thomas L. Baker. "Introduction to the special issue on the intersection of professional selling and service." Journal of Personal Selling & Sales Management 37, no. 1 (2017): 4–10. http://dx.doi.org/10.1080/08853134.2017.1292099.

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32

Dörrenbächer, Christoph, and Jens Gammelgaard. "Subsidiary Initiative Taking in Multinational Corporations: The Relationship between Power and Issue Selling." Organization Studies 37, no. 9 (2016): 1249–70. http://dx.doi.org/10.1177/0170840616634130.

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33

Henderson, Linda S., Richard W. Stackman, and Charles Y. Koh. "Women project managers: the exploration of their job challenges and issue selling behaviors." International Journal of Managing Projects in Business 6, no. 4 (2013): 761–91. http://dx.doi.org/10.1108/ijmpb-06-2012-0033.

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34

MUHAMMAD, ILYAS, KARMILIANI ROZINA, and IQBAL SAJID. "SELLING YOUR ORGAN TO SAVE YOUR LIFE: AN ETHICAL ISSUE IN PAKISTANI PERSPECTIVE." i-manager’s Journal on Nursing 10, no. 4 (2021): 32. http://dx.doi.org/10.26634/jnur.10.4.17483.

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35

Santos, Renato. "Strategic Issue Selling by International Subsidiaries: The moderating role of the cultural distance." Academy of Management Proceedings 2021, no. 1 (2021): 13976. http://dx.doi.org/10.5465/ambpp.2021.13976abstract.

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36

Navrátilová, Miroslava, Josef Abrhám, Markéta Beranová, and David Brož. "Alternative food networks as a counterbalance in the globalized perception of young consumers." SHS Web of Conferences 74 (2020): 05015. http://dx.doi.org/10.1051/shsconf/20207405015.

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The phenomenon of alternative food networks is becoming increasingly important, especially in the context of changes in consumer behavior and business sustainability. The distribution channels of some products place a disproportionate burden on the environment. In this context, the issue of local food production and the use of local distribution channels are becoming increasingly important as counterbalances of international trade processes in the context of globalization. New food-specific forms include alternative food networks. Sustainability is a topical issue, especially among young consu

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37

Ward, Jenni. "Researching Drug Sellers: An ‘experiential’ account from ‘the field’." Sociological Research Online 13, no. 1 (2008): 31–42. http://dx.doi.org/10.5153/sro.1673.

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Ethnographic research techniques are well regarded as a way to elicit detailed understandings of human interaction. They are particularly useful for examining ‘deviant’ cultures and the dynamics of illegal activity. Though, ethnographic research on illegal activity can be ‘messy’. This paper reports some practical and ethical issues encountered while carrying out an ethnographic study of drug use and drug selling among ‘rave’ dance participants in London. In particular it addresses the issue of using friendship to assist the research relationship and the use of a semi-covert style of research.

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38

Sherard, Hamp. "The Thinking of Students: Make Mine Lemon-Roasted." Mathematics Teaching in the Middle School 6, no. 2 (2000): 100–102. http://dx.doi.org/10.5951/mtms.6.2.0100.

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The following “Food for Thought” problem appeared in the January 2000 issue of the journal: The sales manager for Chicken Shack Restaurants is studying the sales figures of two new varieties of chicken sandwiches recently introduced at eight of its restaurants. For four weeks, three restaurants have been selling lemon-roasted-chicken sandwiches, and for three weeks, the other five restaurants have been selling barbecued- chicken sandwiches. During this testing period, 6000 lemon-roasted-chicken sandwiches were sold, and 7200 barbecued-chicken sandwiches were sold. Which of the two new chicken

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39

Lou, Xiaoxia, and Albert Y. Wang. "Flow-Induced Trading Pressure and Corporate Investment." Journal of Financial and Quantitative Analysis 53, no. 1 (2018): 171–201. http://dx.doi.org/10.1017/s0022109017000953.

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The impact of liquidity-motivated institutional trading on firms’ real decisions is not confined to periods of financial crisis. Firms subject to mutual fund flow-driven selling pressure reduce share issuance and investment, whereas firms experiencing buying pressure do not increase investment, although they issue more equity. Firms under extreme selling pressure cut quarterly investment by 0.075 percentage points of total assets, which is 4.3% of the average quarterly investment in our sample. We also find evidence that the effect is not attributed to managerial learning or catering incentive

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40

da Vinha, Luis. "Selling the Arc of Crisis: Promoting Foreign Policy Change during the Carter Presidency." Slovak Journal of Political Sciences 16, no. 2 (2016): 162–89. http://dx.doi.org/10.1515/sjps-2016-0009.

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Abstract The Carter Administration came to Office seeking to continue a policy of détente. However, the Administration’s policy vis-à-vis the Soviets became more assertive throughout the Presidency, culminating in the Carter Doctrine. The current paper applies a conceptual framework for “issue selling” to argue that a more assertive foreign policy was being promoted by the Assistant to the President for National Security Affairs and his NSC staff since the early days of the Carter Presidency. By applying an assortment of issue selling strategies, Zbigniew Brzezinski and the NSC staff were able

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41

Muhibbuddin, Muhibbuddin. "Credit: An Islamic Law Perspective." Al-Mizan 13, no. 2 (2017): 227–42. http://dx.doi.org/10.30603/am.v13i2.912.

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This study aims to examine the legal status of credit sale and purchase. This phenomenon is inseparable from the context of Islamic legal thinking about the legal status of the credit financing system with the addition of prices. Buying and selling credibility is one alternative for consumers to own the goods they want. The results of the study showed that there were three views of scholars regarding the legal status of the credit system sale and purchase, namely: a view that absolutely forbids, can be absolutely, and tafshil (between neutral and forbidden). The author argues that the issue of

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42

Djawaria, Dewi Paskalia Andi, Adji Prayitno Setiadi, and Eko Setiawan. "Questionnaire Development and Identification of Factors Contributing to Non-Prescription Antibiotic Selling Behavior in Surabaya Community Setting." JURNAL MANAJEMEN DAN PELAYANAN FARMASI (Journal of Management and Pharmacy Practice) 8, no. 3 (2018): 105. http://dx.doi.org/10.22146/jmpf.36366.

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The selling practice of antibiotics without prescription is one of serious problems in the global health sector, especially in the developing countries. Nevertheless, the significant driver of such pratices had never been identified yet. The aim of this study was to identify the contributing factors of the selling practice of antibiotics without prescription in the drug stores (apotek). The identification was conducted using a new developed questionnaire. The contributing factors of such practices, found in the literature, were used to develop the questionnaire. The face and content validity w

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43

Nila, Udhaya, Abalin Luther, and Aathi Vignesh. "Block Chain in Fake Product Identification System Using QR Code." International Journal on Cybernetics & Informatics 10, no. 2 (2021): 73–80. http://dx.doi.org/10.5121/ijci.2021.100209.

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Every popular brand has fake manufacturers selling a counterfeited item at cheaper rates. Mostly counterfeiting medicine are selling to customer. For these factors combined with block chain technology can lead to an efficient comprehensive approach to reduce counterfeiting. Pharmaceutical organizations face many challenges regarding counterfeit medicines. Detecting fault medicines so that it will save public life. To discover the consciousness of the fake medication issue which requires an expanding security level for the appropriation of lawful pharmaceutical items. Manufacturing to user can

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44

Van Doren, Doris C., and Louise W. Smith. "Teaching Telemarketing in the Framework of the Seven Steps of Personal Selling." Journal of Marketing Education 10, no. 1 (1988): 44–49. http://dx.doi.org/10.1177/027347538801000107.

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In the Summer 1986 issue of the Journal of Marketing Education, Clabaugh and Wallace discussed the importance of expanding marketing curricula to include direct marketing. This article describes the rationale and methodology of a teaching module on telemarketing as a natural off-shoot of the basic personal sales process.

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45

Conroy, Kieran M., and David G. Collings. "The legitimacy of subsidiary issue selling: Balancing positive & negative attention from corporate headquarters." Journal of World Business 51, no. 4 (2016): 612–27. http://dx.doi.org/10.1016/j.jwb.2016.03.002.

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46

LaPlaca, Peter J. "Industrial Marketing Management, Vol. 34 No. 4, Special Issue on Selling and Sales Technology." Industrial Marketing Management 34, no. 4 (2005): 299. http://dx.doi.org/10.1016/j.indmarman.2004.12.001.

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47

Rapp, Adam, Thomas L. Baker, Nathaniel N. Hartmann, and Michael Ahearne. "The Intersection of Service and Sales: The Increased Importance of Ambidexterity." Journal of Service Research 23, no. 1 (2019): 8–12. http://dx.doi.org/10.1177/1094670519892333.

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Blurring roles in the front line are changing how many organizations interact with their customers. Whereas frontline employees were tasked with functional roles of service or selling, an increased competitive environment and growing customer expectations have caused a shift requiring many employees to be effective at both selling and service. The growth of sales/service ambidexterity in both practice and research has prompted more meaningful investigation of the topic. The purpose of this article is to provide a brief background of ambidexterity and positioning of the topic. We provide a disc

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48

Richens, Nick. "The Heathen Are Come Into Thine Inheritance: Reverter Of School Sites And The House Of Lords' Decision in Fraser v Canterbury Dbf." Ecclesiastical Law Journal 8, no. 39 (2006): 458–63. http://dx.doi.org/10.1017/s0956618x00006748.

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On 27 October 2005 the House of Lords' decision in Fraser v Canterbury Diocesan Board of Finance (No 2)—referred to in this Comment as Fraser (No 2)—ended an audacious attempt by the Canterbury Diocese to eliminate the issue of reverter in the majority of school sites affected by it. The media, largely unable to comprehend the legal issues, announced that the decision would lose the Church a lot of money: ‘The widespread practice of selling school sites could prove to be a costly mistake’; ‘Defeat over sale of school land to cost Church millions’.

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49

Schrover, Marlou, and Tycho Walaardt. "Displaced persons, returnees and ‘unsuitables’: the Dutch selection of DPs (1945–1951)." Continuity and Change 33, no. 3 (2018): 413–40. http://dx.doi.org/10.1017/s0268416018000255.

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AbstractAfter the Second World War, Dutch authorities allowed 8,000 displaced persons (DPs) to come to the Netherlands, but only 3,904 came, and 25 per cent of them returned to camp life in Germany. This article seeks to explain why debates on the DP issue changed so rapidly within a short period of time. In earlier publications, it has been claimed that ‘selling’ DPs as workers helped to solve the DP issue. This strategy did not work for the Netherlands. This article analyses how the DP issue was framed by organisations, the Dutch government, civil servants, the Dutch Homeland Security Depart

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50

Rudnytskyi, Vasyl, and Olena Rudnytska. "The reporting format of managerial accounting by main business processes in trading enterprises." Herald of Ternopil National Economic University, no. 2(92) (March 3, 2019): 134–44. http://dx.doi.org/10.35774/visnyk2019.02.134.

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Introduction. Today’s increased competition and deepening process of globalization have raised the issue of information provision of managers at all levels of management, particularly accurate and timely information on financial and economic performance of enterprises. For making effective managerial decisions, managers do not only need financial information, but also non-financial information that is found in managerial accounting reports. Therefore, this is an up-to-date issue, which should be further considered. Purpose. The purpose of the study is to examine types of the reporting format o

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