bluuebunny/crossref_metadata_2025 huggingface dataset:
Entrepreneurial learning and the growth process in SMEs
Authors: Deakins David , Freel Mark
Published: July 2002

This paper draws on case and interview material, from research with entrepreneurs in small and medium‐sized enterprises (SMEs) to examine the process of entrepreneurship and entrepreneurial learning in SMEs. The cases have been drawn from different sectors including services, manufacturing and technology‐based sectors such as hydraulics, and software development. This paper reviews the contribution of organisational learning theories, which, it is argued, have been developed for large firms rather than SMEs. More appropriate theories are examined from fields that accepted the impact of uncertainty and dynamics in decision making, such as Schumpeterian dynamic approaches to learning and development. Case study evidence is presented on the nature of entrepreneurial learning in growth SMEs and compared with theories in the literature.
Structural constraints on organizational and interorganizational learning in the restaurant sector
Authors: Hjalager Anne‐Mette
Published: July 2002

Examines the rates of mortality, survival, and entrepreneurship in the Danish restaurant sector, and demonstrates a considerable turbulence in the sector over the period 1980‐1993. Opportunities for organizational learning are enhanced by size as well as age. However, surprisingly, survival is not clearly related to managerial capacity, nor is affiliation with other restaurants an important factor for survival. The study indicates that learning in restaurants is decisively embedded in processes and technologies rather than in relations between human beings.
Aiming for organisational learning: consultants as agents of change
Authors: Massey Claire , Walker Robyn
Published: July 2002

Suggests that interaction between managers and consultants may be a way for learning organisations to continue learning and developing. Looks at a study into the relationship between professional consultants and their clients to identify two leading factors in influencing whether organisational learning occurs. These imply that the consultant is central for the achievement of organisational development and success. Examines two specific cases and concludes that within this context, there are a number of factors that influence whether organisational learning can be achieved, including role assignment and linking individual development to organisational development.
Learning in acquisitions: understanding the relationship between exploration, exploitation and performance
Authors: Van Deusen Cheryl A. , Mueller Carolyn B.
Published: July 2002

Organizational learning has received widespread attention in research yet few empirical studies exist. This study analyzed the constructs of exploration and exploitation in the acquisition process within the hospitality industry. Turnover and previous performance were found to affect the choice of exploration and exploitation, and their impact on subsequent acquisition performance was analyzed.
An evaluation of the relative performance of university libraries in Taipei
Authors: Chen Tser‐yieth
Published: July 2002

Employs data envelopment analysis (DEA) to evaluate the relative performance of 23 university libraries in Taipei City and County. The estimated results show that 11 university libraries are relatively efficient. The results also show that nine out of these 11 have a relatively good academic research function. Only Ming‐chuan Management College and Shih‐chien Design College are attributed lower research capabilities. Marine and Oceanic University, Yang‐ming University and Ming‐chuan Management College are rated the top three libraries and enjoy the highest levels of efficiency in the sample. Shows that the resource utilization of these university libraries functions well. Finds that the inefficient libraries manage their acquisition expenditures and book circulation poorly.
Library and information science education in Vietnam
Authors: Lan Anh Tran , Gorman G.E.
Published: July 2002

This paper reviews formal librarianship education and training in Vietnam’s five library schools. The discussion for each focuses on the following aspects: historical background, aims, course content, academic staff, admission requirements, teaching methods, course duration, assessment, enrolment and curriculum. Using Hanoi Cultural University as a case study, it concentrates on changes that have occurred in the decade 1985‐1995 and concludes with an assessment of the areas in need of change if the profession in Vietnam is to meet user requirements into the future.
Fishing with grenades or greening the mind
Authors: Cram Jennifer
Published: July 2002

Looking at the value of public libraries in society, this paper discusses actual potential and unrealised value in the Australian context. Value is analysed in relation to an increasingly competitive environment, and with particular reference to library collections and their enduring place in the services provided by libraries. In addition, measuring library performance is stressed as a significant factor in determining the value of libraries.
The verbal and visual components of package design
Authors: Rettie Ruth , Brewer Carol
Published: July 2002

It is estimated that 73 percent of purchase decisions are made at point of sale. In scanning packs at point of sale, perception is rapid, and quick recognition is important for inclusion in the decision process. Under conditions of rapid perception, there is an advantage for verbal stimuli perceived from the right‐hand side, and for non‐verbal stimuli perceived from the left‐hand side. This advantage probably derives from the laterality of the brain, with word processing generally being handled by the left hemisphere, while the right hemisphere generally processes pictorial matter. This asymmetry of perception implies that to maximise recall, words should be on the right‐hand sides of packs, pictures should be on the left. We tested this, using a tachistoscope to measure difference in recall. The results confirm the asymmetry of perception of elements of packaging.
Understanding price‐tier competition: methodological issues and their managerial significance
Authors: Sivakumar K.
Published: July 2002

During the last decade, we have witnessed a steady stream of research focusing on the nature of competition between different brand tiers (e.g. high‐priced brands vs low‐priced brands, national brands vs store label brands). Several interesting research findings have been reported in the literature. This article highlights the methodological issues associated with the research on price‐tier competition and delineates the connection between methodological issues and managerial implications of the substantive research findings.
Using quantitative models for setting retail prices
Authors: Subrahmanyan Saroja
Published: July 2002

Products that have a short selling season face high uncertainty in demand. Retailers who sell such products therefore find the task of pricing and inventory challenging. Many retailers consider making these decisions as an art form and do not use quantitative models that are developed by researchers. Describes how retailers typically make pricing and inventory decisions and also reviews quantitative models that have been developed by researchers to improve on one or more of these decisions. A classification of these models is developed and how they can assist the retailer is explained. A simple explanation of two mathematical tools, Bayesian updating of information and dynamic programming, which are commonly mentioned in the literature are also given.
High‐low pricing: audit evidence and consumer preferences
Authors: McGoldrick Peter J. , Betts Erica J. , Keeling Kathy A.
Published: July 2002

In spite of their importance within pricing strategies, “seasonal sales” have received little attention within the literature. The recent interest in “high‐low” pricing has, however, increased the attention given to temporal shifts in store‐wide, rather than item level, prices. Following a brief review, this paper draws upon two case studies of leading retailers of apparel in the UK. Evidence is also presented from audits of pricing and markdown activities over a three‐year period, illustrating some contrasts between stated strategies and actual pricing activities. A cost‐benefit analysis of high‐low pricing requires knowledge of consumer preferences and attitudes. Results are drawn from a study of over 2,600 “sale” shoppers, indicating stated preferences for markdown frequency, depth and coverage. In general “sale” shoppers appear to prefer a variety of markdown levels, increasing their scope to succeed as bargain hunters.
The effect of personal involvement on the decision to buy store brands
Authors: Miquel Salvador , Caplliure Eva M. , Aldas‐Manzano Joaquin
Published: July 2002

Store brands are appearing in an ever‐increasing number of categories and their acceptance by consumers is unquestionable. The purpose of this paper is to model the decision process involved in a purchase which the consumer goes through when choosing store brands over national brands. The model provided allows us to explain why the same consumer may choose a store brand in one product category and not in another. We have taken personal product involvement as the principal point of reference.
Managing Beauty – Products and People
Authors: Langmeyer Lynn , Shank Matthew
Published: July 2002

Uses a qualitative research method (depth interviews) to examine the
multidimensionality of beauty and then uses a quantitative research
technique (factor analysis) to propose a scale to measure beauty. Based
on the results from these procedures, concludes that beauty is certainly
more than skin deep. Physical attractiveness may be the initial
criterion on which people evaluate beauty but the evidence indicates
that values, habits, personality, and behavior are the “soul″ of beauty
– essential ingredients in the creation of a truly beautiful person.
Branding Food Endorsement Programs:
Authors: Graham Peter , Harker Debra , Harker Michael , Tuck Marshall
Published: July 2002

Reviews the Australian National Heart Foundation′s “Pick the Tick” food
endorsement program. The program is seen by the Foundation as part of
its mission to promote the kind of healthy living that is conducive to
improving the heart health of all Australians and reducing disability
and premature death from heart and blood vessel disease. In this article
the program is not evaluated in those terms but in terms of what is
required for a successful brand in a marketplace. The program is shown
to possess the attributes associated with a successful brand. As such it
demonstrates that promotion programs themselves can be branded. Also
demonstrates an interesting extension of marketing techniques developed
for soap and subsequently extended to most product types, to the field
of social marketing by a not‐for‐profit organization and specifically to
the promotion of an important aspect of public health.
DuPont Lycra shifts emphasis to global brand management
Authors: Crippen Kaye , Tng Pauline , Mulready Patricia
Published: July 2002

Reviews how the DuPont Lycra division is focussing more on global
brand management starting with the development of a new worldwide
advertising campaign for Lycra in women′s apparel. Describes how an
international team selected the winning advertising theme and agency via
teleconferencing. Discusses results of a uniform worldwide consumer
advertising campaign and the cost savings as a result of the reduction
in the number of advertising agencies. Presents the background
information on how DuPont Fibers Department has used product, category,
and brand management and discusses the future implications.
The role of advertising in brand image development
Authors: Meenaghan Tony
Published: July 2002

In an increasingly competitive marketplace, greater emphasis is
being placed on brand image development as the basis for consumer
discrimination. Advertising has a central role to play in developing
brand image, whether at the corporate, retail or product level. It
informs consumers of the functional capabilities of the brand while
simultaneously imbuing the brand with symbolic values and meanings
relevant to the consumer. These two functions of advertising closely
parallel the informational and transformational schools of advertising
effects and theories on the central and peripheral routes to consumer
persuasion. Such dichotomous approaches to explanation are unlikely to
represent the reality of consumer choice in that brand image is likely
to be formed by the simultaneous absorption of advertising messages
based on both the functional and expressive capabilities of brands.
Rethinking brand management: the role of “brand chartering”
Authors: Macrae Chris , Uncles Mark David
Published: July 2002

Brand managers face many challenges (including questions of brand strength, world‐class culture, “glocal” branding, seeded marketing channels, “service smart” integration, brand architecture and brand organizing). A framework is presented for thinking about the challenges and how to deal with them. This process, called “brand chartering”, has three principal elements: creating and communicating the brand, managing the brand organization, and directing and structuring the brand. Illustrates how this framework is of help in management practice and shows how it can be used as a stool for organizational learning.
Perceptions of generic products: a macro and micro view
Authors: Prendergast Gerard P. , Marr Norman E.
Published: July 2002

Branding has traditionally been viewed as an essential tool for marketers to establish an identity for their products. Even products among the commodity range make use of branding to establish a position for themselves in the market. Unbranded or “generic” products, therefore, tend to go against this branding principle. These products, which are usually sold at a price which is lower than their branded equivalents, are most often found in the area of low‐involvement grocery items. Previous studies of consumer perceptions of generic products tend to be broad in their scope by looking at generic products as a product category, rather than seeking consumer views on individual generic products. This paper identifies the characteristics of generic purchasers, and their broad perceptions of generic products as a group; and, the research extends previous work in the area by comparing a range of individual generic products to each other in terms of their value, quality and packaging. In addition, the research identifies how much importance consumers attach to value, quality and packaging when buying these individual products ‐ in generic form or otherwise. A mail survey of 1,000 New Zealanders revealed that, in contrast to previous studies, generic consumers tend to be older and on a lower household income. In general, consumers do not believe that generics are substandard products. However, when looking at individual generic products, the less standardized generic products are not performing as well as others when it comes to consumers’ perceptions and demands. Proposes that if generic products are to have a recognizable future, it may be necessary to embark on a program which enhances consumer perception of the quality and value of the less standardized generic products.
The Melbourne garden nursery industry: a qualitative review of marketing and new product development orientation in a retail environment
Authors: Enright Michael , McDonald Heath
Published: July 2002

Looks at the traditional market entrants in the retail garden nursery products industry in a defined area of the eastern suburbs of Melbourne, Australia. Argues that it may well be to the detriment of these traditional entrants that a more marketing‐oriented approach has not been adopted, particularly in light of the emergence of recent market entrants which appear to pose a threat by virtue of much more integrated marketing‐based philosophies and more structured new product development approaches.
Targeted promotions using scanner panel data
Authors: Ghosh Amit K.
Published: July 2002

In the last two decades, allocation of promotional dollars has moved increasingly from advertising to sales promotions, such as couponing. However, a short‐term focus on brand performance could jeopardize long‐term brand prospects unless promotional dollars are carefully targeted and based on the needs of the target market. Using scanner panel data, which are widely available, suggests how managers could evaluate current promotional strategies, identify potential opportunities and threats, and refocus promotional efforts to increase the efficiency and effectiveness of promotional plans.
Relationship marketing: a high‐involvement product attribute approach
Authors: Martin Charles L.
Published: July 2002

This study investigates consumers’ affective attachments toward products, based on generalizable and managerially relevant product attributes. Two surveys of 123 consumers found that high‐involvement, high‐meaning products tend to share ten common attributes. The managerial implications of each attribute are discussed, including specific ways that brand managers and new product development teams can engineer relationships between brands and customers.
Brands: the asset definition and recognition test
Authors: Tollington Tony
Published: July 2002

This paper examines the boundary within which the recognition of an asset currently takes place. It proposes the establishment of a new boundary based upon “separability” which would allow internally created or home‐grown assets to be recognised on the balance sheet. It provides a new definition of brand assets so that, whether purchased separately or as part of goodwill or internally created by a business, brands can be recognised as assets within a new boundary.
Ratemaking for postal services: a stochastic marginal cost pricing model
Authors: Boronico Jess S.
Published: July 2002

Type of article Theoretical with worked example
The promotional planning process and its impact on consumer franchise building: the case of fast‐moving goods companies in New Zealand
Authors: Stewart David , Gallen Bridget
Published: July 2002

The promotional planning process is seen as being responsible for many of the problems associated with the increase in sales promotions. Planning, implementation and evaluation processes are influenced by the potentially conflicting goals of senior management and brand/product managers, a failure to integrate media plans and trade plans, and the prevalence of subjective and ad hoc decision making. All these factors are observed among large fast‐moving goods companies in New Zealand. Demonstrates that the promotional planning process is an important driver of how much use is made of sales promotions. A promotional planning matrix is offered as an analytical tool to allow managers to understand the impact of budget allocations and to help overcome planning problems that were identified in the study.
Brand managers’ interfaces in different consumer goods industries
Authors: Panigyrakis George G. , Veloutsou Cleopatra A.
Published: July 2002

Focuses on how brand managers in fast‐moving consumer goods industries view their contacts with the various interfaces, allocate their working time and perceive the significance and quality of these contacts. Based on the product management literature, several hypotheses are proposed and empirically examined using data collected from a sample of 161 product managers, working for 48 companies in five different sectors in Greece. The results show that brand managers working in various sectors differ in the perception of their contacts with the various interfaces.
PRICING STRATEGY & PRACTICE“Why did you do that?” The important role of inferred motive in perceptions of price fairness
Authors: Campbell Margaret C.
Published: July 2002

There is research evidence that suggests that perceptions of price unfairness give rise to consumer resistance to prices and result in decreased profit to the firm. However, it is as yet unclear what factors influence perceptions of unfairness. Answers the question, “What is fair?” by proposing that consumers sometimes infer a firm’s motive for a price and that the inferred motive influences perceived price fairness. A study provides evidence that consumers use contextual information to infer a firm’s motive. When consumers infer a negative motive, the price is perceived to be unfair and when consumers do not infer a negative motive, the same price is perceived to be fair. Suggests that marketers should: provide reasons for prices; consider consumers’ likely inferences of motive and either avoid taking actions that are likely to give rise to inferences of negative motive or manage the motive inferred; and consider the inferences that consumers may make for other marketing actions in addition to price.
Pricing peculiarities of the UK petrol market
Authors: Cohen Marcel
Published: July 2002

The UK petrol market has experienced, over the last two decades, intense price competition and as such provides a rich source of information on some of the real‐world issues in pricing. Examines the practical mechanisms that have been used in managing price competition and also some of the peculiarities of this market. The petrol retailing market is found to adhere broadly to classical theory of price competition but its special characteristics cause interesting deviations. Of particular note, a “leverage effect” operates whereby price changes affect margins much more than volumes, which leads to behaviour by oil competitors which seems counter‐intuitive. In addition, real‐world issues – such as the price adjustment process and the local nature of competition – present practical difficulties which can have a material impact on the profitability that a textbook exposition of pricing might lead us to expect.
The brand accounting side‐show
Authors: Tollington Tony
Published: July 2002

Examines the various brand asset recognition methods used by the accounting profession, within their existing rules, to highlight, first, the restrictive nature of a brand asset’s current attachment to purchased goodwill and, second, the restrictive requirement for brand asset recognition to be derived solely from a “transaction or event”. Then examines the latest rule change, FRS10, to assess whether the recognition of brand assets is likely to remain restrictive in the future. It concurs with Murphy’s view that brand asset recognition on the balance still continues to be an accounting exercise which is “fudged”.
An empirical study which compares the organisational structures of companies managing the World’s Top 100 brands with those managing Outsider brands
Authors: Hankinson Philippa
Published: July 2002

Contains the results of a quantitative research study which compared the organisational structures of the World’s Top 100 brand companies with those of less successful companies, referred to in this article as Outsider brand companies. Identifies that whilst the type of organisational structure may not be seen as a determinant of brand success, perceptions of whether the organisational structure was right for them, were. In other words, managers of brands need to feel that the organisational structure allows them to manage in the way they consider necessary to deliver brand success. In some instances this might mean an authoritarian style of management through a hierarchical organisational structure and in others, it might mean a more democratic style of management through relatively flat organisational structures. The results are discussed in the context of brand management theory and practice and the postmodern paradigm shift regarding organisational structure.
The use of pharmaceutical Web sites for prescription drug information and product requests
Authors: Maddox Lynda M.
Published: July 2002

Looks at how consumers used a pharmaceutical Web site to learn about a particular disease or product. Probes whether visitors used the Web site to decide which drug was right for them and whether they actually planned to request the product from their doctor. Gender and age differences in the use of Web site information were also examined. Increasing use of the Internet and data that show that direct‐to‐consumer advertising of prescription drugs empowers the patient to take a more active role in his/her choice of medications makes this article important for marketers as well as regulators.
Brand managers in the pharmaceutical industry: are they any different?
Authors: Panigyrakis George G. , Veloutsou Cleopatra
Published: July 2002

This paper examines the brand managers’ characteristics and their role in the pharmaceutical industry. It identifies the similarities and differences of that role with the role of brand managers working in the fast‐moving consumer goods industry. In particular, this study investigates brand managers’ duties, by analysing their perceived involvement in activities relevant to market analysis, planning, implementation, evaluation and training and strategic and tactical decision making. The results proved that brand managers working in various sectors have a co‐ordinating role and that their involvement in the strategic decision of their brands is still limited. They also indicated a dissimilarity in the perceived job responsibilities between the two industries.
Selecting the neural network topology for student modelling of prediction of corporate bankruptcy
Authors: Nasir M.L. , John R.I. , Bennett S.C. , Russell D.M.
Published: July 2002

Neural network topology selection refers to a systematic procedure for selecting between competing models. Naturally, it is regarded as a key aspect in optimisation and replicability of neural network performance. When constructing neural network topologies, it is necessary to determine from the outset the general taxonomy of the neural network architectures to be constructed. The taxonomy considered in this study is the general taxonomy of time‐varying patterns which subsumes many existing architectures in the literature and points to several promising neural network architectures that have yet to be examined. The context of the problem is that choosing the right neural network topology for use in a particular domain such as corporate bankruptcy prediction with optimum generalisation performance is not, in any case, a trivial problem. The results of experiments presented in this paper would serve as a baseline against which to select between two competing architectures.
Using WebQuiz and the college intranet to enhance class time and support independent investigation
Authors: Saeta Peter N.
Published: July 2002

Describes how online assignments using the WebQuiz program developed at Harvey Mudd College enrich both technical and non‐technical courses in several important ways. By helping prepare students for class by encouraging careful reading of background material, the focus of class time can shift from exposition to development of ideas, leading to a richer and more interactive classroom experience. By providing guidance and detailed feedback, WebQuiz can be used to support students in their independent review of material, as well as in the independent study of new material. Discusses in detail several applications of this flexible, Web‐based platform.
Unified personal mobile communication services for a wireless campus
Authors: Hui Siu C. , Lau C.T. , Fong A.C.M.
Published: July 2002

A wireless campus environment provides user mobility, as users are no longer tied to fixed locations to access the network. It also offers high network accessibility as network resources remain accessible after office hours. While existing communication applications can work in a wireless network, they are separate applications that often require different devices. This paper describes a personal communications system that integrates various services into a unified platform, providing a one‐stop source for both information access and communication within a wireless campus environment.
Seeking help in Hong Kong’s academic libraries
Authors: Chiu Ha‐lin
Published: July 2002

Academic libraries experience a common problem in promoting their reference services – users hesitate to ask questions because they are not sure whether the librarians are obliged or even capable to answer them. Using survey data from Hong Kong, this study revealed that reference librarians were ranked poorly against other sources of help for academic questions. However, those students who perceived reference librarians as knowledgeable, friendly, polite, modern, and supportive felt seeking help from them was useful, not embarrassing, and likely to be productive and convenient. Further, students who considered reference librarians professionally oriented felt more positively about approaching them for help. This study suggests reference librarians may have an image problem. To enhance their services to users better, they need to convince them that they are able to help by eliminating any misconceptions concerning their ability and professionalism.
Global market access in the Internet era: South Africa’s wood furniture industry
Authors: Moodley Sagren
Published: July 2002

The importance of global connectivity for Third World producers has recently come under intense academic scrutiny in the value chain literature in development studies. However, global value chain analysis seldom mentions the importance of the Internet in facilitating and enhancing the access of Third World manufacturers to developed country markets. This paper attempts to bridge this gap in the literature by exploring the link between Internet connectivity and access to global markets, and uses the South African wood furniture sector as a case study. E‐commerce technologies are becoming increasingly important for South African wood furniture producers as they are integrated into global value chains and exposed to the demands of more sophisticated markets. Failure to adopt e‐commerce technologies on the part of wood furniture producers could lead to them becoming increasingly marginalized from the international markets that they wish to supply. The paper articulates a number of policy recommendations to promote greater diffusion of e‐commerce technologies in the wood furniture sector.
Abnormal Web usage control by proxy strategies
Authors: Yu Hsiang‐Fu , Tseng Li‐Ming
Published: July 2002

The World Wide Web (WWW) has become an extremely popular information service. Large HTTP packets result in network congestion. Proxy cache servers are widely deployed on the Internet to overcome this obstacle. However, the approach yields an undesirable phenomenon – a small set of users misuse proxy servers to mirror the entire contents of Web sites. This behavior wastes network resources, increases WWW servers’ loads, increases users’ waiting time, and violates copyrights. Approaches to designing a proxy server with WWW usage control and to making the proxy server effective on local area networks are proposed to prevent such abnormal WWW access and to prioritize WWW usage. Finally, a system, ProxyBreaker, is implemented to demonstrate the approaches. The implementation reveals that the proposed approaches are effective, such that the abnormal Web access does not reoccur.
Student self‐managed learning – cause for concern?
Authors: Ottewill Roger
Published: July 2002

One of the defining characteristics of higher education is the expectation that undergraduates will exercise some responsibility for the management of their learning. In the UK and elsewhere student self‐managed learning has become more salient due to resource constraints and the increasing emphasis on equipping students with what they need to become lifelong learners. At the same time, as a result of widening access policies, developments in compulsory education systems and changing lifestyles, undergraduates appear less well prepared to cope with the demands of self‐managed learning than might have been the case in the past. The problem is further compounded by the diversity of view amongst academic staff concerning the extent and nature of the support, which they should provide in this respect. Although the need for support will vary between institutions, all are faced, to a greater or lesser extent, with the challenge of ensuring that their learning and teaching strategies take account of the contingencies of self‐managed learning
Why are there so few fully online BA/BS programs in traditional “arts and sciences” disciplines?
Authors: Sener John
Published: July 2002

Although online learning in American higher education is growing rapidly, online degree and certificate programs are usually either general or career‐oriented. Notably lacking are fully online bachelor degree programs in the traditional liberal “arts and sciences” disciplines; a recent research inquiry found only a very few such programs are currently available. The availability of fully online degree programs is important for providing maximum access to education for geographically dispersed, highly mobile, and other learners. Available programs in liberal arts disciplines may also be an indicator of online learning as a well‐regarded degree pathway. There may be several possible explanations for the current lack of these programs, such as lack of market demand, logistical obstacles, and greater focus on blended learning delivery approaches. Despite current obstacles, rising demand for online courses, increased partnership ventures, and other factors suggest an emerging market which will result in greater future availability for such programs.
Emerging trends in the use of the Internet – lessons from the football sector
Authors: Beech John , Chadwick Simon , Tapp Alan
Published: July 2002

Literature findings suggest a powerful role for Web sites in football club marketing. The authors used this as a springboard for an exploratory study which combined qualitative interviews with empirical observations of football Web sites. Links were discovered between clubs’ marketing orientation, departmental structure and subsequent Web site management. The size of the club was also found to be important, but more in relation to a lack of marketing presence than in relation to economic factors. Club motives for Web site development reflected the growing commercial development of football in the UK, with some clubs concentrating on ticketing and merchandising. Others concentrated on adding value to supporter services with devices such as daily news items. Relatively few clubs were gathering data on their supporters. These findings reflect differing awareness and attitudes of club managers towards relationship marketing with their supporters. A number of future research opportunities have been identified.
Looking at me, looking at you: qualitative research and the politics of knowledge representations in advertising and academia
Authors: Hackley Chris
Published: July 2002

Takes a somewhat reflexive look at the politics of qualitative research in advertising and draws some analogies with academic research in marketing. The main basis for the discussion is a qualitative study of advertising which utilised a discourse analytic approach to dyadic depth interviews within a social, constructionist, ontological framework. The findings from the study drew attention to the political as opposed to epistemological problems of legitimisation for qualitative forms of understanding. Where qualitative forms of knowledge and understanding are considered legitimate, the social order of power relations within the organisation changes.
Defining the information needs of senior marketing executives: an exploratory study
Authors: Ashill Nicholas J. , Jobber David
Published: July 2002

At the very core of Marketing Information Systems (MkIS) design is the identification of the marketing information needs of decision‐makers. Information needs can be defined as the user specifications of information characteristics involved in information seeking, and refer to those qualities of information perceived by managers to be “useful” to facilitate their decision making. Drawing on empirical results from three sets of literature and from studies of information systems design (particularly management and accounting information systems design), the authors review a framework for exploring the design of an MkIS. A qualitative study examining the information needs of senior marketing executives is also reported and discussed. The results, based on interviews with 20 senior marketing executives, indicate that marketing information needs can be defined using six information characteristics.
Qualitative research into strategic alliances
Authors: Lawrence Peter , ul‐Haq Rehan
Published: July 2002

The notion of bounded rationality is used to consider strategic alliances with a view of providing an insight into the presumptive reasons for action in choosing strategic alliance partners. The research methodology used is one of a realist approach (after Stiles, 1995) and a discerning of patterns (after Tesch, 1990) in thematic interviews. The discussion examines the issue and concludes that bankers, when entering into strategic alliances, do not consider every option. That is they use filters to reduce the potential choice; thus the range of possible alliance partners is restricted in many ways, some of these being unconsciously employed. Furthermore, it is clear that, while bankers consider margins, ratios and percentages, relationships have a pre‐eminent place in strategic alliances and that relationships are poised between ends and means to ends.
Integrating deductive and inductive approaches in a study of new ventures and customer perceived risk
Authors: Ali Haider , Birley Sue
Published: July 2002

Draws upon a study of the ways in which entrepreneurs use trust to mediate customer perceived risk at the start of a venture in order to show how researchers can combine elements of both approaches in an epistemologically consistent way. Specifically, researchers seeking to use an inductivist/qualitative approach can start with an a priori specification of constructs, perhaps in the form of a model. One of the ways in which this can help researchers is to identify where they should look in order to find the phenomena of interest to them. We argue that the difference between inductivist and deductivist research is how they draw upon existing research: in inductivist research theory can be used where it is composed of constructs while theory represented in the form of variables is more appropriate in hypothetico‐deductive research.
Research into small firm marketing: a contextual stepwise approach
Authors: Siu Wai‐sum , Kirby David A.
Published: July 2002

Though the authors propose the use of an integrative approach ‐ blending the process model and the contingency approach ‐ to build and advance small firm marketing theory, they do not describe the research methodology issues in detail. Thus, this paper reviews the relevant literature on research methodology for small firm marketing and suggests the adoption of a contextual stepwise approach ‐ adopting a co‐ordinated programme of research adjusted in accordance with the situational factors ‐ to examine small firm marketing in more depth. The article outlines a three‐stage contextual stepwise approach to the study of small firm marketing in Hong Kong which is resulting in the addition of new knowledge on the subject and the formulation of a tentative new model of small firm marketing in a non‐western context.
Team‐based reward plans
Authors: Ian Brown Duncan
Published: July 2002

Team‐based reward plans are growing rapidly on both sides of the
Atlantic. Uses the case of a gainsharing plan in one of Nuclear
Electric′s power stations to demonstrate the importance of three factors
in ensuring success. Effective team‐based plans need to: (1) relate to
clearly defined business and HR goals; (2) be introduced as part of a
more general, high involvement management approach; (3) reinforce the
nature and types of teamworking required in the organization. Designed
and operated in this way, team‐based reward plans represent a
significant opportunity for companies to maximize the utilization of
their human resources.
What makes teams work better
Authors: Borrelli Grace , Cable Jennifer , Higgs Malcolm
Published: July 2002

Provides information on effective teamworking based on a survey of
UK private and public sector organizations. Examines the implications of
the survey findings and identifies ways of refining and improving the
survey instrument and process. Highlights the importance of practically
using survey data in team development and outlines a range of approaches
which might be adopted.
“Teamwork is the keystone” say cops
Authors: O’Sullivan Jane
Published: July 2002

Discusses the link between organizational context and the nature of
effective teamwork. Using a variety of examples from the police force,
highlights the importance of the explicit authority structure in terms
of providing clear leadership and accountability. Other types of
organizations are unable to provide this sort of absolute parameters,
particularly since the trend is towards leaner, flatter structures and
empowered workforces. Staff are likely to find themselves in a number of
teams, all working to different agendas and with little guidance about
priorities. One solution is to focus on translating the business
strategy into clearly defined goals so that the context for teamwork is
explicit and the priority of the outcome is clear.
The enabling power of teams and information technology
Authors: Stewart George R. , Kleiner Brian H.
Published: July 2002

In today’s rapidly evolving global marketplace an organization’s survival is becoming increasingly dependent on its ability to change and re‐engineer itself in a way that keeps it competitive. While there are a number of ways to accomplish this, there are two new developments that can be considered the most prolific in terms of productive results: first, organizations in many cases have an abundance of untapped wealth in their human resources. Old corporate structures that pigeonhole people into their jobs yield only marginal productivity. Thus many organizations are redesigning themselves into teams which often tap underutilized resources and change the way people and companies produce. Second, in today’s complex world where technology is changing at an exponential rate, there is an imperative need to adapt or acquire information technology that enables organizations (teams) to achieve greater productivity. These two developments are changing the organizations which have had wisdom to adopt them and in so doing are changing the way we think of business.
How to build teamwork in the defence industry
Authors: Valdez Ralph , Kleiner Brian H.
Published: July 2002

In order to survive in today’s current downsizing within the defence sector, Hughes Aircraft Company has risen to the challenge by emphasizing teaming efforts, re‐engineering and adopting concurrent engineering process methods and has developed the integrated product development (IPD) management philosophy. The vehicle by which this philosophy will be implemented is integrated product teams (IPTs). Provides an overview of the process that was developed. Covers the definition of IPD, hurdles facing the IPT’s team dynamics and offers a conclusion. Notes that IPD philosophy was developed not from new techniques but by using existing teaming methods and that the main thrust of the new philosophy is the customer. Identifies one of the key philosophies as being the use of common terminology.
Skills Workout ‐ an effective yet straightforward approach to the assessment and development of skills at work
Authors: Dunn Doris , Doughty Robert , Walker Stephen
Published: July 2002

Reviews how three different organizations have found benefit from using Skills Workout. Skills Workout encourages managers and staff to talk together in the common language of their job reaching resolutions understood and approved by all.
How to coach teams in business the John Wooden way
Authors: Ige Christine M. , Kleiner Brian H.
Published: July 2002

This article focuses on the various important attributes of a self‐directed work team that are necessary to create a successful team effort. These aspects of a successful team were examined through the coaching philosophy of John Wooden, former basketball coach at the University of California, Los Angeles. In his philosophy, he stressed the need to be prepared to adapt to any situation by way of conditioning and the mutual accountability and co‐operation of the team members
Impact of real‐time measurements of operating conditions on effectiveness and accuracy of vibration‐based maintenance policy ‐ A case study in paper mill
Authors: Al‐Najjar Basim
Published: July 2002

Relevant and reliable data from the surroundings in addition to the vibration measurements are required to achieve effective diagnosis and prognosis when a vibration‐based maintenance (VBM) policy is used. The main conclusion is that the variation in the machine load and speeds influences the amplitudes of rolling element bearing defect frequencies. Therefore, changes in the machine speed and load should be considered when interpreting vibration spectra. This will improve the effectiveness and accuracy of fault diagnosis and prediction of the time to maintenance action. The paper classifies stoppage times and highlights the reasons behind them. Also, it discusses the consequential economic losses incurred by unplanned stoppages. During the period covered by this study (58 days), the total stoppage time was about 76.6 days and caused appreciable economic losses of about 2.3 million SEK.
A comparative analysis between the multilayer perceptron “neural network” and multiple regression analysis for predicting construction plant maintenance costs
Authors: Edwards David J. , Holt Gary D. , Harris Frank C.
Published: July 2002

Notes that the real test of maintenance stratagem success (or failure in financial terms) can only be resolved when a comparison of machine maintenance costs can be made to some benchmark standard. Presents a comparative study between two models developed to predict the average hourly maintenance cost of tracked hydraulic excavators operating in the UK opencast mining industry. The models use the conventional statistical technique multiple regression, and artificial neural networks. Performance analysis using mean percentage error, mean absolute percentage error and percentage cost accuracy intervals was conducted. Results reveal that both models performed well, having low mean absolute percentage error values (less than 5 percent) indicating that predictor variables were reliable inputs for modelling average hourly maintenance cost. Overall, the neural network model performed slightly better as it was able to predict up to 95 percent of cost observations to within ≤q£5. Moreover, summary statistical analysis of residual values highlighted that predicted values using the neural network model are less subject to variance than the multiple regression model.
Reliability‐centred maintenance applied to power plant auxiliaries
Authors: Srikrishna S. , Yadava G.S. , Rao P.N.
Published: July 2002

Availability of auxiliary equipment for coal‐based power plants is very important for the achievement of maximum generation and the improvement of plant load factor (PLF). In this context a realistic maintenance programme based on plant‐specific failure data will help to achieve an optimum performance level. Reliability‐centred maintenance (RCM) is a recent technique which is limited to a few areas and has implementation difficulties. Presents a realistic RCM‐based maintenance methodology for coal‐based power plant auxiliaries. Applies the methodology to the bowl mill, an item of auxiliary equipment. Presents results and savings that have been achieved with the application of the methodology.