This document provides an overview of APA style guidelines for formatting papers, in-text citations, and reference lists. It discusses the basics of APA including what APA regulates, point of view and language used in APA papers, different types of APA papers, general formatting guidelines, and how to format references, in-text citations, headings, tables, and figures according to APA style. Key elements that are covered include using the third person point of view, active voice, clear and concise language, title page, abstract, reference page, and citing sources in the text and reference list.

1. BROL 700
MASTERING APA
What is APA?
APA
(American Psychological Association)
APA is the most commonly used format for
manuscripts in the Social Sciences.
APA updates are posted to:
• The APA home page
• The OWL at Purdue
ww.apastyle.org
http://owl.english.purdue.edu/
What does APA regulate?
APA regulates:
➢Stylistics
➢In-text citations

2. ➢References
APA stylistics: Basics
➢ the third person point of view rather than
using the first person point of view or the passive
voice
The study showed that…, NOT
I found out that….
➢ the active voice rather than passive voice
The participants responded…, NOT
The participants have been asked….
Use:
Point of view and voice in an APA paper
➢ Clear: be specific in descriptions and
explanations
➢ Concise: condense information when you
can
➢ Plain: use simple, descriptive adjectives and
minimize the figurative language

3. Language in an APA paper is:
APA stylistics: Language
Types of APA Papers
➢ The literature review:
Summary of what the scientific literature says about
the topic of your research–
includes title page, introduction, literature review,
conclusions/managerial recommendations, list of
references
➢ The experimental report:
Description of your experimental research--
includes title page, abstract, introduction, method,
results, discussion, references, appendices, tables
and figures
Types of APA Papers
➢ follow the general format

4. ➢ consult the instructor
➢ consult Publication Manual
If your paper fits neither of these
categories:
General Format
➢ be typed, double-spaced, with two spaces after
punctuation between sentences
➢ on standard-sized paper (8.5”x11”)
➢ with 1” margins on all sides
➢ in 12 pt. Times New Roman or a similar font
➢ include a page header in the upper left-hand of every
page and a page number in the upper right-hand side of
every page
Your paper should:
References
Main Body

5. Abstract
General Format (cont’d)
Title page
Your paper should
include four major
sections:
Title Page
Page header:
(use Insert Page Header)
Title flush left
Page number flush right
Title:
(in the upper half of the page,
centered)
Name (no title or degree)
Affiliation (university, etc.)
Abstract Page

6. Page header: do NOT
include “Running head:”
Abstract (centered, at the
top of the page)
Write a brief (between 150 and 250
words) summary of your paper in an
accurate, concise, and specific
manner.
Abstract may also include keywords.
Main Body (Text)
➢ The first text page is page number 3
➢ Type the title of the paper centered, at the top of
the page
➢ Type the text double-spaced with all sections
following each other without a break
➢ Identify the sources you use in the paper in
parenthetical in-text citations

7. ➢ Format tables and figures
References Page
➢ Center the title–
References-- at the top
of the page
➢ Double-space
reference entries
➢ Flush left the first line
of the entry and indent
subsequent lines
➢ Order entries
alphabetically by the
author’s surnames
Reference List
Arnett, D.B. (2003). The identity salience model of relationship
marketing success: The case of nonprofit marketing. Journal of
Marketing, 67(2), 89-105.

8. Behara, R.S., & Fontenot, G.F., & Gresham, A.B. (2002).
Customer process approach to building loyalty. Total Quality
Management,
13(5), 603-611.
Duncan, T., & Moriarty, S.E. (1998). A communication-based
marketing model for managing relationships. Journal of
Marketing,
62, 1-13.
Foscht, T., Angerer, T., Swoboda, B., & Moazedi, L. (2005).
Loyalty marketing for 50+ consumers: Findings for a better
understanding of loyalty behaviour. European Retail Digest,
45, 14-17.
Gronroos, C. (2000). Creating relationship dialogue:
Communication, interaction and value. The Marketing Review,
1, 5-14.
Kotler, P. (2003). Marketing Management (11th ed.). Upper
Saddle River, New Jersey: Pearson Prentice Hall.
References: Basics
➢ Invert authors’ names (last name first followed
by initials).
➢Alphabetize reference list entries the last

9. name of the first author of each work.
➢Capitalize only the first letter of the first word of
a title and subtitle, the first word after a colon or
a dash in the title, and proper nouns. Do not
capitalize the first letter of the second word in a
hyphenated compound word.
References: Basics (cont’d)
➢ Capitalize all major words in journal titles.
➢ Italicize titles of longer works such as books and
journals.
➢ Do not italicize, underline, or put quotes around
the titles of shorter works such as journal
articles or essays in edited collections.
Preparing the references list
➢ Identify a type source: Is it a book? A journal article?
A webpage?

10. ➢ Find a sample of citing this type of source in an APA
Guide.
➢ “Mirror” the sample.
➢ Make sure that the entries are listed in the alphabetical
order and the subsequent lines are indented.
When compiling the reference list, the strategy
below might be useful:
In-text Citations: Basics
➢ the author’s name and the date of publication
➢for quotations and close paraphrases, provide a
page number as well
Whenever you use a source, provide in parenthesis:
In-text citations help readers locate the cited source
in the References section of the paper.
In-text Citations:
Format for a quotation
Kotler and Armstrong assert that, “customer

11. satisfaction is a key to building profitable relationships
with consumers” (2006, p. 158).
In today’s marketing environment, “highly satisfied
customers make repeat purchases and tell others
about their good experiences with the product”
(Kotler & Armstrong, 2006, p. 13).
When quoting, introduce the quotation with a signal phrase.
Make sure to include the author’s name, the year of publication,
the page number, but keep the citation brief—do not repeat the
information.
In-text Citations:
Format for a summary or paraphrase
➢ Provide the author’s last name and the year of
publication in parenthesis after a summary or
a paraphrase:
Organizations that yield high levels of customer
satisfaction can also increase profitability and market
share (Vavra, 1997).

12. There are several formats for a summary or paraphrase:
In-text Citations:
Format for a summary or paraphrase
➢ When including the quotation in a
summary/paraphrase, also provide a page
number in parenthesis after the quotation:
Gronroos (2000) asserts that relationship marketing
is “based on the notion that the existence of the
relationship between two parties creates additional
value for the customer on top of the value of
products and/or services that are exchanged” (p. 5).
Formats for a summary or paraphrase (cont’d):
In-text Citations:
Signal words
➢ Introduce quotations with signal phrases:
According to X. (2008), “….” (p. 3).
X. (2008) argued that “……” (p. 3).

13. ➢Use such signal verbs as:
acknowledged, contended, maintained,
responded, reported, argued, concluded,
etc..
In-text Citations:
Two or more works
➢ When the parenthetical citation includes two or
more works, order them in the same way they
appear in the reference list—the author’s name,
the year of publication—separated by a
semi-colon:
(Vavra, 1997; Kotler & Armstrong, 2006)
In-text Citations:
A work with two authors
➢ When citing a work with two authors, use “and”
in between authors’ name in the signal phrase,
but an ampersand (&) between their names in

14. parenthesis:
According to Zeithaml and Bitner (2003), the goal of
implementation of a relationship marketing strategy is to
“build and maintain a base of committed customers who are
profitable for the organization” (p. 158).
The goal of implementation of a relationship marketing
strategy is to “build and maintain a base of committed
customers who are profitable for the organization”
(Zeithaml & Bitner, 2003, p. 158).
In-text Citations:
A work with 3 to 5 authors
➢ When citing a work with three to five authors,
identify all authors in the signal phrase
or in parenthesis:
As Behara, Fontenot and Gresham (2002, p. 608) indicate, “to
gain customer loyalty, efforts have to be made to exceed
customer expectations.”
➢ In subsequent citations, only use the first

15. author's last name followed by "et al." in the
signal phrase or in parentheses:
(Behara et al., 2002)
In-text Citations:
a work with 6 and more authors
➢ When citing a work with six and more authors,
identify the first author’s name followed
by “et al.”:
Smith et al. (2006) maintained that….
(Smith et al., 2006)
In-text Citations:
A work of unknown author
➢ When citing a work of unknown author, use the
the source’s full title in the signal phrase and
cite the first word of the title followed by the
year of publication in parenthesis. Put titles of
articles and chapters in quotation marks;

16. italicize titles of books and reports:
According to “Indiana Joins Federal
Accountability System” (2008), …
Or,
(“Indiana,” 2008)
In-text Citations:
Organization
➢ When citing an organization, mention the
organization the first time when you cite the
source in the signal phrase or the parenthetical
citation:
The Integrated Postsecondary Education Data System (IPEDS)
is an
organization which serves as the “core postsecondary data
collection
program” for the U.S. Department of Education’s National
Center for
Education Statistics (NCES, 2005, par. 1).
➢ If the organization has a well-known abbreviation,

17. include the abbreviation in brackets the first time the
source is cited and then use only the abbreviation in
later citations.
In-text Citations:
The same last name/the same author
➢ When citing authors with the same last names,
use first initials with the last names:
(B. Jones, 2005; C. Jones, 2008)
➢ When citing two or more works by the same
author published in the same year, use
lower-case letters (a, b, c) with the year of
publication to order the references:
Smith’s (2008 a) study of customer satisfaction…
In-text Citations:
Personal communication
➢ When citing interviews, letters, e-mails, etc.,
include the communicator’s name, the fact that it

18. was personal communication, and the date of the
communication. Do not include personal
communication in the reference list as it is not
considered “recoverable data.”
K. L. Jones stated that the organization’s customer satisfaction
scores increased after employee training was implemented
(personal communication, November 1, 2010).
Or,
In a real-world example, employee training can result in
increased customer satisfaction scores (K. L. Jones, personal
communication, November 1, 2010).
In-text Citations:
Electronic sources
➢ If an electronic source lacks page numbers, locate
and identify paragraph number/paragraph
heading:
Sheth and Parvatiyar (as cited in Arnett, 2003), indicate that

19. organizations utilizing relationship marketing “should view
(1) stakeholders as partners, (2) the process of dealing with
stakeholders as a means of creating value, and (3) the resulting
partnerships as tools for increasing the firm’s ability to
compete”
(par. 2).
APA Headings
APA uses a system of five heading levels
APA Headings
APA uses a system of five heading levels
The Role of the Front-line Employee in
Improving Customer Satisfaction
Introduction
Literature Review
Significance of the problem.
Employee attitude and customer satisfaction.
Service recovery and customer satisfaction.
Challenges of front-line employees.

20. Conclusion and Managerial Recommendations
Level 1
Level 2
Level 3
Level 2
APA Tables
➢ Label a table with an Arabic numeral and provide a
title. The label and the title appear on separate
lines above the table, flush-left and single-spaced.
➢ If you are not the original source of the information,
cite the source in the text preceding the table or in a
note below the table.
Table 1
College and University Population Statistics
Population Total
Public, 4 year Small (< 2,000 students) 89
Medium (2,000-15,000 students) 365

21. Large (> 15,000 students) 117
Private, 4 year Small (< 2,000 students) 939
Medium (2,000-15,000 students) 356
Large (> 15,000 students) 15
APA Figures
➢ Label a figure with an Arabic numeral and provide a
title. The label and the title appear on the same line
below the figure, flush-left .
➢ Cite the source within the text and/or in a Note
below the Figure.
Figure 1. Advertising Objectives and the Product Life Cycle
Note: Author (Year). Article/Book Title. Publication.
APA References
➢Publication Manual of the American Psychological
Association, 6th ed.
➢http://www.apastyle.org

22. ➢The OWL at Purdue website
➢http://owl.english.purdue.edu
http://www.apastyle.org/
http://owl.english.purdue.edu/
PPT SOURCE:
University Writing Lab. Retrieved:
http://owl.english.purdue.edu.
http://owl.english.purdue.edu/
Chapter 13. Spirituality Enhances Leadership
“Spirituality is meant to take us beyond our tribal identity into a
domain of awareness that is more universal.” —Deepak Chopra
The idea of combining leadership with spirituality has been
rebuffed, but not for any good reason. Information in this
chapter does not discount religion as a spiritual base, but the
construct is more “spirit” focused.
Tim Barnett authored “Spirituality in Leadership,” in which he
defines the terms both separately and together:
Before a definition of spirituality in leadership can be provided,
one must first examine the meaning of the two key aspects of
the phrase: the ‘spirit’ and the ‘leader.’ One dictionary
definition of spirit is ‘that which is traditionally believed to be
the vital principle or animating force within living beings.’
Thus, the spirit relates to the deeper sense, meaning, or
significance of something. A dictionary definition of the leader
is ‘one who shows the way by going in advance; one who causes

23. others to follow some course of action or line of thought.’ Thus,
the leader is one who influences followers to think or behave in
some way.
Combining the two terms suggest that the leader who
incorporates spirituality into his or her leadership will be one
who causes others to seek out and understand their inner selves
and who fosters a sense of meaning and significance among his
or her followers.
Therefore, if we believe that the workplace is a community of
people, a spiritual leader is one who helps set the pace by
promoting shared traditions, values, beliefs, and ethical
standards. Barnett further advocated that spiritual leadership
helps others find meaning at work by asking questions such as
the following:
Who are we as a work team, department, or organization?
Is our work worthy?
What are our values and ethical principles?
What will be our legacy?
In “Spiritual Values and Practices Related to Leadership
Effectiveness” by Laura Reave, she reported reviewing over 150
studies dealing with this subject matter. Her research
concluded: There is a clear consistency between spiritual values
and practices and effective leadership. Values that have long
been considered spiritual ideals, such as integrity, honesty, and
humility, have been demonstrated to have an effect on
leadership success. Similarly, practices traditionally associated
with spirituality as demonstrated in daily life have also been
shown to be connected to leadership effectiveness.
All of the following practices have been emphasized in many
spiritual teachings, and they have also been found to be crucial
leadership skills: showing respect for others, demonstrating fair
treatment, expressing caring and concern, listening
responsively, recognizing the contributions of others, and
engaging in reflective practice.
Martha Lagace, Sean Silverthorne, and Wendy Guild wrote
“Does Spirituality Drive Success?” They told the story of

24. Ricardo Levy, who attended, along with fellow executives, a
session on spirituality at the Harvard Business School.
They noted: According to Ricardo Levy, chairman of Catalytical
Energy Systems, executives are trained for action—
contemplation is not part of their rulebook. In his own career,
however, he discovered the need for spiritual guidance in
crucial decisions, especially those that affect other people such
as employees.
These are Levy’s guidelines:
· Quiet the mind.
· Reach deep inside.
· Go beyond the ego to hear the inner voice.
· Don’t fear ambiguity; rest in the unknown.
Stay humble in the face of temptation and power.
Lagace and her coauthors added, “Asked by a member of the
audience for his definition of success, Levy said, ‘I’d rather use
the word fulfillment. Success is a metric; you never have
enough. But only you can define fulfillment. We as individuals
are the only judges.’”
Case Analysis Guidelines
The written case analysis should be double-spaced with 1”
margins throughout. Sources of material should be cited using
APA style throughout the case analysis. The following
guidelines are provided to assist you in better developing and
presenting your written case.
Background
· Introduce the company and provide the audience with some
background information about the company.
Situation Analysis
· The Environment
1. What is the state of the economy?
2. What are the current trends in cultural and social values?

25. 3. What are the current political values and trends?
4. Is there any pending federal, state, or local legislation that
could alter the environment?
5. Any threats to the environment, and therefore the firm?
· The Industry
1. What industry is the firm in? What are the chief economic
and business characteristics of the industry?
2. Which organizations are major competitors in the industry?
What strategies have competitors been using and have they
worked? What are the relative strengths and weaknesses of the
competitors?
3. Is there a threat of new competitors? Are there any substitute
products in the industry?
4. What forces are driving change in the industry?
5. Is the industry attractive? What factors make it attractive?
Unattractive?
· The Firm
1. What are the objectives of the firm?
2. What are the strengths of the firm?
3. What is the firm’s financial condition?
4. What are the constraints and weaknesses of the firm (i.e.
financial condition, organizational conflict)?
5. What is the management philosophy?
6. What does the organizational structure tell you about how
decisions are made?
· The Marketing Strategy
1. What are the objectives of the marketing strategy?
2. What marketing concepts are at issue in the current strategy?
3. To what target market is the strategy directed?
4. What competitive advantage does the marketing strategy
offer?
5. What good and/or service does the organization offer? What
consumer need does the product solve?

26. 6. What promotional mix, channels of distribution, and pricing
strategies are being used by the organization?
SWOT Analysis
· Strengths
· Identify strengths of the organization and answer the
following questions:
· How does this strength affect the operations of the
organization?
· How does this strength assist the company in meeting the
needs of its target market(s)?
· Weaknesses
· Identify weaknesses of the organization and answer the
following questions:
· How does this weakness affect the operations of the
organization?
· How does knowledge of this weakness assist the organization
in meeting the needs of its target market(s)?
· Opportunities
· Identify opportunities in the industry (and/or external
environment) and answer the following questions:
· How is this opportunity related to serving the needs of our
target market?
· What actions must the organization take to capitalize on this
opportunity?
· Threats
· Identify threats in the industry (and/or external environment)
and answer the following questions:
· How is this threat related to serving the needs of our target
market?
· What actions must the organization take to prevent this threat
from limiting the capabilities of the organization?
Problem Statement
· What is the primary problem in the case? Secondary
problems? What are the ramifications of these problems in the

27. long run? Short run? Include quantitative and qualitative
analysis in your response.
Strategic Alternatives
· Based on the problem identified, what are two strategic
alternatives for the company? Discuss the alternatives making
sure to include the costs and benefits associated with each.
Recommendation
· Select the one best strategic alternative. In your
recommendation, explain why this is the best alternative.
Support your recommendations with data.
Company for Case Analysis:
Situation Analysis (continued)
· The Firm
1. What are the objectives of the firm?
2. What are the strengths of the firm?
3. What is the firm’s financial condition?
4. What are the constraints and weaknesses of the firm (i.e.
financial condition, organizational conflict)?
5. What is the management philosophy?
6. What does the organizational structure tell you about how
decisions are made?
· The Marketing Strategy
1. What are the objectives of the marketing strategy?
2. What marketing concepts are at issue in the current strategy?
3. To what target market is the strategy directed?

28. 4. What competitive advantage does the marketing strategy
offer?
5. What good and/or service does the organization offer? What
consumer need does the product solve?
6. What promotional mix, channels of distribution, and pricing
strategies are being used by the organization?