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ADVANCED MANAGEMENT JOURNAL
VOLUME 62 NUMBER 1 WINTER 1997
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Building Rapport in Electronic
Mail Using Accommodation Theory
Audience analysis is important in all forms
of communication- including electronic mail. With the assistance of a computer software
program, e-mail writers may be able to detect a reader's preferred communication channel
(visual, auditory, or kinesthetic) and develop a message that helps build closer rapport.
Connie W. Crook and Rosemary Booth
The Philosophy and Practice of
Aikido: Implications for Defensive Marketing
"Take your opponent's technique and turn
it into your own. " Like sports-related strategies in the West, martial arts furnish
models.16r corporate Strategy and tactics in Japan. The art of Aikido, expressed in the
quotation, has helped many Japanese companies become superpowers in. international trade.
Although it is purely defensive in nature, skillful use of its principles, which include
not meeting dynamic momentum head on and identifying an opponent is vulnerable areas, can
result in effective marketing strategies.
Michael J. Cotter, James A.
Henley, Jr., Alfred M. Pelham
Pre-employment
Questions Under the Americans with Disabilities Act: An Overview of the October 1995
EEOC Guidelines
Reacting to complaints that the interim
guidelines on pre-employment questions were too restrictive, the EEOC released final
guidelines in 1995. Although some greater leeway in such questioning is now permitted,
employers would do well to become familiar with the types of questions that can and cannot
be asked before a conditional job offer is made. For instance, questions likely to elicit
information about a disability are disallowed.
Tim Barnett, Winston N. McVea, Jr.,
and Kenneth Chadwick
Pedagogical Concerns in Business
Education: The Case of Management Science
Ironically, the study, of management science,
which would not exist if there were no managements and no business problems, has become
increasingly remote from the world of real managers and real business problems. Not
surprisingly, business finds current academic studies on management science largely
irrelevant. To help remedy this, management science should be taught b ' N, those with
business experience, case studies should not be used involving qualitative as well as
quantitative solutions, and academic rewards should recognize practical as well as
theoretical research. Samir Barman, M. Ronald Buckley, and
Wendi Lynne Ann DeVaughn
Building a Shared Vision
Changing a company's direction and
understanding of itself is the ultimate test of leadership. Management must develop a
valid vision and then see that it is communicated - shared throughout the organization and
implemented. The case of Xerox's transformation from a document processing company to
document company, a seemingly simple change that involved a comprehensive vision, is
highly instructive and illustrates some techniques and approaches that may work for other
companies.
D. Keith Denton
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