This study considers the viability of the combination strategy with regard to the Porter and Miles & Snow generic strategy typologies. Within each framework, it is possible to pursue a “combination strategy,” whereby dimensions of two or more pure strategies are incorporated simultaneously....

Personal selling and personal sales professionals use a number of tools to develop customer relationships. Among these, the sales presentation offers a number of advantages to the sales representative, including strategic advantages. Yet a review of the sales literature reveals that most...

The purpose of this survey was to identify what financial service professionals in the target population indicated they need to build their business and what the Society of Financial Service Professionals can do to help meet those needs.Key findings from the survey include:•The objectives of...

An extensive literature in economics and business provides guidelines for profit maximization for firms in various market structures. However, these elaborate and sophisticated techniques and rules for profit maximization require appropriate estimation of a company’s cost and revenue functions...

The 3D Writing Heuristic is a functional approach to writing that can be used with any standard method of organization. This approach is summarized by what each thought-development passage of business writing should do: Define, Describe, and Defend. The reasons why this approach is particularly...

The purpose of this article is to propose Lexicon Rhetoricae, the narrative theory of Kenneth Burke from the discipline of literary criticism, as a comprehensive model which helps to explain how symbolism and nonconscious processes influence the consumption experience, and which helps to...

This article reviews the ELM of persuasion and argues the model suffers from construct validity and methodological problems regarding low involvement processing and measurement. Five working hypotheses are proposed for improving the study of low involvement processing