Cold Calling Research Articles

Leadership Propensity and Sales Performance among Sales Personnel and Managers in a Specialty Retail Store Setting

We propose that specialty store managers, as well as outside sales personnel attached to the store, have selling responsibilities. In addition, we propose that sales personnel, as well as store managers, should have a propensity for leadership, which reflects an individual’s enduring disposition to exhibit leadership within the context of his or her organizational roles. In two studies, we develop a new individual difference measure of propensity to lead and investigate its nomological validity within a specialty retail store environment. As predicted, leadership propensity was predictive of self-rated sales performance and a proclivity to identify prospects through cold calls to close sales, to reveal customer orientation, and to exhibit organizational citizenship behavior. We found that propensity to lead did not differ between salespeople and retail store managers, but we found that the respondent’s role moderated the relationship between propensity to lead and supervisor performance ratings. Study limitations and managerial implications of this heretofore unidentified trait of salespeople are discussed.

Cold Calling in Accounting Courses: Impact on Participation, Volunteering and Comfort

Calling on a student whose hand is not raised is viewed by many instructors as punitive, fearing that a student who is cold-called will feel uncomfortable, or worse, humiliated (Dallimore et al. 2005). This study is designed to examine the impact of cold-calling on students’ participation in class discussions and their comfort participating in discussions. The research design involved gathering data in 16 sections of a single undergraduate accounting course from questionnaires administered to students and from classroom observations of instructors’ and students’ behavior. The primary results indicate that cold calling is effective not only at increasing the number of students who participate in class discussions, but also at increasing the number of students who answer questions voluntarily. Further, more questions are asked and answered in high cold calling environments. These findings suggest that students are more engaged in the discussion in classes in which instructors use cold-calling. Further, cold-calling does not reduce students’ comfort. Especially notable is that cold calling does not reduce the comfort of those students who begin the course indicating that they do not like class discussion very much. Finally, we find that students attendance in class is not affected by the cold calling environment. The fact that cold calling can be done fairly intensively without making students uncomfortable provides support for the utilization of this instructional strategy to engage more students to participate more actively in class discussions. These findings are especially important in light of a recent study that shows significant positive relationships between frequency of participation, comfort participating in class discussions and student learning (Dallimore et al. 2009). That is, if cold calling increases student participation in class discussions, which has a significant positive relationship to learning, then cold calling may lead to greater learning.

Incidental Findings in Genetics Research Using Archived DNA

Despite calls by some commentators for disclosing incidental findings in genetics research, several factors weigh in favor of caution. The technology of genetics has the power to uncover a vast array of information. The most potent argument for restraint in disclosure is that much research is pursued without consent so that the individual participant may not know that research is being conducted at all. Often the work is done by investigators and at institutions with which the person has no prior contact. Past practice is also relevant; genetics researchers historically have chosen not to disclose incidental findings, of which misattributed paternity and pleiotropic alleles such as ApoE have been the most common. Many people choose not to have genetic tests when given a choice. It may be desirable to discuss the topic of incidental findings when consent for research is obtained, but given the risk of unwanted surprise when there has been no prior discussion, the potential utility of incidental findings should be very high before they are even offered to individuals.

Table of Contents

Abstract Giving Trends Give Donors Heads‐up About Year‐end Giving Option Telesolicitation Efforts Test ‘Cold Calling’ as a Way to Acquire New Donors Sample Phonathon Script Used for Non‐donors Request Your Online Issue Of Successful Fund Raising Blog of Interest Break Down Lofty Goals Direct‐mail Approaches Segment Past Donors According to Gift Clubs Practice Makes Perfect Make a Habit of Face‐to‐face Calls Solicitation Clinic Offer Businesses ‘Choices’ for Giving Stewardship Protocol Recognize When an Apology is in Order Chapter Formation Encourage Formation of New Chapters Conference Serves As Chapter Leader Refresher Make Visitors Feel Welcome Cultivation Idea Monitor Progress Of Your Fundraising Efforts Increase Pledge Fulfillments Success Tip Event Planning Site Always Remember: WIIFM? Nurture One‐time Givers Consider Family Awards Gift Acknowledgment Regularly Change, Update Letters of Gift Acknowledgment Volunteers Raising Funds Get a Letter‐writing Campaign Underway Cultivation Tool Follow Up Every Contact With a Note, Letter Starting From Scratch? Build A Planned Gifts Prospect List Win New Friends By Seeking Their Input Business Support Work to Land First‐time Gifts From Businesses Maximize Personal Connections Work to Involve Retired Persons Professional Opinion Advice to Fix a Capital Campaign Publicity Blunder Ideas Worth Considering Create Some Friendly Competition Among Board Members Marketing Materials Simple Graphic Shows Donors How Their Gifts Are Used Set Yearly Goals For Raising Endowment Funds Involve Former Chairpersons In Ongoing Idea Sessions On the Lighter Side…. Donor Shares Her Story Personal Testimonial Encourages Planned Gifts

Smokers’ acceptance of “cold calls” offering quitline services

Objective:A random sample of smokers was offered a transfer to the New York State Smokers’ Quitline in order to assess smokers’ acceptance of “cold calls” offering quitline services.Method:A 30-minute survey...

Value of recruitment strategies used in a primary care practice-based trial

Purpose “Physicians-recruiting-physicians” is the preferred recruitment approach for practice-based research. However, yields are variable; and the approach can be costly and lead to biased, unrepresentative samples. We sought to explore the potential efficiency of alternative methods. Methods We conducted a retrospective analysis of the yield and cost of 10 recruitment strategies used to recruit primary care practices to a randomized trial to improve cardiovascular disease risk factor management. We measured response and recruitment yields and the resources used to estimate the value of each strategy. Providers at recruited practices were surveyed about motivation for participation. Results Response to 6 opt-in marketing strategies was 0.40% (53 / 13290), ranging from 0% to 2.86% by strategy; 33.96% (18 / 53) of responders were recruited to the study. Of those recruited from opt-out strategies, 8.68% joined the study, ranging from 5.35% to 41.67% per strategy. A strategy that combined both opt-in and opt-out approaches resulted in a 51.14% (90 / 176) response and a 10.80% (19 / 90) recruitment rate. Cost of recruitment was $613 per recruited practice. Recruitment approaches based on in-person meetings (41.67%), previous relationships (33.33%), and borrowing an Area Health Education Center's established networks (10.80%), yielded the most recruited practices per effort and were most cost efficient. Individual providers who chose to participate were motivated by interest in improving their clinical practice (80.5%); contributing to CVD primary prevention (54.4%); and invigorating their practice with new ideas (42.1%). Conclusions This analysis provides suggestions for future recruitment efforts and research. Translational studies with limited funds could consider multi-modal recruitment approaches including in-person presentations to practice groups and exploitation of previous relationships, which require the providers to opt-out, and interactive opt-in approaches which rely on borrowed networks. These approaches can be supplemented with non-relationship-based opt-out strategies such as cold calls strategically targeted to underrepresented provider groups.

Nonvoluntary Class Participation in Graduate Discussion Courses: Effects of Grading and Cold Calling

Classroom discussion is a frequently used “active learning” strategy; however, a dilemma this strategy produces is what to do about students who are less inclined to volunteer. This study examines an environment which uses cold calling and graded participation to include more students in discussions. The results suggest that despite widespread concerns about cold calling, students are not uncomfortable. This environment also is shown to increase participation frequency and marginally affect preparation, which in turn lead to increased comfort. Practical guidance is provided to help instructors design cold calls to ensure students have a positive experience and fully benefit from inclusion in the discussion.

Corporate Speech-Language Pathology: Is It Right For You?

Corporate Speech-Language Pathology: Is It Right For You?

Telephone marketing out in the cold?

In December 2003, new UK law came into effect following a European directive which was aimed principally at trying to control spam — a global problem affecting almost all users of e-mail, text messaging and other forms of electronic communication. In the flurry of e-mail and spam-related press coverage that accompanied the introduction of the new law, it would have been easy to overlook the fact that it also extends to other means of marketing such as telephone marketing. Restrictions on so-called ‘cold calling’ were introduced and these have recently been extended to cover potentially all business-to-business (B2B) marketing calls. This article explains the restrictions and gives some suggestions for compliance.

Four Freedoms, How Many Principles?

Four Freedoms, How Many Principles?

Classroom participation and discussion effectiveness: student-generated strategies

Classroom discussion is one of the most frequently used and often embraced pedagogical strategies. In attempting to enhance participation quality and discussion effectiveness, there is concern over what to do about students who are less inclined to participate voluntarily. We examined the context of intensive graduate business classes—in which the instructor had high expectations for participation, placed significant weight on the participation grade, and cold called (i.e., called on students whose hands were not raised). In a questionnaire, we asked students to identify what enhanced the quality of participation and the effectiveness of discussion in this class. Qualitative content analysis indicated that student responses clustered in several areas: (1) required/graded participation, (2) incorporating ideas and experiences, (3) active facilitation, (4) asking effective questions, (5) supportive classroom environment, and (6) affirming contributions/constructive feedback. The results strongly endorse the practice of cold calling. The class instructor utilized student responses to formulate future teaching strategies.

Cold Calling and the Wonderful World of Relations

Cold Calling and the Wonderful World of Relations

Internet job hunting: A field study of applicant experiences with on‐line recruiting

AbstractThis field study examines the experiences of managers and professionals searching for jobs via the Internet. Results suggest that facility with Internet navigation is significantly associated with the amount of general job searching, particularly for those who want to explore job options initially in private without fear of retribution from supervisors. The data also suggest that managers and professionals are more likely to use the Internet for job hunting when the geographical scope of the job hunt is wide, when a major salary increase is desired, and when both small and large firms are being considered as potential employers. Use of the Internet is perceived as a somewhat less effective job search strategy than personal networking, but far superior to searching for jobs through newspaper ads and “cold calling.” Major issues found to impede the effectiveness of on‐line recruiting are the degree and speed of follow‐up on‐line applications, lack of specific and relevant job descriptions on a company's Web site, concerns about the security of personal information, and difficulty in customizing, formatting, and downloading resumes to companies' specifications. The article concludes with recommendations for improving the effectiveness of on‐line recruiting. © 2002 Wiley Periodicals, Inc.

Grassroots of APA at Work for Trainees

Grassroots of APA at Work for Trainees

Consent to direct marketing in the financial services sector

The development of communications technology in recent years has led to an expansion in ‘cold calling’, particularly as a means of selling financial services. While encouraging new entrants into the market and thereby increasing consumer choice and competitive prices, this is often viewed as an infringement of personal privacy. This paper attempts to reconcile the complex legal framework that has been put in place to restrict the use of unsolicited direct marketing and to show how, through the use of a carefully drafted data protection notice, the direct marketing of financial services may be conducted lawfully.

Cold calls cancer into question

When it comes to fighting cancer, we can learn something from the common cold, reports Jessa Netting. .

Use and Abuse of the Internet in Fraud and Money Laundering

The Internet provides an ideal opportunity for defrauding those who are less technologically advanced or who are enthralled by the technology. Yet the frauds and other financial crime which are perpetrated on the Internet are, in principle, no different from those which have been committed over time. The advantages to the criminal of the Internet as against most other media are that there is an opportunity to make vast numbers of cold calls at a cost which borders on the free, the opportunity to create credibility by the use of legitimate imagery from reputable sources and to secure the proceeds of the crime not only anonymously but also in jurisdictions where the pursuit of the offender is difficult. There is also the fact that the prospective victims have been conditioned to believe that which appears on a computer screen: the suspension of incredulity and caution is deeply engendered. For that most pure of financial crimes, money laundering, there is the advantage of ease of communication, the simplicity of setting up schemes, with ready access to otherwise remote geographical and legislative locations. Yet there is another issue which does raise serious concerns, but which is not generally regarded as an offence: the provision of information and advice where there is an element of transfer pricing, with the consequent avoidance of taxes. The challenge is to bring about a system of regulation which enables free exchange of information whilst limiting the opportunity to trick people who are already conditioned to believe what they see on a computer monitor. The Internet does not create new frauds nor new money laundering schemes. It is merely a facilitator that has a high level of credibility. And it creates opportunity for the export at low prices of high value added services to the detriment of local economies, for the first time making onshore facilities fully available via offshore centres, with the consequence that it will become increasingly difficult tell the good from the bad.

Telemarketing for the Business School as a Sales Course Project

Client-based projects provide a more comprehensive learning experience than other participation exercises in business school courses. Most client-based projects, however, share two basic disadvantages: changing clients each semester entails heavy work and constantly intense learning curves for the faculty involved, and extensive cold calling exposes students to a potentially high rate of rejection, which may discourage them from pursuing sales careers. This article describes a client-based telemarketing project that avoids these disadvantages by using the students' own business school as the client and prospects who have already indicated some interest in the school. Methodology and teaching considerations are discussed.

Alpine Investments BV v Minister van Financiēn

Following numerous complaints from investors, some established in other Member States, who had made unfortunate investments in commodities futures, the Netherlands prohibited financial intermediaries who offered investments in off‐market commodities futures from cold calling potential clients. With a view to preserving the reputation of the Netherlands financial sector, the prohibition extended to offers of services made to other Member States from the Netherlands. In proceedings challenging the lawfulness of the prohibition, the Netherlands court referred to the Court of Justice questions as to whether the prohibition fell within the scope of Article 59 of the Treaty (freedom to provide services) and, if so, whether it could nonetheless be justified.

Reactions of clients to referral requests

Referrals from existing clients are frequently used by organizations to obtain fresh prospects. The approach is commonly believed to be beneficial because the referred prospects are considered to be superior candidates relative to contacts gained from cold calling. However, the effect of the referral on the client is frequently ignored. Predictions of the Information Availability Explanation were used to develop a hypothesis concerning attitudinal effects among individuals who were asked for referrals. Clients who failed to provide a solicited referral developed a significantly less positive attitude than clients who were not asked for a referral. The results suggest that when considering the use of the referral method, the potential benefits of gaining superior prospects must be balanced against the potential undermining of clients' attitudes. Implications are discussed concerning referral technique implementation and suggestions for future research.