Bridging Research and Practice: How Sales Training Can Contribute to New Product Launch Success

This study demonstrates how academicians and practitioners can work together on an important topic that matters to organizational performance: the pivotal role played by salespeople during new product launches. In particular, the authors present three potential interventions that training and sales managers may use to sell a new product to salespeople. The results legitimatize the critical contribution of sales training to new product sales performance and highlight the value of the partnership between training professionals and sales managers.     

Direct memberships in foreign copyright collecting societies as an entrepreneurial opportunity for music publishers – needs,challenges, opportunities and solutions

Journal of Cultural Economics - In the competitive, increasingly international music business, publishers are developing new ways to increase effectiveness and efficiency of the monetization of the...     

Using Quality Systems to Improve Performance

Many organizations have adopted a wide variety of approaches in introducing selected practices for achieving control of the quality of their products and services. Some of these piecemeal applications of the Quality Sciences have been successful–to varying degrees and for a time. However, the only approach that achieves long-term success is that requiring a complete cultural change in most organizations– involving a refocusing of all activities performed by everyone toward mutually intersupportive efforts to reach a common objective. In a word, a Quality System is required. In this paper, I have attempted to portray the basic considerations involved in developing and installing such a system. This is accomplished by describing some of the background of the system concept, certain of the internal and external features of a Quality System, and, to complete the picture, a semi-fictitious recital of the experiences of a company that has decided to embark on the Quality System journey.     

Effects of a motivational climate inntervention for coaches on young athletes' sport performance anxiety

The mastery approach to coaching is a cognitive-behavioral intervention designed to promote a mastery-involving motivational climate, shown in previous research to be related to lower anxiety in athletes. We tested the effects of this intervention on motivational climate and on changes in male and female athletes'cognitive and somatic performance anxiety over the course of a basketball season. Hierarchical linear modeling analyses revealed that the athletes in the intervention condition perceived their coaches as being more mastery-involving on the Motivational Climate Scale for Youth Sports when compared to athletes in an untreated control condition. Relative to athletes who played for untrained coaches, those who played for the trained coaches exhibited decreases on all subscales of the Sport Anxiety Scale-2 and on total anxiety score from preseason to late season. Control group athletes reported increases in anxiety over the season. The intervention had equally positive effects on boys and girls teams.     

Helsen, Gilis and Weston (2006) err in testing the optical error hypothesis

In this commentary, we react to the recent study by Helsen, Gilis and Weston (2006) on judging offside in football. Helsen et al. claim that their data falsify the optical error hypothesis presented by Oudejans et al. (2000). However, as we will elucidate here, they misinterpret this hypothesis and present a data set that is seriously flawed, and hence not suited to test it. Therefore, their conclusions regarding the optical error hypothesis are in error.     

In Pursuit of Chinese Music

<正>They already spent half a lifetime researching and promoting Chinese traditional music, and continue to do so today: Frank Kouwenhoven, a Dutch journalist, m...