bluuebunny/crossref_metadata_2025 huggingface dataset:
European Competencies – Some Guidelines for Companies
Authors: Leblanc Bruno
Published: July 2002

Reports the results of a task force of directors of HR who, in 1991,
teamed up to examine the competencies required for developing companies
in the Single European Market. Looks at the different stages of
development and the problems encountered. Concludes that management′s
responsibility in developing competencies is critical.
Exploring Local Competences Salient for Expanding Small Businesses
Authors: Snell Robin , Lau Agnes
Published: July 2002

Management competences significant for large and medium‐size companies
in the West may not be universally applicable. Describes which
qualitative, inductive approaches were used to identify competences
important in expanding smaller businesses in a particular locality (Hong
Kong). Identifies competences generally salient for growth as:
global‐oriented outlook for the business; analytical market approach;
readiness to seize relevant opportunities; and systematic financial
management. Considers an additional set of competences salient for
growing companies with less than 50 employees, namely: vivid
vision/purpose/ mission; ability to conceptualize or formulate company
strategy; strategic approach to human resource development; and
promoting a learning culture. Also identifies several competences
relevant to all small businesses in Hong Kong, whether growing or
non‐growing.
Relative Values: Qualification Programmes or Non‐assessed Development?
Authors: Simpson Peter , Grisoni Louise , Cox Rodney
Published: July 2002

Explores the differences between two categories of in‐company management
development programme: those that offer participants a nationally
recognized qualification and those that are not assessed. The argument
is made that certificating a programme will lead to different forms of
experience and outcome for the participants and for the organization and
believes that it is important for clients and providers to be aware of
these differences when engaged in selecting, planning and running a
management development programme if maximum benefit from the investment
is to be gained. A tentative contingency theory is outlined.
Towards a Systems Approach to Executive Development
Authors: Ready Douglas A. , Vicere Albert A. , White Alan F.
Published: July 2002

There is a growing awareness among major corporations that executive and
organizational development activities have a very important role to play
in the creation of learning‐based competitive capabilities. Presents a
perspective on this emerging role based on the authors′ research and
years of experience in the field of executive development. Outlines a
new and critical role for executive development in the strategic
management process, develops a first stage model for integrating
executive development into an organization′s strategic planning system,
and presents a case study example of a firm engaged in a systems
approach to executive development.
Training and Development
Authors: Analoui Farhad
Published: July 2002

The changing perception of the nature of managerial jobs has had
profound implications for management trainers and developers. Some
managers′ role has evolved from task managers to people and role player.
Trainers can no longer rely solely on provision of the task‐related
management training; rather they are expected to become familiar with
people, self and career development skills and expertise. The need for
positive transfer has placed yet another obligation on management
trainers. Nowadays, they are expected to acquire relevant skills and
expertise which enable them to empower the trainees to transfer the
acquired knowledge skills, values, attitudes and behaviour to the
workplace.
A neglected concept
Authors: Kilcourse Tom
Published: July 2002

“Perception is our bridge with the future, determining which
future we create for ourselves”. For many organizations the
“bridge” is far too narrow. The way we organize ourselves,
particularly the way we manage career progression, ensures a blinkered
view from many boardrooms. In a time of comprehensive, radical change,
that can mean failure to survive. Argues that the management development
function has a key role to play here. More attention should be given to
enriching the perceptual backcloth against which top decisions are made.
Presents a model to show how organizational behaviour leads to
narrowness, and what needs to be done to broaden the
“bridge”.
Learning from learning groups
Authors: McDougall Marilyn , Beattie Rona S.
Published: July 2002

Quality circles, project teams, autonomous work groups, and
self‐managed teams are very much a part of organizational life in
today′s competitive and constantly changing work environment. Considers
the issues in developing groups as a focus for learning for individuals
and the organization as a whole. Reports on a two‐year project
evaluating the processes and outcomes of learning groups, and suggests
that lessons learned from this project can be applied to help maximize
learning and performance in groups in a wide range of organizational
contexts. Presents outcomes regarding effective group selection,
learning achievements and group processes. Draws conclusions and
highlights key issues.
Cultural fluency: the results of a UK survey
Authors: Randlesome Collin , Myers Andrew
Published: July 2002

The importance of being fluent in another language for success in
foreign business has been well documented and highlighted in academic
literature. However, so has being fluent in another culture, as far back
as the 1950s. What is the current response of organizations operating in
the UK to such exigencies? Presents the results of a survey, based on
responses from 35 members of the Association of Language Excellence
Centres (ALECS) in the UK from both the private and public sector and
assesses the level of language and cultural fluency. Indicates that the
percentage of British companies carrying out an internal foreign
language audit in order to attain fluency in another country′s language
is disturbingly low. In addition, those wishing to become culturally
fluent are even lower. Concludes by stating that a number of business
opportunities are being overlooked, not just for companies but also for
training organizations.
A comparison of the need importance structure between Saudis and westerners
Authors: Al‐Meer Abdul‐Rahim
Published: July 2002

Using Porter’s need satisfaction questionnaire, measures and compares the degree of importance that managers and non‐managers from Saudi Arabia and some western countries attach to five categories of need: security, social, self‐esteem, autonomy and self‐actualization. The results indicated that the two groups unanimously attached the highest ranking to self‐actualization. Security needs was ranked second highest. Regarding other needs, Saudis rated social needs as the third most important, followed by self‐esteem, and then by the need for autonomy. Westerners, on the other hand, ranked autonomy as third in importance, followed by social needs and self esteem. Discusses possible explanations for the findings in light of previous research.
Structural reform programme of Egyptian state‐owned enterprises
Authors: Youssef Samir M.
Published: July 2002

Presents and evaluates the current structural reform programme adopted by the Egyptian Government in order to abide by the requirements of international agencies. The programme aims at improving the performance of state‐owned enterprises for the purpose of improving their saleability. Long‐term objectives include improving efficiency and export potential of Egyptian industry. The programme covers the areas of finance, physical assets and the management systems of companies. Contends that effects of the programme are still inhibited by the inefficiency of the Egyptian bureaucracy.
Educating the gut: socio‐emotional aspects of the learning organization
Authors: Long Susan , Newton John
Published: July 2002

Examines the idea of learning in organizations with a particular focus on how organization members learn from experience, and how managers might foster a facilitating environment for learning. Contends that the idea of the “learning organization”, as presented by Peter Senge in his book The Fifth Discipline, is problematic. Four dimensions of organization learning, absent or glossed over in Senge’s work, are framed as questions and addressed from a psychoanalytic frame of inquiry. Concludes that the acknowledgement of repressed feelings about the human struggle to learn, and the process of containment which might enable an internal organization of experience to be reviewed and reconstituted, is necessary for organizational learning. This is understood as an “educated gut”.
Improving management’s valuations of human capital in small firms
Authors: Barber E. , Manger G.
Published: July 2002

Demonstrates how the human resource element of a small business can be accounted for by Economic Value Added (EVA), as used in the incorporation of equity costs in the valuation of divisions of large companies. Commends the EVA approach as providing a more consistent valuation estimate in the light of an increase in the proportion of human capital.
Bringing management reality into the classroom ‐ the development of interactive learning
Authors: Nicholson Alastair
Published: July 2002

Gaps between theory and practice are most acute in the management aspects of education in manufacturing engineering. Techniques and technologies can be taught as principles prior to application, whereas the management processes and their complications have to be experienced to be sensed prior to a theory being needed. Analyses the various approaches which have been tried to bring practice and theory together. Shows that management reality in the classroom is not dependent on reproducing the complexity of detail, but rather the need to attempt to solve problems under the pressure of time, inadequate information and group interactions. Demonstrates how this reality can be recreated through an interactive classroom communication system applied to two classic problems in decision making and continuous improvement. The development of the method or theory thus emerges interactive with practice. States that the schemes have been most powerful in their use inside companies for managers to develop their own theories of their current work practices, habits and assumptions, following on from the experience of this educational process.
Designing a customer‐focused workshop for strategic planning
Authors: Hwang Ahn‐Sook
Published: July 2002

This article presents a case study for designing a workshop for strategic planning. By describing the process of selecting, designing, and implementing a manufacturing strategy workshop as a marketable instructional product in a high‐tech company, the article illuminates the role of training and development in strategic planning. It describes how a workshop for manufacturing strategic planning was selected and developed by taking a market‐oriented approach to reflect customer needs. The interactive, collaborative design process among stakeholders was practiced, and a continuous needs assessment was employed to explore and exploit customer needs throughout the design cycle. The workshop covered both the conceptual and the experiential, and learning‐by‐doing was a key instructional strategy adopted. The article concludes by discussing key learnings acquired.
Trust and communication development needs
Authors: Whiteley Alma , McCabe Margaret , Savery Lawson
Published: July 2002

This paper examines how the findings of a wider research effort, designed to examine the effect of change processes on the waterfront in Fremantle, Western Australia, gave rise to another research project. This second research project is described in full as an action research. The paper presents the objectives, content method and outcomes as well as the processes followed throughout the project. The Enterprise Communication Committee was not created for the action research program yet it was able to define both trust and communication. A home produced mechanism for developing trust and communication was constructed together with a commitment to carry on action learning within the organization. This is the waterfront ‐ with no history of development and no exposure to theory, the group members identified a need, produced a set of working definitions a methodology and an enthusiastic commitment to action.
Getting a life at work: developing people beyond role boundaries
Authors: Patching Keith , Chatham Robina
Published: July 2002

This article explores how managers adopt role‐oriented behaviours at work, often losing sight thereby of their values and personality. We refer to interview‐based research into the stereotype of the information technology (IT) manager as a clear example of a role which is technical in its nature, and consequently potentially lacking in flexibility and the ability to work with ambiguity which characterises organisational politics. This is supported by a case study of a course for senior IT managers which provides insights into how their initially naïve views of organisational politics can be changed by refocusing their attention upon themselves as people, and away from their roles as IT managers. We conclude that better interpersonal development for senior IT managers will make them more effective at board level, and enable businesses to better exploit IT, and gain significant benefits which many are missing.
Learning to internationalize
Authors: Anderson Valerie , Graham Stuart , Lawrence Peter
Published: July 2002

The paper analyses the management development and learning implications for organizations in the early stages of “going international”. From an empirical study of companies which had recently internationalized, it highlights the requirement for different types of learning at different stages of the process. Some of the learning requirements for successful internationalization are of a “programmatic” type but mostly the implications of internationalization are for “tacit” knowledge, requiring reflective, action‐oriented approaches to learning. The requirement for generative, double‐loop learning is shown to be a key feature of the later stages of the internationalization process. A five‐staged model of internationalization is produced which establishes the implications for management learning throughout the process. It provides those involved with businesses which go international an opportunity to analyse the management learning needs of the organization and so to enhance the success of this form of business development.
Management development intentions following feedback – Role of perceived outcomes, social pressures, and control
Authors: Maurer Todd J. , Palmer Jerry K.
Published: July 2002

Within a large telecommunications company, this study applied the Theory of Planned Behavior to understand managers’ intentions to improve their skills following peer/subordinate feedback. Survey responses from 127 managers who had just received their feedback results showed that three types of variables were associated with managers’ intentions to improve their skills. First, perceived favorable outcomes or benefits of improvement had differential relationships with intentions for on‐ and off‐the‐job strategies for improvement. Second, and independent of perceived benefits, perceived social pressures for improvement were associated with intentions to improve, illustrating that “voluntary” development behavior can be related to both perceived rewards (a pull) and social pressures (a push). Third, ratees’ perceived control over their own improvement was also related to intentions, illustrating the important role that this factor may play in development. In two subsequent waves of feedback, actual improvement in the managers’ peer/subordinate ratings following initial feedback was also examined in relation to intentions. Suggestions for future research are also offered.
Maintenance skills training of UK construction plant operatives: a pilot survey
Authors: Cabahug Ruel R. , Edwards David J.
Published: July 2002

Conducts an in‐depth examination of the current Certification of Training Achievement (CTA) scheme and critically appraises the role of construction plant operatives within the UK construction industry. Reveals a cacophony of practitioner disapproval of the CTA scheme and the Intermediate Construction Certificate (ICC) route towards attaining the National Vocational Qualification/Scottish Vocational Qualification (NVQ/SVQ) standard.
Historic Ceilings
Authors: Bowley Bryan
Published: July 2002

Encourages the saving of distressed stucco and fibrous plaster ceilings
of merit and shows that repairs are able to be carried out in nearly all
cases by use of traditional materials, all of which are available in one
form or another. These ceilings are able to be reinstated/ conserved
using plaster firms and conservationists, with specialist advice
available supported by many years of experience. Such ceilings are to be
found throughout the UK, ranging from small residences to theatres,
historic houses and palaces. It is indicated that repair of the ceilings
must be carried out as soon as possible by the use of qualified artisans
and conservators using methods, some being described, with emphasis on
calling in experts at an early stage.
Electric and magnetic fields and health
Authors: Jeffers David
Published: July 2002

Examines the effects of electric and magnetic fields (EMFs) on health, in the light of recent arguments which say they are harmful and that surveyors and architects should be taking the issue very seriously in their building and cabling specifications. Takes a balanced view, defining EMFs, chronicling the history of the issue of fields and health and detailing the results of recent research into possible connections with cancer and leukaemia. Looks at the guidelines set by the National Radiological Protection Board (NRPB) and other national and international bodies, pointing out that government regulations on statutory EMF exposure limits have not been deemed necessary. Concludes that studies have proved inconclusive and that further high‐quality biological research is required.
High performance flat roofs
Authors: Hunter Cairns A.
Published: July 2002

Points out that many problems have arisen in the flat roofing industry as a result of the inadequacy of the earlier specification. In addition the suggested remedies bring many other difficulties in their wake. Aims to identify the pitfalls and suggest some solutions. Discusses different types of insulations with their advantages and disadvantages. Concludes by outlining the recommended upgrading specification for a flat roof.
Back to the future: the market for building conservation skills in the 1990s
Authors: Steel Mark
Published: July 2002

Presents the findings from a preliminary survey of 180 firms which specialize in conservation and refurbishment work on historic structures. Recognizes the growing importance of this subsector of the construction industry in a period when refurbishment is seen as a more attractive option than demolition and planning boards are keen to protect their local heritage. In two parts, the survey covers 100 crafts based companies and 80 structural engineering firms with questions slanted accordingly. Concludes that crafts based companies are generally small, recent in origin, provide a range of skills and do not confine themselves solely to conservation work. The market for the structural engineer in conservation is smaller but lucrative, and firms work closely with the heritage bodies.
Appropriate workplace strategies in Hong Kong
Authors: Gilleard John D. , Tam Kanas S.N.
Published: July 2002

This paper first reviews the drivers to adopt alternative workplace strategies in offices with an emphasis on the need to integrate IT. A case study reviews the problems of converting an existing cellular office plan into an open‐plan layout with raised floor. Finally, the results of an employee satisfaction survey conducted after the office redesign are presented.
An Integrated Approach to Property and Facilities Management
Authors: Balch W.F.
Published: July 2002

Discusses the importance of adopting an integrated approach. The need
for a wide range of services is initially required encompassing
catering, communication, office furniture, equipment, etc. and all their
sundry attachments plus the fabric of the building. Further shows that
facilities management of buildings is necessary to operate effectively
in business premises.
A Fresh Look at Intelligent Buildings
Authors: Mawson Andrew
Published: July 2002

The Learning Building Group, which was set up in 1991, has developed a
new approach to viewing building needs. Describes the concept of
intelligent buildings and outlines the requirements when designing
buildings: to consider the customer′s needs and match the building
accordingly, bearing in mind four factors – people, environment,
technology and possible change. A serious challenge to the traditional
approach to the design of buildings.
Be Radical – Go Back to Basics
Authors: Pratt Keith T.
Published: July 2002

Argues that the opportunities to improve the way in which space is used
depend on a whole range of factors, the most important being the way in
which the business needs to be supported and the way the business
process is engineered. Maximizing space use using such techniques as
hotdesking and free address can only work effectively where they are
properly matched to the current and future needs of the business.
Planning and Conducting a Display Screen Risk Assessment Programme
Authors: Stewart Tom
Published: July 2002

The last of three articles, considers what is involved in planning and
conducting a risk assessment programme for display screen and
workstations. Suggests three levels of assessment according to the
incidence of problems and apparent risks, and gives guidance on who
should do the assessing and how often. Finally, outlines an assessment
action plan.
Using Technology to Maximize Training and Minimize Costs
Authors: Duffy Tim
Published: July 2002

Provides an outline of videoconferencing and what this system has to
offer training providers, students and employers. Outlines the modern
aspects which have become commonplace in videoconferencing; e.g. public
digital telephone network. Highlights the facts that: a basic system can
be bought for £12,000; no specialist knowledge is needed; and
videoconferencing capabilities have been introduced into desktop
computers. Suggests students learn better when taught over the video
system; therefore its use could be incorporated in the classroom. A
penultimate point claims videoconferencing makes financial sense owing
to less travel time and no accommodation expenses.
Health and safety risk assessments in the health sector
Authors: Waterman Lawrence
Published: July 2002

Discusses some of the lessons arising from the work of Sypol
Environmental Management in conducting risk assessment and audit
exercises at hospital sites and in the community. Points towards the
future development of a health and safety culture within health care.
Understanding operating cost escalations from a tenant′s
perspective
Authors: Adamshick Laurie T.S.
Published: July 2002

Discusses the often misunderstood area of building operating cost
escalations – that is, the share of building operating expenses
charged to an office tenant – with the goal of offering a greater
practical understanding of key concepts and calculation methods. Defines
and explains the base year, expense stop, stipulated base amount, and
office triple net methods of calculation, including the gross‐up concept
for base year leases. Using sample numbers, compares the tenant′s cost
obligation under each method. Offers practical pointers to enhance the
facility manager′s ability to evaluate and deal with escalations.
Advocates inclusion of detailed audit rights in the lease document to
permit the tenant to audit annual escalations and provides sample audit
right language.
Grant‐maintained schools: ways for improvement and future development
Authors: Shabha G. , Orr Karen
Published: July 2002

Examines the main benefits and pitfalls of facilities management as applied to grant‐maintained schools (GMS) by assessing its implications for selected school buildings. Addresses a number of questions regarding the desirability of this method as applied to GMS. On what assumption has the GMS model been based? To what extent has this model affected their operational efficiency? What are the financial implications? What are the future prospects? Concludes that, despite the degeneration of school buildings resulting from lack of funding, there are still many opportunities for the facilities manager.
Minimum data sets ‐ finding the balance in benchmarking
Authors: Shiem‐Shin Then Danny
Published: July 2002

Aims to raise awareness of the cost premiums involved in data collection. Examines benchmarking, its goals and appropriate support, and explains the process of benchmarking. Highlights the importance of distinguishing between data and information.
Accommodation strategy: a case study in facilities planning and management
Authors: Robinson Jon
Published: July 2002

Concerns the real estate holdings of a recently privatized utilities business. The holdings consist of two leasehold business office premises and 13 freehold line depots. The proposed strategy is to rationalize these with regard to the forecast future growth of new services in the district. The strategy comprises an office scenario and three service depot scenarios. Options are tested using a form of cost‐benefit analysis. The disposal of surplus properties is to assist in realizing the strategy. Uses a case study of the office scenario to describe the financial analysis. The options include do nothing (i.e. continue to use the existing depots in several locations ‐ the status quo); lease single premises; buy premises (i.e. an existing building) and build new premises (i.e. buy a site and construct purpose‐built accommodation). The lease option and the buy option are illustrated. Employs after‐tax discounted cash flows to model initial costs, recurring costs (rentals where relevant, energy costs and other operating costs) and annual savings (reduced payroll due to operating efficiencies). Net present costs are calculated in order to rank the options and these results cleary show that the lease option is preferable to the buy option.
Functional planning
Authors: Wilde Edwin
Published: July 2002

Argues that there is more to planning a factory or office block than buying a piece of land and building. Considers other questions including: should it be single‐ or multi‐storey?: where should each manufacturing or other facility be located in respect of related departments to ensure optimum utilization?: what considerations should be borne in mind when locating employee facilities such as washrooms or dining halls? Suggests that these problems and others can be made easier to solve by the use of such aids as facility relationship, travel, functional relationship and other charts. Describes and illustrates these aids. Explains that, when applied in practice, they provide much help in achieving the desired operating effectiveness.
The secret of a successful FM marriage
Authors: Bull Phil
Published: July 2002

Discusses the importance of managing the implementation of an FM plan, evaluating a company’s needs and constructing an FM plan that suits, tailoring the contract to suit both parties, setting up a communications system, ensuring effective knowledge transfer and planning for the unknown ‐ all considerations that arise during a tendering and negotiating process.
How to curb workplace violence
Authors: René Stewart Monica , Kleiner Brian H.
Published: July 2002

Notes that workplace violence is increasing, and new structures and policies that focus on preventing employee violence are necessary. Concern over the danger of violence on the job creates a new challenge for supervisors in all fields. There is no reason to panic; however, there is just cause for prudent action to increase safety and decrease the likelihood of any violent eruption in the workplace. Preventive measures include early identification of problems, decreasing the risk of disputes and thoughtful policies on handling stressful situations. Crisis preparedness requires tough self‐assessment and tougher trade‐offs, but the pay‐off is clear. Creating systems that defuse the time bombs of stress and violence on the job is an investment in peace of mind for employers and workers alike.
University courses in intelligent buildings ‐ new learning approaches
Authors: Finch Edward , Clements‐Croome Derek
Published: July 2002

The emergence of intelligent buildings is likely to impose significant demands on facilities managers into the twenty‐first century. Whether we choose the term intelligent or not, building intelligence permeates through every feature of the modern building. The capabilities of the facilities management team are tested not only in terms of their technological know‐how. Perhaps more importantly it is technological uncertainty and organizational change which are likely to demand more sophisticated approaches to building design, procurement, project management, team working and operations management. The work environment that the modern building facilitates is undergoing a transformation. There is evidence of a need for a new way of dealing with the uncertainties and ambiguities of the intelligent building. In turn, this demands a fundamentally new approach to educating the facilities manager of the future. Looks at two courses in intelligent buildings which serve quite different needs in the educational arena. Discusses the extent to which such courses will fulfil the needs of the marketplace in helping to deliver more productive working environments.
Building services component reuse: an FM response to the need for adaptability
Authors: Webb Roy S. , Kelly John R. , Thomson Derek S.
Published: July 2002

Proposes that facilities managers can viably utilize building services components that have been designed to be more readily reused to satisfy growing client demands for adaptable buildings. In an increasingly dynamic business environment, many organizations seeking to remain competitive have focused on performing their core function in the short‐term by shedding, among other functions, responsibility for their supporting buildings to external organizations. The growth of the facilities management support industry illustrates this trend. The increasing contribution of services installations to building complexity and value means that the greatest opportunity for facilities managers to improve their efficiency in satisfying constantly changing client space use demands lies in their management of this building element. By utilizing reusable services components, facilities managers may be able to increase the adaptability of both new and existing buildings and reduce the financial impact of change. It is concluded that a new industrial sector may emerge to support services component reuse. This sector will undertake the remanufacture (reconditioning) of such component to ensure their fitness for purpose for reuse.
A comparative study of priority setting methods for planned maintenance of public buildings
Authors: Shen Qiping
Published: July 2002

There is an increasing demand for research in maintenance prioritization methods, as budgets for maintenance of public buildings are unlikely to meet the maintenance needs. It is possible for government maintenance authorities to improve this situation by ensuring that the best solution is achieved in the maintenance programme through appropriate priority setting methods. A maintenance plan that is based on a rational assessment of priorities and up‐to‐date knowledge of the condition of the property stock will help to ensure the best use of available resources. Critically reviews various methods of maintenance priority setting for public buildings in the UK and Hong Kong. It also provides recommendations for maintenance managers in selecting and using the most appropriate method for their own organizations.
Time series analysis of daily scanner sales: extraction of trend, day‐of‐the‐week effect and price promotion effect
Authors: Kondo Fumiyo N. , Kitagawa Genshiro
Published: July 2002

Access to daily store level scanner data has been increasingly easier in recent years in Japan and time series analysis based on a sales response model is becoming realistic. Introduces a new method of combining time series analysis and regression analysis on the price promotion effect, which enables simultaneous decomposition of store level scanner sales into trend (including seasonality), day‐of‐the‐week effect and explanatory variable effect due to price promotion. The method was applied to daily store level scanner sales of milk, showing evidence of the existence of day‐of‐the‐week effect. Further, a method of incorporating several kinds of price‐cut variables in regression analysis and the analyzed results were presented.
The qualitative contents of television advertising and its penetration: the case in Japan
Authors: Takeuchi Toshie , Nishio Chizuru
Published: July 2002

Examines the penetration of television advertising in relation to the qualitative contents; continuity of the advertising; exposure patterns; and whether or not the advertising is for a new product. Results were found that advertisements with positive cognition and/or effect achieved deeper penetration than those with negative such. It was also found that series advertising using the same spokesperson and/or the same tone of appeal achieved deeper penetration than non‐series advertising and that penetration began to reach saturation by non‐series advertising earlier than by series advertising. Long‐term exposure raised its penetration level when its frequency of contact increased. Short‐term exposure made penetration begin to reach saturation earlier than long‐term exposure. Further, it was found that advertising for existing products achieved deeper penetration than advertising for new products.
Marketing as a form of adaptation: empirical evidence from a developing economy
Authors: Mavondo Felix T.
Published: July 2002

The paper reports an investigation into the marketing and performance consequences of organisations operating in regulated, deregulated and open market environments in Zimbabwe’s developing economy. The findings suggest that organisations do not respond to environmental changes by adapting their marketing effort, hence the environment is a poor predictor of marketing effort. Organisational strategy has a far greater impact on marketing effort than the environment. However, the environment is an important predictor of organisational performance and has significant interaction with business strategy in influencing organisational performance hence it is a quasi‐moderator. Our result suggests that in regulated environments there may be “ideal‐type” strategies for effectiveness and across all environments the concept of equifinality is not supported. There is evidence to suggest that more adaptable strategy types outperform their less adaptive competitors. These results extend a popular typology to developing economies and allow some findings to be generalisable across countries at different stages of economic development.
Environmental scanning and organizational culture
Authors: Saxby Carl L. , Parker Kevin R. , Nitse Philip S. , Dishman Paul L.
Published: July 2002

This paper examines the connection between environmental scanning for market intelligence, organizational culture and generic strategies. The generic strategies, based on the Miles and Snow typology, are related to the organizational culture types developed by Deshpande et al. An enhanced model of the one proposed by Deshpande et al. is presented. By providing a more complete model, it is possible to more accurately represent an organization’s interaction with its environment with respect to its generic strategy and scanning approach. Propositions are presented pertaining to the type of scanning approach utilized by organizations in each quadrant. The paper concludes with planning implications for each quadrant.
A Brief Examination of the Japanese Innovative Process
Authors: Herbig Paul A. , Palumbo Fred
Published: July 2002

Within the last two decades, the Japanese economic machine has caught up, if not overtaken, the US as the world′s leading economy. Japan has virtually conquered the American consumer electronics, semiconductor, and machine tool marketplace and, except for quotas, would have done the same for the automotive segment. One of the reasons given is of the Japanese innovative abilities. How truly innovative are the Japanese? In what ways do they innovatively prosper and struggle? Examines the innovative process in Japan, its advantages and disadvantages, and projects a future scenario for the Japanese.
Strategic Marketing Management in Hi‐tech Industries
Authors: Benkenstein Martin , Bloch Brian
Published: July 2002

In the 1970s, when management hoped to secure growth and success through
classical diversification strategies, a new gleam of hope in the form of
“high‐tech” seemed to appear on the horizon. Encouraged by the
remarkable success of young enterprises like Compaq or Lotus, and
unnerved by constant talk of the erosion of the technological potential
of Europe and the USA, more and more enterprises tried to catch the
high‐tech wave. Many former European and American market leaders who had
lost their competitive advantages to Japanese rivals saw technology
itself as the panacea. However, over time, it has become ever clearer
that the success of high‐tech products did not rest exclusively or even
predominantly with technological know‐how and thus research and
development, but derived more from industrial conditions and, above all,
effective marketing.
Managing Action Inhibitors to Increase Sales
Authors: Groth John C.
Published: July 2002

A vast array of factors can influence the purchase decision. Focuses on
a specific subset of influential factors we term inhibitors. Recognizing
and disarming inhibitors by removing, neutralizing or using them to
one′s advantage is crucial in terms of garnering sales. In addition, it
can lead to added customer satisfaction. An effective marketing strategy
and sales effort will take account of inhibitors for several reasons: to
increase sales; to increase a customer′s perception of value and thus
allow for a higher price; to increase product value realization. From
the company′s perspective, greater value to cost ratios permit higher
prices, greater units of sales, or both. The net results are: greater
aggregate contribution margins; sometimes a reduction in business risk;
and the greater value generation.
The Anatomy of Marketing Positioning Strategy
Authors: Brooksbank Roger
Published: July 2002

Describes the theory and practice of marketing positioning strategy.
Reviews the basic decision components or “anatomy” of marketing
positioning strategy formulation from a theoretical‐prescriptive
perspective, and highlights those factors considered to be critical to
success. Explains how a small UK‐based computer company put these
principles successfully into action.
Market Signalling and Its Role in Business‐to‐Business Communications
Authors: Herbig Paul , Milewicz John C.
Published: July 2002

Examines marketing signals as they are used in business‐to‐business
communications. Marketing signals can be implemented in a variety of
organizational marketing activities including promotion, pricing,
distribution and competitive reactions. Provides observations and
recommendations on their usage by industrial concerns so as to improve
the efficiency of their signalling efforts.
Influence of Developers′ Characteristics on Real Estate Agency
Appointments
Authors: Sui Pheng Low , Siang Hoe Kee
Published: July 2002

For real estate agency firms to market their services successfully they
would need to understand the factors which motivate developers to engage
them for their services. Examines the factors which motivate developers
to appoint their marketing agents. Four categories of motivational
factors could be identified for this study. These are the internal
factors, external factors, characteristics of the development and
characteristics of the marketing agents. From the groupings, a total of
21 sub‐factors were subsequently derived and tested against a random
sample of 58 property developers in Singapore in a survey. These
developers were classified further into the following categories which
typify their characteristics: controlling interest; listed/non‐listed
company; sale/lease decisions; and size of paid‐up capital.
Good Information – Generals Cannot Do without It:
Authors: Cowan David
Published: July 2002

When planning a battle the military have intelligence officers as an
integral part of the team. In contrast large companies do not have
consumer intelligence plugged in at the very top. Market research
usually reports well down the organization, often to a functional
department like marketing. The failure to use consumer information
properly cuts companies off from opportunities and is a major reason for
the massive corporate failure seen at General Motors, IBM and Sears.
Fortunately failure on this scale is relatively rare; nevertheless
consumer information is not used well even in fast‐moving consumer goods
companies. This is because information collection and analysis is
directed from too low down in the organization and consequently is
directed at tactical and not strategic issues. Spectacular business
success can occur when consumer information is understood and acted on
by business leaders. Taco Bell is one such example. Concludes that
there is a need for CEOs who understand the centrality of consumer
motivation to planning strategy for their whole business. Moreover CEOs
need a creative strategic analyst who knows how to synthesize
information to produce creative strategies which mobilize and
co‐ordinate the company′s resources to motivate consumers to buy the
company′s products and services.
Does marketing research encourage the development of frivolous
products?
Authors: Mitchell Vincent‐Wayne , Davies Rachel
Published: July 2002

Considers one of the most contentious criticisms of marketers,
namely that they develop frivolous products. Discusses the definitional
issues involved in assessing the degree of frivolity which might be
associated with a given product, and suggests how marketing research
might be involved with the creation of this association.
Marketing decision support systems in a small trading nation:
Authors: Buttery Alan , Tamaschke Rick
Published: July 2002

Compares the extent to which management decision support systems (MDSS) technology is applied in a country like Australia with a relatively small population, with countries with much larger populations such as the USA and UK. Combines the highlights of a literature review with an empirical study of Queensland firms. The empirical study yielded 708 usable responses. Results suggest that the stage of development of MDSS in Australia is clearly behind those in the northern hemisphere. Suggests that there is a need to develop training for people in the area of marketing information design, and that governments at the federal and state levels should develop ways of informing Australian business people of the value of MDSS along with the potential for developing a distinctive competence compared with firms which do not have an MDSS. Government and trade associations are in a unique position to stimulate through information, training and finance these important areas of a marketer′s strengths.
What do you do to get customer focus in an organization?
Authors: Piercy Nigel F.
Published: July 2002

The advocacy of customer focus in all types of organization, to
achieve customer satisfaction and sustain business performance, is
widespread. However, practical guidance for managers, in terms of how to
build and maintain customer focus, is more difficult to find. Introduces
a customer relationship scale to evaluate a company′s customer focus,
and then discusses a variety of practical approaches to improving
customer focus. Concludes with a number of questions to be confronted in
addressing the realities of the customer focus issue.
To be or not to be...credible that is:
Authors: Herbig Paul , Milewicz John
Published: July 2002

Previous studies of corporate reputation have either confirmed its
existence as an influence agent or described in general terms its
effects on other attributes (quality, price, advertising, etc.). The
competitive credibility model of reputation building is formulated and
tested through simulation. Reports and discusses results.
Export practices of Asian SMEs
Authors: Crick Dave , Chaudhry Shiv
Published: July 2002

Provides empirical evidence of the export marketing practices of
ethnic minority‐owned small and medium‐sized enterprises (SMEs) in the
UK clothing industry. Provides a contribution to the literature since,
although a large body of literature exists on the areas of exporting,
SMEs, and to a lesser extent business practices of ethnic minority‐owned
businesses (from different disciplines such as sociology, economics,
etc.), there is a need to bring these research topics together in the
form of a single study. With this in mind, discusses empirical results
from an exploratory study investigating aspects of the export behaviour
of SMEs owned by managers of an Asian origin in the UK clothing
industry. The results provide a foundation on which future academic work
can build, in addition to offering managers and policy makers an insight
into selective aspects of the behaviour of these firms.
A hybrid system for strategic marketing planning
Authors: Duan Yanqing , Burrell Phillip
Published: July 2002

Strategic marketing planning is a complex task which involves many
expert judgements. Expert systems would have a tremendous impact in this
field, but the development of marketing expert systems has proven to be
difficult. Describes a hybrid expert system, HYMS, for strategic
marketing planning. HYMS aims to provide a structured marketing planning
process, guide a user through this process, offer expert advice at key
stages and finally make recommendations for users in setting objectives
and strategies. It combines the advantages of the expert system and
decision support system technology in order to enhance its
effectiveness. Presents a a brief review on expert systems and decision
support systems in marketing and then discusses the selection of a
strategic marketing planning model and software for HYMS. Describes the
architecture of the prototype system and the knowledge elicitation
issues. Finally, proposes the further extension and enhancement of the
HYMS system and offers a brief conclusion from current research.
Industrial mail surveys: techniques for inducing response
Authors: Jobber David , O’Reilly Daragh
Published: July 2002

A literature review of techniques for raising response rates to industrial mail surveys identified six tried and tested methods. Experimental evidence shows considerable support for a prior telephone call, pre‐paid monetary incentives, non‐monetary gifts (such as a pen), using stamps on return envelopes, granting anonymity to respondents and following up the initial mailing with a second covering letter and questionnaire. Gives indications of the likely rise in response rates. By examining the available evidence, users of industrial mail surveys can decide more confidently on their research strategy.
Relationship marketing in the NHS: will it bring the buyers and suppliers together again?
Authors: Hatton Michael J. , Mathews Brian P.
Published: July 2002

Working for Patients (1989), implemented in 1991, introduced into the National Health Service (NHS) the purchaser‐provider split, which created an “internal market” for health care. The key feature of this internal market was the concept of buying and selling of health services, with competition between provider units for the “business” of purchasers. Turning to industry where buying and selling has always been normal practice between organizations, this paper looks at a strategy that may help provider units to survive in this new marketplace. An examination of buyer‐supplier relationships focuses on the specific organizational strategy of relationship marketing as a potential way forward.