bluuebunny/crossref_metadata_2025 huggingface dataset:
The effects of training on performance in service companies
Authors: Danvila del Valle Ignacio , Ángel Sastre Castillo Miguel , Rodríguez‐Duarte Antonio
Published: July 2009

Purpose

The aim of this paper is to determine whether the effort invested by service companies in employee training has an impact on their economic performance.

Design/methodology/approach

The study centres on an intensive labor sector, where the perception of service quality depends on who renders this service. To overcome the habitual problems of transversal studies, the time effect has been considered by measuring data over a period of nine years, to give panel data treatment with fixed effects.

Findings

The prepared models give clear empirical support to the hypothesis that training activities are a positive influence on company performance.

Research limitations/implications

The results obtained contribute empirical evidence about a relationship that, hitherto, has not been satisfactorily demonstrated. However, there may be some limitations related to the use of a training indicator based on effort and not on results obtained, with low representation of what happens in the smaller companies that lack structured training policies, or with no differentiation between generic or more specific training.

Practical implications

The results obtained can contribute towards increased manager awareness that training should be treated as an investment and not considered as an expense.

Originality/value

The main contributions can be resumed in three points: a training measurement has been used, based on three dimensions, which presumes to be an improvement on the more frequent method of measuring this variable. A consistent methodology was used that previously was not applied in the analysis of this relationship, and clear empirical evidence has been obtained concerning a relationship that, frequently, is mentioned with theoretical arguments, but which needs more empirical evidence.
Communicating a holistic perspective to the world: Kautilya on leadership
Authors: Jain Neera , Mukherji Shoma
Published: July 2009

Purpose

The purpose of this paper is to cull out leadership lessons from one of India's oldest books on statecraft and economics – The Arthashastra by Kautilya – and present an Indian model of leadership which may be used by scholars and practitioners for leadership development in modern global context.

Design/methodology/approach

An analysis of Kautilya's teachings is done based on English translation of his original works by two eminent scholars. A model of leadership is derived on the basis of Kautilya's writings.

Findings

Kautilya presents a holistic perspective as he synthesizes the Eastern and Western approaches on leadership. His skill‐based and strategic approach gets support and direction from his value‐based, ethical considerations. Also, an in depth study of his writings shows that he was a precursor to a few leadership theories developed in the Western world in modern times.

Originality/value

Scholars have studied The Arthashastra as a treatise on economics, politics, diplomacy and statecraft. Lessons have also been drawn on a few aspects of management and leadership. There is no comprehensive commentary available on his views on leadership. In this paper, an attempt is made to develop a leadership model which integrates the Eastern and the Western approaches on leadership and can be used for leadership development in modern times.
From the “most fateful” to the “most fatal” social force? Conservatism and democracy reconsidered
Authors: Zafirovski Milan
Published: July 2009

Purpose

The purpose of this paper is to reconsider the impact of conservatism on political liberty and liberal democracy in contemporary society. It applies Weber's description of capitalism as the “most fateful” social force in modern society to analyzing conservatism in relation to political liberty and liberal democracy. The paper posits and finds that conservatism primarily (with secondary variations) negatively impacts political liberty and so modern liberal democracy. Alternatively, it argues and shows that conservatism almost invariably generates political repression and elimination or subversion of liberal democracy and society. It concludes that conservatism, especially in America, becomes from the “most fateful” to the “most fatal” social force on the account of its adverse impact on political liberty and democracy.

Design/methodology/approach

The paper aims to contribute to a better understanding of conservatism and its essentially destructive effects on political liberties and liberal democracy in contemporary society.

Findings

The paper finds that conservatism, especially in America, becomes from the “most fateful” to the “most fatal” social force on the account of its adverse impact on political liberty and democracy.

Originality/value

The paper posits and finds that conservatism primarily (with secondary variations) negatively impacts political liberty and so modern liberal democracy. Alternatively, it argues and shows that conservatism almost invariably generates political repression and elimination or subversion of liberal democracy and society.
Age group conflict or cooperation? Children and pensioners in Russia in crisis
Authors: Kanji Shireen
Published: July 2009

Purpose

This research aims to illustrate the differential treatment of children and pensioners in Russia and to explain why this has not led to age group conflict through an illustration of age group interdependency.

Design/methodology/approach

Age group conflict is revealed through analysis of the government's policies to age groups and expenditure preferences. Interdependency is analysed by the calculation of poverty rates and contribution of age specific benefits, using nationally representative sample survey data.

Findings

The Russian government treated pensioners preferentially to children, even though children were at higher risk of poverty. However, within each age group poverty rates are mediated by household structures. Pensioners who live with children face higher poverty rates than the average for pensioners and those who co‐reside with lone mothers face the highest poverty rates of all pensioners, while their pension contribution to the household is of vital significance. Children living with one grandparent face higher poverty rates than average, whereas and those living with two grandparents face lower poverty rates.

Research limitations/implications

The structure of intergenerational relationships and financial solidarity between generations provide essential context for understanding individual welfare in Russia.

Practical implications

Children's downgraded status in Russian society needs to be urgently addressed. Lone mothers, their children and their parents face the highest poverty rates and need of support. Amongst pensioners, women pensioners are particularly at risk.

Originality/value

The originality is in using two opposing perspectives on relations between age groups to show that preferential treatment of pensioners coexists with a high degree of financial linkage between generations.
Perceptions of adolescents' adulthood entry and sexual initiation in Nordic countries
Authors: Räsänen Pekka
Published: July 2009

Purpose

The purpose of this paper is to examine public opinions about the timing of adolescents' adulthood entrance and sexual debut in four Nordic countries. The research questions concern the appropriate ages when young people become adults and when young people are old enough to engage in sexual activities.

Design/methodology/approach

The data utilised are derived from the Danish, Swedish, Norwegian and Finnish sections of the third European Social Survey (n = 7,078) conducted in 2006. By comparing the ages reported for boys and girls, the paper focuses on the disparities of responses between population groups.

Findings

The results reveal that there are notable differences in the appropriate ages reported for girls and boys. There is also variation in the responses by country. However, socio‐demographic information can predict respondents' opinions only partially.

Research limitations/implications

The analysis is based on cross‐sectional data. Subjective measures are used as the dependent and independent variables.

Originality/value

The results reveal interesting tensions in the Nordic welfare societies regarding people's perceptions of adulthood entrance. It is discussed to what degree the observations regarding the appropriate timing of adulthood entry and coital initiation may underline culturally defined stereotypes between sexes.
Innovations and applications of the Cybaman replicator from Traki‐iski Ltd
Authors: Connolly Christine
Published: July 2009

Purpose

The purpose of this paper is to study the features and capabilities of a computer‐aided design (CAD)‐based programmable manipulator for subtractive and additive manufacturing.

Design/methodology/approach

The technical milestones in the development of the Cybaman replicator are reviewed, and then various applications are described.

Findings

A six‐axis fixed‐datum manipulator allows cutters, grinders, polishing heads, and even laser deposition to be combined in one set of automated processes. The CAD‐based approach simplifies both hardware and software and makes the machine simple to operate. The replicator is particularly useful in small‐batch component production, including medical and dental implants and jewellery manufacture. The high‐accuracy 3D manoeuvrability of the manipulator makes it a valued tool at the ISIS facility at the Rutherford Appleton Laboratory.

Originality/value

The paper draws attention to a unique and powerful programmable manipulator for accurate positioning and small‐batch production.
Shape‐memory materials: a review of technology and applications
Authors: Bogue Robert
Published: July 2009

Purpose

The purpose of this paper is to provide a review of the technology and applications of shape‐memory materials (SMMs).

Design/methodology/approach

This paper initially considers various classes of SMMs and their properties. It then discusses applications and concludes with a brief review of recent research and future prospects.

Findings

SMMs include shape‐memory alloys (SMAs), ferromagnetic SMAs (FSMAs) and shape‐memory polymers (SMPs), which change shape when influenced by temperature and other stimuli. SMAs comprising nickel‐titanium alloys were discovered and commercialised first and find uses in fittings, seals, valves, actuators and medical devices due to their thermoelastic properties. Their pseudoelastic properties are exploited in spectacle frames and other deformable metal products. FSMAs and SMPs were discovered more recently and are at an early stage of commercialisation and remain the topic of on‐going research. Pilot applications are being investigated in the healthcare, aerospace, automotive and other industries. All classes of SMMs have prospects for more widespread uses in the future.

Originality/value

Provides a detailed review of SMM materials, products and application and an insight into future developments.
Assembly on moving production line based on sensor fusion
Authors: Chen Heping , Zhang George , Eakins William , Fuhlbrigge Thomas
Published: July 2009

Purpose

The purpose of this paper is to develop an intelligent robot assembly system for the moving production line. Moving production lines are widely used in many manufacturing factories, including automotive and general industries. Industrial robots are hardly used to perform any tasks on the moving production lines. One of the main reasons is that it is difficult for conventional industrial robots to adjust to any sort of change. Therefore, more intelligent industrial robotic systems have to be developed to adopt the random motion of the moving production lines. This paper presents an intelligent robotics system that performs an assembly process while the object is moving, using synergic combination of visual servoing and force control technology.

Design/methodology/approach

The developed intelligent robotic system includes some rules to ensure the success of the assembly processes. Also visual servoing and force control are used to deal with the random motion of the moving objects. Since the objects on the moving production lines are moving with random speed, visual servoing is adopted to tracking the motion of the moving object. Force control is also integrated to control the motion of the robot and keep the robotic system compliant with the moving objects to avoid the damage of the whole system.

Findings

The developed intelligent robotic technology has been successfully implemented. The wheel loading process is used as example.

Research limitations/implications

Since the developed technology is based on the low‐level motion control, safety has to be considered. Currently, it is done by motion supervision.

Practical implications

The developed technology can be used to perform assemblies in the moving production lines. Since the developed platform is based on the synergic combination of visual servoing and force control technology, it can be used in other areas, such as seam tracking and seat loading, etc.

Originality/value

This paper provides a practical solution of performing assemblies on the moving production lines, which is not available on the current industrial robot market.
Monitoring and controlling the complex product assembly executive process via mobile agents and RFID tags
Authors: Sun Huibin , Chang Zhiyong , Mo Rong
Published: July 2009

Purpose

The purpose of this paper is to solve the asynchrony problem between the logistics stream and the information stream in the complex product assembly executive process.

Design/methodology/approach

States of assembly and logistics are described by transitions, and implemented via logistics agents and assembly agents. Events in the assembly executive process are described by places, and mapped to radio frequency identification (RFID) tags' states. An agent‐based complex product assembly framework is proposed. Mobile agents are used to encapsulate task and data, and RFID tags' states are able to trigger dispatching of assembly agents and executing of assembly tasks. Assisted by mobile agents' retraction mechanism, on‐site data are carried back when assembly tasks are finished.

Findings

An assembly executive process Petri net and a mobile agent‐based complex product assembly framework are proposed.

Originality/value

Dynamic matching mechanism between assembly tasks and materials is achieved, and controlling and monitoring methods of complex product assembly executive process are enhanced.
Micropositioning control of smart shape‐memory alloy‐based actuators
Authors: Asua E. , Etxebarria V. , Garcia A. , Feuchtwange J.
Published: July 2009

Purpose

The purpose of this paper is to focus on the use of a nickel‐titanium (nitinol) shape memory alloy (SMA) wire (capable of showing strains of up to 8 per cent) as the active element that drives a flexible and lightweight micropositioning actuator. The purpose of this paper is to finely control the wire contraction, and as a result, the deflection of the actuator, with micrometric accuracies.

Design/methodology/approach

Different experimental platforms are built, all of them using the same nitinol wire as the active element. In all cases a current is applied to the wire to heat it up using the Joule effect, and in doing so cause the wire to transform from the martensite into the austenite. This phase transition has a non‐linear and hysteretic nature, so, finely controling wire's position requires a non trivial control strategy. A neural network used to compensate the hysteretic behaviour of the wire combined with proportional‐integral with antiwindup control strategy is implemented. Control experiments are carried out on a light robot gripper and on a single‐fingered experimental device.

Findings

It is found that the single‐fingered device could be used to better analyze the behaviour of the gripper. It is also found that the accuracy obtainable strongly depended on the position sensor used for the feedback, ranging from 3 μm for an linear variable differential transformer sensor to 30 μm for strain gauges mounted on the “fingers” of the grip.

Originality/value

This paper shows the viability of using SMA‐based actuators for lightweight applications, controllable with micrometric accuracies, without the need to place an extraordinarily large burden on the control system.
Electronic women's grey literature in academic libraries
Authors: Magnuson Marta L.
Published: July 2009

Purpose

The purpose of this paper is to understand how electronic grey literature is being incorporated into Women's Studies collections at academic libraries.

Design/methodology/approach

The electronic grey literature holdings of four American academic libraries at universities with graduate Women's Studies programs were collected and analyzed. This included: databases; digital special collections; web sites; and online course guides that the library had created for Women's Studies courses.

Findings

Women's Studies International and GenderWatch were the two most popular databases, being available at three of the four libraries studied. The most popular web sites were University of Wisconsin – Women's Studies Librarian (www.library.wisc.edu/libraries/WomensStudies/) and WSSLinks: Women and Gender Studies web sites (http://libr.org/wss/wsslinks/index.html). Recommended web sites were overwhelmingly multidisciplinary in nature and covered a variety of topics related to Women's Studies such as business, art, health, music, and philosophy. The digital collections with women's grey literature all dealt with historical topics and were either about a specific group of people or a specific person or place that had a tie to the university where it was housed.

Originality/value

Grey literature is becoming an increasing popular topic in collection development and document preservation. However, there is little research on grey literature created by women. Specific databases and web sites that were found in the collections studied are mentioned so that other libraries may use the information to enhance their own collections.
Digital heritage material preservation in Botswana: problems and prospects
Authors: Kalusopa Trywell , Zulu Saul
Published: July 2009

Purpose

The purpose of this paper is to present the findings of the baseline study on the state of digital heritage material preservation in Botswana.

Design/methodology/approach

The study was part of a three‐country United Nations Educational, Scientific and Cultural Organization (UNESCO) Digital Heritage Preservation Project on the state of digital material preservation in Africa involving Botswana, Ethiopia and South Africa. The study uses the survey method consisting of various components data collection strategies including field work, document research, observations and the holding of a national consultative seminar an additional data input tool. The field study involved visiting 26 institutions that were identified as having the actual or potential of managing heritage materials in the country. Two other categories of institutions that were surveyed included the service providers of digitisation systems in the country.

Findings

Findings revealed weak policy formulation on digitization both at the institutional and national levels; weak legislative framework for digital preservation; ill‐defined national digitisation co‐ordination for digitisation activities at institutional, national and regional levels; lack of awareness about the potential of digital preservation by national heritage institutions; a dearth of human resources for digitization; and lack of common standards on digital heritage materials preservation in Botswana.

Research limitations/implications

Although the study was limited to institutions dealing with digital heritage materials preservation, the outcome of the study sheds more light on the challenges of preservation of digital materials in most of the institutions in Botswana.

Practical implications

The results of this study presents useful strategic policy options for the management and preservation of digital materials in Botswana and other countries of Africa facing a similar environment.

Originality/value

There is a dearth of literature on preservation of digital heritage materials in Africa, and this study provides useful insights that are unique and comparative experiences that exist on this subject.
Art history: a guide to basic research resources
Authors: Chen Ching‐Jung
Published: July 2009

Purpose

The purpose of this paper is to present basic resources and practical strategies for undergraduate art history research.

Design/methodology/approach

The paper is based on the author's experience as both an art librarian and instructor for a core requirement art history course.

Findings

The plan detailed in this paper covers every step of the research process, from exploring the topic to citing the sources. The resources listed, which include subscription databases as well as public web sites, are deliberately limited to a manageable number. Additional topics include defining the scope of inquiry and making appropriate use of internet resources such as Wikipedia.

Originality/value

The paper provides the academic librarian with clear guidance on basic research resources in art history.
Maintenance for historic buildings: a current perspective
Authors: Forster Alan M. , Kayan Brit
Published: July 2009

Purpose

It is well understood that maintenance is critical to the survival and in‐service use of any building. Despite recognition that the best way of protecting and maintaining historic buildings is to undertake a combination of proactive and reactive maintenance, it is rarely adopted or implemented, and when it is undertaken it often results in varying degrees of success. Maintenance theory currently exists, but fails to be realised in practical application and implementation. It is the purpose of this paper to ask why this failure is occurring.

Design/methodology/approach

The paper is composed of a critical review of existing literature, highlighting some of the major issues affecting maintenance implementation. It also reports the early stages of proposed research ongoing at Heriot‐Watt University.

Findings

Despite recognition in the literature of the need to maintain historic buildings, this review suggests that the ways in which maintenance is organised and financed often mitigates against its implementation. In addition, advice to owners of historic buildings could be improved and there is a shortage of skilled operatives.

Originality/value

Unless this situation is improved, much of our culturally significant buildings will be lost to future generations.
Recurring quality issues in the UK private house building industry
Authors: Auchterlounie Tony
Published: July 2009

Purpose

This paper seeks to provide an examination of the UK private house building industry and its record of delivering to customers a quality end product.

Design/methodology/approach

The paper reviews the literature regarding quality and the perception of quality along with the problem of defining quality in relation to new private houses, and also includes the results from both qualitative and quantitative data collection from interviews and questionnaires with new home owners, showing the scope of the problem in the Northwest of England. The literature examines not only the private house building industry, but also other industries and their quality procedures. The paper then goes on to identify and analyse some of the possible reasons for the apparent lack of customer satisfaction with current UK private house builders and their products.

Findings

The industry must either find out for itself what it is that its customers want or take note of the current research. The author is of the opinion that it is not a major task to significantly improve the current customer satisfaction ratings and frequency of defects reported in new houses. The house builders need to establish a set of quality criteria that they can deliver to their customers on a consistent basis, they need to establish a robust management system that ensures that the tradespeople on site are aware of the quality criteria and that the company will accept no deviation from the agreed criteria. This would then ensure that the customer has a set of criteria on which to judge the level of quality delivered in the end product and not be allowed to make subjective assessments on non‐existing criteria. In short, the builder would then only have to work towards delivering one set of criteria instead of multiple criteria depending on the number of customers on each site.

Originality/value

This is currently an area that is under‐researched and thus this is original research.
Toward the sustainable adaptation of existing facilities
Authors: Love Peter , Arthur Bullen Peter
Published: July 2009

Purpose

Much of the existing commercial building stock in Western Australia has the ability to adapt to varying conditions such as climate change, which provides some potential for reusability and sustainability. Current sustainability assessment systems tend to be relevant only for new construction. The purpose of this paper is to examine the use of the National Australian Built Environment Rating System (NABERS) to address this gap by considering the influence of occupant behaviour on performance.

Design/methodology/approach

Feedback provided from 39 stakeholders during a public review of NABERS and a subsequent trial of NABERS on nine office buildings in Sydney and Victoria are examined. The data are obtained from the Department of Environment and Heritage and NSW Department of Energy, Utilities and Sustainability (now the Department of Environment and Climate Change).

Findings

Assessment of the environment performance of existing facilities is needed to improve their energy efficiency. These findings need to be given serious thought when considering an adaptation strategy or the construction of a new facility. From a sustainability perspective, it will almost always be a more viable option to use an adaptive re‐use strategy. The use of adaptation will require clients and designers to re‐examine how their facilities are to be used and require them to embrace whole‐life costing and the use of innovative materials and technologies.

Originality/value

Adaptive re‐use has received limited attention in Australia, as there has been a tendency to demolish or construct new buildings in response to client demands. However, adaptation is proving to be an effective strategy in ensuring a sustainable built environment. This research provides the impetus and foundations for exploring the invaluable role of adaptation and energy efficiency of existing facilities.
Value, satisfaction, loyalty and retention in professional services
Authors: Trasorras Rene , Weinstein Art , Abratt Russell
Published: July 2009

Purpose

The purpose of this paper is to assess customers' perceived value of professional services and how this influences satisfaction, loyalty and ultimately retention.

Design/methodology/approach

A survey is conducted among professional service providers in the Tampa Bay, Florida (USA) Metropolitan Statistical Area, which includes attorneys, financial professionals, physicians, dentists and private investigators.

Findings

There is a highly significant relationship between service and customer retention, quality and customer retention, image and customer retention, price and customer retention, and value and customer retention. There is a significant relationship between value and satisfaction on customer retention; between value and loyalty's effect on customer retention; and among value, satisfaction and loyalty on customer retention.

Research limitations/implications

Statistically, the findings cannot be generalized beyond the scope of this study and the Tampa area. However, this can be tested in further research.

Practical implications

The service, quality, image and price model had a significant correlation to customer retention. The four components of value – service, quality, image and price – are each directly related to customer retention and therefore should be used by service professionals and managers as an important strategy to retain their clients.

Originality/value

Professional services is an under researched area in the value, satisfaction and customer retention area and this study fills this gap.
Modeling strategic management for cause‐related marketing
Authors: Tsai Shu‐Pei
Published: July 2009

Purpose

A number of research findings point to positive motivational attribution about the donor brand as an essential element of cause‐related marketing (CRM) effectiveness. However, there still lacks sophisticated delineation to explicate the antecedents and consequences of positive motivational attribution. The purpose of this paper is to propose and test a strategic management model to address this issue.

Design/methodology/approach

The current study, integrating pertinent theories, develops the conceptual CRM strategic management model. A multi‐phase investigation, alongside statistical technique of structural equation modelling, is used to estimate the causal path relationships among the latent constructs as hypothesised in the model.

Findings

Positive motivational attribution about the donor brand refers to the target consumer's perception that the donor brand is motivated with more altruism than egotism. Only when the consumer's prior experience of the donor brand reaches an acceptable level, such perception becomes possible to emerge. Then, the consumer feels stronger moral pleasure for participating or stronger moral displeasure for not participating in the campaign. Eventually, moral pleasure and moral displeasure exert immediate impact on purchase intention.

Originality/value

The empirically validated CRM strategic management model contributes to brand‐marketing research and practice by providing more strategic clues for maximising CRM effectiveness.
“Both sides now”: aligning external and internal branding for a socially responsible era
Authors: Aydon Simmons John
Published: July 2009

Purpose

The purpose of this paper is to offer a rationale and a method for aligning external and internal brands within an integrated marketing strategy that recognises stakeholder expectations of a more socially responsible approach. It demonstrates the benefits of viewing external and internal brands synergistically in relation to the value propositions offered to stakeholder groups and the beneficial outcomes that can result from this.

Design/methodology/approach

Stakeholder constituencies that can facilitate or constrain marketing effectiveness are identified. The analysis underpins a model that shows links and feedback mechanisms between corporate, external and internal brands; stakeholder evaluation of these; and the implications for stakeholder contribution, loyalty and advocacy.

Findings

The paper demonstrates the significance and application potential of a conceptual framework that analyses the relationship between the brand benefits and values that an organisation espouses, how these are experienced by customers and employees, and the implications for marketing and human resource management. Its conclusions have particular significance for services brands where successful customer‐organisation relations are dependant on staff commitment that is itself predicated on organisation concern for employee well being.

Research limitations/implications

The model provides a framework for further empirical testing of the relationships shown that includes their operation in particular organisation, industry and sector contexts.

Practical implications

The paper presents a business based rationale for the marketing function to recognise greater stakeholder concern – especially that of customers and employees – for ethical marketing and sustainability; and the financial, social and ethical capital benefits that can accrue from responding to this.

Originality/value

The perspective on branding in the paper recognises the stakeholder management implications of the new marketing paradigm by proposing a holistic approach whereby external and internal brands are viewed synergistically within an integrated marketing strategy. The paper responds to calls for a new philosophy of marketing in which integrated brand architecture demonstrates organisation recognition of a more stakeholder accountable and socially responsible era.
Consumer's online purchase cost and firm profits in a dual‐channel competitive market
Authors: Yan Ruiliang , Yeh Robert
Published: July 2009

Purpose

The main purpose of this paper is to provide an analytical conceptual framework to help business marketers to identify the effect of consumer's online purchase cost on a firm's performance in a dual‐channel competitive market.

Design/methodology/approach

A structural model using game theory is developed to search the optimal strategies for both online and traditional channel retailers.

Findings

Our model results show that consumer's online purchase cost consistently has a valuable impact on a firm's profit, and consumer's online purchase cost shows a much more valuable impact on firm's profit when the traditional retail transaction cost and the product web‐fit change. We also find that consumer's online purchase cost has a greater impact on the firm's profit in a Stackelberg competition than in a Bertrand competition.

Research limitations/implications

The present study holds the assumption that all information is known to the online retailers and the traditional retailers. However, information could be incomplete and asymmetric. It is recommended that future research explores the value of consumer's online purchase cost under information asymmetry.

Practical implications

Our paper provides a comprehensive model framework for business managers who currently use or plan to use internet channel to sell their products.

Originality/value

Our research model fills a conceptual and practical gap with a structured analysis of the current state of knowledge about consumer's online purchase cost. The paper provides practical and solid advice and examples demonstrating the application of the different types of optimal marketing strategies for business managers.
Welcome to World 2.0: the new digital ecosystem
Authors: Karakas Fahri
Published: July 2009

Purpose

The purpose of this paper is to introduce and describe World 2.0; the interactive, hyper‐connected, immersive, collaborative online ecosystem.

Design/methodology/approach

The paper reviews paradigm shifts in technology and the internet that transform the world of business and innovation.

Findings

The author proposes five shifts that characterize and describe World 2.0: creativity, connectivity, collaboration, convergence, and community. These shifts define the new global landscape of business, technology, and innovation.

Practical implications

The article provides managers and professionals strategies for innovation in the World 2.0 ecosystem.

Originality/value

The concept of World 2.0 provides managers and professionals a fresh perspective and an integrative vision of the twenty‐first century business and innovation landscape.
Uncertainty cubed
Authors: Marren Patrick
Published: July 2009

Purpose

The purpose of this paper is to discuss the vast variety of economists' opinions out there about the recession, the bailout, the bank rescue plan, and prospects for the future.

Design/methodology/approach

Opinion column.

Findings

This column lays out a wide variety of predictive statements about the economy by economists, in order to show that no matter what sort of strategy you pursue in this economy, you will have a lot of award‐winning economists throwing rocks at you (and some supporting you). So you need to use a framework for decision making that takes all plausible possibilities into account.

Originality/value

A cross‐section of mutually exclusive economic opinion, showing how profound uncertainty truly is, and how people can actually learn to use it to their advantage.
The value of a dollar
Authors: Jackson Stuart E.
Published: July 2009

Purpose

Most business executives understand the importance of offering good value for money to their customers. But sometimes they do not put enough thought into how customers perceive value. This is particularly true in today's recessionary environment. Executives need to communicate clearly how and why their offerings are good value for customers. In doing so, they can help customers overcome resistance to discretionary spending and improve perceptions of value versus alternatives.

Design/methodology/approach

In this article, Jackson considers a number of case examples of businesses that have improved their price‐value perceptions by adjusting their product offerings in subtle ways that help communicate value. Examples industries cited in the article include food service, retailing and the auto industry. The author then draws lessons that can be applied broadly across any business considering strategies to communicate the value of their offering.

Findings

Companies should proactively communicate the value of their products or services, particularly during recessionary periods when customers are more wary of discretionary spending. This involves developing innovative programs change how the purchase occasion is perceived, providing rational arguments for why the purchase makes sense and addressing customer concerns. The companies that do the best job of communicating the value of their offering will be rewarded by retaining customers during downturns and will reap the benefits of even higher spending when the economy recovers.

Originality/value

Business managers have always recognized how price and value are critical considerations in purchasing behavior. This article extends that thinking to reinforce how small changes in how a product is configured or positioned to consumers can lead to big differences in value perception. Executives who recognize this can manage effectively through recessionary periods and help build long‐term shareholder value.
The sales function in the twenty‐first century: where are we and where do we go from here?
Authors: Geiger Susi , Guenzi Paolo
Published: July 2009

Purpose

This article aims to position current sales research in relation to what academics perceive as important future research areas for sales theory and practice. It makes the argument that after a 20‐year period of rapid growth and almost a decade of a transition phase, sales research is now a mature area of academic inquiry. The paper seeks to highlights gaps in current knowledge and promising avenues for future sales research endeavours.

Design/methodology/approach

The article is based on a survey of European sales academics; answers are mapped in matrices demonstrating fields of importance against research volume per subject over the past 20 years.

Findings

While sales research has made many theoretical and managerial inroads, there are still areas where research efforts would greatly enhance both practitioner and academic knowledge.

Research limitations/implications

Researchers should focus their efforts on the highlighted areas, taking particular account of the interplay between sales and finance/accounting. This would allow researchers to address such issues as budgeting and forecasting more systematically than had been done heretofore.

Originality/value

The article combines perceptual data with Williams and Plouffe's meta‐analysis of published sales research to deliver a comprehensive and actionable picture of the state of sales research.
Sales manager and sales team determinants of salesperson ethical behaviour
Authors: Cadogan John W. , Lee Nick , Tarkiainen Anssi , Sundqvist Sanna
Published: July 2009

Purpose

The purpose of this paper is to develop and test a model of the role managers and peers play in shaping salespeople's ethical behaviour. The model specifies that sales manager personal moral philosophies, whether sales managers themselves are rewarded according to the outcomes or behaviours of their salespeople, sales team job security, intra‐team cooperation, and sales team tactical performance all influence sales team ethical standards. In turn, ethical standards influence the probability that sales team members will behave (un)ethically when faced with ethical dilemmas.

Design/methodology/approach

The model is tested on a sample of 154 Finnish sales managers. Data were collected via mail survey. Analysis was undertaken using structural equation modelling.

Findings

Ethical standards appear to be shaped by several factors; behaviour‐based management controls increase ethical standards, relativist managers tend to manage less ethically‐minded sales teams, job insecurity impedes the development of ethical standards, and sales teams' cooperation activity increases ethical standards. Sales teams are less likely to engage in unethical behaviour when the teams have strong ethical standards.

Research limitations/implications

Cross‐sectional data limits generalisability; single country data may limit the ability to generalise to different sales environments; additional measure development is needed; identification of additional antecedent factors would be beneficial.

Practical implications

Sales managers should consciously develop high ethical standards in sales teams if they wish to reduce unethical behaviour. Ethical standards can be improved if sales managers change their own outward behaviour (exhibit a less relativistic ethical philosophy), foster cooperation amongst salespeople, and develop perceptions of job security. How sales managers are rewarded may shape how they approach the management of ethical behaviour in their sales teams.

Originality/value

This paper appears to be the first to simultaneously examine both sales manager‐specific and sales team‐specific antecedents to sales team ethical standards and behaviours. As such, it provides an important base for research in this critical area.
The effects of coaching on salespeople's attitudes and behaviors
Authors: Onyemah Vincent
Published: July 2009

Purpose

This paper's aim is to provide an empirical test of the assumption that coaching impacts salespeople's attitudes and behaviors under various contingencies.

Design/methodology/approach

The paper uses the survey responses of 2,532 salespeople and regression analyses.

Findings

Salesperson‐organization value fit reduces the likelihood that coaching will engender more affective commitment to the organization, improve satisfaction with job and supervisor and lower perceived role ambiguity. The number of years of formal education reduces the impact of coaching on affective commitment, satisfaction with job and supervisor. Salespeople's confidence in their company's product superiority over competitors' brands also reduces the effectiveness of coaching. Salesperson's organizational tenure has no impact on the effectiveness of coaching. Finally, the age of a salesperson dampens the positive relationship between coaching and affective commitment and job satisfaction but accentuates the negative relationship between coaching and perceived role ambiguity.

Research limitations/implications

Analyses relied on cross‐sectional data. Thus the findings are only suggestive and causal relationships cannot be claimed. Also, the empirical setting limits the generalizability of findings to other professions.

Practical implications

Increasing the amount of coaching can engender positive attitudes and behaviors in salespeople. More coaching time should be devoted to younger salespeople, salespeople with lower confidence in the superiority of company's products over competitors' brands, salespeople with fewer years of formal education, and salespeople whose values fit the least with that of the organization.

Originality/value

The paper provides an empirical test of how, under different situations, coaching influences salespeople's attitudes and behaviors.
An exploratory study of sales‐marketing integrative devices
Authors: Dewsnap Belinda , Jobber David
Published: July 2009

Purpose

The study explores structural devices designed to enhance collaboration between sales and marketing groups. The paper aims to develop a conceptual framework of how such integrative devices link to higher levels of sales‐marketing collaboration and also to higher levels of business performance.

Design/methodology/approach

A total of 20 in‐depth interviews and a review of the literature are used to examine the nature and effects of sales‐marketing integrative devices in UK consumer packaged goods firms.

Findings

The study identifies two main types of integrative device in operation: trade marketing and category management. The exploratory interviews highlight how these two types of integrative device operate, respectively, at operational and strategic levels. All of the organisations were found to operate some kind of integrative device. However, the organisations studied manifest different levels of collaboration between sales and marketing groups. The conclusion drawn from this and subsequently included in the conceptual framework is that it is the effectiveness of integrative devices, rather than their mere existence, that differentiates between higher and lower levels of sales‐marketing collaboration.

Practical implications

The effectiveness of sales‐marketing integrative devices appears to have positive effects for collaborative sales‐marketing intergroup relations. The results therefore support the development and effective use of such devices to enhance collaborative relations between sales and marketing.

Originality/value

This study reveals the importance and dimensions of effective sales‐marketing integrative devices and uses in‐depth interviews to support the development of a conceptual framework for future empirical testing. Specific hypotheses to test are developed, together with suggestions regarding the measurement of constructs.
From products to solutions: the role of salesperson opportunity recognition
Authors: Leff Bonney F. , Williams Brian C.
Published: July 2009

Purpose

This paper seeks to define a new construct, salesperson opportunity recognition, which contributes to solutions selling effectiveness and efficiency.

Design/methodology/approach

A framework for the composition of salesperson opportunity recognition as well as antecedents and outcomes is constructed from an analysis and synthesis of the extant literature on entrepreneurial cognition and creativity.

Findings

The paper identifies salesperson opportunity recognition as a distinct, multi‐dimensional construct that mediates the relationship between key organizational variables and solutions selling outcomes.

Research limitations/implications

The paper is conceptual and requires empirical development.

Originality/value

This paper describes key cognitive processes necessary for salespeople to succeed in today's solutions‐oriented, customer‐centric environment. The discussion should help sales scholars embark on new research into salesperson cognition.