The purpose of this study was to analyze the change in gay/lesbian friendships after the disclosure of their sexual identity. Six specific areas were examined: (1) what are the circumstances under which persons find out their close friends are gay/lesbian (hereafter referred to as the event), (2) do relationships change when close friends find out about the participants' sexual identity, (3) if the relationship changes, how does it change (hereafter referred to as the relational outcome), (4) which events are associated with which relational outcomes, (5) how satisfied are the gays/lesbians with their relational outcomes, and (6) what are the gays'/lesbians' perceived causes of the relational outcomes. The results of this study indicated that the majority of the participants disclosed their sexual identity to their close friends. And they did so in an attempt to be honest, to avoid hiding who they are, and to be able to talk about their sexual identity freely. Most of the participants reported being quite satisfied with the relationships which became more close or stayed the same. Most of the participants reported being somewhat unsatisfied with the relationships which became more distant or terminated. The way in which the friends found out about the participants' sexual identity was not related to whether or not the relationship became more close or more distant. The participants believed their relationships became more close because they were honest. However, the participants believed their relationships became more distant because their friends were homophobic. This research is significant because it may help counselors, therapists, and practitioners coach gay men and lesbians when their relationships deteriorate or are strained. This research may also enable gay men and lesbians to be aware of potential factors which might affect their relationships with their friends after disclosure occurs. In addition, this research may equip gay men and lesbians with information to enable them to make educated decisions on discussing their sexual identity with their friends. Furthermore, the results from this research might provide suggestions to individuals who have gay friends to help them make the coming-out process easier for their gay friends. / Graduation date: 1998

Thesis (M.Ed.)--North-West University, Vaal Triangle Campus, 2005.

Through the years customer orientation is an area of marketing that has received much attention. One of the key aspects of customer orientation is the “ability of the salespeople to help their customers”. There has been research on how salesperson’s behavior influences customer orientation. However, previous research has been conducted on the business unit level. At the moment there is no research done on how a salesperson’s individual behavior affects a company’s overall customer orientation. Therefore, this dissertation will try to fill the research gap on how salesperson’s individual behavior affects overall customer orientation.The study is performed on the three major electronic retail stores in the Swedish market. Twelve types of behaviors were selected and were tested with the mystery shopper method and observations of customers in the stores. Two other behaviors of salespeople were discovered. The results show that many of the behaviors described in theories do apply to salesperson’s individual behavior. However, there are some behaviors that are more common than others. The conclusion is that even though there are some common salespeople behaviors, it is very individual how salespeople behave towards customers.

The purpose of the architecture of software systems in business organizations is to support those organizations in achieving business goals. In software development organizations the design of an architecture is a collective effort that involves various organizational stakeholders and designers, who identify, interpret, and reason about intents, and communicate, delegate, commit to, and implement intents and decisions. Current architectural design descriptions are by-and-large based on block-and-arrow notations representing "coarse-grained" solution elements of the system. They lack explicit representation for modeling and analyzing the decision-making of stakeholders and architectural designers who hold different organizational responsibilities, and pursue conflicting and/or synergistic business or system goals, while collectively pursuing organizational objectives. This thesis considers the proposition that a distributed intentionality perspective is applicable in the design of software system architectures. During architectural design, relationships between intentional actors define the context in which intentional actors pursue business and system goals and in which they negotiate architectural decision-making. The objective of this research is to investigate what an Intentional Architecture Language (IAL) could be like that utilizes intentional and organizational modeling and analysis concepts to support architectural decision-making efforts in organizational settings. Drawing from prior work on organizational modeling and analysis, this thesis first defines a core IAL, and then explores its use to model and analyze architectural decision-making both reported in the literature and empirically observed at a number of commercial projects in industry. Drawing from these explorations, this thesis proposes a number of extensions to the core IAL, discusses lessons learned, and points to the advantages and limitations in using an IAL to model and analyze architectural decision-making in an organizational setting.

The purpose of the architecture of software systems in business organizations is to support those organizations in achieving business goals. In software development organizations the design of an architecture is a collective effort that involves various organizational stakeholders and designers, who identify, interpret, and reason about intents, and communicate, delegate, commit to, and implement intents and decisions. Current architectural design descriptions are by-and-large based on block-and-arrow notations representing "coarse-grained" solution elements of the system. They lack explicit representation for modeling and analyzing the decision-making of stakeholders and architectural designers who hold different organizational responsibilities, and pursue conflicting and/or synergistic business or system goals, while collectively pursuing organizational objectives. This thesis considers the proposition that a distributed intentionality perspective is applicable in the design of software system architectures. During architectural design, relationships between intentional actors define the context in which intentional actors pursue business and system goals and in which they negotiate architectural decision-making. The objective of this research is to investigate what an Intentional Architecture Language (IAL) could be like that utilizes intentional and organizational modeling and analysis concepts to support architectural decision-making efforts in organizational settings. Drawing from prior work on organizational modeling and analysis, this thesis first defines a core IAL, and then explores its use to model and analyze architectural decision-making both reported in the literature and empirically observed at a number of commercial projects in industry. Drawing from these explorations, this thesis proposes a number of extensions to the core IAL, discusses lessons learned, and points to the advantages and limitations in using an IAL to model and analyze architectural decision-making in an organizational setting.

There is a large body of research supporting the importance of market orientation in determining performance. A growing body of research supports the notion that strategic alliance management competencies positively influence performance. Few empirical investigations have examined the importance of market orientation in the biotechnology industry, much less the effect of alliance orientation on performance, or the combined effect of market and alliance orientation on performance. This study explores these relationships among Canadian biotechnology companies with medical/healthcare focuses. Of the 394 Canadian medical/healthcare biotechnology companies identified, 81 usable responses were received, yielding a response rate of 20.6 percent. It was found that market orientation positively and significantly influenced business performance, supporting the first hypothesis. Additionally, alliance orientation positively and significantly influenced business performance, supporting the second hypothesis. However, when market and alliance orientation were examined together, alliance orientation’s effect on business performance remained positive and significant, but market orientation’s effect on business performance became negative and non-significant. This prompted a further analysis that investigated the presence of a mediation relationship. Market orientation was fully mediated by alliance orientation in its relationship with business performance. This study contributes academically by adding to market and alliance orientation research and by the successful development of a biotechnology-specific performance instrument. This study contributes to marketing and management strategy, as it outlines performance indicators that enable high performance.

This research explores the management problem of how individuals can influence the development of a strategic orientation within a firm. A market orientation strategy builds upon three dimensions: the organisation-wide acquisition, dissemination, and co-ordination of market intelligence (Jaworski & Kohli, 1993). Such management of market-based information requires a set of distinct dynamic capabilities or routines. Empirical research about the association between market orientation and performance shows that firms that develop these capabilities improve both their organisational and financial performance (Gray, Buchanan, & Mallon, 2003). This research attempts to understand the circumstances that prompt employees in all areas of an organisation to become accountable for the implementation of a market-oriented strategy. To date, studies have inadequately measured individual contribution to the market orientation of a firm and do not understand each employee's personal responsibility and willingness to act in a market-oriented way. In response, this thesis developed a dynamic, multi-dimensional scale of individual market-oriented behaviour. First-stage research used focus groups and extant literature to construct a measure of individual market orientation. Then, a cross-section of financial services employees completed a web-based survey measuring individual market-oriented behaviour and individual and interpersonal antecedents. Confirmatory factor analysis confirmed the presence of a single latent construct with three dimensions. Study results identified a strong and significant relationship between the performance of market-oriented behaviours and the perception of a high-quality fulfilled psychological contract with the employer. Employees who were agile learners and frequently in contact with customers were also more likely to practice market-oriented behaviours.

The influence of turbulence on the orientation state of a dilute suspension of stiff fibers at high Reynolds number in a planar contraction is investigated. High speed imaging and LDV techniques are used to quantify fiber orientation distribution and turbulent characteristics. A nearly homogenous, isotropic grid generated turbulent flow is introduced at the contraction inlet. Flow Reynolds number and inlet turbulent characteristics are varied in order to determine their effects on orientation distribution. The orientation anisotropy is shown to be accurately modelled by a Fokker-Planck type equation. Results show that rotational diffusion is highly influenced by inlet turbulent characteristics and decays exponentially with convergence ratio. Furthermore, the effect of turbulent energy production in the contraction is shown to be negligible. Also, the results show that the flow Reynolds number has negligible effect on the development of orientation anisotropy, and the influence of turbulence on fiber rotation is negligible for $mathrm{Pe_r}>$ 10. It was concluded that inertia induced fiber motion played a negligible role in the experiments.

This study is to discuss the correlation between customer orientation, customer satisfaction and sales performance, also discuss the mediating effect of customer satisfaction and moderating effects of customer¡¦s personality of salesperson in the animal health industry. ¡§Customer-oriented¡¨ selling can be viewed as the practice of the marketing concept at the level of the individual salesperson and customer. The marketing concept requires an organization to determine the needs of a target market and adapt itself to satisfying those needs better than its competitors. In the marketing concept, all parts of an organization are oriented toward solving customer problems and meeting the needs of the marketplace. ¡§Customer-oriented¡¨ selling is directed toward providing customer satisfaction and establishing mutually beneficial, long-term relationships with its market. The conclusions of this study and significant to the management are presented as follows: 1.Customer satisfaction and sales performance are significantly related to the practice of customer-oriented selling. 2.Customer satisfaction is significantly related to sales performance. 3.The mediating effect of customer satisfaction is significantly related to sales performance. 4.The interaction between customer personality types (as measured by the MBTI) and customer-orientation were not found to have significant influence. 5.Salespeople might improve customer satisfaction and their performance if they attempted to solve customer problems and meet their needs. 6.Understand the different personal-approach needs of the customers can maintain loyalty and long-term customers and increase sales effectiveness.

Laotian American students attending universities across the U.S. are first-, second-, and third-generation American. This generation status, along with their families' unique immigration experiences, likely impacts their adjustment to college. Data from the 2000 U.S. Census indicates a very low representation of Laotian Americans (7.6%) in the cluster of Asian Americans who have attained at least a Bachelor?s degree (42.7%). This low representation calls for further research on the Laotian American population to discover ways to increase these numbers. This study examines the mediating effect of campus connectedness on ethnic identity and college persistence attitudes and on other-group orientation and college persistence attitudes. It also examines mean group differences on campus connectedness by cultural orientation, among 82 low-land Laotian American college students. Results reveal that campus connectedness does not mediate the relationship between ethnic identity and college persistence attitudes. A mediation effect exists for campus connectedness on: 1) ethnic identity cognitive clarity (EI-clarity) and persistence and 2) other-group orientation and persistence. Mean group differences on campus connectedness by cultural orientation appear in the results.