bluuebunny/crossref_metadata_2025 huggingface dataset:
Facilitating the New Manager Transition: Part I
Authors: Burke Ronald J. , McKeen Carol A.
Published: May 2004

It is not uncommon for high‐level managers appointed from outside
organizations to fail in their new assignments. This failure in taking
charge, while common, has received little research attention. The
taking‐charge process has been characterized by five phases: taking
hold, immersion, reshaping, consolidation and refinement. Building on
research on how managers build relationships with their subordinates,
describes a practical programme for facilitating the new manager
transition. This programme is consistent with conditions supportive of
effective team work and organizational learning.
Identifying Management Development Needs
Authors: Temperley John
Published: May 2004

Examines the author′s view of future organization requirements and how
training and development can provide the means of integrating the
organization and the individual. Considers two cases and provides a
framework.
Competence frameworks in safety critical industries
Authors: Slaven Georgina
Published: May 2004

Examines the applicability of national standards of managerial
competence developed by an international oil and gas company. Presents
the competence criteria for staff in safety critical posts within the
context of the legislative and industry pressures operating within the
UK oil and gas industry. The case study company conclude that the MCI
standards do not appear to address their needs fully.
Finding voice within the gender order
Authors: Barrett Frank J.
Published: May 2004

Reviews theories that see gender as a social invention that has
produced historically variable sets of norms and expectations that
delineate differences and boundaries. Following a relational,
constructionist approach, these differences constitute a gender order
that delineates a power hierarchy. Reviews four articles in which the
authors′ voice challenges the validity of the taken‐for‐granted gender
order and proposes agendas for change. Argues that these authors
articulate the experience of oppression within structures that
marginalize some voices, and propose strategies for change agents who
seek to challenge injustice that suggest possible transformations.
As they see US: the Americanization of a Japanese multinational in the USA
Authors: Hamada Tomoko
Published: May 2004

Examines the culturally‐conditioned localization process of a Japanese multinational in the United States. Analyses the case of a dialogical relationship between Americanism and Japanism as perceived and executed by organizational sub‐groups that paralleled the functional degradation process of a Japanese‐English technical translation task. While different organizational sub‐groups used different cultural markers such as “insider/outsider”, “woman”, and “Asian” as “legitimate” categories of people in the firm, their contending rhetoric against the others became remarkably similar in purpose and binary opposition. Advocates more sensitivity to multiple processes of intra‐ and inter‐subjective dialogues and schema creation, and to the ingenuity of social agents who attempt to push for their vested interest versus those of the others in the global, capitalistic, post‐colonial world order. Multiple interpretations of Asian businesses in the United States are part of this new “structuation” process.
Organizational culture change through training and cultural immersion
Authors: Wilkinson Merv , Fogarty Merv , Melville David
Published: May 2004

Addresses the need for leaders in organizations to deal with the complexities of intercultural relationships through the process of training and cultural immersion. Specifically, the focus of the research report is on the building of positive relationships and attitudes between young police constables, largely from an Anglo‐Celtic, white Australian background and people from an Australian Aboriginal community, called Cherbourg, in the state of Queensland. Presents the project as one small but successful organizational attempt to bring about organizational culture change. Discusses the difficulties and complexities of endeavouring to change attitudes which have been affected by contemporary, mainstream negative stereotypes of Aboriginal Australians. Documents the project’s curriculum innovation, evaluation by external university‐based consultants, analyses and reflections about organizational culture change. Concludes that people in other organizations may benefit from similar initiatives; that there is a lot more to be done and studied about bringing about organizational cultural changes in the Queensland Police Services and, indeed, other service organizations through training and cultural immersion innovations such as the Cherbourg Project.
From integration to racial justice
Authors: Boyce Mary E. , Franklin Carol Ann
Published: May 2004

Retired, national YWCA leaders engaged in shared storytelling in order to explore organizational learning that occurred during 1946‐1970, a critical period of organizational history for the YWCA of the USA. Adopting an organizational mission to eliminate racism by any means necessary (1970) was a culmination of individual and collective learning regarding social justice that resulted in organizational change. Themes that emerged in the shared storytelling were complemented by a search of organizational documents and studies. Describes individual and collective learning in the YWCA and its members between 1946‐1970, and reports on the first phase of a study which will be conducted in five urban centres in the USA. Concludes that shared storytelling illustrates the potential and the challenge of organizational and social change when a movement commits itself to justice.
In the eye of the beholder?
Authors: Peters John
Published: May 2004

Considers the nature of a good academic article. Suggests factors such as accessibility, originality, meaningfulness to researchers and practitioners. Points out that ultimately, however, quality in such intangible areas can only be truly assessed by the individual reader and his/her individual requirements.
Training for organizational success
Authors: Kempton George E.
Published: May 2004

Describes a major programme of change embarked on by Kingston Hospital NHS Trust, UK in 1992 to deliver care to its patients more effectively and efficiently. Reports on the training strategy which was required to facilitate this important organizational change and establish it as the new culture at Kingston Hospital.
Comparison between Standards for Seam‐woven Fabric Properties Determination
Authors: Manich A.M. , Domingues J.P. , Sauri R.M.
Published: May 2004

Using six fabrics which are very different in structure and composition, comparisons have been made between British, French and American standards, and between IWS and Renault methods for seaming properties determination. According to measuring principles they could be classified into two groups. The calculated correlations within groups were acceptable, while correlations between groups were low. The Renault method is situated between the two groups, because one parameter given by this method showed a good correlation with the British standard, while the other had a good correlation with the French standard.
Determinants of new product performance
Authors: Storey Chris D. , Easingwood Christopher J.
Published: May 2004

Contributes to the growing body of information on the determinants of performance in new products. Examines a sample of “typical” new products (instead of the more usual comparison of successes and failures) and identifies the factors that are crucial for producing outstanding performance in the financial services sector. Shows that marketing factors (i.e. effective distribution and effective communications) are the keys to new service success. In addition demonstrates the importance of the quality of the service offered and the quality of the tangible evidence of the service as a basis of outstanding performance. These key determinants of performance need to be built on the skills of the frontline staff and the push they give to the new product. Reiterates the importance of synergy when developing new products. Product advantage is not the key success factor, contrary to previous findings in other sectors. Attributes this to the nature of the sector studied (financial services) where sustainable competitive product advantage is rarely achieved. Makes a comparison between success factors for consumer services and industrial products/services.
Highlights: opportunities for improving the Russian environment
Authors: Llaurado J.G.
Published: May 2004

Reports on the state of the environment in the newly emerged Russia
and the Commonwealth of Independent States (CIS). Although the Russian
constitution was one of the first to cover the protection of the
environment, the focus here is on the numerous causes of negligence
regarding environmental issues. Discusses differences in the business
milieux of Russia, the CIS and the West, and ends with a summary of the
positive aspects of conducting business in Russia and the CIS, including
a list of useful hints on how to be successful.
Characteristics of used lubricating oils, their environmental impact and survey of disposal methods
Authors: Khawaja Manzoor A. , Aban Mahmoud M.
Published: May 2004

Studies samples of different used lubricating oils. Details how their physico‐chemical characteristics were determined by the use of modern instrumental analytical techniques; and how different standard separation techniques were used to separate the unused base oil and other components from the collected samples for characterization. Discusses the different re‐refining procedures available in the literature and highlights the merits and demerits of different re‐refining techniques. Concludes that re‐refining of used oil will conserve resources and help to preserve the environment.
The Unisys parts supply chain ‐ the win‐win option
Authors: Errey Stephen
Published: May 2004

Some managers may assume that improvements in service can only be achieved by an increase in stock investment and that any stock reduction will reduce service efficiency. However, it is possible to combine a reduction in stock with an overall increase in effectiveness. Unisys found that this “win‐win” option is a viable alternative when it carried out a review of its customer service business stream.
Organizational Linkages: Expanding the Existing Metaphor
Authors: Fennell Hope‐Arlene
Published: May 2004

During the past 25 years, many researchers and scholars have suggested
that schools and school organizations often operate with a structural
looseness much different from that of the rational bureaucracy. Coupling
and linkage are two metaphors which have been developed to describe the
intricacies of life in schools and school organizations. Briefly reviews
some of the developments of the linkage metaphor, the relationships
between coupling and linkage, and illustrates how the linkage metaphor
might be useful in developing greater understanding of change processes
in schools and school organizations.
Implementation of the Goods and Services Tax (GST) in the Singapore Construction Industry
Authors: Sui Pheng Low , Loi Carol P.W.
Published: May 2004

Following the implementation of the Goods and Services Tax (GST) in
Singapore on 1 April 1994, examines the problems and changes which
building contractors in the construction industry have made to
accommodate the implementation of this tax. Highlights how construction
companies implement GST. Proposes a framework for construction companies
to account for the tax. Argues this framework will be useful for public
administrators in other countries when implementing or changing the
rates of their own GST or Value Added Tax (VAT) for the construction
industry. Concludes that the hypothesis formulated for this study,
namely that the “larger construction companies in Singapore spent more
time and effort in preparing for the implementation of GST than smaller
construction companies”, appears to be true.
Major property investor attitudes to property securitization
Authors: Newell Graeme , Fife Allan
Published: May 2004

Property securitization has taken on increased importance in recent
years, as institutional investors have attempted to overcome the
liquidity problems associated with direct property investment and to
access property assets in a more liquid format. This has seen a range of
investment vehicles developed in the UK, US and Australia to meet
different legal structures, tax regimes and economic circumstances.
Presents the results of two surveys of major property investors in
Australia to examine investor attitudes to property securitization. Key
issues to emerge from these surveys are the identification of preferred
ownership structures, advantages and disadvantages of property
securitization, strategic investment considerations concerning property
securitization and future directions for property securitization.
Estimating effective rents
Authors: Brown Gerald R.
Published: May 2004

Develops an approach to estimating effective rents based on the
assumption that the net present value of incentives should be zero.
Investors should not be able to profit from lease incentive packages if
they are valued correctly because they should have no influence on
capital values. If ad hoc methods of valuation are used in
practice then there may be opportunities to identify mispriced
properties. Presents a model which recognizes that different aspects of
the cashflows can carry different risk and should be valued accordingly.
Suggests that although the resulting model is more complex than
generally found in practice it can nevertheless easily be solved with a
spreadsheet. Develops the economic and financial principles involved
rather than focusing on rule of thumb procedures.
Indemnities for long‐term price risk in the UK housing market
Authors: Guy Thomas R.
Published: May 2004

Discusses the features which distinguish the market for residential property from the markets for other assets. Proposes that financial institutions should offer house‐buyers indemnity policies which pay out an amount related to any fall in the level of a general index of house prices, on the sale of the house at a loss at any time during the mortgage term. To facilitate hedging the risk of a portfolio of such policies (and therefore, the pricing of the policies), a market in “perpetual futures” on indices of housing assets is proposed. Discusses possible users of these contracts and outlines further research.
Relationship between Hong Kong house prices and mortgage flows under deposit‐rate ceiling and linked exchange rate
Authors: Tse Raymond Y.C.
Published: May 2004

Shows that there is a Granger causality relationship between house prices and mortgage flows in Hong Kong where there is a deposit‐rate ceiling and linked exchange rate. While the demand for housing units is distorted by mortgage constraint, any changes of housing demand or house prices will have a feedback on mortgage lending, and thus tend to iron out the housing demand to a level consistent with the short‐run availability of financing. The results strongly suggest that house prices in Hong Kong tend to lead the mortgage flows, not vice versa. Sudden unexpected changes in housing demand may not affect aggregate mortgage availability within a short period of time. However, as an increase in housing demand makes more permanent contributions to house prices, the higher housing prices will be increasingly translated into higher mortgage flows in the long run.
Measuring the ROI from management action learning
Authors: Wills Gordon , Oliver Carol
Published: May 2004

Too few programmes of management development seek to evaluate their hard ROI for the enterprise. Describes how action learning’s focus on company‐specific issues makes this more feasible. Reports on a four‐year impact analysis from MBA programmes showing that employing organizations benefited greatly and that the individual managers also gained a host of soft benefits. The endemic problems of action learning are also identified but the contribution of the Set (fellow members of a small learning cell) again stands out as most vital.
Gender issues in home‐based business operation and training: an Australian overview
Authors: Holmes Scott , Smith Sharyn , Cane Georgie
Published: May 2004

Recent research has shown that home‐based businesses (HBBs) are increasing, and that a significant number of women are seeking such self‐employment. Summarizes the results of a recent large‐scale survey examining various aspects of HBB operation in Australia. Finds that there are significant gender differences associated with HBB operation, including reasons for HBB start‐up, life stage and age of operator, business assistance, and the perceived negative factors associated with HBB operation. Also notes that some training issues differ significantly with respect to the propensity to undertake training and the type of training preferred and finds that the majority of female operators are operating their HBB with children at home. Calls for more research into the implications of HBB operators working at home with their children.
Alcohol on the agenda
Authors: Carpenter David
Published: May 2004

Describes a pilot project conducted in Coventry on peer education and alcohol within schools and youth clubs. Looks at the rationale behind the project, the project work and some of the issues raised. Describes the future of the project as it expands into welfare and support services for young people affected by alcohol. Gives details of a best practice resource.
Creativity Circles in Information Management
Authors: Burke Maria E.
Published: May 2004

Based on the premiss that, as technology gradually takes over most of
the clerical functions of management, the one function which computers
and automation may never replicate is the creativity of the human mind.
Examines the implications of the management of creativity for
information managers in the 1990s and beyond. This is achieved by the
application of an American model of creativity to information work, the
outline of a strategy concerning the introduction of creativity to the
organization and finally a consideration of how creativity can enhance
the decision‐making process.
Per ardua ad astra
Authors: Raddon Rosemary
Published: May 2004

Spotlights the issues of professional image, role, recruitment and career developments, highlighting the need to embrace change ‐ to move from librarian to cybrarian. Questions why we fail to reach our objectives, and offers advice on self‐assessment and how to “reach for the stars”.
People management: where is the evidence of best practice? Part II
Authors: Hamzah A. , Zairi M.
Published: May 2004

Presents the second of a series of three papers which look at best practice in the area of people management. The first paper analysed five case studies representing the fast moving consumer goods sector, the services and retail services sectors. Examines another five cases through secondary data examination, based on submission documents for awards. The companies concerned are all winners of prestigious quality awards such as the European Quality Award, the Malcolm Baldrige National Quality Award, the British Quality Award and the Australian Quality Award. Combines the five sets of analyses from both primary and secondary sources. Concludes by highlighting key areas of best practice in people management.
Developing a plan to win the Baldrige Award
Authors: Srivivatanakul Tongta , Kleiner Brian H.
Published: May 2004

Presents a strategy for companies to adopt when striving for eligiblity for the Baldrige Award. The Baldrige Award became the US standard of excellence due to the fundamental values that the guidelines provide by laying out the blueprint for quality. The word “quality” was used extensively in previous versions of the Baldrige criteria, and credit was given to organizations that had an impressive TQM progamme. However, that is not the case any more. In the 1995 Baldrige criteria, new standards now call for a balance between customer satisfaction, employee satisfaction, and business results. Quality as a separate effort is no longer given the credit that it was given in previous years. Companies with even advanced TQM programmes will find that they do not fare very well against the new standards unless their TQM is fully integrated with the daily running of the business. Considering eligibility for the Baldrige Award, shows how to obtain the award by providing a strategy used by previously successful organizations. Uses this strategy to develop a plan that integrates a TQM plan and a Baldrige plan into one company’s overall plan. Then, the company’s overall plan is generated into three different plan levels, namely the strategic, functional, and annual plans, based on different time frames and details. Finally, deploys the plans to various work units throughout the organization to guide business day‐to‐day activities.
A learning organization’s syllabus
Authors: Peters John
Published: May 2004

Aims to address the question “What does a learning organization learn about?” Proposes a syllabus approach which covers six key areas; learning about one’s job in the organization; learning about alignment of culture, values and strategy; learning about the likely future; learning about the organization’s supply chains; learning how to challenge existing norms and ways of thinking; and developing an organizational memory. Discusses action learning as a developmental methodology which can address most of these syllabus areas. Concludes each section with prescriptive recommendations for practitioners.
Book Data Asia Pacific: International Information with a Regional Focus
Authors: Meechan Ka
Published: May 2004

This paper describes the newly established Asia Pacific division of the British‐based bibliographic information provider, Book Data. It includes addresses of branches in the Asia Pacific region and outlines work being undertaken to provide relevant services to clients in the region.
New media/traditional values: selecting government information on the Internet
Authors: York Grace Ann
Published: May 2004

The schools of information studies of today place training for work in distributed computing environments at the core of the curriculum. However, this was not the case ten years ago. Looks, therefore, at the current role of traditionally trained librarians. Focusses on the experience of the University of Michigan Library’s Documents Center, and how the collection development principles learned for selection of traditional library media apply today to selecting Internet materials.
Designing a collection development plan for SailorSM
Authors: Davis Denise M.
Published: May 2004

From a simple idea came a library network that only ever wanted to connect Marylanders to their libraries and the resources they offered. What SailorSM has become is a national model for public libraries and state planning telecommunications networks and library systems integration. Policies for network development of hardware and software, as well as content, are essential. Summarizes the design and implementation of a small, but critical, part of SailorSM, that of collection development of Internet resources.
Teamwork: the essence of the successful organization
Authors: Twomey Karen , Kleiner Brian H.
Published: May 2004

Defines the essential factors for the development of effective teams including elements such as members with the right mix of skills, clear goals, upper management support and incentives and challenges. Describes the process of team development and affirms the value of teams in ensuring a competitive edge for organizations against their competitors.
Overcoming the problems of cultural differences to establish success for international management teams
Authors: Higgs Malcolm
Published: May 2004

Discusses the literature on cross‐cultural diversity and team building in a global context. Argues that diversity is to be valued, not seen as a problem. Outlines a framework for building cultural understanding and awareness. Proposes a model for developing effective international management teams.
Total maintenance management: a systematic approach
Authors: Raouf A. , Ben‐Daya M.
Published: May 2004

Discusses a systematic approach to total maintenance management.
Presents a methodology suitable for measuring the current effectiveness
of the maintenance system and identifying areas of potential
improvement. For situations in which improvement rate becomes
insignificant, benchmarking is proposed for setting new targets. Also
outlines necessary benchmarking steps.
Maintenance in Saudi Arabia: needs and recommendations for improvement
Authors: Al‐Sultan Khaled S.
Published: May 2004

The Kingdom of Saudi Arabia has undergone tremendous development over the past 20 years. This development has been so comprehensive as to include almost every sector of the economy. The next stage is to continue to expand as much as financial resources permit but, more importantly, to maintain and consolidate what has been achieved. This can only be done through a comprehensive maintenance programme. Discusses various maintenance‐related issues applicable to the Kingdom. In particular, describes the six development plans as they relate to maintenance, then analyses the Saudi budget, finding trends in the expenditure which help in foreseeing future needs for maintenance. Finally, suggests ways of improving maintenance management.
Contracting out maintenance and a plan for future research
Authors: Martin H.H.
Published: May 2004

Presents a discussion of the research survey carried out at the Faculty of Technology Management at the Eindhoven University of Technology concerning contractors’ maintenance. First, gives a brief introduction to the emerging contracting out phenomenon in The Netherlands. Then, provides an overview of several contract types that can be offered by contractors and the potential difficulties that have to be solved in establishing such contracts. Complements this with some first‐hand experiences gained in actual situations. Further discusses the importance of taking the initiative by the contractor in developing a contracting out market for maintenance. Finally, makes suggestions with respect to developing in‐depth research in this area.
A cost model for condition based overhaul/replacement
Authors: Thorstensen T.A. , Rasmussen M.
Published: May 2004

The paper presents a methodology to utilise available information from condition monitoring systems. Before a new approach to determine optimal time for overhaul/replacement is introduced, a brief review of existing mathematical models for this purpose is presented. Unlike the usual approach of looking at failure rates and life time distributions, the focus is put on extracting information from models of continuous‐time deterioration processes. Defining a finite number of condition levels of the system, the continuous‐time deterioration process is described by a condition transition probability matrix. All input data are modelled as a function of time or system status. We have also the flexibility to include cyclic variation as for example changes in production demand.
Creating health and health promoting hospitals: a worthy challenge for the twenty‐first century
Authors: Hancock Trevor
Published: May 2004

States that it seems self‐evident that a hospital should be a healing environment, a healthy place to work, should not harm the health of the environment and should contribute to and be a source of health in the community, but argues that hospitals have not paid a great deal of attention to many of these issues until recently. Suggests that in recent years, a new and broader understanding of health promotion has led to a re‐examination of the ways in which hospitals can be both healthy and health‐promoting. Begins by exploring the broader concepts of health promotion that lay the foundation for the creation of healthy and health‐promoting hospitals and provides some examples of how these approaches are being applied.
Implementing quality management in the hospitality industry
Authors: Motwani Jaideep , Kumar Ashok , Youssef Mohamed A.
Published: May 2004

Examines the issue of implementing quality management (QM) programmes in the hospitality industry by grouping the prescriptive literature into four research streams. Based on the literature, suggests a proactive approach to implementing QM in the hospitality industry. Finally, provides issues related to QM in the hospitality sector, which need to be addressed in the future.
Videojournalism: the birth of a new medium
Authors: Rosenblum Michael
Published: May 2004

This article discusses the birthing of a new medium, videojournalism that provides a format for television and journalism and what this means for television and global access to information. This article chronicles how the mass media have developed a “grey literature” of their own, and how parallel it is to scholarly publishing activities.
Intellectual capital: recognizing both assets and liabilities
Authors: Caddy Ian
Published: May 2004

Contends that the current treatment of intellectual capital possessed by organizations (either knowledge intensive or otherwise) has been somewhat superficial. For instance, the terms “intellectual” assets and “intangible” assets have often been used interchangeably, although a case can be made that there are differences between these two groups of assets. To date there has been too much focus on intellectual assets – and to some extent an implied equivalence between intellectual assets and intellectual capital. Considers the issue of the other factor within the intellectual capital equation, namely, intellectual liabilities. For if double entry is to apply in the area of intellectual capital then with every debit (in the sense of a building up) there should also be allowed the possibility of a credit (in the sense of a reducing down). In fact intellectual capital is more appropriately derived as a net figure (subtracting intellectual liabilities from intellectual assets) rather than a mere summation of the organization’s identified intellectual assets. Whether or not actual absolute values can be derived is also considered questionable.
Aluminium bi‐metal bearing developments for automotive and medium speed diesel applications
Authors: Brown W.P. , Galand H. , Kingsbury G.R. , Scott M.
Published: May 2004

Modern engines place increasing demands on crankshaft systems, and thus bearings are required to have properties which conflict with the simultaneous need for strength and compliance under all operational conditions. Lists property requirements to describe bearing behaviour. Covers strengthening mechanisms for aluminium alloys, conformability tests, compatibility, metallurgical consequences.
Developing key account management competences
Authors: Millman Tony , Wilson Kevin
Published: May 2004

Argues that key account management (KAM) in industrial and business‐to‐business markets has its roots in sales management where it has long been recognized that customers of strategic importance require special treatment. Explains that, more recently, growing interest among academics and practitioners in relationship marketing has forced KAM centre stage as one of the few seemingly tried and tested approaches to customer retention and development, but that this trend has exposed three interrelated problems for the adoption of KAM systems. Maintains that: first, many companies have merely extended their traditional approaches to major account selling, rather than transforming their internal processes to accommodate the wider relational aspects of KAM; second, there has been a rush to define managerial competences and best practice, with little theoretical or empirical underpinning; and third, despite parallel developments in purchasing and supply‐chain management, there has been a tendency for the sellers’ perspective to dominate implementation issues. Addresses these problems by operationalizing the relational development model outlined in an earlier article entitled “From key account selling to key account management” (JMP, Vol. 1 No. 1). Draws on the findings from ongoing empirical research which takes the buyer/seller dyadic relationship as the unit of analysis to provide a critique of the relative neglect of KAM processes in preference to outputs in the form of managerial competences.
Supermarkets and their Role in Chinese Retailing
Authors: Blois K.J.
Published: May 2004

There were 150 supermarkets in China in 1987. Their introduction to
the country was part of the larger experiment with various forms of
pre‐market economic activity. The attitudes of customers and management
to supermarkets and the problems of introducing supermarkets in a
relatively economically undeveloped economy are considered with
particular reference to two stores in Beijing.
Motives must be Differentiated from Needs, Drives, Wants:
Strategy Implications
Authors: Mahatoo Winston H.
Published: May 2004

The concept of “motive” is employed very inconsistently
in marketing. Some, including both general marketers and consumer
behaviourists, equate it with needs, drives and wants. Others avoid any
definition of the concept, while still others clearly differentiate its
nature and role. The view of the last group is presented. In a suggested
model, motives are suggested as the specific motivational element that
directs the consumer′s drive towards a particular response. Thus
while needs generate the response tendency, motives determine
the specific behavioural action. Motives are, therefore, extremely
important in marketing strategy because they direct the consumer′s
response to certain wants (i.e. products) perceived to possess the
attributes necessary to satisfy these motives.
Marketing Simulations in Tertiary Institutions: A Review
and Future Directions
Authors: Perry Chad , Euler Terry
Published: May 2004

In the last three years, the number of simulations available to
marketing educators has grown from about two to seven. Seven simulations
using various criteria are reviewed, including criteria of learning
effectiveness previously developed from action learning principles.
Directions for development of a future “perfect” marketing
simulation are presented.
Measuring Channel Sensitivities to New Industrial Service
Designs: Managerial Implications
Authors: Hedley Sanderson R. , Brodie Roderick J. , Woodside Arch G.
Published: May 2004

An important consideration when designing new product services for
a marketing channel is the extent to which the service should be
differentiated to meet the requirements of alternative customer groups.
This article is a report on whether a new wool testing service, which
has potential customers at three levels in a marketing channel, should
be differentiated. Customer judgement models are developed and used to
test the sensitivities of the three customer groups to the accuracy,
price and turnaround time for the new service. The results demonstrate
substantial differences in preference among the three groups.
Recommendations are made that these preference models be used in the
development and commercialisation of the service.
International Marketing in UK Higher Education: Some Issues
in Relation to Marketing Educational Programmes to Overseas Students
Authors: Kinnell Margaret
Published: May 2004

The development of international marketing principles and practices
in UK universities is considered with specific reference to a study of
two institutions. First there is an outline of how a marketing approach
has emerged in relation to overseas students. Then the way in which
clients′ needs are assessed; the development of an appropriate marketing
mix; and the management of marketing operations are appraised.
A Comment: An Examination of the Relative Impact of Growth
Strategies on Profit Performance
Authors: Slater Stanley F.
Published: May 2004

A critical review is provided of the conclusions drawn in “An
Examination of the Relative Impact of Growth Strategies on Profit
Performance”. The conclusions regarding the effect of margin
management, asset management and debt management are examined in the
context of the Strategic Profit Model (presented in the previous
article), using industry data. The discussion of the impact of growth on
profitability is extended by the introduction of a financial model that
explicitly considers growth′s effect on profitability. Recommendations
are presented concerning the integration of the two models for firms
evaluating growth opportunities.
Problems and Strategies in the International Marketing of
Services
Authors: Nicoulaud B.
Published: May 2004

Services is the fastest growing sector in international trade but
is overlooked as a subject of study in international marketing. Some
international marketing problems specifically related to services are
discussed. Two categories of services – product services and
service products – are considered, with discussion focusing on the
latter. The characteristics of services, inseparability, heterogeneity,
perishability and the marketing mix are examined to identify the unique
problems they may create in the internationalisation process of service
firms. Solutions to these problems are suggested.
Behavioural Aspects of the Exporter‐Importer Relationship:
The Case of Cypriot Exporters and British Importers
Authors: Leonidou Leonidas C.
Published: May 2004

Some light is shed on the behavioural aspects of the working
relationship between developing country‐based exporters and developed
country‐based importers in manufactured consumer markets. The interest
is focused on the issues of exercised power, conflict and co‐operation
which comprise the atmosphere of a business relationship and the
resulting satisfaction/dis‐satisfaction derived from it. Thirty‐four
Cypriot exporters and 21 British importers provided the research sample.
The exporter‐importer relationship was shown to be characterised by low
levels of conflict, high levels of co‐operation and the exercise of
asymmetrical power, directed by the importers to the exporters.
The Move to Administered Vertical Marketing Systems by
British Retailers
Authors: Dawson John A. , Shaw Susan A.
Published: May 2004

Using the evidence from interview surveys of UK retailers and
manufacturers, it is argued that the changing horizontal structure of
retailing in the UK is having a profound influence on the structure of
vertical relationships in the channel. Whilst horizontal competition has
increased and retailer strategies have been directed at improving their
competitive horizontal advantage, the form of vertical relationships has
been changed to an administered structure in order to maximise this
horizontal competition. This has resulted in a number of vertical
channel changes, including more stable relationships. The implications
of this change are profound, both for the academic study of marketing
channels and for the practice of channel management.
Product Deletion and the Effects of Strategy
Authors: Hart S.J.
Published: May 2004

The relationship between product elimination and strategic
objectives is examined with particular reference not only to the nature
and scope of strategic planning in British manufacturing companies, but
also the extent to which product deletion decisions are executed as part
of overall product market strategy. Attention is concentrated on how
strategic issues affect the way in which the decision is originated in
the company, as this is the key to whether elimination is dealt with on
an ad hoc basis or whether it is incorporated into the company′s
strategy.
Government Organisations and their Customers in The
Netherlands: Strategy, Tactics and Operations
Authors: van der Hart Hein W.C.
Published: May 2004

A growing awareness of the positive and activating effects that
customer orientation can have on competitive advantage has been noted in
the public sector organisations in the Netherlands. Customer orientation
not only plays a role on the operational level, it also affects the
strategic level. The questions of the role that society expects from
government, which government intervention is needed, and what kind of
and personnel does government need to be able to execute those tasks in
the future in a customer‐oriented manner, are addressed. It is concluded
that customer orientation in government organisations is a useful and
necessary concept, but that pursuing this requires taking into account
the typical nature of these organisations; the characteristics could
prove to be bottlenecks in realising the goals of customer orientation.
The Brand‐naming Enigma in the Asia Pacific Context
Authors: McDonald Gael M. , Roberts C.J.
Published: May 2004

Some of the issues confronted by
marketers in determining the
appropriateness of brand names in the
Asia Pacific region are discussed. More
specifically, the concern is with the
impact of rich and diverse cultural
environments upon conventional
wisdom in relation to the brand‐naming
process and related marketing policy
pertaining to operations in the region.
Consumer Acquisition Patterns for Durable Goods: A Rasch Analysis
Authors: Soutar Geoffrey N. , Bell Richard C. , Wallis Yvonne M.
Published: May 2004

There has been considerable research
into the pattern of consumer durable
purchase. Most of the research has
used Guttman scaling as the basis of
the analysis but there are some
problems in using this method with
durable ownership data. It is suggested
that Rasch scaling is an alternative
approach and the results of analysing
a data set which had previously been
analysed using Guttman scaling are
analysed. The advantages of Rasch
modelling are outlined and some
implications of the results are
discussed.
Sponsorship and the Drinks Industry in the 1990s
Authors: Meerabeau Elizabeth , Gillett Roy , Kennedy Michael , Adeoba Johnson , Byass Michael , Tabi Kingsley
Published: May 2004

Sponsorship has been a growth area in the marketing mix through the
1980s with “corporate” aims joining brand‐directed
objectives in recent years. The alcoholic drinks industry has now the
second biggest sponsorship spend of any sector. The market is subdivided
into five areas. Sports sponsorship has traditionally been the largest
sector but new legislation is likely to see sponsorship of the media,
especially television, increase very rapidly, at the expense of
involvement in sports. Many pundits also foresee a rise in resources
applied to the arts, education, social and charitable sponsorship. The
drinks industry is likely to make greater use of corporate sponsorship
to achieve a positive image to help fight off restrictive legislation.
Values and Consumption Patterns: A Comparison between Rural
and Urban Consumers in Western Germany
Authors: Schopphoven Iris
Published: May 2004

Values are potential market segmentation tools to analyse
consumption patterns. Previous research has shown salient differences
between regions within countries and across countries. As values and
demographics serve as the base for identification of homogeneous
consumer groups, ownership of selected products and their priority of
acquisition was studied in connection with value variables. This
investigation examined the consumption patterns and value orientation of
two subsamples. Hence, the results revealed no statistically significant
differences between the urban and rural respondents with respect to
values. Nevertheless, clusters of consumers with similar priority of
acquisition were formed and discriminant analyses indicated a
significant relationship between sub‐groups of consumers and value
orientations. Urban and rural areas do not appear to be useful market
segmentation variables in Western Germany. However, a more complex
segmentation pattern was detected and significantly related to each of
the values.
Internationalization, Internalization, or a New Theory for
Small, Low‐technology Multinational Enterprise?
Authors: Lau Ho‐Fuk
Published: May 2004

Results of this study confirms the contention that the theory of
internalization is also applicable to small, low‐technology MNEs. But
modifications are suggested when applying to small export oriented
multinationals. The development of these firms relies more on soft
technology than hard technology. Cultural affinity and geographical
proximity are the most important location factors for foreign direct
investment.
Constraints on the Adoption of the Marketing Concept: The
Case of the Former Soviet Union
Authors: Ennew Christine T. , Filatotchev Igor , Wright Mike , Buck Trevor W.
Published: May 2004

Suggests that the process of transition and the hardening of the
budget constraint in the former centrally‐planned economies of Eastern
Europe recreates the link between an effective exchange process and
business performance. Points out that this in itself creates the
potential for marketing to play a significant role in business activity.
Reports on a case study of the Russian experience which shows that there
are still considerable barriers to the development of a
marketing‐oriented approach to business. In addition to the obvious
institution and infrastructure problems, there is still considerable
progress to be made in relation to managerial attitudes and experience.
Managerial Accounting and the “New Managerial Ideas” – A Case Study of the Matsushita Electric Industrial Co. Ltd
Authors: Tai Shuji
Published: May 2004

The meaning of the “new managerial ideas” in Japan is
analysed for their impact on corporate activities and society. The
analysis is conducted through a case study of the Matsushita Electric
Industrial Co. Ltd. Based on that analysis, it is concluded that the
“new managerial ideas” is a concept that proposes an
extremely aggressive corporate strategy which not only recognises labour
unions and communities under the control system of the corporation, but
also serves to enhance the parasitic accumulation of the corporation′s
capital.
Quality Measurement in Service Industries
Authors: Silvestro Rhian , Johnston Robert , Fitzgerald Lin , Voss Chris
Published: May 2004

A number of writers in the service management literature have
observed that because service quality is difficult to measure there is a
danger that service organisations will neglect to measure it, despite
the fact that service quality is often critical to their competitive
business success. The results of an empirical research project
investigating the quality measurement systems of six multi‐site UK
service organisations, all of which consider themselves to differentiate
on the basis of service quality, are described. Two of the organisations
were found to have very few quality measures and recognised that this
was a major gap in their performance measurement systems. Two had
developed a range of customer‐based measures of service quality which
were reported regularly and widely in the organisations. The other two
companies had developed a wide range of internal and external, hard and
soft quality measures. These companies used managers as well as
customers to measure both tangible and intangible aspects of service.
Internal measures were used to corroborate the perceptual measures drawn
from customers and, conversely, the external measures were used to
support service design and the setting of internal quality targets.
Environmental Issues in Tourism Management: Computer Modelling for Judgmental Decisions
Authors: Curry Bruce , Moutinho Luiz
Published: May 2004

Considers the scope for using computer models to assist in tourism
planning, with particular emphasis on the environmental issues. Suggests
that a suitable platform for such models is the analytic hierarchy
process which uses a tree structure to model both objectives and
decision variables and is capable of handling subjective judgments and
preferences.