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AbstractPurpose -The purpose of this paper is to determine if rural firms can utilize technology to communicate with their customers, compete for business, reduce costs, and improve operations to maintain competitive advantage.
The study of top management teams, which began with confidence, optimism, and promise, has been plagued by criticisms arising from mixed or weak findings and poor explanatory power of firm outcomes vis‐à‐vis other variables. This paper argues that the disputed phenomenon of top management team relevance can be enhanced through the inclusion of several intervening variables. To achieve that end, several perspectives had to be synthesized in order to arrive at an integrated framework of nine key variables that may illuminate: (1) the circumstances as to when and to what extent top management teams have discretion to both make and implement strategic decisions, and, hence, have the greatest impact on a firm’s competitive posture, (2) the impact of such discretion on a firm’s competitive posture.
This study addresses the proposition as to whether the collaborative negotiation style is the most prevalent among American sales managers in the competitive landscape created by the global economy. It also examines whether there are relationships between the sales managers' negotiation styles and selected personal and organizational characteristics that may affect negotiation styles. The findings of the study reveal that the collaborative style is indeed the most predominant. However, some sales managers do still emphasize the competitive style. This variation may imply Weitz's (1981) adaptive behaviors. There are also significant relationships between the sales managers' negotiation styles and personal and organizational characteristics.
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