bluuebunny/crossref_metadata_2025 huggingface dataset:
The Beer Distribution Game: Using Simulation to Teach Systems Thinking
Authors: Goodwin Jack S. , Franklin Stephen G.
Published: July 2002

Describes how the authors have effectively employed the Beer
Distribution Game, a simulation exercise developed at MIT′s Sloan School
of Management, to teach systems concepts and systems thinking to
managers. Details a description of how the simulation works and how its
typical results are provided. In addition, discusses how to process the
results and how to illustrate the application of the concepts to
management problems. Demonstrates how management behaviours commonly
found in complex business systems lead to dysfunctional management
practices as well as poor performance and suggests how alternative ways
of thinking (i.e. a systems perspective) are necessary to cope with the
problems inherent in these complex situations. Suggestions for ways to
extend the learning opportunities provided by the simulation are also
provided.
The Multinational Management Game: A Simuworld
Authors: Bernard Keys J. , Wells Robert A. , Edge Alfred G.
Published: July 2002

Simuworlds include a management game and business case competition. The
Multinational Management Game Simuworld (MMG) is based on the Compaq
Computer Corporation. The MMG Simuworld is designed so that
participants view and feel the operations from a general management
level and make decisions. The emphasis of game play is on combinations
of strategies similar to those utilized by the microcomputer companies.
Participants work in teams and make seven or eight rounds of simulated
yearly budgeting decisions. A five‐year strategic plan is completed
early in the programme and a five‐year plan for the future is completed
and presented at the end of game play. The last five‐year plan also
includes the analysis of an up‐to‐date case study about the
microcomputer industry and Compaq Computer Corporation. Managerial and
organizational learning are prompted through learning diaries, and a
de‐briefing period. Participants learn from team activities and from
computerized feedback results. Inter‐cultural learning can be enhanced
by organizing teams with diverse cultural backgrounds. A major learning
experience provided is that of preparing and entering a foreign country
as an exporter or with a manufacturing plant. The Simuworld has been
used in many countries of the world and has proven especially useful as
a laboratory for teaching privatization in countries moving towards a
free enterprise system.
Action Learning: Executive Development of Choice for the 1990s
Authors: Keys Louise
Published: July 2002

Action learning is a unique organizational learning process that
involves a non‐traditional instructional approach and mindset. It is
similar to the case method, in that it was designed as a managerial
learning process. It was introduced by Reg Revans and first referenced
as early as 1945, in a report on the British coal mining industry,
recommending the establishment of a staff college for the industry in
which field managers would be encouraged to learn with and from each
other using group review to find solutions to immediate problems. Today
it is growing in acceptance and use around the world, as evidenced by
its successes at General Electric, Prudential Assurance, the University
of Michigan Global Leadership Program, Harvard Business School, along
with numerous others. It is used as a managerial learning process,
involving teams who are resolving problems, the solutions to which are
passed to clients who are themselves learning processes and relevant
information valuable for future problem‐solving episodes. When projects
and teams are selected appropriately, the body of institutional
knowledge and the pace of strategic organizational learning is
accelerated in user‐organizations through the action learning process.
Using the Outdoors to Facilitate Personal Change in Managers
Authors: Burnett Donna , James Kim
Published: July 2002

Describes an empirical research study focusing on a specific form of
personal development for managers – the use of the outdoors. This
development activity is believed to enhance managers′ understanding of
themselves and the ways in which they interact with others, enabling
them to operate more effectively in today′s turbulent business
environment. Four outcome hypotheses were tested: increased
self‐awareness, increased ability to “learn how to learn”, positive
changes to individual′s self‐concept and increased use of
“openness” behaviours. Both qualitative and quantitative data were used in
testing the hypotheses. Although discrepancies arose between the
qualitative and quantitative results, they do indicate that participants
in the programme realized higher levels of self‐esteem and reported
increased use of “openness” behaviours six months after the end of the
programme.
Proof of the pudding
Authors: McNulty Nancy G. , Robson Canty Geraldine
Published: July 2002

All attempts to improve corporate performance since World War II
have led to nought. Managers are still calling for change. One new
school of thought holds that development programmes should emphasize
learning not teaching, action not theory and business results not
classroom results. Total quality management (TQM) and action learning
(AL) are two development programmes which directly address business
results. While focusing on different objectives, the two programmes
experience common difficulties, the most crucial of which is gaining the
commitment and participation of top management in implementing real
change. Discusses some of the methods of TQM and AL. It also includes
details of the first formal academic AL programme: the Belgian
Inter‐University Programme in 1968. The authors believe that AL offers
what is missing in those methods which emphasize productivity, such as
TQM. Proof of the pudding will be found in AL and TQM combined and fully
supported by top management.
Effectiveness of French management
Authors: Myers Andrew , Kakabadse Andrew , Gordon Colin
Published: July 2002

Bases its findings on the results of a survey of 168 top level
managers in French organizations. Demographic variables, behavioural
characteristics and measures of business impact have been linked in
order to discover whether organizational infrastructure concerns,
educational achievements of top management, or the behaviour of top
management, or a combination of these, influence the business
performance of French private sector organizations. The results show
that the level of qualification attained does not indicate whether
French senior managers will perform effectively, nor is the
configuration of organization structure significant for effective
management. Crucial, however, are the attitudes and behaviour of senior
managers, who are identified as significantly impacting on group and
organizational performance. Considers that four areas of management
development are pertinent to the continued growth and development of
French senior managers, namely enhancing the ability to respond
positively to feedback, enhancing interfacing skills, effective use of
consultants and assisting managers to be high achievers.
Workplace sabotage: its styles, motives and management
Authors: Analoui Farhad
Published: July 2002

Argues that there is a dark side to organizations which is
difficult to observe, yet it gives rise to the most spectacular,
destructive, least manageable, unconventional forms of behaviour.
Despite its common occurrence, workplace sabotage has hitherto remained
relatively unknown and little understood. Because of its often covert
and taboo characteristics, sabotage has not been the subject of a
thorough investigation. A six‐year long empirical study of
unconventional behaviours, through participant observation in industry
has shed light on these practices, including sabotage. Identifies the
main dimensions of these unconventional practices, their dominant styles
and the meanings and motives for their occurrences. Since the decision
to resort to sabotage to express discontent is primarily a response to
the prevailing managerial philosophy and practices, asserts here that
effective supervision, increased communication and proper motivation
will minimize the occurrence of these practices at work. Concludes by
making practical recommendations.
Developmental outcomes of an executive MBA programme
Authors: Hilgert Arnie D.
Published: July 2002

Demonstrates that EMBA graduates experience broadended
perspectives. They “think more broadly”, “understand
more comprehensively” and report the “life changing”
outcomes expected by their sponsoring organizations. Focuses on the
development of managers from specialist perspectives to a more
integrated generalist perspective. Personal development and career
development literatures provided the theoretical basis for this study.
Data were collected using a triangulation design. Methods included
survey, invited essays, and interviews. Evidence of change appeared in
the surveys, 85 per cent of the comments indicating changes on the
personal dimension. Essays indicated that graduates experienced
increased confidence, cognitive flexibility, and broadened perspectives.
Interviews indicated: greater self‐determination, more flexible
approaches to roles, greater value of self and time, more process
oriented, increased understanding of self and others, the meaning of
success was competence, competence was valued over political
gamesmanship, and disappointment with how employers used their talents
after graduation.
Organizational commitment of civil service managers in Jordan: a field study
Authors: Awamleh Nail A.H.K.
Published: July 2002

Probes organizational commitment of civil service managers in Jordan. Employs descriptive, analytical and field survey methodologies. A specially‐designed questionnaire was distributed to 420 civil service managers in Jordan of which 293 have been returned and analysed. Explains that the study reveals a weak yet negative relationship between managers’ commitment and sex, age, education and length of service and a weak yet positive relationship between managers’ commitment and organizational level. Claims that the study reflects a relatively high level of commitment of civil service managers in Jordan. Recommends that more attention and recognition be given to the importance of commitment in Jordan’s civil service. Argues for the making of a strong connection between commitment, its measures and motivation and control systems in the civil service in Jordan.
Conquering cultural constraints to cultivate Chinese management creativity and innovation
Authors: Martinsons Maris G. , Brivins Martinsons Aelita
Published: July 2002

Rote learning is deeply rooted in Chinese traditions and remains the predominant method for education and training across the rapidly developing economies of Greater China. Confucian‐based cultural values are argued to constitute a formidable obstacle as management educators and developers seek to move from knowledge transmission to learning facilitation, and to cultivate a new generation of innovative Chinese managers. Describes and examines a creative approach which has been successfully used to stimulate and challenge Chinese university students. Shows that the interactive and contextual learning techniques used by the authors have extensive applicability for educating managers and developing executives.
The power of organizational storytelling: a management development perspective
Authors: Morgan Sandra , Dennehy Robert F.
Published: July 2002

Storytelling is a powerful tool that evokes visual images and heightened emotions. Business leaders who can tell a good story have tremendous impact. Presents a model and examples of organizational storytelling, discusses the use of stories in management development, and outlines ways to enhance managers’ storytelling skills.
Demographics and leadership philosophy: exploring gender differences
Authors: Korac‐Kakabadse Andrew , Korac‐Kakabadse Nada , Myers Andrew
Published: July 2002

Leadership philosophy is explored through gender and other demographic characteristics in the Australian Public Service (APS), at the federal government level. Leadership philosophy is conceptualised as the leader’s attitudes, values and behaviour. Gender differences in characteristics of leaders (executives and middle managers) are examined in terms of strategic behaviour, management style, work‐related values, adoption of information technology, perceived organisational morale, family/work conflict and personal, work and family satisfaction. The gender differences are investigated using questionnaire responses from a sample of 750 respondents, of which 569 were male and 145 female. The APS findings are compared with a Cranfield study conducted in the UK’s National Health Service (NHS), where gender differences are explored in terms of management and strategic orientation. A sample of 515 chief executives, medical, clinical, HR and financial directors, chairpersons and other non‐executive directors, consists of 406 male and 108 female respondents. The APS study reveals that there are no significant gender differences in the majority of measured characteristics. Similarly in the NHS Trusts study, no significant gender differences are found in terms of management and strategic orientation. The conclusion reached is that other demographic characteristics are influential in forming leadership philosophies, namely job and organisational tenure and experience of senior management responsibilities, thus highlighting the importance of organisational demographics and their impact on leadership attitudes and practice.
Learning, leadership, teams: corporate learning and organisational change
Authors: Altman Yochanan , Iles Paul
Published: July 2002

Organisational learning and learning organisations have become topics of great interest to HRM in the 1990s, but the conceptual basis for understanding corporate learning is fragmented and the empirical basis of many influential models limited. In particular, the roles of leadership and team‐work in transforming shared mental models, facilitating learning and linking the individual, team and organisational levels of learning have been implicit in many models, but not clearly articulated nor empirically tested. An open system model of corporate learning is presented which places these processes at the core of organisational learning. An illustration of a particular learning organisation (the Rover Group) is used to demonstrate the model.
How do we make management development effective?
Authors: Goodge Peter
Published: July 2002

Analyses the business context of management development in the late 1990s, and presents some surprising survey results on the effectiveness of development methods ‐ results which challenge many of our past assumptions. Describes two central “principles” of effective management development today: “Work hard at developing people” and “Go for benefits with little cost”. Illustrates these principles with assessment and development planning applications.
What do women want?
Authors: Mallon Mary , Cassell Catherine
Published: July 2002

This paper outlines a study designed to investigate the development needs of women managers in a large local authority in the North of England. The study arose as a result of a proposal to design a new development programme for women within the organisation. Both qualitative and quantitative methods were used and the results focus on the data from 102 questionnaires and 17 in‐depth interviews. The results highlight the factors that women managers perceive to be supportive or inhibitory to their development and provide some suggestions as to the perceived development needs of this particular group of women. It is argued that, in preparing any developmental initiative, the views of potential participants should be taken into account. Additionally, the role of discriminatory attitudes and practices in preventing the success of development opportunities for women is highlighted.
The impact of thought self‐leadership on individual goal performance
Authors: Godwin Jeffrey L. , Neck Christopher P. , Houghton Jeffery D.
Published: July 2002

The purpose of this paper is to apply an existing self‐leadership theory to goal‐setting theory in order to propose a mechanism to enhance the effectiveness of individual goal performance. An integral part of self‐leadership is the concept of thought self‐leadership (TSL). This perspective suggests that individuals can influence themselves by utilizing specific cognitive strategies. This article develops a cognitive explanation of how TSL can enhance individual goal performance.
Exploring the learning from an enterprise simulation
Authors: Gopinath C. , Sawyer John E.
Published: July 2002

Computer‐based enterprise simulation is increasingly being used as a pedagogical tool in educational courses and training programs. However, the learning benefits from this activity have not been fully understood. In this study, we focus on the participant’s ability to translate a company’s strategy to a set of decisions in a simulation exercise, and the learning they derive from it. The simulation follows the iterative nature of experiential learning and reinforces the objectives of the course. Results show that the simulation encourages strategic decision‐making and group behavior consistent with long term strategy.
Modelling individual transition in the context of organisational transformation
Authors: Breu Karin , Benwell Mary
Published: July 2002

The processes of management development within a change management context have mostly been informed by models which assume that individuals can be developed by planned and purposive intervention to perform effectively within a new, forecast, but essentially stable environment. Alongside such shifts at individual and organisational level, the last decade has seen revolutionary change in national economies as the former state socialist countries transform themselves to participate in the global market economy. This paper, based on an in‐depth analysis of interviews with 73 chief executives and senior managers of 61 key companies in the former German Democratic Republic (GDR), identifies a model of the individual transition process of managers during the process of state transformation. From this the authors draw lessons for the practice of management development under conditions of transformative change.
The emerging measure of effectiveness for human resource management
Authors: Ahmed Shamima
Published: July 2002

This paper describes and explores an emerging integrated measure of effectiveness for human resource management functions. The emerging measure basically incorporates both the mission support and employee support goals as two criteria of effectiveness. The paper next analyzes the measures of effectiveness that an agency uses for its performance appraisal function. A questionnaire was sent to 298 members of the professional staff of a large state agency in the mid‐west. The objectives were to assess the need and feasibility for the application of this emerging measure of effectiveness. The study found that even though performance appraisal was widely practiced as a mission support function, there was strong support for the use of this integrated measure of effectiveness. The paper concludes with offering a design for a management development workshop session which focuses on developing a complementary relationship among different personnel functions.
Tree roots, property damage and the law: an update
Authors: Wynn Peter
Published: July 2002

The case law regarding liability for subsidence damage following encroachment by tree roots from neighbouring land is presented in the context of the recent House of Lords judgment in the case of Delaware Mansions Ltd v. The City of Westminster.
Managing unoccupied buildings and sites
Authors: Swallow Peter
Published: July 2002

States that buildings may become unoccupied for a variety of reasons, and that some will be physically or functionally obsolete and may be beyond economic repair or adaptation. Explains that the best option in such cases will generally be complete or partial demolition and the redevelopment of the site. Shows that, for the vast majority of unoccupied premises, however, the best solution will be reuse, but until such time as a suitable use and occupier for the building can be found, the property must be properly managed. Presents a sensible approach to the inspection and evaluation of empty properties in order to formulate and implement an action plan to protect and maintain them in an appropriate condition suitable for future reoccupation. Concludes that without proper management, unoccupied buildings will deteriorate and become the target for theft, vandalism and arson. Apart from creating a potential eyesore, this will have liability implications for the building owner and wider implications for the environment.
Premature staining of new buildings ‐ causes and remedies
Authors: Parnham Phil
Published: July 2002

States that over the last decade an increasing number of new buildings have become disfigured in the first few years of their use. Outlines a recent major study of this phenomenon and investigates the following areas: what premature staining is and what effects it can have; the mechanisms of the staining process; building features that commonly give rise to staining problems; strategies for remedial measures once staining has occurred. Presents unique yet practical solutions to this increasing problem and concludes that the key to avoiding staining is a detailed consideration of a broad range of issues at all stages of the design and construction process.
Ethical issues and agendas
Authors: Grimshaw Bob
Published: July 2002

As more facilities managers consider themselves to be “professional”, the issue of ethical awareness within the conduct of facilities management practice cannot be avoided. This article seeks to review the issues involved in raising ethical awareness amongst facilities managers. It examines the intimate relationship between professions and ethics, and highlights the main characteristics of ethical codes in related professions. It reviews the arguments for facilities management being a profession and examines the relationship between facilities management and business ethics. It illustrates ethical dilemmas for facilities management in the stakeholder debate and maps out an agenda for raising ethical issues in the profession.
Teleworking: an assessment of socio‐psychological factors
Authors: Ward Neal , Shabha Ghasson
Published: July 2002

This article assesses the impact of the social and psychological factors involved in the telework process. It examines factors such as motivation, social interaction, isolation and loneliness, using questionnaire data gathered from various types of small‐ to medium‐sized businesses based in Birmingham, UK between 1996 and 1998. It provides guidelines for managers and teleworkers that might improve efficiency and stimulate greater awareness about what constitutes an effective and human‐centred teleworking strategy. It also highlights and examines the most pertinent operational and logistical problems facing organisations relying on the experiences of both employers and the teleworkers themselves. It concludes that teleworkers need to be more proactive and play more of a key role in user‐initiated change otherwise the “human” factors will be overlooked. Recommends further research to incorporate these findings into practice in larger organisations.
Integrated Facility Management
Authors: Kincaid David
Published: July 2002

Explores the role, purpose and potential of facility management within
the organization. Also investigates the depth of management role and
application of facility management. Presents three characteristics which
need to be recognized for facilities management to be effective.
An Appraisal of Lighting Guide for Offices No. LG7
Authors: Maddock Eric
Published: July 2002

The responsibilities of the employer/facilities manager in today′s
“commercial” world are extensive when considering the wellbeing of staff
and the economic working of the office/building. One element of this
tangled web is lighting. The recent publication by the Chartered
Institute of Building Services Engineers (the professional body),
Lighting Guide No. LG7, Office Lighting (1993), is an invaluable
compendium in guiding professional “lighters” and the non‐expert in design
standards. The guide is particularly useful not only in considering good
practice, but also in identifying subjects where the employer is
possibly vulnerable with respect to recent EEC legislation and health
and safety requirements for satisfactory VDU operations working; and
emergency lighting, among others. Examines the contents of LG7,
highlighting areas of particular interest and likely concerns to the
inquisitive facilities manager.
Computer‐aided facilities management and facility conditions
assessment software
Authors: Teicholz Eric
Published: July 2002

The economic recession in the USA during the late 1980s and early
1990s resulted in many organizations putting off scheduled maintenance
of their physical plants. This has resulted in an enormous deferred
maintenance backlog that companies are just beginning to attack.
Software products are beginning to appear that take the building
deficiency data collected during a physical audit and combine it with
other data such as cost spreadsheets, financial investment models and
computeraided facilities management (CAFM) software. Such integrated
software, which can incorporate multimedia information, is proving to be
a powerful forecasting and strategic planning tool for management.
Describes the technology involved in conditions assessment and how it is
being used for real property and facility assessment purposes.
Post‐occupancy evaluation: how to make buildings work better
Authors: Preiser Wolfgang F.E.
Published: July 2002

Post‐occupancy evaluation (POE) is a diagnostic tool and system
which allows facility managers to identify and evaluate critical aspects
of building performance systematically. This system has been applied to
identify problem areas in existing buildings, to test new building
prototypes and to develop design guidance and criteria for future
facilities. Outlines the numerous benefits of POE, including better
space utilization, as well as cost and time savings. Describes a
conceptual framework and evaluation data‐gathering techniques. Presents
examples of the outcomes of a case study POE on a medical facility.
Highlights the primary effect of a POE database development project on
FM software and summarizes the outcomes of an IFMA Pilot Survey on
Academic Facility Performance Feedback.
A progressive resolution method for the evaluation of large
building stocks
Authors: Mahdavi Ardeshir , Shankavaram Jayakrishna
Published: July 2002

Explains that, in the past, most building evaluation efforts have
focused on the detailed analysis of single buildings and their specific
occupancy patterns. However, detailed and exhaustive studies may not be
feasible for large‐scale and time‐constrained building evaluations in
the case of organizations such as government agencies and major
industrial corporations. In order to play a critical role in the
organizational strategy, facility decisions not only need to be
efficient but also should be closely aligned with the strategic focus of
the organization. Proposes a “progressive resolution method”
as an effective decision support method for the rapid classification and
selection of buildings for organizations with a large building stock.
Corporate partnering in facilities management
Authors: Jones Oliver J.
Published: July 2002

Discusses the concept of partnering as a term which has recently
emerged into common usage, without much clarity as to its correct
meaning. Defines the concept as moving away from the earlier adversarial
relationship in which both work together to their mutual advantage.
Identifies the keys to success and the possible dangers; also identifies
the role of the facilities manager in introducing this new way of
working.
Data requirements for the prioritization of predictive building maintenance
Authors: Pitt Terence J.
Published: July 2002

Forward maintenance is the process of forecasting predictive property maintenance. The traditional approach was to undertake a condition survey. These surveys invariably lead to an indented maintenance need which exceeds the resources available by a significant factor. Describes the traditional approach and goes on to suggest that, with modern information technology, the process can be re‐engineered. The re‐engineered process enables the site surveyors to collect condition factors as objectively as possible; includes risk and management factors. Goes on to describe how all these factors can be included in an organization‐specific priority matrix which can lead to a maintenance programme. Also suggests that this is only feasible if the process is a real‐time one and the data collection is practical.
Beyond relationship marketing: technologicalship marketing
Authors: Zineldin Mosad
Published: July 2002

Argues that relationship marketing is not a complete paradigm shift. Without effective use of technology, relationship marketing is not an effective strategy. Hence, relationship marketing, based on technological advances, can be considered as a new paradigm. It is demonstrated that everything companies do to build consumer loyalty is affected by technology. It is shown that traditional, relationship, and technologicalship marketing are fundamentally different. The technologicalship marketing allows for different types of synergy effects, solutions, different customers, and different types of interactions and relationships.
Assessing the marketing environment in sub‐Saharan Africa: opportunities and threats analysis
Authors: Nwankwo Sonny
Published: July 2002

With a population of over 600 million people, Africa is, demographically, one of the fastest expanding markets in the world. However, very little is known about how its marketing environment is unfurling, partly because of the taken‐for‐granted assumptions and bland generalizations which have hitherto dominated strategic thinking and managerial actions, especially in the West, towards the continent. This has resulted in a limited knowledge about the changes that are taking place and their likely impact on the marketing process. Accordingly, a review of the evolving marketing environment is presented – largely an analysis of opportunities and threats. Argues that the pattern of economo‐political changes taking place in sub‐Saharan Africa indicates that the region is not only opening up but also quickly becoming the next “marketing frontier”.
Marketing and company performance of Chinese small firms in Hong Kong
Authors: Siu Wai‐sum
Published: July 2002

This paper reports the mail survey results of the marketing practices of 158 Chinese small firms in Hong Kong. The findings suggest that broad small firm marketing principles, though specifically generated from the Western countries, may not be fully suitable for some specific socio‐cultural contexts, for example Chinese society in Hong Kong. Thus, care should be taken before making generalizations about marketing in Western situations and in assuming that marketing tools and techniques are equally applicable across all places. Socio‐cultural influences should be considered when attempting to understand marketing practices of Chinese small firms.
The political marketing planning process: improving image and message in strategic target areas
Authors: Baines Paul R. , Harris Phil , Lewis Barbara R.
Published: July 2002

A marketing planning framework to aid political parties in improving their image and co‐ordinating election campaigns has been developed to reflect the changing nature of electoral campaigning in the developed world towards the need for more long‐term planning; together with the development and implementation of marketing models in a wider sphere of social situations. The planning model has been developed using both a hypothetico‐deductive and an inductive approach, incorporating recent developments in US and UK political campaign management and depth interviews with political strategists in the UK. Suggests that national political parties need to co‐ordinate their election campaigns more effectively in order to strengthen their image among key citizen and voter groups by determining which target areas are most in need of resources. Further research is needed to determine how to position the party and to select and place advertising in the relevant media. Concludes that local election campaigns are becoming more co‐ordinated by national parties but that such co‐ordination neglects to provide local area research and telemarketing campaigns, and post‐election analysis exercises to monitor strengths and weaknesses in party strategy and campaign plan implementation.
Managerial relevance in academic research: an exploratory study
Authors: Ankers Paul , Brennan Ross
Published: July 2002

Concern has been expressed by business and marketing scholars that academic research in these fields should be made more relevant to managers. In this paper the focus in on the views of marketing managers concerning the relevance of academic research to them. The empirical context of the work is business‐to‐business marketing. The experienced marketing practitioners interviewed knew very little about the current state of academic research in marketing, and considered that academic researchers did not understand the realities of business life and could not communicate effectively with managers. Marketing practitioners prefer to work with consultants, whom they consider understand business realities better and are more effective communicators. The paper discusses the barriers that marketing academies will have to overcome if they are to make their research more relevant to practitioners.
Remote control marketing: how ad fast‐forwarding and ad repetition affect consumers
Authors: Martin Brett A.S. , Thuy‐Uyen Le Nguyen Vicky , Wi Ji‐Yeon
Published: July 2002

Investigates the relationship between the fast‐forwarding of pre‐recorded television ads by consumers, known as zipping, and how this interacts with consumers seeing ads repeated while watching television. An issue which is yet to be examined in the literature. Reports on an experiment which studies the effects of ad zipping and repetition. Shows how these variables operate in an independent fashion for a New Zealand sample. These findings provide new insight for advertising strategists and also support previous empirical research. Discusses how zipped ads generate ad recognition, and repeated ads result in the higher recall of ad content.
Marketing practices in the UK small business sector
Authors: Blankson Charles , Stokes David
Published: July 2002

In the UK, some 95 per cent of firms are considered small businesses. Although there is a general agreement in the literature that a market oriented firm is one in which all employees are committed to the continuous creation of superior value for the customer, what is not clear is whether the market orientation concept is appreciated by the small business owner. A postal survey is conducted among owner‐managers aimed at assessing marketing practices within the UK small business sector. The results identify three key strategies (management/staff relationship, profitability and changing markets) employed by owner‐managers. Conclusions, managerial implications and future research directions are discussed.
How health managers see prescribing
Authors: Stern Philip
Published: July 2002

An understanding of the patterns of GP prescribing is important to those who play a role in the management of healthcare budgets. This paper analyses the contrasts and overlaps between the perceptions of healthcare managers and actual prescribing behaviour. While there are aspects of prescribing behaviour which are well understood, there are a number of areas where perceptions differ markedly from the patterns found in practice. The managerial implications of these differences are discussed.
Marketing knowledge and the value of segmentation
Authors: Dibb Sally , Stern Philip , Wensley Robin
Published: July 2002

This paper reports findings from a study into how marketing academics and MBA students view segmentation. The research indicates that both respondent groups view segmentation as being more valuable in helping to understand customers than improving business performance. For MBA students there appears to be no relationship between their reported marketing knowledge and the value attributed to using market segmentation. The findings for academics suggest inconsistencies in how they interpret the value of segmentation and appraise the usefulness of analytical and evaluation approaches.
Customer retention management: a reflection of theory and practice
Authors: Ahmad Rizal , Buttle Francis
Published: July 2002

Customer retention is increasingly being seen as an important managerial issue, especially in the context of saturated market or lower growth of the number of new customers. It has also been acknowledged as a key objective of relationship marketing, primarily because of its potential in delivering superior relationship economics, i.e. it costs less to retain than to acquire new customers. This paper reports an investigation, through case studies, that is concerned with testing whether or not a theoretical position relating to strategies for retaining customers reflects practices in four firms. The assumption is that generalised theories, which imply universal applicability, tend to overlook the distinctive impact of contextualised business conditions on effective customer retention strategies. The paper recommends that both theoreticians and managers should consider “business context” in developing and implementing customer retention strategies.
The impact of product‐related factors on perceived product safety
Authors: Yee‐Man Siu Noel , Wong Hon‐Yan
Published: July 2002

The study investigates the impact of product‐related factors on perceived product safety. The factors examined include price, brand name, country of origin, store name, source credibility, product testing, promotion channels, discount offered and packaging. Results indicate that the perceived product safety is significantly affected by all of the mentioned factors. Implications are discussed and recommendations are offered to practitioners for attracting the large and growing market of safety‐conscious consumers.
Marketing Planning Practices of South African Companies
Authors: Abratt Russell , Higgs Nicola
Published: July 2002

There has been rapid political, social and economic change in South
Africa since 1990. As a result of the fall of apartheid, South Africa is
slowly taking its place in the global village. Foreign companies are
considering South Africa as a good market for their goods and as a
source of supply of raw material and partly processed goods. Aims to
review the marketing planning practices of large South African
companies. A comprehensive review of the marketing planning literature
has been undertaken. A study of 73 companies quoted on the Johannesburg
Stock Exchange was undertaken. It was established that all these
companies had a comprehensive annual marketing plan and they followed
the procedures, and used the techniques described in the normative
marketing literature. Global organizations looking for South African
partners will find the level of marketing planning sophistication highly
satisfactory.
The “Driver” that Keeps the AA on the High Road
Authors: Sinclair Bob , Harrower Jim
Published: July 2002

Examines the workings of a new and highly flexible relational database
which is allowing The Automobile Association to generate more than
£1 million of extra revenue a year. The additional money has come from
reviewing the communication process surrounding membership renewals.
Further benefits come from more efficient telemarketing, targeted
mailings and cross‐selling. The “Driver” mainframe system handles
subscription and financial data. A subsidiary marketing database is
linked to Driver, and updated nightly so the two are kept in step.
Information from the marketing database can be segmented, allowing the
AA quickly to build a picture of the main factors which affect its
ability to retain customers. Strategies are then developed which enable
the AA to move members from a group which is unlikely to be retained
into a group which is more likely to be retained.
Direct marketing: rise and rise or rise and fall?
Authors: Evans Martin , O′Malley Lisa , Patterson Maurice
Published: July 2002

Focuses on the growth and future direction of direct marketing from
the point of view of “user” companies. Describes the most
significant findings from a recent empirical study of consumer reactions
to being directly targeted. Highlights important consumer concerns with
regard to privacy and ethical issues. Given that the long‐term success
and prosperity of the industry will be closely related to its image
among consumers, guidelines are developed for companies using direct
marketing as to how they can positively promote industry growth and
reduce consumer concerns in the future. Briefly describes the
self‐regulatory bodies and codes of practice relevant to direct
marketers within the UK.
The BASIC marketing planning process: a practical framework for the smaller business
Authors: Brooksbank Roger
Published: July 2002

Notes that although in recent years much has been written about the critical, if not overwhelming contribution of effective marketing planning to the achievement of competitive success, most of the literature deals with the application of marketing planning as it relates to big business. By contrast, provides an understanding of how all the key principles can be applied in the smaller business, in the form of a practical step‐by‐step framework for plan development.
Knowledge‐based modelling for strategic decisions
Authors: Curry Bruce
Published: July 2002

Offers a response to recent criticisms of the use of expert systems in marketing. While noting the criticisms, argues that there is still some potential value in the approach because expert systems or, more appropriately, knowledge‐based systems offer the possibility of modelling the qualitative aspects of decision making in a way which is closer to human reasoning than traditional quantitative methods. Acknowledges that there are difficulties to be faced in constructing an appropriate knowledge base, but asserts that these difficulties can be circumvented by regarding models as “reflections” of a decision maker’s own knowledge. Illustrates the arguments by reference to a computer‐based model for SWOT analysis.
The effects of dogmatism and social class variables on consumer ethnocentrism in Malta
Authors: Caruana Albert
Published: July 2002

Explores the effects of dogmatism and social class variables on consumer ethnocentrism and formulates hypotheses linking these variables. Also considers the effects of a number of classificatory variables on consumer ethnocentrism. Reports the findings from a survey of consumers in Malta which show not only that dogmatism and age are positively related to consumer ethnocentrism but also that consumer ethnocentrism is lower among consumers with higher levels of education. Discusses the implications of these findings.
When to use qualitative methods: a new approach
Authors: Cahill Dennis J.
Published: July 2002

Explores the application of qualitative research as a plausibility check for quantitative research. Uses the case example of a survey conducted by American LIVES for Douthit Communications, looking into aspects of the house purchase process. Outlines a typology of five categories of people in the real estate market, which was developed from the survey. Concludes that neither qualitative nor quantitative techniques have universal applicability, but the use of qualitative techniques can bring quantitative information to life.
Qualitative research issues at the marketing/ entrepreneurship interface
Authors: Carson David , Coviello Nicole
Published: July 2002

Discusses the emergence of qualitative research in the context of research at the marketing/entrepreneurship interface. Debates which qualitative methods for data collection and analysis are relevant to research in this area. In consideration of this, discusses three topical approaches to research: applying the principles of grounded theory; utilizing computer software in data analysis and theory development; and developing a “stream” of research, combining various qualitative and quantitative methods. Drawing on the logic of the “stream” of research, offers a radical approach which reflects the intuitive research process employed by entrepreneurs. Argues that this might be adopted for qualitative academic research.
The measurement of cannibalization
Authors: Lomax Wendy
Published: July 2002

Notes that the risk of cannibalization is a very real threat for many new product launches and that the risk becomes even more significant if the new product is launched under the same brand name as an existing product. Points out that, since line extension is by far the most common branding strategy for new products, it is important that managers develop their understanding of the effect and that little empirical work has been published on the subject. Defines cannibalization and examines three techniques which managers might use to measure it. Tests gains loss analysis, duplication of purchase tables and deviations from expected share movements on consumer panel data relating to three line extensions in the UK and German detergent markets. Presents results showing cannibalization of the parent brand by all three extensions and suggesting the need for managers to use multiple methods when evaluating the degree of cannibalization. Emphasizes the need to sample over time, since the extent of cannibalization is shown to be dynamic.
Re‐thinking brand management: the role of “brand chartering”
Authors: Macrae Chris
Published: July 2002

Brand managers face many challenges (including questions of brand strength, world class culture, “glocal” branding, seeded marketing channels, “service smart” integration, brand architecture and brand organizing). A framework is presented for thinking about the challenges and how to deal with them. This process, called “brand chartering”, has three principal elements: creating and communicating the brand, managing the brand organization, and directing and structuring the brand. We illustrate how
this framework is of help in management practice and show how it can be used as a tool for organizational learning.
Understanding competitors’ strategies: the practitioner‐academic gap
Authors: Simkin Lyndon
Published: July 2002

The textbooks are full of explanations of why businesses must understand their competitive arena. There are numerous conceptual frameworks and checklists to assist in this endeavour. Perhaps not too surprisingly, many businesses exhibit only a superficial knowledge of their competitors’ strategies and actions, taking little account of their rivals when formulating their own marketing plans. The electronics industry, already the fourth most important industrial sector in the world, is tipped to become the principal growth sector in the next century. A recent survey reveals that in this important industry, companies’ attempts to understand their competitors do not always live up to the models of Michael Porter or Philip Kotler.