bluuebunny/crossref_metadata_2025 huggingface dataset:
The challenge of moving beyond rhetoric
Authors: Jamali Dima , Abdallah Hanin , Hmaidan Soha
Published: February 2010

Purpose

The purpose of this paper is to examine the understanding and practice of diversity management in a Middle Eastern context, based on interviews with two sets of stakeholders (Lebanese women managers and HR managers) directly concerned and involved with diversity management efforts in the Lebanese context.

Design/methodology/approach

The paper adopts an integrative multi‐level research design and an interpretive research methodology, capitalizing on in‐depth interviews with eight HR managers and 18 women managers to explore their perceptions and interpretations of diversity management in the Lebanese context.

Findings

The findings presented in this paper clearly illustrate the relevance of micro, meso, and macro level factors in diversity management research and the need to accord attention to cultural differences and peculiarities of national contexts.

Originality/value

The paper offers a critical perspective on diversity management in an unusual context. It makes unequivocally clear that the goals for alleviating specific sources of discrimination need to be locally articulated/defined. Furthermore, the paper questions thelaissez fairemanagement approach to diversity and warns against a tendency to ignore serious gender related issues at work as more women enter the workforce in the Middle East.
Gender differences in entrepreneurship
Authors: Malach Pines Ayala , Lerner Miri , Schwartz Dafna
Published: February 2010

Purpose

In 2008, the world had undergone a global economic crisis. Since women always face greater difficulties in obtaining capital than men, the economic crisis had a greater effect on them. The purpose of this paper is to examine the implications of the global crisis for women's entrepreneurship, from the perspective of equality, diversity and inclusion.

Design/methodology/approach

The paper reviews studies on gender differences in entrepreneurship, focusing on 2007 and 2008 Global Entrepreneurship Monitor (GEM) studies that examined the rates of entrepreneurship in 43 countries.

Findings

The data show that in all 43 countries, the rates of women's entrepreneurship are lower than men's. Furthermore, the percent of women entrepreneurs is higher in countries where the general income per capita is small and where women have no other option for making a living.

Research limitations/implications

This surprising finding has been explained as a result of the difference between “necessity” and “opportunity” entrepreneurship, with necessity entrepreneurship found to be more prevalent among women in poor countries, thus pointing to the role played by inequality and exclusion in women's entrepreneurial inferiority.

Practical implications

From the perspective of diversity, equality and inclusion, entrepreneurship can be viewed as a means for inclusion of women and other marginalized groups in countries, especially low‐income countries, in which they suffer from lack of equal opportunities and social exclusion.

Originality/value

The paper usefully shows how, especially in times of a global crisis, the role played by inequality and exclusion in women's entrepreneurial inferiority has important implications; such as the need to create special funds for women and the importance of establishing social and business networks for women entrepreneurs.
Start making sense
Authors: Golembiewski Jan A.
Published: February 2010

Purpose

This paper aims to look into the significance of architectural design in psychiatric care facilities. There is a strong correlation between perceptual dysfunction and psychiatric illness, and also between the patient and his environment. As such, even minor design choices can be of great consequence in a psychiatric facility. It is of critical importance, therefore, that a psychiatric milieu is sympathetic and does not exacerbate the psychosis.

Design/methodology/approach

This paper analyses the architectural elements that may influence mental health, using an architectural extrapolation of Antonovsky's salutogenic theory, which states that better health results from a state of mind which has a fortified sense of coherence. According to the theory, a sense of coherence is fostered by a patient's ability to comprehend the environment (comprehensibility), to be effective in his actions (manageability) and to find meaning (meaningfullness).

Findings

Salutogenic theory can be extrapolated in an architectural context to inform design choices when designing for a stress‐sensitive client base.

Research limitations/implications

In the paper an architectural extrapolation of salutogenic theory is presented as a practical method for making design decisions (in praxis) when evidence is not available. As demonstrated, the results appear to reflect what evidence is available, but real evidence is always desirable over rationalist speculation. The method suggested here cannot prove the efficacy or appropriateness of design decisions and is not intended to do so.

Practical implications

The design of mental health facilities has long been dominated by unsubstantiated policy and normative opinions that do not always serve the client population. This method establishes a practical theoretical model for generating architectural design guidelines for mental health facilities.

Originality/value

The paper will prove to be helpful in several ways. First, salutogenic theory is a useful framework for improving health outcomes, but in the past the theory has never been applied in a methodological way. Second, there have been few insights into how the architecture itself can improve the functionality of a mental health facility other than improve the secondary functions of hospital services.
Teleworker's home office: an extension of corporate office?
Authors: Fan Ng Cheuk
Published: February 2010

Purpose

The purpose of this paper is to provide a literature review of the home offices of teleworkers employed by organizations in an attempt to understand the relationships between the design and physical conditions of home offices and teleworkers' work behaviours and to identify new areas of research around home offices.

Design/methodology/approach

An extensive review of the research literature in home working, teleworking, and conventional office settings from multiple disciplines was carried out.

Findings

This review has located no recent studies that focus on the design and conditions of home‐offices of teleworkers employed by organizations. The research on home working and on conventional offices suggests that teleworkers desire qualities in their home offices similar to those of conventional offices. Little is known about how the physical conditions of dwellings and family variables affect the effectiveness of home offices as a workplace.

Research limitations/implications

Little empirical research focused on home offices is available, so much more research is needed.

Practical implications

The design of home workspace must meet the needs of teleworkers and their families' home environment. The cost savings in corporate facilities must be balanced against the workplace needs of their employees.

Originality/value

The paper fills a gap in research about teleworking in home offices by integrating research from two related areas: homeworking and conventional office environment.
Evaluating user experience in green buildings in relation to workplace culture and context
Authors: Brown Zosia , Cole Raymond J. , Robinson John , Dowlatabadi Hadi
Published: February 2010

Purpose

This paper aims to explore the relationship between green building design and workplace design practice, and to examine the role of organizational culture in shaping design and operation decisions with consequence for user experience.

Design/methodology/approach

A literature review and introduction of key concepts establish the foundation for the research and provide a context for interpreting results. Empirical findings are presented from a pre‐ and post‐occupancy evaluation of a company's move to a new headquarters building designed both to shift organizational culture and to meet environmental objectives.

Findings

The paper demonstrates that, while there are potentially significant gains to be made from integrating green building with workplace design strategies from the outset, there are many other factors beyond the quality of the space, which may play a role in shaping user experience. Links are drawn between improved occupant comfort, health and productivity in the new headquarters building, and organizational culture and contextual factors accompanying the move. The findings raise a number of important questions and considerations for organizational and workplace research, and post‐occupancy evaluation of buildings.

Research limitations/implications

The research and findings focus on the experience and context of one company's move to a new headquarters building and cannot be extrapolated. Given the mainstreaming and merging of green building design with workplace design practice, more research and studies are needed to advance this important line of inquiry.

Originality/value

The paper brings together the two agendas of workplace design and green building design, which have until very recently progressed along separate paths.
Stability analysis of an oceanic structure using the Lyapunov method
Authors: Chen Cheng‐Wu , Shen Chien‐wen , Chen Chen‐Yuan , Cheng Ming‐Jen
Published: February 2010

Purpose

A tension leg platform (TLP) is a vertically moored, floating structure which is normally used for offshore oil/gas production. However, these types of structures can be damaged by vibration responses that are too large. The purpose of this paper is to consider the influence of the external waves on oceanic structures.

Design/methodology/approach

A mathematical model of an ocean environment was constructed, in which wave‐induced flow fields cause structural surge motion, then solutions to the mathematical model were analytically derived.

Findings

The Takagi‐Sugeno (T‐S) fuzzy model is employed in the approximation of the oceanic structure. The stability analysis of the TLP system is carried out using the Lyapunov direct method.

Practical implications

The dependence of the wave‐induced flow field and its resonant frequency on the wave characteristics and the structural properties of the platform, which include width, thickness and mass, can be drawn using a parametric approach.

Originality/value

Mathematical modeling is applied to find the wave‐induced displacement due to the surge motion. The vibration of the mechanical motion of the platform structure caused by wave force is also discussed.
Graph products with specified domains for configuration processing and formation of the adjacency matrices
Authors: Kaveh A. , Alinejad B.
Published: February 2010

Purpose

Graph products are extensively used in the analysis and design of regular structures. It is often thought that these products are only applicable to regular graphs. The main aim of this paper is develop new products which are applicable to regular as well and non‐regular structural models.

Design/methodology/approach

New graph products are defined with specified domains. In these products the logical operations of the graph products are only performable in specified domains, and therefore these products can produce configurations which do not need to be regular.

Findings

New graph products are defined and a general theorem is proved for the formation of their adjacency matrices.

Originality/value

The presented graph products overcome the difficulty of employing graph products in structural mechanics, and in particular in space structures. The general theorem of this paper can efficiently be used in the formation of adjacency matrices of the structural models.
Some improvement to the mutation donor of differential evolution
Authors: Fan Hui‐Yuan , Liu Junhong , Lampinen Jouni
Published: February 2010

Purpose

The purpose of this paper is to improve the existing differential evolution (DE) mutation operator so as to accelerate its convergence.

Design/methodology/approach

A new general donor form for mutation operation in DE is presented, which defines a donor as a convex combination of the triplet of individuals selected for a mutation. Three new donor schemes from that form are deduced.

Findings

The three donor schemes were empirically compared with the original DE version and three existing variants of DE by using a suite of nine well‐known test functions, and were also demonstrated by a practical application case – training a neural network to approximate aerodynamic data. The obtained numerical simulation results suggested that these modifications to the mutation operator could improve the DE's convergence performance in both the convergence rate and the convergence reliability.

Research limitations/implications

Further research is still needed for adequately explaining why it was possible to simultaneously improve both the convergence rate and the convergence reliability of DE to that extent despite the well‐known “No Free Lunch” theorem. Also further research is considered necessary for outlining more distinctively the particular class of problems, where the current observations can be generalized.

Practical implications

More complicated engineering problems could be solved sub‐optimally, whereas their real optimal solution may never be reached subject to the current computer capability.

Originality/value

Though DE has demonstrated a considerably better convergence performance than the other evolutionary algorithms (EAs), its convergence rate is still far from what is hoped for by scientists. On the one hand, a higher convergence rate is always expected for any optimization method used in seeking the global optimum of a non‐linear objective function. On the other hand, since all EAs, including DE, work with a population of solutions rather than a single solution, many evaluations of candidate solutions are required in the optimization process. If evaluation of candidate solutions is too time‐consuming, the overall optimization cost may become too expensive. One often has to limit the algorithm to operate within an acceptable time, which maybe is not enough to find the global optimum (optima), but enough to obtain a sub‐optimal solution. Therefore, it is continuously necessary to investigate the new strategies to improve the current DE algorithm.
Hydraulic performance of a large slanted axial‐flow pump
Authors: Wang Zhengwei , Peng Guangjie , Zhou Lingjiu , Hu Deyi
Published: February 2010

Purpose

The pump of the Taipuhe Pump Station, larger flow discharge, lower head, is one of the largest 15° slanted axial‐flow pumps in the world. However, few studies have been done for the larger slanted axial‐flow pump on safe operation. The purpose of this paper is to analyze the impeller elevation, unsteady flow, hydraulic thrust and the zero‐head flow characteristics of the pump.

Design/methodology/approach

The flow field in and through the pump was analyzed numerically during the initial stages of the pump design process, then the entire flow passage through the pump was analyzed to calculate the hydraulic thrust to prevent damage to the bearings and improve the operating stability. The zero‐head pump flow characteristics were analyzed to ensure that the pump will work reliably at much lower heads.

Findings

The calculated results are in good agreement with experimental data for the pump elevation effects, the performance curve, pressure oscillations, hydraulic thrust and zero‐head performance.

Research limitations/implications

Since it is assumed that there is no gap between blades and shroud, gap cavitations are beyond the scope of the paper.

Originality/value

The paper indicates the slanted axial‐flow pump characteristics including the characteristic curves, pressure fluctuations, hydraulic thrust and radial force for normal operating conditions and zero‐head conditions. It shows how to guarantee the pump safety operating by computational fluid dynamics.
Numerical study of low‐yield point steel shear walls used for seismic applications
Authors: Mistakidis Euripidis
Published: February 2010

Purpose

The purpose of this paper is to provide the research and practising engineers with insight on the benefits of using low‐yield point steel with respect to ordinary steel as a construction material for shear wall panels. The paper seeks to focus on the behaviour of such panels when installed in new or existing structures in order to improve their seismic performance.

Design/methodology/approach

Finite element models are applied in order to approximate the structural response of low‐yield steel panels, used for seismic applications. Owing to the specific characteristics of the problem at hand, geometric and material nonlinearities have to be accurately considered. For comparison reasons, low‐yield point steel and ordinary steel are considered as construction materials for the aforementioned panels. The paper examines both the case of “pure shear” steel panel and also the more realistic case that the panel is encased in the surrounding frame.

Findings

The paper reaches a number of interesting conclusions. The beneficial behaviour of low‐yield steel panels with respect to ordinary steel panels is verified. Comments are made distinguishing the differences in the behaviour of panels surrounded by strong elements (“encased” panels) compared with that of panels submitted to pure shear. Finally, the improved seismic behaviour of existing structures retrofitted by shear wall panels is verified.

Originality/value

The paper exhibits numerically the advantages of low‐yield point steel with respect to ordinary steel as a construction material for panels and, second, contributes to the comprehension of the realistic panel behaviour of encased panels. More specifically, the paper focuses on the differences in the behaviour of encased steel panels with respect to the “pure shear” steel panels.
Explaining customer satisfaction with complaint handling
Authors: Varela‐Neira Concepción , Vázquez‐Casielles Rodolfo , Iglesias Víctor
Published: February 2010

Purpose

Due to the importance of understanding what circumstances make customer recovery programmes successful, this paper aims to study the effects of different cognitive evaluations (disconfirmation of expectations and perceived justice) and affective responses (positive and negative emotions) on satisfaction with complaint handling.

Design/methodology/approach

The sample used in this study consists of 679 subjects who, over the last six months, had experienced service failures and had afterwards complained. The data were collected via personal interviews using a structured survey.

Findings

The results of the study support the model and highlight the importance of the emotions experienced as a result of the complaint handling. Although these emotions have been underrepresented in the service recovery literature, our investigation shows that these emotions not only have an independent effect on customer satisfaction, after accounting for the effects of the cognitive evaluations of complaint handling, but also play a mediating role in the relationship between these cognitive variables and satisfaction.

Research limitations/implications

This study examines only one service context; consequently, caution is needed when generalizing the results.

Practical implications

Given the findings in this paper, identifying customers' emotions can enable service organizations to know their perceptions of the recovery and, hence, adapt service recovery strategies adequately.

Originality/value

This study incorporates the disconfirmation of expectations paradigm and the dimension of informational justice into the existing models of cognitive and affective antecedents of satisfaction with complaint handling. Furthermore, this study is based on the analysis of real service failures and recovery strategies.
Lost in translation: from B‐school to business
Authors: Humphreys John , Oyler Jennifer , Pryor Mildred , Haden Stephanie
Published: February 2010

Purpose

The purpose of this brief article is to describe the chasm between academic research and management practitioners and to call for assistance in closing the divide.

Design/methodology/approach

Using journal literature and inductive observation from our experiences we offer our conceptual understanding by way of an opinion/viewpoint piece.

Findings

If we are to truly lessen the gulf between organizational researchers and practitioners, movement must occur from both directions. Not doing so will result in a continuing myopic focus on the divide itself instead of fundamental discussions of the more crucial elements that influence organizational performance and productivity.

Practical implications

We outline the relevant implications of our thinking for academics and practicing managers and offer recommendations that, if implemented by all involved, could narrow this gap and enhance the effectiveness of researchers and managers.

Originality/value

The distinctive contribution of this article is that it provides a resolute call for practicing managers to become part of the solution with respect to the relevance of management and organizational research.
Dangerous solutions: case study of a failed e‐project
Authors: McLaughlin Stephen
Published: February 2010

Purpose

This purpose of this paper is to take a critical look at a recent e‐business initiative (eCRM) undertaken by a global technology solutions organization. After significant time and money invested in the initiative, the project was cancelled. This paper will identify factors that the organization should have considered as part of the development and deployment of the initiative.

Design/methodology/approach

This paper is explorative in nature, and based on the case study methodology. The data was collected via an on‐line questionnaire of over 300 employees across Europe, the Middle East and Africa (EMEA) involved with the delivery of eCRM.

Findings

The research highlighted ten imperatives organizations must consider when embarking on major e‐business projects. The imperatives support an e‐business strategy framework that was developed through the research findings.

Research limitations/implications

This research was conducted across one organization only. Although the organization was large (in excess of 300,000 employees) the research findings have not been corroborated through comparative research across other, similar organizations.

Practical implications

The findings have allowed the organization to refine the way they define and develop future e‐business projects.

Originality/value

The findings as presented in this paper are a result of looking at theory relating to change, technology, strategy, and knowledge enablement. This holistic view has allowed the author to identify a broader set of impact factors for consideration when driving significant technology integration. It is the belief of the author that these impact factors (imperatives) can be applied to other organizations.
But do you like your (expensive management) consultant?
Authors: Chelliah John , Davis Douglas
Published: February 2010

Purpose

The purpose of this study is to confirm the existence of PE and the role it plays from the perspective of management consultants. One of the greatest challenges facing management consultants today is how to win business through satisfying client needs. There are a number of authors who have identified that meeting clients' unwritten and unspoken expectations i.e. psychological expectations (PE), can yield competitive advantage for consultants. However, there is a dearth of research in this area.

Design/methodology/approach

Semi structured interviews were carried out with twenty management consultants in Australia. Questions canvassed their views on the existence of PE, the forms it took and its strategic value in client‐consultant relationships.

Findings

Types of PE identified in literature were found to exist widely in practice. Consultants were very aware of PE and the importance of addressing them. Benefits of meeting PE reported were additional business with existing clients or referrals by satisfied clients to other clients. Some PE presented an ethical dilemma to consultants and in some cases they would rather walk away from assignments which they deem as unethical.

Originality/value

The paper showed that the strategic importance placed on PE by practitioner literature is worthy of focus. Through this research, it has been established for the first time that psychological expectations impact upon the success of the client‐consultant relationship from the viewpoint of consultants.
Business strategesiastes
Authors: Marren Patrick
Published: February 2010

Purpose

To entertain and console those who have been wise, yet who turn around and see that fools have prospered (or been bailed out).

Design/methodology/approach

Opinion column.

Findings

Vanity of vanities, all is vanity.

Originality/value

Humorous illustration of the travails of the Great Recession.
Escaping from a successful history
Authors: Jackson Stuart E.
Published: February 2010

Purpose

The purpose of this paper is to discuss how many successful businesses become trapped by the history of success with their existing business models and find it very difficult to acknowledge new threats to their businesses. The article includes examples from the automotive, aerospace and hospitality industries of companies that have had to deal with this challenge, with varying degrees of success. The author draws lessons from these examples and provides four prescriptions to help business leaders avoid becoming trapped by their past successes.

Design/methodology/approach

In this article, Jackson leverages insights from example companies that have had to deal with major changes in the needs of their customers. Drawing insights from these examples and the various approaches companies take to dealing with change, the author makes recommendations for how companies should plan for alternative future scenarios.

Findings

Key finding is that the more successful a company is, the more difficult it will be to change its business model. To avoid being trapped by their own success, business executives and strategists must actively identify, assess and plan for alternative future scenarios. They must develop powerful, convincing arguments for when and why change will happen, leveraging external perspectives and evidence. Only then, can they hope to get top management to embrace change, maintain leadership and preserve shareholder value.

Originality/value

The key message of this article is that adapting to changes in the market environment is very difficult to do, especially for businesses that are highly successful. The author provides a range of specific recommendations to help companies embrace change, identify new untapped opportunities and unlock new value for customers and shareholders.
Defining the corporate social responsibility of business from international law
Authors: Schouten Esther M.J.
Published: February 2010

Purpose

The purpose of this paper is to argue that corporate social responsibilities of international business can be defined in terms of human rights responsibilities.

Design/methodology/approach

The approach taken is to draw from international law to examine whether these responsibilities can be defined in a precise way.

Findings

The paper finds that human rights responsibilities of business needs further refining.

Research limitations/implications

Research needs to be conducted from a law perspective on defining concepts such as “complicity”, “spheres of influence” or “respecting” human rights.

Practical implications

This paper calls upon international business and their stakeholders to use and pro‐actively manage their human rights responsibilities and further refine the existing managerial human rights tools.

Originality/value

In exploring the human rights responsibilities of business, this paper contributes to an important crossroads of international law and management.
Entrepreneurship and socioeconomic development in Africa: a reality or myth?
Authors: Nafukho Fredrick M. , Helen Muyia Machuma A.
Published: February 2010

Purpose

The purpose of this paper is to examine the development of entrepreneurship education and training in Kenya as a strategic approach to addressing the unemployment problem among the school and university graduates in Kenya and Africa in general.

Design/methodology/approach

The study adopted a critical review of the literature method to achieve its purpose and to answer the key research question. The literature search included a computerized search of accessible and available material on entrepreneurship, entrepreneurial spirit, entrepreneurship education and training programs, history of entrepreneurship, and entrepreneurship models, Africa and entrepreneurship development.

Findings

It is shown that the development of entrepreneurial spirit and competencies should be a lifelong process. Addressing Africa's socioeconomic development in an entrepreneurial way requires learning successful lessons from within and without Africa. Specific examples of successful use of entrepreneurship to develop micro, small and medium‐sized enterprises in Africa and other parts of the world, especially the USA, are cited in the paper. A case study of using technology to promote entrepreneurship in Africa is provided.

Research limitations/implications

The paper is limited since it is based on a review of the literature. Quantitative and qualitative research studies focusing on entrepreneurship and socioeconomic development in Africa are recommended.

Originality/value

There are limited studies that focus on the issue of entrepreneurship and socioeconomic development in Africa. This paper and the special issue in particular have laid down pioneering ground work for research on entrepreneurship and socioeconomic development in Africa.
The challenges of integrating entrepreneurship education in the vocational training system
Authors: Nkirina Severina P.
Published: February 2010

Purpose

This paper seeks to discuss the challenges faced when trying to integrate entrepreneurship education in the training system, with a particular focus on vocational training.

Design/methodology/approach

The data were collected through in‐depth interviews, document reviews and focus group discussions. The respondents were drawn from VETA headquarters – training director, centre managers, entrepreneurship instructors in the centre, and a section of final year students who were purposively selected. Other stakeholders in vocational training in Tanzania were also consulted.

Findings

The findings were organized around key themes of the research as per the set objectives. The emerging views showed some of the following issues as the major challenges facing the authority in its effort to integrate entrepreneurship training in the programme: time too limited to cover the core subjects; Form iv leavers and standard vii trainees have different understanding levels; financial/budgetary constraint; few instructors with relevant skills; lack of role models of successful former trainees who are practising entrepreneurs; course too theoretical, lacking the component of field studies; and the course too boring compared with other mainstream courses.

Research limitations/implications

The sample size was too small to be wholly reliable for generalizing the findings to a similar problem. However, the insights gained are a crucial basis for further research and give some variables to be investigated on their significance in shaping entrepreneurship training, especially in a developing country like Tanzania.

Originality/value

The research provides knowledge that was lacking as far as entrepreneurship training and vocational training are involved. Other studies, especially in Tanzania, focused on the quality of technical training and the infrastructural resources rather than business‐related skills.
Undergraduate research centers: simply a source of student employment or a model for supplementing rural university finances?
Authors: Rich Michael K. , Bartholomew Darrell
Published: February 2010

Purpose

This paper aims to discuss the inequities in the financial infrastructure of Division II rural universities located throughout the USA and much of the Western world while seeking to offer possible solutions through on‐campus marketing enterprises.

Design/methodology/approach

The paper is a conceptual contribution based on the author's personal experiences as the executive director of an undergraduate research center combined with a literature study by the authors.

Findings

Depending on available resources in the immediate proximity of a given rural university, services can be offered, such as marketing research, that otherwise would not be available. The author's personal experiences have demonstrated that sufficient cash flow can be generated not only to compensate the student employees, but also to support all operating expenses of an established university marketing department.

Practical implications

If faculty members can be found who are willing to assume a leadership role, Division II universities can augment their operating funds through the development of undergraduate research organizations. This not only benefits financial situations, but also offers students real‐life experiences directly related to their earned academic degree, thus enhancing their employment opportunities subsequent to graduation.

Originality/value

Sufficient opportunities exist in the rural marketplace for reasonably priced marketing research services that the demand can be generated once promotion and word‐of‐mouth have established the impact of the offered services. Commercial research firms have often avoided solicitation of rural clients based on their inability to pay commercial rates and the dearth of opportunities to sell services.
Response of buying‐center participants to B2B product placements
Authors: Lord Kenneth R. , Gupta Pola B.
Published: February 2010

Purpose

The purpose of this paper is to review product‐placement research in the consumer‐marketing domain, examine the acceptability of the practice for buying‐center participants, and assess recall, attitude and purchase‐intention responses to B2B products placed in movie scenes.

Design/methodology/approach

Achievement of the research objectives requires the collection of data from a sample of organizational buying‐center participants and their exposure to B2B placements in entertainment‐media contexts. Qualified participants observed a movie containing B2B products within the context of the feature. They then completed a short questionnaire concerning their observations and the impressions gained from that observation.

Findings

Product placements, used prolifically to target household consumers, are beginning to expand into the B2B domain. This research reviews product‐placement research in the B2C domain and examines the acceptability of the practice for a sample of 127 buying‐center participants and their recall, attitude and purchase‐intention responses to B2B products placed in movie scenes. Despite some claimed negativity toward the commercial intent of the practice, results reveal that buying‐center participants find the practice to be generally acceptable for a wide array of B2B products and services.

Practical implications

Additional research supporting these findings could reveal a fruitful promotional outlet for B2B influence through placement within major motion picture productions.

Originality/value

Participants demonstrated an impressive level of recall and a modestly favorable attitude and purchase intention on exposure to experimental B2B placements viewed in movie scenes. Variables moderating that response include liking for and emotions induced by the movie, the degree of prominence and realism of the placement, and its fit with the surrounding movie content.
B2B relationship marketing analytical support with GBC modeling
Authors: Latusek Wojciech Peter
Published: February 2010

Purpose

Discrete choice modeling has been discussed by both academics and practitioners as a means of analytical support for B2C relationship marketing. This paper aims to discuss applying this analytical framework in B2B marketing, with an example of cross‐selling high‐tech services to a large business customer. This example is also used to show how an algorithm of genetic binary choice (GBC) modeling, developed by the author, performs in comparison with major techniques used nowadays, and to analyze the financial impact of these different approaches on profitability of B2B relationship marketing operations.

Design/methodology/approach

Predictive models based on the regression analysis, the classification tree and the GBC algorithm are built and analyzed in the context of their performance in optimizing cross‐selling campaigns. An example of business case analysis is used to estimate the financial implications of the different approaches.

Findings

B2B relationship marketing, although differing from B2C in many aspects, can also benefit from analytical support with discrete choice modeling. The financial impact of such support is significant, and can be further increased by improving the predictive accuracy of the models. In this context the GBC modeling algorithm proves to be an interesting alternative to the algorithms used nowadays.

Research limitations/implications

The generalizability of the findings, concerning performance characteristics of the algorithms, is limited: which method is best depends, for example, on data distributions and the particular relationships being modeled.

Practical implications

The paper shows how B2B marketing managers can increase the profitability of relationship marketing using discrete choice modeling, and how implementing new algorithms like the GBC model presented here can allow for further improvement.

Originality/value

The paper bridges the gap between research on binary choice modeling and the practice of B2B relationship marketing. It presents a new possibility of analytical support for B2B marketing operations together with financial implications. It also includes a demonstration of an algorithm newly developed by the author.
A dynamic process of buyer‐seller technology adoption
Authors: Lee Jongkuk , Qualls William J.
Published: February 2010

Purpose

The objective of this paper is to propose a process through which channel stakeholders interact with one another to adopt a buyer‐seller technology with the purpose of improving the efficiency of their supply chain. The paper seeks to examine how ongoing business relationships between channel stakeholders influence the process of buyer‐seller technology adoption.

Design/methodology/approach

The paper extends the technology acceptance model (TAM) to dyadic adoption behaviour by incorporating a social network perspective for buyer‐seller relationships.

Findings

Buyer‐seller technology adoption occurs at multiple levels throughout a supply chain network. Although each channel stakeholder forms its own behavioural intention to adopt a new enterprise technology, actual adoption occurs at the dyadic level between two channel stakeholders. Network embeddedness and resource dependence can influence the individual firm and dyadic processes of buyer‐seller technology adoption.

Research limitations/implications

The results of the study imply that successful implementation of a buyer‐seller technology requires attention to the relationships between channel stakeholders as well as each channel stakeholder's internal needs and capability of adopting the technology.

Originality/value

The paper offers a social network perspective of buyer‐seller behaviour when adopting a new technology. The model provides a framework through which the impact of internal and relational factors on technology adoption behaviour can be examined systematically at the dyadic level of supply chain relationships.
Training interventions: fulfilling managerial ends or proliferating invaluable means for employees?
Authors: Soltani Ebrahim , Liao Ying‐Ying
Published: February 2010

Purpose

The purpose of this paper is to assess the current state of employee training practices in a sample of Iranian‐based organisations.

Design/methodology/approach

The research approach adopted for the study conforms to qualitative research in the form of multiple case study design. Semi‐structured interview is adopted to collect qualitative data. To enhance the validity of the information derived from the interviews, the interview data are supplemented by some observations and examination of the related documents.

Findings

Data from managers and employees from different functional areas support a capital approach to employee training. The results further indicate that the current approach to training has an upward impact on employee turnover. Overall, the data suggest that the effect of training on employee motivation and productivity is indirect through management's approach and orientation towards training. This, in turn, causes a gap between employee's expectation and perception toward the effectiveness of organisational training.

Research limitations/implications

There is no sufficient evidence to correlate directly the contribution of training programmes to the overall performance of both employee and organisation. The need for more empirical data should focus on more rigorous testing of the implications of the current state of training interventions for other human resource management practices.

Practical implications

There is a fundamental need for the Iranian managers, first, to reconsider their understanding of and rationale for training interventions; second, to realise the increased importance of employee training in achieving sustainable competitive advantage in the long term; third, to encourage employees to recognise their training needs; and last and fourth, to recognise the importance of employee training in enhancing organisational commitment. In respect of the management of international companies wishing to exploit business opportunities in Iran, there is a need on their part to know the Iranian culture, its difference from other Middle Eastern countries, and therefore to overcome such existing cross‐cultural challenges.

Originality/value

The degree to which the adoption of training strategies reflects new and different attitudes and practices among the non‐managerial employees is seen to be a major shortcoming of previous research. This study addresses such limitation by collecting data from multiple perspectives in the novel context of the Middle East with a particular focus on Iran.
Knowledge sharing through inter‐organizational knowledge networks
Authors: Ahmad Norita , Daghfous Abdelkader
Published: February 2010

Purpose

The purpose of this paper is to analyze the business sector in the United Arab Emirates (UAE) based on their level of involvement in knowledge‐sharing activities with external sources, internal organizational innovations, and the barriers and benefits of joining knowledge networks. Subsequently, the findings are used as a basis for proposing several recommendations on managing knowledge in the UAE businesses that could result in higher levels of motivation and productivity.

Design/methodology/approach

An exploratory investigation is done by in‐depth interviews with the employees of five local and eight multinational companies in the UAE.

Findings

The paper finds that the concept of knowledge management (KM) is still not well received in this region. Most of the companies interviewed are concerned about confidentiality of their knowledge, and the presence of competent and trustworthy partners in such KM structures.

Research limitations/implications

The findings provide a foundation for further research on inter‐organizational knowledge sharing in the UAE. However, this study has certain limitations such that its results may not be applicable to other industrial sectors not covered in this paper, or to other regions.

Originality/value

By using the case study approach with in‐depth interviews, this paper provides more reliable understanding of inter‐organizational KM in the UAE. It fills the gap of previous research on the subject.
FDI knowledge spillovers and host government policies: the Iranian experience
Authors: Ferretti Marco , Parmentola Adele
Published: February 2010

Purpose

The purpose of this paper is aimed at analysing the influence of the host government policies on foreign direct investment (FDI) knowledge spillovers.

Design/methodology/approach

Starting from the analysis of the literature, the paper has introduced a theoretical model that has been illustrated analyzing the Iranian case.

Findings

Governments can promote the realisation of knowledge spillovers only if they create the conditions for improving the absorptive capacity of local firms and the connections between local firms and foreign investors (strategic approach). Moreover, in many emerging countries, governments are directly involved in relationships with foreign investors through state‐owned companies. According to this, the Iranian case shows how the direct government involvement, if it is matched with a strategic approach, can encourage the realization of FDI knowledge spillovers.

Research limitations/implications

The paper presents some limitations: other quadrants of the proposed model need to be further explored adopting other case studies; moreover, the Iranian case can be examined more in deep.

Practical implications

From a policymaker's point of view, the paper is an useful tool because it gives them many suggestions about what FDIs attraction policies have to be adopted in order to realize FDI knowledge spillovers.

Originality/value

From a theoretical point of view, the paper gives a contribution to the literature on FDI spillovers highlighting the direct relationships between host government policies and FDI knowledge spillovers, especially revaluing the opportunities stemming from a direct government intervention. Moreover, this paper contributes to increase the knowledge on the Iranian context often neglected by international management studies.
Cross‐cultural differences and Italian firms' internationalization in Algeria
Authors: Calza Francesco , Aliane Nadir , Cannavale Chiara
Published: February 2010

Purpose

The purpose of this paper is to investigate the impact of cross‐cultural differences on Italian firms' internationalization in Algeria, and to determine if performance orientation and assertiveness are perceived by Italian managers of local subsidiaries as important cultural dimensions.

Design/methodology/approach

This paper is a qualitative analysis based on a semi‐structured questionnaire and three case studies. All the questionnaires are submitted during an interview in order to clearly explain their purpose and the terms used.

Findings

Cultural differences are strongly perceived by Italian managers operating in Algeria. Algerian culture seems to be characterized by a low degree of performance orientation and a low degree of assertiveness, with strong implications for Italian managers.

Research limitations/implications

The sample is still limited and in the future a quantitative analysis on a larger sample should be done in order to evaluate the relationship between family and religious values, on one hand, and performance orientation and assertiveness, on the other.

Practical implications

While entering Algeria, Italian firms have to be aware of cross‐cultural differences. Algerians' low performance orientation and assertiveness discourage local workers to reach higher standards and to improve performance, and they impact on Italian managers' capability to give instructions and to motivate local workers. The involvement of local managers is crucial in overcoming these problems.

Originality/value

While interest towards Southern Mediterranean countries is increasing, there is little written on this topic. The impact of performance orientation and assertiveness on firms' internationalization has not been investigated so far.