bluuebunny/crossref_metadata_2025 huggingface dataset:
Segmenting the online consumer market
Authors: Aljukhadar Muhammad , Senecal Sylvain
Published: June 2011

Purpose

The internet has become mainstream in everyday communications and transactions. This research aims to provide a segmentation analysis for the online market based on the various uses of the internet.

Design/methodology/approach

A review of the online consumer segmentation literature is first conducted. Survey method and cluster analysis techniques are used in the empirical study. A sample of 407 participants that belonged to a large consumer panel adequately responded to an online survey and provided their pattern of internet use, internet experience, and psychological characteristics.

Findings

The analysis shows that the online consumers form three global segments: the basic communicators (consumers that use the internet mainly to communicate via e‐mail), the lurking shoppers (consumers that employ the internet to navigate and to heavily shop), and the social thrivers (consumers that exploit more the internet interactive features to socially interact by means of chatting, blogging, video streaming, and downloading). Subsequent χ2 and ANOVA tests illustrate that consumers from these segments exhibit significantly divergent demographic and experience profiles.

Research limitations/implications

The results indicate that online consumers differ according to their pattern of internet use. The results have external and ecological validity; however, they lack the control provided in a laboratory experiment. Future research should examine if the findings can be replicated using behavioral measures.

Practical implications

Practitioners that plan to follow a resource‐based approach should consider the distinctive characteristics of the online market segments for an optimal allocation of marketing expenditure. Marketing and advertising strategies can be developed according to the customer's online segment. Further, online marketers can use the demographic and experience profiles to predict their customer's segment.

Originality/value

This paper is the first to perform a segmentation analysis to the online consumer market according to internet use pattern. The results show that usage can reliably be used as a segmentation base. Managerial and theoretical implications are furnished.
Identity, demographics, and consumer behaviors
Authors: Cleveland Mark , Papadopoulos Nicolas , Laroche Michel
Published: June 2011

Purpose

The purpose of this paper is to focus on two questions that are especially pertinent to international marketers. Is a strong ethnic identity (EID) generally incompatible with a globally‐oriented disposition (cosmopolitanism: COS), and to what extent is the EID‐COS relationship stable across cultures and countries? What roles do EID and COS play on consumer behavior alongside key demographic variables, and how do these relationships vary across countries and across consumption contexts?

Design/methodology/approach

Using a sample of consumers drawn from eight countries, this study identifies and compares bases for international market segmentation. The antecedent roles of EID, COS, and the four demographics variables on the behaviors associated with nine product categories are examined.

Findings

The findings imply that consumers are complementing an identity rooted in their traditional culture with one that is globally‐oriented. The roles played by demographic and psychographic variables varied considerably, not only across product categories, but moreover, across country samples.

Research limitations/implications

The study focuses more on consumer goods and less on intangible services. The sample and sampling approach place some limits on generalizability.

Practical implications

The results provide insights for international managers into when (i.e. product categories) and where (i.e. locations) marketing strategies could be standardized across national frontiers, and when and where these strategies should be customized or “glocalized.”

Originality/value

The paper makes a significant contribution to the international market segmentation literature, demonstrating the variable impact of demographics and identity across consumer behaviors. The findings bolster the notion that many cultures have the innate facility to glocalize, that is, to absorb foreign or global ideas with the best practices and bond these with native customs. The results further imply that globalization takes on many forms throughout the world.
International market selection and segmentation: a two‐stage model
Authors: Gaston‐Breton Charlotte , Martín Martín Oscar
Published: June 2011

Purpose

The purpose of this paper is to present a two‐stage international market selection and segmentation model addressed to help decision makers such as foreign institutions and market‐seeking multinational enterprises (MNEs) identify and select the most suitable European countries and groups of consumers.

Design/methodology/approach

The first stage is conceived as a macro‐segmentation screening process based on market attractiveness. The second is a micro‐segmentation process addressed to identify which groups of people are most similar across Europe in terms of social and personal values. The authors' model is rooted in previous assumptions and findings from international market selection (IMS) and Inglehart's theory of material and post‐material values.

Findings

The model is applied to the current 27 European Union (EU) member states and is validated through the groups of countries empirically obtained. The model allows us to cluster the European countries by market attractiveness, group the European consumers by personal and social values and describe the value orientation of the resulting clusters.

Research limitations/implications

The authors used cross‐sectional data to validate their model. Among the implications, they encourage international marketing and business scholars to make use of Inglehart's framework.

Practical implications

Institutional decision makers and market‐seeking MNEs can follow or adapt the prescribed model in order to identify the most promising and similar European countries and groups of consumers. Public policy makers can gain an in‐depth understanding of specific personal and social values allowing them to shape public policy agendas.

Originality/value

This paper contributes to the existing literature on IMS and segmentation in three ways: it proposes an original and parsimonious two‐stage IMS and segmentation integrative model for both country‐level and consumer‐related analyses (suitable to handle and reduce the European diversity that decision makers have to face when dealing with the general public or consumer products); it applies theoretically grounded general segmentation bases and an alternative established framework of consumer values (Inglehart's value system), and it adopts an updated and pan‐European perspective over the enlarged EU.
Attitude toward wealth management services
Authors: Chan Carlson , Chan Andrew
Published: June 2011

Purpose

In a time of global recession and customers' pejorative perceptions of financial products, international banks need to understand the determinants of behavioral intentions of high‐net‐worth individuals when considering business tactics for capturing the lucrative wealth management services (WMS) markets. This paper aims to build a predictive model using the theory of planned behavior to determine behavioral intentions of Taiwanese nationals based in the People's Republic of China (the PRC) in respect of their choice and decisions about WMS providers.

Design/methodology/approach

Two‐phased sequential mix methods, based on the theory of planned behavior, are employed to investigate factors that influence the choice of wealth management services providers by Taiwanese based in the PRC. An elicitation study plus three pilot tests were administered for questionnaire development, refinement and finalization. The main study employs a cross‐sectional study of Taiwan home nationals resident in China.

Findings

A cross sectional study of 227 Taiwanese nationals based in the PRC indicated that “Feeling of trustworthiness”, “Provision of flexible services”, and “Feeling of cultural affinity” are the most crucial among the ten factors related to their intentions and decision making about choice of WMS providers.

Practical implications

The results point to managerial implications of banks' identity, deployment of expatriates, brand‐image position and a regional portfolio platform for bank management to consider entry strategies into the PRC.

Originality/value

This research is the first empirical study in investigating the attitudinal dynamics on wealth management services and their implications to international banks in the PRC.
Technical change, unemployment and labor skills
Authors: Pavlidou Nelly‐Eleni , Tsaliki Persefoni V. , Vardalachakis Ioannis N.
Published: June 2011

Purpose

This paper aims to contribute to the open, theoretical debate upon the effects of technical change on the production and labor process.

Design/methodology/approach

The “optimistic” approach, which connects the compensation mechanisms and human capital theory, is compared to the dynamic approach of the labor process. Recent Labor Force Survey data are used to identify the trends and characteristics of labor markets in G‐7 countries.

Findings

In all G‐7 countries, unemployment is present and deepening in the last two decades, whereas any employment growth observed is mainly associated with part‐time, temporary, low‐paid and vulnerable jobs. Moreover, any rise in employment rates refers rather exclusively to unskilful labor.

Practical implications

Neither the increase in effective demand (high growth rates), nor the relaxation of labor market rigidities could lead to a sufficient employment growth that would evade unemployment. In addition, the increased investment in human capital failed to upscale workers' position in the production process.

Originality/value

The value of this paper lies in its acknowledgement that an effectual policy agenda for labor‐related issues should break apart from conventional beliefs that the increase in flexibility of labor market, the abolishment of asymmetries in supply and demand of labor skills and the enhancement of economy's effective demand could cope and provide a solution to current labor market hazards.
Do student evaluations match alumni expectations?
Authors: Guevara Carla , Stewart Scott
Published: June 2011

Purpose

This research study seeks to identify what graduating students and alumni perceive to be of most value in courses, and in turn the relationship of those perceptions with the information in evaluations conducted by students at the conclusion of courses.

Design/methodology/approach

The project involves empirical research utilizing standard student course evaluation data, and rigorous matching alumni survey data. A focus group, as well as prior academic research, informs the design.

Findings

There are several key conclusions from this study comparing student and alumni perceptions of course satisfaction. Consistent with end‐of‐program survey and focus group observations, career relevance clearly grows with time in importance for determining course satisfaction. Career relevance is not a statistically significant factor for course satisfaction using end‐of‐course student survey responses, but grows to a statistically significant determinant utilizing alumni survey data, larger than both the extent of learning and instructor performance; moreover, instructor performance appears to become less important.

Research limitations/implications

While survey responses for individuals as both students and alumni cannot be linked in this study, the high response rate of alumni and the pooling of data suggest results are robust.

Practical implications

If instructors want students, once they become alumni, to be satisfied with their course experience, they need to teach material which will be truly useful in their careers, even if students do not fully appreciate it during class. And if university presidents want satisfied alumni, they need to ensure their school's curriculum includes material that may be applied in the real world, and that the measures of teaching effectiveness utilized for compensation purposes do not stress too highly traditional measures of student satisfaction.

Social implications

Educators can provide students with a more long‐term satisfying educational experience by ensuring curriculum includes practical material that is truly relevant for careers.

Originality/value

Student evaluations have been commonly used in determining the success of a course, and the effectiveness of their instructors. However, there has only been limited analysis of student evaluations as a measure of what matters most – the benefit to the student once they graduate and move into the working world. Empirical results based on student and alumni survey data identify differences in perceptions between students and alumni, and suggest key recommendations for both instructors and university administrators.
A new quantitative approach for the management of a student‐managed investment fund
Authors: Ammermann Peter A. , Runyon L.R. , Conceicao Reuben
Published: June 2011

Purpose

The purpose of this study is to develop an investment strategy designed both to enable student‐managed investment fund (SMIF) students to more quickly build out their portfolio at the beginning of the academic year and to give them some exposure to quantitative approaches to investment management.

Design/methodology/approach

This study uses data and software that would be readily available to typical SMIF students to develop both an asset‐allocation model and a security‐selection model that can be described as a long‐flat (or synthetic protective put) equity strategy with a momentum‐based style‐rotation overlay.

Findings

Over the time period since the requisite style‐based ETFs began trading, the composite strategy would have outperformed the S&P 500 index during both market downturns and market upturns, providing better than market returns at lower than market levels of risk.

Originality/value

The key innovation of this paper is the development of a quantitative investment strategy tailored specifically to meet both the educational and the portfolio management needs of SMIF students; a secondary innovation is the demonstration of the efficacy of a style‐rotation strategy, in contrast to the more typical sector/industry‐rotation type of strategy.
The Smith Company: a case on capital budgeting and real options
Authors: Shastri Karen A. , Shastri Kuldeep , Stout David E.
Published: June 2011

Purpose

This paper aims to provide upper‐level accounting and/or finance students with a review of the intricacies of option pricing, discounted cash flow (DCF) capital budgeting decision models, various types of real options, how risk analysis of long‐term capital investments can be facilitated by explicit consideration of real options, and the role of sensitivity analysis in the analysis of capital investment projects with real options.

Design/methodology/approach

The paper describes a fictional company facing a risky capital investment proposal. Students evaluate the investment proposal using traditional DCF analysis (i.e. the net present value method), and then re‐run the analysis by incorporating the existence of real options into the analysis of the proposed investment. Finally, students see the value of using Crystal Ball software for conducting sensitivity analysis as part of the decision‐making process.

Findings

There are two primary conceptual lessons that students realize by completing this educational case: real‐options analysis is a conceptually correct and robust way to explicitly deal with project uncertainty, and failure to explicitly consider real options in the analysis of capital investment projects may result in suboptimal decision making.

Originality/value

This case covers all major real‐option topics required for the certified management accountant exam. Further, the case fills a void in the literature of accounting education as this literature pertains to the availability of case material regarding the use of real options as an extension to conventional capital budgeting techniques.
Critical success factors in crafting strategic architecture for e‐learning at HP University
Authors: Sharma Kunal , Pandit Pallvi , Pandit Parul
Published: June 2011

Purpose

The purpose of this paper is to outline the critical success factors for crafting a strategic architecture for e‐learning at HP University.

Design/methodology/approach

A descriptive survey type of research design was used. An empirical study was conducted on students enrolled with the International Centre for Distance and Open Learning who were attending personal contact programs (PCPs) in professional courses so as to elicit the importance of e‐learning in distance education programs.

Findings

From the research questions for implementing e‐learning it was found that the current practices of instruction are satisfactory, the centers where PCPs are not sufficiently equipped for the training of learners and resource persons at PCPs do not have interest in the ICT program although the learners are ICT savvy, but there is no regular electricity supply, sufficient facilities and consumables for the usage.

Research limitations/implications

Although an empirical study was conducted, the respondents, the students, sometimes disclose the information and do not reply to the questions in good faith.

Practical implications

The article addresses the critical success factors in crafting a strategic architecture for e‐learning at HP University so as to implement e‐learning for the benefit of the staff and the students.

Originality/value

The article addresses the critical success factors for implementing e‐learning in a traditional university environment.
A dynamic system to manage changes in course material
Authors: Zaneldin Essam K.
Published: June 2011

Purpose

Despite the popularity of existing course management systems, they do not consider the management of course material changes, particularly courses that require more than one instructor. The main purpose of this study is to instantly communicate course material changes to all instructors teaching the same course and to communicate approved changes to students registered on the course.

Design/methodology/approach

The fundamental hypothesis tested was whether the developed system effectively communicates changes in a timely manner. The level of students' acceptance to this new system was also tested. A dynamic course material change‐management system was developed using visual basic programming language and an Access database. The system was applied to a hypothetical case study and to a currently running undergraduate civil engineering course.

Findings

Results indicated that changes made to a course material were instantly communicated to all instructors teaching the same course. It also indicated that approved changes were instantly communicated to affected students. As a result, students were satisfied with the instant notifications they receive whenever a change takes place.

Research limitations/implications

The proposed system does not include a methodology for online tests, course grades, and course assessment. The system needs to be integrated with these important features. Developments pertaining to integrating the system with these features will be considered for future investigation.

Originality/value

The novel aspect of the developed system is the effective management of challenges made to course material and communicating these changes to instructors and students in a timely manner. The system can benefit any institution at different educational levels.
Healthcare professionals' experiences of the implementation of integrated care pathways
Authors: Hogan Catherine , Barry Maria , Burke Mary , Joyce Pauline
Published: June 2011

Purpose

The purpose of this paper is to report on a study that explores healthcare professionals' experiences of the implementation of integrated care pathways (ICPs).

Design/methodology/approach

This study used a phenomenological research approach with a purposive sample of ten multi‐disciplinary healthcare professionals across two acute hospitals in Ireland. Data were collected via semi‐structured interviews and analysed using Colazzi's framework.

Findings

The findings of the study are presented under four themes: buy‐in from all disciplines, multidisciplinary communication, service‐user involvement, and audit of ICPs. These themes emanated from the questions asked at interview.

Research limitations/implications

The limitations of the study include the small sample size and the use of two different interviewers across the sites. The inexperience of the interviewers is acknowledged as a limitation as the probing of some questions could have been improved. In addition the themes of the findings were predetermined by the use of the interview guide.

Practical implications

Changes in existing institutional structures and cultures are required when introducing ICPs. It is necessary for senior management in organisations to lead by example. They also need to identify where support can be offered, such as in the provision of an ICP facilitator, education sessions in relation to ICPs and the development of strategies to improve multi‐disciplinary buy‐in and participation.

Originality/value

The findings of this study respond to a gap in the literature in Ireland on the experiences of healthcare professionals who have implemented ICPs. Key findings of the study are the perception that the doctor is pivotal in driving the implementation of ICPs, yet the doctor was not always interested in this responsibility.
The effect of changes in servicescape and service quality perceptions in a maternity unit
Authors: Holder Magriet , Berndt Adele
Published: June 2011

Purpose

The aim of this research is to determine the effect of changes in servicescape on the service quality perceptions of maternity ward patients in a private hospital.

Design/methodology/approach

A quasi‐experimental design was used. An experimental and control group (of patients) was surveyed before the changes in servicescape took place, and a further experimental and control group of patients was surveyed after changes in the servicescape. Each group was surveyed using a SERVPERF instrument to determine perceptions of service quality.

Findings

The changes in servicescape which took place in the experimental context resulted in a significant change in service quality perceptions among the experimental group. This change was not seen in all service quality dimensions, however, with statistical significance seen only in the tangible, reliability and responsiveness dimensions.

Research limitations/implications

Four different groups of respondents took part in the quasi‐experiment (two experimental groups and two control groups) specifically in a medical setting, and the ability to generalise these findings needs to be investigated.

Practical implications

Management needs to take greater notice of the effect of servicescape, as well as any changes in the servicescape on the perceptions of service quality.

Originality/value

There is agreement that the servicescape affects perceptions of service quality and this study bears out this conclusion.
Guest editorial
Authors: Groleau Carole , Demers Christiane , Engeström Yrjö
Published: June 2011

Purpose

The purpose of this paper is to introduce this special themed section which explores the relationship between contradiction and organizational change.

Design/methodology/approach

This paper analyzes the four papers included in this special themed section, drawing links between the different texts.

Findings

A review of the papers shows that they contribute to our understanding of the dynamics of organizational change by focusing on how contradictions manifest themselves and how they are managed in various change contexts.

Originality/value

This introduction provides readers of the themed section with an overview of the four papers.
Discursive manifestations of contradictions in organizational change efforts
Authors: Engeström Yrjö , Sannino Annalisa
Published: June 2011

Purpose

The purpose of this paper is to introduce a new methodological framework for the identification and analysis of different types of discursive manifestations of contradictions.

Design/methodology/approach

The paper is based on the dialectical tradition of cultural‐historical activity theory. The methodological framework is developed by means of analyzing the entire transcribed corpus of the discourse conducted in a change laboratory intervention consisting of eight sessions and altogether 189,398 words.

Findings

Four types of discursive manifestations, namely dilemmas, conflicts, critical conflicts, and double binds, could be effectively identified in the data. Specific linguistic cues were a useful first level of approaching the different types of manifestations. Critical conflicts and double binds were found to be particularly effective lenses on systemic contradictions.

Research limitations/implications

The paper points to the need for theoretical and conceptual rigor in studies using the notion of contradiction.Further empirical testing of the framework is needed and may lead to more refined or alternative categories.

Practical implications

Dynamics of different organizational change interventions may be effectively analyzed and compared with the help of the framework.

Originality/value

The paper presents an original, empirically‐tested methodological framework that may be a valuable resource for analyzes of contradictions driving organizational change.
Assessing the maximum level of customer satisfaction in grocery stores
Authors: Pilar Martínez‐Ruiz María , Jiménez‐Zarco Ana Isabel , Cascio Robert
Published: June 2011

Purpose

This paper aims to establish the main factors that underlie store attributes, to examine which exert the greatest influences on the achievement of a maximum level of customer satisfaction. This study seeks to determine if there are significant differences not only in the factor compositions but also in their influence on customer satisfaction, depending on the country of residence of focal customers.

Design/methodology/approach

The test of the proposed framework consists of analyses of two samples of customers that purchased in grocery stores in Spain and the USA. Following a factor analysis of the principal components, a binary logistic regression analysis tests the influence of the identified factors on customer satisfaction.

Findings

This work contributes to extant literature by assessing differences in the main factors that contribute to satisfaction with food stores, depending on the location of the customer.

Practical implications

This work is especially useful to grocery retailers that operate, or plan to operate, in different countries; it outlines key factors to consider to achieve upper‐bounded customer satisfaction scores.

Originality/value

The proposed classification of attributes and factors, according to their importance for customers' evaluations in different countries, includes three main factors. The first‐order factor includes the most valued attributes by all customers, independent of the country of residence. The second‐order factors include attributes with lesser importance though still valued by customers; the importance depends on the country of residence. Finally, the third‐order factor attributes are valued relatively less.
ICT for logistics and freight transportation: a literature review and research agenda
Authors: Perego Alessandro , Perotti Sara , Mangiaracina Riccardo
Published: June 2011

Purpose

The purpose of this paper is to classify research on information and communication technology (ICT) for logistics and freight transportation on the basis of the main themes and methods and proposes directions for future research.

Design/methodology/approach

The review is based on 44 papers published from 1994 to 2009 in international peer‐reviewed journals. The academic papers are analysed and classified according to the research methodology adopted and the themes addressed.

Findings

While there are many contributions taking the “public transportation” perspective (i.e. the viewpoint of public stakeholders), papers focussing on the “private transportation” perspective (i.e. the viewpoint of the private companies offering logistics and transportation services) are fewer and relatively more recent. Additionally, even though in recent years researchers have also started to examine the decision‐making process of ICT adoption, many themes are under‐represented in literature, such as the subject of integration among different application types, empirical research on ICT adoption and the role of technology providers in the adoption process. As far as the methodology is concerned, the review revealed that many of the papers examined are either conceptual papers or empirical studies (i.e. mostly based on surveys, or else on case studies or interviews), while simulation and modelling are rarely present.

Research limitations/implications

While efforts were made to be all‐inclusive, significant research efforts may have been inadvertently omitted. However, the authors believe that this review is an accurate representation of the body of research on ICT for logistics and transportation companies published during the specified timeframe, and feel that confidence may be placed on the resulting assessments.

Originality/value

The paper offers a guide for the review of previous research on this topic and identifies the most important issues that need to be addressed in future research.
A model of supply chain and supply chain decision‐making complexity
Authors: Manuj Ila , Sahin Funda
Published: June 2011

Purpose

The objective of this paper is to develop a comprehensive model of supply chain and supply chain decision‐making complexity that provides an understanding of the drivers of supply chain complexity and strategies to manage supply chain and supply chain decision‐making complexity and outcomes.

Design/methodology/approach

Grounded theory methodology is employed to build a theory of supply chain and supply chain decision‐making complexity and develop propositions related to antecedents, moderators, and outcomes of supply chain complexity. In addition, extensive literature review and informal interactions with a number of supply chain professionals have been used to validate the theory.

Findings

In addition to identifying the antecedents of supply chain complexity, the authors explore strategic, human cognitive ability, and tactical moderators for managing supply chain complexity.

Research limitations/implications

The comprehensive framework presented in the paper builds a theory of supply chain and supply chain decision‐making complexity that is grounded in empirical data. The research also incorporates disparate findings, constructs from multi‐disciplinary research on supply chain complexity and provides future research directions.

Practical implications

The research helps practitioners better understand the sources and outcomes of supply chain complexity and how to manage it. Various strategies to moderate the impact of supply chain complexity are presented.

Originality/value

An integrated, comprehensive theory of supply chain complexity is proposed along with definitions of supply chain complexity and supply chain decision‐making complexity. The proposed model is rooted in actual practice and supported by the existing literature.
Development of a repair inventory model for effective maintenance of modular electronic equipment
Authors: Garg Amik , Deshmukh S.G.
Published: June 2011

Purpose

The purpose of this paper is to compare various features of modular repair inventory flow in large maintenance organizations such as the Indian army with those of basic multi‐echelon repair inventory model METRIC.

Design/methodology/approach

Two models are selected and validated with user trials for a period of six months. A few performance measures for multi‐echelon repair inventory systems (MERIS) have also been identified using questionnaires. These two models are compared with the base model using developed performance measures and finally the most preferred model is identified which may replace the existing model. Finally, some recommendations are made for future researchers working in the area of multi‐echelon repair inventory systems.

Findings

The action research (AR)‐based approach has been used to solve a problem which is interactive and aims at developing a holistic understanding. A crisp codification scheme has also been suggested for a multi‐echelon repair inventory environment.

Originality/value

The paper demonstrates identification of inadequacies in the existing model of certain organizations and develops a number of alternate models with the prime objective of reducing the total number of echelons, using an AR‐based approach.
Toward the promotion of effective performance of entry‐level managers: the case of Portugal
Authors: Ferreira Gomes Carlos , Yasin Mahmoud M.
Published: June 2011

Purpose

The increasing importance placed on organizational performance in a highly competitive global business environment has been unmistakable in recent years. The performance of entry‐level managers contributes significantly to the effectiveness of the overall organizational performance. The purpose of this paper is to explore the nature and dimensions of entry‐level managers' performance‐related variables for a cross sectional sample of Portuguese organizations.

Design/methodology/approach

Using a sample of 106 executives from Portuguese organizations, factor analysis was used to extract the underlying dimensions of effective performance of entry‐level managers. Multiple regression analysis was used to explore the relationships between the critical performance dimensions revealed by factor analysis.

Findings

The results of this study reveal the significance of personality‐related aspects, learned aspects, and cognitive capacities on shaping the effective performance of entry‐level managers. The practical implications of the results to business organizations and organizations of higher learning are examined.

Research limitations/implications

The sample used in this study is specific in nature. It consists of executives from Portuguese organizations representing different industries. Thus, the results should be interpreted accordingly.

Practical implications

Based on the results of this study, some important organizational implications regarding managerial training and development are advanced.

Originality/value

This study empirically examines the Portuguese executives' opinions regarding entry‐level managers' desired performance‐related characteristics. It offers significant implications to both business and higher learning organizations, as they engage in joint ventures aimed at promoting effective managerial performance.
Deriving competitive advantage from real exchange rate changes
Authors: Schnabel Jacques A.
Published: June 2011

Purpose

This paper seeks to argue that any competitive advantage realized by a firm that produces domestically and exports to a foreign market due to a real depreciation (appreciation) of the domestic (foreign) currency is purely transitory and thus not sustainable. Diversification of manufacturing operations across a number of countries and appropriate production rescheduling in light of real exchange rate changes are required to transform the character of this competitive advantage from merely transitory to sustainable.

Design/methodology/approach

Analytic proof is provided of the dependence of an exporting firm's real profit margin on the real exchange rate. A simple contemporaneous and one‐period lagged model of the current account balance is then posited to argue that real exchange rates exhibit mean‐reversionary behavior.

Findings

The Marshall‐Lerner condition, which is a mainstay of balance‐of‐payments models is shown to imply that real exchange rates exhibit mean‐reversionary behavior. Extensive empirical evidence is cited that accords with this theoretical conclusion. Thus, any gain in competitive advantage due to a change in real exchange rates that accrues to a firm with a single manufacturing operation is merely transitory and not sustainable.

Practical implications

To position itself to achieve sustainable competitive advantage from changes in real exchange rates, a firm must maintain a global supply chain diversified across many countries. With the flexibility provided by such disparate plant locations, production schedules can be adjusted in response to real exchange rate changes, to wit, increased (reduced) manufacturing should be programmed in countries whose currencies have experienced real depreciations (appreciations). Owing to oscillating real exchange rates, these requisite production schedule adjustments are expected to be perpetual.

Originality/value

The algebraic formulation of the firm's inflation‐adjusted profit margin's dependency on the real exchange rate and the analytical proof that the Marshall‐Lerner condition implies mean‐reversionary behavior in real exchange rates are both novel. The implications with regard to competitive advantage are likewise original.
Adaptive, generative, and transformative learning in project teams
Authors: Sessa Valerie I. , London Manuel , Pingor Christopher , Gullu Beyza , Patel Juhi
Published: June 2011

Purpose

The aim of this study is to analyze a framework of team learning that includes three learning processes (adaptive, generative, and transformative), factors that stimulate these processes, and consequences of them. The variables provided a field study of the model.

Design/methodology/approach

In the field study, 69 project teams of 3 to 11 students and their instructors responded to surveys.

Findings

Positive learning stimuli were related to adaptive and generative learning processes, while negative stimuli were related to transformative learning processes. Learning processes were related to individual student learning outcomes. In addition, adaptive and generative learning processes were positively related to team and instructor ratings of outcome quality, while transformative learning was negatively related to team ratings of outcome quality.

Research limitations/implications

The results were subject to the following limitations: cross‐sectional design, mostly self‐report measures, and the lack of control endemic to field research. As such, this study is viewed as an initial test of the team‐learning model in a field setting. Additional research, including longitudinal designs and experimental designs, are called for.

Practical implications

This study adds to the growing literature on group learning. Educators and managers need to be aware that there are different kinds of learning processes in which groups can engage and that these are stimulated to occur differently and have a different impact on outcomes.

Originality/value

Team learning is rarely assessed directly as a construct in its own right and there is a lack of empirical support delineating causes and consequences of team learning. This field study is a first step in this direction.
Nature and antecedents of a marketing approach according to Italian SME entrepreneurs
Authors: Guido Gianluigi , Marcati Alberto , Peluso Alessandro M.
Published: June 2011

Purpose

The purpose of this research is to explore the conception of marketing held by entrepreneurs of Small and Medium Enterprises (SMEs), in comparison with that proposed by researchers using different paradigms (i.e. the transactional, relationship, or inductional marketing). It then seeks to examine the determinants of the entrepreneurs' intention to adopt a marketing approach in their firms.

Design/methodology/approach

The research is articulated in a pilot and a main study, which were carried out on a stratified sample of more than 200 Italian entrepreneurs. It adopts exploratory research techniques to investigate the entrepreneurs' perceptions of the marketing concept and applies Ajzen's Theory of Planned Behavior to quantitatively assess the psychological antecedents of their intention to adopt a “marketing approach” (i.e. what they mean by that).

Findings

Results clearly show that the “concept of marketing” as perceived by Italian SME entrepreneurs differs from that proposed by academic researchers and subjective norm (as an indicator of corporate culture) is the main determinant of the entrepreneurs' intention to adopt a marketing approach.

Research limitations/implications

The research stresses that a wide gap exists between academic researchers' and entrepreneurs' conceptions of marketing. The existence of a proper organizational culture can foster the diffusion of a marketing approach among firms.

Originality/value

The research contributes to the literature on contemporary marketing theory and practice, by showing the existence of a need “to market the marketing approach” at least among Italian SME entrepreneurs.
Collaborative business process management: status quo and quo vadis
Authors: Niehaves Bjoern , Plattfaut Ralf
Published: June 2011

Purpose

The purpose of this paper is to analyze the status quo with regards to business process management (BPM) and collaboration and to show potential fields of future research in the area of collaborative BPM.

Design/methodology/approach

To obtain results, authors employ the method of a systematic literature review using relevant existing guidelines. They not only search leading journals and conferences in the fields but also in ISI web of knowledge's web of science. Subsuming, 39 relevant articles are selected and analyzed with regards to concepts identified upfront.

Findings

The paper finds that collaborative BPM is a growing trend in information systems research, but that there still exist significant research gaps. Hence, it proposes a research agenda consisting out of five action fields pointing at potentially fruitful directions for future research.

Research limitations/implications

First, this paper provides an overview of the status quo in the field of collaborative BPM to young scholars. Second, it identifies five distinct research gaps that could be worth studying. However, this paper may be limited by the choice of dimensions and the selection of relevant articles.

Practical implications

This paper informs practitioners about the status quo of research on collaborative BPM. Here, especially the analysis in the dimensions collaboration partner and BPM goals can help to evaluate the practitioner's strategy.

Originality/value

The results of this paper present the status quo of collaborative BPM literature. Hence, it also identifies research gaps and derives a research agenda.
Enterprise resource planning (ERP) benefits survey of Indian manufacturing firms
Authors: Annamalai C. , Ramayah T.
Published: June 2011

Purpose

The purpose of this study is to examine the tangible and intangible benefits of two enterprises resource planning (ERP) packages namely SAP and Oracle. In particular, the operational benefits (OP), managerial benefits (MB), strategic benefits (SB), information technology (IT) benefits and organizational benefits (OR) of SAP and Oracle packages are scrutinized.

Design/methodology/approach

A survey method was employed to elicit opinions from SAP and Oracle ERP professionals. The empirical results are analyzed using smartPLS (Version 2.0) software. The results are further compared and contrasted with that of Deloitte and O'Leary's studies.

Findings

Through this study, it seems that the tangible benefits such as procurement cost reduction (32 percent for SAP; 30 percent for Oracle), financial cycle reduction (46 percent for SAP; 48 percent for Oracle), productivity improvements (50 percent for SAP; 41 percent for Oracle), personnel reduction (43 percent for both SAP and Oracle) and IT cost reduction (35 percent for SAP; 21 percent for Oracle) percentages indicate Indian companies have achieved more ERP benefits as compared to Deloitte and O'Leary's studies.

Research limitations/implications

Three limitations were identified in this study such as adoption of the survey instrument, potential for response bias associated with targeting packages and the research instrument targeted only for manufacturing organizations. In the future, one can analyze the ERP benefits based on the ERP life cycle stages such as initiation, adoption, adaptation, acceptance, routinization and infusion. Moreover, one can investigate all the benefits mentioned in the literature of Shang and Seddon's study as this study reveals only few tangible and intangible benefits. There is also a possibility of extending the study to the benefits in terms of pre‐ and post‐ERP implementation in manufacturing systems. Finally, introducing some moderators to see the effect on ERP benefits.

Practical implications

This paper provides new insights into the tangible and intangible benefits of SAP and Oracle ERP packages.

Originality/value

No prior study to the best of one's knowledge has been sought to explain in such benefits of SAP and Oracle ERP packages.
Creating a coaching culture across a global sales force
Authors: Phillips Tracy
Published: June 2011

Purpose

The aim is to explore how Microsoft Advertising built a coaching culture across its global sales manager population.

Design/methodology/approach

This case study illustrates how a coaching program was delivered that allowed for the complexity within the business as well as being flexible enough to meet the needs of different cultures.

Findings

This practical case study material from Microsoft Advertising, a global provider of digital advertising platforms, shows how the learning and development team developed the performance coaching capability of sales managers in order to lift the performance of the global sales force.

Practical implications

It explores the implications of designing a program suitable for global delivery across five continents, in ten countries and with 22 nationalities of participants, as well as the practicalities of delivery.

Originality/value

This paper provides information on the coaching culture across Microsoft Advertising's global sales manager population.
Lessons from the East: next generation HR in Asia
Authors: McCartney Claire
Published: June 2011

Purpose

The aim of this paper is to discuss the findings of a research program that set out to define HR's role as a catalyst for the consistently high growth performance of companies in the Asia‐Pacific region and, in doing so, to share valuable lessons with the West.

Design/methodology/approach

Next Generation HR in Asia is the second phase of a major research program initiated by the Chartered Institute of Personnel and Development and Bridge. The aim is to identify aspects of leading edge HR practice that give a glimpse of “next practice” that will shape HR's future. Phase one of the project involved interviews with some of the most innovative HR practitioners in Europe, while phase two draws on interviews with leaders in 27 companies operating across the Asia Pacific region.

Findings

Dealing with the demands of the high growth and highly diverse market in Asia‐Pacific, and the associated extreme competition for talent, is resulting in innovative and flexible approaches to HR. Four next practices for HR emerged from the research. They are innovative solutions based on deep insight, developing loyalty and retention, leveraging the challenges of culture clashes, and being well positioned when the growth curve flattens.

Practical implications

While context is key and it is necessary to be aware of a one size fits all approach, the West can draw inspiration from the way in which entrepreneurial Asian leaders are putting themselves at the forefront of efforts to deliver superior organizational performance.

Originality/value

The paper provides useful information on leading edge HR practices, which are a catalyst for consistently high growth performance of companies in the Asia‐Pacific region.