bluuebunny/crossref_metadata_2025 huggingface dataset:
Asset life cycle management: towards improving physical asset performance in the process industry
Authors: Schuman Charles A. , Brent Alan C.
Published: June 2005

Purpose

Asset management is often one of the last options to maximise cost savings in a competitive global economy due to its intrinsic complexity, especially in many developing countries. Asset management in the process industry must consider the commissioning, operational and end‐of‐life phases of physical assets when commencing a design and implementation project. However, current asset management models show inefficiencies in terms of addressing life cycle costs comprehensively, as well as other aspects of sustainable development. An asset life cycle management (ALCM) model is subsequently proposed for assets in the process industry, which integrates the concepts of generic project management frameworks and systems engineering with operational reliability in order to address these inefficiencies.

Design/methodology/approach

Experiences within a large petrochemical company in South Africa are used as a case study to demonstrate and discuss the different components of the proposed ALCM model.

Findings

Operational reliability and systems engineering are the means to achieve optimum value from physical assets over a facility's lifetime. Thereby, activities are identified that should be completed during each stage of the project life cycle. The application of performance measurements for the operation and support stages is proposed to influence decision making in the process industry.

Originality/value

Specific issues pertaining to the ALCM model are highlighted to ensure optimal practicality and incorporation of the model with other management practices in the process industry.
Examining the utility judgments of public and business administration instructors and understanding their professional identity
Authors: Sementelli Arthur
Published: June 2005

Purpose

The purpose of this paper is to determine if business and public administration have distinct identities based on perception of curriculum areas.

Design/methodology/approach

PROSCAL, and algorithm for multidimensional scaling was used.

Findings

Business and public administration faculties have different identities based on their perceptions of curriculum areas.

Research limitations/implications

Relied on a maximum likelihood probability approach. The study should be replicated using other psychometric techniques, or be extended to other disciplines.

Practical implications

Public administration is empirically validated as distinct from business administration and political science. Care must be taken when borrowing ideas from either field, though results indicate that communicating with business administration would be easier due to the shared space.

Originality/value

It is one of the few (if not the only) papers using PROSCAL. It is one of the first to mathematically determine if groups were understanding and processing stimuli similarly enough to be compared.
Managing intangible assets
Authors: Schoemaker Michiel , Jonker Jan
Published: June 2005

Purpose

To develop a concept of managing intangible assets in contemporary organisations. Insight is given into the rise of the network organisation and the importance of talent, social capital and identity in this kind of organisation.

Design/methodology/approach

This paper develops a conceptual framework based on a theoretical analysis of recent literature in the fields of human resource management and organisational identity.

Findings

Organisations in contemporary society fundamentally differ from the ones dominating the twentieth century. Work nowadays is providing service(s), organising based upon a mix of people's talents, social capital and information and communication technology (ICT). Modern organisations depend on talent. Talents make the distinctive difference between an organisation and its competitors. Organising with talents requires a second‐order form of networks: (social) cohesion in the network quintessential to make it work. This can be found in the notion of “social capital”. Yet talents and social capital only thrive in an excellent community of work. Organisations as communities of work hold together by a common identity. With the rise of the modern organisation in the information society the community of work has become a fundamental part of organising.

Research limitations/implications

First there is a growing inter‐affiliation and interdependency of work processes and the community of work. Second, assumptions regarding the manageability of “organisations” are under pressure. More research is needed in the field of the relationship between organisational processes, commitment and identity.

Practical implications

In order to survive and prosper, “modern” organisations acting in the information society need to be flexible configurations bearing a recognisable identity.

Originality/value

This paper gives insight in the relationship between core competencies and identity on the one hand and work processes and the community on the other hand. Talents and social capital need to be placed at the heart of the modern organisation. This demands a re‐balance in the relations between the individual and the organisation.
In competence we trust? Addressing conceptual ambiguity
Authors: Grzeda Maurice M.
Published: June 2005

Purpose

The competence framework continues to be plagued by unresolved conceptual ambiguity. This paper aims to consider other perspectives of managerial performance.

Design/methodology/approach

This is a conceptual article that examines and critiques current perspectives of competence based on an extensive literature review.

Findings

Sources of conceptual ambiguity are rooted in treating competence as both independent and dependent variables in relation to managerial performance. A managerial learning framework and a career perspective may offer less ambiguous, more promising conceptual frameworks for managerial performance.

Research limitations/implications

The arguments presented for moving beyond the competence framework need to be developed into propositions that can be tested empirically.

Practical implications

Management development and education activities may not be achieving their intended outcomes due to the level of conceptual ambiguity found with the competence framework. It may be necessary to reconsider the efficacy of development programs and activities that rely on a competence approach.

Originality/value

Conceptual ambiguity regarding competence has been previously noted. This paper presents an analysis of the possible sources of ambiguity, and the dilemmas faced when trying to reduce the level of ambiguity. By clarifying these issues, the paper may be of value to researchers in the management development field and to practitioners involved with employee and managerial development.
High‐potential development policies: an empirical study among Belgian companies
Authors: Vloeberghs Daniël , Pepermans Roland , Thielemans Kathleen
Published: June 2005

Purpose

To investigate different aspects of the development policies of high potentials and their relationships with organizational characteristics in a set of Belgian companies.

Design/methodology/approach

A set of research questions has been used to conceive a structured questionnaire to empirically investigate the different aspects of high‐potential development policies using a survey among 86 Belgian companies.

Findings

The results indicate that very often the development policies are of anad hocnature, but that individuals may get some say in the process. Job rotation and mentoring/coaching are quite popular activities and formal external training has the most diversified application. As expected, high‐potential development takes up more time and offers a wider scope of activities than is the case for other managerial development initiatives. Especially, organization size may bring some variation in these patterns.

Research limitations/implications

The target group in this research is limited to the HR managers from the profit sector in Belgium. This is a “restricted diverse organization survey” and makes use of a non‐representative sample.

Practical implications

The link has been made with the “new psychological contract”. Implications for changing career planning are presented (from traditionalistic to a more “self‐directed” tendency). Also, the larger scope of development activities in an international environment and the role of management development as a “glue technology” has been elaborated on.

Originality/value

Most of the studies on high potentials are normative and prescriptive; very few articles have presented empirical findings on high potentials and placed them in an organizational context. Also, the specific role of development techniques in a planned international high‐potential environment has been highlighted.
Heritage organisations and condition surveys
Authors: Dann Nigel , Worthing Derek
Published: June 2005

Purpose

This paper aims to examine the role and purpose of condition surveys used by heritage organisations.

Design/methodology/approach

The study is based on the analysis of questionnaires and interviews with a range of leading heritage organisations in the UK.

Findings

The research suggests that the management of maintenance, and specifically the implementation of condition surveys, lacked an explicit underlying strategic basis. The strategic opportunities implied by the development of conservation planning methodologies had not been translated into management practice and had not impacted on the implementation of condition surveys.

Practical implications

Further investigation into the organisational and process barriers to utilising conservation plans in developing integrated management of the built cultural heritage is needed.

Originality/value

This paper will be of use to practitioners and academics interested in appropriate and sustainable maintenance and management of the built cultural heritage.
Cost savings by application of passive solar heating
Authors: Spanos Ioannis , Simons Martin , Holmes Kenneth L.
Published: June 2005

Purpose

Implementation of the concept of passive solar heating design in dwellings has the potential to reduce energy consumption and reduce carbon emissions at little or no cost to the developer but with real benefit to the occupier. The aim of this paper is to investigate the possible benefits to be gained by the application of passive solar heating concepts to the orientation and fenestration of domestic buildings.

Design/methodology/approach

The approach used has been to select a simple domestic building designed to current building regulations and apply to it modifications which embody the principles of passive solar heating design. The anticipated performance of the modified building has then been compared with that of its counterpart of conventional configuration by application of a number of currently available simulation models. This study forms part of the Department of Trade and Industry sponsored Knowledge Transfer Partnership between Coventry University and Kenneth Holmes Associates, Chartered Architects.

Findings

It is predicted that by careful selection of orientation of a domestic building and modification of its layout, in order that glazing is strategically located, it is possible to effect significant improvements in energy consumption. There is some variation in the output of the alternative techniques but they present a common overall result.

Research implications/limitations

The solutions are purely predictive and it would be of great value if the outcomes could be evaluated by medium term measurement of the performance of dwellings constructed to the proposed design principles.

Practical implications

The concept under analysis could, at little or no cost, result in reduced energy demand in domestic buildings. In the current environmental climate, even modest improvements should be of considerable interest to designers and developers.

Originality/value

Draws upon alternative approaches to passive solar heating design in dwellings and reaches conclusions based on the application of these different approaches to a real live case study.
A cost‐and‐benefit evaluation of housing rehabilitation
Authors: Yiu C.Y. , Leung Andrew Y.T.
Published: June 2005

Purpose

There have been very few cost‐and‐benefit evaluations of rehabilitation. This paper is a triangulation attempt to evaluate directly the cost‐and‐benefit of rehabilitation works without relying on price‐proxy and econometric assumptions.

Design/methodology/approach

Chau et al., in their paper, “Estimating the value enhancement effects of refurbishment” (Facilities, Vol. 21 No. 1/2, 2003) have produced an empirical test by regression on the elevation of property price‐differential after rehabilitation. However, property price is merely a proxy on the improvements of building conditions, and its efficiency in reflecting building quality is subject to some institutional constraints. The estimation is also subject to the validity of econometric assumptions. This paper investigates the improvements directly under 18 assessment criteria of the quality of seven housing blocks in Hong Kong.

Findings

The results show that rehabilitation brings benefits to owners, but that these only marginally outweigh the benefits of redevelopment.

Research limitations/implications

The sample size is small, yet it opens up a new framework for future studies on building performance assessment of rehabilitation.

Practical implications

The study serves as a benchmark for future assessment of rehabilitation works.

Originality/value

The study represents an attempt to evaluate the costs and benefits of rehabilitation using a direct performance assessment approach.
Risks factors associated with offshore IT outsourcing
Authors: Tafti Mohammed H.A.
Published: June 2005

Purpose

To provide a framework for risk assessment of offshore IT outsourcing.

Design/methodology/approach

Based on review of recent literature, this paper has identified major risk categories of offshore IT outsourcing, discussed various risk factors within each category, and provided a general framework for the study of risk factors in this area.

Findings

Provides a general framework and a check‐list of the major risk factors related to offshore IT outsourcing.

Research limitations/implications

Suggests further research studies in three specific directions: case‐based studies; country and region risk analysis; and strategic alliance.

Practical implications

Provides a very helpful guideline for practitioners in assessing various risks involved in offshore IT outsourcing.

Originality/value

The paper provides a synthesis and analysis of the viewpoints as reflected in the literature on various dimensions of the risks associated with offshore IT outsourcing.
Performance, scalability and reliability issues in web applications
Authors: Iyer Lakshmi S. , Gupta Babita , Johri Nakul
Published: June 2005

Purpose

The primary purpose of this paper is to present a comprehensive strategy for performance, reliability and scalability (PSR) testing of multi‐tier web applications.

Design/methodology/approach

The strategy for PSR testing is presented primarily through examination of the intangible knowledge base in the PSR testing field. The paper also draws on relevant recent work conducted in the area of software performance evaluation.

Findings

The study revealed that appropriate testing procedures are critical for the success of web‐based multi‐tier applications. However, there was little academic work that collectively focused on PSR testing issues. This paper provides step‐by‐step testing procedures to ensure that web‐based applications are functioning well to meet user demands.

Research limitations/implications

Given the rapid changes in technology and business environments, more applied research will be needed in the area of PSR testing to ensure the successful functioning of web‐based applications. For future studies, structured interviews or case‐study methods could be employed to present the views of online companies.

Originality/value

This paper provides a comprehensive strategy and the suggested steps for managers and technical personnel to ensure that the multi‐tier, web‐based applications are effective, scalable and reliable.
The signification and the feasibility of measuring globalization of economy
Authors: Bobek Vito , Korez Vide Romana
Published: June 2005

Purpose

To introduce the systemic approach towards measuring globalization of the economy that is based on the theory of systemic framework of national competitiveness and economic growth.

Design/methodology/approach

Construction of a composite index of global economy by the principal components analysis (PCA) on the basis of 83 individual indicators, linked into the seven spheres of national competitiveness in the period of contemporary globalization. The weights of single indicators in the composite index are determined by two levels: on the first level, the weights of the indicators in the subindices are determined, whereas on the second level the weights of the sub‐indices in the joint composite index of global economy are determined. Reliability of the composite indices is verified by Cronbach'sα.

Findings

The results of the PCA indicate the high reliability of the joint composite index on the basis of five subindices, whereas the inclusion of the remaining two subindices – international business activities and government role – has lowered the reliability of the joint composite index. This finding is combined with many statistical limitations in the field of measuring globalization of economies.

Research limitations/implications

The unavailability and incomparability of statistical data in the field of international business activities presented great obstacles to deeper analysis. Such analysis would be attainable above all by the international harmonization of hard data collecting and greater emphasis on development of qualitative surveys in the field of activities of transnational enterprises.

Originality/value

This paper develops the concept for monitoring and benchmarking globalization of economies which is founded on the comprehensive theory and solid methodology. It offers a useful tool for national policymaking.
The business concept of utilizing the interactive TV
Authors: Tsaih Ray , Chang Hsin‐lu , Huang Chiung‐Yu
Published: June 2005

Purpose

This study seeks to explore the possibility of adopting the interactive TV (iTV) as an alternative for the PC at the user‐end and also to explore the corresponding practicability for any firm which wants to play an active role in the commerce associated with the iTV.

Design/methodology/approach

Through investigating the available literature related to the architecture and commerce of the current iTV in detail, this study explores the possibility and practicability of adopting the iTV as an alternative for the PC at the user‐end.

Findings

There is a feasibility for providing the direct interactivity between viewers and any firm – the feasibility that is (conceptually) ignored or (physically) blocked in the current iTV architecture. The proposed business concept emphasizes that this feasibility should be available to the firm which wants to play an active role like that in the B2C e‐commerce.

Research limitations/implications

There is a limited literature about the architecture and commerce of the current iTV. Furthermore, the corresponding business environment of the iTV is not mature, and thus there are hardly any relevant and reliable empirical data available.

Practical implications

This study describes a practicability for any firm which wants to play an active role in the commerce associated with the iTV.

Originality/value

This study pioneers the commerce associated with the iTV from the perspective of media commercials and any firm not in the iTV value chain, and thus opens up a practicability for the firm which wants to play an active role in the iTV commerce.
A strategic contingency model for technology alliance
Authors: Ju Teresa L. , Chen Shu‐Hui , Li Chia‐Ying , Lee Tien‐Shiang
Published: June 2005

Purpose

Based on theories of organizational learning and strategic considerations, this study aims to develop a strategic contingency model for technology alliance and identify how alliance‐specific factors, strategic factors, and organizational capability factors influence firms to acquire competencies and competitive advantages through technology alliance.

Design/methodology/approach

A six‐page, 94‐item survey questionnaire was developed and mailed to top‐level managers of the semiconductor firms in Taiwan. A total of 63 valid responses were received.

Findings

The study results indicate that firms with higher absorption orientation, higher risk reduction orientation, higher R&D scale economy orientation, and higher top management team experiences tend to perform better in acquiring competitive advantages. In addition, the strategic fit between strategic factors, organizational capability factors and technology alliance choice could lead firms to better competitive advantage.

Research limitations/implications

Although the results of this study are fruitful, several suggestions could be made for academicians and business practitioners. First, the respondent rate of this study is low and could be improved. Second, in addition to the strategic contingency model as developed in this study, more research factors could be further investigated. Third, more case studies could be conducted to reconfirm the results of this study.

Originality/value

The major contribution of this study is to investigate what critical factors would influence the choice of a technology alliance model, and what effects the influencing factors have on the relationship between a technology alliance model and the intended competency development. The results of this study provide very important references for academicians and practitioners to investigate the effectiveness of technology alliance.
A generic service model for secure data interchange
Authors: Chiu Ruey‐Kei , Chen Jason C.H.
Published: June 2005

Purpose

The paper aims to propose a model that attempts to build an innovative common gateway compliant with RosettaNet Standards for the secure message exchange between electronic businesses in this age of internet economy.

Design/methodology/approach

The use of RosettaNet Standards is to achieve the effectiveness and efficiency of message exchange, and consequently gain mutual benefits by means of agile response for cross‐organizational co‐operation. This common message gateway is built and implemented as an organization's front‐end interface, but is seamlessly integrated with business's back‐end information systems for the message exchange with the business partners of the organization. The proposed common gateway service model provides organizations with low cost, high efficiency, high security of message exchange and transmission over the internet. A prototyping system is also built and tested in a local network devices manufacturing company with its suppliers to examine its feasibility and efficiency.

Findings

The result shows that the service model can help the company to achieve a new level of efficiency and effectiveness of streamlining data flow and creating a seamless link with its business partners in this era of internet economy.

Originality/value

The paper presents a common gateway service system for secure data exchange and transmission over the internet between business partners to build a value‐added supply network.
Government demarketing: different approaches and mixed messages
Authors: Wall Anthony P.
Published: June 2005

Purpose

To compare three demarketing campaigns.

Design/methodology/approach

This is a commentary piece which compares three campaigns those aiming to reduce smoking, excessive drinking and the use of the motorcars – undertaken by the United Kingdom government and considers the different approaches being used.

Findings

The article highlights areas where there appears to be a conflict between the particular demarketing campaign and other initiatives.

Originality/value

Outlines some of the different approaches that can be employed by government when trying to demarket the use of products or commodities.
Market orientation of value chains
Authors: Grunert Klaus G. , Fruensgaard Jeppesen Lisbeth , Risom Jespersen Kristina , Sonne Anne‐Mette , Hansen Kåre , Trondsen Torbjørn , Young James A.
Published: June 2005

Purpose

This paper extends the concept of market orientation from the firm to the value chain level and seeks to develop empirically founded propositions on determinants of different levels of market orientation of value chains.

Design/methodology/approach

Four case studies on value chains within the areas of agribusiness and fisheries are conducted. For each value chain, desk research is combined with interviews with decision‐makers of all types of value chain members. Interview guidelines were derived from a conceptual model of potential determinants of value chain market orientation.

Findings

Degree of market orientation of value chains is found to be related to degree of heterogeneity and dynamism of end‐users served, nature of chain relationships, regulations and prevailing mental models of decision‐makers. Short and balanced chains are believed to further upstream market orientation.

Research limitations/implications

The results point at two areas, where additional research on market orientation is called for: a better conceptualization of market intelligence and theorizing on most cost effective ways of being market oriented, including implications for the distribution of market oriented activities among value chain members.

Practical implications

The paper underlines the importance of managing channel relationships, up to and including vertical integration, when serving markets with high degrees of end‐user volatility.

Originality/value

This paper is the first empirical contribution to the market orientation literature employing a perspective encompassing the whole value chain.
Measuring risk‐adjusted customer lifetime value and its impact on relationship marketing strategies and shareholder value
Authors: Ryals Lynette J. , Knox Simon
Published: June 2005

Purpose

The calculations which underlie efforts to balance marketing spending on customer acquisition and customer retention are usually based on either single‐period customer profitability or forecasts of customer lifetime value (CLTV). This paper argues instead for risk‐adjusted CLTV, which is termed the economic value (EV) of a customer, as the means for marketing to assess both customer profitability and shareholder value gains.

Design/methodology/approach

Reports on the empirical measurement of EV of customers through a collaborative case study analysis of business‐to‐business relationships in the financial service industry.

Findings

One direct consequence of measuring this risk and the EV of key account customers was a customer portfolio review which led to changes in their relationship marketing strategies and improvements in shareholder value for the firm.

Practical implications

Selective customer retention through lifetime value analysis and a risk‐adjustment process may be the means for developing relationship marketing strategies.

Originality/value

This paper contributes to the field by extending the discussion on customer risk and demonstrating a method that managers can readily adopt to evaluate the risk of their customers.
Determinants and consequences of ethical behaviour: an empirical study of salespeople
Authors: Román Sergio , Luis Munuera José
Published: June 2005

Purpose

The main purpose of this research is to gain a clearer understanding of several key determinants and consequences of the ethical behaviour of salespeople.

Design/methodology/approach

Questionnaires were administered during regularly scheduled meetings to a total of 280 financial services salespeople. The salespeople questioned were mainly specializing in selling high‐involvement financial products (e.g. mortgages, life insurance) to final consumers.

Findings

Results suggest that method of compensation and control system (CS) are important determinants of ethical behaviour. Age (AGE) also proves to be a significant antecedent of ethical behaviour. However, education (EDU) is not significantly related to ethical behaviour. Additionally, a salesperson's ethical behaviour leads to lower levels of role conflict‐intersender and higher levels of job satisfaction, but not higher performance.

Research limitations/implications

To improve generalization of the findings, future research should broaden the sample by including a variety of industries. Likewise, the use of longitudinal data could provide new insights into the antecedents and consequences of ethical behaviour of salespeople and in particular the relationship with performance. Continuing research is needed to further analyse the relationship between ethical behaviour and other relevant behaviours that may take place during the interaction with the customer (e.g. organisational citizenship behaviours and customer orientation).

Practical implications

This research is, to our knowledge, the first study that simultaneously identifies and analyses several key antecedents and consequences of the ethical behaviour of salespeople.

Originality/value

This study adds to the literature by reducing the existing gap and showing companies insights into how to foster ethical sales behaviour and the positive consequences that this behaviour has on their salespeople.
Customer‐based brand equity in the team sport industry
Authors: Bauer Hans H. , Sauer Nicola E. , Schmitt Philipp
Published: June 2005

Purpose

The paper aims to refine existing customer‐based brand equity models for the team sport industry and examine the importance of brand equity in the professional German soccer league Bundesliga.

Design/methodology/approach

After assessing brand equity on the basis of actual consumer responses, we relate the brand equity measure on an aggregate level to objective means of economic success. Online sampling with a total database of 1,594 usable questionnaires is utilized for analysis. Exploratory and confirmatory factor analyses (including multi‐group analysis) as well as structural equation modeling and regression analysis are applied.

Findings

Results highlight the adequacy of a parsimonious brand equity model in team sport (BETS) model and the importance of the brand in team sport for economic success.

Research limitations/implications

The main limitations of this research are sample constraints; test persons are highly involved in and knowledgeable about the product category under research. Future research should address a more diverse population.

Practical implications

Teams and their management have to realize the relevance of their brand in economic success. They have to recognize the significance of the stadium visit and the individual spectators in the stadium.

Originality/value

First, a parsimonious BETS model is presented. Second, it was found that special attention should be devoted to the brand equity‐component “brand awareness” when researching brand equity. Third, this is one of the few studies that uses actual economic data to show the impact of brand equity based on direct consumer responses on company success.
Measuring transaction‐specific satisfaction in services
Authors: Veloutsou Cleopatra , Gilbert G. Ronald , Moutinho Luiz A. , Goode Mark M.H.
Published: June 2005

Purpose

This study examines the equivalence of the use of a customer satisfaction survey in four culturally divergent contexts.

Design/methodology/approach

It is based on 6,776 responses collected from fast food customers in Greece, Jamaica, the UK and the USA.

Findings

The results reveal that the similarities in the measurement of satisfaction in these contexts are more than the differences, and suggest that the development of measures to examine and compare consumer satisfaction across cultures and languages is, indeed, feasible.

Research limitations/implications

The data reveal considerable promise that rather simple, cross‐cultural measures can be identified and used to gain valuable insight about the viability of business products and services. This implies that researchers might be able to use the same instruments for measurement in different contexts. However, additional research is necessary to firmly support the suitability of the consumer‐related measures across cultures that were the focus of this study.

Practical implications

The findings of this study are particularly useful for multinational companies, which might want to measure and compare the level of their consumers' satisfaction in various countries.

Originality/value

This paper adds to the literature assessing the challenges of cross‐cultural research.
Market orientation and marketing practice in a developing economy
Authors: Ellis Paul D.
Published: June 2005

Purpose

The central question of this study is whether the implementation of the marketing concept boosts organizational performance in developing economies. A subsidiary aim is to identify those antecedents that influence the formation of market orientation (MO) and marketing practice (MP).

Design/methodology/approach

Interview data were collected from a sample of 57 exporter manufacturers located in central China.

Findings

Although there is a link between MP and overall business performance, no such link exists for Narver and Slater's concept of MO. In general, MP was found to be a superior predictor of business performance. This study also found that the most significant antecedents to MO for developing country firms were customers and markets located outside the home market.

Research limitations/implications

Marketing‐minded managers in developing economies encounter a number of institutional and environmental obstacles to collecting useful market intelligence. In such cases, the development of a MO will be inevitably hindered and it will be preferable to focus instead on boosting MP, which has a clearer link with performance. As the economy matures, customers and competitors located in export markets may provide useful MO‐enhancing intelligence.

Originality/value

As an exploratory study, this study has value as a first step towards integrating the two MO and MP research streams in the context of marketing in developing economies. The study's findings reinforce the idea of the marketing concept as a universal construct when measured in terms of specific business activities.
Consequences of market orientation for customers and employees
Authors: Barroso Castro Carmen , Martín Armario Enrique , Elena Sánchez del Río María
Published: June 2005

Purpose

The present empirical study intends to address a significant topic for business management, such as the influence of market orientation (MO) on the internal and external environments of an organisation. More precisely, the main objective of this paper focuses on the effect of such an orientation on employees – organisational commitment and OCBs – as well as on customers – satisfaction and perceived service quality.

Design/methodology/approach

Structural equation models are employed to analyse the data collected from the spanish retail banking sector in order to verify the hypotheses corresponding to the causal relationships proposed in our research model.

Findings

The results achieved in this research represent significant contributions both from a theoretical perspective as well as for management in the service industry. From a theoretical perspective, these findings reinforce the research position stressing the role of the employees in the MO relationship and the operational level of the business incorporating new evidence into this emerging field of study.

Research limitations/implications

Limitations of the study can account for the anomalous relationships that have been identified. First, the cross‐sectional nature of the study could have been an obstacle to revealing short‐term answers. In addition, the empirical study focused on one particular case in the service industry – banking – hindered the generalization of results.

Originality/value

Provides further research on the role of market orientation as a major source of achieving sustainable competitive advantage.
Attributes of information quality of export market assistance: an exploratory study
Authors: Toften Kjell , Rustad Kirsten
Published: June 2005

Purpose

To explore the perceived attributes of export information quality provided by export assistance sources, in order to provide some guidelines for how these information suppliers can improve the quality of their offered information.

Design/methodology/approach

Twelve in‐depth personal interviews of export managers were used as the data collection method. The setting selected for this research is the Norwegian seafood industry, which mainly consists of a number of small and medium‐sized firms with a strong export dependency, and thus well positioned to address export‐specific issues.

Findings

Four service aspects are important: reliability (delivery within agreed deadline), responsiveness (rapid feedback and good communication flow), assurance (credibility and honesty) and empathy (able and willing to serve individual needs). Six aspects related to outcome are important: form and comparability (concrete, specific, precise, comparable and up‐to‐date), infrastructure (distribution, logistics and storage), general marketing (economics, trends and culture), specific marketing (detailed information regarding, e.g. price fluctuations, consumer preferences, distributor assessments, credit valuation), production/supply (volumes, quotas and availability) and regulatory framework (customs, market access and regulations).

Research limitations/implications

These findings are not fit for generalizing purposes and future research could test these results in a quantitative study. Further, the effect of other variables such as firm size and export experience could be examined and linked with different dimensions of export market information use.

Practical implications

Suggestions for providers of export information on how to improve the process of supplying information to exporters and the type of information needed by exporters and how exporters can influence this process and results are provided.

Originality/value

This paper identifies attributes of export information quality as perceived by exporters and thus enables subsequent information quality measurements and information quality improvements.
Pricing objectives over the service life cycle: some empirical evidence
Authors: Avlonitis George J. , Indounas Kostis A. , Gounaris Spiros P.
Published: June 2005

Purpose

To explore the pricing objectives that service companies pursue along with the extent to which these objectives are influenced by the stage of the services' life cycle.

Design/methodology/approach

Reviews the existing literature and analyzes data from 170 companies operating in six different services sectors in Greece in order to achieve the research objectives.

Findings

The literature on pricing of services reveals the complete lack of any previous work endeavoring to examine empirically this potential influence. The study concludes that the objectives are mainly customer oriented aimed at improving the companies' financial performance in the market. Furthermore, the stage of these services' life cycle along with the sector of operation seems to have an influence on the pricing objectives pursued.

Research limitations/implications

The context of the study (Greece) is an obvious caveat to the research findings suggesting the need for further replication of the current study in different national contexts.

Practical implications

The practical implications of the findings refer to the fact that managers might have much to gain by adopting a “situation specific approach” when setting prices. Thus, different pricing objectives should be set as a service passes from one stage of its life cycle to another, while different services necessitate also a different pricing approach.

Originality/value

The value of the paper lies in the fact that it presents a first attempt to investigate empirically this issue.
The effect of the implementation of advanced manufacturing technologies on training in the manufacturing sector
Authors: Diéguez Castrillón Isabel , Sinde Cantorna Ana I.
Published: June 2005

Purpose

The aim of this article is to gain insight into some of the factors that determine personnel‐training efforts in companies introducing advanced manufacturing technologies (AMTs). The study provides empirical evidence from a sector with high rates of technological modernisation.

Design/methodology/approach

Ad hoc survey of 90 firms in the manufacturing sector with advanced manufacturing technologies in production processes.

Findings

Managerial decision to develop training is determined by a factor that is extraneous to the investment in new production technologies, that is to say, recruitment policies. As for the existence of a specific training budget, implementation of AMTs does not appear to determine a company's decision to allocate specific budget items to personnel‐training programmes. It is concluded that training policies are strongly influenced by factors outside the inner context of the organisation.

Research limitations/implications

Similar research could be conducted on informal corporate training, working with additional variables to determine how they affect company training policies. The propositions were tested in a specific industry and area. Further research would be convenient in different regions and sectors.

Originality/value

Contributes to the literature in human resources about the adaptation of human resources strategy to necessary changes in the workplace.
Exploring the “learning organization model” in multinational companies
Authors: Díez Miriam , Soler Ceferí , Sureda María , Visauta Bienvenido
Published: June 2005

Purpose

The principal aim of this research has been to discover what perception Spanish managers have of the organizational contexts in which they work and, in particular, in what way they consider that these conform with the characteristics of a continuously learning organization.

Design/methodology/approach

Data were collected in accordance with the questionnaire of Pedler. The questionnaire was completed anonymously.

Findings

Organizational environments in what used to be state monopolies do not yet conform with the conditions that define a continuously learning organization. The greatest number of individual differences with respect to the perception of whether the organization is a learning organization are concentrated in individual variables such as age and professional level.

Research limitations/implications

The main intention has been to learn more about a specific real situation, in order to gain the capacity to understand what is occurring. It has been considered that in the future this line of research could be continued by repeating the analysis in organizational contexts that are different from the one analyzed here.

Practical implications

Although the organizational environment does not have the characteristics of a “continuously learning organization”, the managers consider that they wish to end their working life in it.

Originality/value

In the future, it will be possible to evaluate the impact that certain strategic plans may have on workers and vice versa, since issues related to human factors may have an influence on the strategic actions of companies.
Continuing vocational training in Belgian companies
Authors: Buyens Dirk , Wouters Karen
Published: June 2005

Purpose

As part of the European continuing vocational training survey, this paper aims to give an overview of the evolutions in continuing vocational training (CVT) in Belgian companies, by comparing both the results of the survey of 1994 and those of 2000/2001.

Design/methodology/approach

In Belgium 1,129 companies took part in the survey of 2000/2001. The sample was representative of Belgian companies with more than ten employees, making use of two criteria: company size and economic activity. The data were collected by telephone, post and face‐to‐face interviews based on a standardised questionnaire.

Findings

The findings suggest that the Belgian companies increasingly invested in both formal and informal learning. The results concerning “access to CVT courses” and “efforts in financial terms” also show a positive evolution. Finally, the study reveals that the CVT‐policy within companies has become more formal. Despite this positive tendency in general, not all employees seem to have the same opportunities to take part in CVT. The company size and, to a lesser extent, the activity of the company are two important determinants for the investment in CVT.

Research limitations/implications

The study focused on the formal types of CVT; consequently, it gives only a partial outline of the training efforts in Belgian enterprises. Future research should also include the other forms of CVT. Furthermore, the data are taken from enterprises; as such, they do not enable us to take into account the individual heterogeneity.

Practical implications

A two‐track policy is required to stimulate both training and non‐training enterprises to invest in their human resources. More specifically, the opportunities of on‐the‐job training and external CVT courses should be enhanced and it is recommended to examine which role the different providers can play.

Originality/value

The CVT survey is a useful source of statistical information for monitoring continuing vocational training by both policy‐makers and enterprises.
A “career” work ethic versus just a job
Authors: Porter Gayle
Published: June 2005

Purpose

To provide current information on managers' expectations of their employees, toward structuring future research on amount of time and energy devoted to work.

Design/methodology/approach

Qualitative data, acquired through focus groups and interviews, provide a sample of the perceptions of 57 managers in the mid‐Atlantic region of the USA regarding employees' work ethic.

Findings

The results are presented as descriptive information of interest in formulating future research. The traditional work ethic (hard work, responsibility, diligence) still dominates managers' expectations, and they believe many employees have lost the willingness to work now for later returns (that was a key component of the early Protestant work ethic in the USA). Many of the concerns these managers expressed parallel predictions by writers in social and economic history – for example, influence of early social development, emphasis on everything “instant”, and the pressure through technology to work anywhere/anytime. Some implications for practice are discussed.

Originality/value

This study is unique in that it asks the managers directly about their individual expectations. Literature reflects both individual and organizational pressures for hard work, but the organizational side is assessed through examining unfortunate outcomes of policies and practices. The personal comments of the managers provide an important dimension to considering demands of the workplace.