bluuebunny/crossref_metadata_2025 huggingface dataset:
Guideline development from an observational study
Authors: Labarere J. , Bosson J‐L.
Published: October 2007

Purpose

It is unknown whether data from observational studies can assist guideline developers in areas where scientific evidence is lacking. The purpose of this study is to develop a local clinical guideline for prophylaxis against venous thromboembolism based on observational study results.

Design/methodology/approach

The authors performed a classification tree analysis on original data from a cross‐sectional study of risk factors, prophylaxis, and prevalence of deep vein thrombosis in 818 medical in‐patients hospitalised in French teaching and community hospitals. The dependent variable was the use of pharmacological prophylaxis. The rate of any deep vein thrombosis detected by routine compression ultrasonography was used as an illustrative variable. Using group consensus of expert panelists, a practice guideline was developed based on the results of this study and a systematic review of the literature.

Findings

The resulting classification tree involved eight terminal subsets. The mean misclassification rate was 31 per cent in tenfold cross‐validation and the area under the ROC curve was 0.75. The classification tree was converted into graded recommendations. According to these recommendations, 455 patients (56 per cent) required prophylaxis. The corresponding rate of deep vein thrombosis was 11 per cent (28/245, [CI = 8‐16]) in 245 prophylaxis users and 11 per cent (23/210, [7‐16]) in 210 prophylaxis non‐users. Conversely, 363 patients (44 per cent) did not require prophylaxis: 63 actually received prophylaxis and six had deep vein thrombosis (2 per cent, [0.6‐4]).

Research limitations/implications

Further prospective validation of the guideline is important prior to its implementation.

Originality/value

Integrating data from observational studies may be an effective way to develop guidelines when robust scientific evidence is lacking.
When renewing medical equipment is necessary: a case report
Authors: Tavakoli Hassan , Karami Mohsen , Rezai Jalal , Esfandiari Khalil , Khashayar Patricia
Published: October 2007

Purpose

The purpose of this paper is to present a remarkable medical equipment‐induced adverse event and to suggest ways to prevent similar problems.

Design/methodology/approach

This paper uses a case study to discuss when it is necessary to renew medical equipment.

Findings

The paper finds that repairing medical equipment using inappropriate parts causes severe iatrogenic problems.

Research limitations/implications

Events like this may be underestimated because well‐organized reporting strategies in health care units are inappropriate.

Practical implications

Defining expiry dates for medical equipment may prevent unsatisfactory repair, especially when original parts are unavailable.

Originality/value

The paper highlights the fact that simple errors cause severe patient injuries.
Challenging patient safety culture: survey results
Authors: Hellings Johan , Schrooten Ward , Klazinga Niek , Vleugels Arthur
Published: October 2007

Purpose

The purpose of this paper is to measure patient safety culture in five Belgian general hospitals. Safety culture plays an important role in the approach towards greater patient safety in hospitals.

Design/methodology/approach

The Patient Safety Culture Hospital questionnaire was distributed hospital‐wide in five general hospitals. It evaluates ten patient safety culture dimensions and two outcomes. The scores were expressed as the percentage of positive answers towards patient safety for each dimension. The survey was conducted from March through November 2005. In total, 3,940 individuals responded (overall response rate = 77 per cent), including 2,813 nurses and assistants, 462 physicians, 397 physiotherapists, laboratory and radiology assistants, social workers and 64 pharmacists and pharmacy assistants.

Findings

The dimensional positive scores were found to be low to average in all the hospitals. The lowest scores were “hospital management support for patient safety” (35 per cent), “non‐punitive response to error” (36 per cent), “hospital transfers and transitions” (36 per cent), “staffing” (38 per cent), and “teamwork across hospital units” (40 per cent). The dimension “teamwork within hospital units” generated the highest score (70 per cent). Although the same dimensions were considered problematic in the different hospitals, important variations between the five hospitals were observed.

Practical implications

A comprehensive and tailor‐made plan to improve patient safety culture in these hospitals can now be developed.

Originality/value

Results indicate that important aspects of the patient safety culture in these hospitals need improvement. This is an important challenge to all stakeholders wishing to improve patient safety.
Managing the unwanted truth: a framework for dissent strategy
Authors: Cox Edmondson Vickie , Munchus George
Published: October 2007

Purpose

Although decision makers and their superiors are obliged to be open to bad news, dissent, warnings, and problem signs, employees are often afraid to speak up. The purpose of this paper is to present a framework for the study of organizational dissent strategy used during the decision‐making phase of organizational change.

Design/methodology/approach

After identifying the components of the frame work, it is illustrated by examining two distinct and challenging dissent experiences. Propositions are set forth for further research.

Findings

It is argued that level of trust and sense of urgency will impel employees to voice opposition using four dissent strategies: organizational silence, organizational rumbling, organizational communication, and/or organizational blasting.

Originality/value

The paper is of value by showing that decision makers should be better equipped to identify and manage dissent strategies before they cause harm within their organizations.
Factors influencing organizational change efforts
Authors: Jack Walker H. , Armenakis Achilles A. , Bernerth Jeremy B.
Published: October 2007

Purpose

The purpose of this paper is to investigate the integrative influence of content, context, process, and individual differences on organizational change efforts.

Design/methodology/approach

Data were collected from employees involved in a recent de‐merger. Using structural equation modeling, a hypothesized model that integrated individual differences with change content, context, and process factors was tested.

Findings

Results led to the acceptance of a model indicating that change context mediated the relationship between individual differences and change process and content. Similarly, change content and process mediated the relationship between change context and organizational change commitment.

Research limitations/implications

Owing to the nature of the study, inferences of causality cannot be made. Additionally, common method bias may be a concern because criterion and response variables were collected at the same time.

Practical implications

An organization's prior change history (i.e. context) has the potential to negatively influence change success. In order to counteract these effects, change agents should concentrate on clearly communicating the change details (i.e. process) to employees.

Originality/value

This study is one of the first to integrate factors common to all change efforts, i.e. content, context, process and individual differences. Further, it elaborates on how these factors interact to influence change success.
A stages of change perspective on managers' motivation to learn in a leadership development context
Authors: Harris Stanley G. , Cole Michael S.
Published: October 2007

Purpose

The purpose of this paper is to examine the applicability of Prochaska and colleagues' “stages of change model,” which has generated substantial support in the therapeutic literature as a useful framework for understanding the dynamics of motivation to change problem behaviors, in a leadership development context.

Design/methodology/approach

A group of over 70 supervisors/managers was studied over a period of nine months as they participated in a company‐sponsored leadership development effort.

Findings

Results provide initial evidence that the stages of change model has the potential for being reliably and validly assessed in a leadership development context. Participants' stage scores related in meaningful ways to relevant criteria such as job attitudes, perceptions of personal leadership areas needing improvement, and evaluations of actual development module content and presentation over a nine‐month period.

Research limitations/implications

Participants were drawn from only one organization and this was the first major leadership development effort undertaken by this organization.

Practical implications

Study results provide support for the appropriateness of applying the stages of change model and its measurement in a leadership development context. Results demonstrate that the stages of change model appears to offer useful and pragmatic insight into motivation to learn and on improving the effectiveness of leadership development activities.

Originality/value

The present study is unique in that makes use of a stages of change model to empirically examine differential patterns of relationships between participants' stages of change and their organizational attitudes, leadership developmental needs, and longitudinal reactions to the development effort.
Organizational unlearning as changes in beliefs and routines in organizations
Authors: Akgün Ali E. , Byrne John C. , Lynn Gary S. , Keskin Halit
Published: October 2007

Purpose

Organizational learning and unlearning is a popular and important topic in business as well as academia. Even though there is a plethora of studies on organizational learning, surprisingly little is known about the conceptualization and operationalization of organizational unlearning. The purpose of this paper is to discuss organizational unlearning based on the organizational change and memory literature enhancing the organizational learning and change scholarship.

Design/methodology/approach

It is argued that unlearning is conceptualized as organizational memory eliminating, and is operationalized as changing beliefs and routines covariates in organizations. This is followed with a discussion of unlearning types, specifically, reinventive, formative, operative and adjustive, which are contingent on the environmental conditions. Finally, future research suggestions are proposed to leverage understanding on unlearning in the literature.

Findings

Shows that organizations first need to unlearn established beliefs and methods which have created rules and competency traps, in order to be receptive to new market and technology information.

Originality/value

This paper is of value in shedding light on the unlearning concept based on the organizational memory and change literature.
Developing guiding principles: an organizational learning perspective
Authors: Oliver David , Jacobs Claus
Published: October 2007

Purpose

Guiding principles are knowledge structures that call to mind collective narratives with emotional content, and are articulated and used heuristically to guide decision making in organizations. The purpose of this paper is to explore how: guiding principles become integrated in management teams through discursive processes of social learning, and how process techniques from the realm of organizational learning can be used to facilitate the development of guiding principles.

Design/methodology/approach

Develops theoretical findings drawing from the organizational learning literature, and explores these findings through use of a two‐part illustrative case study of guiding principles development in a European telecommunications firm.

Findings

It was found that guiding principle development may be facilitated using process techniques similar to those proposed for integrating organizational learning, namely, a dialogue‐intensive process involving stages of inquiry, divergence and convergence.

Research limitations/implications

The study focuses on dialogue, while future studies may usefully focus on non‐discursive aspects of the conversational setting and structure in which the empirical case was embedded.

Originality/value

This paper combines both theory development with illustrative empirical data to shed light on the process by which guiding principles may be intentionally developed in an organizational setting.
The patterning of limited structural change
Authors: Schwarz Gavin M. , Shulman Arthur D.
Published: October 2007

Purpose

Organizational change theorists tend to focus on substantive changes and frequently ignore or underplay the significance of the features of structural inertia. The effect of this preoccupation has minimized our understanding of frequently occurring patterns of limited structural change. The purpose of this paper is to encourage theorizing and debate about limited structural change.

Design/methodology/approach

This paper presents a conceptual explanation of the different patterns of limited structural change that arise in organizations undertaking change. It reviews and comments on how different patterns occur at the organization level as a result of the adjustment of component forces around pattern profiling centers of gravity.

Findings

A pervasive finding in change literature is that organizations tend to fall back on more of the same, even when they undergo some major structural change. The paper proposes a framework encapsulating four competencies that synergistically complement each other as a foundation for explaining different patterns of limited structural change.

Originality/value

The paper argues for advancing theory accounting for limited structural change, moving away from the dichotomy of change as normal and limited change as atypical. Normative rational change actions and bounded change actions interact and coexist in parallel. A focus on explaining limited change is a starting point for advancing our understanding of this coexistence.
The balanced scorecard in The Netherlands
Authors: Braam Geert J.M. , Benders Jos , Heusinkveld Stefan
Published: October 2007

Purpose

The purpose of this paper is to better understand the production and diffusion of the balanced scorecard (BSC) by analyzing the reception pattern of the BSC in The Netherlands.

Design/methodology/approach

Print‐media indicators and content analysis.

Findings

The BSC is popular yet not transient. Consultants are the leading BSC disseminators, while on the “consumption side” the BSC tends to be interpreted differently in varying professional communities. Compared to its intensive discourse actual BSC use in praxis appears to be limited and lags intended use as strategic management system.

Research limitations/implications

Use of secondary data limits insight into use of the BSC in organizations. Further research should focus on the influence of subsets of discourse on the evolution of the BSC in organizational praxis.

Practical implications

Discourse is loosely coupled to organizational praxis: publications on the BSC may affect organizational behavior but also reflect that behavior. In addition, increased understanding of how and why different interpretations of the BSC exist in organizational practice may assist managers to position their perspectivesvis‐à‐visothers.

Originality/value

The study shows how Dutch BSC‐discourse evolves, gives “windows on BSC‐praxis” and argues that different interpretations of the BSC may be found between disciplines.
TQM: an act of balance between contradictions
Authors: Harnesk Roland , Abrahamsson Lena
Published: October 2007

Purpose

The purpose of this paper is to contribute to the discussion of organisation and management by uncovering some embedded contradictions in total quality management (TQM).

Design/methodology/approach

Based on discussions of leadership, TQM and the demands of modern working life, three examples of embedded contradictions that organisations can be confronted with have been discussed: collectivism versus individualism, manipulation versus empowerment and standardization versus innovative learning.

Findings

One conclusion from this paper is that organisations, in a matter of complex navigation, need to find balance between these contradictions, something that can be a significant problem for many leaders and often seems to be handled in an instrumental manner.

Originality/value

Although these contradictions are a growing concern in TQM research, they are seldom discussed in management literature, and therefore need to be addressed.
Managerial leadership for total quality improvement in UK higher education
Authors: Osseo‐Asare Augustus E. , Longbottom David , Chourides Pieris
Published: October 2007

Purpose

The purpose of this paper is to increase awareness of the critical role of “managerial leadership” in total quality management (TQM) implementation in UK higher education institutions (HEIs), and to encourage further research on how to sustain management and leadership best practices for total quality improvement in higher education.

Design/methodology/approach

A critical review of the literature on managerial leadership provides the theoretical scope which led to the setting of research objectives. The objectives were achieved through a survey of academics and non‐academics responsible for teaching and research quality improvement in a sample of 42 UK HEIs between the period 2000 and 2005. A mix of questionnaires, interviews, inductive analysis and hypothesis testing, was used to explore, describe and to explain the nature of the relationship between the degrees of efficiency and effectiveness of quality management practices in the participating UK HEIs.

Findings

The analysis of the survey results revealed “weak” associations between the degrees of efficiency and effectiveness in the quality management practices adopted by participating UK HEIs. It provides examples of weak quality management practices as empirical evidence of “weak” association between “management efficiency” and “leadership effectiveness” in UK HEIs.

Research limitations/implications

International generalization of findings requires the sample size to be increased to include more HEIs from the UK and other countries with similar educational systems. Further quantitative research is needed to provide in depth explanation of the nature of the functional relationship between the degrees of effectiveness and efficiency of quality management practices in higher educational settings.

Practical implications

Understanding the nature of the association between the degrees of effectiveness and efficiency of quality management practices would provide a conceptual framework which would enable academics and practitioners to reflect critically on the “efficiency” and “effectiveness” of teaching and research quality improvement decisions and actions to ensure successful implementation of TQM best practices.

Originality/value

Uses the degrees of efficiency and effectiveness as criteria for evaluating managerial leadership in UK higher education, and recommends strengthening of the association between the criteria through continuous improvement in the efficiency and effectiveness of teaching and research quality improvement practices.
A conceptual framework for integrating six‐sigma and strategic management methodologies to quantify decision making
Authors: Friday‐Stroud Shawnta S. , Sutterfield J. Scott
Published: October 2007

Purpose

The purpose of this paper is to present a conceptual framework for merging the strategic management process, the managerial decision‐making process and the six‐sigma process into a single, unified decision model.

Design/methodology/approach

The methodology involves each of the three decision‐making processes, noting their similarities and differences, and arguing from the similarities that a single unified model will result in superior decisions.

Findings

The findings were that a single, unified model is possible and the resulting model is presented in the paper.

Research limitations/implications

Since this research results in a conceptual model only, it remains to be tested in actual practice. This testing is intended for a later paper.

Practical implications

If the testing of the model in practice results in superior decisions, the practical implications of the paper would be use of the Friday‐Stroud/Sutterfield model in practice for better management decisions.

Originality/value

The paper presents an original model, which results from merging the three‐decision‐making process.
A new framework for managing change
Authors: Oakland J.S. , Tanner S.J.
Published: October 2007

Purpose

Experience shows many change initiatives fail to deliver. They are not always a total failure, but they get stalled, misdirected, or only partially achieve the required results. The main purpose of the research reported in this paper was to examine the apparent gap between often‐seen approaches and “best practice”, the output being a helpful framework to support future initiatives. This led to an Organisational Change Framework being developed, based on the experience of many organisations.

Design/methodology/approach

In total, 28 organisations, from a variety of industries including the public sector, were interviewed to gain their insights on how to manage change successfully. The research, which was conducted over a six‐month period, examined a number of themes covering the triggers for change, planning for change, and implementing change. The forces for change, as experienced by the respondents, were also captured.

Findings

A number of insights were identified through the research. The research showed that successful change focuses on both strategic and operational issues. The key link between the strategic objectives and operational improvement is the core processes, which need to be understood, measured and improved. If the link is broken, then the change is ineffective.

Originality/value

The research led to the definition of two main constructs of change management: readiness for change and implementing change.
The validity of quality practices on performance of outsourced professional housing services
Authors: Lam Terence Y.M.
Published: October 2007

Purpose

The purpose of this study is to investigate the actual impact of competition and management practices on performance quality of the outsourced professional housing maintenance services in Hong Kong. Much of the literature is theoretically based and there is a knowledge gap in empirical confirmatory testing of the validity of performance quality theories.

Design/methodology/approach

It was hypothesized that there was positive correlation between output performance quality and input competition and management factors. A triangulation methodology was used to develop and test the correlation. The literature review and qualitative interviews with the maintenance consultancy management practitioners of the Hong Kong Housing Authority (HKHA) were used to generate hypothesis, which was then tested by quantitative regression, using data from the maintenance consultancies of the Authority.

Findings

The main hypothesis was transformed into sub‐hypotheses which considered the relationships between service quality and individual input factors of competition level, past performance, project leadership and quality benchmarking. The results of the qualitative and quantitative studies confirmed and validated the hypotheses, and hence substantiated the main hypothesis that there is a significant correlation between performance quality and the relevant competition and management practices adopted in the outsourcing process of professional housing maintenance services.

Research limitations/implications

Whilst the correlation is validated in the context of professional housing maintenance services of the HKHA, it forms a conceptual baseline from which further research can build to provide a regression model in many other public and private sector settings, and for other housing services, including integrated housing maintenance and management professional services. Effective competition and management practices can then be identified to optimize performance quality.

Practical implications

This paper establishes the validity of the impact of quality practices which the housing or facility managers can apply to enhance the performance quality of outsourced professional housing maintenance services for the benefit of their organization and customers.

Originality/value

This study contributes to quality management of the outsourced professional housing services. Housing organizations can enhance the performance quality of their professional consultants by applying effective competition and management practices so that they can attain best service quality to satisfy the ever‐increasing tenant and owner expectations of value for money housing services from outsourcing.
EFQM model self‐assessment using a questionnaire approach in university administrative services
Authors: José Tarí Juan , de Juana‐Espinosa Susana
Published: October 2007

Purpose

The purpose of this paper is to study the European Foundation for Quality Management (EFQM) model self‐assessment using a questionnaire approach in eight university administrative services.

Design/methodology/approach

Case study methodology on eight services provided by a public university in Spain.

Findings

The findings show the steps that an administrative service may follow in order to apply the questionnaire approach to self‐assessment in a successful manner.

Originality/value

Provides lessons for managers from other universities, or other public sector organisations, who wish to develop an exercise in self‐assessment using a questionnaire approach.
Innovative new product development: a study of selected QFD case studies
Authors: Augusto Cauchick Miguel Paulo
Published: October 2007

Purpose

The purpose of this paper is to investigate whether the use of quality function deployment (QFD) may contribute to developing innovative products. Its point of departure is the author's earlier research that investigated the application of QFD to product development in companies operating in Brazil.

Design/methodology/approach

A case study approach with companies from different industries is employed in this paper. A questionnaire was used to gather data from four companies by checking some aspects of QFD projects with regard to innovation. Typical QFD projects with respect to product typology (platform or derivative) and their level of complexity are also analysed.

Findings

The main results indicated that QFD may assist in developing innovative products, but is limited to additions to existing lines, product repositioning, and product improvement.

Research limitations/implications

One constraint was the limited number of companies and projects analysed so that replications among other samples are needed to validate current findings.

Originality/value

Although QFD is extensively explored in the literature, this paper is one of the few published studies that report and discuss the relationship between QFD and innovation.
How employees learn about corporate strategy
Authors: Al‐Ghamdi Salem M. , Roy Matthew H. , Ahmed Zafar U.
Published: October 2007

Purpose

The purpose of this paper is to assess which communication channels are most frequently used by employees to gain corporate strategic information and the impact of seniority on communication channel chosen.

Design/methodology/approach

A Saudi Arabian manufacturing company employing a wide range of both professionals and rank and file workers was used as the source of data. A total of 187 responses (85 per cent response rate) to an empirical questionnaire provided the data for analysis.

Findings

There are indications that employees are not satisfied with what they currently know and are eager to learn more about strategic direction. Results also show that rich communication channels such as one‐on‐one dialog and group meetings are preferred to lean ones such as bulletin boards, memos, and newsletters. Finally, more experienced employees utilize a wider variety of communication channels in garnering strategic information.

Research limitations/implications

Findings may not be generalizable to other populations or other companies within the same population.

Practical implications

Practicing managers need to consider the communication sources for strategic information. Further efforts must be made to maximize the communication of strategic intent through the use of rich communication channels for all employees.

Originality/value

Presently there is little research explaining the importance of different communication mechanisms for the transference of strategic information. This research fills that void as it shows the relationship between employee tenure and communication mechanism used to understand strategic direction. This research shows that practicing managers should use rich communication channels (face‐to‐face or group meetings) when communicating strategic intent.
The increasing complexity of the internationally mobile professional
Authors: McKenna Steve , Richardson Julia
Published: October 2007

Purpose

The purpose of this paper is to develop a research agenda and raise practical issues relating to the increasing complexity of the internationally mobile professional.

Design/methodology/approach

The paper considers the developing issues in the use of alternative forms of international assignment (short‐term, commuter, flexpatriate) and the existence of the independent internationally mobile professional and raises questions for research and practice.

Findings

The paper suggests that alternative forms of international assignment and assignee are under‐ researched. Additionally, the large number of independently mobile professionals in the global economy need to be further researched, while organizations should recruit for international assignments from the external as well as internal labour markets when circumstances allow.

Originality/value

The paper raises under‐researched questions in the study of international assignments and suggests more strategic approaches to the practice of managing international assignments.
Chinese ethnicity and values: a country cluster comparison
Authors: Soontiens Werner
Published: October 2007

Purpose

The purpose of this paper is to compare value clusters of people from the same ethnic group living in different circumstances and conditions by describing the conditions and measuring various value dimensions.

Design/methodology/approach

The nature of the concept values is teased out, particularly by considering pressures towards convergence and divergence and the validity of scaling values. A brief description of the socio‐economic and cultural environment of the various countries (Singapore, Malaysia, Hong Kong, China) leads into the analysis of data. Collected data were analysed through factor analysis to consider clustering of values and to facilitate comparison.

Findings

The paper indicates that there is a significant overlap between clustered values across different locations, which, however, shows minor differences. The paper implies that ethnicity and cultural heritage determine values more than socio‐economic circumstances.

Research limitations/implications

It is not an in‐depth analysis of Chinese culture and Chinese values and represents a selected population. Findings are likely to differ when considering an older segment of the population.

Practical implications

The paper confirms the cultural similarity between people of the same ethnic group yet points out important nuance differences between people of different countries.

Originality/value

In view of the rising importance of China as a world player, this paper sheds light on the notion of “being Chinese” and its subsequent value system amongst ethnic Chinese people in selected countries.
Comprehending core cultural orientations of Iranian managers
Authors: Yeganeh Hamid , Su Zhan
Published: October 2007

Purpose

The purpose of this paper is to shed light on key features of Iranian managerial culture by discussing underlying social and organizational consequences.

Design/methodology/approach

The paper has been organized in two major parts: conceptualization and discussion. First, the notions of culture and cultural orientations are treated and then, based on the framework proposed by Kluckhohn and Strodtbeck, cultural orientations of Iranian managers are investigated.

Findings

The findings suggest that Iranian managerial culture is characterized by traditional values such as collectivism, past orientation, high hierarchical distance and evil orientation expressed in terms of mistrust and conspiracy.

Research limitations/implications

The findings of this research are limited in terms of scope, cultural orientations and sample size. Further studies may incorporate more cultures and take into account the effects of existing sub‐cultures to present a more enlightening picture.

Practical implications

The findings of this study might be useful for MNEs, NGOs, international negotiators, businessmen/women, expatriate managers and those who are concerned directly or indirectly with this part of the world.

Originality/value

While most cultural research in the area of organizational science has been based on severely narrow, ahistorical and linguistically naïve concepts, this study takes into account not only explicit manifestations of culture, but also implicit and semiotic ones which need to be comprehended. Therefore, the paper is of potential significance at both the theoretical and the practical level.
Negotiating with Chinese: success of initial meetings is the key
Authors: Zhu Yunxia , McKenna Bernard , Sun Zhu
Published: October 2007

Purpose

Negotiating with the Chinese is an important topic in international business and cross‐cultural management since China is playing an increasingly active role in doing business with the western countries. The purpose of this paper is to study initial meetings with the Chinese during business negotiation processes. In particular, it seeks to explore the processes of negotiation between the Chinese, Australian and American cultures.

Design/methodology/approach

The discussion is based on authentic cases collected from meetings which took place in both China and Australia, and the negotiation cases are analysed in the theoretical framework based on cross‐cultural negotiation processes and intercultural dimensions.

Findings

The findings indicate that success of initial meetings is an important key to determine success for business negotiations.

Originality/value

The paper is of value through highlighting the fact that initial meetings with the Chinese can be seen as essential to negotiation since the Chinese tend to develop relationship or guanxi first before the actual negotiation takes place.
International business relationship and entry modes
Authors: Zineldin Mosad
Published: October 2007

Purpose

The purpose of this paper is to identify the critical events of the establishment processes of two Swedish companies in the context of cross‐culture and cross‐border investment and to discuss how and to what extent the networks have changed and how the change has affected the Swedish firms' establishments and positions in the market.

Design/methodology/approach

The paper presents an exploratory study to develop a conceptual framework. A descriptive case study approach is also employed to document the nature of the automotive industry in Mexico and the establishment processes of two Swedish manufacturer companies. Data are collected by means of a number of semi‐structured interviews with some key figures of Scania and Volvo in both Mexico and Sweden.

Findings

Management of firms that operate or intend to operate in the Mexican market and especially in the Trucks segment, have to consider and take appropriate measures in order to bridge the cultural gap that can be created by the old cabs concept; otherwise their investments are risky and they can easily be swallowed by other suppliers. Not only satisfying customers' needs but also dealing with the various government authorities adequately is also one of the preconditions for success in the Mexican market. It is recommended here that firms should comply and lobby in accordance with the environmental regulations.

Practical implications

The result can be used by the automotive industry to re‐engineer and redesign their international business establishment processes and the future direction of their more effective and competitive international investment strategies.

Originality/value

In contrast with earlier findings, pricing in the Mexican industrial market is found to be one of the major competitive tools for developing and sustaining a strong market position. Developing strong relationships with the various governmental authorities can help industrial firms to get a certain Act adopted and implemented that can enable them to create a competitive edge that also weakens the position of their rivals in the market. Instead of competing with all firms operating in the market, a firm co‐operates with some of them and competes with the rest (co‐opetition).
Malaysian shopping mall behavior: an exploratory study
Authors: Ahmed Zafar U. , Ghingold Morry , Dahari Zainurin
Published: October 2007

Purpose

The ascendancy of the shopping mall as a significant shopping, social interaction and/or entertainment destination has had a major impact on retail strategies and the retail landscape in numerous countries, especially the USA. Shopping malls are not nearly as well established in developing and newly industrialized countries, however. Hence, the purpose of this paper is to assess international consumer behavior in regards to shopping malls in a non‐Western country, specifically, Malaysia.

Design/methodology/approach

A survey of Malaysian university students was conducted to assess the mall‐directed shopping habits and shopping orientations of young adults in that country. A total of 132 usable surveys were obtained from five university campuses in the Klang Valley region of Malaysia, a region with a numerous institutions of higher learning.

Findings

Malaysian students were motivated to visit malls primarily by the interior design of the mall; products that interested them; opportunities for socializing with friends; and convenient one‐stop shopping. Further analysis showed that younger respondents have more favorable dispositions or shopping orientations towards malls than somewhat older respondents. Post‐secondary students in the Klang Valley of Malaysia were frequent and long‐staying visitors to shopping malls, typically visiting six stores per 2.5 h mall visit. And, more than one‐third of respondents visited three or more different shopping malls during the previous 30 days. Generally, the observed Malaysian shopping behavior was similar to that observed of Western shoppers in prior shopping studies.

Research limitations/implications

The sampling frame for this research was limited to students in the Klang Valley regions in Malaysia. Study findings, although interesting, are clearly not generalizable to all populations of non‐Western consumers or even all Malaysian consumers. The non‐probabilistic convenience sampling methods used in this research due to time and resource constraints may have lead to biases in selection of respondents. It is recommended that future research utilize random sampling methods to ensure the generalizability of results. Future research should also consider a broader demographic profile (not just students) representing multiple geographical locations in Malaysia as well as other countries in the Asia‐pacific region given that consumers' shopping‐related perceptions and expectations are likely to differ across countries or cultures throughout the world.

Originality/value

The data indicated the primacy of certain shopping motives over others in explaining why respondents visited shopping malls. The results of our study have several implications that should be of benefit to the retailing industry, and mall management, specifically.
Influence of cognition on product component country of origin evaluation
Authors: Karunaratna Amal R. , Quester Pascale G.
Published: October 2007

Purpose

The purpose of this paper is to investigate how need for cognition (NFC), a personality trait, influenced the way consumers used information about product components in forming overall evaluations of motor vehicles.

Design/methodology/approach

The study used interviews from a convenience sample of 445 visitors to a motor vehicle show over a three‐day period using a choice‐based conjoint analysis study design.

Findings

The NFC scale used in this study focused on abstract thinking. Results showed that consumers' responses to components from different countries changed their overall purchase intentions, and nationalism appeared to play a strong role in consumer attitudes to components. Consumers exhibiting high levels of NFC were more engaged in more complex assessment of the country of origin (COO) cue in their product evaluation than those who have less NFC.

Practical implications

Manufacturers sourcing components from low labour cost countries need to be cautious. Even trusted brands may be sullied by components sourced from countries with negative stereotypes.

Originality/value

Research on product component systems and the use of choice‐based conjoint analysis in this context are novel contributions to COO research.
Differences in orientations between Western European and Chinese service organizations
Authors: Gebauer Heiko , von Zedtwitz Max
Published: October 2007

Purpose

The purpose of this paper is to extend knowledge of differences between Western European and Chinese service organizations in typical manufacturing companies.

Design/methodology/approach

The paper combines qualitative and quantitative research approaches. The qualitative study involved 23 minicases with Swiss manufacturing companies which operate a service organization in Western Europe and China. The results of the minicases were validated externally by using factor and discriminant analysis.

Findings

The results suggest that the service orientation of corporate culture, human resource management and the entire organization is significantly lower in Chinese service organizations than in their Western European counterparts, leading to significantly lower financial service‐related performance outcomes.

Research limitations/implications

For service management theorists, the findings suggest that increasing financial service‐related performance outcomes in China is affected to a high degree by Chinese cultural characteristics.

Practical implications

For managers, the findings suggest that implicit logic for increasing financial service‐related performance outcomes starts with overcoming typical and, in some respects, limiting cultural characteristics.

Originality/value

Unfortunately, the existing literature provides surprisingly little in the way of suggestions as to the actual differences between Western European and Chinese service organizations. This research closes this gap by validating factors that differentiate Western European from Chinese service organizations.
The selection of international retail franchisees in East Asia
Authors: Choo Stephen , Mazzarol Tim , Soutar Geoff
Published: October 2007

Purpose

Although international franchising has occurred in East Asia over the past 20 years, surprisingly very little academic research has been undertaken to understand key dynamics of this marketing phenomenon. The purpose of this paper is to examine franchise resources, which is a key construct in the internationalization of retail franchising.

Design/methodology/approach

A multiple case study approach has been adopted to generate rich data designed to aid understanding of the complexities inherent within such an international marketing relationship. The data were drawn from five US food service retail franchises, which are household brands across East Asia, operating in Singapore.

Findings

This study presents several interesting findings for the retail franchise industry. First, consistent with resource scarcity theory, international franchising relationship begins with a high degree of franchise dependency on the local franchisees. Next, international franchisors will be well served to select their overseas franchisees with strong financial resources to engage in rapid expansion, good contacts to secure early stores in prime retail locations and well‐proven local knowledge to modify the concept to suit particular market needs.

Practical implications

Findings from this study have important managerial implications for international retail franchisors on how to effectively select franchisees to successfully launch and manage their brands in East Asia.

Originality/value

This empirical study has made a major contribution in adding to the limited body of empirical knowledge on franchisee selection in international retail franchising, particularly in East Asia. It is hoped that this paper will encourage more academics to investigate why certain international retail franchise concepts perform relatively better in East Asia than others.
Unfolding the post‐transition era: the landscape and mindscape of China's retail industry after 2004
Authors: Liu Katherine
Published: October 2007

Purpose

The purpose of this paper is to critically investigate the competitive situation in China's retail sector after its three‐year transition period upon accession to the WTO. Based on this suggestions for domestic retailers’ development strategies are made.

Design/methodology/approach

The landscape of China's retail sector is given first in the paper. A critical review of variations of regional markets following the models adopted by Swanson and Cui and Liu is carried out. A focus group discussion is conducted. Analysis of the focus group discussion highlights the strategic issues of retail development and expansion.

Findings

Synthesis of recent studies on China's retail market and results generated from the focus group indicate that the development patterns in the regional markets could vary. Domestic and international retailers enjoy different advantages and face different challenges in their expansion. Issues concerning learning, infrastructure development, government policy and business culture are addressed.

Research limitations/implications

This research provides a holistic view of China's retail market and its evolution after it became totally open to foreign investment at the end of 2004.

Practical implications

The synthesis of current studies and discussion of focus group data provide domestic retailers with a “mindscape” of the evolving market they are operating in. This mindscape enables Chinese retailers to articulate mid‐to‐long term strategies in their expansion and respond to the dynamic market situation effectively.

Originality/value

This study provides a snapshot of China's retail sector at a critical transitional stage. The discussion serves as a starting point to conceptualise the development patterns of an important emerging market.