bluuebunny/crossref_metadata_2025 huggingface dataset:
Revenue estimation for logistics customer service offerings
Authors: Ballou Ronald H.
Published: July 2006

Purpose

In logistics strategy, it is now being recognized that revenue generation is as important as cost reduction. Although it has long been known that logistics customer service has a positive effect on customer satisfaction, little research has been conducted to determine precisely the degree to which logistics customer service affects sales and generates the revenues for the firm. The purpose of this paper is to identify, categorize, and illustrate methods for estimating revenues associated with various levels of logistics customer service offerings.

Design/methodology/approach

The purpose is achieved through simulation, statistics, and case studies.

Findings

When the revenue effects of logistics customer service can be approximated, logistics strategies can be formulated that optimize profits and/or return on investment. Otherwise, logistics strategy is in danger of being sub‐optimized when logistics customer service levels are treated as planning constraints and costs minimized to meet them.

Originality/value

The paper sets forth a number of methods by which this sales‐service relationship can be generated and the effect of service on sales quantified. This provides an important basis for optimizing logistics strategy.
Logistics management in practice – towards theories of complex logistics
Authors: Nilsson Fredrik
Published: July 2006

Purpose

The purpose of this paper is to present findings concerning what logistics managers perceive as being difficult and challenging, and what implications this may have for further advances in the logistics discipline.

Design/methodology/approach

The point of departure for this study was to reflect on perceived problems, uncertainties, trends, and solutions in logistics, and how they are handled in the everyday work. The study was exploratory, inspired by grounded theory and aimed at providing grounds for further theory building in the area of real logistics.

Findings

The findings of this study was related to human, organizational and social aspects, i.e. how understanding and sense‐making can be accomplished in logistics efforts. A major outcome from this research endeavor was initial, empirically derived arguments toward theories of complex logistics.

Research limitations/implications

One primary finding of importance was the identification of understanding and sense‐making of concepts, techniques and models in logistics. Thus, future research is needed to provide insights and guidance on how human factors can be considered and elaborated by management in logistics situations.

Practical implications

Logistics complexity needs consideration when logistics processes and phenomena are approached to ensure increase understanding for people involved and affected, and for the sense‐making of logistics phenomena.

Originality/value

This paper contributes to knowledge and understanding of uncertainty and challenges in logistics with focus on human aspects and perception. Previously, most research has focused on structural aspects and quantitative factors.
The uneven march toward social justice
Authors: McClellan Rhonda , Dominguez Ramon
Published: July 2006

Purpose

This paper aims to provide a framework for the development and implementation of educational administration programs that encourage practitioners and educational administration faculty to push application and preparation beyond reproducing tendencies of the status quo as well as to open education to the potential of embracing silenced or marginalized learners.

Design/methodology/approach

Two programs developed and implemented by the Department of Educational Management and Development (EMD) at New Mexico State University are described and discussed. The programs are reviewed to show the gradual but significant transformation to a social justice content beginning with the more traditionally‐aligned program in educational administration, the Community College Leadership Doctoral Program (CCLDP), and concluding with a detailed description of the Educational Leadership Doctoral Program (ELDP), a leadership program that unites traditional educational administration curriculum with social justice inquiries of power and privilege.

Findings

The detailed information attempts to teach practitioners and educational administrators how to gain entry into institutional power structures so communication, collaboration, and reform can occur.

Originality/value

The paper provides the tools to survive in existing systems and the awareness to see inequalities. The capability of creating change in educational environments expecting a business‐as‐usual‐paradigm is also discussed.
Preparing educational leaders to embrace the “public” in public schools
Authors: Hoff Dianne L. , Yoder Nancy , Hoff Peter S.
Published: July 2006

Purpose

George Counts' classic 1932 speech asks, “Dare the school build a new social order?” This article proposes examining whether emerging school leaders are prepared to face this challenge and embrace the society‐building responsibility at the core of public schooling. It aims to focus especially on students from homogeneous backgrounds, their capacity to address issues of diversity, and the extent to which their educational leadership program has prepared them to champion social justice within schools.

Design/methodology/approach

This study looks at emerging leaders in three master's level cohort programs in educational leadership at a state university in New England. It incorporates survey data, interviews, and document analysis. Descriptive statistics were used to organize and summarize the data. Open‐ended questions and interviews were transcribed and coded, and program documents examined to identify overall purposes of educational leadership and evidence of diversity awareness.

Findings

Findings indicate these educational leaders are not adequately prepared to lead public schools toward a greater understanding of diversity or to help change the social order. They claim little responsibility for promoting social justice, especially when social change may challenge local norms. Responses indicate their perspective is not broad enough to understand fully the social responsibility Counts advocated.

Research limitations/implications

This study is limited to graduate students in New England, most of whom experience little diversity within their communities.

Practical implications

The study concludes with suggestions for educational leadership programs.

Originality/value

This study reveals the difficulties in preparing educational leaders to address the complexities of a diverse society – difficulties arising both from their limited personal experience and from voids in their educational leadership program.
Motivations for developing direct trade relationships
Authors: Parker Melina , Bridson Kerrie , Evans Jody
Published: July 2006

Purpose

This study aims to understand buyer and supplier motives for developing direct relationships with their trade partners.

Design/methodology/approach

A total of 18 in‐depth interviews were conducted across Victoria and Tasmania (Australia); eight with retail buyers and ten with fresh produce suppliers. Both parties were involved in a direct relationship with their trade partner.

Findings

The research reveals a large variety of motivations that influence buyers and suppliers when deciding whether to operate in a direct or non‐direct relationship with their trade partner. Motivations for both parties are remarkably similar, with buyers and suppliers ultimately attempting to minimise the inherent risk associated with operating in a volatile environment.

Research limitations/implications

The study may be limited by the fact that buyers and suppliers of different commodities were included in the study. In addition, the varied nature of the respondents' role may have impacted their judgment. The inability to interview dyads in all cases also limits the research.

Practical implications

This research has implications for both researchers and practitioners already involved in, or considering becoming involved in, a direct trade relationship. Clarification of motivations for bypassing intermediaries shows how both trade partners can minimise external risk and strengthen competitive advantage by assuming a direct relationship.

Originality/value

Extant research within this literary field is largely quantitatively based with researchers focusing on distinct relationship constructs, the definition of relationship marketing and the process of relationship development. In response to these limitations, this research adopted a qualitative approach in examining the core motivations for developing a direct trade relationship within the fresh produce industry.
Comparing e‐service performance across industry sectors
Authors: Trabold Lauren M. , Heim Gregory R. , Field Joy M.
Published: July 2006

Purpose

The online retail industry is enormous, covering a great assortment of products and services. Yet, little research has examined whether determinants of success in online retailing are similar or differ by industry sector. The purpose of this study is to examine industry sectors separately to distinguish drivers associated with overall satisfaction for the online consumers in those sectors.

Design/methodology/approach

The paper uses ridge regression to examine how e‐service quality dimensions are associated with overall customer satisfaction for several e‐retailing sectors.

Findings

While several e‐service quality dimensions exhibit a similar impact across all sectors, several other dimensions exhibited sector‐by‐sector differences. The drivers that frequently differ across sectors include price perceptions, ease of returns and refunds, and privacy experience.

Research limitations/implications

As an exploratory study, research opportunities and limitations derive from the public source of data, sample sizes within some of the sectors, and the ridge regression methodology.

Practical implications

Related prior research examined individual e‐retailing sectors, leading to scattered sets of findings that cannot be triangulated. The research allows for comparison by the manager, and presents empirical insights for managers in several e‐retail sectors.

Originality/value

This paper is one of only a few studies to examine a consistent set of e‐service quality measures on a sector‐by‐sector basis. The paper is also unique in that it uses publicly available data sources to examine these relationships, providing managers with insights on how they might analyze such public data sets for their own usage.
Why consumers hesitate to shop online
Authors: Huang Yan , Oppewal Harmen
Published: July 2006

Purpose

To find out if and how delivery charge and three other situational factors affect consumers' grocery shopping channel choice.

Design/methodology/approach

A survey was conducted among a convenience sample of 152 supermarket shoppers in South England. Each respondent was presented with two hypothetical grocery shopping scenarios characterised by four situational factors. Respondents were asked to indicate their preference for shopping online or in‐store in each described situation. They also provided information about their last grocery shopping trip.

Findings

The results show that all four situational factors affect consumers' shopping channel preference. It was further established that, though of influence, delivery charges are not the most important factor. Fifteen minutes difference in travel time to the grocery store had a greater impact on the relative preference to shop online or in‐store than a delivery fee of £5.

Research limitations/implications

Although experimentally controlled, the findings are based on behavioural intentions and not on real market behaviour. Also, they are based on a convenience sample of intercepted shoppers only.

Practical implications

Attempts to promote online grocery shopping should focus on communicating the time savings gained by shopping online rather than lowering delivery charges.

Originality/value

Only few studies have investigated effects of situational factors, including delivery charges, on consumer channel choice for grocery shopping. Experimental studies are particularly scarce.
The UK grocery business: towards a sustainable model for virtual markets
Authors: Hackney Ray , Grant Kevin , Birtwistle Grete
Published: July 2006

Purpose

With the emergence of enabling internet technologies and increased competition between UK supermarkets has led the “big four” – Tesco, J Sainsbury, ASDA and Safeway/Morrisons – to develop grocery operations online. The objective of this paper is to evaluate and present best practice strategies employed by major retail organisations concerning these deployments. The paper argues that Tesco's superior performance can be identified through five critical factors. However, continued success using existing models and thinking is problematic and that future advantages will rely on taking a complex adaptive systems view of the deployment of E‐Grocery systems.

Design/methodology/approach

The methodology employed is a conceptual synthesis of current knowledge, based on theoretical constructs and empirical observations.

Findings

There is evidence of varying degrees of progress and lessons learnt, from adopting strategies and internet technologies, with new ways of conceptualizing and managing virtual retail operations. The research challenges existing thinking and makes sense of the plexus between this technology and the market place.

Originality/value

The essential contribution of the paper is the identification of five key elements for online retail success and the development of a proposed “online sustainability” model which is perceived to offer contemporary insights into competitive virtual environments.
E‐commerce adoption in the retail sector: empirical insights
Authors: Nikolaeva Ralitza
Published: July 2006

Purpose

To investigate the determinants of e‐commerce adoption in the retail sector using duration analysis.

Design/methodology/approach

The study proposes a conceptual model based on technology adoption and population ecology models. It identifies specific determinant factors organized under three areas: perceived benefits, organizational readiness, and external influences. Duration analysis is applied to data on 392 retailers.

Findings

Organizational readiness and external influences were the main driving factors of the adoption decision. There is no strong support for the perceived benefits construct. This suggests that e‐commerce adoption was to a great extent responsive to external pressures.

Research limitations/implications

Major limitations include insufficient data. Future research can collect other types of data. Other extensions include the investigation of the effect of e‐commerce adoption, the construction of a formal theoretical model, and the collection of data from other countries.

Practical implications

The study provides guidelines to entry anticipation. It appears that many retailers mimetically responded to the online entry of other retailers. Managers should be also aware of the suitability of e‐commerce adoption to their organization. In order to be proactive, firms can put more emphasis on internal factors and rely less on outside signals in their strategies.

Originality/value

The paper investigates the e‐commerce adoption decision among retailers using a unique database collected from public sources, avoiding potential subjectivity bias. It traces the timing of e‐commerce adoption incorporating both fixed and time‐varying covariates.
Consumer demographics, store attributes, and retail format choice in the US grocery market
Authors: Carpenter Jason M. , Moore Marguerite
Published: July 2006

Purpose

To provide a general understanding of grocery consumers' retail format choice in the US marketplace.

Design/methodology/approach

A random sample of US grocery consumers (N=454) was surveyed using a self‐administered questionnaire. Descriptive and inferential statistical techniques (regression, ANOVA) were used to evaluate the data.

Findings

Identifies demographic groups who frequent specific formats (specialty grocers, traditional supermarkets, supercenters, warehouse clubs, internet grocers) and examines store attributes (e.g. price competitiveness, product selection, and atmosphere) as drivers of format choice.

Research limitations/implications

The results included in this research were gathered and reported on an individual format basis. In order to capture consumer choices across a range of grocery retail formats, forcing respondents to compare formats was not initiated. In addition, data pertaining to whether consumers had access to each and every type of format in the study were not collected. Examination of how dimensions of consumer access limit or expand retail patronage behavior could also be highly beneficial to grocery retailers.

Practical implications

This research provides grocery retailers that operate within the USA specific knowledge of the attributes that consumers consider to be most important when making format choices (e.g. cleanliness, price competitiveness, product assortment, courtesy of personnel), and identifies the demographic characteristics of these consumers. The results suggest marketing strategy implications for grocery retailers that operate in the US market. As competition in the sector continues to evolve and consumer demographics change within the US market, understanding the consumer‐format choice linkage will be critical to retailer performance in the industry.

Originality/value

This exploratory study uses demographics and store attributes as a framework for profiling consumers by their ultimate retail format choice. The paper is unique because there are few similar empirical studies focused on the US grocery sector.
Multi‐channel shopping: channel use among rural consumers
Authors: Johnson Kim K.P. , Yoo Jeong‐Ju , Rhee Jongeun , Lennon Sharron , Jasper Cynthia , Lynn Damhorst Mary
Published: July 2006

Purpose

The research purpose was to identify whether changes occurred between 2000 and 2003 in the retail channel use of rural consumers for searching product information and for purchasing food and fiber products and to investigate whether differences existed between channel use groups (i.e. store only shoppers, store and catalog shoppers, and multi‐channel shoppers) concerning perceived time property, satisfaction with local offerings, community attachment, shopping criteria, and financial security.

Design/methodology/approach

Survey methodology was used. Questionnaires were mailed to participants living in non‐metropolitan statistical areas of the USA with populations less than 12,500. In 2000, 2,198 participants returned the questionnaire. Follow‐up questionnaires were mailed to the same participants during 2003 and returned by 847 participants. The analysis is based on the responses of the 847 participants.

Findings

To search for information on apparel, food, or home furnishing products, internet use increased slightly as did use of the internet to purchase apparel and home furnishings. Multi‐channel shoppers rated themselves as time‐pressed, dissatisfied with local offerings, unattached to their community, and unconcerned with financial security while shopping.

Practical implications

Rural consumers are slowly increasing their use of internet even as they report their satisfaction with shopping with local brick and mortar stores increased during the time period studied. The time is right for rural retailers to enhance both personal and professional relationships with their customers. Rural retailers can capitalize on consumer satisfaction and provide outstanding value and service to keep local customers in local markets.

Originality/value

The paper provides information on new and different retailing practices that satisfy rural consumers in the USA.
Category management tactics: an analysis of manufacturers' control
Authors: Lindblom Arto , Olkkonen Rami
Published: July 2006

Purpose

To assess the weight and extent of control possessed by manufacturers over category management (CM) tactics in contemporary distribution channels for fast‐moving consumer goods; and to analyse the origins of this control.

Design/methodology/approach

A survey study conducted among Finnish manufacturers of fast‐moving consumer goods. A total of 420 questionnaires were sent out. Of these, 84 questionnaires were returned, of which 83 were satisfactorily completed for use in the analysis.

Findings

The study reveals that manufacturers believe that retailers are clearly in charge of CM tactics. However, large manufacturers seem to possess a relatively strong weight of control in CM decision making, whereas small manufacturers possess little weight of control. The origins of manufacturers' control are mostly non‐coercive in nature.

Research limitations/implications

This study has approached CM from the perspective of manufacturing organisations. The phenomenon could also be approached from the retailers' or a dyadic perspective. It would be fruitful to conduct comparative studies in other national settings. Conceptual and qualitative empirical studies are needed to obtain a clearer understanding of the phenomenon.

Practical implications

The study suggests that manufacturers who wish to gain some control over CM tactics should base their interaction with retailers on expertise and issues related to referent power bases.

Originality/value

This paper offers new perspectives on CM by examining the concept of power within manufacturer‐retailer relationships.
“Web‐weaving”
Authors: Ashworth Catherine J. , Schmidt Ruth Ä. , Pioch Elke A. , Hallsworth Alan
Published: July 2006

Purpose

This paper seeks to explore antecedents for online success and conceptualizes the stages by which a small‐sized “pure‐player” has achieved profitable and sustainable e‐retail in the fashion sector by utilizing a multi‐niche strategy involving an e‐portfolio of five fashion‐related cyberstores.

Design/methodology/approach

This qualitative critical‐case utilizes the in‐depth interview technique and rich thematic data analysis to provide insight into e‐retail development, with conceptualizations inductively developed from the data. Findings are linked to business growth, e‐business strategy, portfolio management and entrepreneurship literatures.

Findings

Findings identify a staged, evolutionary approach to transactional cyberstore development and outline 20 key factors for e‐retail success. The “web‐weaving” process is conceptualized: this strategic “e‐portfolio management” approach identifies a multi‐niche opportunity for e‐retail, which spreads risk, maximizes revenue streams, utilizes knowledge economies/synergies across multiple‐web sites, promotes customer added value and offers potential for competitive advantage and sustainability for the smaller‐sized e‐retailer.

Research limitations/implications

This is an in‐depth study of a single, long‐standing e‐retailer maintaining superior retention levels across an international customer base. That this enterprise bucks current trends by surviving (when 75 per cent e‐retail ventures fail) adds validity to web‐weaving as a sustainability strategy. Future research should explore this phenomenon within a wider inter/intra‐niche context to further contribute to the enhancement of e‐retail strategic marketing/enterprise development.

Practical implications

Implications indicate that a (niche) e‐portfolio strategy is perceived as defensible, from an owner‐director perspective, for sustaining a fashion e‐retail enterprise. Targeting multiple‐niches via “web‐weaving” provides a clear route to critical‐mass and sustainability, which could prove a valuable lesson for many small e‐retailers – potentially providing a framework for internet‐strategy development in other marketing domains.

Originality/value

This research presents a rich picture of how an e‐retail enterprise, in a highly competitive/dynamic market, can develop and sustain transactional e‐business over the longer‐term – presenting obvious implications to SME retail/marketing management.
Multichannel retailing in Korea
Authors: Choi Jayoung , Park Jihye
Published: July 2006

Purpose

To examine shopping orientation, information search, and demographics of multichannel customers in comparison to traditional single channel customers.

Design/methodology/approach

A questionnaire was used to assess research variables and mailed out to 10,000 individuals in South Korea who were randomly selected from a purchased national database. A total of 2,926 usable questionnaires were returned for a 29 percent response rate.

Findings

Shopping orientation, information search, and demographics differentiated shopper groups: single‐channel offline users, single‐channel online users, multichannel offline users, and multichannel online users.

Research limitations/implications

A lack of theoretical approaches, a direct self‐assessment for store choice behavior, and duplicated measures for independent and dependent variables perhaps limit its usefulness.

Practical implications

Provides guidance to global retailers who plan to pioneer new markets with multichannel retailing strategies. Shopping orientations, perceived usefulness of information sources, and demographics can be effectively used to identify target markets in Korea.

Originality/value

This study first explored Korean consumer profiles in the context of multi‐shopping channels and added valuable empirical findings to the current limited literature in multichannel retailing in the international market and to help global retailers identify consumer segments based on channel choice behavior.
Fashion retailers rolling out across multi‐cultural Europe
Authors: Waarts Eric , van Everdingen Yvonne M.
Published: July 2006

Purpose

Many retailers are expanding throughout Europe, while it is well‐known that large differences still exist between the European countries. This paper aims to explore to what extent the historical expansion sequence patterns of retailers operating across Europe are driven by cultural factors.

Design/methodology/approach

The paper derives a cultural map of Western Europe based on data of Hofstede and Hall. Three important cultural clusters are identified. Next, this study investigates the expansion sequences of nine big EU‐ and US‐based fashion‐clothing retailers across those three cultural clusters.

Findings

The results show that initial expansion typically takes place in a neighbor country belonging to the same cultural cluster. Subsequent expansion tends to follow a stepwise cluster‐by‐cluster pattern, where retailers make cluster jumps, first expanding in the same cluster, but already move to another before the first is completed.

Practical implications

For US/Canada‐based retailers as well as for European‐based retailers it is crucial to fully recognize the differences between European countries, but it is very useful to consider their similarities too. Dividing the European market into clusters of countries seems to be a pragmatic way of handling differences and similarities. This information can help managers to make better decisions on entry sequences in foreign markets.

Originality/value

To the authors' best knowledge, this is the first study analyzing the complete international entry sequences, i.e. both the initial and subsequent entries of retailers in Western Europe, from a national cultural perspective.
The magic of price‐ending choices in European restaurants: a comparative study
Authors: “Sunny” Hu Hsin‐Hui , Parsa H.G. , Lin Zhao Jin
Published: July 2006

Purpose

The aim of this paper is to understand the price‐ending strategies in European restaurants and make practical suggestions to the managers.

Design/methodology/approach

Data were collected from restaurant menus in three European countries. Results were compared with those of USA and Taiwan.

Findings

The price‐ending strategies of European restaurants are distinctly different from those of the USA and, interestingly, have more in common with those of Taiwan.

Research limitations/implications

The small sample size is a concern. Data were limited to three countries. Inclusion of more European restaurants is highly desired, especially with the Euro as a common currency.

Practical implications

Restaurant companies could have better understanding of the impact of cultural differences, while implementing price‐ending strategies.

Originality/value

This paper presents a case where cultural differences are of significant economic value in setting restaurant menu prices. In Europe, dining out is considered more a cultural activity than a utilitarian participation. The historical roots of the usage of digit zero in a European context are presented here.
Measures of marketing performance: a comparative study from Spain
Authors: Eusebio Rossano , Llonch Andreu Joan , Pilar López Belbeze M.
Published: July 2006

Purpose

Despite the importance of assessing business performance, there is limited research on the ways of measuring marketing effectiveness. Aims to redress this issue.

Design/methodology/approach

This paper focuses on six categories of marketing effectiveness measures to compare the ways of measuring marketing performance in two groups of Spanish firms (Tourism and Hospitality firms and Industrial firms) in an exploratory study; and also studies the effect of business orientation (customer and competitor orientation) on the measures used to evaluate marketing performance.

Findings

It was found that consumer‐based measures have a leading role in the evaluation of marketing effectiveness in Tourism and Hospitality companies and customer orientation affects the importance of these consumer‐based measures.

Research limitations/implications

Research is exploratory and subjective measures of business performance were used.

Practical implications

The main implications are addressed to the Tourism and Hospitality managers for improving the ways of measuring marketing effectiveness.

Originality/value

This is a study of the measurement of marketing effectiveness in Tourism and Hospitality companies in comparison with the industrial counterparts.
The new customer‐centred business model for the hospitality industry
Authors: Kandampully Jay
Published: July 2006

Purpose

The objective of this research is to identify and present factors that are essential to support a customer‐centred business model that is theoretically sound and can be used for practical application in the hospitality industry.

Design/methodology/approach

Extensive literature that links both nascent theory and practice forms the framework of this study. This study examines recent transformational changes in the industry and the global market and provides direction for practising managers and theoreticians.

Findings

This research presents a three‐phase strategic orientation plan that provides both theoretical and practical direction for the hospitality industry, so as to effectively reorient the hospitality firm into a customer‐centred business.

Practical implications

The ongoing challenges in the ever‐increasing competitive global market can be met by hospitality firms by adopting strategic directions proposed by the customer‐centred business model. This research provides a three‐step plan that can be used in any hospitality firm to reorient the organisation into a customer‐centred business. This research has identified factors that are essential to support hospitality firms to operate effectively within the new business model.

Originality/value

The three‐phase strategic orientation of the proposed business model is conceptually sound and contributes new knowledge to the present body of literature. It can also be used effectively in a practical setting. Hence this study provides a theoretical and practical contribution in terms of originality and value.
The use of management contracts by international hotel firms in Thailand
Authors: Panvisavas Veerades , Stephen Taylor J.
Published: July 2006

Purpose

Seeks to examine the extent to which management contracts used by international hotel firms in Thailand mirror those used in the USA.

Design/methodology/approach

The study builds on previous research carried out in the late 1990s that highlighted new developments in the content and operation of hotel management contracts in the USA. Using a series of semi‐structured interviews with Thai hotel owners/representatives and international hotel firm executives, the focus is on establishing current management contract practices in Thailand.

Findings

The use of management contracts in Thailand, in substantive terms, largely mirrors practices in the USA. There were some detectable differences that existed which appear to be due to the relative lack of experience of Thai owners in dealing with international hotel firms.

Research limitations/implications

This study was essentially exploratory and was limited to a sample of management contracts representing around 20 per cent of all such contracts in Thailand. Future research should focus on examining the motivations of parties, methods of selecting and evaluating international hotel firms, and the specific issues parties confronted in implementing management contracts in Thailand.

Practical implications

Although at an early stage, this research suggests that Thai hotel owners need to gain greater knowledge of the practices of international hotel firms in other markets with a view to improving their bargaining power.

Originality/value

This study provides evidence of the influence of hotel management contract practices and trends in the USA on the relatively youthful hotel market of Thailand.
Delivering the message
Authors: Daun Winfried , Klinger Raffaela
Published: July 2006

Purpose

The purpose of this paper is to review the ways in which premium hotel brands address the challenge of building and sustaining their value proposition and communicating the essence of this value to their customers.

Design/methodology/approach

The article draws on commercial market research, published information sources and industry experience to identify the key issues that impact on the effectiveness of marketing communications.

Findings

The conclusion is that luxury hotel chains have worked hard to improve the effectiveness of brand management but that several key factors (such as market insight, differentiation, relative uniqueness) influence the long‐term effectiveness of the brand management approach.

Research limitations/implications

Practical measures for improving brand management practices are identified and explained.

Practical implications

The key success factors are explained, with suggestions for implementation.

Originality/value

The paper draws on consulting experience and contains analysis and practical suggestions that are especially relevant to practitioners.
Making JIT retail a success: the coordination journey
Authors: Yew Wong Chee , Johansen John
Published: July 2006

Purpose

Just‐in‐time (JIT) retailers replenish continuously according to the consumer demand. Under unpredictable and seasonal consumer demand, it is essential to coordinate planning and responsiveness with the manufacturers. The purpose of this paper is to study the coordination journey between a toy manufacturer and a JIT retailer, and generates several theoretical propositions on coordination process, behaviours and strategies.

Design/methodology/approach

A one‐year case study to describe the unfolding coordination process between the toy manufacturer and JIT retailer. Rich case data is collected because the researcher is one of the manufacturer's project team members.

Findings

The coordination process followed some generic sequential stages – evaluating, deriving, offering, assessing and implementing of coordination strategies. Furthermore, the physical flow behaviours and the ordering behaviours are found interactively influencing each other. Especially, the speculative and risk‐averse ordering behaviours have created cyclical excess inventory and low shelf‐availability. Under such uncertain conditions, two counter‐productive coordination strategies were implemented. The two parties later realized several effective coordination strategies – accurate response, differentiated responsive, and coordinated responsive. Moreover, the responsiveness of the manufacturer was actually affected by the order behaviours of all other retailers.

Research limitations/implications

There is generalizable limitation to generate theoretical propositions based only one case study on a dyadic toy supply chain.

Originality/value

Low‐responsive supply for unpredictable and seasonal demand leads to irrational ordering and coordination behaviours, which create mismatch of supply and demand. This paper studies an alternate strategy – the JIT retailing. It includes the problems of coordination behaviours, some observed effective coordination process and strategies.
A model for designing multiple products logistics networks
Authors: Ma Hongze , Suo Chenxia
Published: July 2006

Purpose

This study aims to provide a model for designing logistics networks with multiple products. In such a design model, it is important to determine the operation‐related parameters accurately.

Design/methodology/approach

An iterative process is used to design a logistics network. First, a mixed integer‐programming (MIP) model is used to determine the configuration of the network. Then, based on the output of MIP model, an inventory‐planning model for multiple products is developed to decide the lot size and ordering frequency for each product at each node of the logistics network, and a vehicle routing model is used to find the shortest product delivery routes from wholesalers to retailers. After that, the operation‐related parameters are recalculated and updated, and the configuration of the logistics network is re‐optimized. Such process proceeds until it converges. By this iterative process, the operation‐related parameters can be determined more accurately.

Findings

The iterative process proposed in the paper possesses following advantages: determining operation‐related parameters accurately, and adapting to changing market quickly.

Research limitations/implications

A typical logistics network used to distribute multiple products is considered as target system to apply this model. This paper does not handle a real case study as an application example.

Originality/value

This paper proposes a modular design approach: different types of mathematics are used for different modules. The model developed in this paper is realizable as software tool in logistics management.
Linking financial performance to strategic orientation and operational priorities
Authors: Hoi Yan Yeung Jeff , Selen Willem , Sum Chee‐Chuong , Huo Baofeng
Published: July 2006

Purpose

Aims to investigates the relationship of strategic choices of pure cost‐, pure differentiation‐, or a combination‐strategy on a composite measure of financial performance for third‐party logistics (3PL) providers in Hong Kong. In addition, it seeks to identify the importance of operations priorities underlying the respective adopted strategy, as well as the importance given to future competitive challenges for each strategy.

Design/methodology/approach

Uses cluster analysis, ANOVA.

Findings

Logistics service providers classified to follow different strategies report different financial performance, with companies adhering to the combined strategy of cost and differentiation performing best, followed by pure differentiation companies, which in turn outperform pure cost‐, commodity driven‐companies.

Research limitations/implications

Future research may be widened to include customer, and not solely competitor, perceptions. Further studies could elaborate on technology adoption, information sharing, strategy formulation, operations practices, and benchmarking. Other studies could focus on the differences between high and low performers in terms of business performance, and the processes that enable low performers to become high performers; as well as comparing logistics strategies and practices between different countries.

Practical implications

Third‐party logistics providers, solely competing on cost and offering basic services only, need to differentiate to gain improved financial performance. Logistics companies can improve along multiple operational dimensions to achieve competitive advantage in the marketplace. Research identifies operational areas to be emphasized to drive strategy according to strategic orientation, as well as generic factors that will drive future logistics management in Hong Kong.

Originality/value

Linking perceived financial performance to strategic choices of pure cost‐, pure differentiation‐, or a combination‐strategy for 3PL providers in Hong Kong.
Understanding collaborative supply chain relationships through the application of the Williamson organisational failure framework
Authors: Wilding Richard , Humphries Andrew S.
Published: July 2006

Purpose

Within the supply chain the need for much closer, long‐term relationships is increasing due to supplier rationalisation and globalisation and more information about these interactions is required. The research specifically tested the well‐accepted Williamson's economic organisations failure framework as a theoretical model through which long‐term collaborative relationships can be viewed.

Design/methodology/approach

An exploratory research project was designed and carried out on a self‐selected census of 54 monopolistic relationships representing £575.8 m annual spend on equipment and associated services within the UK defence procurement organisation (a 10 per cent sample). Its aims were to understand the relationship dynamics within long‐term, sustained monopolies and to determine if generic success factors could be found to assist managers to break out of the essentially negative situation. A triangulated data capture approach was employed using both quantitative and qualitative methods from both the industry and MoD sides of each relationship and the research instruments concentrated on the five dimensions of the theoretical model with questions grounded in the literature.

Findings

The study demonstrated that the theoretical model could provide powerful insights into the research subject and especially revealed the important part played by co‐operation, co‐ordination and collaboration (C3behaviour) in reducing the inherently negative effects of close proximity and limited choice relationships.

Research limitations/implications

The research has used a narrow view through a specific theoretical model lens to achieve a broad understanding of business relationships within a single, albeit large, organisation.

Practical implications

Managers can reduce sources of frustration that generate negative behaviours by taking joint actions. Central to achieving this is C3behaviour where setting synchronised objectives, pursuing joint approaches to service and product delivery, lowering costs and risks and promoting measures to support the growth of trust appear to be the best ways of halting negative behaviour spirals.

Originality/value

The prime contribution of this exploratory research is the exposure of relationship dynamics within a large sample of long‐term, collaborative supply chain business dyads using an integrated application of Williamson's organisations failure framework.
Changes in performance under various lengths of review periods in a periodic review inventory control system with lost sales
Authors: Sezen Bülent
Published: July 2006

Purpose

This study investigates the impacts of changing the length of review period on the performance of a periodic review system with lost sales under varying demand patterns by using simulation method.

Design/methodology/approach

The simulation model has been built using a spreadsheet program and depicts a special case of several retailers supplied by a central warehouse. Simulation scenarios are created based on two factors: length of the review period, and product type in terms of the average and standard deviation of the corresponding product's demand distribution.

Findings

Results obtained from the simulation model show that inventory performance is quite sensitive to the duration of review periods, and selecting the appropriate period length is largely dependent on the variability of demand. Specifically, relatively shorter review periods are required for products with high variable demand, while the inventory system can tolerate longer review periods if the product demand is less fluctuating.

Originality/value

The study provides some practical guidelines for the inventory managers regarding the selection of an appropriate length for a review period in a periodic review system with lost sales.
A content analysis of research approaches in logistics research
Authors: Spens Karen M. , Kovács Gyöngyi
Published: July 2006

Purpose

Based on a framework developed by Kovács and Spens, this paper seeks to assess the use of the three different research approaches in logistics research; discuss the use of different research methods within the three research approaches; find and discuss applications of the abductive research approach to logistics problems.

Design/methodology/approach

Content analysis is used in order to categorize the different research approaches. While content analysis commonly uses smaller units such as paragraphs, sentences, words or characters, this study used entire articles as the unit of analysis. The scope of the review encompassed five years (1998‐2002) of articles in IJLM, IJPDLM and JBL. A total of 378 articles was reviewed and categorized.

Findings

The findings of the study corroborate earlier studies regarding the main research approach used in logistics. Published logistics research is hypothetico‐deductive, with a strong emphasis on using survey methods. Nevertheless, inductive as well as abductive research is gaining importance. However, most logistics articles do not explicitly discuss the research process, nor the approach used. Therefore, a call for more explicit statements of the research approach is suggested.

Research limitations/implications

The review of the articles is limited to three main journals in the field. A more comprehensive view of research approaches could be obtained by broadening the review to include also other types of research.

Practical implications

The paper provides a framework and guidelines to researchers for explicitly discussing the research approach used in logistics articles.

Originality/value

The paper provides an overview of the research approaches used in logistics research.
Improvisation in service performances: lessons from jazz
Authors: John Joby , Grove Stephen J. , Fisk Raymond P.
Published: July 2006

Purpose

The purpose of this article is to establish the efficacy of jazz improvisation as a useful metaphor to understand and implement features that contribute to excellent service performances.

Design/methodology/approach

The paper begins by presenting services as performances that often require flexibility and adaptability in their enactment. It then offers the metaphor of jazz improvisation as a means to comprehend and communicate the dynamics of such flexibility and adaptability. Jazz elements are used to illustrate their application to service delivery issues.

Practical implications

Similar to jazz, services deal with complex and real time delivery circumstances; this makes services prone to uncertainty at the service encounter. Lessons from jazz offer service managers guidelines for improvisation by each player in their ensemble that can enable them to adapt to customers and produce a coherent and cohesive performance.

Originality/value

The jazz improvisation metaphor offers a template and guidelines to comprehend and enact principles pertaining to adaptability in services contexts that may be useful for managers in designing service delivery and training frontline service employees.