Elizabeth C. Thach

The impact of executive coaching and 360 feedback on leadership effectiveness

Does executive coaching really work? Does it help improve leadership effectiveness and productivity? This action research study answers these questions by tracking the progress of 281 executives participating in a six‐month coaching and 360 feedback process. The results suggest that the combination of multi‐rater feedback and individual coaching do increase leadership effectiveness up to 60 per cent ‐‐ according to direct report and peer post‐survey feedback. Implications of the results for future executive development programs are discussed, and specific recommendations are provided.

Trading places: Examining leadership competencies between for‐profit vs. public and non‐profit leaders

Purpose – The purpose of this paper is to identify differences, if any, that exist in leadership style, behaviors, and competencies to drive performance between public/non‐profit and for‐profit organizational leaders. Design/methodology/approach – The study describes the results of in‐depth interviews with leaders in small to medium‐sized organizations in California. Approximately half of the leaders work in non‐profit and public organizations, while the other half work in for‐profit companies. Findings – The findings reveal both similarities and differences between the two groups. Originality/value – The results are a first step in examining the key leadership competencies required for success in each sector and serve as a springboard for future research.

The Role of Service Quality in Influencing Brand Attachments at Winery Visitor Centers

ABSTRACT This study was conducted to investigate the relationships between brand attachment and selected service quality variables in winery visitor centers. Brand Attachment was hypothesized to be a function of Customer Service, Visitor Education, Brand Differentiation, Appearance and Purchase Assistance. Data for the empirical study came from a mystery shopper program and the sample had 144 evaluations from 26 different wineries. Scales to measure the constructs were tested for reliability, and correlation and regression analysis on factor loadings were used to test the relationships between variables. All of the 5 factors correlate highly with Brand Attachment, with the most important factors appearing to be Visitor Education, Brand Differentiation and Customer Service.

Building Strategic Partnerships in Wine Marketing

Abstract This study examines the relationship between U.S. wine distributors and wineries. Specifically, it identifies the factors distributors believe contribute to successful winery-distributor relationships. Web-based survey research was conducted with 81 usable responses received. Results indicate that wine quality, dependability of the producer, price, and personal relationship between the winery and distributor are the most important factors in determining whether a distributor will carry a specific wine in their sales portfolio.

Successful Practices in California Wine Exporting

Abstract California is one of the worlds largest wine producers, yet it has exported only a small portion of its products. Many US wineries want to pursue opportunities in foreign markets but only a few are actually doing this successfully. Therefore, this study attempts to identify the successful practices of 12 California wineries that have achieved their financial targets and other export goals. A qualitative research design of in-depth interviews was employed. Results indicate that there are 5 major success factors, with the two most important being the foreign partner relationship and top management vision and commitment to exporting.

Trends and implications for Spanish wine sales in the US market

– Spanish wine sales have grown quite rapidly in the US market during the past few years. The purpose of this paper is to examine this trend, discuss potential reasons, and identify opportunities for maintaining and increasing Spanish wine sales in the US market., – The objectives are achieved by analyzing ACNielsen scan data from 2002 to 2005 and other secondary data on US wine consumers and trends., – The results indicate that Americans perceive red Spanish wine quite positively and are moving up in price point expenditures. However, sales of Spanish white wines remain rather fixed at specific price points. In addition, Spanish wine is losing market share to other imported wines, except for certain price points, but is performing well against US wines., – This paper suggests ten opportunities for maintaining and/or increasing Spanish wine sales in the US market. Many of these suggestions are also useful for other countries desiring to export wine to the US., – This paper is one of the first of its kind to provide an in‐depth analysis of ACNielsen Scan data on Spanish wines sales in the USA. In addition, it provides extensive information on the US wine market, trends, and new market segments such as the Millennial and Hispanic markets.