bluuebunny/crossref_metadata_2025 huggingface dataset:
Branding in B2B markets: insights from the service‐dominant logic of marketing
Authors: Ballantyne David , Aitken Robert
Published: September 2007

Purpose

This paper aims to explore how the service‐dominant (S‐D) logic of marketing proposed by Vargo and Lusch impacts on business‐to‐business branding concepts and practice.

Design/methodology/approach

Vargo and Lusch argue that service interaction comes from goods‐in‐use as well as from interactions between a buyer and a supplier. Their key concepts are examined and the branding literature critically compared.

Findings

Goods become service appliances. Buyer judgments about the value‐in‐use of goods extends the time‐logic of marketing. The exchange concept is no longer transaction bound. Service‐ability (the capability to serve) becomes the essence of a firm's value propositions. Service experience becomes paramount in developing and sustaining the life of a brand.

Research limitations/implications

S‐D logic highlights the need for rigour and clarity in the use of the term “brand”. It also opens up for consideration a variety of previously unexplored contact points in the customer service cycle, expanded to include customer assessments of value‐in‐use.

Practical implications

S‐D logic encourages extending brand strategies into a wider variety of communicative interaction modes.

Originality/value

Some of the issues raised are not new but currently compete for attention in the shadow of media‐dominant approaches to branding.
Branding implications of partner firm‐focal firm relationships in business‐to‐business service networks
Authors: Morgan Felicia , Deeter‐Schmelz Dawn , Moberg Christopher R.
Published: September 2007

Purpose

By outsourcing or partnering with two or more firms to perform certain activities targeted toward customers, firms are engaging in service networks. This research begins to examine how customers evaluate firms in a strategic, B2B service network and how their assessment of firms involved in co‐producing after‐sales service affects their evaluations of a focal selling firm. These evaluations include the key relational outcomes of brand image, satisfaction, and behavioral intentions.

Design/methodology/approach

The conceptual model examines the effects of partner firm performance on customers' evaluations of a focal selling firm. Key factors such as focal brand strength and the strength of the relationship between the partner firm and the focal selling firm are proposed to influence this relationship.

Findings

Post‐sale business services provided directly to the customer are likely to play an important role in building a firm's brand image and equity, whether those services are provided by the firm or its partners.

Research limitations/implications

The individual firm to individual customer dyad approach that currently dominates the literature does not adequately capture the complex nature of today's B2B service relationships. This research develops a conceptual model that directly addresses the way customers evaluate service when it is performed by multiple partners.

Practical implications

Discovering how customers evaluate service experiences in which multiple firms co‐produce the service within a B2B service network can provide firms with the guidance needed to improve the performance of the entire network and the overall service experience of network customers.

Originality/value

This paper presents new theoretical developments in the area of business‐to‐business service networks. This research also addresses several gaps in the industrial marketing literature, particularly B2B services and branding.
The importance of brand in the industrial purchase decision: a case study of the UK tractor market
Authors: Walley Keith , Custance Paul , Taylor Sam , Lindgreen Adam , Hingley Martin
Published: September 2007

Purpose

With brands being an important source of competitive advantage, knowledge of branding is needed to inform their management. After reviewing the literature, the article aims to report the findings of a case study that investigated the role of branding in the industrial purchase of agricultural tractors in the UK. The study's overall conclusion is that branding can play an important role in industrial purchase decisions.

Design/methodology/approach

Various attributes, together with levels of these attributes, were identified from the literature and a series of semi‐structured interviews with three farmers and farm contractors. Subsequently, conjoint analysis was employed to reveal how purchasers made their purchase decision. A total of 428 farmers and farm contractors (a 28.7 per cent response rate) ranked 25 cards that had been constructed to profile various hypothetical tractor designs.

Findings

Five attributes appeared from the literature review and interviews – brand name, price, dealer proximity, quality of dealer's service, and buyer's experience of the dealer. The conjoint analysis revealed that brand accounts for 38.95 per cent of the purchase decision, ahead of price (25.98 per cent) and service (14.90 per cent). The importance of brand varies according to the tractor brand. Also, the overall utility varies, with John Deere and New Holland brand names appearing as marketing assets and Valtra, Massey Ferguson, and Case IH as marketing liabilities. Among the study's other findings are that UK tractor buyers are brand loyal.

Research limitations/implications

The study focuses on tractors in the UK, so while it provides an insight into the role of branding in an industrial purchase situation, further research is required in other product categories before the findings can be generalised.

Practical implications

Manufacturers and distributors need to maintain a strong image. Also, they may charge higher prices for tractors, using the extra revenue to reinforce their brand image. On‐farm demonstration of new tractors is suggested as an experiential marketing strategy. Special attention should be given to the location of dealers and the service they provide.

Originality/value

Research concerning branding in an industrial purchase context is limited, dated, or contradictory. This article contributes with empirical findings on industrial brand management in an important and relevant context.
Branding the business marketing offer: exploring brand attributes in business markets
Authors: Beverland Michael , Napoli Julie , Yakimova Raisa
Published: September 2007

Purpose

The paper seeks to provide a framework identifying key attributes that business marketers can use to build a strong brand identity.

Design/methodology/approach

The article is theoretical with case examples.

Findings

Drawing upon the business marketing offer, five potential strategies for building brands in business markets are outlined.

Practical implications

The paper identifies a contingent approach to brand identity in business markets.

Originality/value

This is the first paper to identify a relationship between positioning, the buying process and brand identity in business markets.
Sources of brand benefits in manufacturer‐reseller B2B relationships
Authors: Glynn Mark S. , Motion Judy , Brodie Roderick J.
Published: September 2007

Purpose

The aim of the paper is to develop a conceptual framework that explores the sources of manufacturer brand benefits for resellers.

Design/methodology/approach

The paper reports a qualitative investigation where packaged goods resellers were interviewed about the benefits of manufacturer brands for their businesses. The qualitative data is analysed to develop several research propositions about the role of brands in reseller B2B relationships.

Findings

A conceptual framework is developed that shows that manufacturers' brands provide financial, customer and managerial benefits for resellers. These benefits have an impact on reseller relationship outcomes with the manufacturer's brand, which include satisfaction, dependence, cooperation, commitment and trust.

Practical implications

The conceptual framework provides a model that manufacturers of both major and minor brands can use to understand and manage these brand benefits in order to enhance the relationship outcomes with resellers.

Originality/value

The paper responds to a need for empirical research to understand the role that brands play in channel relationships. It presents a conceptual framework that links manufacturer brand benefits to reseller relationship outcomes. The framework also includes major and minor brands as moderating variables and thus provides a basis for further quantitative research.
Multiple roles of brands in business‐to‐business services
Authors: Roberts Jane , Merrilees Bill
Published: September 2007

Purpose

The paper seeks to investigate the role of branding in a B2B service context.

Design/methodology/approach

This paper focuses on a particular B2B service industry, namely leasing mall space to retail tenants. A quantitative study is undertaken of 201 mall tenants using SEM analysis.

Findings

The main finding was that brand attitudes were the most important influence on the contract renewal. Another major finding was that brand attitudes were mainly explained by service quality. Branding also played another, albeit minor role, in building trust between the supplier and the customers.

Practical implications

The results can be used by industrial firms to build stronger brands and, in turn, to use these brands to maximize customer retention.

Originality/value

This is one of the first studies to examine service B2B brands. It is also one of the first studies to examine the multiple roles that brand can play in B2B marketing.
The role of corporate brand image in the selection of new subcontractors
Authors: Blombäck Anna , Axelsson Björn
Published: September 2007

Purpose

Despite the increased focus on brands in B2B markets, little research to date has focused on understanding the role brands play in different B2B contexts. To make a contribution in this area, the article aims to investigate whether, why and how corporate brand image plays a role in the selection of new subcontractors. This category of firms is particularly challenging to explore from a branding perspective, as their market offering is defined and designed by their customer and, further, not recognized by the customer's customer.

Design/methodology/approach

A qualitative interview study with respondents from nine companies (three subcontractors and six of their customers) was conducted. The interviews were semi‐structured and focused on considerations made by both buyers and sellers in sales and purchasing processes.

Findings

The study reveals that corporate brand image can be especially important when buyers need to identify new subcontractors. This process is only partly formalized, and due to limited resources and perceived risk, buyers need to rationalize the selection process. The brand's primary role is to attract interest and provide trust with regard to capacity, on‐time delivery and competence. Explicit communications, utilizing various elements such as plant orderliness, previous clients, the firm's website, etc., help build up the brand.

Originality/value

The paper illustrates that a corporate brand and branding perspective can be fruitfully applied in a subcontractor context. It promotes a deeper understanding of the complexity of decision making in B2B markets. The findings suggest that more conscious and proactive branding efforts could improve a subcontractor's business.
The internationalization of hospitality firms: factors influencing a franchise decision‐making process
Authors: Altinay Levent
Published: September 2007

Purpose

The paper's purpose is to evaluate the factors which influence a multinational hospitality organization's franchise decision‐making process.

Design/methodology/approach

A single embedded case study of an international hotel firm was the focus of the enquiry. Interviews and document analysis were used as data collection techniques.

Findings

Findings suggest that the two important contextual variables which have a bearing on the franchise decisions are the key stakeholders of the organization and different country markets. Decisions with regard to franchising are driven by capital market systems trying to meet the demands of shareholders and also by a strong desire to protect the core competences to meet the expectations of international customers. The growth through franchising mode however faces strong cultural challenges in different hotel markets in Europe.

Research limitations/implications

Conducted on a single case study basis, with the hotel industry chosen as its focus the applicability of the research findings to other industries is therefore debatable. The findings are also limited to franchisors versus firms pursuing other growth strategies.

Practical implications

This paper illuminates the socio‐cultural challenges international service organizations face, and highlights the types of practices required to enable growth through franchising in different country markets.

Originality/value

This paper investigates a franchise decision‐making process and examines different factors that interact and exert influence on each other while a service organization decides to choose the most appropriate franchise project. The paper identifies the key stages and the variables to the process that could be verified in the future.
Service quality and satisfaction: an international comparison of professional services perceptions
Authors: Ueltschy Linda C. , Laroche Michel , Eggert Axel , Bindl Uta
Published: September 2007

Purpose

This study aims to examine the applicability of key measures of service quality and customer satisfaction in a cross‐cultural setting, first establishing measurement equivalence and then investigating the impact of culture on these measures.

Design/methodology/approach

Using scenarios involving a visit to the dentist's office, respondents from Germany, Japan, and the USA participated in a 2 × 2 factorial experiment in which the authors manipulated both expectations (low/high) and service performance (low/high).

Findings

Regardless of expectations, when performance was low, the low‐context respondents (USA and Germany) perceived lower quality than did the respondents from the high‐context country (Japan), but gave higher quality ratings than did the Japanese respondents when the performance was high.

Practical implications

The findings of this study highlight the necessity of considering culture when interpreting customer satisfaction ratings.

Originality/value

This research adds credence to the paramount role culture plays in consumers' ratings of perceived service quality and customer satisfaction.
International market selection: measuring actions instead of intentions
Authors: Alexander Nicholas , Rhodes Mark , Myers Hayley
Published: September 2007

Purpose

This paper aims to consider factors that determine the direction of international market selection. It does this with specific reference to service companies operating in the retail sector.

Design/methodology/approach

The paper draws on general, services and retail specific literature and considers the debate surrounding market selection issue. Hypotheses are formulated and econometrically tested using an extensive database of retailers' international activity within Western European markets.

Findings

The results show that previously identified determinants of market selection are valid. However, the results clearly indicate that some factors are more important than the literature has suggested and that the selection of markets is determined in great part by relatively few but crucially important factors.

Originality/value

The paper shows that language and hence, by implication, culture plays a fundamental role in determining direction of expansion. This has important implications for the way psychic distance is understood and service company response to psychic distance.
Positioning strategies of international and multicultural‐oriented service brands
Authors: Blankson Charles , Kalafatis Stavros P.
Published: September 2007

Purpose

This article aims to examine positioning strategies of international and multicultural‐oriented service brands.

Design/methodology/approach

Following review of the literature and pilot study, three main populations (executives and experts, companies' marketing communications, and the target group of consumers) were examined. The methodology concerned triangulation research involving face‐to‐face long interviews, secondary data, content analysis and mail survey.

Findings

The paper highlights that while no single positioning strategy is significant across the four card brands (Visa, MasterCard, Amex and Diners Club), “the brand name” positioning strategy appears to be the most preferred among Visa, MasterCard and Amex and not Diners Club. The findings also show that “top of the range” positioning strategy is favored among Amex and Diners Club card brands. However, “country of origin” positioning strategy is incompatible within the study setting.

Research limitations/implications

Apart from the low response rate from survey of the general public, another limitation of this study is the concentration on a single sector of the services industry. The latter poses difficulties for generalization across all service brands.

Practical implications

Service managers now have an insight into the positioning activities of the plastic card brand sector. These serve as building blocks and benchmarks for appreciating and operationalizing the concept of positioning – a research issue that is missing in the extant literature.

Originality/value

This study is a step forward in the operationalization of the concept of positioning. The research also provides diagnosis of the congruence between management's presumed positioning strategies, firm's actual positioning practices and target group's perceptions of the positioning strategies. Without such knowledge, managers cannot expect to choose the best competitive options to defend or enhance their positions in the market place.
The service encounter in a multi‐national context
Authors: Keillor Bruce D. , Lewison Dale , Tomas M. Hult G. , Hauser William
Published: September 2007

Purpose

This study seeks to devise a research instrument designed to test the direct effects of technical and functional elements of the service encounter on behavioral intentions.

Design/methodology/approach

Using data collected from eight different countries, the survey instrument was tested for reliability and validity using confirmatory factor analysis. Hypotheses were then developed related to the service encounter across countries which were then tested using structural equation modeling.

Findings

The findings showed that, in the case of physical good quality, in some cultures the “experience” of the service encounter itself outweighs the tangible “product aspect” of the encounter. This is particularly true in cultures where a higher emphasis is placed on human interactions than the acquisition of materially‐oriented products. In the case of service quality, there was a significant relationship between levels of service quality and purchase intentions in the developed markets in the study but not in the developing markets. Servicescape was found to significantly affect purchase intentions in seven of the eight countries in the study, with India being the exception.

Research limitations/implications

The primary limitation of the study is that of the eight countries sampled, five were either European or English‐speaking.

Practical implications

The study discusses how to maximize service success in a wide range of market environments.

Originality/value

Although aspects of service have been heavily studied in the US market, much less research exists across markets. This paper redresses this imbalance.
Evaluation of the opinions of the school administrators about the effects of globalisation on education
Authors: Üstün Ahmet
Published: September 2007

Purpose

The purpose of this study is to investigate the effects of globalisation on educational institutions in Turkey (to be specific, in the provinces of Amasya, Samsun and Tokat) by means of a series of inquiries carried out among secondary school administrators.

Design/methodology/approach

A qualitative method has been used in the study which attempts to lay bare the effects of globalisation on education via questions directed to school principals. A “configured questionnaire” has been employed as the method for collecting data, and all the administrators have been asked the same questions. The configured questionnaire form is made up of six open‐ended questions focusing on the effects of globalisation on education policies.

Findings

The findings gathered demonstrate that school administrators entertain different attitudes towards the effects of globalisation.

Originality/value

The most striking upshot is the finding that school administrators do have an awareness of the effects of globalisation, whether they hold a negative or positive stance towards the issue.
Using technology to enhance collaborative learning
Authors: Wasonga Teresa A.
Published: September 2007

Purpose

The purpose of this research project is to explore the use of technology in enhancing and creating opportunities for collaborative learning by connecting prospective school leaders and practicing principals from multiple settings.

Design/methodology/approach

This was a research project in which an internet‐based network system was created in “LiveText” (software) for cross‐collaborative learning among intern prospective school leaders, practicing school administrators from different school settings and university faculty. Data were gathered through focus group discussions, surveys, reflections and the interns' portfolios.

Findings

Responses from participants indicated that the technology used in this project: created a forum for prospective school leaders to network and be involved in experiences spanning multiple settings and multiple mentors; enabled the participants to better understand issues of urban/inner‐city, suburban, rural, elementary, middle, and high schools; created opportunities for interns to assess their own knowledge, skills, and dispositions based on Interstate School Leaders Licensure Consortium (ISLLC) standards; and enabled the development of web‐based electronic portfolios through “LiveText.”

Originality/value

The project demonstrated how technology can be used as a programmatic tool to enhance collaborative learning by: first, countering logistical and structural challenges of organizing multiple setting leadership experiences for aspiring school leaders; and second, dismantling barriers that separate prospective school leaders from diverse practicing school leaders and schools and, thereby, building both strong and weak ties.
Relationship among school size, school culture and students' achievement at secondary level in Pakistan
Authors: Salfi Naseer Ahmad , Saeed Muhammad
Published: September 2007

Purpose

This paper seeks to determine the relationship among school size, school culture and students' achievement at secondary level in Pakistan.

Design/methodology/approach

The study was descriptive (survey type). It was conducted on a sample of 90 secondary school head teachers and 540 primary, elementary and high school teachers working in the government boys secondary schools of Punjab province. Data was collected through three sources: first, statistics on education from Education Management Information System (EMIS) Punjab; second, annual results of grade 9 and 10 students of Boards of Intermediate and Secondary Education (BISEs) Punjab; and third, a questionnaire which contained 39 items at five‐point rating scale and ten items in yes/no form. The validity and reliability of the questionnaire were ensured through experts' opinions and pilot testing in early 2006; the overall reliability was established at 0.967.

Findings

There was a significant correlation between school size and school culture, and school size and students' achievement. Small schools revealed positive school culture and performed better than medium and large schools.

Originality/value

The policy makers, administrators and managers, and teachers at secondary level may improve school culture by bringing schools to a reasonable size, which may improve the students' achievement in Pakistan. The findings may be useful for other countries of almost similar socio‐economic status to improve the quality of teaching‐learning at secondary level.
Tension as an enabling characteristic of innovating in schools
Authors: Perillo Suzanne
Published: September 2007

Purpose

The purpose of this paper is to argue that school innovation is a complex process requiring a detailed accounting of the relational activity characterising everyday innovating activity. It is further proposed that complex accounts of innovation practice that describe social factors only are insufficient.

Design/methodology/approach

Using a case study methodology, a focus on ideas of resistance and tension is used to explore the character of actual innovating experiences. Underpinned by assumptions of relationality and indicative of a poststructuralist and postmodern perspective, Actor‐Network Theory is applied as an analytical tool to investigate the sociomaterial character of everyday enactments of innovation practice in four independent boys' schools in Australia.

Findings

Four data stories describe multiple patterns of innovating activity that cannot accurately be accounted for in terms of a general notion of resistance. The idea that tension enables innovation practice is proposed.

Research limitations/implications

Approaches to school innovation that assume difference should be smoothed out or there is a risk of obstructing its practical accomplishment.

Practical implications

This paper provides a case for school leaders to expect and cultivate conditions that enable innovative tension and the co‐presence of multiple patterns of innovating activity.

Originality/value

In addition to critically viewing managerial notions of school innovation, this paper draws on the cross‐disciplinary research to include materiality as an active agent shaping, as opposed to providing a context for, innovating in schools.
Systems thinking: a case for second‐order‐learning
Authors: Gharajedaghi Jamshid
Published: September 2007

Purpose

The purpose of this paper is to show that changes in social systems do not occur randomly. They are consistent with what has gone on before, with the history and identity of the system. As long as the organizing principles of a dominant culture remain unchallenged, behavior of all the social‐units originating from this culture will remain unchanged.

Design/methodology/approach

The concepts developed in this paper are the results of 30 years of real life experimentation with organizations and cultural transformations in different cultures. The paper demonstrates how an analytical culture, despite its well‐known shortcomings, keeps reproducing the same set of non‐solutions all over again.

Findings

To change, systems need to go through an active process of unlearning. Unlearning is an iterative and collective process of the second‐order learning. A participative and iterative design process with the aim of replacing the distorted shared images is the most effective learning tool to produce a second‐order learning and a desired change in the behavioral pattern of a social system.

Originality/value

The value is to appreciate the real source of resistance to change.
Some new theoretical issues in systems thinking relevant for modelling corporate learning
Authors: Minati Gianfranco
Published: September 2007

Purpose

The purpose of this paper is to describe fundamental concepts and theoretical challenges with regard to systems, and to build on these in proposing new theoretical frameworks relevant to learning, for example in so‐called learning organizations.

Design/methodology/approach

The paper focuses on some crucial fundamental aspects introduced in the literature in order to establish a general rather than generic usage of the systems concept. Issues of definition and theoretical frameworks are clarified before introducing new theoretical challenges for Systems Thinking, such as the perspective of a General Theory of Emergence (GTE), new modelling approaches and new concepts including Multiple Systems (MSs) and Collective Beings (CBs).

Findings

New approaches for modelling management and corporate learning are described. The paper also explains the Dynamical Usage of Models (DYSAM) developed to deal with MSs and CBs for managing learning systems able to self‐design evolutionary strategies.

Originality/value

The paper expands understanding of the notion of system and underlines the relevance of systems thinking in modelling and facilitating corporate learning.
Learning to think systemically: what does it take?
Authors: Zulauf Carol Ann
Published: September 2007

Purpose

The purpose of this action research is to gain insight into how people learn to think systemically. An examination of the themes that emerged from this action research will be undertaken.

Design/methodology/approach

An action research approach was adopted which involved the collection and reading of 120 journals that were kept by graduate students in their systems thinking course.

Findings

A theory of practice identified and supported three significant areas in systems thinking: how the structure of the system influences the behavior of its members; the consequences of decisions on other parts of the system and a shift from blaming to seeing how one is contributing to the situation; and insights gleaned from actually learning to think systemically: meta‐learning of systems thinking.

Research limitations/implications

The positive implications that emerged from this action research indicate that, once students are introduced to systems thinking theory, tools and application, they are able to link their decision‐making abilities to consequences; see the delays in a system; move away from blaming external “others” and look to see how they are contributing to an issue or problem. Limitations include other areas that could have been included: challenges, stories, and questions that emerged from the action research. Data from other groups would also be warranted.

Practical implications

The paper shows that systems thinking can be taught…that the benefits are being realized on different levels!

Originality/value

This action research presents one of the first attempts to actually gather data on how people learn to think systemically and to begin to categorize the themes and patterns that emerged from the data.
Light bulbs and change: systems thinking and organisational learning for new ventures
Authors: Hebel Misha
Published: September 2007

Purpose

The purpose of the paper is to revisit the practical worth of different systems thinking tools applied to three different business clients, which may be dismissed by academic researchers as theoretically old fashioned.

Design/methodology/approach

The methodologies used are systems‐based (SSM, VSM and causal loop diagrams), culminating in reflective practitioner in action.

Findings

By maintaining a simple application of tools but a more complex act of reflection, learning can occur for client and consultant. This may be the basis of a more formal research programme.

Originality/value

The material presented here is just a sample of business clients chosen to present the broadest selection of systems tools within the constraints of this paper. Reflection rather than pre‐structured research is the emphasis.
Insurance sector dynamics: towards transformation into learning organization
Authors: Barkur Gopalakrishna , Varambally K.V.M. , Rodrigues Lewlyn L.R.
Published: September 2007

Purpose

The purpose of this research is to study the influence of five critical factors on service quality in the insurance sector. Having studied the influence of these critical factors, an attempt has been made to obtain a generic solution to enhance the quality of service by proposing a holistic framework of learning organization. As globalization and IT revolution have made the insurance sector highly knowledge‐intensive, customer expectations and perceptions have also grown exponentially. Hence, this research is timely and goal‐focused.

Design/methodology/approach

The research is based on system dynamics methodology, which involves sequential phases including: problem identification, conceptualization, model formulation, simulation and validation, and policy analysis and implementation. Meta‐analysis of existing literature and rationalization are also a part of the framework development.

Findings

The results have indicated that the key parameters, e.g. past experience, personal needs, external communication, word of mouth, and active clients have significant influence on service quality of the insurance sector.

Practical implications

The outcome of this study can be directly implemented in the insurance sector to enhance the quality of service, as it provides a means to convert the tacit knowledge in the organization into an explicit form. The knowledge managementsystem, as a component of the learning organization, acts as a central repository of organizational knowledge and enables the service providers to minimize the “service quality gap” as best practices, past experience, and solutions to problems of common occurrence will be available for common use.

Originality/value

This research is unique in the sense that it uses a system dynamics approach to service quality enhancement in the insurance sector. The research has immense value to the insurance sector, as its growth is a function of service quality.
Change in(ter)ventions to organizational learning: bravo to leaders as unifying agents
Authors: Yeo Roland K.
Published: September 2007

Purpose

The purpose of this research is to examine the relationship between change interventions and organizational learning. It seeks to identify the process through which team learning is developed, the factors that affect organizational learning and its influences on organizational effectiveness.

Design/methodology/approach

Two groups of samples from a Singapore large manufacturing firm that had implemented change interventions for two years were selected. Qualitative data from 45 employees using the laddering, non‐directive interviewing technique, and 20 leaders using focus group discussions were gathered.

Findings

Changes to organizational systems and structure have led to a state of not‐knowing which contributes to defensive dynamics. Learning begins with the unlearning of old habits by encouraging new thinking patterns through rigorous feedback loops. Expectations of leaders should also be redistributed to facilitate and integrate the various aspects of learning.

Research limitations/implications

Change interventions have led organizational learning to develop in reciprocal directions where the initial top‐down approach is subsequently supported and driven by a bottom‐up approach. The strategy is to engage employees in collaborative decision making embedded in constant dialogue and reflection.

Practical implications

Organizational learning strategies, developed from the lessons learned, are based on organizational infrastructures with an emphasis on efficiency, effectiveness and transformation. One of the critical considerations is the institutionalization of learning as being integral to daily work practices.

Originality/value

The study extends the theoretical basis of the “fifth discipline” by incorporating the nominalist perspective such that organizations, as organisms, have the capacity to recreate themselves for the expansion of the shared vision.
Relative treatment of workers in Mexico vs China: implications for location decisions
Authors: Hess Susan , Prasad Sameer
Published: September 2007

Purpose

The purpose of this paper is to help managers of multinational corporations (MNCs) in making location decisions by providing a relative comparison of the labor laws and their enforcement in Mexican and Chinese export processing zones (EPZ).

Design/methodology/approach

By examining the relevant literature, the authors were able to identify differences and similarities among the two EPZs.

Findings

China is easier for MNCs to conduct business in because of the current lack of enforcement of the labor laws and the retention rate of workers is higher relative to Mexico. Also, wages in China are lower than in the Maquiladoras while at the same time the education level is higher in China than in Mexico.

Research limitations/implications

This study was conducted across a broad range of industries at a certain point in time. Researcher might be interested in identifying differences on a sector‐by‐sector basis. In addition, it would be possible to conduct a longitudinal study for both countries to examine the trends in enforcement activities and effect on FDI investments.

Practical implications

The research addresses the labor laws and treatment of worker in the Maquiladoras of Mexico and the special economic zones of China. By law, treating workers fairly and providing a safe environment is a priority in both countries. However, laws are often not enforced. A MNC that is interested in retaining employees and long‐term productivity has varied opportunities to provide incentives to ensure its success.

Originality/value

This research is the first study to compare the Mexican and Chinese EPZ in terms of labor laws and their enforcement.
The empirical study of CRM
Authors: Wu Wann‐Yih , Tsai Cheng‐Hung
Published: September 2007

Purpose

The purpose of this paper is to address the research issue of how companies manage their consumers' identification to compete effectively in intensely competitive market places. Drawing on theories of social identity and organizational identification, this study proposes that favorable consumer purchase intentions often result from the consumer‐company identification (C‐C identification) which depends on several identity judgments like identity prestige and identity attractiveness.

Design/methodology/approach

A research model and 13 hypotheses are derived in this study. LISREL models are employed to identify the validity of the entire model and data are collected from ten direct selling companies.

Findings

The results of empirical analysis show that identity judgments positively affect C‐C identification and the degree of C‐C identification positively influences consumer purchase intentions. The moderating effects of identity trustworthiness and embeddedness have mild influences on the relationship between identification and purchase intentions.

Practical implications

This study confirms that encouraging identification has not only been identified as a good employee retention strategy in organization management but also a good customer retention strategy in marketing management.

Originality/value

This study intends to go one step further to empirically test the viability of the C‐C identification model that is lack of empirical supported.
Determinants of audit fees: empirical evidence from an emerging economy
Authors: Naser Kamal , Nuseibeh Rana
Published: September 2007

Purpose

The study investigates the structure of audit fees in an emerging economy, Jordan.

Design/methodology/approach

The following regression model will be tested: ADFEES = f (SIZE, AUST, COMP, INDS, PROF, RISK, YEND, TLAG). The model is tested by running a cross‐sectional linear ordinary least squares (OLS) regression of the audit fees on corporate size, the status of the audit firm, the degree of corporate complexity, profitability, risk, corporate accounting year end and the lag between the audit report and the end of the accounting year.

Findings

The results of the analysis revealed that corporate size, status of the audit firm, industry type, degree of corporate complexity and risk are the main determinants of audit fees. However, variables such as corporate profitability, corporate accounting year‐end (YEND) and time lag between YEND and the audit report date appeared to be insignificant determinants of audit fees.

Research limitations/implications

In order to generalize the outcome of the study, the same study needs to be conducted over a long period of time (five years). Other variables such as the market share of the audit firm and the economic conditions of the country need to be included in the regression model in future research.

Originality/value

The outcome of the study can be used by audit firms to determine audit fees. Companies' management can also use the results of the study to predict the amount of audit fees that they will pay.
The initial US stock market effect on firms that announce corporate headquarters relocation
Authors: Cox Raymond A.K. , Schultz James D.
Published: September 2007

Purpose

To examine the initial stockholder wealth impact of firms announcing corporate headquarters relocation.

Design/methodology/approach

The LexisNexis Academic database were searched from December 1994 to April 2005 for US firms announcing headquarters relocation. The companies were then categorized according to the rationale (cost/consolidation, space, managerial interests, none given) for moving. Standard event study methodology, market‐model version of the capital asset pricing model, was employed to ascertain the impact of this event to stockholders.

Findings

In general, the stock‐market reaction is favorable for companies moving their head office. Moreover, stockholders react most positively to the managerial interest reason for such a shift. Nevertheless, the cost/consolidation reason and to some extent even when no reason is given shareholders viewed relocation announcements with an increase in stock returns. However, when space reasons are given for headquarters relocation, the stock returns are negative.

Research limitations/implications

The sample is restricted to the USA and may not be reflective of other countries. Also, this study focuses on the initial stockholder wealth impact which may not be reflective of the long‐run effect of corporate headquarters relocation.

Practical implications

Organizations considering moving their head office should evaluate their decision based on the perception of their shareholders and how they may react to such announcements. Changes in the market value of the equity, caused by headquarters relocation, will have a direct impact on the firm's ability to raise capital.

Originality/value

This paper updates empirical research in the field and provides contrary evidence of the rationale that generates a favorable stock‐market reaction.
Does diversity impact competitiveness? A cross country analysis
Authors: DiRienzo Cassandra E. , Das Jayoti , Burbridge John
Published: September 2007

Purpose

In today's global economy, a country's level of competitiveness has emerged as an important policy tool for business leaders and the impact of many economic and institutional “hard” factors on competitiveness have been studied. The purpose of this paper is to examine the impact that diversity, a “soft” factor, has on a country's level of competitiveness.

Design/methodology/approach

Using a sample of 102 countries, a multiple regression analysis is performed in which the relationship between a country's competitiveness, as proxied by the global competitiveness index, and diversity, as proxied by ethnic, linguistic, and religious diversity, are tested while controlling for other factors known to affect competitiveness. Further, a cluster analysis is performed in an effort to illuminate global patterns in competitiveness.

Findings

The results indicate that greater levels of ethnic diversity negatively and significantly affect a country's competitiveness, but greater levels of linguistic diversity positively and significantly affect competitiveness while religious diversity has no effect.

Research limitations/implications

The reasons behind for the analysis results still need further research. For example, why do greater levels of linguistic diversity positively affect country competitiveness?

Practical implications

The IMF, World Bank, and other investors of capital need to understand whether diversity will help or hinder aid and loan programs and corporations need to consider diversity when conducting global business and foreign investment.

Originality/value

This study is the first to examine the relationship between diversity and country‐level competitiveness and has value to global business managers and investors.
A study of economic growth and development in the economic and social commission for Western Asia (ESCWA) countries
Authors: Saab Gretta
Published: September 2007

Purpose

The purpose of this paper is to attempt to highlight some issues in the development process of the economic and social commission for Western Asia (ESCWA) countries. The question that may arise here is whether these countries can translate the different policies of trade as well as their potential and comparative advantage and their internal policies, into something more robust and helpful to promote growth and development.

Design/methodology/approach

The paper describes the role of foreign direct investment, gross capital formation, manufacturing and agriculture value added, and assesses their impact on the economy in the ESCWA countries.

Findings

If foreign direct investment and capital formation are essential components to growth and development, their role cannot be fully persistent if not purposeful. Also the economic structure of these developing economies show some reluctance to growth and development, a fact that promotes clarifying the process of shifting from primary to industrial sectors in order to promote growth and development.

Originality/value

Using a regression analysis of the factors that can promote growth, the findings of this study highlight the importance of liberalization and openness to outside countries in order to have faster growth, improve the productivity and the (GDP)/per capita in the different sectors of the economies of the ESCWA region.
Networking for sales success in overseas government markets
Authors: Abeson Felix , Taku Michael A.
Published: September 2007

Purpose

The purpose of this paper is to examine the relationship between sales networks and effectiveness in overseas government markets with a focus on overseas home‐country officials, and local key government officials.

Design/methodology/approach

A random sample of American firms and their affiliates that have engaged or are engaged in project contracting with African governments was surveyed to collect data for the study using a mail survey.

Findings

Connectedness to home‐country overseas actors is positively associated with network connections involving key government officials. This local network connection, in turn, has a positive effect on sales effectiveness.

Research limitations/implications

The study is limited to bidding on projects and selling to government agencies in the African context. More research focusing on different industries and markets are needed to increase knowledge regarding the effect of network connections on international sales effectiveness.

Practical implications

The practical implications of this study include the need for international sales managers to engage in networking involving their home‐country official overseas as well as local government officials. Therefore, exporting advocacy is important. Also, the education and training of international sales people should emphasize the concept of sales network.

Originality/value

The study extends understanding regarding the network approach to international sales in government markets.