scholarly journals How to Sell a Friend: Disinterest as Relational Work in Direct Sales

2021 ◽  
Vol 8 ◽  
pp. 1-25
Author(s):  
Curtis Child
Keyword(s):  
Direct Sales ◽  
Relational Work

Small talk as work talk: Enacting the patient-centered approach in nurse-practitioner-patient visits

2018 ◽  
Vol 14 (2) ◽  
pp. 97-107 ◽  
Author(s):  
Staci Defibaugh
Keyword(s):  
Nurse Practitioners ◽  
Nurse Practitioner ◽  
Medical Visit ◽  
Patient Centered ◽  
Small Talk ◽  
Medical Visits ◽  
Relational Work ◽  
The Us ◽  
The Individual ◽  
Patient Relationships

Small talk in medical visits has received ample attention; however, small talk that occurs at the close of a medical visit has not been explored. Small talk, with its focus on relational work, is an important aspect of medical care, particularly so considering the current focus in the US on the patient-centered approach and the desire to construct positive provider– patient relationships, which have been shown to contribute to higher patient satisfaction and better health outcomes. Therefore, even small talk that is unrelated to the transactional aspect of the medical visit in fact serves an important function. In this article, I analyze small talk exchanges between nurse practitioners (NPs) and their patients which occur after the transactional work of the visit is completed. I focus on two exchanges which highlight different interactional goals. I argue that these examples illustrate a willingness on the part of all participants to extend the visit solely for the purpose of constructing positive provider–patient relationships. Furthermore, because exchanges occur after the ‘work’ of the visit has been completed, they have the potential to construct positive relationships that extend beyond the individual visit.

The Hard Sell

2017 ◽  
Author(s):  
Peter Scott
Keyword(s):  
Price Competition ◽  
New Economy ◽  
The United States ◽  
Vacuum Cleaner ◽  
Firm Level ◽  
Direct Sales ◽  
Cost Distribution ◽  
Household Cleaning ◽  
Time Savings ◽  
Cleaning Methods

The vacuum cleaner was an archetypal new economy product of the early twentieth century. It offered both major time savings and qualitative advantages over previous household cleaning methods—the brush, broom, and manual carpet sweeper—and was sold in a novel way (by household demonstration). The direct sales techniques pioneered by vacuum manufacturers in the United States were to have a profound impact on the way vacuums were sold in Britain, and globally. Yet by 1939 their household diffusion was relatively slow compared to refrigerators or washing machines. This chapter explores why the industry evolved a structure based on high prices, high cost distribution methods (door-to-door sales), and a strong emphasis on non-price competition, based on differentiation through features. It also shows how door-to-door selling eventually came to constitute both a key firm-level competitive advantage and a substantial industry-level constraint on product diffusion.

Relational work in dispute: Negotiating norms, negotiating relationships

2020 ◽  
Vol 0 (0) ◽  
Author(s):  
Yanwei Hu
Keyword(s):  
Dynamic Process ◽  
Normative Commitment ◽  
Relational Work ◽  
Recent Developments ◽  
Normative Basis ◽  
Relational Aspect ◽  
Evaluative Judgement

AbstractRecent developments of politeness research mainly consist of the study of politeness within a broader framework of relationship or relating and the re-conceptualization of politeness as an evaluative judgement made by participants on the basis of norms and expectations. This article hopes to contribute to the study of relating by probing into the normative basis of relational work. Addressing the relational aspect of communication, Habermas’ (1979) concept of normative rightness claim highlights the normative commitment of the speaker in doing (more than judging) relational work, which has been obscured by the focus on (hearers’) judgements in current research on relational work. Habermas’ concept brings into focus the fact that participants in interaction can define and redefine their relationship through contesting the other’s normative rightness claim or the normative background thereby evoked. This dynamic process of negotiating relationships through negotiating norms can be further explicated by drawing on Culpeper’s (2008) and Kádár and Haugh’s (2013) differentiations of norms. The article explores the usefulness of such differentiations by analyzing different cases of norm variation which can be seen to underlie relational work dispute.

scholarly journals Organic Farming Increases the Technical Efficiency of Olive Farms in Italy

Agriculture ◽  
2021 ◽  
Vol 11 (3) ◽  
pp. 209
Author(s):  
Maria Raimondo ◽  
Francesco Caracciolo ◽  
Concetta Nazzaro ◽  
Giuseppe Marotta
Keyword(s):  
Organic Farming ◽  
Technical Efficiency ◽  
Stochastic Frontier ◽  
Farming System ◽  
Positive Role ◽  
Conventional Agriculture ◽  
Direct Sales ◽  
Organic Farming System ◽  
The Impact

While there is growing recognition of the positive role played by organic farming in the reduction of the negative externalities due to conventional agriculture, there is uncertainty about the effect of the latter on the economic performance of the farms. In this scenario, the present paper aims at investigating the effect of organic farming on technical efficiency in Italian olive farms. A cross-section dataset was analyzed through the stochastic frontier function, where the adoption of organic farming was explicitly modeled. Then, to obtain an unbiased estimate of the impact of organic farming on technical efficiency, a propensity score matching method was implemented. The findings reveal that organic farming increases technical efficiency in Italian olive farms by approximately 10%. The highest impact of organic farming is observed in small farms. As for the propensity to become organic, we found that the production and the direct sales of a higher quality of gross marketable output, as well as the intensity of labor and machines, increase the probability to adopt organic farming. Conversely, farm localization, the availability of family labor, and financial capital discourage conversion to the organic farming system.

It’s Not Just Sex: Relational Dynamics between Street-Based Sex Workers and Their Regular Customers

2021 ◽  
pp. 095001702110217
Author(s):  
Sharon S Oselin ◽  
Katie Hail-Jares
Keyword(s):  
Sex Work ◽  
Sex Workers ◽  
Service Industry ◽  
Washington Dc ◽  
Work Practices ◽  
Considerable Time ◽  
Economic Stability ◽  
Relational Dynamics ◽  
Relational Work ◽  
Boundary Setting

Establishing regular customers is an integral aspect of any service industry since they can increase profits and referrals. Most research on regulars within sex work focuses on indoor, high-end workers, who cultivate them through relational work practices. Yet very little is known about whether street-based sex workers employ these same tactics or even seek out regulars. This article draws upon interviews with 36 street-based sex workers in Washington, DC, USA. Sex workers dedicate considerable time and effort in order to retain regulars via relational work, noting such customers offer greater economic stability and fewer risks. Relational work also has disadvantages, exacerbated by the illicit and illegal nature of this work. Street-based sex workers navigate boundary setting and slippage as a part of retaining or rejecting regular clients. These findings have implications for policies that can reduce harms for sex workers and enhance their protections.

scholarly journals The Implementation of CSA Model in Aquaculture Management in Poland

2021 ◽  
Vol 13 (3) ◽  
pp. 1242
Author(s):  
Magdalena Raftowicz ◽  
Magdalena Kalisiak-Mędelska ◽  
Mirosław Struś
Keyword(s):  
Supply Chain ◽  
Supply And Demand ◽  
Profit Maximization ◽  
Source Material ◽  
Agricultural Products ◽  
Alternative Form ◽  
Community Supported Agriculture ◽  
Direct Sales ◽  
Key Stakeholders ◽  
Aquaculture Management

Community Supported Agriculture (CSA) is an alternative form of distributing agricultural products, including fish, consistent with the model of food supply chain shortening. It extends beyond the traditional model of profit maximization and aims at strengthening local interactions with food consumers. The purpose of this article is to assess the feasibility of implementing the CSA model in the Polish carp market, representing the dominant aquaculture product. The research focused on the potential identified on the supply and demand sides of the carp market. The source material was collected through a pilot two-track empirical study conducted in 2019 in the Barycz Valley, where the largest complex of carp breeding ponds is located in Poland, and in Europe. We propose that the following CSA model of direct sales can become a source of specific benefits in the economic, social, and environmental dimensions for the key stakeholders of the supply chain, (i.e., carp producers and consumers). The research results show that in the case of carp production in Poland, CSA may turn out a desirable support for the sale of fish in the future; however, the existing conditions are not yet fully favourable for its development.

Antecedents and consequences of replacing international independent intermediaries

2014 ◽  
Vol 26 (3) ◽  
pp. 218-237
Author(s):  
Erik B. Nes
Keyword(s):  
Longitudinal Design ◽  
Operation Mode ◽  
Content Type ◽  
Performance Variables ◽  
Direct Sales ◽  
Home Based ◽  
Process Theories ◽  
Antecedents And Consequences ◽  
Communication Control ◽  
And Control

Purpose – What characterizes the relationships with intermediaries that are soon to be replaced, and are the replacements successful? The paper aims to discuss these issues. Design/methodology/approach – The study applies a longitudinal design. The paper conducted a survey among a sample of exporters concerning their relationships with independent intermediaries in terms of trust, commitment, communication, control and two performance variables; financial performance and strategic goal achievement. Five years thereafter the author contacted the same companies again and questioned which independent intermediaries had been replaced in the period. The author then compared the replaced intermediaries with the extended intermediaries before they were replaced and analysed changes in the evaluations of the relationships and of the performance after the replacement. Findings – The relationships with terminated intermediaries that were replaced by sales subsidiary or home-based direct sales were characterized having higher trust, communication and control than extended relationships before replacement. While it may be surprising that these quite successful relationships were terminated, this is in line with internationalization process theories. The replacements, both intermediaries that were replaced by other intermediaries and by sales subsidiary/home-based direct sales, were highly successful in terms of improvement in performance and behavioural relationship variables. Research limitations/implications – The empirical findings are limited by the sample and by data collection from the principal only in the dyadic relations. Practical implications – International independent intermediaries should analyse the likelihood of being replaced by the principal because the relationship or the performance is unsatisfactory, but also because of satisfactory evaluations. Terminations of satisfactory relationships tend to be accompanied by change in operation mode to internal organization. The independent intermediary should in such cases build a defence structure against unwanted termination and/or prepare for buyout. The success of the replacements suggests that international marketers benefit from being proactive in replacing intermediaries with new intermediaries or with a hierarchal entry mode. Originality/value – This is the first study that applies most of these variables from interorganizational relations theory in the study of international independent intermediary replacements. It is also the first to give insight into the consequences of intermediary terminations.

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