bluuebunny/crossref_metadata_2025 huggingface dataset:
Information overload in marketing management
Authors: Meyer Jörn‐Axel
Published: July 2002

Developments in information and communication technology have facilitated the generation of management information considerably. Thus, managers are confronted increasingly with an information flood which provides more information than managers are able to process. This results in an information overload, which, while being advantageous, also carries considerable problems for both consumers and manager. This paper presents the scientific controversy surrounding the information overload problem, its behavioural background and the implications made. The studies presented in the review are mainly experiments. A complementary non‐experimental study by the author using a questionnaire to measure the subjectively perceived information overload of managers in various managerial fields is presented in the second part of this paper. The hypothesis, that the subjectively perceived information overload is positively related to the disposable information volume, was confirmed.
Belief formation in ethical consumer groups: an exploratory study
Authors: Shaw Deirdre , Clarke Ian
Published: July 2002

Belief formation is a neglected part of research in consumer behaviour and a potentially valuable area of study for helping to clarify the conditions under which they relate to actual patterns of behaviour. Outlines the results of qualitative research undertaken as part of a major study of readers of the UK Ethical Consumer magazine, which used focus groups to explore issues of major concern to ethical consumers – such as fair trade – and an elicitation questionnaire with a broader sample to ascertain the nature of factors influencing their beliefs on this subject.
The personalised marketplace: beyond the 4Ps
Authors: Goldsmith Ronald E.
Published: July 2002

Theories of marketing management and strategy need to evolve and change to keep pace with changes in the marketplace and in marketing practice. As the next century draws closer, it is apparent that some marketing managers are basing their relationships with customers on policies and procedures called either “individualisation”, “mass‐customisation”, or as we prefer, “personalisation”. The core of this practice involves tailoring goods and services to the individual needs and wants of specific consumers, just the opposite of one‐size‐fits‐all. We propose that personalisation is so important to marketing strategy that it should become one of the featured elements of the marketing mix, alongside product, price, promotion, place, personnel, physical assets, and procedures, to form a new marketing mix, the 8Ps.
The three “Is” of effective marketing of technical innovation: a framework for implementation
Authors: Czuchry Andrew J. , Yasin Mahmoud M.
Published: July 2002

Addresses the issue dealing with marketing technical innovations. A practical conceptual framework which offers a systematic approach to overcoming barriers related to the marketing of technical innovations is presented. The framework is currently being field tested in several organizations and comprises three parts. The first part (integration) addresses the open system organizational structure necessary to facilitate the successful marketing of technical innovation. The second part (investigation) addresses the formulation of systematic marketing efforts and strategies targeted at the the different entities in the customer’s organization. The third part (implementation) outlines a practical implementation approach.
Enterprise resource planning: business needs and technologies
Authors: Subba Rao Siriginidi
Published: July 2002

Presents briefly ERP as a software solution integrating various functional spheres in an organization. Highlights its role in building a customer process, ERP technologies, available systems, viz. database systems, communication protocols and user interface framework. Details organizational preparedness for embarking and evaluating the investment on ERP. Discusses its application, selection criteria for small and medium organizations and a case study in Indian context. Concludes that ERP is the tool for an integrated information system to stay competitive and customer‐oriented for all organizations.
Just‐in‐time is not just for manufacturing: a service perspective
Authors: Canel Cem , Rosen Drew , Anderson Elizabeth A.
Published: July 2002

Confronting the challenges of global competition, companies are focusing more on the needs of customers to improve product quality and customer service. The manufacturing sector has long been aware of the need to reduce waste as a means to reduce costs and improve product quality. Just‐in‐time (JIT), the formalized process of waste reduction, has achieved a strong foothold in the manufacturing sector. The service sector, however, has not been as quick to recognize the benefits of JIT. Services are much like manufacturing in that both employ processes that add value to the basic inputs used to create the end product. JIT focuses on the process, not the product. It can, therefore, be applied to any process within manufacturing or service operations. This paper provides a framework for applying JIT to processes in the service sector, with the goal of investigating how JIT principles can be implemented in services.
A synthetic study of sourcing strategies
Authors: Zhaohui Zeng Amy
Published: July 2002

As more evidence indicates that a corporation is very much defined by its purchases and benefited by its close partnership with the suppliers, the sourcing decision becomes increasingly important in the firm’s growth and profit. This paper synthesizes the available sourcing alternatives into four categories, namely multiple sourcing, single sourcing, single/dual hybrid or network sourcing, and global sourcing, and provides a comprehensive review of these purchasing methods based on extensive literature. Besides the discussion of the pros and cons, the paper focuses on the underlying factors that determine the preference and suitability of each sourcing option. In addition, with the note that numerous companies are switching to do business on a global basis, we attempt to use China as an example to examine global sourcing from the standpoints of both buyer and supplier.
A review of data mining techniques
Authors: Jun Lee Sang , Siau Keng
Published: July 2002

Terabytes of data are generated everyday in many organizations. To extract hidden predictive information from large volumes of data, data mining (DM) techniques are needed. Organizations are starting to realize the importance of data mining in their strategic planning and successful application of DM techniques can be an enormous payoff for the organizations. This paper discusses the requirements and challenges of DM, and describes major DM techniques such as statistics, artificial intelligence, decision tree approach, genetic algorithm, and visualization.
Time compression in the supply chain
Authors: Beesley Adrian
Published: July 2002

Claims that time compression is a powerful source of competitive advantage that remains relatively underutilized in UK busineses. Details the research undertaken by the Warwick Manufacturing Group’s time compression programme (TCP) on the applications of time‐based approaches with a number of partner companies. Explores the nature of time compression in relation to the fundamental principles of the supply chain and the concept of “design for logistics”. The implication is that the complexity of these two areas of related scope can be clarified using a time‐based approach so that required management actions can be clearly identified. Highlights a new tool, time‐based process mapping, which forms part of the TCP’s standard approach to time compression, as a practical way of establishing the time‐based opportunities that exist in the business process.
The impact of TQM in UK SMEs
Authors: Parkin M.A. , Parkin R.
Published: July 2002

Notes that while implementation of total quality management (TQM) in large organizations has been widely documented, it has received far less attention in relation to small and medium‐sized enterprises (SMEs), in which most of the UK labour force is employed. Reports the results of an investigation into SME management attitudes towards TQM in the East Midlands region of the UK. Compares them with UK‐based Japanese‐owned companies and discovers that the UK‐owned SMEs are better at implementing TQM. Concludes that there is room for improvement in all companies in the translation of management philosophy into employee action.
Decision support system: use IT or skip IT
Authors: Raggad Bel G.
Published: July 2002

Using a decision support system (DSS) delays the decision‐making process and commits the user to the cost of invoking the system. The existing configurations of decision support systems do not guarantee the profitability of the DSS. If the DSS generates messages that the decision maker can anticipate, then the cost and waiting time as a result of invoking the DSS will not be justified. Proposes a decision support system equipped with a knowledge‐based model that tells the decision maker, prior to invoking the DSS, whether or not it is profitable to invoke the DSS; if invoking the DSS is not profitable, then the decision maker will have to base the decision on pure managerial subjective judgement. Uses a numerical example to illustrate the work of the proposed DSS.
A stage‐wise application of total quality management through the product life cycle
Authors: Parzinger Monica
Published: July 2002

Total quality management (TQM) is not a panacea for quality ills and not all attempts to employ it succeed. Reviews the TQM literature and suggests that a key to successful TQM application may hinge on matching the critical implementation factors to the stage of the product life cycle.
Multimedia training systems
Authors: Hobbs D.J. , Moore D.J.
Published: July 2002

Argues for the importance of applying strategic considerations to the utilization of multimedia technologies, with particular reference to their use as training aids. Provides a practical illustration and reinforcement of the principle that a strong strategic base is essential within the development of information systems. Presents a case for the value of multimedia technologies, then argues that a strategic approach is needed if the potential offered by multimedia training is to be realized. Finally, proposes specific guidelines regarding the formulation of such a strategy.
Marketing decision support systems
Authors: Cassie Claire
Published: July 2002

Discusses the application of decision support systems (DSS) to assist in solving marketing decisions. As the marketing environment becomes more competitive the pressure to gain the “edge” over your competitors becomes more intense. Marketing decision support systems (MDSS) are valuable tools to assist in making marketing decisions to do just that! MDSS can be used to support, rather than replace, decision makers in the complex, semi or unstructured situations which are common in marketing problems. They incorporate the personal judgement and experience of the user to improve the effectiveness, rather than the efficiency of decision making. This means that managers will have more “quality” time to spend on analysis and planning for the future, rather than merely reflecting on the past. Discusses different types of DSS within an environment where there are discrepancies over definition, jargon and suppliers’ claims.
The journey toward agility
Authors: Vokurka Robert J. , Fliedner Gene
Published: July 2002

Historically, US firms have increased production volumes to gain economies of scale and operating efficiencies. Quality, dependability, and flexibility have more recently become competitive weapons. In today’s dynamic, global marketplace, some have suggested that the next competitive dimension will be agility. Current research suggests cumulative and lasting improvements of strategic capabilities can be achieved if they are developed in a specific sequence. This paper reviews the historical competitive environment and changes in strategic responses; reviews relevant research on competitive capabilities and suggested trade‐offs in these capabilities; and offers a model which suggests how firms may build cumulative and lasting improvements in strategic competitive capabilities including agility.
Enhancing developing country industrial competitiveness through appropriate computer application ‐ a case study
Authors: Goonatilake Lalith , Jayawardene Priyantha , Munasinghe Lalith
Published: July 2002

A recent United Nations Industrial Development Organisation executed pilot project in Sri Lanka aimed at providing restructuring assistance to ten manufacturing enterprises, looked at the application of computers for management functions and analysed the constraints limiting the use of the computer potential for improving enterprise competitiveness. This paper reports on the key observations and recommendations arising from this pilot project. It was found that though all the enterprises had access to computers, the utilisation was mainly for payroll, accounting and word‐processing tasks. Surprisingly the restructuring recommendations to improve enterprise competitiveness were based on a strategy of improving operations management and generating up‐to‐date management information and financial forecasts, areas that were not computerised. The paper analyses the findings from the ten pilot enterprises and recommends ways of enhancing the utilisation of the potential of microcomputers for improving the competitiveness of enterprises. The problems identified here in a developing country with a high literacy rate and high per capita utilisation of PCs, would be useful to other developing countries, facing the competitive threats arising from globalisation
A framework for selecting business process modeling methods
Authors: Luo Wenhong , Alex Tung Y.
Published: July 2002

The techniques for representing and analyzing business processes are referred to as business process modeling. Many business process modeling methods and their associated tools have been used to capture the characteristics of business processes. However, most methods view business processes from different perspectives and have different features and capabilities. Thus, an important research question is how process designers should select appropriate modeling methods for their BPR initiatives. In this paper, we propose a framework for selecting business process modeling methods based on modeling objectives. This framework can serve as the basis for evaluating modeling methods and generating selection procedures. A general selection procedure is also described. We use an expense claim process as an example to illustrate the application of the selection procedure.
What Tenants Want and What They Will Not Compromise on When Looking for
New Premises
Authors: Abel John
Published: July 2002

Explains the factors, and their relative importance, which influence
companies when considering relocation. Based on research recently
undertaken into this subject. The main criteria in the choice of
premises were location, a prestigious building, good car parking,
flexible space at the right price and a comfortable and secure working
environment. Developers should also work with tenants concerning their
particular specifications and requirements. Making the right choice can
result in improved employee productivity, together with savings in
energy and maintenance costs. Capital & Counties has attracted new
tenants by building environmentally sensitive and aesthetically‐pleasing
premises. In conclusion, argues that if developers plan new offices
carefully, with the emphasis on tenant care, this should ensure both
economic and environmental benefits
Environmental Code of Practice
Authors: Halliday Sandy
Published: July 2002

Based on an evening workshop held under the auspices of the Construction
Industry Environmental Forum on Tuesday, 27 April 1993, describes the
development of an Environmental Code of Practice for Buildings and their
Services.
Conservation and the Chinatown pilot project in Singapore
Authors: Sui Pheng Low , Wong Serena S.Y.
Published: July 2002

Following the implementation of conservation programmes in Singapore’s built environment over the last two decades, much attention was paid to the concept plans and rationale behind these programmes. There were few studies which examine the managerial and technological issues associated with conservation projects. Most conservation projects in Singapore relate to the restoration of two‐ and three‐storey pre‐war shophouses in densely populated areas. Using the Chinatown pilot project as a case study, highlights the complex operations involved as well as the management approach adopted to overcome some of the difficulties encountered in the project. Suggests that conservation is demanding and requires close co‐operation between members of the building team.
Solving the ideal tenant mix puzzle for a proposed shopping centre: a practical research methodology
Authors: de W. Bruwer Johan
Published: July 2002

Tenants generate the income for a shopping centre and the value of this type of retail property to the property owner or landlord thus depends on the forecast of consumer demand for the products or services sold by tenants. Through balanced tenancy, the stores in a planned shopping centre complement each other in the quality and variety of their product offerings, and the kind and number of stores are linked to the overall needs of the surrounding population in the centre’s catchment areas. Whereas there is frequent reference in retailing literature to the importance of tenant mix for shopping centres, published research about the so‐called “ideal” tenant mix is almost non‐existent. Aims to rectify this situation partially and suggests a practical research method using a consumer preference weighting methodology based on three parameters, namely tenant category preference, tenant category ranking preference, and tenant shopping likelihood, consolidated into a single composite tenant choice index. The emphasis is on describing the logic of the research methodology, using a real‐life example of a planned‐to‐be‐erected shopping centre in South Africa, but due regard is given throughout to the relevant theoretical underpinnings in order to also contribute to this aspect of the young science.
Researching and developing virtual Scotland – a perspective from the Centre for Digital Library Research
Authors: Nicholson Dennis
Published: July 2002

Scotland, with its Parliament recently re‐established after 300 years, is likely to see the development of a networked service to make electronic information, learning and research materials readily available to all of its citizens as a key aim in the early part of the twenty‐first century. The newly‐created Centre for Digital Library Research (http://bubl.ac.uk/cdlr) at Strathclyde University (http://www.strath.ac.uk/) in Glasgow aims to be a significant player in the process of making the vision a reality, whilst also contributing to international research efforts in the area. Bringing the networked service of the future into being requires collaborative research and development effort in a range of areas – from identifying and documenting current problems and establishing future requirements, to work on major elements of the problem such as user needs and user interfaces, collaborative collection development, content creation and maintenance, interoperability problems, navigation and integration issues, access control, metadata, and standards and policy frameworks. The Centre is already working with stakeholder institutions, organisations and individuals across the country on a number of relevant projects and initiatives that will contribute to understanding and develop expertise in these areas. Many of them have a practical focus that will help to partially implement the kind of environment envisaged. Examples are GDL (the Glasgow Digital Library project ), CVU (Clyde Virtual University project) (http://cvu.strath.ac. uk/), CAIRNS (Co‐operative Academic Information Retrieval Network for Scotland) (http://cairns.lib.gla.ac.uk/), SCONE (Scottish Collections Network Extension project) and DIO (Digital Information Office project).
Whom do employers actually hire? The educating systems librarian research project report 2
Authors: Xu Hong , Chen Hsin‐liang
Published: July 2002

This follow‐up report of 133 job advertisements for systems librarians in American Libraries during 1996‐1997 compares the results of a content analysis of job advertisements and a survey of employers and newly hired systems librarians. The report shows that, although a majority of employers are satisfied with their newly hired systems librarians, they indeed have higher expectations for the positions in terms of qualifications and responsibilities. There is a great gap between job advertisements and reality in regard to systems librarians’ education requirements, work experience, job responsibilities, and areas of knowledge and skills. The types of libraries, to a certain extent, influence systems librarians’ actual qualifications and job responsibilities.
Reference anytime anywhere: towards virtual reference services at Penn State
Authors: Moyo Lesley M.
Published: July 2002

Discusses how technological developments in libraries have led to the emergence of new service paradigms. Reference services are receiving prime attention as librarians strategically position themselves to serve users who are entering the library both through the physical gateway and the electronic gateway. Recent trends in electronic libraries, with particular reference to academic libraries, point to the need to provide value‐added library services to support virtual communities in their access to, and use of the exploding body of electronic sources. Also discusses the dynamic nature of reference services in the context of rapidly changing technologies and heightened user expectations and explores the issues associated with planning virtual reference services in an academic environment. Outlines the service rationale, software and technology considerations taken by the Pennsylvania State University in planning towards on‐line, real‐time reference services and provides an overview of the planned pilot project. Includes a list of links to Web sites with useful resources as well as links to sites of some projects on virtual reference services.
Interlending and document supply: a review of recent literature ‐ XXXI
Authors: Gould Sara
Published: July 2002

A review of current literature in the fields of interlending and document supply. Covers the various stages which are passed through in ILL: for example, accessing citations, transferring orders, receiving material. Also covers ILL standards, access versus holdings and national resource sharing.
Two‐phase finite element procedures for dynamic analysis of saturated porous media
Authors: Kim Sun‐Hoon , Kim Kwang‐Jin
Published: July 2002

A three‐dimensional dynamic analysis program for saturated porous‐rocks and soils (MPDAP‐3D) is developed in this study. The theoretical formulations incorporated in the proposed computer program are the extension of Biot’s two‐phase theory to non‐linear region. The generalized Hoek and Brown model is used to represent the skeleton constitutive relation. A three‐dimensional elasto‐plastic matrix for the generalized Hoek and Brown model is derived by extending two‐dimensional formulation. Numerical study for typical verification problems is carried out to show the validation of the computational algorithms of the computer program.
Natural convection flow from a vertical permeable flat plate with variable surface temperature and species concentration
Authors: Hussain S. , Hossain M.A. , Wilson M.
Published: July 2002

Concerns the laminar flows from a permeable heated surface which arise in fluids due to the interaction of the force of gravity and density differences caused by the simultaneous diffusion of thermal energy and of chemical species. Species concentration levels in air are assumed to be small in many processes in the atmosphere. Under the usual Boussinesque approximations, a set of non‐similar equations for combined buoyancy effects and the permeability of the surface are obtained. The resulting equations have been integrated by four distinct methods: perturbation method for small transpiration rate; asymptotic solutions for large transpiration rate; Keller‐box methods; and local non‐similarity method for any transpiration rate. Effects of various practical values of the Schmidt number, of the multiple buoyancy parameter and that of the transpiration rate of fluid through the surface on the local skin‐friction, the local Nusselt number and the local Sherwood number are shown graphically as well as in tabular form.
Study of neural network techniques for computer integrated manufacturing
Authors: Yue Yong , Ding Lian , Ahmet Kemal , Painter John , Walters Mick
Published: July 2002

Computer aided process planning (CAPP) is an effective way to integrate computer aided design and manufacturing (CAD/CAM). There are two key issues with the integration: design input in a feature‐based model and acquisition and representation of process knowledge especially empirical knowledge. This paper presents a state of the art review of research in computer integrated manufacturing using neural network techniques. Neural network‐based methods can eliminate some drawbacks of the conventional approaches, and therefore have attracted research attention particularly in recent years. The four main issues related to the neural network‐based techniques, namely the topology of the neural network, input representation, the training method and the output format are discussed with the current systems. The outcomes of research using neural network techniques are studied, and the limitations and future work are outlined.
Numerical simulation of turbulent flow and heat transfer in multi‐channel, narrow‐gap fuel element
Authors: Jun Huang , Wang Q.W. , Tao W.Q.
Published: July 2002

A computational study of convective heat transfer for turbulent flows in multi‐channel, narrow‐gap fuel element has been carried out, using a general marching procedure. The fluid distribution adjustment among seven annular‐sector channels is based on the assumption of the same pressure drop in these passages. It was found that the inlet velocities of the bilateral channels are lower than those of the middles, and the axial local heat transfer coefficients for the seven channels do not approach the fully developed constant value. At each cross section, the periphery temperature distribution is not uniform, while the local temperature distribution along axial coordinate is of sinuous type with the peak at x=0.7–0.8 m. At the same Reynolds number, the averaged Nusselt numbers of water in Channel 1 and Channel 7 are higher than those in the middles. The maximum surface temperature increases almost linearly with the inlet water temperature, whereas it decreases almost asymptotically with the inlet average velocity.
Integrating country of origin into global marketing strategy
Authors: Clarke Irvine , Owens Margaret , Ford John B.
Published: July 2002

Country‐of‐origin research has frequently found country markings to affect consumer product evaluations, providing country‐of‐origin markings a unique opportunity to become an evermore important element in the global strategic mix. However, marketing literature has been delinquent in providing international strategists meaningful aids for obtaining wanted “made in” designations. Therefore, this study provides an examination of the four major legal tests (name, character and use; essence; value added; and article of commerce) which constitute the US marking statutes. Explanations of the tests, with practical examples, are provided to enhance marketing practitioners’ abilities for integrating country‐of‐origin markings into overall global strategic design.
The retail internationalisation process
Authors: Alexander Nicholas , Myers Hayley
Published: July 2002

Considers the development of international retail thought and the need for an integrated conceptual approach to the process of retail internationalisation. The paper considers the development of international retail thought within the context of international retail activity and subject development and suggests the intellectual influences on the development of retail thought have, at times, constrained the development of a better understanding of the internationalisation process. Having established the parameters of debate, the paper considers the search for a synthesised approach to the understanding of the internationalisation process and integration of retail international theory within broader economic and international business frameworks. In the context of this theoretical material, the paper presents a framework within which international activity may be considered.
Simultaneous determination of entry timing and involvement level
Authors: Sivakumar K.
Published: July 2002

The globalization of markets and businesses has meant that many companies now consider the world as a potential marketplace. In this changing environment, two crucial decisions taken by companies are time of entry (e.g. whether to enter early or late) and level of involvement (e.g. whether to adopt low involvement modes such as exports or high involvement modes such as sole venture). Although existing research has examined these issues and underscored the importance of these two decisions in isolated descriptive research, none has developed an integrated mathematical modeling framework for handling these two decisions simultaneously. To alleviate this important gap in the literature, develops a mathematical model for considering these decisions in a simultaneous framework. The results of the model are illustrated by means of numerical simulations. Managerial implications of the model and future research directions are delineated.
Activating the marketing concept in a global context
Authors: Nakata Cheryl
Published: July 2002

There is limited understanding of how businesses, particularly in a global context, activate the marketing concept in order to become market‐driven. A study was conducted to delineate the activation process in an international setting, and some of the facilitating and impeding factors. In‐depth interviews were conducted with executives of 22 subsidiaries of a multinational firm. Activation appeared to consist of interpreting, adopting and implementing the marketing concept. Implementation is itself a sequence of market intelligence activities. Greater adoption and implementation, as well as higher quality intelligence work, are tied to stronger organizational performance. Facilitators (e.g. top management commitment) and inhibitors (e.g. over‐emphasis on profits) were identified. Other dimensions also surfaced including the slow, top‐down path of adoption, national culture, and market competitiveness. Recommendations were made on enhancing activation success.
Exploring channel internalization among Spanish exporters
Authors: Rialp Alex , Axinn Catherine , Thach Sharon
Published: July 2002

The internalizing of export operations inside the firm is examined with data from 2,264 Spanish exporters. An interpretive framework for understanding the channel integration decision is designed and tested. Results confirm that a higher proportion of firms decide to externalize their export marketing activities in the marketplace versus keeping them inside the firm. Additionally, some hypotheses related to the selection of the optimal level of channel integration in the international arena are also empirically tested. The results also suggest some potentially fruitful areas for future research.
The use of multiple export channels by small knowledge‐intensive firms
Authors: McNaughton Rod B.
Published: July 2002

A transaction cost analysis model of the situations in which small knowledge‐intensive firms use multiple distribution channels to serve a foreign market is developed. The central argument is that integrated modes are generally preferred, as they facilitate protection of knowledge‐based assets and the provision of high levels of customer service and support. However, it is hypothesised that either plural or hybrid selling may be used, if assets can be protected in other ways, as a response to environmental diversity, when sales volumes are sufficient to support multiple channels, and in relatively mature markets, where sales growth has started to plateau. Data gathered from Canadian software developers generally support these propositions. The results help the managers of knowledge‐intensive firms to identify some of the circumstances in which multiple export channels might be deployed to enhance sales performance in a foreign market.
Assimilation effects in country image research
Authors: Parameswaran Ravi , Mohan Pisharodi R.
Published: July 2002

The effects of acculturation and assimilation are significant parts of consumer research. However, a void exists in cross‐cultural research with a near‐absence of assimilation studies involving country‐of‐origin (CO) images. The current study fills this void by examining the extent of assimilation of host country CO stereotypes. CO stereotypes are examined for immigrants, first generation and more rooted citizens. The results of confirmatory factor analysis of CO perceptions regarding two different products from two different source countries endorse the potential value of assimilation/acculturation as a segmentation dimension. Our findings also indicate that the assimilation process is more gradual than can be expected based on the melting‐pot theory.
Accounting and Marketing Rationale The Juxtaposition within Brands
Authors: Oldroyd David
Published: July 2002

There is a paradox within some market economies that accounting appears
to enjoy superior power and status to marketing. This is significant
because of the close working relationship between the two professions,
and can be linked to accounting′s key role in market regulation. Brands
allow us to consider this in a single issue, by juxtaposing the
accounting and marketing rationale applied, with illustrations from
practice. A fundamental difference of focus is observed in their
attitudes to the uncertainties of brands. Marketing regards them as
intrinsically valuable strategic devices which reduce the risks of
products failing. Accounting sees them as intrinsically misleading,
because they increase the risks of reporting unreliable information.
Unlike marketing, therefore, financial accounting can ignore the
perceived economic benefits of brands on the grounds of uncertainty, and
by so doing preserves its own reputation for integrity. Inevitably the
claims of accounting will prevail because it controls financial
reporting.
Pilot Study Research Note
Authors: Enderwick Peter , Akoorie Michele
Published: July 2002

A sample of “successful” (defined as those winning a major export in the
previous three years) and less successful New Zealand companies were
compared in terms of their use of foreign language specialists. Presents
the results, which provided support for the expectation of a positive
relationship between export success and the deployment of such skills.
“Successful” companies were found to employ more foreign language
specialists, to employ specialists with a broader range of foreign
language skills and to expect higher levels of language proficiency.
Foreign language specialists were also more likely to be employed within
the marketing function and to assist the use of direct selling modes.
These findings have important implications for the training of foreign
language specialists. Language training needs to be coupled with sound
knowledge of at least one major functional area of management. For New
Zealand language specialists employability is considerably enhanced with
marketing expertise and some overseas experience.
Factors Influencing International Channel Choice of Small Business
Exporters
Authors: Ramaseshan B. , Patton Mark A.
Published: July 2002

Given the paucity of studies investigating international channel choice
among small business exporters, examines the influence of selected
variables on international channel choice decisions of small business
exporters in one specific industry. Results of the analysis using the
logistic multiple regression procedure show that three factors
significantly distinguish small business exporters using independent
channels from those using integrated channels. These factors are: first,
company′s exports as a percentage of the total sales volume, second,
international family heritage of the major export decision makers in the
company, and third, importance of service requirements. The results
indicate that firms with higher exports (as a percentage of the total
sales volume) and stronger international family heritage tend to use
independent channels, while firms with products for which the importance
of service requirements is considered to be high tend to use integrated
channels. Discusses the implications for the management of small
business exports.
Cross‐cultural Business Gift Giving
Authors: Arunthanes Wiboon , Tansuhaj Patriya , Lemak David J.
Published: July 2002

Offers a parsimonious conceptual framework to provide a more systematic
assessment of cross‐cultural business gift practices. Uses the high and
low context classification of cultures to compare gift giving and to
provide factors explaining possible differences. Then offers research
propositions to guide future research and to assist international
business managers when making gift‐giving decisions. Also provides a
manager′s checklist to guide cross‐cultural gift‐giving decisions.
Review of a 40‐year debate in international advertising
Authors: Agrawal Madhu
Published: July 2002

International advertisers up to now continue to be confronted with
the question of whether to standardize or adapt their commercial
messages. This debate over the standardization versus adaptation issue
has involved both advertising practitioners and academicians interested
in transnational advertising issues for at least the past four decades.
There are three schools of thought regarding international advertising:
standardization, adaptation, and the contingency perspective. Aims to
review and contrast the perspectives of practitioners (ad agencies as
well as clients) and academicians to this problem over the past 40
years. Observes interesting differences over this time frame, both
within each of the two groups and between them. Finds practitioners to
have alternated between the adaptation and standardization approaches
over the four decades with a trend towards standardization, while
academicians have mostly advocated the adaptation approach over the 40
years examined.
Moral conflicts among Norwegian advertising professionals
Authors: Brinkmann Johannes
Published: July 2002

Presents a pilot study on the frequency and seriousness of role
conflict among 152 advertising professionals carried out in autumn 1993
in Norway. Other questions dealt with our reactions to such conflicts,
and what the respondents would expect from a “beaware code”
as an aid to conflict solution. Conflicts related to professional
quality standards, personal ethics, environment, clients and consumers
were reported as most frequent and most serious. Almost half of the
respondents claimed they would speak up in such cases. About one‐third
of the respondents said they would probably ask their peers; one‐third
said they would ask more experienced colleagues or superiors, whereas
one‐quarter would seek advice from their private network. Concludes by
suggesting future research foci and design triangulation, especially by
using qualitative strategies as a next step.
Research note: a study of direct selling perceptions in Australia
Authors: Kustin Richard A. , Jones Robert A.
Published: July 2002

Direct selling as a type of non‐store retailing continues to
increase internationally and in Australia in its use and popularity. One
non‐store retailing method, multilevel marketing or network marketing,
has recently incurred a degree of consumer suspicion and negative
perceptions. A study was developed to investigate consumer perceptions
and concerns in New South Wales and Victoria. Consumers were surveyed to
determine their perception of direct selling and its relationship to
consumer purchasing decisions. Responses indicate consumers had a
negative perception towards network marketing, while holding a low
positive view of direct selling. There appears to be no influence of
network marketing on consumer purchase decisions.
Country of origin, national loyalty and product choice
Authors: Bruning E.R.
Published: July 2002

Addresses the role national loyalty plays in determining international air carrier selection. Based on the literatures in country of origin, consumer ethnocentrism and social identity theory, develops a theoretical model which links social self‐identity with national loyalty and consumer ethnocentrism. Assesses respondent carrier preferences using an ordered probit analysis of a sample of 427 travellers at a large Canadian airport in 1994. The results indicate that national loyalty ranks next to price in terms of influencing the selection of air carrier among the sample of travellers.
Cohesiveness in Japanese distribution: a socio‐cultural framework
Authors: Pirog Stephen F. , Schneider Peter A. , Lam Danny K.K.
Published: July 2002

Western marketers typically find the Japanese distribution system perplexing and difficult to penetrate. In fact, US trade negotiators have accused the Japanese government of deliberately limiting the access to distribution by foreign manufacturers. The situation may have reached a boiling point when the Clinton Administration retaliated by unilaterally imposing a 100 per cent tariff on Japanese luxury cars. However, a socio‐cultural rather than a purely economic perspective is needed to understand the system if US marketers are to make successful inroads in Japan’s markets. Develops a globally generalizable framework rooted in social exchange theory that explains the structure by which distribution activities can be compared across national boundaries. Uses the framework to compare how the Japanese and US distribution systems work. Discusses implications that challenge current policies in both the public and private sectors.
The Internet and international marketing
Authors: Hamill Jim
Published: July 2002

The recent explosion of international business activity on the World Wide Web will have a profound impact on the study and practice of international marketing as we move towards the new millennium. Examines the implications of such developments for international marketing educators and for the mainstream literature on international marketing. Argues that the rapid commercialization of the Internet calls into question many of the fundamental tenets on which most international marketing research and teaching is based, especially the incremental, evolutionary school of internationalization. The Internet presents a fundamentally different environment for international marketing and new paradigms will have to be developed to take account of internationalization processes in an electronic age. This will require the launch of a major new research initiative to improve our understanding of Internet‐enabled international marketing, especially the extent to which the “Net” provides a low cost “gateway” to global markets for small and medium‐sized enterprises. In the absence of such an initiative, the mainstream academic literature will no longer accurately describe the reality of international business.
Export marketing and the Internet
Authors: Bennett Roger
Published: July 2002

A survey of the characteristics and experiences of 148 UK exporting businesses which possessed sites on the World Wide Web was completed and respondents’ perceptions of the contributions of Internet use to their firms’ export marketing efforts assessed. Another group of exporters ‐ comparable to the initial sample in terms of firm size and product/ industry sector but without Web sites ‐ was also surveyed in an attempt to establish their reasons for not using the Web. All respondents were questioned about the major barriers they regarded as constraining the export activities of their firms. Five significant clusters of export barrier variables emerged (psychic distance, practical export problems, resource constraints, trade restrictions and market risk) matching closely variables suggested by previous research in the export marketing field. A logit regression was undertaken to appraise the plausibility of explaining whether an exporting business would operate a Web site. This used degree of IT competence, employment of foreign agents, and respondent executives’ cost consciousness and sense of psychic distance from foreign markets as independent variables.
Consumer attitudes towards Internet advertising
Authors: Ellen Gordon Mary , De Lima‐Turner Kathryn
Published: July 2002

Advertising on the Internet can be viewed as a social contract between advertisers and Internet users. The attributes comprising this contract are: access to advertisements, placement of advertisements, message, influence on fee, and information collection. Examines empirically the tradeoffs consumers make among the attributes in the social contract using an online survey analysed through conjoint analysis. The findings indicate that consumer attitudes towards Internet advertising differ from many predictions about this new media.
International online marketing of foods to US consumers
Authors: White Gregory K.
Published: July 2002

Examines US consumers’ reactions to 20 domestic and international Internet sites marketing specialty food products. Analyses respondents’ ratings of site characteristics and use of descriptive adjectives and determines that international sites were viewed significantly lower than domestic sites on virtually all measures. Those differences were correlated with a lower likelihood of purchase. Determines that international companies hoping to market their products to US customers via the Internet should expect to have online consumers apply a more stringent standard of site design and quality. However, those companies which meet these standards can expect to be competitive with US companies. Outlines recommendations for international companies.
Strategic orientation and export success: an empirical study
Authors: Wood Van R. , Robertson Kim R.
Published: July 2002

Reviews and synthesizes the literature addressing the concept of strategic orientation and examines the relationship between strategic orientation and export success. Uses survey data from experienced export managers to test the relationship between proactive and reactive strategic orientations and success in exporting empirically. Key dimensions of a proactive strategic orientation are found to be significantly correlated with export success.
Cultural values and personal selling
Authors: Shyan Fam Kim , Merrilees Bill
Published: July 2002

This paper compares the promotional practices and perceptions between two countries of disparate cultural backgrounds, namely Australia and Hong Kong. The paper argues that the preference for a particular promotional tool is influenced by the degree of cultural orientation as measured by Hofstede’s collectivism index. The central hypothesis is that countries with a higher score on the collectivism index are likely to favour personal selling promotion tools than will countries with a lower score. This hypothesis is tested with two separate samples of clothing and shoe retailers from Australia and Hong Kong. The hypothesis is supported from the statistical results.