bluuebunny/crossref_metadata_2025 huggingface dataset:
Towards a Structural Solution to Unemployment
Authors: Struble Robert
Published: May 2006

Chronic unemployment is a flaw in modern capitalism that calls for
reform. Unlike expansionary demand‐management programmes, public works
will be non‐inflationary if they put back into the economy in government
spending no more than the dollar value taken from the economy in taxes.
The spending should be labour intensive while all associated taxing
should target sectors and products that are capital intensive. This
economic approach is not expansionary/ inflationary but structural: the
reforms would shift production in a labour‐using as opposed to a
labour‐saving direction, so that it would take more hours of work to
produce the same GNP. The pool of workers who are under‐employed and
unemployed would supply the required extra hours. First, examines the
problems associated with fiscal and monetary approaches to unemployment.
Then details the proposed reforms, looks at technical aspects, diagrams
and macro‐economic implications, and considers the probable effects on
the US balance of trade. The final section considers the critics′ view
that an automation tax would be a neo‐Luddite attack on technological
progress.
Health Care Reform in the Light of History
Authors: Rizzo Robert F.
Published: May 2006

The health care crisis in the United States has roots that reach
into the nineteenth century. An examination of the cultural, social, and
economic roots should warn against piecemeal and short‐range measures to
correct a fragmented system which, despite all its achievements, is
draining the economy while it fails to meet the needs of millions.
Unlike the Western European experience, it began as a loosely organized
and loosely co‐ordinated system, responding as it grew to the forces of
change: research from Europe, technological advances, corporate
interests, the need for a healthier labour force, and the economic
stimuli of the marketplace. Throughout the centuries, the delivery of
medical care was seen in the terms of the buying and selling of a
commodity. Professional and corporate groups are interested in keeping
it essentially as it is by emphasizing its accomplishments and
predicting setbacks of all kinds if drastic change is made. Argues that
if the reformers in and out of government do not recognize the roots of
the problems and the pivotal points requiring radical surgery, they will
be unsuccessful in bringing about a more comprehensive and efficient
health care system. A final lesson of history is that health care is a
much broader reality than medical care. The health of the people depends
largely on the improvement of the social and natural environment.
Some Misconceptions about Market and Non‐market Economies
Authors: Raiklin Ernest , Yousefi Mahmood
Published: May 2006

The traditional analysis of the Soviet‐type economies denies the
existence of markets to these economies. The usual argument is that
these economies lack freedom and are characterized by the absence of
private property. Additionally, the conventional analysis implies that
theory of markets is a theory of free markets, one characterized by free
economic interaction among economic units (individuals or businesses)
regardless of the degree of market perfection. Argues that the
conventional economic analysis is wrong in denying the existence of
markets and capitalism to certain modern societies (e.g. the former
Soviet bloc countries). The central thesis is that the environment in
which buyers and sellers interact does not have to be free in the
Western sense to be considered as a market. Points out that the economic
systems of the former Soviet Union, China, Cuba, and others, may be
characterized to totalitarian state capitalism.
Work Habits and Customer Service in Post‐Communist Poland: Some First‐hand Observations
Authors: O'Boyle Edward J.
Published: May 2006

Addresses customer service and work habits in post‐Communist
Poland, based on seven weeks of observation in 1991. Has two purposes:
to warn Westerners about problems in starting or taking control of a
Polish business or becoming partners with Polish interests in an
established business; and to prod Poland into tearing out the roots of
this problem – homo sovieticus – which are deeply
embedded in the Polish economic order. Homo sovieticus is a
human whose spirit has been systematically destroyed by a system
designed by and for Stalin and erected in his name and memory. Customer
service in Poland has been influenced by two factors: the shortages of
the former command economy and the role of state enterprises as
industrial welfare agencies. As to work habits, there is no solidarity
among those who labour in the same workplace nor is there any teamwork
in the workplace or the marketplace.
On Need, Wants, Resources and Limits
Authors: O'Boyle Edward J.
Published: May 2006

The conventional wisdom in economics is that resources are limited,
wants are unlimited, and the business of the economist is to understand
how limited resources are allocated to satisfy unlimited wants.
Typically, poverty or unmet physical need is addressed apart from
consumer behaviour. It was not always so. Adam Smith, Alfred Marshall,
and Paul Samuelson as recently as 35 years ago, for example, were
explicit about the direct linkage between needs and wants. The changes
that have taken place over the years are attributable to a shift away
from an Aristotelian perspective on the nature of economic studies
towards the Enlightenment view. Challenges the conventional wisdom that
wants are virtually unlimited, resources are limited, and poverty is
best addressed apart from wants. Presents need fulfilment alongside want
satisfaction in the context of the principle of subsidiarity which helps
define the role of the state in provisioning unmet need.
Health Care and Higher Education: The Diary Approach for
Management Development
Authors: Chaston Ian , Badger Beryl , Mangles Terry
Published: May 2006

A project to determine employee development needs of Plymouth
Polytechnic and Derriford Hospital NHS senior technicians revealed
employer and employee variance in opinions over desired managerial
competences. Job analysis through the use of time diaries permitted
construction of a detailed description of current job roles for both
organizations. This information was then used to research the views of
senior technicians on how their performance could be enhanced through
provision of an employee development programme. The study validated the
capability of the time diary technique to generate detailed,
quantitative information on job role activities. Variance in the
training needs for the two organizations was identified. In the case of
NHS technicians it was possible to define areas where provision of a new
training scheme would be beneficial. Their counterparts in higher
education revealed a much lower degree of interest in the provision of
external assistance to develop further their managerial skills.
Concludes that the Polytechnic would need to implement structural
changes to the work environment before introducing any new training
schemes for technical staff.
MCI and the Competency Movement: The Case So Far
Authors: Wills Stefan
Published: May 2006

The Management Charter Initiative (MCI) has now been in existence
for several years. Its major objective is to promote the notion of
“competency” and facilitate the introduction of a list of
generic management standards into British organizations. In the light of
the debate which this movement has provoked, attempts to summarize the
major conceptual issues. Takes a big picture overview of the major
advantages, disadvantages and “grey” areas as they are
perceived by British management generally (i.e. organizations and
academia). As far as possible, it is a balanced review, which it is
hoped will assist human resource practitioners in the area of strategy
formulation.
Training Needs Assessment: An ″Open‐systems″ Application
Authors: McClelland Samuel B.
Published: May 2006

Training needs assessments (TNAs) have become a popular and
valuable tool in the human resource development profession. When
properly designed and administered, a TNA will provide a detailed
picture of an organization′s skill, knowledge and talent base while
simultaneously focusing attention to areas where training programmes are
most needed or, depending on the nature of the business, required. This,
in turn, permits the organization to allocate funds for training and
development where they will have the greatest impact thereby providing a
positive return on the firm′s investment. Focuses on an open‐systems
approach to designing and administering a TNA. As such the methodologies
described within examine and illustrate a systematic and
applications‐oriented process by presenting independent as well as
interdependent methods of datagathering and analysis as a means of
identifying and addressing training needs.
Advice and Training Support for the Small Firms Sector in
West Yorkshire
Authors: Hogarth‐Scott Sandra , Jones Mark A.
Published: May 2006

The objectives of this research were an assessment of the support
and training needs of small businesses in the Bradford region of West
Yorkshire, and an assessment of the small business support network in
the region. The research was targeted at small businesses with less than
50 employees. The research took place in June/July, 1991. Following
qualitative and exploratory interviews, questionnaires were sent out to
small businesses within the region. The questionnaire results identified
the areas where the businesses felt they needed most support. They also
quantified small businesses′ attitudes to existing support services, and
examined the support which the entrepreneurs would be likely to give to
new training and support schemes. The results showed that the businesses
felt that the existing support was inadequate. The results also
identified a demand for training courses that matched the specific needs
of the small business. Proposes guidelines for the type of training
courses that small businesses would like to see.
Changing Performance Requirements: Consequences for New
Training Schemes
Authors: Streumer Jan N. , Feteris Andries
Published: May 2006

Discusses the concept of “integrating management” with
respect to the development of a new approach to training in the Dutch
Department of Public Works; tertiary technical education is no longer
enough as training for managers facing interdisciplinary problems, as
the Department changes from a functional to a product organization.
Describes the present and future altered organizational structures.
Describes how job and training profiles were developed from the
literature, analysis of data about the target population and their
training needs, collected by interview and questionnaire, and a crucial
two‐day workshop to test the validity of the results and to draw up the
profiles.
How to Make Partnership Work
Authors: Edwards Vincent , Loveys Richard , Wareing Tony
Published: May 2006

Explores the relationship between educational providers and company
clients on tailored MBA programmes. Examines the potential benefits and
disadvantages of such programmes in terms of the relative number of
providers/companies involved, and describes and evaluates the authors′
experience of developing and operating a consortium MBA involving two
providers and nine companies. Presents both provider and company
perspectives, and concludes that the resolution of potential conflicts
resulted in a programme which satisfied the requirements of providers,
companies and participants. Further, increased collaboration between
educational providers may more accurately respond to the needs of
clients, who may wish to use a number of providers in constructing
“their” MBA programme.
Research Report: Customer‐Supplier Relationships in the
Training Industry
Authors: Canning Roy
Published: May 2006

Based on a pilot research study into customer‐supplier
relationships in the training industry, involving a series of interviews
and questionnaire sampling of training managers from both private and
public sector organizations. The results indicate that suppliers of
training services are in danger of becoming uncompetitive and are
failing to pass on unit cost reductions to their customers during the
recession. Training customers are in turn looking for more “added
value” from their suppliers. Argues for a more sophisticated
relationship in purchasing training services, which builds on the
experience of other industries. Training managers are asked to take on a
more collaborative long‐term relationship in dealing with suppliers,
which emphasizes productivity, learning and innovation.
Outcomes of Outdoor Management Development: ″Articles of
Faith?″
Authors: Jones Philip J. , Oswick Clifford
Published: May 2006

There appears to be widespread belief in training benefits which
can be derived from the use of Outdoor Management Development (OMD)
despite an apparent lack of valid and reliable research in this area.
Problems with operationally defining OMD may have generated some of the
confusions and controversy which are evident in the literature. An
examination of a widely used model of evaluation suggests that it may be
prone to contamination by potential sources of systematic bias.
Consequently, results derived from this form of evaluation are difficult
to verify. Potential users of OMD may need critically to evaluate the
evidence used to support claimed outcomes before deciding to use this
form of training. The only current way for practitioners to gain valid
and reliable evidence about the outcomes of OMD training may be for them
to conduct their own evaluations. Undertakes a wide review of the
available literature, providing tables, which shows the general
characteristics of the literature sample, and the most commonly cited
outcomes.
Competence‐based Qualifications: A Response
Authors: Mansfield Bob
Published: May 2006

Argues that functional analysis has been misrepresented and
misinterpreted. Refutes the idea that functional analysis claims to be
objective, empirical or reductionist. Suggests rather, that it is based
on a process of “interpretative understanding” of best
practice and future requirements. Disputes the criticism that functional
analysis ignores the importance of process in favour of simply
describing the tangible results of system activity, and that it is
solely concerned with the technical component of work performance,
ignoring its social context.
Changing Perspectives on Facilitation Skills Development
Authors: Berry Midi
Published: May 2006

Describes a 15‐year learning journey, working with clients to
develop skills facilitation. Set against the backdrop of the changing
role of facilitation in UK business – from the domain of the
training room, via use of designated facilitators working with quality
groups, to a central place in leadership and management practice. Case
studies and details of competence research illustrate different
approaches to skills development. Suggests that the influence of context
on the facilitation role is crucial, and needs to inform the type of
development process suited to a particular situation. Anticipates that
facilitation will be acknowledged increasingly as a central process of
organization change rather than limited to designated positions.
Facilitating in “unknown territory” will require people to
discard pre‐prepared scripts, dispense with the safety of
“facilitator neutrality” and be open to profound processes
of change.
Developing Executive Competences: Learning to Confront,
Confronting to Learn
Authors: Mole Graham , Plant Roger , Salaman Graeme
Published: May 2006

Suggests that increasing competitiveness in the corporate
environment demands new managerial skills which reflect the key values
of 1990s employee behaviour – i.e. quality performance in line
with the constantly changing requirements of clients and colleagues.
Points to the dramatic increase in management training as one way of
enhancing managerial creativity and skill, and asks if such training
programmes actually work, and if they can help managers to overcome
their often unproductive work habits. Describes a successful management
development programme aimed primarily at directors within a large,
multinational insurance broking firm. Concludes that it is crucial that
such training helps managers to adjust to, and deal with, their
environment by encouraging them to learn how to learn and to use this
capacity to confront performance problems and to work with others to
overcome them.
Structured On‐the‐job Training at Hoogovens IJmuiden
Authors: DeJong Jan A.
Published: May 2006

Suggests that structured on‐the‐job training, offered to operators
in most divisions of the Dutch steel giant Hoogovens IJmuiden, has led
to a more complete understanding of the chemical and mechanical
processes involved, and a shorter induction period. Presents a case
study of the way two groups of employees in the company are being
trained for their jobs. Part of the training takes place on the job and
part of it in an off‐the‐job course, and handbooks are found to play a
major role in the actual training process. Documents were studied, and
trainees, instructors, supervisors and training co‐ordinators were
interviewed to find out if the training is effective on the shopfloor.
The Training and Competence of Life Assurance
Representatives: Research Report
Authors: Myers Judith , Torrington Derek
Published: May 2006

Discusses an extensive research project relating to the quality and
quantity of training available to life assurance representatives. The
research was undertaken for LAUTRO, the industry′s self‐regulatory body,
and provided background information prior to the issue of training and
competence standards which will operate industry‐wide from April 1993.
Based on data relating to over 140,000 life assurance representatives,
pinpoints the extensive variety in training and recruitment practices
between companies in the industry and between categories of
representatives, even within one company. Outlines the arguments in
favour of providing comprehensive training for life assurance
representatives, while concluding that there may need to be flexible
forms of training to take account of the differing characteristics of
representatives and their companies.
Post‐Professionals and Management Development: An
Issue‐based Approach with Medical Consultants
Authors: Loewenthal Del
Published: May 2006

Explores an approach to management training for the
post‐professional through describing and evaluating a one‐year
management development programme for medical consultants that has run
for five years in England. The background, and issue‐based
participant‐centred approaches, are presented before describing the
specific features of the programme, namely: the planning (two days), the
individual consultancy, the peer review and the monthly meetings.
Presents results of the programme evaluation and recommendations for
management development for post‐professionals arising from both this
programme and a review of the literature.
Self‐development in Organizations: Issues and Actions
Authors: Phillips Keri
Published: May 2006

Self‐development is rapidly becoming established as a major vehicle
for individual and organizational change. It reflects the trend towards
flatter structures, increased personal and local responsibility and
responsiveness to customer needs. Examines the challenge presented by
self‐development and the type of culture in which it is likely to
thrive. Outlines a specific plan for implementing self‐development.
Emotions and Work in a Lifestyle Occupation
Authors: Anderson Geoff
Published: May 2006

Suggests that, in traditional approaches to competence analysis,
the emotional components of work are seldom considered. Yet many service
occupations, such as airline flight attendants, require considerable
skill in dealing with other people′s feelings while effectively managing
one′s own. The term “emotional competence” is used to
describe this aspect of job performance. Reports a study of 52 flight
attendants which was designed to ascertain their own feelings about
their work and whether more needed to be done in training to prepare new
workers for the emotional components of the job. Found that personal
interactions with other people, passengers and crew, elicited both the
most positive and the most negative responses; yet, overall, the
respondents reported considerable job satisfaction. Many flight
attendants made a distinction between the job tasks and the lifestyle
nature of the job itself. Training for the emotional components of
competence may require only slight additions to existing practices yet,
as more work draws on skills in this area, this aspect of performance
will become increasingly important.
A Research‐based Model for Job Analysis
Authors: van der Veen J.M. , Versloot A.M.
Published: May 2006

Reports on a case study on the design and development of two
training courses for employees of gas and energy distribution companies
in The Netherlands who were faced with internal and external changes.
Discusses the conceptual framework of job analysis, developing a
specific set of data collection techniques, particularly structured
questionnaires and interviews. Concludes that each individual company
should research and develop its own training course. The course should
be designed to meet the company′s own peculiar requirements, there
should be more professional co‐operation between industry and academe in
research and training; and finally that training courses should be more
widely based on the concept of job profiles, extending even to entire
sectors of the economy.
Strategic Change Management and Training: Adaptive,
Adoptive and Innovative Roles
Authors: Talbot Colin
Published: May 2006

Sets out a three‐role model for training in the strategic change
process: adaptive change, focusing on skills and knowledge; adoptive change, stressing attitudinal and behavioural change; and
innovative change, using training as a bottom‐up initiator and
shaper of change. Based on the author′s experience and illustrated by
case‐study material, shows how the last role can be used to create
additional “value‐added” in training interventions.
Competence‐based Qualifications: A Way Forward
Authors: Stewart Jim , Hamlin Bob
Published: May 2006

Third and last of a series of articles examining the case for
competence‐based qualifications in the UK. Reviews the previous two
articles prior to identifying strengths in the competence philosophy and
methodology and weaknesses in established practice. Concludes that
competence‐based qualifications require modification in operation if
they are to realize the potential benefits and advantages claimed. Two
models of argued changes are provided as a basis for a suggested way
forward.
Overcoming the Barriers to Organization Excellence
Authors: Nixon Bruce
Published: May 2006

There is increasing recognition that quality and value are linked
to the quality of life within the organization. Frequently this is
acknowledged in admirable mission statements and statements about
values. Yet most frequently there is a huge gap between the behaviour
and the values. Human beings find it difficult to behave in a way which
enables, values difference and results in really effective teamwork.
Examines the behaviour that gets in the way, offers some explanations of
our difficulties and proposes constructive ways of overcoming these
difficulties at a personal and institutional level.
Waking up to Reality: The Labour Market in Eastern Germany
Authors: Lange Thomas
Published: May 2006

Attempts a stocktaking of the labour market in the collapsing
economy of the former GDR, with a brief outline of recent developments.
Instead of extensive theorizing, describes and quantifies characteristic
features of the Eastern German labour market. Gives critical attention
to training and work creation schemes as instruments of active labour
market policy.
A New Approach to Management Education in Poland
Authors: Reed John
Published: May 2006

Management education courses are being developed at the Lublin
Business School, Poland in collaboration with the Lancashire Business
School of the University of Central Lancashire, UK. These developments
are supported by the UK Government Knowhow Fund. The first of these
courses, an Advanced Certificate in Management for practising middle and
senior managers, was first delivered during 1991‐92 and validated by the
UK partner in July 1992. Higher level courses, a Diploma in Management
and an MBA, are being developed and the partners hope to validate these
courses during 1993. Describes the content and structure of the courses,
together with a quality assurance and assessment regime which is
innovative in the Polish context. In developing these courses the
partners have attempted to avoid the known problems associated with such
transfers of know‐how. Identifies these problems and discusses the ways
in which they were addressed by the Lublin project.
Guidelines on Good Practice in Foreign Language Training
Authors: Smith Jonathan , Arkless Caroline
Published: May 2006

The Association of Language Excellence Centre (ALEC) is a
professional body, forum and information source dedicated to raising the
profile and quality of business and vocational language training ALEC′s
Guidelines on Good Practice in the Management and Delivery of
Foreign Language Training for Business have been written for the
benefit of private organizations and educational institutions who intend
to provide language services which assist the business community in
responding to the opportunities of the Single European Market and
beyond. The Guidelines, discussed here, are a statement of the
collective views of some 50 Language Excellence (LX) Centres on what
constitutes good practice in language training for business, including
the step‐by‐step summary of a systematic approach to its management.
TQM Implementation
Authors: Holder Todd , Walker Lorin
Published: May 2006

A self‐assessment of TQM applications at Super‐conducting Super
Collider Laboratory in Dallas, Texas, USA. This was conducted using
Thomas Gilbert′s model for asking the requisite questions, from
September 1991‐93. Shows that although many TQM applications fail, some
are successful. Reviews what fostered success and what improvements are
needed.
The Training and Development Function: Its Search for Power
and Influence in Organizations
Authors: Garavan Thomas N. , Barnicle Bridie , Heraty Noreen
Published: May 2006

Reviews some of the literature on power and influence as it relates
to the training and development function. Highlights a number of
difficulties that confront the training and development function in
using power and influence successfully in organizations. Empirical
evidence is presented on how Irish training specialists perceive the
power of the training and development function. Concludes that a number
of strategies are outlined for use by the training and development
function in order to develop power and use it effectively.
Metaplan(R): Achieving Two‐way Communications
Authors: Habershon Nigel
Published: May 2006

Describes Metaplan, a management and facilitation technique that
originated in Germany, has now spread across Northern Europe, but is
still largely unknown in the UK. The participative strategies of
Metaplan make it an effective problem‐solving management tool.
Highlights how Metaplan can save time, stimulate creativity, and enable
groups to reach decisions fast and methodically. Also argues that
participative management styles and approaches need appropriate tools
and techniques, and underlines the advantages Metaplan has over the
traditional flip‐chart and OHP. Forecasts that in the UK, as in Germany,
Metaplan will become standard training centre equipment, as well as a
support for managers wanting to increase the effectiveness of their
department meetings.
Putting Learning Styles to Work: An Integrated Approach
Authors: Mumford Alan
Published: May 2006

Summarizes the Honey and Mumford learning styles questionnaire
(LSQ) and their version of the learning cycle. Shows how these were used
as tools for more effective learning with a group of managers. First,
personal develop ment plans were produced, using the strong and low
learning style preferences as a guide to the development solutions most
likely to be effective. Uses actual cases to illustrate. Second, the LSQ
results were used in the design of a development programme for these
individuals as a group. The learning cycle was deployed in the overall
design, the learning style preferences were taken as the basis for
development, not just as a tool for analysis. An off‐the‐job programme
assisted managers to understand not only their own preferred learning
but that of others.
Subtitling Training for Translators from Concept to
European Extension
Authors: Roffe Ian
Published: May 2006

Describes the origin and development of a new training programme
for subtitling in translation, launched in September 1990, as a
collaborative scheme between University of Wales, Lampeter and the
Welsh‐Medium Broadcasting Authority Sianel Pedwar Cymru, Cardiff, in
response to a shortage of trained subtitlers in TV Production Companies.
Traces the programme from first recognition of training need through
collaborative development of the programme and reports on an extension
to other European Linguistic contexts.
Evaluation Concerns: A Systematic Response
Authors: Wills Stefan
Published: May 2006

As part of an ongoing Ashridge Management College project, attempts
to understand some of the reasons why there is a certain reluctance on
the part of management educators to become too heavily involved in
evaluation. In terms of its methodology, it is based on ten in‐depth,
semistructured interviews with a sample of course tutors across a broad
range of subject disciplines. Begins by outlining the emerging major
themes from the perspective of the provider. Then goes on to discuss an
evaluation system, adapted from the literature, which is intended to be
viewed as organic, meaning that it is, intentionally made up of
systematically interrelated parts. Concludes by discussing the
implications of applying such a model to the emerging major themes.
A Typology of Work Relations in the Context of Contemporary
Europe
Authors: Altman Yochanan
Published: May 2006

Proposes a typology of work relations in the context of Europe, in
an attempt to delineate key characteristics, which will help to
“collapse” the diversity of cultures and traditions existent
in Europe, into four major types of work orientations (Weltanschauungs) which cross geopolitical borders. The typology
proposes that the most prevalent types are a family model of the world,
a universal‐individual model of the world, a corporatist (group) model
of the world and a network model of the world. These are abstractions on
two dimensions of relationships: the level of perceived intimacy and the
degree to which relations are regulated. Presents evidence for the above
categorization and discusses, in particular, training and organizational
implications.
Problems with Learning Foreign Languages for International
Business
Authors: Swift Jonathan S.
Published: May 2006

An attempt to analyse a number of major problems that executives
frequently cite as having contributed towards language learning
difficulties. The objective is to highlight the various work‐related
pressures, and psychologically‐demotivating attitudes that prevail
amongst too many learners. Identifies five problem areas, and looks at
each in detail, suggesting possible strategies for trainers to minimize
the influence of these problems.
Management Training across Cultures: The Challenge for
Trainers
Authors: Thornhill Adrian R.
Published: May 2006

The increasing internationalization of business and the development
of a single European market will have implications for training and
development. Looks at the implications for trainers of working with
managers from other countries and cultures. Applies the research of
Hofstede, Laurent, Tayeb and others and suggests that there are a number
of cross‐national and cross‐cultural implications from training
participants from other countries. These relate to the content of
training, training methods, expectations about the provision of
training, trainer competences and language skills. These form challenges
which trainers will need to consider.
Implementing Quality in a Training Organization
Authors: O′Brien Paula
Published: May 2006

Devising and implementing a quality system to deliver to customer
needs can be a major undertaking. Provides an account of the
implementation of BS5750 within a training organization. Makes
suggestions for improving implementation for those in the training
sector who may face the task of addressing BS5750 in the future.
Consumer Complaints: Advice on How Companies Should Respond Based on an Empirical Study
Authors: Clark Gary L. , Kaminski Peter F. , Rink David R.
Published: May 2006

Reports on a study to investigate the impact of customer
satisfaction of different types of company responses to letters of
complaint. Considers the effects on consumers of various defensive
marketing strategies: letter and free good, letter only, and no
response. Surmises that the results support the notion that appropriate
defensive marketing strategies can improve the company′s image among
customers who write complaint letters.
Ingredient Branding: A Strategy Option with Multiple Beneficiaries
Authors: Norris Donald G.
Published: May 2006

Analyses the strategy of ingredient branding and its implications
on the distribution channel members, in addition to its potential for
aiding product introduction and adoption. Considers the benefits and the
drawbacks for the supplier, manufacturer, retailer and consumer.
Concludes that the appropriateness of ingredient branding depends on
manufacturer‐supplier relationship, the need to differentiate the brand,
and the ability to implement the new branding strategy.
An Integrated View of Marketing Myopia
Authors: Richard Michael D. , Womack James A. , Allaway Arthur W.
Published: May 2006

Examines the concept of marketing myopia, its different
explanations and types. Organizes the four types of marketing myopia
into a classification scheme, suggesting a new perspective which can
produce innovative marketing strategies. Recommends five steps towards
becoming an innovative firm: a generic firm/industry view,
other‐industry monitoring, benchmarking, recruitment of marketers, and a
flexible approach to problems.
What U.S. Marketers Should Consider in Planning a Pan‐European Approach
Authors: Guido Gianluigi
Published: May 2006

Examines the implications for US firms of the completion of the EC
single market in 1992. Considers the nature of the EC market, social
groups to target in a Pan‐European approach, and product, promotion,
pricing and distribution strategies. Concludes that success in the
European market depends on speed of response and ability to reduce
prices.
The Twenty Toughest Questions for New Product Proposals
Authors: Constantineau Larry A.
Published: May 2006

Proposes 20 key areas of questioning to which each new product
proposition should be subjected by the product champion. Classifies the
questions into six categories: concept/product, company, consumers,
customers, competition, and clarifications. Concludes that use of the
approach has the benefits of both increasing the understanding of risks,
and of optimization opportunities prior to resource commitment.
The Role of Consumer Shows in New Product Adoption
Authors: Barczak Gloria J. , Bello Daniel C. , Wallace Everett S.
Published: May 2006

Discusses the increasing use of the show by marketers as a medium
to launch new products. Analyses adoption theory and key characteristics
of the show setting to explain how shows facilitate the acceptance of
innovative consumer goods. Concludes that success depends on: organizing
the exhibits and relevant information, integrating shows into product
launches, and post‐show marketing.
Cultural Anchoring and Product Diffusion
Authors: LaTour Michael S. , Roberts Scott D.
Published: May 2006

Discusses the adoption and diffusion of product innovations among
consumers. Examines the Cultural Anchoring model of diffusion, which
comprises five sub‐areas: innovation process, trial/adoption process,
diffusion process, assimilation/cultural anchoring, and aftermath.
Surmises that certain technological innovations may foster a highly
involving psychological dependence, with the individual′s self‐concept
becoming strongly linked to his or her mastery over a new technology
The Use of Created Versus Celebrity Spokespersons in Advertisements
Authors: Tom Gail , Clark Rebecca , Elmer Laura , Grech Edward , Masetti Joseph , Sandhar Harmona
Published: May 2006

Reports on a study designed to analyse the effectiveness of real
and created spokespersons in advertisements. Compares male and female
spokespersons′ effectiveness by audience gender. Concludes that
celebrities can be used to gain attention and maintain sales, while
created spokespersons′ effectiveness is in establishing a lifelong link
with the product.
Marketing Product Innovations to the Elderly: Understanding the Barriers to Adoption
Authors: Lunsford Dale A. , Burnett Melissa S.
Published: May 2006

Discusses five barriers to new product adoption by older people.
Offers marketing solutions to these barriers: sell value, communicate
through children, segment the elderly market, design intergenerational
products, utilize relationship marketing and promote product trial.
Concludes that marketing innovations to the elderly is different than
for other age groups, with a requirement to focus specifically on need,
not newness.
Managing Product Line Mismatch with Distributors
Authors: Decker David R.
Published: May 2006

Considers the conflict between manufacturers products′ selling
requirements and the dominant sales strategy of the distributor, the
latter resulting in pricing and stock‐holding disagreements which the
manufacturer must control and manage. Examines the reasons for
mismatches, e.g. the relative marketstrength and weakness of the parties
and product line policy mismatches. Highlights the factors affecting
distributors′ selling strategies and the prevailing use of a single
strategy. Concludes that manufacturers should be more aware of the
potential differences in orientation between themselves and distributors
and deal with them at an early stage in the process.
The Need for Marketing in Entrepreneurship
Authors: Hisrich Robert D.
Published: May 2006

Considers the need to relate marketing and entrepreneurship in
terms of areas such as innovation and product development. Examines the
impact that marketing and its sales orientation can have on the creation
of wealth and resources, e.g. the focusing of the entrepreneurial spirit
to achieve tangible results. Concludes that the development of an
entrepreneurial process encompassing specific marketing tools such as
product development will maximize a firm′s performance.
The Changing Manufacturing Environment: Implications for
Marketing
Authors: Morris Linda J. , Morris John S.
Published: May 2006

Considers the response of US firms to the recent decline in
productivity, growth etc and the subsequent adoption of just in time
manufacturing pioneered by Japanese industry. Examines the concentration
on the reduction in time and costs of the early stages of the product
life cycle and the flexibility this allows the subsequent pricing
strategies. Highlights the emphasis placed on distribution scheduling
and the consolidation of transportation services. Concludes that US
firms have accepted that JIT and cost and time reduction programs have
been necessary in order to compete in the 1990s.
The Planning Process – Continuous Improvement
Authors: Kulpinski Mary E.
Published: May 2006

Examines the success of AC Rochester, a division of General Motors,
involved in the storage and delivery of fuels. Investigates their
response to global competition in the 1980s and the grading of the
company products, Red, Yellow and Green, according to their ability to
compete globally. Considers the development of the marketing plan and
the information required regarding competitors that will enable the
company to out‐position its rivals. Illustrates the need for flexibility
in the process in order to adapt to changing environmental conditions,
e.g. new products. Concludes that the gathering of input and
theeffective transformation into meaningful information is essential to
managerial decisions regarding the company and its environment.
How Behavioral Viruses Afflict Market Strategy
Authors: Valentin E.K.
Published: May 2006

Considers the view that marketing practitioners must understand how
behavioural forces affect strategic decisions, in order to avoid
mistakes. Argues that such knowledge is just as important as
understanding customers and the marketplace. Demonstrates how
dysfunctional behavioural forces can cause marketing errors, offering
guidelines for preventing them.
Commentary – Comparing the Hispanic and Non‐Hispanic
Markets: How Different Are They?
Authors: Minor Michael
Published: May 2006

Notes that the rise in the US Hispanic population has attracted a
lot of interest in the marketing of products to them. Summarizes that
traditionally marketers have viewed Hispanics as a distinct marketing
segment. Examines studies of Hispanic consumers and suggests that
differences between Hispanic and non‐Hispanic consumers are in reality
quite small. Recommends that customer segmentation methods not based on
ethnicity have as much chance of success as
“Hispanic‐oriented” methods.
Marketing Financial Services to Affluent Consumers
Authors: Javalgi Rajshekhar G.
Published: May 2006

Notes how marketing philosophy and practices have become
increasingly important in the financial services industry. Uses a
segmentation approach to understanding consumer satisfaction and
dissatisfaction and choice behaviour in relation to affluence in the
financial services market. Offers guidelines from this segmental
approach for devising appropriate marketing strategies. Concludes that
deregulation in the financial services industry has led to a lack of
operation differentiation on several levels.
Are You Committing Marketcide?
Authors: Antil John H.
Published: May 2006

States that many problems related to marketing suffered by an
organization occur as a result of actions within the firm itself. Terms
these problems as “marketcide”, arguing that they hamper
organizational performance. Discusses ten common internal problems.
Emphasizes that warning signs must be noticedand appropriate corrective
action taken in order to maintain a more healthy organization.
Segment‐of‐One Marketing: Turning Customer Data into
Actionable Information
Authors: McQuaid James D.
Published: May 2006

Comments on the importance of communicating with customers and
developing a customer bond. Considers the “Segment‐of‐One”
marketing strategy which can help track, understand and respond to
individual customer behaviour. Illustrates the use of this technique
with two examples. Concludes that this style of marketing successfully
marries old‐fashioned service values with the benefits of modern
technology which together can help build a business customer by customer
on an individual, local, regional or national level.
The Influence of Japanese Culture on Business Relationships
and Negotiations
Authors: Oikawa Naoko , Tanner John F.
Published: May 2006

Explains that American managers often find negotiating with their
Japanese counterparts extremely difficult and frustrating due to a lack
of understanding of the Japanese negotiation style in particular and of
the Japanese language and culture in general. Describes key features of
the Buyer/Seller relationship as it is in Japan′s “vertical”
society, later explaining the four stages of Japanese negotiation and
post‐negotiation formalities. Emphasizes that Americans must not try to
negotiate using their own negotiation practices, since this will make
Japanese feel unduly pressured and the negotiations will be unsuccessful
‐success can only come if Americans learn to operate within the Japanese
culture.
Interactive Marketing: The Influence of Participation on
Positive Word‐of‐Mouth and Referrals
Authors: Maru File Karen , Judd Ben B. , Prince Russ Alan
Published: May 2006

Considers which interactive marketing behaviours will result in the
broadest word‐of‐mouth or the largest volume of new client referrals.
Suggests that the intensity and variety of client participation during
the service delivery process is predictive of positive word‐of‐mouth and
referrals. Reports on a study examining participation during service
delivery which highlighted four key factors – tangibility,
attendance, empathy and meaningful interaction. Maintains that these
results support interactive marketing management in the field of complex
services and can help the creation of a specific service delivery
system.
Cultural Anchoring in the Service Sector
Authors: LaTour Michael S. , Roberts Scott D.
Published: May 2006

Examines a new addition to thinking on adoption and diffusion of
service innovations – the Cultural Anchoring
Diffusion/Assimilation Model. Suggests that certain service innovations
may encourage a type of psychological dependence that leads an
individual′s self‐concept to become linked to his or her usage of a new
service. Recommends, as a result of this model, several strategies for
service marketing managers.
Educational Reform in the Soviet Union and the United States: An Analysis and Comparison
Authors: Reilly David H.
Published: May 2006

Attempts to reform educational policies and practices have been increasing in recent decades. Since the early 1980s, both the United States and the Soviet Union have engaged in significant efforts to improve and/or restructure their educational systems. Analyses and contrasts these efforts in terms of the reform goals, philosophies, procedures, outcome criteria and personnel practices for each country. An assessment of the success of the reform effort is provided.
Management Education: Thick or Thin
Authors: Quillien Jenny
Published: May 2006

The fundamental task of a business programme is to foster student
acquisition of managerial acumen in a classroom setting. This is not a
simple undertaking and the current dissatisfaction with business
programmes involves many complex issues. Looks at two of the underlying
difficulties and discusses three partial solutions to improving our
effectiveness as educators.
The Public Wants Its Schools Back
Authors: Holcomb John H.
Published: May 2006

Argues that the quality of education at the state or local level is
not the federal government′s business. As a national concern, public
education should be encouraged, that it maintain a high media profile
and that both public and private schools be made more effective,
efficient, and available. The federal government should not set one
standard of rules and regulations for private schools and another for
public schools. Both sectors should abide by the same rules. The public
wants control of its schools at the local level.
Selection Methods for Educational Administrators in the USA
Authors: Pashiardis Petros
Published: May 2006

There is a definite need to find out more about what factors are
really important in predicting performance for future principals.
Currently, the belief in the USA is that the 12 leadership indicators
identified by the National Association of Secondary School Principals
(NASSP) constitute a good predictor for future levels of performance for
newly hired administrators in education. The assessment centre is a
growing trend currently used in different areas of the USA as a
selection method for the new educational administrators. Therefore, the
purpose here is to present different selection methods currently in use
in the USA and to describe in detail the assessment centre focusing on
the University of Texas at Austin Assessment Center where the author has
participated both as a student and, later, as an evaluator.