bluuebunny/crossref_metadata_2025 huggingface dataset:
Utilizing cross‐cultural curricula to improve interpersonal job skills training
Authors: Barker Shirl A.
Published: July 2002

Presents a study that examined the effects of cross‐cultural instruction on the interpersonal job skills of students in secondary vocational programs. The population consisted of a treatment and a control group, with 65 students in each group. A pretest and posttest was administered. The experimental group received the intervention during a six‐week period. The dependent variable was generalizable interpersonal relations skills as measured by the generalizable interpersonal relations skills performance assessment. The independent variables included a cross‐cultural instructional intervention, gender, ethnicity, and school. The findings indicated that students receiving the cross‐cultural instructional intervention had significantly higher generalizable interpersonal relations skills achievement than students not receiving the intervention. Recommends that cross‐cultural instruction be integrated into vocational and industrial training curricula, including instructor preservice and inservice training. Also, trainers should closely link the benefits of cultural awareness to learners’ experiences at home and the work place; and to their personal and professional success.
Mapping full‐systolic arrays for matrix product on XILINX's XC4000(E,EX) FPGAs
Authors: Oudjida A.K. , Titri S. , Hamerlain M.
Published: July 2002

Matrix product is a compute bound problem that can be efficiently handled by elementary systolic algorithms. From a theoretical point of view, most of the algorithms are very simple and sometimes even trivial. However, the task of designing efficient implementation on a fixed‐connection network, such as on FPGA where resources are very limited, has been more demanding, and sometimes quite tedious. The objective of this paper is twofold: we first describe a full‐systolic algorithm for matrix product that has the merit over its existing counterparts, to require no preloading of input data into elementary processors (EPs) and generates output data only from boundary EPs. The resulting architecture can accept an uninterrupted stream of input data and produces an uninterrupted one with a latency of 2N‐1 forN×Nmatrix product. This architecture is also scalable and complies with the constraint of problem‐size independence (ψ). Secondly, we present a methodology for generating a family of very compact MP arrays on FPGA based essentially upon manual mapping at CLB level coupled with VHDL structural level.
Finite element simulation of a magnetic brake with a soft magnetic solid iron rotor
Authors: De Gersem Herbert , Hameyer Kay
Published: July 2002

A magnetic brake with a solid iron cylinder rotating at high speeds is considered. The rotor iron is both conductive and permeable. The magnetisation curve is non‐linear. Special attention is paid to the correct integration of the angular velocity term. A Newton‐Raphson scheme dealing with the non‐linear material characteristics is applied. The numerical oscillations appearing in the finite element model at high velocities are overcome by an adaptive mesh refinement technique combined with the artificial diffusion upwind technique. End effects due to the finite length of the rotor are incorporated by an electric circuit coupling. Simulations are performed to study the influence of the saturation of the moving rotor upon the speed‐torque characteristic of the magnetic brake. It is remarkable that in the case of this solid rotor magnetic brake, the saturation of the rotor iron has a beneficial influence on the device performance.
Steady‐state and transient performance of a series excited synchronous motor
Authors: Özdemir Mehmet , İlyas Bayındır Mehmet , Önbilgin Güven
Published: July 2002

This study involves the development of a PSPICE 5.4 package oriented model for the dynamic behaviour of a series excited synchronised slip ring induction motor including the bridge rectifier for rotor circuit excitation. Furthermore, in this study is aimed at investigating the synchronising behaviour for various rotor connections of a series excited synchronous motor formed by connecting a bridge rectifier input in series with the stator winding of a slip‐ring induction motor whereas the rectifier output feeds the rotor winding. The steady state behaviour of such a scheme in comparison to a separately excited one is well known, but the behaviour during synchronisation requires further study. Presentation of results obtained by a PSPICE based simulation and comparison with experimental results acquired during this study points to a model to account for design variations and additional circuitry. It is convenient to use this model in a drive system. The advantage of this simulation method over the others is that it does not involve the utilisation of specialised programs and mathematical difficulties such as the solution of stiff differential equations. Furthermore, steady state behaviour of the scheme is explained by means of a simple analysis and illustrated by test results.
Global stochastic optimization in hierarchical modeling of ligand/protein binding profiles
Authors: Varshavsky Alexander D. , Birnbaum Duane T. , Beals John M. , Saxberg Bo E.
Published: July 2002

We present a detailed explanation of a mathematical method and numerical technique applied to solve an irregular non‐linear fitting problem that results from attempts to model the calorimetric profiles generated by the binding of phenolic ligands to the insulin hexamer. The method employed uses a non‐traditional approach to modeling data. Rather than start with a simplified model, we use a hierarchical tree of physical models with different degrees of sophistication. Starting with the model of highest dimension, we work our way to an optimum model which is of a lower dimension and is less complex. The algorithm uses two complementary techniques. First, a sensitivity analysis in the vicinity of the optimal point for each model is used to estimate errors in the parameters; that, in turn, provides the user with insight for model simplification. Second, we utilize the optimized model in the prediction of new experimental curves. The core of the method combines a strategy based on the proper split of the initial global numerical task into three locally independent subtasks, and induces a specific split in the search space. The application of three different optimization techniques (two parametric and one variational) with an alternating objective function defined in corresponding subspaces, in combination with the search along the hierarchical tree of mathematical models, enables us to overcome difficult computational problems, including over‐parametrization. We have obtained very accurate fits to a number of calorimetric curves, resulting in a quantitative description of intrinsic functional (free ligand concentration) and vector (equilibrium coefficients and enthalpies of binding) parameters. These quantitative results can now be used to improve the stability of insulin formulations. We believe that, with small modifications to the model, the method and algorithms presented in this article can be applied to other protein‐ligand systems.
Optimisation of two variables function with linear inequalities constraints – Contraction of the feasible region
Authors: Ammar Hamadi , Cherruault Yves
Published: July 2002

Shows how a hi‐dimensional optimisation problem with linear inequalities constraints is converted into a global optimisation problem of one bounded variable function f*. Then, we reduce the feasible region f* before seeking its global optimum.
Faith, physics and biology
Authors: Andrew Alex M.
Published: July 2002

Issue is taken with views about religion and morality in a paper by the late Pesi Masani. Reference is made to a general principle that he defends, to the effect that mathematical theory corresponds more closely to reality as it becomes more advanced. A unified view of physics and biology is suggested here, embodying this.
Abstract neural automata: variability of structure, thought and Riemannian volume
Authors: Guangcheng Xi
Published: July 2002

Believes that in the view of philosophy, a concept is the highest form of activity of human brain. This paper demonstrates Abstract Neural Automata and a more perfect brain's models that have the ability of transition of concept‐ability of thought. The transition of the concept of Abstract Neural automata results from the non‐uniqueness of its limit Gibbs measure‐variability of the structure of Abstract Neural Automata.By means of topological conjugate transformation, the previous theory of Abstract Neural Automata on a d‐dimensional (d≥1) integer lattice is extended to the compact Riemannian manifold. We have pointed out emphatically that functions of cognition and thought of Abstract Neural Automata depend crucially on its topological and the Riemannian structure, particularly, on its Riemannian volume of some relative places which are relative learning, memory, cognition and thought. Furthermore, the larger the Riemannian volume, the stronger the intelligent function. In the study of the human brain, and in particular, Einstein's brain, one has discovered such information.
Synthesis and surface activity of self‐sequestering surfactants
Authors: Azab M.M. , Bader S.K. , Shaaban A.F.
Published: July 2002

A novel two series of self‐sequestering surfactants have been prepared by the reaction of itaconic acid, phthalic anhydride, citric acid with oxypropylated 1,4‐butane diol and oxypropylated 1,6‐hexane diol. The structure features of these surfactants have been confirmed by IR and 1H NMR spectra. These surfactants exhibit excellent properties of self‐sequestering. Besides good surface active properties including surface tension, interfacial tension, low foaming, good wetting properties, good stability towards acidic and basic media, emulsifying power and dispresent properties, solubilization properties and good biodegradability, they possess autonomous sequestering ability without any help of additional sequestering agent.
Modifications of poly(vinyl alcohol) for use in poly(vinyl acetate) emulsion wood adhesives
Authors: Qiao Lijun , Coveny Phil K. , Easteal Allan J.
Published: July 2002

Modifications of poly(vinyl alcohol) (PVA) can improve the properties and performance of poly(vinyl acetate) (PVAc) emulsions stabilized with these modified colloids. Water resistance and toughness of the emulsions as wood adhesives can be achieved through chemical reactions of the hydroxy groups of the colloid with various modifiers. The chemical changes can be carried out either in the preparation of PVA through hydrolysis of copolymers of vinyl acetate and other monomers, or by the reaction of modifiers with PVA aqueous solutions. The modified PVAc emulsions show better properties than those of the conventional emulsions in performance tests and applications. The modified colloids are becoming increasingly used in the manufacture of PVAc emulsions in the adhesive industry, because of their advantages over emulsions made using conventional (unmodified) PVA. The trend of current research is to introduce more functionality into the colloid, so that the traditional protective colloids can be modified to function as crosslinkers and chain transfer agents.
Physicochemical properties of organic pigments on a silica core
Authors: Binkowski Slawomir , Krysztafkiewicz Andrzej
Published: July 2002

The surface of pyrogenic silica was modified with silane coupling agent, such as N‐2‐(aminoethyl)‐3‐aminopropyltrimethoxysilane. Pigments were obtained by attaching different organic dyes, to a modified silica surface. The adsorption process was conducted in an aqueous suspension of the modified silica in the presence of the dye. In order to determine effect of silane on the dye adsorption process various amounts of the modifying compound was used. The microscopic properties, colour and particle size distribution were examined for the modified silicas and the obtained pigments.
Defining community policing
Authors: Seagrave Jayne
Published: July 2002

Discusses the definitions and interpretations of community policing (CP) given in academic literature. Looks at the wider concept of “community”. Analyzes the responses of 31 police leaders and 144 police officers in British Columbia, Canada who gave their interpretations of CP. Finds that the two groups interpret CP in different ways. Suggests that research on police perceptions of CP should be conducted at every level of the hierarchy and that findings should be analyzed in the light of various structures (social, etc.) in which the officer is employed and with regard to the roles in which the officer must operate.
Support for community policing versus traditional policing among nonmetropolitan police officers: a survey of four New Mexico police departments
Authors: Winfree L. Thomas , Bartku Gregory M. , Seibel George
Published: July 2002

Looks at policing in small to medium departments in nonmetropolitan areas. Describes the level and sources of support for traditional and community policing activities. Finds that highly educated and long‐serving officers had lower levels of police solidarity (social cohesiveness); conversely the higher the police solidarity, the lower the level of police professionalism. Traditional policing and CP were seen as separate but related aspects and higher expenditure on the former aspect was supported. Suggests that officers are not in favor of funding CP at the expense of traditional policing. Finds that well‐educated officers are less supportive of police solidarity and of CP. Points out that although the officers surveyed were based in relatively isolated communities they did not unequivocally support CP.
An analysis of the rates of injury and fatal accidents in Michigan State police pursuits: a Michigan emergency response study
Authors: Payne Dennis M. , Fenske John Charles
Published: July 2002

Compares accident injuries and fatalities occurring during a one‐year Michigan emergency response study (MERS) with figures for the state’s general population accidents over three and five years. Finds that significantly higher rates of accidents occur in pursuits than in the general population or in police non‐pursuit experience but that the MERS fatal accident rate was not significantly higher than in the general population. Suggests that this is partly explained by officers having the advantage of defensive driving training and by a Hawthorne effect; also alcohol consumption is a common factor in general accidents. Points out that non‐fatal injuries were significantly higher than comparable groups. Advocates the establishment of a database built on a mandatory police pursuit reporting system.
Effect of assimilation on consumer susceptibility to interpersonal influence
Authors: D’Rozario Denver , Choudhury Pravat K.
Published: July 2002

The impact of assimilation on a consumer’s susceptibility to interpersonal influence is assessed in samples of first‐generation Armenian and Chinese immigrants to the US. We find that: (a) Chinese immigrants are more susceptible to interpersonal influence than are Anglo‐Americans who in turn are more susceptible to this influence than are Armenian immigrants, (b) Chinese immigrants are especially susceptible to the normative type of interpersonal influence and (c) Chinese immigrants’ susceptibility to both types of interpersonal influence decreases significantly as they identificationally‐assimilate, whereas Armenian immigrants’ susceptibility to both types of interpersonal influence decreases significantly as they structurally‐assimilate into the Anglo‐American macro‐culture.
Multi‐channel shopping: understanding what drives channel choice
Authors: Schoenbachler Denise D. , Gordon Geoffrey L.
Published: July 2002

Observes that traditional retail, catalog, and online‐only businesses face a critical decision – to accept a new, yet unrefined business model that includes multiple channels or to retain their single channel model and risk becoming obsolete and left behind by new, multi‐channel competitors. The decision process and implementation of a multi‐channel strategy could be simplified if businesses understood what drives consumers to a single channel, multiple channels, and which channels are preferred. Outlines the key issues facing multi‐channel marketers, and encourages multi‐channel businesses to take a customer‐centric view rather than a channel focused view to work through the challenges unique to the multi‐channel marketer. A model of multi‐channel buyer behavior is proposed to help the multi‐channel marketer develop a customer‐centric view. Presents a series of propositions which serve to encourage and direct future research in this area.
Understanding consumer ethical decision making with respect to purchase of pirated software
Authors: Tan Benjamin
Published: July 2002

This paper examines the influence of consumers’ moral intensity, perceived risks and moral judgment on their purchase intention of pirated software. The aspects of moral intensity include magnitude of consequence, social consensus, probability of effect and temporal immediacy. The perceived risks of consumers are related to financial, performance, prosecution and social risks. Moral judgment is based on cognitive moral development and reasoning. Ten hypotheses were developed and tested with data collected using a scenario‐based questionnaire. A hierarchical regression analysis is used to control for variations that are attributed to factors such as gender, age, educational attainment, income, price levels and past software experience of consumers. Results revealed that consumer purchase intention is influenced by certain aspects of their perceived moral intensity, magnitude of consequence, temporal immediacy and social consensus; perceived risks, financial, prosecution and social; and moral judgment, cognitive moral development and moral reasoning. Applicability and implication of the findings as well as suggestions for further research are discussed.
Web equity: a framework for building consumer value in online companies
Authors: Page Christine , Lepkowska‐White Elzbieta
Published: July 2002

In this study, a framework is developed that can be used to build “Web equity”, which is defined as consumer familiarity and perceptions about a Web site. The framework is rooted in traditional brand equity dimensions (brand awareness and brand image) and is supported by four categories of factors identified as important to consumers in building value in online companies: marketer and non‐marketer communications, Web site design, vendor characteristics, and product/service characteristics. How these factors impact consumer awareness and image of a dot.com are discussed and ways in which online companies can effectively use these tools to develop strong Web equity are suggested.
A Convenience‐oriented Approach to Country Segmentation
Authors: Luqmani Mushtaq , Yavas Ugur , Quraeshi Zahir A.
Published: July 2002

Suggests that traditional approaches to the segmentation of
international markets cluster countries according to discrete
environmental macro factors. Instead, international markets need to be
viewed on a continuum rather than as being entirely similar or
dissimilar. Posits that the level of convenience demanded in products
and services by consumers worldwide represents such a continuum. A
cross‐cultural measure of convenience orientation can be adequately
expressed in terms of two human dimensions: a time‐saving orientation
and a comfort orientation. When used in conjunction with economic
measures of affluence, a convenience orientation can serve as an
effective international market segmentation variable. A
convenience‐oriented framework is developed to help marketers identify
global marketing opportunities and design appropriate strategies to
reach consumers at various points on the convenience continuum.
What is innovation? The art of welcoming risk
Authors: Kuczmarski Thomas D.
Published: July 2002

Argues that more CEOs and senior executives need to believe in the power of innovation to increase earnings, stock price, employee and customer satisfaction, and global competitiveness. Highlights innovation as the single most important factor in the future growth of any business venture; innovation is a mindset ‐ a new way to think about business strategies and practice. Suggests that this thinking drives every aspect of a successful, dynamic organization and penetrates every element of business, creating a clear and enduring vision. States that innovative companies are set apart from their competitors and have the potential to fuel future profitable growth and build long‐term investments.
Understanding consumer database marketing
Authors: Schoenbachler Denise D. , Gordon Geoffrey L. , Foley Dawn , Spellman Linda
Published: July 2002

As consumer marketers have become increasingly disenchanted with traditional “shotgun” mass‐media approaches to reaching customers, database marketing has emerged as the answer to marketers’ woes. Despite its widespread use by direct marketers, database marketing is relatively new to consumer marketers and, as such, leaves some consumer marketers confused as to why it works and how to implement a database program. Presents a managerially relevant introduction to database marketing. Defines database marketing, outlines its advantages and disadvantages and describes application examples. Provides managers with a practical approach to developing a database marketing program. Reviews some trends in database marketing to prepare the consumer marketer for changes in the database marketing program.
Making the decision to move to retirement housing
Authors: Gibler Karen Martin , Lumpkin James R. , Moschis George P.
Published: July 2002

Factors such as retirement and declining health may trigger older Americans to move into retirement housing. Most mature consumers make this decision in consultation with their family. Understanding the timing and decision‐making process is necessary to properly position and promote retirement housing. A national survey of retirement housing residents found that most moves were prompted by financial considerations, retirement, and health problems. Although most seniors made the final decision to move themselves, children and physicians were influencers. Thus, retirement housing must be promoted to family members and health care workers as well as potential residents.
The use of franchising as a growth strategy by US restaurant franchisors
Authors: Sen Kabir C.
Published: July 2002

The paper summarizes predictions about the use of franchising as an expansion strategy and examines them through an empirical investigation of a sample of restaurant franchisors. The restaurant industry is an appropriate field for such an investigation as franchising is extensively used in this sector. The subject of growth is also important from the consumer’s perspective because of the increased desire for convenience and uniformity. The results suggest that franchising is an effective strategy for store expansion. However, larger chains have a lower need to use franchising as a growth strategy, apparently because they have their own resources. The paper also shows that the chain’s mix of company owned and franchised outlets is likely to be influenced by its past growth pattern. The results indicate that a significant increase in the proportion of franchised outlets is unlikely for chains that already have a relatively high percentage of franchised outlets. This is ostensibly because synergistic benefits are achieved through having both company owned and franchised stores.
The internationalization of professional business service franchises
Authors: Alon Ilan , McKee David L.
Published: July 2002

Investigates the effect of five company‐specific independent variables on the decision of professional business service franchisors to internationalize their operations. A model using resource‐based theories and agency theories for its theoretical foundation is developed and tested. The results indicate that internal characteristics of the franchising system, especially the number of outlets, significantly influence the intention of domestic franchisors to seek franchisees overseas.
A study of the impact of environmental uncertainty on franchise systems: the case of petrol retailing in the UK
Authors: Boyle Emily
Published: July 2002

Research has confirmed that franchise systems may change over their lifetime. It is argued that changes to franchise systems may be the result of changes in the level of uncertainty they face in their environments. It therefore examines the developments that have occurred both in the state of the environment and the nature of the franchise systems of one group of traditional franchisors in Britain – namely, the oil companies’ petrol retailing networks – over the past 20 years in order to assess the validity of this view and to shed some light on the long‐term developments of traditional franchises. In particular it considers whether increasing environmental uncertainty encourages traditional franchisors to adopt the characteristics of business format franchise agreements in order to tighten their control over their franchisees.
A cross‐cultural study of consumer perceptions about marketing ethics
Authors: Singhapakdi Anusorn , Rawwas Mohammed Y.A. , Marta Janet K. , Ismail Ahmed Mohd
Published: July 2002

Given the ever‐increasing globalization of economies, growing numbers of marketing firms are expecting more of their profits to be derived from international sales. Global competition is ferocious; thus, developing long‐term partner relationships often becomes a significant competitive advantage. Corporate ethics are of pivotal importance in global business, though globalization also complicates ethical questions, because an individual’s culture affects his/her ethical decision making. Failures to account for the effects of differences in consumers’ culturally‐based ethical values will hinder a marketer’s efforts to expand internationally. Compares consumers from Malaysia and the USA in terms of their perceptions of marketing ethics situations, their attitudes toward business and salespeople, and their personal moral philosophies. The survey results reveal some significant differences between the consumers from these two countries.
Misplaced marketing
Authors: Rotfeld Herbert Jack
Published: July 2002

Comments on the frequent inappropriateness of marketing education. Also addresses some of the inappropriate methods of marketing schools. Considers that certain schools that are unable to attract top students are tempted to misplace marketing by focusing the attention on a school’s “values” other than education, for instance after‐school activities, discipline, or teachers’ concerns for children’s self‐esteem. In college education, these benefits might include a sports team’s winning record, fraternity or sorority parties and local drinking establishments. Finally, expresses dissatisfaction that many students now view graduation as job certification, not as a mark of education.
Smokers and beer drinkers: values and consumer susceptibility to interpersonal influence
Authors: Kropp Fredric , Lavack Anne M. , Holden Stephen J.S.
Published: July 2002

Examines the personal values of college‐age smokers and beer drinkers, as well as their susceptibility to interpersonal influence. Findings suggest that, compared to non‐smokers, smokers are less likely to place importance on the values of security, being well respected, and having a sense of belonging. When compared to non‐beer drinkers, college students who are beer drinkers are more likely to place importance on the value of excitement, and are less likely to place importance on the value of security. Smokers are less susceptible to interpersonal influence than non‐smokers, but there are no differences in susceptibility to interpersonal influence between beer drinkers and non‐beer drinkers. Values and susceptibility to interpersonal influence can play a useful role as descriptors, and possibly as predictors, of drinking and smoking behavior.
Technical services and integrated library systems
Authors: Bills Linda
Published: July 2002

The automation of technical service functions has led to many changes in workflows and culture. Recent enhancements have leveraged systems developed by materials vendors of books and serials to further enhance library efficiency, resulting in adjustments to how work is assigned both inside and outside the library. Future developments are expected in technical service functions following the same trends, as well as changes that will provide ways to manage the emerging electronic products.
Implementation of the 3M™ Digital Identification System at the UNLV libraries
Authors: Fabbi Jennifer L. , Watson Sidney D. , Marks Kenneth E.
Published: July 2002

The University of Nevada, Las Vegas (UNLV) is the alpha/beta test site for 3M™ Library Systems Digital Identification System, a cutting‐edge technology in library materials flow and collection management. This article discusses the components of the system and their assimilation and testing at a UNLV branch library, the Curriculum Materials Library (CML), in anticipation of the opening of Lied Library. Challenges and discoveries in the development of the system and implementation differences between a small and large library are outlined. Future growth for both product development and the UNLV libraries’ use of the system are forecasted.
The CIC‐EJC as a model for management of Internet accessible e‐journals
Authors: McFadden Allen Barbara
Published: July 2002

Introduces the Committee on Institutional Co‐operation and the principles upon which it is founded. Shows how this collaboration has been able to develop a successful electronic journal collection. Outlines the state of provision before the project and describes the attempts to address this including a predecessor to the collection. Pesents an overview of the system, its challenges and limitations.
Adding value to Internet collections
Authors: Toub Stephen E.
Published: July 2002

The benefits of a library providing access to remote Internet resources lie in the ways librarians add value to their Internet collections. This article opens with a discussion of when librarians should develop their own Internet collections and then provides strategic guidance for those who choose to do so. There are two key ways librarians can add value to collections of Internet resources: by ensuring the findability of Internet resources via well‐planned organization, navigation, labeling and learning sysems; and by carefully selecting, evaluating and describing the resources that populate their Internet collections.
The economics of the Internet public library
Authors: Hegenbart Barbara
Published: July 2002

The economic model of the theory of the firm is a helpful framework to be applied to libraries. In particular, cost‐minimization measures can help determine how not‐for‐profit organizations should operate. Identification of cost types, as has been done in this article, is a first step towards a more in‐depth analysis of cost minimization and its applicability to not‐for‐profit organizations. Parts of the analysis conducted showed that the IPL, which started as an educational project, may not have been concerned initially with economic reality. The investigation of the IPL cost structure demonstrates that information about cost components of the IPL has not been considered from the beginning. As the organization grew, so did the costs, which finally became a major consideration. The IPL has to realize that without proper and sufficient knowledge of its economic basis, its economic viability is in jeopardy. Future research could use some of the basic data collected and analyzed in this project, to test the hypotheses of cost minimization.
CETH, electronic text centers, and the humanities communitiy
Authors: Gaunt Marianne
Published: July 2002

To a great extent the work of humanists and electronic text center librarians is at the forefront of realizing the potential of new media for research and instruction. It goes beyond how the library typically is viewed in the digital arena, which is providing access to digital content for information retrieval. The skills that electronic text center librarians have developed have much to offer other disciplines about the potential of the text for creative exploration and the overall development of the digital library. These include the understanding of interoperability, knowledge of standards, text markup and quality control, connection with users and disciplinary needs, technical skills for text creation and scanning and an understanding of the intrinsic qualities of the material to be studied. CETH and electronic text centers have helped to create a community of users by focussing attention on common goals and themes. These goals and themes now can be encompassed in a larger arena.
Section 1: The University of Wisconsin (UW)‐Madison Electronic Library: Integrating resources and services
Authors: Frazier Ken
Published: July 2002

The theme of integrating technology and the higher‐education mission is explored in the context of the evolving Electronic Library and UW‐Madison‘s priorities for the next century. Links between historical and contemporary strategic visions for the University and its libraries are considered. The idea of institutional process as local culture (compared to specific technical outcomes at UW‐Madison) is emphasized and the planning and daily efforts of the Library Technology Group are acknowledged.
EL production support: procedures and tools
Authors: Allan Craig
Published: July 2002

Presents a case study of the Library Technology Group Helpdesk at the University of Wisconsin covering the procedures, methods and tools used to support workflow efficiency and productivity. Shows how some of these assist the internal operations of the helpdesk as a technical support centre and service resource for library staff campus wide whilst others are used directly by library staff and departments in their daily work but are supported by the helpdesk. Provides a technical overview of remote reloading of electronic library workstations.
The COPPUL virtual library resource sharing software
Authors: Copeland Kristina Long Lynn , Mundle Todd
Published: July 2002

In order to build the COPPUL (Council of Prairie and Pacific University Libraries) virtual library, Simon Fraser University Library (SFU) has co‐developed modular integratable holdings display and user requesting software, called GODOT, which can be called from a variety of search engines. GODOT displays holdings for a citation, populates an interlibrary loan form with the citation, and validates patron information; requests are forwarded to the supplying library in a number of formats. It is highly configurable by the borrowing library. SFU also developed a Z39.50 interface (called SLRI) based on the Stanford Gateway Interface to search its BRS databases and other library catalogues; GODOT is invoked from within SLRI. This has enabled SFU users to borrow more than twice as much material without interlibrary loan staff numbers being increased.
Electronic texts, digital libraries, and the humanities in Australia
Authors: Burrows Toby
Published: July 2002

The humanities are facing considerable difficulties and pressures in Australian universities, as staff numbers fall and research funds shrink. Despite this, various innovative projects, aimed at creating electronic versions of texts and other cultural materials, are currently in progress. A range of different cultural institutions is involved, though the university and state libraries are the most active participants. Funding for such projects is difficult to come by, and the future looks somewhat uncertain. If a more coordinated and coherent approach to building digital libraries is to succeed in Australia, researchers and cultural institutions will need to work together to establish the appropriate financial and organizational frameworks.
Missing links: a survey of library systems department Web pages
Authors: Quinn Brian
Published: July 2002

Ironically, many library systems departments, even those of major research libraries, have no Web presence at all, or their pages are “hidden” beneath layers of links. Yet a well‐designed systems department Web page can be a valuable tool for users by offering all kinds of useful information about the system’s capabilities and quirks, best ways of access, what to do when problems arise, etc. This article surveys library systems departments Web pages and provides a closer look at some of the best of them.
Light and libraries
Authors: Scherer Jeffrey
Published: July 2002

Lighting – from the firmament and the filament – is intrinsically linked with library design, influencing many factors from user comfort and productivity to spatial perception and connotation. For centuries, daylight governed libraries, forging built form and determining access hours. Within the last 100 years, the ascendancy of electric lighting has expanded possibilities and added challenges to library lighting design. The recent advent of the computer, and the light emanating from their screens, has provoked consideration of other light issues. This article addresses how to integrate light – in all its manifestations – within the context of library design.
Authentication, bandwidth, and collaboration: the library systems directors’ ABCs
Authors: Beth Lavagnino Merri
Published: July 2002

For this third column in the IT I‐V (information technology interview) series, we interview library systems directors. While library directors (first column) and chief information officers (second column) addressed similar questions from a high‐level administrative perspective, this time we look at the practical aspects of these issues as told by systems directors working closely with the technologies themselves. Some of the questions were: “What challenges do you see libraries experiencing now and in the near future that could be assisted by information technology?”, “What would you like technologists/library automation vendors to work on that you do not see any progress in at this time?”, “What do you see as the ideal relationship between the library and the information technology offices of your campus or government unit?”, and “If you could explain one thing to technologists/library automation vendors that would help communication between you and them, what would it be?”.
Impact of the consideration of future sales consequences and customer‐oriented selling on long‐term buyer‐seller relationships
Authors: Schultz Roberta J. , Good David J.
Published: July 2002

The value of long‐term relationships has become a widely studied variable in marketing. This article investigates two important characteristics of salespeople (consideration of future sales consequences and customer‐oriented selling) and their effects on the usage of long‐term relationships. In turn, associations between a long‐term relationship orientation, and a preference for long‐term compensation are explored. The findings suggest managerial and research implications for structuring of reward systems and potential tools for recruiting, selection and assignment of salespeople based on these characteristics.
Extranets: impacts on business practices and relationships
Authors: Vlosky Richard P. , Fontenot Renée , Blalock Lydia
Published: July 2002

Extranets are extended intranets connecting organizations, which may include personnel, customers, suppliers and strategic partners. An extranet is one way in which a firm can improve their offering and remain competitive. This paper explores extranet linkages and examines how extranets impact business practices and business relationships. Also explores traditional relationship constructs function in an extranet context.
Barriers impeding effective implementation of marketing plans – a training agenda
Authors: Simkin Lyndon
Published: July 2002

The literature has for more than two decades warned of operational, organizational, dysfunctional, market and managerial barriers hindering the actioning of marketing plans and indeed acting as hurdles impeding the very activities at the heart of effective marketing management. Many observed problems stemmed from businesses failing to practice marketing or produce marketing plans. Most organizations do now produce marketing plans. However, it is clear from this study’s findings that there is still a significant set of factors acting to impede the progress of marketing planning. Many of these barriers are different in nature to those previously cited. Certain themes link with the growing literature examining internal and relationship marketing. Exponents of marketing planning must reflect this evolving pattern of hurdles in their approach to expediting marketing planning.
Customer satisfaction in industrial markets: opening up the concept
Authors: Tikkanen Henrikki , Alajoutsijärvi Kimmo
Published: July 2002

The purpose of this paper is to “open up” the concept of customer satisfaction in industrial markets through arguing for a broader, contextually sensitive perspective to the phenomenon in its real‐life settings. The conceptual argumentation put forward in this paper is based on an action‐oriented research project on customer satisfaction in industrial markets conducted in two globally operating case organizations, the first one in paper machine manufacturing and the second one in production of high quality steel for industry. On the basis of the three steps highlighted in this paper – the inner context of a business relationship, the connected network of the customer‐supplier relationship, and the outer context of the connected network – it is argued that one can gain a more complete understanding of the context within which customer satisfaction actually emerges in industrial markets. The main function of the three steps proposed in this paper is to structure the inherent complexity and multiple facets of different contexts affecting customer satisfaction as a managerial phenomenon.
Exploring the sales manager’s feedback to a failed sales effort
Authors: Harmon Harry A. , Brown Gene , Widing Robert E. , Hammond Kevin L.
Published: July 2002

Observes that previous research on the value and effect of supervisory feedback has focused on the recipient of the feedback (the salesperson). The research reported in this article examines the feedback construct from the provider’s perspective (the sales manager). Explores the relationship between Sujan’s failed sales effort attribution model and the feedback provided typology developed by Jaworski and Kohli. The results confirm a direct relationship between failed sales effort attributed to poor strategy and positive feedback directed to salesperson behavior. A direct relationship is reported between the failed sales effort attributed to lack of effort (or intensity) and negative feedback provided by the sales manager that is directed to the salesperson’s output.
The measurement and evaluation of mutual dependence in specific dyadic business relationships
Authors: Svensson Göran
Published: July 2002

While the research of dyadic business relationships is often dedicated to measuring and evaluating the dependence between actors as a unidirectional phenomenon, it is sometimes referred to as a bi‐directional issue of importance in the management of a firm’s business relationships. A unidirectional measurement and evaluation of the dependence in a specific dyadic business relationship is not always sufficient to understand the existing dependence between two actors and instead a bi‐directional approach may be required. Furthermore, there is a lack of a formalised and structured procedure in order to measure and evaluate the mutual dependence in such a relationship. Therefore, this article introduces a dependence application of the perceptual bi‐directionality‐method, i.e. the PBD‐method, in order to measure and evaluate the mutual dependence in dyadic business relationships.
The Impact of Transaction‐specific Investments on Buyer‐Seller
Relationships
Authors: Lohtia Ritu , Krapfel Robert E.
Published: July 2002

Many business‐to‐business buyers are building closer relationships
with fewer sellers. When faced with the choice of which sellers to
partner with, buyers often develop such close relationships with sellers
who have made transaction‐specific investments (TSIs). TSIs are assets
(both tangible and intangible) that have very little value outside a
particular relationship. Sellers thinking of making these TSIs need to
be able to assess the buyer′s probable response to such investments to
help determine whether such investments would be advisable for the
seller. Develops and tests a model of buyer‐seller relationships to
assess the impact of a TSI on buyer′s perceptions of the benefits to the
seller′s TSI. Using previous literature and managerial evidence, the
model hypothesizes two paths within the TSI Benefits Model which
represent the benefits that the buyer perceives to be outcomes of the
TSI. Identifying the one benefit path that the buyer values more will
allow the seller to stress those corresponding benefits that lead to the
development of a closer relationship with the buyer.
International Technology Adoption
Authors: Phillips Lisa A. , Calantone Roger , Lee Ming‐Tung
Published: July 2002

Investigates the behavior structure of technology adoption by using Davis′s (1986) Technology Acceptance Model (TAM). Explores the influence of culture and demand certainty on international technology adoption. Using structural equations to analyse the model, finds that attitude and behavioral intention to adopt technology depend on the perceived utilities of the technology and perceived ease of adoption. Finds that cultural affinity has a significant and positive influence on TAM through perceived ease of adoption. Results from the two‐group model reveal that, when demand is certain, the influence of culture is stronger and more positive than when demand is uncertain.
Target costing
Authors: Gagne Margaret L. , Discenza Richard
Published: July 2002

Focusses on the use of target costing for new product development.
This approach concentrates on determining costs for a product during the
planning and design stage. Also describes the use of cross‐functional
teams made up of industrial marketers, cost accountants and others
critical to the design and manufacturing decisions required for
determining the price and features with which a product is most likely
to appeal to potential buyers. After deducting the desired profit margin
from the projected selling price, planners develop estimates of each
product element that make up a product′s costs for design,
manufacturing, sales and marketing. Further analysis is carried out to
identify and estimate the cost of each component that makes up the
finished product. Stresses the critical role that management accountants
and other members of an organization can play in the design and
manufacture of a new product at a specified price.
Framing product design: using design communication to facilitate
user learning
Authors: Smith Gerald E.
Published: July 2002

Industrial design has become a key source of competitive advantage
and strategic focus to companies in the 1990s. The rapid emergence of
the information age, the proletarianization of computer technology, and
the need for continual improvements in worker productivity have driven
companies to seek ways to enhance worker productivity. The limiting
factor, however, is not technology, but workers′ ability to use it
effectively. Focusses on design communication, and specifically product
framing, and its role in facilitating the interface between worker and
technology in business and industrial markets. Product framing
encourages users to compare new products with, or “think of”
the new product in terms of, a frame of reference with which they
already might be familiar. Product framing thus accelerates learning and
adoption. Defines, illustrates and categorizes product framing and
reports the results of a pilot test.