In general, scholars and practitioners agree that sales coaching enhances sales performance. Sales firms continue to invest billions of dollars towards coaching endeavors. However, despite the positive benefits of sales coaching, the fact is that most sales coaches are ineffective. In three essays, this dissertation aims to offer insight that will help companies and coaching programs improve the effectiveness of their sales coaches. The first essay explores the sales coaching process and how it is affected by factors related to the sales manager (coach) and the salesperson (coachee). Using in-depth interviews, we identified various skills, behaviors, and abilities that reflect the overall effectiveness of the sales manager as a coach, as well as gained a better understanding of how effective sales coach indirectly affects a salesperson’s performance. We also identified different behaviors, preferences, and characteristics related to the salesperson that affect the sales coaching process. The second essay is focused on the development and validation of a sales coaching effectiveness scale (SCES). We identified, measured and validated a three-factor, 16-item scale that reflect dimensions of effective sales coaches: involvement, rapport, and adaptability. The SCES scale is distinguished from previous coaching scales that were designed and validated in non-coaching contexts. The SCES scale offers benefits to practitioners and academics. The third essay is focused on measuring how effective sales coaches affect sales performance. Drawing on self-determination theory, we proposed a dual-process model in which effective sales coaches influence performance through motivation and through sales development. One, the results suggested that effective sales coaches intrinsically (versus extrinsically) motivate salespeople to exert extra effort towards selling, which increases their overall sales performance. Two, the results suggested that effective sales coaches enhance the selling confidence among salespeople, which allows them to adapt their selling behaviors to various selling situations and buyers, thus increasing their overall sales performance.

Abstract Small businesses are numerous in any country. However, we have very limited knowledge regarding their management accounting (MA) and management control systems (MCS). Traditionally, it has been stated that small firms do not need and use MCS due to their simple structures and poor resources. On the other hand, a few studies on high technology firms have shown that these firms have developed their MCS and are also utilizing sophisticated management accounting practices and information. The aim of this study is to analyse small firms' use of MCS practices as well as to examine the role of MCS practices and information of small firms in a contingency theoretical framework. Furthermore, the study is not only focusing on small, rapidly growing firms but also on traditional, more stable small firms, all employing from 10 to 49 persons. Based on the survey responses of 183 managing directors of small Finnish firms, the study describes the diffusion and penetration of MCS practices and information among small firms. Two theoretical models are constructed linking the use of MCS with strategy, perceived environmental uncertainty (PEU), use of diversified management team and financial performance of small firms. Tests are made by using structural equation modeling (SEM). The results suggest that small firms do use a wide range of MCS practices and information. The main results also indicate that the use of a more diversified management team seems to increase the use of MCS practices and information. The use of more advanced practices is related to small firms which have been more profitable or which have had lower growth rates in sales. In addition, the use of MCS seems to be associated with small firms' strategies, both realized and intended. The pursued strategy seems to drive small firms' profitability and growth in net sales. However, such an association was not found between the intended strategy and financial performance after two years. The use of MCS seems to have only a few positive effects on small firm's financial performance. Nevertheless, more use of advanced dimensions of MCS seems to predict significant improvements for longer-term growth in net sales.

This study focuses on the interrelationships between gender, self-control and intimate partner violence (IPV). The sample consists of 960 undergraduate and graduate university students who are currently in a dating relationship. A series of bivariate and multivariate analyses are used to: 1) determine if self-control and IPV vary across gender and 2) assess the effect of gender on the relationship between self-control and IPV. Overall, results provide partial support for Gottfredson and Hirschi’s (1990) general theory of crime. Self-control operated similarly on IPV for both males and females, supporting the gender-neutrality of their theory. However, the gender gap in crime, as it relates to self-control, remains in question as females were more likely than males to commit more types of IPV. The implications of these findings, limitations of the current study, and directions for future research are discussed.

Kyoto University (京都大学) / 0048 / 新制・課程博士 / 博士(工学) / 甲第15656号 / 工博第3314号 / 新制||工||1500(附属図書館) / 28193 / 京都大学大学院工学研究科都市社会工学専攻 / (主査)教授 岡田 憲夫, 教授 藤井 聡, 教授 矢守 克也 / 学位規則第4条第1項該当

Abstract The present study develops our understanding of consumers’ emerging interest in novel mobile services by adopting two approaches. First, structural equation modeling is used as a statistical tool to create a context-sensitive model for consumer acceptance of novel mobile services. Secondly, the study creates an interpretive framework of contemporary consumer culture to help understand how consumers construct their emerging practices in novel mobile services based on their actual experiences. The empirical data was gathered at a Housing Fair, where a Mobile Fair Diary was piloted, and it is that Mobile Fair Diary application that provides the selected tool of the empirical study. Therefore, real user experience played a significant role in how our consumers perceived mobile services and the way the cultural discourse was produced. The model developed indicates that performance expectancy, effort expectancy, anxiety, trust and attitude have an impact on consumers’ intention to use mobile services. Furthermore, the various representations related to mobile services were identified in order to understand emerging practices. Consumers are likely to change the routines involved in the management of information if useful alternatives are available to them. An ongoing insecurity emerging from technology change is often a characteristic of the contemporary life of consumers. On the one hand, consumers are dependent on technology, but on the other hand, do not fully understand it. Therefore, consumers have to be active to keep up with the continuous changes going on around them. Furthermore, consumers need support from the service provider and their social context. Consumers should also believe in their own capability to learn and their power to make choices, which will result in changes to their practices.

Population-based evidence suggests that the prevalence of psychotic symptoms varies with ethnicity. However, the validity of these self-reported experiences, both as measures of psychotic symptoms per se and as measures of ethnic variation in risk for reporting these symptoms, is questionable. Cultural background and social position may affect the experience and expression of symptoms, which may in turn affect their measurement in survey research. This thesis explores these issues by assessing the psychometric properties of psychosis screening instruments as measures of ethnic differences in psychosis risk in two contexts, Great Britain and the United States. Following this, differences in risk for reporting psychotic symptoms were examined in the context of the varying social and economic conditions to which different ethnic groups and migrant generations are exposed. This was accomplished in the following way: Firstly, the prevalence of self-reported psychotic symptoms was examined across ethnic and generational groups in two large samples of British and American populations; Secondly, the construct validity of the instruments was assessed by means of exploratory and confirmatory factor analyses of response to their symptom indicators. The concurrent validity of the symptoms with measures of self-perceived cognitive and social dysfunction was then examined in a structural equation modeling framework; Thirdly, the cross-ethnic and cross-generational validity of response to these screening instruments was assessed in a multiple-group confirmatory factor analysis framework in which in which the psychometric characteristics of the instruments were compared; And finally, ethnic and generational differences in risk for reporting psychotic symptoms were examined in the context of differential exposure to racial discrimination. Both instruments had construct validity in their measurement of psychotic symptoms, with the exception of one item in the British instrument, as well as concurrent validity with measures of self-perceived cognitive or social dysfunction. The British instrument performed adequately in the measurement of psychotic symptoms across ethnic groups, but did not across migrant generations. The American instrument performed adequately in the measurement of psychotic symptoms across generations, but not across ethnic groups. The effect of measurement noninvariance on the estimation of risk across groups was, however, modest in size. Finally, there was evidence for risk of reporting psychotic symptoms being raised among those who were exposed to racial discrimination. These findings suggest that these self-reported psychotic symptoms constitute clinically relevant phenomena which appear phenotypically similar to the clinical symptoms in diagnosed psychotic disorder. Risk is distributed unevenly over ethnic groups in Britain and the US, is higher among minorities who were exposed to social adversity, and higher among the second generation (in most cases). These patterns are, therefore, highly suggestive of social causation in the aetiology of these self-reported symptoms.

Companies are increasing their investment in technologies to enable better access to information and to gain a competitive advantage. Global competition is driving companies to reduce costs and enhance productivity, increasing their dependence on information technology. Information is a key asset within an organization and needs to be protected. Expanded connectivity and greater interdependence between companies and consumers has increased the damage potential of a security breach to a company's information systems. Improper unauthorized use of computer systems can create a devastating financial loss even to the point of causing the organization to go out of business. It is critically important to understand what causes users to understand, accept and to follow the organization's information systems security measures so that companies can realize the benefits of their technological investments. In the past several years, computer security breaches have stemmed from insider misuse and abuse of the information systems and non-compliance to the information systems security measures. The purpose of this study was to address the factors that affect employee acceptance of information systems security measures. The Technology Acceptance Model was extended and served as the theoretical framework for this study to examine the factors that affect employee adoption of information systems security measures. The research model included three independent dimensions, perceived ease of use, perceived usefulness and subjective norm. These constructs were hypothesized to predict intention to use information systems security measures, moderated by management support affecting subjective norm. Five hypotheses were posited. A questionnaire was developed to collect data from employees across multiple industry segments to test these hypotheses. Partial least squares statistical methodology was used to analyze the data and to test the hypotheses. The results of the statistical analysis supported three of the five hypotheses with subjective norm and management support showing the strongest effect on intention to use information systems security measures. Few studies have used TAM to study acceptance of systems in a mandatory environment and to specifically examine the employee acceptance of computer information systems security measures. This study, therefore, adds to the body of knowledge. Further, it provides important information for senior management and security professionals across multiple industries regarding the need to develop security policies and processes and to effectively communicate them throughout the organization and to design these measures to promote their use by employees in the organization.

The economy of Taiwan relies heavily upon the electronic manufacturing industry; hence choosing appropriate generic business strategies which are consistent with the environment based on suitable resources can allow small and medium size firms to sustain their competitive advantages and earn a higher return for the electronic manufacturing industry in Taiwan. This study intensities the effect of the precedent factors and generic business strategies chosen on the performance of small and medium size firms in the Taiwanese electronic manufacturing industry. It explores simultaneously the impact of the resources and the environment on business strategy which affects a firm's performance will provide valuable insight into the formulation of competitive strategies by structural equation modeling (SEM) technique. Finally, the use of SAS 9.0 with Amos 5.0 perform first order confirmatory factor analysis for the reliability of questionnaire and explores the relationship among variables in the proposed model based upon path analysis and multiple regression statistical methods and to recommends a new model depending on survey data gathered from firms in Taiwanese electronic manufacturing industry.

The concept of privacy has proven difficult to analyze because of its subjective nature and susceptibility to psychological and contextual influences. This study challenges the concept of privacy as a valid construct for addressing individuals' concerns regarding online disclosure of personal information, based on the premise that underlying behavioral traits offer a more reliable and temporally stable measure of privacy-oriented behavior than do snapshots of environmentally induced emotional states typically measured by opinion polls. This study investigated the relationship of personality characteristics associated with individuals' general privacy-related behavior to their online privacy behaviors and concerns. Two latent constructs, Functional Privacy Orientation and Online Privacy Orientation, were formulated. Functional Privacy Orientation is defined as a general measure of individuals' perception of control over their privacy. It was measured using the factors General Disclosiveness, Locus of Control, Generalized Trust, Risk Orientation, and Risk Propensity as indicator variables. Online Privacy Orientation is defined as a measure of individuals' perception of control over their privacy in an online environment. It was measured using the factors Willingness to Disclose Online, Level of Privacy Concern, Information Management Privacy Concerns, and Reported Online Disclosure as indicator variables. A survey questionnaire that included two new instruments to measure online disclosure and a willingness to disclose online was used to collect data from a sample of 274 adults. Indicator variables for each of the latent constructs, Functional Privacy Orientation and Online Privacy Orientation, were evaluated using corrected item-total correlations, factor analysis, and coefficient alpha. The measurement models and relationship between Functional Privacy Orientation and Online Privacy Orientation were assessed using exploratory factor analysis and structural equation modeling respectively. The structural model supported the hypothesis that Functional Privacy Orientation significantly influences Online Privacy Orientation. Theoretical, methodological, and practical implications and suggestions for analysis of privacy concerns and behavior are presented.

In the current study, I examined the general sociocultural model of eating disorders that suggests that sociocultural pressures leads to internalization, which in turn leads to body dissatisfaction and ultimately disordered eating. Because I am testing this model with a sample of African American women, I also am including acculturation as a variable of interest. Specifically, I hypothesized that (a) the experience of more societal pressure to be thin will be related to greater internalization, (b) higher levels of acculturation will be related to greater internalization, (c) internalization of the thin ideal will be directly and positively related to body image concern, and (d) body image concern will be associated with higher levels of disordered eating. It was determined that there is a direct, negative relationship between Level of Identification with Culture of Origin and Internalization. Perceived Pressure was directly and positively related to both Internalization and Body Image Concerns. Body Concerns and Internalization were both directly and positively related to Disordered Eating. These findings suggest that although many of the same constructs related to disordered eating in other ethnic groups are also related to disordered eating among African American women, the relationships between the factors differs across racial/ethnic groups. This information can help clinicians and researchers to better treat and understand the nature of disordered eating behavior and correlates among African American women.