bluuebunny/crossref_metadata_2025 huggingface dataset:
An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness
Authors: Paparoidamis Nicholas G. , Guenzi Paolo
Published: July 2009

Purpose

This study aims to develop and test a model of relationship selling management. It seeks to examine the impact of leadership quality and relationship selling, as antecedents of salespeople's relational behaviours, on sales effectiveness.

Design/methodology/approach

Starting from a review of literature, the model incorporates two classes of salespeople's relational behaviours, namely customer‐oriented selling (COS) and adaptive selling (AS), two classes of managerial antecedents (i.e. relationship selling strategy and LMX) and one consequence (sales effectiveness). The authors collected data from 164 sales manager‐salesperson dyads in a sample of French firms. A structural equation modelling approach was employed to test the hypotheses.

Findings

The findings show that relationship selling and LMX stimulate salespeople's relational behaviours, which in turn positively affect sales effectiveness. Moreover, the results reveal a positive impact of relationship selling on sales manager‐salesperson exchanges.

Research limitations/implications

The study is cross‐sectional, and many other relevant constructs should be investigated in future research on the topic. Objective measures of performance may also be incorporated.

Practical implications

The study demonstrates that companies can stimulate desirable behaviours of salespeople, which drive to better performance, by leveraging on controllable organisational factors, i.e. selling strategy and leadership.

Originality/value

The research fills three important gaps in the extant literature. First of all, the study clearly sheds some light on the role played by specific organisational variables (e.g. leader‐member exchange quality) and behaviours of salespeople in implementing relational strategies. Second, the study shows that the quality of the relationship between supervisors and salespeople can affect specific behaviours of subordinates. Third, the paper contributes to a better understanding of organisational drivers of customer‐oriented selling and adaptive selling, and finds evidence of a positive impact of such behaviours on sales effectiveness.
Internet channel and perceived cannibalization
Authors: Sharma Dheeraj , Gassenheimer Jule B.
Published: July 2009

Purpose

The purpose of this paper is multifold. First, this study aims to proffer a psychometric scale to measure sales agent's perception of sales cannibalization due to the addition of an internet channel. Second, the study seeks to estimate the downstream impact of sales agents' perceived cannibalization (SPC) on two outcomes, namely, commitment and alienation from work. Third, it aims to examine the moderating role of environmental munificence in the relationship between SPC and the two outcomes.

Design/methodology/approach

The data for this study were collected from a contact pool of 2,108 insurance sales agents. A total of 511 valid responses were attained. Structural equation modeling was employed to examine the relationships posited in this study.

Findings

First, a multi‐item scale was conceptualized and developed for measuring SPC. Second, the properties of the scale were assessed following procedures recommended by Churchill, Anderson, Gerbing, Bagozzi, and Yi. The scale demonstrated satisfactory reliability and validity. Third, SPC was shown to be not universally damaging to commitment. Rather, only under a low munificent environment does perceived cannibalization significantly reduce salespersons' commitment. Additionally, the severity of the influence of SPC on alienation from work increases in low munificent environment.

Research limitations/implications

The data for this study were collected using a single survey of insurance agents. Future researchers should attempt to examine the relationships posited in this study using a sample from a different industry.

Practical implications

While recognizing that the internet is here to stay and that strategic channel decisions will unlikely be made based on the views or psychological reactions of sales agents alone, incorporating the sales agent perspective does allow organizations to take a holistic view of their distribution system. This may be particularly important in view of multi‐channel marketing, when a new marketing channel is employed to co‐exist with the traditional sales force.

Originality/value

Previous conceptualizations of inter‐channel cannibalization were all based on economic terms and, hence, were considered myopic by Porter. This study examines the psychological influence of the addition of an internet channel on sale agents' work related outcomes.
Joined‐up governance: mandated collaboration in US homeless services
Authors: Lewis Bonnie L. , Boulahanis John , Matheny Erin
Published: July 2009

Purpose

The purpose of this paper is to examine the development of the Northlake Homeless Coalition, a collaborative network among homeless serving agencies in southeastern Louisiana. These collaboratives are required for obtaining government funds for housing programs in the USA.

Design/methodology/approach

The study involved a literature review and the application of findings to analyse a case study of the Homeless Coalition.

Findings

Amongst the reasons for the success of the programme seem to be the longevity of involvement of many participants, which encourages social bonds and commitment to grow; financial interests and individual attributes of agency representatives, including personalities, relationships, and belief systems. Many of the most active members are from agencies with legitimacy due to their governmental or larger organizational bases, but this is to the exclusion of small, faith‐based organizations and shelters that frequently provide services not able to be funded by the grant. The inflexible requirements that are established at the national level introduce a concern for meeting the needs of front‐line service providers. The infusion of funds has increased services to the homeless in this area. However, location in the most impoverished populations in the USA translates into very poorly funded agencies, with high demands.

Originality/value

The close analysis of the case has thrown light upon the key issues raised by the wider literature on collaborative networks.
Fragmented structures and vertical control systems
Authors: Persson Jan , Westrup Ulrika
Published: July 2009

Purpose

The purpose of this paper is to discuss the problem of management systems in human services dealing with children and young people not supporting efficient resource utilization, as well as how to deal with this problem.

Design/methodology/approach

This paper is based on six years (2002‐2007) of research into human service organizations with regard to social activities focusing on children and adolescents. The authors conducted this research in collaboration with representatives of social services, health services, schools and pre‐schools in three municipalities in southern Sweden (2002‐2005) and four municipalities and two county councils (2005‐2007) in different parts of Sweden. The researchers met these representatives at seminars held every month. The seminars primarily served the purpose of discussing problems and opportunities, as well as allowing experiences to be exchanged between the representatives.

Findings

The circumstances of dependency between social services, schools and pre‐schools are obviously given in their inter‐relationships. Efficient resource utilization thus presupposes resources being distributed on the basis of transverse dialogues held between different actors. The organisational structure and management control systems should therefore be designed so that they support meetings and dialogues between actors involved in different activities and on different levels in social services, schools and pre‐schools.

Originality/value

This paper shows that dialogue across boundaries will provide the prerequisites for the knowledge‐ and experience‐sharing that is necessary to bring about efficient resource utilization in human services directed towards children and young people. Some proposals regarding a more effective and ethically legitimate utilization of resources are also made.
Ambulance calls and cancellations: policy and implementation issues
Authors: Radcliffe James , Heath Geoffrey
Published: July 2009

Purpose

The purpose of this paper is to explore the issues around the considerable increase in emergency calls experienced by a large county ambulance trust and implications for the implementation of government policy in relation to the English National Health Service Ambulance Service.

Design/methodology/approach

The paper involves a literature review and the analysis of the ambulance service data based on emergency call outs, and discussions with senior ambulance and health authority personnel.

Findings

Increased calls were mainly explained by a large increase in cancellations, especially after the vehicle had arrived at the scene. The term “cancellation” is potentially misleading and may carry connotations of wasted resources. There was little evidence of inappropriate calls and no single cause of cancellations or any simple solution. Instead, a wide range of actions were included, many of which seem potentially worthwhile. However, the way the data are presented disguises their diversity and potential value. This reflects the tension between policy and practice, and organisational culture and performance measurement regime.

Research limitations/implications

This is a single case study and is limited by the parameters of the data base gathered by the ambulance service as part of their normal operational procedures.

Practical implications

This paper gives support to the enhanced role of the ambulance paramedic and the need to recognise this changing role through a more appropriate approach to performance measurement. The present emphasis on response times and transportations to hospital may result in undervaluing activities at the scene.

Originality/value

The paper identifies a key area where research into policy and governance issues has been limited and presents recommendations for future analysis.
Developing performance management in a local strategic partnership: context and issues
Authors: Jacobs Brian
Published: July 2009

Purpose

The purpose of this paper is to cover problematic issues concerning context, culture, strategy and processes affecting the development of performance management in the City of Stoke‐on‐Trent local strategic partnership (LSP) between 2005 and 2007.

Design/methodology/approach

The author consulted LSP stakeholders and drew on selected literature on strategy and aspects of soft systems methodology (SSM).

Findings

The paper enables the appreciation of performance management as involving various strategic‐related business processes. The development of such processes, in response to central government, represented a rationalising and corporate approach to management.

Originality/value

The paper draws upon different but complementary research approaches and provided an SSM‐style conceptual model of a partnership and its focal management set within a complex context.
E‐service quality: comparing the perceptions of providers and customers
Authors: Stiakakis Emmanouil , Georgiadis Christos K.
Published: July 2009

Purpose

This study aims to identify the similarities and differences between the perspectives of providers and customers regarding the important dimensions and attributes of e‐service quality (e‐SQ).

Design/methodology/approach

Ten criteria are proposed for assessment of e‐SQ in both business‐to‐business (B2B) and business‐to‐consumer (B2C) transactions. Confirmatory factor analysis confirms the validity of grouping these criteria into five proposed dimensions. The e‐SQ dimensions and criteria are then ranked in terms of their importance by a survey of respondents from small and medium‐sized enterprises with experience in conducting e‐business in Greece. The results are compared with selected surveys of customers' perceptions from the literature.

Findings

The results indicate that the providers' perceptions are in agreement with customers' perceptions with regard to e‐SQ dimensions, but not with regard to specific criteria (items) within those dimensions. The study also finds that providers have similar perceptions of the importance of the suggested e‐SQ criteria in B2B and B2C electronic transactions.

Research limitations/implications

The findings should be generalised with care if extrapolated to other socio‐cultural settings and specific industries.

Practical implications

Managers should recognise that there might be differences between their views of e‐SQ and those of their customers.

Originality/value

This is one of the few studies to have focused on the perceptions of providers in assessing e‐SQ.
The effect of managerial practice on employee‐perceived service quality
Authors: Slåtten Terje
Published: July 2009

Purpose

The aim of this study is to study the relationships among: two types of managerial practices (“reward” and “support”), two types of emotional satisfaction (“positive” and “negative”), and employee‐perceived service quality.

Design/methodology/approach

The study presents a conceptual model of the aforementioned relationships. It proposed hypotheses regarding these relationships and collected data with a survey study of 1,076 frontline employees in service organizations. An analysis of the testing of the hypotheses follows.

Findings

The study has found that managerial reward and managerial support are both directly related to positive and negative emotions and to employee‐perceived service quality. In particular, positive and negative emotions appear directly related to employee‐perceived service quality. Moreover, it was found that emotional satisfaction partially mediates the relationship between managerial (reward and support) practices and employee‐perceived service quality.

Research limitations/implications

The study takes place within a broad context of frontline employees in service organizations.

Practical implications

The study has demonstrated the importance for managers to consider how their practices influence the service quality their employees provide to customers. In particular, managers should take account of employees' emotions, whether positive or negative, because of their role in explaining employee‐perceived service quality. Consequently, one general and key implication from this study is the importance of measuring employees' emotions. Measuring these mental states (described as stable tendencies of feelings) which arise from cognitive appraisals of managerial practices can be a good predictor for employee‐perceived service quality. The study shows that employees are not isolated “emotional islands” and, consequently, it is important for managers to understand how emotions and the quality of service delivery are linked.

Originality/value

The paper enhances knowledge of how emotions are linked to the quality of service delivery and the role of emotional satisfaction in service‐quality management.
Why and how service quality perceptions impact consumer responses
Authors: Etgar Michael , Fuchs Galia
Published: July 2009

Purpose

This study aims to explore the relationship between the perceived quality of services provided by specialist physicians and patients' attitudinal responses along cognitive, emotive and conative levels.

Design/methodology/approach

The SERVQUAL model was used to evaluate the quality of the medical services. The data were collected in a survey of medium‐level executives enrolled in professional MBA and executive BA programs in Israel.

Findings

The study shows that patients' evaluations regarding service quality do affect significantly their attitudinal responses. It has also found out that service dimensions relating to anxiety reduction and the desires to reduce perceived risk, namely the Assurance and the Reliability dimensions are the most important for patients in these kinds of service encounters.

Practical implications

The study should encourage service managers of health care‐providing organizations to use these results to ensure higher patient satisfaction. These results indicate that, in these kinds of medical service encounters, physicians should explicitly recognize the role of service quality perceptions for anxiety reduction and incorporate as many anxiety‐reducing cues as possible in the environment of such interactions.

Originality/value

The research reinforces the importance of patients' perceptions of service quality in medical encounters. The study shows that such perceptions are relevant for patients in medical service encounters of the intermediate type where such patients are treated by specialist physicians. It shows that such perceptions affect the levels of patients' satisfaction from such encounters at both the cognitive and affective levels. They also affect their intentions to act following such encounters in the short, intermediate and long time spans.
Numerical prediction of periodically developed fluid flow and heat transfer characteristics in the sinusoid wavy fin‐and‐tube heat exchanger
Authors: Cheng Y.P. , Lee T.S. , Low H.T.
Published: July 2009

Purpose

In this paper three‐dimensional numerical simulations were conducted for the periodically developed laminar flow in the sinusoid wavy fin‐and‐tube heat exchanger.

Design/methodology/approach

A novel CLEARER algorithm is adopted to guarantee the fully coupling between the pressure and velocity, and it can not only speed up the convergence rate, but also overcome the severe grid non‐orthogonality in the wavy fin‐and‐tube heat exchanger. The influence of wave amplitude, fin pitch, tube diameter and wave density on fluid flow and heat transfer characteristics is analyzed under different Reynolds numbers.

Findings

The numerical results show that with the increase of wave amplitude, tube diameter or wave density, both the friction factor and Nusselt number will increase, and the increase rate of friction factor is higher than that of Nusselt number. It is interesting to note that, at low Reynolds numbers the Nusselt number increases with the decrease of fin pitch, while at high Reynolds numbers, the Nusselt number increases with the increase of fin pitch.

Originality/value

The numerical results presented in this paper may provide some useful guidance in the design of the wavy fin‐and‐tube heat exchanger with large number of rows of tubes.
Numerical methods applied to global solar radiation modeling – comparison with measured data
Authors: Saffaripour M.H. , Mehrabian M.A.
Published: July 2009

Purpose

The purpose of this paper is to predict the global solar radiation intensity in areas where meteorological stations do not exist and information on solar radiation cannot be obtained experimentally.

Design/methodology/approach

The approach to achieve the objective of the paper is developing multiple regression relations between the global solar radiation intensity (the dependent variable) and geographical, geometrical, astronomical and meteorological parameters (the independent variables). The independent variables used for this purpose were selected based on their ease of measurability outside the meteorological station and without expensive equipment. The number of independent variables is arbitrarily chosen and directly affects the accuracy of predictions.

Findings

Linear regression relations using one, two, three, four, five, six, and seven independent variables were developed to predict the global solar radiation intensity on horizontal surfaces. An advanced computer program based on least square analysis was used to obtain the regression coefficients. The relations having the highest correlation coefficients were selected. The study shows even when only one independent variable (declination angle) is used, the one variable regression relation predicts the global solar radiation with an accuracy that is satisfactory in most engineering applications.

Originality/value

The diversity of regression relations introduced in this paper gives the engineer such a broad freedom of choice, that knowing only an astronomical parameter of the site makes him capable of estimating the global solar radiation intensity within acceptable margins. The predicted values of global solar radiation intensity by this approach can be used for the design and performance estimation in solar applications. The statistical model developed in this research was validated when compared with the measured data in Yazd airport. The measured data used to analyze the model equations were collected in a 13‐year period. No investigation of this type exists having such degree of accuracy in geographical, geometrical, astronomical and meteorological parameters in Iran.
Leadership as meaning‐making
Authors: Varney John
Published: July 2009

Purpose

This paper aims to explore leadership from a cognitive perspective as a meaning‐making activity. Proposes that a primary role of leadership is to bring meaning to working life, especially in times of change.

Design/methodology/approach

Draws on experience of, and observation from, working with management and leadership groups from major organizations across all sectors. Starts with the idea that life is a continuous process of making sense of the world by integrating hierarchical cognitive structures. Suggests that the work of leadership is to orchestrate such meaning‐making at the organizational level, especially in times of rapid change. Contends that having a clear purpose makes work intrinsically rewarding and meaningful, and enables people to relate in collaborative structures such as teams; leadership enables people to rise to challenges, releasing energy that otherwise is expended on resistance to change; and leadership can be understood as a meaning‐making activity that ensures organizational survival and longevity.

Findings

Argues that the purpose of an enterprise, properly clarified, creates a field of meaning in which its stakeholders join. Within the meaning field, vision and values are formed that enable people to align with the common cause. Meaningful work allows people to self‐organize, releasing energy to achieve the aim – hence leadership is effective.

Practical implications

Demonstrates that the role of leadership is to make work meaningful, and to help people to rise to evident challenges so that they are fulfilled. This reduces the need for supervision, and helps with recruitment, staff retention and business results.

Originality/value

Suggests that, as a result of meaning‐making leadership, people's work becomes meaningful to them and they enjoy high levels of satisfaction. Their organizations can more easily recruit and retain staff.
Recruiting a Web 2.0 workforce
Authors: Mistry Virendra
Published: July 2009

Purpose

This paper aims to shed light on the relationship between the University of Glamorgan vice‐chancellor's vision for e‐learning and actual recruitment practice.

Design/methodology/approach

A textual analysis of 36 detailed job descriptions for academic teaching posts was carried out in the first phase of e‐benchmarking activity.

Findings

Reveals that, despite the high‐level commitment to e‐learning, job descriptions developed within the university's five faculties rarely mentioned e‐learning. Shows that there was a disparity between rhetoric and practice.

Practical implications

Describes a number of changes initiated following the study, including informing prospective teaching staff of the university's vision and strategy regarding e‐learning and encouraging recruiters within faculties to include e‐learning experience as, at least, a desirable competence in the job description.

Originality/value

Explains that the study was part of a wider, and national, e‐benchmarking activity that included 73 UK post‐16 education institutions. This was a unique opportunity for institutions to take stock of their existing plans and strategies that supported e‐learning activity. It is of particular interest to recruiters, learning technologists, academic managers and policy makers in the public sector.
Developing quality in e‐learning: a framework in three parts
Authors: Ireland Jennifer , Mary Correia Helen , Griffin Tim Mark
Published: July 2009

Purpose

The purpose of this paper is to introduce and describe the features of a new e‐learning quality framework developed for a large multi‐campus university. The framework is explicitly designed to improve the quality of e‐learning sites and the quality of online student learning, by developing the skills of the academics who design the sites.

Design/methodology/approach

This is a conceptual paper. It examines a range of existing models and literature on evaluative frameworks in e‐learning and positions the new framework within that context. It describes the features that distinguish the new framework from existing models and explains how these differences are tailored to develop the e‐learning design skills of academic staff and to encourage greater engagement with e‐learning quality initiatives across the university.

Findings

The paper identifies several features of the new framework that differ from other models and explains the inclusion of these features in terms of the support they provide for quality improvement at a university where academics are the main designers of e‐learning sites.

Originality/value

The paper makes a contribution to the literature on quality initiatives in e‐learning by introducing a new quality framework that differs in significant respects from other models. The rationale underpinning the inherently developmental design of this framework, as set out in this paper, may be useful to other universities where academics are the main designers of e‐learning sites.
E‐learning quality assurance: a process‐oriented lifecycle model
Authors: Abdous M'hammed
Published: July 2009

Purpose

The purpose of this paper is to propose a process‐oriented lifecycle model for ensuring quality in e‐learning development and delivery. As a dynamic and iterative process, quality assurance (QA) is intertwined with the e‐learning development process.

Design/methodology/approach

After reviewing the existing literature, particularly focusing on QA frameworks, procedures, and methodology, a process‐oriented model structured around three sequential non‐linear phases is presented: before: planning and analysis; during: design, prototype and production; and after: post‐production and delivery. This model is supported by an advanced information system used to organize, track, collect, and generate reports regarding QA changes and needed updates.

Findings

Following a process‐oriented lifecycle approach, the paper emphasises that QA requires a supportive environment that explicitly recognizes quality as a work value and as an enabler for reaching organizational goals.

Practical implications

The paper proposes a practical QA model which follows e‐learning development phases. For each development phase, practical steps, including sample checklists, are recommended.

Originality/value

The proposed model has the potential to transform QA from a static, after‐the‐fact state to a more iterative and dynamic state, thus promoting a culture of ongoing self‐improvement, rather than of circumstantial compliance, within the e‐learning community.
The effect of Enron, Andersen, and Sarbanes‐Oxley on the US market for audit services
Authors: Asthana Sharad , Balsam Steven , Kim Sungsoo
Published: July 2009

Purpose

The purpose of this paper is to examine the effect of the Enron scandal, Arthur Andersen's demise and the Sarbanes‐Oxley Act on audit fees.

Design/methodology/approach

The paper uses empirical methodology (univariate and multivariate).

Findings

Audit fees and the Big‐4 premium increased in 2002. Increase was larger for bigger and riskier clients. Evidence is also consistent with a competitive market for former Andersen clients.

Research limitations/implications

Data requirements might bias the sample towards larger sized firms. Data availability limits the number of observations.

Practical implications

The research findings on audit fees in post‐Enron and Arthur Andersen period reported in this paper are important for policy makers.

Originality/value

It is found that the premium charged by Big 4 over non‐Big 4 has increased in 2002, and that the ability of an auditor to charge a premium is adversely affected when its reputation is tarnished. It is also reported that the frequency of voluntary switches within the Big 4 is lowest in 19 years. The audit fee model was also refined by adding two ownership variables to control for agency aspect of client firms; inside and institutional ownership.
Can self‐managed superannuation fund trustees earn the equity risk premium?
Authors: Phillips Peter J. , Baczynski Michael , Teale John
Published: July 2009

Purpose

The purpose of this paper is to determine whether self‐managed superannuation fund (SMSF) trustees earn: the equity risk premium or any premium to the riskless rate of interest.

Design/methodology/approach

Using a sample of 100 SMSFs, the average annual returns since inception of the funds in the sample are compared with: the average annual equity risk premium since that time and the average yield of Commonwealth Government Securities since that time.

Findings

The investigation reveals: the SMSFs in the sample do not earn the equity risk premium and the SMSFs in the sample did not earn a premium to riskless rate of interest. This leads to the conclusion that the SMSFs have borne risk without commensurate reward. Research limitations/implications – The trustees' rationale for making particular investment decisions and the consistency of the portfolio structures with the risk profiles of the trustees are two areas that may be fruitfully explored in future research.

Practical implications

For SMSF trustees, a simple portfolio that divides assets between (unmanaged) index funds and risk‐free securities on the basis of trustees' risk aversion may generate better results than the existing portfolios. For policy makers, the relatively poor performance of SMSFs implies that the superannuation system as currently structured may not be generating returns that will maximize retirement incomes.

Originality/value

The paper provides the first comparison of SMSF returns with the equity risk premium and the riskless rate of interest measured at appropriate horizons.
Global accounting standards: reality and ambitions
Authors: Wagenhofer Alfred
Published: July 2009

Purpose

The enormous success of International Financial Reporting Standards (IFRS) in becoming globally accepted accounting standards leads to challenges in the future. The purpose of this paper is to outline challenges that arise from political influences and from the pressure to sustain a successful path in the development of standards. It considers two strategies for future growth which the International Accounting Standards Board (IASB) follows: the work on fundamental issues and diversification to private entities.

Design/methodology/approach

The development of IFRS is discussed and evaluated against insights gained from accounting theory. In particular, results from information economics illustrate potential difficulties of the development of a new conceptual framework for international accounting standards.

Findings

The main findings are: the growth strategies adopted by the IASB are risky; the conceptual framework does not sufficiently take into account the diverse objectives of financial reporting; stewardship, prudence, and aggregation can be desirable characteristics of accounting information; and standards that are developed for listed companies need not be well suited for private entities.

Practical implications

The paper suggests that skepticism is warranted about the viability of a consistent framework that applies globally, and that there are benefits to constrained competition among different standards.

Originality/value

The paper reviews academic research that has implications for standard setting and identifies key issues in developing global accounting standards.
Function and problems of brand name pharmaceuticals
Authors: Rotfeld Herbert Jack
Published: July 2009

Purpose

This paper aims to discuss the problems faced by US consumers as insurance companies use brand names as a heuristic tool to identify medical profligacy, penalizing consumers with higher co‐payments or even refusing funding support for new and necessary medications.

Design/method/approach

Anecdotes and descriptive reviews of the literature describe the basis for the problem. The paper looks at the use of brand names in the pharmaceutical industry in comparison with generic versions. It gives a brief history of brand name development.

Findings

The paper finds that, for the pharmaceutical companies, or any company, a brand name allows them to escape from the confines of generic demand with the price and distribution power from brand demand. Furthermore the easier name can speed adoption of a new product. However, the price spread between new brand name drugs and older ones with non‐branded competition gives rise to unfounded presumptions on all brand names.

Practical implications

Brand names can have value for both consumers and physicians, but it might be desirable for the US health care system to put an end to a brand's exclusive use beyond the innovation's patent protection.

Originality/value

The paper provides concluding recommendations of a broad regulatory solution that pharmaceutical companies would probably oppose.
Measuring customer‐based brand equity: empirical evidence from the sportswear market in China
Authors: Tong Xiao , Hawley Jana M.
Published: July 2009

Purpose

This study seeks to examine the practicality and applications of a customer‐based brand equity model in the Chinese sportswear market.

Design/methodology/approach

Based on Aaker's well‐known conceptual framework of brand equity, this study employed structural equation modeling to investigate the causal relationships among the four dimensions of brand equity and overall brand equity in the sportswear industry. The present study used a sample of 304 actual consumers from China's two largest cities, Beijing and Shanghai.

Findings

The findings conclude that brand association and brand loyalty are influential dimensions of brand equity. Weak support was found for the perceived quality and brand awareness dimensions.

Research limitations/implications

Future research needs to be done if the results are to be expanded into other regional Chinese markets in light of the significant gaps between different regions. Further research also could strengthen this analysis by adding performance measurement into the model.

Practical implications

The paper shows that sportswear brand managers and marketing planners should consider the relative importance of brand equity in their overall brand equity evaluation, and should concentrate their efforts primarily on building brand loyalty and image.

Originality/value

This study contributes to the scant literature testing the applicability of consumer‐based brand equity in the sportswear industry. Since China is the world's fastest‐growing market for sportswear products, this study also provides important insights about the understanding of Chinese consumers' perceptions of overall brand equity and its dimensions.
Issues in a down economy: blue oceans and new product development
Authors: Pitta Dennis
Published: July 2009

Purpose

The purpose of this paper is to describe a conceptual strategy approach that can be applied to product development.

Design/methodology/approach

The case describes an approach to avoid dangerous competition and find new uncluttered market space. The methodology is illustrated by a new start up.

Findings

The paper provides an application of the blue ocean strategy approach to developing new products. Using the approach, companies can restructure their product and service offerings to serve new customers and escape from their industry competitors. Their results offer implications for new product development and management teams as well as senior management.

Research limitations/implications

As in all case studies, the specific conditions found in one organization may not be found more generally in others. Readers are cautioned that the conclusions drawn in the case may have limited applicability.

Practical implications

The case depicts the process that firm can use to innovate.

Originality/value

The case describes how a competitive strategy, focusing on customers can transform a company and its products.
Evaluating random walk forecasts of exchange rates
Authors: Baghestani Hamid
Published: July 2009

Purpose

The random walk forecast of exchange rate serves as a standard benchmark for forecast comparison. The purpose of this paper is to assess whether this benchmark is unbiased and directionally accurate under symmetric loss. The focus is on the random walk forecasts of the dollar/euro for 1999‐2007 and the dollar/pound for 1971‐2007.

Design/methodology/approach

A forecasting framework to generate the one‐ to four‐quarter‐ahead random walk forecasts at varying lead times is designed. This allows to compare forecast accuracy at different lead times and forecast horizons. Using standard evaluation methods, this paper further evaluates these forecasts in terms of unbiasedness and directional accuracy.

Findings

The paper shows that forecast accuracy improves with a reduction in the lead time but deteriorates with an increase in the forecast horizon. More importantly, the random walk forecasts are unbiased and accurately predict directional change under symmetric loss and thus are of value to a user who assigns similar cost to incorrect upward and downward move predictions in the exchange rates.

Research limitations/implications

The one‐ to four‐quarter‐ahead random walk forecasts evaluated here are for averages of daily figures and not for the (end‐of‐quarter) rates in 3‐, 6‐, 9‐ and 12‐months. Thus, the framework is of value to a market participant who is interested in forecasting quarterly average rates rather than the end‐of‐quarter rates.

Originality/value

The exchange rate forecasting framework presented in this paper allows the evaluation of the random walk forecasts in terms of directional accuracy which (to the best of knowledge) has not been done before.
Dividend behaviour and smoothing new evidence from Jordanian panel data
Authors: Al‐Najjar Basil
Published: July 2009

Purpose

The purpose of this paper is to investigate dividend policy decisions in developing countries through studying Jordanian non‐financial firms. It aims to highlight the issue of dividend policy and the behaviour of dividends in Jordan as an emerging market.

Design/methodology/approach

The paper examines the dividend policy situation in Jordan and compares the differences between developed markets and the emerging markets in the dividend policy context. It uses previous studies and it also covers the determinants of dividend policy.

Findings

The paper finds that the dividend policy in Jordan, as a developing country, is influenced by factors similar to those relating to developed countries such as: leverage ratio, institutional ownership, profitability, business risk, asset structure, growth rate and firm size. Furthermore, the factors affecting the likelihood of paying dividends are similar to those affecting the dividend policy. Finally, the results show that the Lintner model is valid for Jordanian data, and that Jordanian firms have target payout ratios and that they adjust to their target relatively faster than firms in more developed countries.

Practical implications

The practical implication of the study is that investors and managers should consider the factors that affect the dividend policy when they make their profit distribution decision.

Originality/value

The paper investigates the factors that affect the dividend policy and also consider the behaviour issue of dividend payments.
Stock returns, size, and book‐to‐market equity
Authors: Simlai Pradosh
Published: July 2009

Purpose

The purpose of this paper is to reinvestigate the performance of common stock returns with respect to two popularly known firm level characteristics: size and book‐to‐market ratio.

Design/methodology/approach

All of New York Stock Exchange, American Stock Exchange, and National Association of Securities Dealers Automated Quotations stocks between July 1926 and June 2007 are used, and divided into various size and book‐to‐market equity groups. The extension of the various versions of the simple Fama‐French model is implemented.

Findings

From the findings, it is inferred that: two risk factors based on the mimicking return for the size and book‐to‐market ratio play a significant role in capturing strong variation in stock returns; and volatility persistence can significantly improve the common risk factors' impact in explaining the time series variation in size and book‐to‐market sorted portfolios.

Research limitations/implications

In some sense, the model is based on only two firm level variables. In reality there exists plenty of other sources of average return anomalies. For a clearer understanding, an integration of various firm level characteristics would be an interesting issue to explore. A general equilibrium model that incorporates volatility exposure in a Fama‐French framework would be a challenging task as well.

Practical implications

The approach will help scholars and investment professionals make robust quantification of risk and average returns with respect to various measures of fundamental value.

Originality/value

The patterns in the monthly and yearly average excess returns with respect to two firm level characteristics, which documented are consistent with earlier studies. Even though the important role of firm level characteristics on the average‐return anomalies of common stocks is widely known, the approach is the very first that extends its support with respect to volatility models.
Fabrication of integral ceramic mold for investment casting of hollow turbine blade based on stereolithography
Authors: Wu Haihua , Li Dichen , Guo Nannan
Published: July 2009

Purpose

The purpose of this paper is to develop a novel process of integral ceramic molds for investment casting of hollow turbine blades.

Design/methodology/approach

At first, a resin pattern of a hollow turbine blade prototype is fabricated by stereolithography (SL). And then aqueous gelcasting process is utilized to fill the resin pattern with ceramic slurry of low viscosity and low shrinkage, through in situ polymerization of the slurry a ceramic mold is formed. At last, the ceramic mold for investment casting of hollow turbine blade is obtained by vacuum drying, pyrolyzing and sintering.

Findings

An integral ceramic mold is successfully fabricated by combining SL and gelcasting process, cores and shell are connected with each other and thus high relative position accuracy is guaranteed. Properties of integral ceramic mold at room temperature and high temperature satisfy the requirements of directional casting for complex‐shaped thin‐walled blades.

Research limitations/implications

Because the integral ceramic mold is a close body, it is very difficult to directly measure its inner dimensions and the relative position accuracy of cores and shell, and the further research is needed.

Originality/value

This method enhanced the versatility of using SL prototype in the fabrication of integral ceramic mold for investment castings. Although this paper took a hollow turbine blade as an example, this method is also capable of fabricating integral ceramic molds for other complex investment castings.
Direct metal rapid casting: mechanical optimization and tolerance calculation
Authors: Bassoli Elena , Atzeni Eleonora
Published: July 2009

Purpose

The purpose of this paper is to optimize the mechanical performances of parts produced by the ZCast Direct Metal Casting process varying the thermal treatment parameters. Adopting the optimized settings, a specific dimensional evaluation is planned to calculate the international tolerance (IT) grade ensured by the process.

Design/methodology/approach

Cylindrical ZCast samples are manufactured and heat treated varying time and temperature. The baked parts underwent compression tests and the rupture surfaces are observed using the scanning electron microscopy. A regression analysis is performed on the results to optimize the baking process. For the dimensional assessment, a specific benchmark is designed, built and treated. It is measured before and after baking using a coordinate measuring machine and the results are processed to obtain the IT grade.

Findings

The results proved that in the heat treatment of ZCast parts time has a negligible effect on the compressive strength, whereas temperature can be optimized for best mechanical response. The IT grade is calculated for green and baked parts; separately in all three directions in space. Tolerance is proved to be fundamentally the same in every direction and independent on the heat treatment. The considered rapid casting process can be classified in IT15 grade.

Originality/value

The paper suggests an original approach to improve knowledge of the ZCast process. The study of the building phenomena is combined with macroscopic measurements to develop a solid understanding of the expected performances, which is fundamental in order to support the industrial application of the technology.
Laser powder deposition
Authors: Costa Lino , Vilar Rui
Published: July 2009

Purpose

The purpose of this paper is to review the state of the art of laser powder deposition (LPD), a solid freeform fabrication technique capable of fabricating fully dense functional items from a wide range of common engineering materials, such as aluminum alloys, steels, titanium alloys, nickel superalloys and refractory materials.

Design/methodology/approach

The main R&D efforts and the major issues related to LPD are revisited.

Findings

During recent years, a worldwide series of R&D efforts have been undertaken to develop and explore the capabilities of LPD and to tap into the possible cost and time savings and many potential applications that this technology offers.

Originality/value

These R&D efforts have produced a wealth of knowledge, the main points of which are highlighted herein.