bluuebunny/crossref_metadata_2025 huggingface dataset:
Optimal sensor placement for fixture fault diagnosis using Bayesian network
Authors: Liu Yinhua , Jin Sun , Lin Zhongqin , Zheng Cheng , Yu Kuigang
Published: April 2011

Purpose

Fixture failures are the main cause of the dimensional variation in the assembly process. The purpose of this paper is to focus on the optimal sensor placement of compliant sheet metal parts for the fixture fault diagnosis.

Design/methodology/approach

Based on the initial sensor locations and measurement data in launch time of the assembly process, the Bayesian network approach for fixture fault diagnosis is proposed to construct the diagnostic model. Furthermore, given the desired number of sensors, the diagnostic ability of the sensor set is evaluated based on the mutual information of the nodes. Thereby, a new sensor placement method is put forward and validated with a real automotive sheet metal part.

Findings

The new proposed method can be used to perform the fixture fault diagnosis and sensor placement optimization effectively, especially in a data‐rich environment. And it is robust in the presence of measurement noise.

Originality/value

This paper presents a novel approach for fixture fault diagnosis and optimal sensor placement in the assembly process.
RFID adoption: a systems thinking perspective through profitability engagement
Authors: Zare Mehrjerdi Yahia
Published: April 2011

Purpose

The purpose of this paper is two‐fold: first, to deliver a review of the researches conducted on the topic of radio frequency identification (RFID) adoption and the key factors that play a big role in its adoption and second, to develop a systems thinking perspective of RFID adoption through its profitability power generation and engagement. The author illustrates the concepts drawing on the experience of five case studies already presented in the literature, all the way from service industries to highly developed technological industries. Thereafter, a list of key variables from proposed case studies are identified. Then, a causal diagram relating identified variables in some circulars is constructed and modeled.

Design/methodology/approach

The paper identifies key elements of RFID through the review of six case studies. It obtains appropriate data from second sources, for some of these case studies, to make the analysis possible.

Findings

To make management systems functional and successfully operational RFID solutions can be used to reduce operating costs through decreasing the labor costs, including automation, improving tracing and tracking, and preventing the lost of materials under any circumstances. RFID is an appropriate technology for profit generation, efficiency improvement, and productivity enhancement.

Originality/value

The emphasis is put on delivering business values through effective variables and from there RFID can be related to profitability using systems thinking concepts. Since, to the best of this author's knowledge, this is the first paper that relates RFID technology to profitability using systems thinking concepts, it makes a significant contribution to the RFID literature.
Enhancing relationship value between manufacturers and distributors through personal interaction
Authors: Nguyen Tho D. , Nguyen Trang T.M.
Published: April 2011

Purpose

Realizing the importance of personal interaction in business relationships between manufacturers and distributors, this study aims to explore the role of personal interaction in relationship value, and subsequently in distributor performance, in a transition market, Vietnam.

Design/methodology/approach

A sample of 472 distributors in the south of Vietnam was surveyed to test the theoretical model. Structural equation modeling was used to analyze the data.

Findings

It was found that personal interaction drives product support, information support, and delivery performance perceived by distributors. In addition, product support, information support, and delivery performance are key factors that nurture the value of relationships between manufacturers and distributors. Finally, relationship value is a determinant of distributor performance.

Research limitations/implications

A key limitation of this study is the heavy reliance on the hypothetico‐deductive approach. Business relationships of firms in transitional economies, due to differences in cultures and economies, might exhibit some differences in value drivers. An inductive approach may be a suitable alternative method to explore relationship value and its determinants in transition economies like Vietnam.

Practical implications

The results of this study suggest that manufacturers should invest more time and efforts in personal interaction with their key distributors to enhance the value of their relationships with those distributors.

Originality/value

This study is the first of its kind in Vietnam, which explores the role of personal interaction in relationship value in Vietnam.
A 2009 perspective of HR practices in Australian mining
Authors: Dickie Carolyn , Dwyer Joe
Published: April 2011

Purpose

Mining organisations operate with a finite resource, often in remote locations, require specialised skills, with high capital intensity and are subject to political, social and environmental global issues. Mining is among the most technologically advanced of all heavy industries but it relies on both employees and contractors for operational success. The aim of this paper is to focus on the human resource (HR) challenges facing the West Australian mining industry.

Design/methodology/approach

This is a discussion paper, detailing the challenges that the HR function in the West Australian mining industry has faced in the recent past and is facing in the years ahead.

Findings

The resource sector of the economy in 2009 had been hit hard with plunging commodity prices and falling demand and most HR challenges identified in earlier years as being relevant during boom years became even more critical. The key HR challenges facing the West Australian mining industry for the next few years are considered to be: replacing retirees; the retention of key talent; growing the talent pool training and development; and keeping staff motivated.

Originality/value

The paper presents HR strategies to tackle the challenges that the mining industry faces in West Australia.
Fostering post‐conventional consciousness in leaders: why and how?
Authors: Baron Charles , Cayer Mario
Published: April 2011

Purpose

The purpose of this paper is to clarify why and how leadership development programs should be used to foster post‐conventional consciousness in their participants.

Design/methodology/approach

Starting from the observation that current and future organizational challenges may be met with particular efficacy by leaders who operate in the post‐conventional stages of consciousness, this paper offers a comprehensive review of the work on consciousness development, the process by which it occurs, the distinctive abilities of leaders who have reached post‐conventional stages of consciousness and, finally, two practices which favour the emergence of these stages, namely mindfulness meditation and Bohm dialogue.

Findings

The paper shows how these two practices – little‐used in the management field – make it possible to reconcile the two main approaches to consciousness development: the recognition of one's cognitive, affective and operative patterns and their suspension in favour of a more direct contact with reality, in the here and now.

Practical implications

The paper highlights guiding principles for integrating such practices into leadership and management development programs.

Originality/value

Although the value of post‐conventional stages of consciousness in management and leadership roles is the subject of increasing discussion, to the authors' knowledge no work has yet thoroughly examined practices that foster post‐conventional development per se.
Modeling managerial promotion decisions using Bayesian networks: an exploratory study
Authors: Lockamy Archie , Service Robert W.
Published: April 2011

Purpose

A review of the academic literature on managerial promotions reveals that there has been a limited number of studies conducted on this subject. This study aims to identify key determinants used by managers in making managerial promotion decisions via Bayesian networks. It also seeks to explore the effects these determinants have on managerial promotion outcomes.

Design/methodology/approach

The researchers surveyed MBA students with significant work experience to assess the effect levels for 13 managerial promotion factors derived from a research study by Service and Lockamy. The participants were asked to assign a percentage effect level to these factors. Factor analysis was used to determine the most influential factors, and Bayesian networks were constructed to determine the probability of receiving a promotion based on these factors.

Findings

The results indicate that there are five key determinants which have the most influence on managerial promotions. They also indicate that managerial promotion outcomes were not significantly influenced by either the promoting manager's years of work experience, or the number of promotions witnessed.

Originality/value

The paper focuses on managerial and professional career advancement research, managerial promotion processes, and personnel development.
Managing professional service firms: role of managerial abilities
Authors: Sahin Cigdem
Published: April 2011

Purpose

More professional service firms are increasing their role in modern economies, both as employers and as economic value providers. Although there is a quite extensive literature explaining the importance of management and managerial abilities for a firm's competitiveness, the studies focusing on the same issue in professional service businesses are rare. Hence, this paper aims to expand knowledge on this issue and to present a framework for studying managerial abilities in professional service firms.

Design/methodology/approach

The research is constructed as a multi‐case study and includes six cases. The cases were selected among the members of the Turkish Association of Advertising and only full‐service advertising agencies were included in the sample. Three multinational and three national agencies are included in the sample.

Findings

It was found that multinational agencies show significant differences according to their top managers' status and credibility. Managerial knowledge has a different impact on the competitiveness of both agency types.

Originality/value

The paper offers a framework to study the role of managerial capabilities in competitiveness of professional service firms.
Exploring the auditory dimension of corporate identity management
Authors: Bartholmé Roland H. , Melewar T.C.
Published: April 2011

Purpose

Despite the significance of sound, hitherto the auditory dimension has been widely ignored with regard to corporate identity management and corporate communication. This paper aims to expand the domains of corporate identity and corporate communication by focusing on the auditory dimension as a component of company‐controlled communication.

Design/methodology/approach

Based on an extensive review of corporate identity and corporate communication literature, a set of hypotheses is proposed that reflect antecedents of corporate auditory identity management.

Findings

The paper not only illustrates the importance of the auditory dimension as part of corporate identity management, it also provides initial suggestions of antecedent factors that are expected to determine the utilisation of sound on a corporate level.

Originality/value

The presented discussion about the role of auditory identity vis‐à‐vis corporate identity management provides initial guidance for managers when considering the auditory dimension as a potential ingredient of their communication tool kit. Moreover, this paper advances existing knowledge by providing initial insight into the relationship between domains such as auditory identity and corporate identity, visual identity and corporate communication.
Causes and outcomes of satisfaction in business relationships
Authors: Mysen Tore , Svensson Göran , Payan Janice M.
Published: April 2011

Purpose

This study includes relationship marketing concepts (i.e. trust, commitment, and satisfaction) as precursors to transaction cost theory outcomes (i.e. specific investments, opportunism, and formalization) which are rarely, if ever, included together. Trust and commitment lead to satisfaction and satisfaction in turn leads transaction cost outcomes. The paper aims to address these issues.

Design/methodology/approach

The random sample is 600 small‐ to medium‐sized Norwegian manufacturers. Confirmatory factor analysis and structural equation modelling was used to examine the responses from 212 key informants.

Findings

The strongest positive associations are from the relationship marketing portion of the model including trust satisfaction and commitment satisfaction. The highest negative association in the model is satisfaction opportunism. Contrary to predictions, satisfaction did not have a significant association with either specific investments or formalization.

Research limitations/implications

Both relationship marketing and transaction cost theory concepts are examined because it is likely that business success may be motivated by both theories. Limitations of the study are that it only includes small‐ and medium‐sized companies in Norway. Second, it does not cover all business‐to‐business relationships (i.e. only manufacturer‐supplier relationships are included). Finally, additional concepts should be included (i.e. dependence, cooperation, and control).

Practical implications

The results suggest that managers should work developing high levels of satisfaction in business relationships to dampen the likelihood that business partners will be opportunistic. In this regard, working on a relationship serves as a safeguard against possible future risks (e.g. opportunism).

Originality/value

This study is a seed for future research about the causes and outcomes of satisfaction in business relationships.
Understanding the effects of market orientation and e‐marketing on service performance
Authors: Tsiotsou Rodoula H. , Vlachopoulou Maria
Published: April 2011

Purpose

The study aims to use the inter‐relationship between market orientation and e‐marketing in order to investigate alternative mechanisms through which both contribute to tourism services performance.

Design/methodology/approach

Direct and indirect effects of market orientation on performance are examined using structural equation modelling in a sample of 216 tourism firms.

Findings

Market orientation is found to contribute to performance through a dual mechanism in that it contributes both directly and indirectly, through e‐marketing, to the relationship.

Practical implications

The results indicate that academics and managers should consider the inter‐relationships between multiple sources of competitive advantage when looking for explanations of services performance and particularly, tourism services.

Originality/value

This is the first study, to the authors' knowledge, that investigates the inter‐relationship between market orientation and e‐marketing on service performance within the context of travel and tourism services.
Consequences of corporate environmental marketing strategies in New Zealand organisations
Authors: LeCren Nicolette , Ozanne Lucie K.
Published: April 2011

Purpose

This research aims to present an exploratory study of the consequences of environmental marketing strategies in New Zealand organisations. In general, empirical research on the impact of environmental practices on organisational outcomes is limited and inconclusive, thus a greater understanding of the consequences associated with successful corporate environmental (CE) organisations is needed.

Design/methodology/approach

Eight in‐depth interviews were conducted with leading and proactive CE organisations in New Zealand.

Findings

General consequences including innovation, strategic alliances, and improved public relations were found in addition to consequences specifically related to product/service, process‐, and project‐dominant environmental marketing strategies. Negative consequences were also identified.

Research limitations/implications

Owing to the broad nature of the study, it is not possible to make substantial inferences between different industries or specific organisation types and environmental marketing strategies. The size of the sample further limits data generalisability.

Practical implications

Practically, it is anticipated the research will provide guidance for marketing and management leaders in organisations to gain a greater understanding of the consequences associated with environmental strategies. Managers need awareness of the potential impacts of choosing an environmental orientation and strategy.

Originality/value

This research provides the first empirical evidence regarding the consequences for CE organisations except those with previous support relating to organisation performance, brand attitude, employee attitude, and employee commitment and esprit de corps. Several new consequences not previously suggested in previous literature are identified.
Expansion strategies for online brands going offline
Authors: Bravo Rafael , Iversen Nina M. , Pina José M.
Published: April 2011

Purpose

This paper seeks to examine expansions of online brands into the offline market via brand extensions and via brand alliances. Specifically, it aims to compare the formation of reciprocal spillover effects for both strategies.

Design/methodology/approach

Empirical survey data are analyzed through a series of standard and hierarchical multiple regressions. Different combinations of online brands, product categories and offline brands are studied.

Findings

The main results indicate that: the attitude towards the new product is determined by fit and by the functional offline brand image for alliances, while it is determined by fit and by the emotional and commitment dimensions of online brand image for extensions. Moreover, the online brand image is more vulnerable in brand alliances than in extensions.

Research limitations/implications

This work shows the applicability of commonly used theories in brand extensions and alliances to the online‐offline market expansion. Moreover, these theories allow differences across marketing strategies and across distinct brand image dimensions to be explained.

Practical implications

The results obtained may guide the management of these market expansion strategies. Particularly, the present findings are useful to predict the contribution of each brand image dimension on the attitude towards the new product and upon the feedback effects swaying the online brand image.

Originality/value

This study addresses “a hot topic” in branding by comparing two expansion strategies: brand extensions and brand alliances. This comparison is made within the under‐researched area of online branding, and in a novel scenario that is the online‐offline expansion.
Customer orientation in real‐estate companies
Authors: Palm Peter
Published: April 2011

Purpose

The purpose of this paper is to analyse how the espousing of customer relations has evolved over time in the real estate sector. Has a shift occured within the Swedish real estate sector from product thinking towards customer thinking?

Design/methodology/approach

The research is based on an analysis of 25 commercial real estate companies' annual reports from the last five years. The annual reports are analysed through text analysis using the theoretical framework of Mintzberg's five Ps.

Findings

The Swedish real estate sector has in general made the shift from product orientation to customer orientation. There was, however, no significant change during the last five years and most of the companies espoused customer orientation already in 2004. The study implies that it is not sufficient to categorise the companies between product or customer oriented. Instead four categories are suggested: product, customer, project, and financial orientated. Customer orientation, as measured here, was higher in listed companies and in larger companies.

Research limitations/implications

The research in this paper is limited to the Swedish real estate sector.

Originality/value

The paper shows the espoused values regarding customer relations of the commercial real estate companies that can be found in their annual reports. As the annual reports are a marketing instrument it should reflect the senior management's core values. By highlighting how the top management's core values regarding customer relations are espoused an understanding for the sector is built up.
A comparison of property taxes and fees in Sydney and Taipei
Authors: Chan Nelson , Chen Fong‐yao
Published: April 2011

Purpose

This paper attempts to empirically examine the property taxes and fees for residential development to determine whether they have a significant impact on house prices in Sydney and Taipei.

Design/methodology/approach

Property charges and taxes in Sydney and Taipei are examined and compared. A conclusion is then drawn from the results of the analysis.

Findings

It is found that property taxes and fees account for a substantial portion of property prices in Sydney but not Taipei. There is room for the government to reduce the amount of property taxes and fees to enhance housing affordability in Sydney.

Research limitations/implications

This study has limitations in that only two cities are involved. As such, the findings are not exhaustive or conclusive. When conditions allow, a comprehensive study of all major cities in the two countries should be conducted. Nevertheless, this study does provide some background information about cost components of house prices and the impact of property taxes and fees in both cities. It may serve as a stepping stone for future research.

Practical implications

High property taxes and fees are suspected to be a culprit for causing high house prices. The findings of the paper show that it is true in Sydney, but not Taipei. It implies that by cutting property taxes and fees alone may not solve the high house price problem.

Originality/value

This paper demonstrates that high property taxes and fees have a significant impact on house prices in Sydney. However, their impact on house prices in Taipei is minimal. The difference shows that high property taxes and fees may not be the cause of high house prices in all countries.
Factors affecting outsourcing decisions of maintenance services in Saudi Arabian universities
Authors: Assaf Sadi , Hassanain Mohammad A. , Al‐Hammad Abdul‐Mohsen , Al‐Nehmi Ahmed
Published: April 2011

Purpose

The objectives of this paper are to identify the critical factors that influence the decision to outsource maintenance services in public Saudi Arabian universities, and to investigate the relative importance of each of the identified factors based on the expressed opinions of the in‐house maintenance managers in the concerned maintenance departments in these universities.

Design/methodology/approach

The authors conducted a comprehensive review of the literature in the fields of maintenance management and outsourcing practices to achieve a thorough understanding of the issues involved, and identifying the crucial factors affecting the outsourcing decision of maintenance services. A questionnaire survey was developed to assess each factor influencing the decision to outsource maintenance services in the public Saudi Arabian universities. The survey included 38 factors grouped in six major groups. The respondents who have opted to outsource several of their maintenance services to specialty contractors were asked to indicate their perceived level of importance for each of the identified factors. The level of importance of the factors and the groups were measured. The factor groups were ranked according to the obtained mean rating values.

Findings

The findings show that Saudi universities generally value the importance of the quality, management and strategic factors when making outsourcing decisions. The most important three factors influencing the decision to outsource maintenance services in the public Saudi Arabia universities were identified as “increase the speed of implementation”, “improve quality requirements” and “risk sharing with contractors”.

Practical implications

The findings of the study provide practical value for facilities maintenance managers in institutions of higher education confronted with the decision of whether to outsource maintenance services in their campuses.

Originality/value

The paper is original in the sense that it identifies how in‐house maintenance managers rate the importance of the factors influencing outsourcing decisions.
On the role of SMS for transaction confirmation with IVR telephone banking
Authors: Peevers G. , Douglas G. , Marshall D. , Jack M.A.
Published: April 2011

Purpose

The purpose of this paper is to deliver empirical results on the effects of (out‐of‐band) short message service (SMS) confirmation messages after transactions have been completed in an automated interactive voice response (IVR) telephone banking service. The research seeks to discover if SMS confirmations have a positive effect on customer relationship to furnish evidence for a proposed business case for a multi‐channel banking service. The paper aims to offer results on customer attitude on the role of SMS with IVR as a multi‐channel customer relationship management (CRM) strategy in digital banking.

Design/methodology/approach

The methodology is an empirical study based on a controlled laboratory experiment using bank customers as participants. Questionnaires and user observation techniques were employed to collect quantitative and qualitative data, which were analysed using repeated measures ANOVAs.

Findings

Transaction confirmation is shown to be important to customers – whether by an SMS message or within the IVR telephone call itself. Customers judged the role of SMS for CRM as highly desirable after monetary transactions; they prefer the version of the IVR banking service that provides (out‐of‐band) SMS confirmation compared to one that does not – and they judged it significantly higher for quality. However, there were no significant differences detected between customer attitude scores for usability of IVR calls involving funds transfers with, or without, an SMS confirmation. As a consequence, the business case was only developed as far as inclusion of transaction confirmation within the IVR call itself, and not extended to use of SMS.

Practical implications

Implications from the results are offered as management insights for the financial services sector in seeking integrated mobile CRM strategies, or “next call avoidance” strategies.

Originality/value

The paper reports findings from a controlled experiment with 116 participants that was based on extension of an existing IVR telephone banking service with which they were all familiar as users.
Bank service quality: comparing Canadian and Tunisian customer perceptions
Authors: Ladhari Riadh , Ladhari Ines , Morales Miguel
Published: April 2011

Purpose

The aim of this paper is to compare perceptions of bank service quality among Tunisian and Canadian customers, and to determine which dimensions of service quality make the greatest contribution to overall customer satisfaction and loyalty.

Design/methodology/approach

Data were collected using self‐administered questionnaires from two convenience samples of bank customers (250 in Canada and 222 in Tunisia). Service quality was measured using the five SERVQUAL dimensions of tangibles, reliability, responsiveness, assurance, and empathy. Data were analyzed using confirmatory factor analysis, ANOVA and linear regression.

Findings

Respondents in both countries reported high levels of perceived service quality in banks. However, Canadians reported higher perceived service quality than Tunisians for all five SERVQUAL dimensions, and for 21 of the 22 individual items. In the Canadian sample, empathy and reliability were found to be the most important predictors of satisfaction and loyalty, while in the Tunisian sample, reliability and responsiveness were the most important predictors of satisfaction and loyalty.

Practical implications

Canadian bank managers should recognize the importance of “empathy” in service delivery by implementing appropriate customer‐oriented strategies. Tunisian bank managers should focus on performing promised services dependably and accurately.

Originality/value

Despite the large number of studies on individual countries, few studies compare bank service quality among different countries. The present study compares perceptions of bank service quality between consumers in two countries – Canada and Tunisia – that have different economic and cultural environments.
Modelling customer loyalty in financial services
Authors: Baumann Chris , Elliott Greg , Hamin Hamin
Published: April 2011

Purpose

Customer loyalty is a focal concern for marketers who seek to identify its antecedents and causal structure with the aim of better understanding, predicting and managing loyalty. The purpose of this paper is to model both current behaviour (measured as share of wallet) and future intentions as measures of customer loyalty, to quantify the link between current and future behaviour.

Design/methodology/approach

A hybrid model, combining reflective and formative constructs, was developed, moving away from the traditional “reflective only” approach to explain customer loyalty. New predictors such as variety seeking, “resistance to change” and risk taking behaviour were tested to explain loyalty.

Findings

While “risk” is traditionally viewed as a key variable in financial services, this study finds that variety seeking and “resistance to change” predicted current behaviour and future behavioural intentions better than risk. Higher explanatory power and better model fit was found for a hybrid model combining formative and reflective constructs; in contrast to the more common fully reflective approach.

Research limitations/implications

This study adds to the emerging debate on whether concepts such as loyalty should be treated as reflective and/or formative. The implications from this study suggest that future research can usefully model current behaviour as formative and future intentions as reflective. Future research should test the extent that these findings apply across products and services beyond banking.

Originality/value

This study establishes that variety seeking and “resistance to change” can usefully explain and predict loyalty. The examination of “formative” and “reflective” concepts in explaining loyalty is also novel.
Design innovation and marketing strategy in successful product competition
Authors: Hsu Yen
Published: April 2011

Purpose

Taiwanese computer and electronic products possess advantages in design, innovation, rapid response, and global market flexibility. This study aims to examine Taiwanese computer and electronics firms to explore the product marketing strategies they adopted to deal with global competition. Furthermore, it is intended to analyze firms in different marketing strategic groups in terms of their product design strategies and how they incorporated design and marketing strategies into design innovation. This analysis is applied as an integrated innovation model for allocating design and marketing strategies.

Design/methodology/approach

Based on a questionnaire survey and case studies, the marketing strategies adopted by the Taiwanese computer and electronics industry can be classified into the categories of “market leader”, “market focus”, “market challenge” and “market niche”.

Findings

Firms employing different marketing strategies employed different design innovation strategies in product design. The design strategies adopted by enterprises in the market leader group incorporated aggressive innovation; those in the market focus group were characterized by focus innovation in product design; those in the market challenge group exhibited strong innovation integration in product design; and those in the market niche group exhibited flexible innovation in product design.

Originality/value

The innovation models adopted by the Taiwanese computer and electronics industry were related to enterprise scale, business type, and product development category. Results of this study provide a valuable reference for enterprises with regard to R&D and marketing in relation to product innovation.
In‐group preference as opportunism governance in a collectivist culture: evidence from Korean retail buyer‐supplier relationships
Authors: Chung Jae‐Eun , Jin Byoungho
Published: April 2011

Purpose

The purpose of this paper is to examine whether preference toward in‐group members can serve as opportunism governance in channel relationships in a collectivist culture. This study proposes a model of opportunism incorporating in‐group preference and trust as antecedents of opportunism. Based on Transaction Cost Economics and Social Exchange Theory, transaction‐specific investment and relationship length are employed in the model as confounding variables of in‐group preference for opportunism and trust.

Design/methodology/approach

Data were collected from 109 Korean department store buyers and analyzed using Structural Equation Modeling (EQS 6.0).

Findings

The results showed that buyers' in‐group preference increased buyers' trust toward suppliers and decreased suppliers' opportunistic behavior. Buyers' increased trust toward suppliers was found to reduce suppliers' opportunistic behavior. Further, Trust was significantly influenced by supplier TSI, but not by length of relationship. On the other hand, opportunism was significantly influenced by length of relationship, but not by supplier TSI.

Research limitations/implications

This study examined only the positive side of in‐group membership. Some criticisms of in‐group preference are favoritism, interference with fair competition, and collective blindness, any of which might decrease the efficiency of business operations. These impacts should be examined to gain a balanced view of the implications of in‐group preference in business settings.

Practical implications

Multinational companies should understand that in‐group membership is an important source of building trust and oppressing opportunism in the Korean market. Multinational companies can strategically approach in‐group members of business partners to become members of those in‐groups.

Originality/value

This is the first empirical study to examine collectivists' tendencies toward in‐group preference as opportunism governance.
Suppliers' willingness of customization, effective communication, and trust: a study of switching cost antecedents
Authors: Yen Yu‐Xiang , Shih‐Tse Wang Edward , Horng Der‐Juinn
Published: April 2011

Purpose

This study seeks to extend current research by testing a framework for understanding the impact of perceived suppliers' willingness for customization, effective communication, and trust regarding perceived switching costs.

Design/methodology/approach

Research data were collected from electronics firms in Taiwan; 281 questionnaires were collected. Structural equation model (SEM) analysis was applied to the data.

Findings

The study suggests that perceived trust contributes to perceived switching costs. The perceived willingness of a supplier to customize for a buyer can indirectly impact on perceived switching costs by way of perceived trust toward the supplier. Furthermore, analysis of the direct and indirect effects reveals that effective communication plays a dominant role and has a significant influence on trust and perceived switching costs.

Originality/value

While recent research increasingly examines customer switching costs in terms of antecedents, this study provides greater insight into switching costs from the trust‐forming perspective to ensure customer retention.
Development of customer value in a supply chain: managerial thinking about strategic marketing
Authors: Rundh Bo
Published: April 2011

Purpose

The purpose of this paper is to describe and analyse how the main driving forces are affecting companies in a supply chain. The focus is on what managers expect will influence customer value from a strategic point of view.

Design/methodology/approach

The paper is based on a qualitative study where managers at a division level have been interviewed.

Findings

The main driving forces have been identified. These driving forces have been found to affect the business and marketing strategy in the market among different actors, in the technology and due to external changes in the market, e.g. by changes in demography resulting in dissimilar market behaviour. Co‐operation among actors has been found to improve customer value.

Practical implications

The managerial implications therefore indicate that managers need to assess the main driving forces and find a competitive and marketing strategy that can match competition and influence driving forces in the actual market area.

Original/value

The paper has a longitudinal approach. An important value of the paper is that actors at different stages in the supply chain have been interviewed during a longer period of time.
Compensation and control sales policies, and sales performance: the field sales manager's points of view
Authors: Küster Inés , Canales Pedro
Published: April 2011

Purpose

The purpose of this paper is to analyse the relationship among the compensation system (fixed or commission) applied to salespeople, the system by which they are controlled, and the effects of both on individual performance and sales organization effectiveness. Previous research has been extended in a different country/context, and from the field sales manager's points of view.

Design/methodology/approach

First, a cluster analysis was used to obtain a set of groups of salespeople characterized by their main compensation system (salary and/or commission). Also, ANOVA is used to analyze the significance of the differences due to the different compensation system.

Findings

The empirical data reflect the results of research involving 108 field sales managers and show that the compensation system used for the salespeople has significant effects on individual salesperson performance and sales organization effectiveness and is related to the control system used by the company. Companies with a compensation system based on a fixed salary use behavior control more than companies with a compensation system based on commission; salespeople who receive a greater proportion of compensation as a fixed salary give better individual performance than those who are paid by commission; salespeople who receive a greater proportion of their pay as a fixed salary are more effective than those paid largely by commission. Results do not show relevant differences among countries.

Research limitations/implications

Any generalisation of results is limited by the characteristics of this study, in particular by the sample used and the particular situation of the country analysed (Spain). At the same time, and because the study relies on the subjective judgment of sales field managers' perceptions, the measurement of some concepts is subject to various cognitive biases.

Practical implications

Compensation for salespeople is one of the most important issues in saleforce management as it has a significant effect on motivation, which is critical, given the conditions of their working environment.

Originality/value

This paper analyzes the field sales manager's points of view and not that of the salesperson or the sales team. This provides a closer perspective because field sales managers operate between the salesperson and sales manager. This paper presents a framework based on Baldauf et al.'s and Piercy et al.'s previous research, with two main contributions. The first contribution is the proposed direct analysis of the relationships between various antecedents of effectiveness. The second contribution is the consideration of two dimensions of the effectiveness construct: financial efficacy and field sales manager satisfaction.
Complementor involvement in product development
Authors: Munksgaard Kristin B. , Freytag Per V.
Published: April 2011

Purpose

The involvement of lead‐users in product development has been emphasised as a rewarding method for companies in various industries to strengthen their development efforts. The argument is that these leading edge customers can generate innovative and appealing new product concepts. In some industries, however, companies may not be able to make use of lead‐users. In such situations, a complementor may be a valuable alternative. Complementors may be defined as development partners “whose outputs or functions increase the value” of the company's own innovations. The purpose of this article is to compare and contrast the advantages obtainable from the lead‐user method and complementor involvement respectively in order to determine the interchangeable value from these different approaches.

Design/methodology/approach

A typical case is selected as the empirical foundation, describing a Danish food‐producing company's collaboration with a complementor.

Findings

The case analysis shows that complementor involvement may lead to output‐related, process‐related, and system‐related advantages comparable with advantages obtainable from the lead‐user method. The findings, however, reveal some variations in these advantages. Compared with the goals set by the Danish food‐manufacturing company, output‐related advantages are achieved, e.g. in terms of higher product novelty, whereas the company's goal for enhancing its market position is not reached. Several process‐related advantages are also accomplished in terms of enhanced internal collaboration and improved cross‐functional communication. However, the company faces challenges related to how close the complementor relation might become.

Research limitations/implications

This research is based on a single case study in the food industry in Denmark.

Originality/value

From this paper, new knowledge and insight into complementor involvement in product development as well as the related advantages and disadvantages can be derived. In academia, this knowledge contributes to deepening understanding of external partnering in product development in general. The managerial implications to be derived are associated with the potential value generated from complementor involvement in product development.
Changed governance of public sector organisations=challenged conditions for intra‐professional relations?
Authors: Jansson Anna , Parding Karolina
Published: April 2011

Purpose

Effects of NPM in professional work are often discussed on an overriding level, and professionals' own experiences of their working conditions in their specific work contexts have been less discussed (Hasselbladhet al.and Liljegren). In an attempt to consider this concern, this paper seeks to focus on individual professionals, exemplified by teachers and nurses, and their experiences of intra‐professional relations, i.e. teachers' relations with other teachers and nurses' relations with other nurses.

Design/methodology/approach

Applying a theoretical framework on professions and professional work, the aim is to discuss the meaning of intra‐professional relations, and how NPM‐influenced changes in the organisation of work affect these relations. Moreover, possible effects of the organisational changes for the professionals will be discussed. It is argued that intra‐professional relations are essential for professionals; at the same time the cases discussed illuminate how changes in the organisation of work influence intra‐professional relations, in ways that highlight the tension between profession and organisation.

Findings

The findings can be seen as an illustration of consequences of the adoption of NPM‐influenced governance ideals; this paper sees the organisational changes as deriving from the managements' focus on “the customer in centre of attention”, in the form of interdisciplinary work teams and TAS.

Originality/value

The paper shows that, through investigating how individual professionals experience their work, consequences of NPM‐related governance changes are unveiled.
Composite competitiveness indicators with endogenous versus predetermined weights
Authors: Bowen Harry P. , Moesen Wim
Published: April 2011

Purpose

The purpose of this paper is to examine how the ranking of countries based on the World Economic Forum's (WEF') competitiveness index is changed when the underlying primitive data dimensions of this composite index are aggregated using weights that are endogenously determined for each country, instead of aggregated using the WEF's fixed set of weights applied to all countries.

Design/methodology/approach

The paper presents a method based on data envelopment analysis to determine weights for aggregating the underlying primitive data dimensions of any composite indicator. The approach determines endogenously the “best” weights a given observational unit (e.g. country) on the basis of its revealed performance on each primitive sub‐dimension underlying a composite index. The ranking of countries based on the values of a composite competitiveness index that uses the proposed endogenous weight method is then compared to the ranking based on the WEF's competitiveness index for the year 2006. The rankings are then compared and assessed to determine if the observed difference in the rankings are statistically significant.

Findings

A comparison of the ranking of countries on the basis of the value of each index reveals that countries do undergo a change in their competitiveness rank when endogenous weights are used. The results suggest the WEF's competitiveness index, which uses the same fixed weights applied to every country (or group of countries), creates a bias that favors countries that score high on the “technology” sub‐dimension of the index.

Practical implications

The study presents an alternative to the current practice of using a fixed set of weights applied uniformly to the basic unit of analysis. The method serves as a starting‐point for further research on the biases created by different weighting schemes to construct a composite indicator that aggregates primitive data, with the resulting composite index values then used to rank entities.

Originality/value

The method to determine endogenously the weights to be applied to each unit of analysis when constructing a composite indicator is novel and has wide applicability to the general issue of comparing performance across different units of analysis based on a composite index of performance (i.e. benchmarking).