bluuebunny/crossref_metadata_2025 huggingface dataset:
Career development in a professional services firm
Authors: Burke Ronald J.
Published: July 2002

Examines correlates of self‐reported, on‐the‐job development and
learning opportunities among women and men working for the same
professional service firm. Women and men, members of the management and
professional accounting staff, reported similar levels of on‐the‐job
development and learning opportunities. Three types of correlates were
considered: personal demographics, work setting characteristics and
affective responses to work. Work setting characteristics and work
outcomes, but not personal demographic characteristics, were related to
levels of on‐the‐job developmental and learning opportunities.
Organization and management implications are offered.
Managerial development through self and group evaluation of
managerial style
Authors: Baruch Yehuda , Lessem Ronnie
Published: July 2002

The spectral management type inventory (SMTI) is an analytical
instrument designed to enable people to identify their personal
management style. All top‐level managers in one large UK corporation
filled in a self‐perception questionnaire assessing their management
style. Then, as a group, they evaluated their peers for their management
style, according to the same dimensions. The correlations between the
self and the group evaluations were relatively high. Two kinds of
results emerged. First, in the cases of congruence between the self and
the peers′ evaluations participants were enabled to realize their
strengths as well as their weak elements. Second, in those cases of
non‐congruence, what was indicated to the individual and to the group
was that the self perception was not correlated by the group. It served
as a unique kind of feedback which ended in a powerful learning
experience.
Evaluating the effectiveness of an experiential
“hybrid” workshop
Authors: Mazany P. , Francis S. , Sumich P.
Published: July 2002

Two generic uses of workshops are as an educational tool and as a
vehicle for the development of corporate strategy. Most workshops
commonly available have focused on the former. Examines the effect of an
experiential hybrid workshop as a tool for developing corporate strategy
and team building. It is hybrid in the sense that both indoor and
outdoor activities are used. The results presented indicate
statistically significant improvements in team functioning across
several important dimensions. While there is more acceptance of the
strategy developed, its improvement in quality is difficult to determine
in the given time frame.
Training women for management: changing priorities
Authors: Larwood Laurie , Wood Marion M.
Published: July 2002

A number of top executive women were interviewed to determine their
beliefs concerning the needs of women for management training and
development. Results, which are compared with those in an earlier
examination, show that socialization and skills development needs remain
important, while no current concern was found for training concerning
stereotyping. Communication and networking, and power and politics are
seen as issues that have increased substantially in importance and that
are now areas in which substantial training remains to be done.
Work ethic in the USA and Canada
Authors: Ali Abbas J. , Falcone Thomas , Azim Ahmed A.
Published: July 2002

Addresses the issues of work ethics and work‐related attitudes in
the USA and Canada. Two‐hundred‐and‐ten individuals from various
organizations participated. The results indicated that US participants
were found to be more committed to the Protestant and contemporary work
ethic than Canadians. Both women and workers (male and female) scored
high on Protestant work ethic (PWE). No differences in PWE were found,
however, between Catholic and Protestant participants. In addition, the
results showed high correlations between all work ethic measures and
work‐related individualism.
Design options and outcomes
Authors: Goodge Peter
Published: July 2002

Uses multiple regression to highlight the key design variables
underpinning development centre effectiveness. Finds third‐generation
designs which provide exercise realism, participant involvement and
concerted development planning on the centre to be significantly more
effective. Proposes that the most effective post‐centre processes were
informal supporting and monitoring activities, plus self‐managed
learning.
Using consulting projects in management education
Authors: Lamond David A.
Published: July 2002

Examines the use of faculty‐directed management consulting projects
as a core educational experience in an Australian MBA programme.
Presents evaluations of the utility of such an approach from both the
client and student viewpoint. Examines some of the difficulties,
particularly as regards the intensive nature of the learning experience
and the essential tension associated with trying to satisfy the needs of
both students and project clients. Concludes that, on balance, it
represents a valuable addition to the education armoury of a business
school, providing for high quality learning and client recommendations.
Teaching international business management effectively
Authors: Vielba Carol A. , Edelshain David J.
Published: July 2002

Presents the results of a survey of young British managers studying
for their MBA about their views on the knowledge and skills needed to
manage effectively across international boundaries. Presents
respondents′ views on learning such knowledge and skills through
traditional taught courses and through experienced learning. Short
immersion courses taught overseas were found to be a very effective
means of preparing managers to work in an international environment.
Finally, presents a number of issues and dilemmas business schools need
to face concerning the preparation of managers for roles in the
international marketplace.
“Mainstreaming” ethics in Australian enterprises
Authors: Farrell Brian J. , Cobbin Deirdre M.
Published: July 2002

Focuses on the status of ethics in the larger and more significant Australian business corporations, using a survey instrument. The findings cover the origins of Australian enterprise codes, their implementation, the use of comprehensive strategies to support them, the sanctions imposed for their breach and the level of ongoing review and reporting. Uses these as criteria of “mainstreaming” ‐ the establishment of a company’s ethics function as a major and central focus of management activities, systems and procedures. Suggests that the extent of “proprietary interest” afforded addressees of codes is an element of code effectiveness and ethics mainstreaming.
Whole systems development in public service
Authors: Wilkinson David , Pedler Mike
Published: July 2002

Top‐down or outside‐in change methodologies are increasingly seen to be ineffective. Systems thinking suggests that change in organizations is a much less straightforward and more subtle phenomenon than previous models allow. Since the late 1970s and as organic metaphors have become used more, the concept of organizational learning has emerged as central to the issue. However, an understanding of how this may take place is still undeveloped. Recently technologies for whole systems development have emerged based on Weisbord′s dictum that for change or learning to occur we need to “get everybody into improving the whole”. Whole systems development can offer a way to realizing the learning organization. Provides a case study of whole systems development in action within Walsall Metropolitan Borough Council in the UK. Begins with a brief account of the ideas on which whole systems development is based and concludes with a commentary on the case study.
Organizational development in the Arab world
Authors: Ali Abbas J.
Published: July 2002

The Arab world has been a centre of international attention since the discovery there of oil in the early 1990s. Issues related to Arab management styles, practices and work orientations are neither known nor understood outside the region. Cross cultural negotiations and organization development activities are therefore carried out less effectively than they otherwise could be. Addresses the application of organizational development (OD) in the Arab world, specifies the peculiarity of the change process in the Arab world, and identifies certain societal qualities and their implications for OD practitioners/consultants.
Self‐awareness of unlimited individual potential and its development
Authors: Tsuchiya Takanori
Published: July 2002

For Yaohan International Group, the most important aspects of management development are not the acquisition of knowledge and the training of skills per se, but the cultivation of the right mind and spirit. The group thrives on the corporate culture which believes in the unlimited potential of each employee, and its philosophy, based on the Truth of Life’s philosophy, embraces all its employees scattered around the world as members of the single family, removing the walls of prejudice which separate them by religion and race. Only when the hearts and the minds have been won, can the real education and training begin. This was embodied in the group’s declaration, based on the vision of its present chairman, Kazuo Wada, which has guided the growth of the group from a humble provincial store into a global retail conglomerate.
Strategic management and the case method
Authors: Jennings David
Published: July 2002

Reports the results of a survey of UK lecturers involved in teaching strategic management to postgraduate and post‐experience students. Identifies the lecturer’s objectives in using case studies and evaluates the effectiveness of the case method in achieving those objectives. Finds that the method is successful in achieving participation and in developing communication and interpersonal skills, but less successful in the development of strategic analysis. Finds that a wide range of other methods are used in the teaching of strategic management, and that these methods can be used partly to replace and also to complement the use of case.
Coping with uncertainty: a psychodynamic perspective on the work of top teams
Authors: Jarrett Michael , Kellner Kamil
Published: July 2002

Drawing on project work in public and private sector organizations, considers the critical factors for managers of central support services of working in an internal market. Considering both public and private sector experiences, the roles of both supplier and customer managers are examined. Spells out what is involved for supplier managers to take a genuinely customer‐focused approach to their services, and how customer managers can develop the skills to work best with suppliers for a strategic approach to crucial support services. Considers how to develop managers in this environment with reference to current developmnent projects which involve customer and supplier managers learning together.
Designing effective development programmes
Authors: Poulet Roger
Published: July 2002

Explains that effective development programmes are those from which people emerge re‐energized and capable of transforming this energy into action which enhances the performance of their organization. Proposes six themes which govern the design and delivery of such programmes and suggests the main implications for their teaching and facilitation. Describes how evaluation, using the simple and well‐understood principles of the conversion of potential to kinetic energy from the physical sciences, enables managers to make useful comparisons across the full spectrum of the programmes for which they are responsible.
Can specialists be general managers?
Authors: Clarke Martin
Published: July 2002

The plight of the middle manager has received considerable attention recently as this endangered species has been delayered, rationalised and subjected to many organisational change programmes. These changes have pushed the middle manager into an increasing number of apparently contradictory and paradoxical situations. In the postmodern world, reality is chaotic and unstable and middle managers in particular cannot rely on unambiguous models of thinking to steer them through this uncertainty. This paper identifies some of the ways in which a paradoxical perspective can illuminate the tensions faced by middle managers and the impact of culture change programmes on their ability to make decisions informed by reflective thinking. Discussion is given to considering what actions might be taken to develop a paradoxical perspective in middle managers and this framework is applied to a management development programme, General Management or Specialists, currently being run at Cranfield School of Management. This is used as a practical example of the usefulness of a paradoxical perspective in helping managers make real choices about the world in which they work.
Using organizational science to change the public accounting profession
Authors: Wright Lorraine M. , Coleman Clarence , Glover Hubert D.
Published: July 2002

This paper uses an organizational science framework to evaluate the present status of the public accounting profession and make recommendations for a systematic process to influence long‐term effective change. Historically, the profession has implemented short‐term responses to environmental events such as corporate merger mania, globalization of the economy, or demographic changes in the workforce. This paper suggests establishment of a joint long‐term effort among the Big Six firms as well as major national and regional firms to influence long‐term changes to the way the profession manages its human resources, develops and maintains businesses, and operates as a legal entity.
In search of good fit: policy and practice in recruitment and selection in Ireland
Authors: Heraty Noreen , Morley Michael
Published: July 2002

Reviews contemporary thinking on recruitment and selection in organisations. Draws upon data from a 1992 and a 1995 survey to explore the nature of current recruitment and selection practices in Ireland with particular reference to managerial jobs. Policy decisions on recruitment are examined, recruitment methods are reviewed, and the influence of ownership, size, unionisation and sector on the methods chosen is presented. Selection techniques employed are identified and the situations in which they are most likely to be utilised are highlighted.
Management development in the British and Irish Civil Services
Authors: Seifert Roger , Tegg Vivienne
Published: July 2002

Management development has become an important part of the debate over reforms of public services in the UK and Ireland since the early 1980s. The argument was that the crisis of public sector delivery was not one of resources, but of the management of available resources. Thus management became the central focus of restructuring. The emphasis on the central role of management meant the reformulation of old ideas around notions of new public management and human resource management. Failure to treat the management development of managers according to the tenets of HRM may indicate both practical mistakes associated with implementation and/or deep seated misconceptions in the relevance of management reform to the wider reform of public services. Our evidence, taken from samples of UK and Irish Civil Service managers, shows a more subtle set of failings associated both with traditional aspects of Civil Service management and with problems in the new systems.
Demographic and personality predictors of congruence in multi‐source ratings
Authors: Brutus Stéphane , Fleenor John W. , McCauley Cynthia D.
Published: July 2002

Recent investigations on multi‐source feedback have focused on rating congruence. The extent to which self ratings are in agreement with the ratings of others has been linked to various individual outcomes such as derailment, likelihood of promotion and overall managerial effectiveness. This study takes this line of investigation one step further and investigates possible determinants of rating congruence. Using a series of regression analyses, various demographic and personality variables are shown to predict the extent to which self ratings converge with the ratings of supervisors, peers, and subordinates. Moreover, some of these predictors were found to be specific to congruence within specific rating dyads (e.g. self‐supervisor). The implications of these findings are discussed.
Competence based management development provision to SMEs and the providers’ perspective
Authors: Smith Alison , Whittaker John , Loan Clark John , Boocock Graham
Published: July 2002

It has been recognised that management training and development in SMEs is a relatively poorly researched area and that the influencing factors for SMEs are not well understood. This paper outlines a regional study of the interest in competence based management development amongst SMEs. This is compared with a study of the providers’ approach to management development provision for the SME market. It is apparent, from the study, that the value of Management NVQs remains unclear both to the provider and the SME recipient. Unless a means can be found to demonstrate value and benefits to both sides it is unlikely that take‐up will improve significantly within the SME community or that quality providers will continue to deliver to the sector. The paper highlights the major issues to be addressed for, and with, both parties if progress is to be made.
Managerial coaching behaviors in learning organizations
Authors: Ellinger Andrea D. , Bostrom Robert P.
Published: July 2002

Limited published research has examined the role of leaders and managers in building learning capability and learning organizations. It is speculated that leaders and managers will assume roles such as facilitators of learning, coaches, and teachers. However, these roles and the micro‐behaviors manifested in them remain an area that has not been fully explored. This article reports specific findings from a qualitative critical incident study that was designed to investigate the multiple ways exemplary managers facilitate their employees’ learning in organizations considered to be learning organizations. Thirteen behavior sets emerged from this research that help to define the role of facilitator of learning. Implications for management development are discussed and areas for future research are identified.
The Property Misdescriptions Act 1991
Authors: Hodgson John
Published: July 2002

Explains the provisions of The Property Misdescriptions Act and the circumstances in which offences may be committed. The Act is aimed at property developers and estate agents, but will affect surveyors as providers of data concerning properties, as expert witnesses and as professional associates of estate agents.
Local Authority Searches
Authors: Collins Michael
Published: July 2002

Identifies the information available from searches of the Local Land
Charges Register (LLCR) and the duty of local authorities to supply
information and copies of relevant documents. Describes the means of
obtaining further information about properties from local authorities
whether by means of standard enquiry forms or separate requests for
information. Considers the duty of local authorities to reply to such
enquiries. Includes a summary of the different parts of the LLCR, and
details of the standard enquiries covered in the new enquiry form CON
29.
Subsidence and the associated problems with reference to low‐rise
housing
Authors: Shabha G. , Kuhwald K.
Published: July 2002

Aims to investigate the problems of subsidence and their
implications for domestic buildings by addressing a number of questions.
What are the main causes of land subsidence? What is the potential
damage of subsidence, and how can this be prevented and reduced? What
are the financial and legal implications for all those involved? Looks
critically at the effect of subsidence due to coal mining on residential
properties and the particular problems encountered by valuation
surveyors. Briefly examines the history and past operation of the
compensation system to assess its effectiveness. Finally, considers the
fears inherent following privatization, along with future proposals.
Ensuring the long‐term effectiveness of partial underpins
Authors: Anumba Chimay , Rafiq Mohammed
Published: July 2002

Consulting engineers have, in the recent past, had to investigate
numerous claims for subsidence damage to residential buildings on behalf
of insurance companies and/or their loss adjusters. In most cases, they
have had to repudiate the claim, institute a monitoring programme,
specify minor repairs, or recommend that the afflicted property be
underpinned. Factors often taken into account in arriving at any one of
the above decisions include: the history of the foundation movement; the
causative agent(s); the severity of the damage, and the likelihood of
progressive movement. When underpinning is recommended, the engineer
often has to specify whether underpinning of the whole property is
required or whether partial underpinning (i.e. restricting the underpin
to only a part – usually the damaged part – of the property)
would suffice. Partial underpins also automatically result when a
semidetached, a mid‐terraced or an endterraced property is underpinned.
Addresses the long‐term effectiveness of partial underpins. Reviews the
circumstances that may favour a partial underpin and, using previous
case histories, develops guidelines for ensuring the appropriate
recommendation of partial underpins as a long‐term solution to
subsidence problems.
Intelligent assessment of tree damage to residential buildings
Authors: Anumba Chimay J. , Scott Darren
Published: July 2002

States that trees often contribute to subsidence damage to low‐rise buildings, particularly in areas with shrinkable clay sub‐soils. Posits that engineers investigating subsidence cases have to determine the extent to which any trees in the vicinity of an afflicted property are contributing. Describes the approach adopted in the development of an object‐oriented knowledge‐based system which will, among other things, enable engineers to assess more accurately the influence of trees in such situations. Presents details of the implementation of objects, classes, sub‐classes, messages, and the concept of inheritance within the system, and the operation of the system demonstrated using hypothetical examples as well as a real test case. Discusses the benefits and problems of the adopted approach.
Means of escape in case of fire ‐ a flexible approach
Authors: Gibson David R.
Published: July 2002

Considers aspects of the requirements of the current building regulations as they relate to fire design and fire safety. Reviews the requirements of Part B in respect of occupancy and travel distances. States that research would suggest that a designer may be required to provide additional escape facilities in one part of the country and not in another and that research would suggest that scope for flexibility is significant.
A service delivery approach to measuring facility performance in local government
Authors: Brackertz Nicola , Kenley Russell
Published: July 2002

This paper presents a new method for measuring facility performance that encompasses financial and non‐financial indicators. This method is the outcome of a pilot study conducted with a local government authority (LGA) in Melbourne, Australia. The service balanced scorecard takes a stakeholder approach to the setting of performance objectives in relation to the LGA’s key result areas, and then assesses facility performance balancing financial and non‐financial indicators. The service balanced scorecard takes into account four different perspectives of facility performance – the community, services, building and financial perspectives – resulting in a facility performance profile. While in this particular instance the service balanced scorecard was used in local government, the method may also be adapted for use in a corporate environment.
Foresight, space and e‐commerce
Authors: Cattell Keith S.
Published: July 2002

This paper reports on a pilot study of three major owners of and/or tenants in retail and office space in South Africa. The study sought to establish: whether or not long‐range strategic planning occurs; whether future space requirements are included in strategic planning; and whether the effects of technological development and e‐commerce on space are evaluated in long‐range strategic planning. The main conclusions are that short‐term strategic planning is well established, but that systematic long‐range planning around the effects of technology and e‐commerce on space is limited, in extent and scope.
Integration of Workplace Management Systems. Why Bother?
Authors: Mawson Andrew
Published: July 2002

IT is being used to manage buildings, however, each system addresses
only a part of the total facilities management process. Identifies new
requirements for which integration of systems is required. Based on the
research of the Learning Building Group research programme.
Measuring Performance in Facility Management
Authors: Kincaid David G.
Published: July 2002

Considers the basis for measurement of performance in assisting
Facilities managers. Objectives regarding this must be based on both
objective and subjective data and consider both services and the general
working environment.
The Transfer of Undertakings Regulations
Authors: Hall John
Published: July 2002

As a result of European and British Court changes, together with
domestic legislation, the Transfer of Undertakings (Protection of
Employment) Regulations (TUPE) apply to many instances where service
contracts change hands. Facilities managers must be aware of when the
regulations may apply, and take an active part in ensuring that
competition is fair and realistic where they do apply. Suggests
contract procedures should be amended to cover the provision of employee
information, longer contract periods and indemnities for historical
redundancy liabilities.
Hazard and Operability Studies: A Tool for Management Analysis
Authors: Pitt Martin J.
Published: July 2002

Hazard and operability studies are well established for detecting
possible modes of failure in industrial processes, particularly chemical
and nuclear engineering. The principles can be easily adapted to a
consideration of business procedures in order to detect financial and
other hazards.
Partnering in the construction process: the method for the 1990s
and beyond
Authors: Himes Paul E.
Published: July 2002

Demonstrates to the advanced FM professional, who is responsible
for large construction projects, how to create a partnering relationship
in the planning and construction process. Claims that effective
partnering between the three major players – owner, architect and
the general contractor – leads to successful projects where claims
are minimized and eliminated. The concept of partnering replaces the
historically adversarial environment inherent in most projects.
Discusses examples of partnering agreements and workshops.
Calculating occupiable floor area: a North American initiative
Authors: Blair Lynne , Thatcher Meredith
Published: July 2002

In North America, occupant groups and tenants have traditionally
used usable area, as defined by the Building Owners and Managers
Association, to state their requirements for the amount of floor area
they will need in office buildings. However, occupant groups and tenants
may encounter planning difficulties prior to move‐in, and thus not
“fit” into their newly acquired spaces. Identifies and
reviews two methods used in North America, the quick estimation method
and the computer‐aided design/facility management method, to determine
the amount of occupiable area (the amount of floor area that can be
effectively used to lay out furniture and equipment). Explains how each
method can be used to ascertain the amount of floor area actually
required to eliminate the “squeeze” caused, for example, by
the building geometry and grids, and space taken up by columns,
projections and obstructions. Discusses the comparative advantages and
disadvantages of the two methods.
Proving the benefits ‐ justifying the costs of intelligent systems
Authors: Loe Eric
Published: July 2002

Examines some of the economic characteristics which arise when an intelligent building investment is made, by looking at the issues of change as businesses seek greater flexibility from their work space. Considers two recent studies in the field and summarizes by reviewing the benefits that are derived from efficiencies and effectiveness of intelligent buildings.
Building performance and its relevance to facilities management
Authors: Douglas James
Published: July 2002

Assesses the significance of building performance in the context of facilities management. Its relevance has much to do with the growing recognition that it is an important benchmark source in facilities management. Builds on the premiss that essentially, facilities management deals with the management of non‐core support services to help achieve organizational objectives. Its realm is the interface between people and the workplace. One of the key components of this interface is property. As a commodity it is an asset not only for investment purposes but also in functional terms. Building performance is the process whereby this can be evaluated.
Civic responsibility and market positioning: complying with the Americans with Disabilities Act
Authors: Upchurch Randall S. , Won Seo Jun
Published: July 2002

Centres on measuring lodging operator compliance with regard to the Americans with Disabilities Act (ADA). The intent was to measure current level of physical compliance with the ADA; future plans in meeting or exceeding ADA requirements; and barriers which impeded complete compliance. The participants in this study were selected from a list of hotels and motels contained in the 1994 version of the Hotel and Travel Index. The lodging operations were represented by full service, limited service and economy properties which varied from 25 to 615 guest rooms per property, restaurant, and meeting facilities. The findings of this study suggested that total compliance has not been achieved in certain areas, vagueness of the legislation is not necessarily a barrier in compliance, and financial constraints are a barrier in non‐compliance. Implies that lodging operators must properly position their products and services, otherwise the disabled travellers’ needs will not be totally met, and that lodging operators need to continue their civic respon‐ sibility for meeting the needs of the disabled travellers’ needs.
Managing security technology in the workplace
Authors: Kostanoski John
Published: July 2002

Provides details of the different systems that can be used in order to provide maximum security in the workplace. Sets out the systems under the headings of access control, intrusion detection and visual systems. Concludes with a summary to be used as workplace security guidelines.
Corporate real estate management practices in Europe and North America: 1993‐1996
Authors: Bon Ranko
Published: July 2002

Summarizes the results of the 1993, 1994, 1995, and 1996 surveys of chief real estate officers (CREOs) from major organizations in Europe and North America. The annual survey has been supported by the International Association of Corporate Real Estate Executives (NACORE International) and the Industrial Development Research Council (IDRC), two leading professional associations concerned with this field of professional activity. The emphasis of this summary is on two aspects of the survey: the incidence of corporate real estate management (CREM) policies, functions, and activities; and the assessment of knowledge or skills relevant to the CREM function in the future. Both are of paramount interest to the educational institutions concerned with CREM on both sides of the Atlantic. This includes the educational organs of international organizations concerned with corporate real estate, such as NACORE and IDRC, which play increasingly important roles in the education of their members. The CREMRU annual survey will hopefully offer a useful tool in the international educational effort in this field.
The UK contract catering sector of the hospitality industry
Authors: Wilson Mervyn D.J. , Murray Anna E. , Black Margaret A. , McDowell David A.
Published: July 2002

The contract catering segment of the UK hospitality industry has expanded rapidly over the past decade, yet few contemporary hospitality researchers acknowledge the existence of this significant market sector. Seeks to rectify this by examining the size, scope and market position of the UK contract catering sector. Documents past experiences of commercial and public sector catering units to illustrate the move of contract catering management towards facilities management. Discusses future trends in an attempt to determine the future role of contract catering management within facilities.
Implementing year 2000 date conformity in facilities management
Authors: Finch Edward
Published: July 2002

Examines the nature of the year 2000 date‐change problem and considers the implications for the operation of facilities. Describes a risk management approach which embraces both management and technical implementation. Emphasizes the need for clear understanding of what is meant by year 2000 conformity; how year 2000 conformity implementation should be managed by in‐house teams and in dealing with contractors. Highlights the level of understanding of the problem in industry at large and suggests a method for priortizing year 2000 conformity.
The contribution of market intelligence to tactical and strategic business decisions
Authors: Lackman Conway , Saban Kenneth , Lanasa John
Published: July 2002

One of the drivers of both strategy and success in the marketplace is the role of market intelligence. Samples a broad cross section of firms regarding their level of MI activity; MI data sources and MI accountability. Regarding MI activity and its value to consumer/competitive intelligence, two‐thirds of the companies indicated a dramatic increase in level of activity and nearly three‐fifths (54 per cent) said the impact of MI contributes heavily to tactical and strategic decision making. One third said activity was level, while none indicated a reduction. 44 per cent indicated MI contributed somewhat to decision making and only 2 per cent felt MI contributed little to strategy and success in the marketplace. Regarding MI data sources, customers, manufacturing, and R&D are the central source. Regarding MI accountability, about half held marketing accountable for MI.
The use of performance information in the management of service delivery
Authors: Wilson Alan
Published: July 2002

Reports on a programme of research undertaken to understand the manner in which leading service organisations develop, use and integrate measures of their outlets’ activities and performance. In particular, looks at the extent to which academic guidelines for adding value to performance measurement systems are applied. Four service sectors where service delivery is seen as being critical were selected for the research. In each of these sectors, one of the top four organisations (in terms of turnover) agreed to collaborate in the development of a series of case studies. The research found linkages between objectives, drivers and key performance measures. However, the organisations still have some way to go in moving performance measures from being something that keeps score to something that helps people and teams improve their performance. Clarity of the communication of results and their relationship to corporate priorities is also an area where major development is still required. Finally, there is a tendency for performance measurement systems to be technology driven rather than needs driven. As a result, the complexity and breadth of measures now available may actually make it more rather than less difficult for service outlet managers to manage.
International pricing – a market perspective
Authors: Marsh Gary
Published: July 2002

Examines the factors that must be taken into account when determining the international pricing of a product, utilising specific examples from industry. Argues that specific country preferences require organisations to adapt pricing. Promotes a framework for analysing the micro environment and identifies ways in which organisations can use international pricing to gain a competitive advantage. Proposes the need for a predetermined management mentality and points out that until pricing is given the attention it deserves, and is respected as an essential element of international success, organisations will under‐perform. Presents limitations and offers direction for further research.
Micro‐business start‐ups: challenging normative decision making?
Authors: Greenbank Paul
Published: July 2002

Argues that micro‐business start‐ups appear to adopt an approach to business start‐up that conflicts with normative decision making models. It is, however, contended that the approach they adopt may be perfectly rational and effective when account is taken of the context within which they are starting‐up. The research found that very few potential owner‐managers adopted an approach involving the formulation of business plans and formal market research. Also little use was made of networks. Instead, most owner‐managers utilised informally absorbed information obtained through previous experience. They also adopted risk minimising strategies that involved an incremental approach to start‐up. This article argues that trainers and others involved with business inception need to take into account that businesses will often successfully adopt such methods at start‐up.
Neural network model for database marketing in the new global economy
Authors: Rao C.P. , Ali Jafar
Published: July 2002

The discipline of marketing is going through significant changes. Such changes are necessitated by the globalization of markets aided by the facilitating communications and information processing technologies. In recent years, the discipline has also witnessed significant paradigm shifts such as relationship marketing and micromarketing. Information technology enabled marketers to accumulate large quantities of detailed information about their current and potential customers. However, to convert such vast databases effectively into useful management information, the traditional marketing research tools primarily based on parametric statistical methods are proving to be inadequate. In this context, in this paper it is argued that neural network models (NNMs) will prove to be robust methodological alternatives for marketers to practice database marketing effectively.
The R&D‐marketing interface and new product entry strategy
Authors: Wang Qing , Montaguti Elisa
Published: July 2002

In this paper, we postulate that a balanced input from R&D and marketing improves the entry strategy selection process. While doing so, we focus our attention on two dimensions: magnitude of investment and timing of entry. On the basis of the literature and empirical studies, we have developed a conceptual framework and defined measures for the desired level of the R&D/marketing interface. This framework contributes to the literature on the R&D/marketing interface by spelling out the interaction between the R&D/marketing interface and entry strategy decision on new product performance. It also adds to the literature on new product introduction by focusing on the determinants of entry strategy and their impact on new product performance.
Consensus Forecasting Using Relative Error Weights
Authors: Lackman Conway , Brandon Charles
Published: July 2002

Employs weights based on relative errors produced by two or more models
to formulate a consensus forecast. This method better captures changing
patterns through time and sharply reduces size of forecast error.
The Relationship of Structure to Entrepreneurial and Innovative Success
Authors: Herbig Paul , Golden James E. , Dunphy Steven
Published: July 2002

Entrepreneurs and innovation go together like the proverbial horse and carriage. Entrepreneurs seek opportunities and innovations often provide the instrument for them to succeed. However, certain cultural and structural attributes are inherent within a society which can emphasize entrepreneurial activity and hence innovation. A set of negative structure attributes also exist which lead directly to a lessening of opportunities and numbers for would‐be entrepreneurs. This leads to fewer new ventures and hence less innovation. Examines structural elements and factors regarding whether or not these factors can result in being either stimulating or dampening entrepreneurial activity. Also provides a set of recommendations on what a society or locale can do to provide the positive structure needed to maintain or propel innovation and entrepreneurship.
Marketing planning: a computer assisted approach
Authors: Proctor Tony
Published: July 2002

Marketing planning is a key area of marketing management. Planning
activities have become extremely complex and demand systematic and
effective techniques which can help to optimize the efficiency of
executing such activities. Efficiency amounts to bringing about the
greatest reductions in time to complete the scheduled activities while
taking into account the economic feasibility of using available
resources. Argues that planning, scheduling and control can be enhanced
greatly with the use of project evaluation and review technique (PERT).
Claims that it helps to monitor and organize resources to enable
activities to be completed on time and within budget limits. Describes
Time Line for Windows, a PERT package which is designed specifically for
the end‐user and which can be run on a desktop computer to facilitate
the marketing planning process.
The impact of marketing signals on strategic decision‐making ability and profitability
Authors: Herbig Paul A. , Milewicz John
Published: July 2002

Examines the power of market signalling through a market
simulation. Finds that use of marketing signals by firms within an
industry is positively related to the profitability of the industry and
the profits of the individual firms within the industry. The marginal
contribution by the addition of another signaller to the industry is
significant. However, there is a negative incentive for a firm to be the
only signaller within an industry. This “lone man out”
phenomenon puts a firm at a competitive disadvantage to the other firms
within its industry. A “temporal pattern recognition
deficiency” also seems to exist which inhibits managers from
finding patterns of behaviour over time.
The use and development of marketing information systems in Queensland, Australia
Authors: Buttery Alan , Tamaschke Rick
Published: July 2002

Argues that a good marketing information system can make decision making more efficient and effective. It can be used to help create a competitive advantage, and can even substitute for expensive assets. Analyses data from a survey conducted by the authors in Queensland, Australia, and finds that even though SME managers recognize the value of marketing information systems, they have generally done little to develop them so far. This is true for services as well as other industry sectors. Identifies exceptions and outlines one example. Finds that this network of firms derives considerable benefits from its marketing information system. Concludes by presenting seven maxims for the development of a sound marketing information system.
Marketing in a “managed” economy
Authors: Robins Fred
Published: July 2002

Illustrates marketplace practice in some of the dynamic, development‐oriented economies of East Asia. Argues that Western businesses engaging in the region for the first time do not always recognize the major impact which the industrial development policies of non‐Western governments have on their domestic markets and local marketing practice. Consequently, marketing’s key activities and day‐to‐day priorities can be very different in a “managed” economy.
Pioneer advantage: is it real? Does it matter?
Authors: Cahill Dennis J.
Published: July 2002

Rebuts the “mythology” that enduring market leaders tend to have been early entrants into their market categories. Demonstrates that, on the one hand, pioneer advantage is realized only if the pioneer succeeds in framing consumer preferences by continually improving the product and differentiating it from those of later‐entry competitors. On the other hand, later entrants to the market, having waited watchfully through a new product’s “long useless stage”, can take advantage of their much lower R&D costs, time their entry to the market as it begins to expand and seize it from the pioneer by adopting a strategy of “imitate and improve”.
Features contributing to the growth of ethical consumerism ‐ a preliminary investigation
Authors: Strong Carolyn
Published: July 2002

Consumers of the 1990s are claimed to be caring, environmentally and socially aware and are demanding a say in the production, processing and resourcing of the products they regularly purchase. Hypothesizes that the environmentally‐aware consumer has become ethically aware and is joined by many other consumers who believe in the principles of fair trade. The increasingly well‐informed consumer is not only demanding fairly traded products, but is challenging manufacturers and retailers to guarantee the ethical claims they are making about their products. Reports on a survey to investigate the factors contributing to the development of ethical consumerism in the UK, and provides details of the integrating features which it finds. Discusses the implications of these for management.
The evaluation of non‐selling activities at British trade exhibitions: an exploratory study
Authors: Blythe Jim
Published: July 2002

Exhibitions are widely regarded as powerful tools in the promotional mix, yet few studies have been undertaken to establish whether exhibitions are actually effective in meeting the objectives of the exhibitors. Reports on a survey of firms in the Midlands in which marketing managers were asked how they evaluate exhibitions, particularly in terms of non‐selling activities. Finds that firms have virtually no way of evaluating non‐selling activities, even if the managers concerned regarded these activities as a main purpose of exhibiting. Furthermore, few firms had any rigorous way of evaluating selling activities, and often could not make any objective judgement about whether exhibitions are cost‐effective.
Improving export marketing intelligence and planning with the aid of a teaching company scheme
Authors: Bell Jim
Published: July 2002

Describes the implementation of an SERC export marketing teaching company scheme (TCS) involving a small Northern Ireland firm and marketing staff from the University of Ulster. Outlines how a mutually‐beneficial, tri‐partite relationship was formed to harness additional human and financial resources in order to improve the export marketing intelligence and planning activities of the case firm. Evaluates and discusses the outcomes of the TCS from the perspective of the firm, the teaching company associates, participating academics ‐ and their institution ‐ and the Teaching Company Directorate. Finally, commends teaching company schemes to other small firms faced with similar resource constraints.
Addressing organizational prerequisites in marketing planning programmes
Authors: Simkin Lyndon
Published: July 2002

Numerous experts believe that in practice the much‐vaunted benefits of formalized marketing planning as extolled by Jain or McDonald often fail to materialize. Experience with many business‐to‐business organizations has shown that this does not have to be so: if managed and planned, marketing planning can indeed bring forth its well‐publicized virtues. In addition, if the process is well conceived as well as carefully executed, there are significant benefits to be had in terms of relationships and communications, as described in this paper. Understanding the prerequisites of the marketing planning programme prior to initiation is essential.