bluuebunny/crossref_metadata_2025 huggingface dataset:
Western‐sponsored Training Programmes: Russian Managers′
Expectations
Authors: Holden Nigel , Gale Andrew
Published: May 2006

Points out that the transformation of Russia into a modern
industrial democracy depends to a high degree on the capacity of Russian
managers′ to absorb and implement Western management know‐how; this, in
turn, depends on the success of trainers to communicate management
know‐how into the Russian/post‐Soviet frame of reference. Focuses on
Russian managers′ attitudes to a current training programme commissioned
under the EC TACIS (Technical Assistance to the CIS) Programme. Twelve
managers, all from the construction sector, were asked to state their
expectations of the training programme in relation to their companies
and themselves. Analysis of the responses suggested that Russian
managers have a very limited self‐image as managers and that they see
the West as a key source of solutions to Russia′s economic problems. But
a striking implication to emerge was that the Russian managers were
inclined to misconceive the applicability of Western management to
Russian conditions. Concludes that trainers and policy makers may need
to do more to make Russian managers aware of the value of Western
management knowledge to Russian society.
Resistance: The Repercussions of Change
Authors: O′Connor Carol A.
Published: May 2006

Seeks to help managers to recognize different types of resistance
and how to react to them. Categorizes types of resistance (resistance
quadrants) and presents questions to help identify the personality of
the resistor. Resistance to change can be intentional or unintentional,
covert or overt. Describes causes of resistance and presents diagnostic
questions. Managers with self‐awareness and a sense of humour are most
successful in overcoming resistance to change.
OCLC Interlending and Document Supply Services
Authors: Mitchell Janet
Published: May 2006

OCLC Services available since 1971 are now providing access to 27
million items in 45 countries. Outlines current abilities and future
developments including: PRISM AND PRISM ILL, a new telecommunications
network and its ContentsFirst and ArticleFirst databases. Discusses the
introduction of its document delivery service, OCLC Dispatch and Gateway
access to reference services from local and campus information networks
planned for 1993. OCLC has undertaken multidimensional planning to
provide it with a many faceted framework to develop its resource sharing
potential now and in the future.
SIGLE: A Model for International Co‐operation
Authors: Wood D.N. , Smith A.W.
Published: May 2006

Grey literature in its various aspects presents many problems for
producers, intermediaries and end‐users. SIGLE‐System for Information on
Grey Literature in Europe – was established with the aim of
providing access to, and incidentally improving bibliographic coverage
of, grey literature produced in Europe. The background to and workings
of the system are described. Its strengths and weaknesses are analysed
to allow consideration of how far it can be presented as a model for
similar ventures.
Evaluating the Availability of Periodicals in Scientific Libraries in Poland
Authors: Stefaniak Barbara
Published: May 2006

Describes the methodology employed in a study to ascertain the
availability of periodicals – especially Western periodicals
– in Polish libraries. The study also concerned itself with an
evaluation of Polish union catalogues of periodicals and of the system
for providing access to periodical holdings, both locally and through
national and international interlibrary loan. Outline results only are
presented since the full details of the study are reported in a study
report to the International Federation of Library Associations.
Interlending and Document Supply — A Review of Recent Literature: XXIV
Authors: Barwick Margaret
Published: May 2006

Discusses the importance of standards in interlending. Describes
some attempts to improve access to publications. Highlights ventures in
commercial document delivery and also conflicts between electronic
publishing and copyright. Gives details of interlending activities in
the audiovisual field and at a national level. Summarizes some surveys
on interlending. Describes developments in academic libraries as well as
views on resource sharing, advances in electronic document delivery and
networking, along with forecasts for the future.
British Library Document Supply Centre Strategy: THE NEXT
TEN YEARS
Authors: Bradbury David
Published: May 2006

Early in 1992 the British Library′s Document Supply Centre decided
that it would be timely to review its existing strategy and to develop
its strategy to take it into the next century. Describes the process
which was undertaken to produce a ten‐year strategic plan for the
Document Supply Centre. Presents the mission statement, business
objective and key strategies which resulted from the review, along with
an outline of the six functional strategies which support the key
objectives – marketing, services, collections, information
technology, human resources and finance. Discusses the relationship
between these strategies and the British Library′s Statement of
Strategic Objectives, which was developed in parallel with the Centre′s
Plan.
Document Supply in a Changing World
Authors: Montgomery Margot J.
Published: May 2006

Discusses the influence of technology on document supply. Traces
the move from a paper‐biased to an electronic‐biased world using The
Wall Street Journal to illustrate the variety of delivery options
that technology has made possible. Examines two rapidly evolving
document delivery phenomena – electronic bulletin boards and
Internet. Presents a model of the information world in which the demise
of some of the players is predicted and, as evidence concludes with a
recent innovation, to archive and distribute physics papers, which
transforms document supply.
Marketing Management Bases for International Market
Segmentation: An Alternate Look at the Standardization/Customization Debate
Authors: Baalbaki Imad B. , Malhotra Naresh K.
Published: May 2006

By standardizing the marketing effort over similar worldwide
segments and differentiating it across dissimilar worldwide segments,
the international marketing manager is able to reap the advantages of
both standardization and customization. The choice of the variables by
which to segment the global market is crucial. Traditionally, purely
environmental bases (geographic, political, economic, and cultural) were
used as bases for international market segmentation. Proposes that
international marketers group relevant markets based on both
environmental as well as marketing management bases. The marketing
management bases are classified as: (1) product‐related; (2)
promotion‐related; (3) price‐related; and (4) distribution‐related.
Derives number of propositions with direct implications for
international marketing strategy and segmentation with respect to these
bases. Highlights the managerial implications of the variables
encompassed by these bases. Proposes the empirical investigation of the
derived propositions as a research agenda for the future.
Sales Training Practices: A Cross‐national Comparison
Authors: Erffmeyer Robert C. , Al‐Khatib Jamal A. , Al‐Habib Mohammed I. , Hair Joseph F.
Published: May 2006

The aftermath of the 1990 Middle East war and the region′s subsequent exposure to Western technologies and lifestyles has contributed to an accelerated opening up of Arabic culture to Western ideas. Often relegated to a secondary role in the Arab culture, changing market conditions have helped increase the importance of many marketing functions and, in particular, personal selling. Given the increased importance of personal selling in a high context culture, such as that of Saudi Arabia, the development of a qualified salesforce should significantly improve a firm′s competitive position. This exploratory study examined the extent to which sales training philosophies and practices differ between Saudi Arabia and the United States. Findings reveal the limited extent of Saudi sales training programmes and offer insight into the future development of marketing and sales training in this Arab culture as well as implications for both Arab and foreign businesses.
Relative Importance of Firm and Managerial Influences on
International Technology Licensing Behaviour
Authors: Atuahene‐Gima Kwaku
Published: May 2006

Investigates the relative effects of organizational and managerial
factors on the firm′s propensity to acquire new technology through
licensing from foreign non‐affiliated companies. Aims to contribute to
the literature on the role of international licensing in the firm′s
technology strategy by examining both licensee and non‐licensee firms.
Finds that the two sets of factors make different but complementary
contributions to the firm′s propensity to licence‐in foreign technology,
with the managerial factors having far greater impact than the
organizational factors. In addition, the individual factors have
significantly different effects on the propensity to adopt licensing by
licensee and non‐licensee firms in the sample. The results suggest that
international licensors who look at both sets of factors in screening
and selecting prospective licensees are more likely to be successful
than those who look at one set of factors alone.
Market Concentration versus Market Diversification and
Internationalization: Implications for MNE Performance
Authors: Ade Olusoga S.
Published: May 2006

Investigates the influence of market concentration, market
diversification and internationalization strategies on the performance
of multinational enterprises (MNEs). Using a sample of 450 large, medium
and small MNEs, and three alternative definitions of market
concentration and market diversification, results indicate that market
diversification strategy produces better performance results for MNEs
than market concentration strategy. In addition, MNEs using market
concentration‐low internationalization strategy performed better than
those using market concentration‐high internationalization strategy, and
MNEs using market diversification‐low internationalization strategy
performed better than those using market diversification‐high
internationalization strategy. Discusses implications of the study′s
findings for improved MNE performance.
Impact of Host Country Market Characteristics on the Choice
of Foreign Market Entry Mode
Authors: Kwon Yung‐Chul , Konopa Leonard J.
Published: May 2006

Focuses on characteristics of a host country′s market that
influence a firm′s entry mode choice of exporting versus producing in
that foreign country. A survey was conducted among US manufacturers who
exported a given product to one country and locally produced the same
product within another country. The host country′s market
characteristics were described in terms of their business environment,
production factors, and competitiveness of local competitors. The
hypotheses tested indicated that the level of competitiveness of local
competitors and availability of local production factors have a greater
impact on the firm′s entry mode choice than a host country′s business
environment factors.
Exporting as an Innovative Behaviour: An Empirical Investigation
Authors: Samiee Saeed , Walters Peter G.P. , DuBois Frank L.
Published: May 2006

Examines the characteristics of firms which undertake exporting
under their own volition and in the absence of external stimuli. In this
context, internally‐induced export initiation is viewed as an innovative
behaviour. The classification scheme employed in this study has a high
degree of internal and discriminant validity with successful
classification of 86 per cent of innovative firms by the resultant
discriminant model. The findings indicate that innovative firms do not
vary significantly with regard to general firm characteristics from
other exporters, but that they do vary significantly with regard to
critical export‐related activities. Innovative firms consider exporting
an ongoing activity, have greater export proportion of sales and average
export order size, make greater use of export information, and tend to
use different sources of data from other exporting firms. In addition,
they are more likely to maintain export‐specific organizations.
Firm‐level Determinants of Export Performance: A
Meta‐analysis
Authors: Chetty Sylvie K. , Hamilton R.T.
Published: May 2006

A review article on the determinants of export performance seeking
to extend the pioneering work of Aaby and Slater (1989). Applies the
meta‐analytic vote‐counting method to a set of 100 studies of export
performance published during 1978 to 1991. Identifies those elements of
Aaby and Slater′s “strategic export model” which are
significant and provides confidence intervals for the effect size of the
most frequently studied variables.
The Rise of Innovative Hot Spots: Silicon Valley and Route
128
Authors: Herbig Paul A. , Golden James E.
Published: May 2006

Examines the cultural and structural changes in both California and
Massachusetts over the last 40 years to explain those factors which
caused these innovative hot spots to glow brightly and then cool.
Examines innovative hot spots and their similarities and differences
from the rest of the country as an explanation to understand better the
innovation phenomena. Makes recommendations concerning other areas and
preconditions to create or maintain innovative hot spots.
Managerial Implications of the North American Free Trade Agreement
Authors: Herbig Paul , Day Ken
Published: May 2006

The United States has entered into a tripartite Free Trade
Agreement with Canada and Mexico with a planned 1 January 1994 debut.
What are the possibilities of a North American Common Market being
formed? What are the potential threats that could undermine NAFTA? What
are the necessary prerequisites for this to occur? What would it look
like? Examines these issues, attempts to provide answers to the
questions and provides recommendations for marketers.
The Effects of Alternative Measures of Country of Origin on
Objective Product Quality
Authors: Showers Vince E. , Showers Linda S.
Published: May 2006

Describes an effort to explore the relationship between objective
measures of product quality and country of origin. Consumers Union
ratings of automobile maintenance performance are used as objective
quality measures. Effects were examined when considering three different
functions: location of headquarters, origin of parts and place of
assembly. Price‐quality relationships were estimated and compared.
Finally, a subjective measure of automobiles (owner satisfaction) was
compared with the objective measure, across all cases and by country of
origin. Results revealed objective quality comparisons differed. Both
the price‐objective quality relationships and differences in objective
versus subjective quality ratings varied between foreign and US
vehicles. Examining the objective quality – country of origin
relationship via different country of origin measures offers marketers
insight in understanding the basis for apparent preferences found in
some perceptual studies.
Marketing Strategies for Mature Products in a Rapidly
Developing Country: A Contingency Approach
Authors: Lee Moonkyu , Lee In‐Ku , Ulgado Francis M.
Published: May 2006

Reports the findings of a study that examined the relative impact
of various marketing strategies on the performance of mature products in
a rapidly developing country, South Korea, from a contingency theory
perspective. The results indicate that the competitive environment of
the maturity stage in the product life cycle in Korea can be classified
into four distinctive types and that different strategies have different
effects on product performance for each type of environment. The
results also suggest that generally, vertical integration and product/
service improvement strategies have the most significant influence on
the performance of the mature products in Korea. Discusses implications
of the results for domestic and international marketers in the country.
The Future of Sogo Shosha in a Global Economy
Authors: Shao Alan T. , Herbig Paul
Published: May 2006

The Japanese “sogo shosha” – Japanese General Trading Companies – have played a major role in the phenomenal growth of the Japanese economy. Throughout the century, sogo shosha have secured raw material import inputs and have marketed and manufactured high value‐added exports of the Japanese economic machine. However, the twenty‐first century is nearly here – along with its global interdependent economy. How will the sogo shosha respond and adapt to these new economic realities? Does the sogo shosha have a future? The answer is “Yes”, but some changes are necessary if the sogo shosha are to survive in the next century.
Country‐of‐Origin Bias: A Regional Labelling Solution
Authors: Smith William R.
Published: May 2006

Numerous studies have demonstrated negative US consumer bias
towards products originating in foreign countries, especially developing
countries. Replicates and extends a study of origin bias in which
products were identified as originating in regions rather than specific
countries. Identical US‐made products were represented to subjects as
being from Africa, Latin America, Asia, or Western Europe. Contrary to
earlier findings, Asian‐labelled products were evaluated more favourably
than those from other regions and older subjects rated these
“non‐US” products more favourably than college‐age subjects.
Discusses the potential for using regional labelling to overcome
negative biases against developing country products.
Analysis Note: The Fall of Innovative Hot Spots: Silicon
Valley and Route 128
Authors: Herbig Paul A. , Golden James E.
Published: May 2006

With the state in Massachusetts in debt, rising taxes, plummeting
housing prices, rising unemployment and a recession, complete with bank
failures, company closings and bankruptcies, the Miracle, on which its
former Governor Dukakis hoped to enter the White House, has become more
of a Massachusetts Black Hole. Like most events, its collapse were a
result of its apparently great successes. The collapse, which began in
1989 and was readily apparent by 1990, was in fact predestined by a peak
which had occurred in the early 1980s. Small events through the middle
of the decade also gave plenty of warning to observant watchers.
Parallel Importation in Taiwan: A View from a Newly Emerged
Country and a Comparative Analysis
Authors: Chang Tung‐Zong
Published: May 2006

The issue a parallel importation has been explored from the
perspectives of more developed, brand‐exporting, countries, in the
literature. Examines the issue from the perspective of a newly emerged,
brand‐importing country. Taiwan, and reports a comparative analysis. In
addition, an exploratory survey via personal interviews with managers of
trading companies involved in parallel importing was conducted to gain
insight on how parallel importers operate in Taiwan. Knowing different
opinions and attitudes towards parallel importation in emerging markets
can help multinational companies make better internal marketing
decisions. Concludes that most significant contribution of parallel
importation to Taiwan′s economy is that it generally result in lower
prices, better products and, therefore, a higher quality of life.
Organizational Buying Behaviour in the Gulf
Authors: Baker Michael J. , Abu‐Ismail Fouad
Published: May 2006

The Gulf States (Saudi Arabia, Kuwait, United Arab Emirates, Oman
Bahrain and Qatar) represent a major global market accounting for 26 per
cent of European exports, 22 per cent of Japanese exports, 27 per cent
of South East Asian exports, and 14 per cent of US exports. Despite this
importance comparatively little interest has been shown in buyer
behaviour in the Gulf States. Based on extensive research and direct
experience a number of salient differences between western models of
organizational buying behaviour and actual practice are identified and
give rise to specific recommendations for marketing strategy in the
region.
A Survey of Countertrade Practices with Eastern Europe
Authors: Kindra Gurprit S. , Stapenhurst Frederick , Strizzi Nicolino
Published: May 2006

Gauges the attitudes of Canadian executives towards countertrade with East European trade partners. Discusses the origin, types and scale of countertrade as a portion of world trade, together with a review of the literature. Describes a research study and presents the findings. Offers potential business strategies and responses based on these findings.
Customer Care and Service: A Case for Business Ethics
Authors: Gibbs Paul T.
Published: May 2006

The notion of business ethics is explored as a way of understanding difficulties in bridging the credibility gaps between management′s intention, staff′s committed implementation and consumers′ need for reinforcement of their personal dignity, in service situations where general competence levels are low. Presents a model of ethical awareness which forms the context in which the personal trust transaction occurs. Presents research which shows the recognition of an ethical credibility gap between organizations and consumers. Describes the role of marketing intervention, designed to overcome barriers to co‐operation and applied to the use of codes of ethical conduct.
Can Banks Succeed in the Current Marketplace?
Authors: Farrance Chris
Published: May 2006

Demand‐side changes, stimulated by higher levels of consumer
awareness and sophistication, have combined with supply‐side changes,
mainly induced by legislation, to create a difficult climate for banks.
Lacking clear strategic direction and being undifferentiated, they find
themselves competitively disadvantaged, particularly in cost terms,
against the building societies. There is a difference in the way in
which consumers perceive banks and what they expect from banks –
i.e. a convenient money transmission service ‐ and the aspirations of
many banks to be one‐stop providers of financial services. Suggests that
relationship banking may offer a way forward but this requires a better
understanding of marketing, organizational flexibility and a clearer
customer focus. This poses major organizational, customer and employee
challenges.
Banks and Small Business Export Finance: New Targets for
Services and Marketing Strategies
Authors: Tannous George F. , Sarkar Asit K.
Published: May 2006

Studies real cases of export development to examine the challenges
which face small‐sized firms in financing their export activities and to
identify new services which financial institutions can provide further
to support export financing. Details data obtained during interviews
conducted with the export financing executives of various financial
institutions, and with entrepreneurs and managers of several companies
in various stages of export activities and representing many industries.
Aims to offer insights on the evolving export financing needs of small
firms and to identify new opportunities towards which financial
institutions can target their services and marketing strategies. Results
indicate that several growth areas exist and banks which will lead in
developing these opportunities will position themselves for good profits
and growth.
How Bank Loan Officers Evaluate Persons Applying for Credit
Authors: Mattsson Jan
Published: May 2006

It is evident that, in many countries, banking is in the process of
significant structural change. Deregulation in the 1980s has led to
increased competition among banks. By mimetic strategic behaviour banks
have tried to expand credit volume. Among other factors, a lack of
controls, perverse incentives and a changing internal bank culture have
led to a severe crisis in Nordic banking systems. Reports a study of how
this banking behaviour came about, conducted in a large Swedish bank in
jeopardy. Several loan‐granting processes were studied by generating
unrestricted verbal material from participant bank officers. By
abstracting qualitative aspects (variables) from these materials,
different underlying evaluative structures were elicited depending on
which persons were being evaluated. Based on the evidence found,
forwards suggestions to improve the personality assessments of loan
decision officers.
The Impact of Waiting in Line on Consumers
Authors: Chebat Jean‐Charles , Filiatrault Pierre
Published: May 2006

Since consumers feel that time is becoming an increasingly scarcer
resource, service organizations are also becoming increasingly sensitive
to the economical and psychological costs which they impose on their
clients in waiting lines. Reports a study aimed at examining the
relations between two variables which are controllable by banks (i.e.
service interruption and clients′ participation in the service process)
upon the perceived time spent in waiting lines, clients′ mood and
perceived service quality. Results show that individuals who find the
waiting time “unacceptable” have a very significantly lower
mood and perceived the service as being of lower quality. Concludes that
perceived waiting time can be modified through managerially controllable
variables which also influence strategically important variables such as
client mood and perceived service quality.
Head Office Involvement in Financial Product Development
Authors: Johne Axel , Vermaak Leon
Published: May 2006

A study of 16 constituent businesses of large UK banks, building
societies and insurers shows that product development success is
associated with particular styles of head office involvement. Apart from
providing financial resources, effective head offices provide leadership
in the agreement of objectives based on a wider vision of opportunities.
This allows constituent businesses to capitalize more fully on
entrepreneurial opportunities. Such head office support is particularly
valuable when a business is complex and related to others in the
corporate portfolio. Lesser performance was found to be associated with
distinctly different styles of head office involvement. At the extreme
it involved unnecessary meddling.
Why European Financial Institutions Do Not Test‐market New
Consumer Products
Authors: Mohammed‐Salleh Aliah , Easingwood Chris
Published: May 2006

Looks at the use of test‐marketing among European financial
institutions. A total of 46 companies participated in the study. It is
shown that, on average, test‐marketing is the least frequently conducted
new product development stage (16‐18 per cent). It is also the least
proficiently managed. Describes five factors that inhibit the use of
test markets in the financial services sector: it is just as costly to
test‐market as to launch; the new product is a copy of a competitor′s
product; the value of the product has been established earlier through
research; it is difficult to produce test‐market conditions; it is
unwise to delay the product′s launch for competitive reasons. Finally
examines some of the purposes of test‐marketing.
Insurance Product Development: Managing the Changes
Authors: Johne Axel
Published: May 2006

Deregulation, advances in enabling technology, and aggressive
competition from new suppliers, including banks, are causing more and
more traditional insurance companies to revise the way in which product
development is undertaken. A study of ten companies offering life
insurance and ten companies offering general insurance in Britain shows
that a few of them are now putting into place amended managerial
systems. The marketing function is undergoing changes in
responsibilities in all these companies. While most companies have key
managers who have visions of how markets can be reshaped to give
distinct competitive advantages, effecting such changes within existing
operating constraints poses major challenges.
Customers, Strategy and Performance
Authors: Speed Richard , Smith Gareth
Published: May 2006

A true marketing orientation is associated with superior
performance in the UK retail financial services industry. This finding
runs counter to some recent criticism of marketing influence on the
banking sector. Empirical research in the UK retail financial service
industry found that successful companies appear to balance a profit
orientation with an orientation towards the most difficult market to
satisfy, the wealthy. Successful companies focused on a distinct group
of customers, and did not rely on traditional methods such as existing
family links to attract business. They also maintained tighter control
over profitability and costs. Utilizes expert assessment as the basis of
performance measurement, and compares this technique with an
alternative, peer assessment. Uses the Delphi technique to develop a
performance measure, and both performance ratings and findings suggest
that the performance of expert assessment and peer assessment as
performance measurement methods is similar.
Time Is Central
Authors: Nicholls J.A.F. , Roslow Sydney , Tsalikis John
Published: May 2006

Investigates service satisfaction through a survey of bank
customers who had engaged in one of five financial transactions:
applying for an automatic teller machine card; redemption of a
certificate of deposit account; application for a loan; opening a new
bank account; opening/closing a safe deposit box. Seven elements of
customer service satisfaction were selected for study: consumption time,
waiting time, courtesy, attentiveness, professionalism, accuracy, and
ability. Based on discriminant analyses, five of these seven elements
showed significant relationships in at least one of the five services.
Consumption time dominated all other considerations in explaining
satisfaction, possibly because of customers′ time poverty.
Branch Networks and Insurance Selling
Authors: Morgan Glenn
Published: May 2006

Banks and building societies are increasingly concerned to sell
insurance and investment products within their branch networks. Reports
on the different ways in which this process is managed within three
major UK financial services institutions. Examines how the different
forms of integration create distinctive problems for management. Argues
that management has to balance the requirements for integration with the
need to develop a change process which minimizes conflict and encourages
co‐operation between different groups within the companies. Integration
is seen as a long‐term change process which institutions need to manage
in ways that fit their own existing cultures and structures. Such a
change process can be most effective where it develops from a strong
customer orientation so marketing has a central role to play.
Bank Marketing – Myth or Reality?
Authors: Baker Michael J.
Published: May 2006

Widespread dissatisfaction with the services provided by commercial
banks suggests that they have been less than successful in adopting the
marketing concept. This article examines the nature of the marketing
concept, its transferability to the domain of banking and its adoption
by the AIB Group. However, this bank′s experience appears to be
atypical, given numerous examples of customer dissatisfaction. There is
a clear lack of marketing in both principle and practice in the UK
banking system and one can only conclude that “Bank
Marketing” is more myth than reality.
Strategic Marketing in Financial Services: Retrospect and
Prospect
Authors: Ennew Christine T. , Wright Mike , Thwaites Des
Published: May 2006

Traditionally, marketing in financial services had been a largely
tactical activity, concerned primarily with the advertising and selling
of existing products. With the growth in environmental turbulence which
characterized the 1980s the notion of marketing as a strategic activity
became increasingly important. The 1980s were, in many senses, an era of
expansion and diversification. However, many organizations
over‐stretched themselves in this period and the 1990s has seen many
organizations looking to refocus on core businesses.
Branding Financial Services
Authors: Saunders John , Watters Robert
Published: May 2006

Looks at branding and its growing importance in financial services
over the last ten years. Examines the dilemmas faced by organizations
with corporate, divisional and individual brands. Also investigates the
approaches being used by leading players in the market.
Using Advanced Computing Techniques in Banking
Authors: Curry Bruce , Moutinho Luiz
Published: May 2006

Reviews recent trends and developments in the use of Information
Technology in the banking environment. Considers the more advanced
software technologies and examines two specific applications. The first
involves the use of expert systems techniques as decision support tools;
the second applies neural network techniques in a model of consumer
perceptions of ATM machines.
Regulating the Distribution of Savings and Investment
Products: Retrospect and Prospect
Authors: Devlin James F. , Ennew Christine T.
Published: May 2006

The strategic importance of distribution for financial services was
reflected in and reinforced by the provisions of the Financial Services
Act. Through requirements relating to polarization, best advice and
commission disclosure, the Financial Services Act sought to create a
regulatory framework which would provide the level of investor
protection which was appropriate in a market characterized by a high
level of information asymmetry and a heavy dependence on
commission‐based selling. In practice the desired level of investor
protection has failed to materialize, and this can be attributed not so
much to a failure of the principles within the Financial Services Act as
to a failure in the way in which those principles have been implemented.
Effectiveness of the Advertising Expenditure of Australian
Banks
Authors: Metwally M.M.
Published: May 2006

The Australian banking system was subject to extensive measures of
deregulation in the 1980s. As a result there has been a dramatic
increase in marketing research and a tendency to rely more on
advertising in maintaining and expanding market shares. Attempts to
measure the effectiveness of the advertising of a number of Australian
banks. Tests static and dynamic optimal advertising criteria and
examines, using a simultaneous‐equations model, the interdependence
between market shares and advertising of Australian banks. Short‐term
analysis seems to suggest that the actual advertising/revenue ratios of
Australian banks are much higher than the optimal ratios. Also
Australian banks seem to follow a long‐run profit maximization policy
with respect to their advertising expenditure. The banks seem to give a
positive shadow price to the stock of goodwill. Moreoever, both banks
and rival advertising exert a significant influence on the competitive
position of Australian banks, as given by their market shares. Also
shows that rates of return on the advertising of the small banks are
much lower than those of the large banks.
EVALUATION OF MANAGERIAL INFLUENCE TACTICS: A STUDY OF
INDIAN BANK MANAGERS
Authors: Bhatnagar Deepti
Published: May 2006

The present study was undertaken to find out whether different
influence tactics are evaluated the same way, or differently, in
downward and upward exercise of influence; and whether appropriateness
and effectiveness constitute two different dimensions of evaluation.
Data were collected from 144 bank managers. Discusses implications of
these findings. Results showed that for influencing subordinates, many
more tactics are seen as being highly appropriate and effective, than
for influencing superiors. Appropriateness and effectiveness emerged as
two different dimensions of evaluation.
Human Resource Management and the Specialist/Generalist Issue
Authors: Cesare Steven J. , Thornton Coleen
Published: May 2006

Illustrates the key differences between two distinct sub‐populations
employed by most organizations: specialists
and generalists. Specialists are defined as those
professionals who are trained in a singular discipline,
are concerned with increasing and perfecting their
skills, and value recognition from their specialist peers.
In direct contrast, generalists possess a macro
orientation characterized more by breadth of knowledge
than depth, are more loyal to their employing
organization than a professional group, and aspire to
climb the corporate hierarchy as it exists. Clearly, these
two groups represent divergent interests, goals and
needs. Consequently, they impose serious demands on
the organization in general and on its human resources
department to provide an appropriate set of
programmes, along with a facilitating environment, in
order to optimize their performance. Organizes these
issues into four human resource management areas:
recruitment, development, motivation and retention.
Provides applied documentation substantiating
effectiveness in each area.
Motivation and Information System Professionals
Authors: Griesser John W.
Published: May 2006

Uses the job characteristics theory and additional
research to measure the impact of growth needs, group
interaction, advanced technology, change acceptance
and the motivating potential of jobs in the IS
profession. Specifically, IS maintenance professionals
were compared with IS development professionals in a
large midwestern organization in a study in which 208
IS professionals from four maintenance and
development groups participated. Find a significant
difference between IS developers and IS maintenance
personnel in growth needs, advance technology strength
and change acceptance. The motivating potential of
jobs and group interaction strength were found not to
be significant. The findings suggest that IS developers
accept changes more readily than IS maintenance
personnel. Thus, subgroups in the IS profession react
differently to change. Advance technology will benefit
IS developers more than IS maintenance personnel,
suggesting that advanced technology should be given to
the system developers first. IS developers respond more
positively to positions which provide an opportunity to
stretch their abilities, providing higher personal growth.
This research could be used by practitioners and
academics to manage the workforce of the future and
to add to the database on motivation.
Competing Social Responsibility Values and the Functional Roles of Managers
Authors: Petrick Joseph A. , Scherer Robert F.
Published: May 2006

Reports a study conducted to determine whether or not
there were differences between descriptive and
normative social responsibility values for managers who
assume roles in different functional department
clusters. The research findings support a conclusion
that differences in CSRV profiles exist among three
functional clusters: accounting/finance managers,
marketing/distribution managers and general
strategy/human resources/operations managers. These
differences have implications for career and
employment professionals in enhancing managerial
recruitment, selection, placement, development and
appraisal now and in the future.
A Practitioner's View of “Motivation”
Authors: Hershey Robert
Published: May 2006

Contends that motivation theories have done little to help
operating managers. “Help” to achieve the manager′s
objectives is what current theories are all about but
since no one can really motivate anyone else, what we
are really dealing with is a persuasion phenomenon
under the guise of motivation. Argues that some techniques,
supported by research from the psychology of
persuasion, should be effective in helping managers to
direct their subordinates′ behaviour in a desired direction.
Managing Takeover
Authors: McKenna Stephen D. , Rogers Everett
Published: May 2006

Addresses the issue of managerial learning disabilities in relation
to a takeover situation. The analysis derives from involvement at the
“sharp end” and being affected by bad management thinking.
It shows that unless a wider and deeper perspective is taken by
management in making decisions the side‐effects are enormously negative.
To overcome the learning disabilities reported, a new approach to
organizational learning is required which constitutes the fifth
principle or systems thinking. Only when managers break out of limited
thinking and move towards generative learning are fundamental rather
than symptomatic solutions to business problems possible.
ET GO HOME? THE SUCCESSFUL MANAGEMENT OF EXPATRIATE
TRANSFERS
Authors: McDonald Gael M.
Published: May 2006

Discusses research in the literature about the expatriate manager
as a unit of resource. The research to date has largely addressed
concerns for the high failure rate and costs of expatriate assignments,
suggestions for improving methods of personnel selection; comparative
studies of expatriate and local managers; and recommendations for
improving expatriate success. Notes that rarely are the problems of
expatriate personnel addressed collectively, particularly with a focus
on Asia. Discusses effectiveness of expatriate assignments within the
totality of four distinctive phases: selection; preparation;
acculturation; and repatriation. Provides a valuable foundation for
providing organizational recommendations to enhance the success of
future expatriate placements.
Sexual Harassment: An Issue of Employee Effectiveness
Authors: Wright Phillip C. , Bean Shirley Ann
Published: May 2006

Treats sexual harassment as an issue that affects employee
effectiveness. Not only is there an obvious effect on the person being
harassed, but everyone, fellow employees, management and even the
harasser, is less productive. Sexual harassment is shown to be a
function of the power relationship between individuals and groups of
individuals. Discusses the obligations of management in the development
of a harassment‐free work culture from the viewpoint of increasing the
effectiveness of organizations.
AUSTRIAN BOARDROOM SUCCESS: A EUROPEAN COMPARATIVE ANALYSIS
OF TOP MANAGEMENT
Authors: Kakabadse A.P. , Alderson Siobhan , Randlesome Collin , Myers Andrew
Published: May 2006

Presents an analysis of Austrian top managers and top management
teams based on data gathered from Austrian managers in 301 separate
organizations. Through the data collected, builds and presents a
comprehensive picture of the current state of Austrian management. Also
gives a profile of how Austrian managers compare in certain key
competence areas with managers from some of the other European countries
in which similar research has been conducted. Shows that in general,
Austrian management teams have few interpersonal or value‐based
interaction difficulties, but that their key problems, and the key
development issues facing them, lie in their ability to understand and
manage the structure of their organizations, long‐term issues, and the
increasingly competitive and global markets and environments into which
their companies are entering. Shows that it is these key areas which are
the major sources of conflict, sensitivity, and difficulty within
Austrian top management teams. Based on these findings, presents some
management development recommendations for Austrian managers to assist
in broadening their management competences and thus enhancing their
personal, organizational, and business success.
Why Playing with the Dolphins Beats Swimming with the Sharks
Authors: Burdett John O.
Published: May 2006

Building on a metaphor first coined by Lynch and Kordis, outlines
the roles enacted during organizational change. Overlays the roles of
“shark”, “carp” and “dolphin”
against a unique change model, the power of which resides in alignments
between underlying responsiveness, organizational learning, and
behavioural assumptions. The insights go a long way towards explaining
the difficulties involved in building internal synergies and why, for
example, TQM fails.
Candidate Anxiety Level and Assessment Centre Performance
Authors: Fletcher Clive , Kerslake Claire
Published: May 2006

Describes the extent to which attending an assessment centre (AC)
generates anxiety amongst candidates, and its effects on them.
Questionnaires were administered to 70 bank staff before and after
attending ACs. Results show candidates experienced rather high levels of
anxiety, and that higher anxiety level was associated with lower ratings
given by assessors, though the candidates′ post‐AC self‐perceptions of
ability tended to be higher for those with higher anxiety. The nature of
the anxiety reported seemed to be situation‐specific and to be akin to
test anxiety and evaluation apprehension. Discusses findings in terms of
implications for the quality of the assessments made and the way in
which ACs should be run to minimize anxiety effects.
Of Mergers, Marriage and Divorce
Authors: Cartwright Sue , Cooper Cary L.
Published: May 2006

Mergers and acquisitions frequently result in job losses. At the
same time, many organizations experience an unplanned and often
undesirable exodus of talented personnel post merger or acquisition.
Objective merger reselection procedures can play a useful role in
guiding organizational retention decisions, but such procedures are
likely to take time and may be ineffective in stemming the more
immediate post‐acquisition drift. Individuals may leave the organization
because they find themselves incongruent with the new culture; but they
may also leave because they are uncertain, confused, or finding
themselves in an ambiguous working environment. Discusses the
similarities between merger and marriage, and outlines three types of
organizational marriage and their implications for culture change.
What Do Psychological Tests Suggest about Entrepreneurs?
Authors: Caird Sally P.
Published: May 2006

Reviews and describes the results of some psychological tests which
have been used with entrepreneurs. The tests have been mainly employed
either to explore the nature of the entrepreneur or to assess so‐called
significant entrepreneurial characteristics. Key problems in the
psychological testing of entrepreneurs relate to varying definitions of
the entrepreneur, numerous entrepreneurial characteristics, uncertainty
about the significance of entrepreneurial characteristics, and lack of
rigour in test development. The results of well validated tests
highlight many personality characteristics which could be correlated
with characteristics of small firms and business owner‐managers.
However, there have been specific measures of entrepreneurial
characteristics developed in a search for a sensitive discriminating
measure. Unfortunately, many of these tests have been poorly validated
and this fails to supply useful information about the nature of
entrepreneurs. Gives examples to illustrate some problems in
psychological testing and discusses the importance of new approaches.
Organizational Culture and the Management of Quality
Authors: Bright Kevin , Cooper Cary L.
Published: May 2006

Examines the management of quality from the perspective of
organizational culture change. Discusses the nature of quality and the
evolution of the management of quality in relation to key issues arising
from the literature on organizational culture. It is found that total
quality management (TQM) makes a number of assumptions about
organizational culture. Adopts an integrationist perspective, with
culture defined in terms of something an organization has, as opposed to
something an organization is. Presents a tentative model of the
relationship implied between TQM and organizational culture. A number of
questions emerge, not least of which concern the strength and direction
of this relationship. The culture perspective is likely to challenge
some of the basic assumptions found in the TQM literature. In so doing,
it may inform organizational attempts to raise levels of quality.
The Internal Auditor′s Role in Public Service Orientation
Authors: Coupland David
Published: May 2006

Many public service institutions are constrained by their own
routines and past practices, which in time affects the internal audit
function. In the interests of service effectiveness recommends
establishing an overseer of internal auditing matters to take the place
of the statutory shackles which are currently binding. First,
organizations must clarify their individual missions, if internal audit
is to confirm its position as a constructive and purposeful function.
Sees a need for market research and intelligence gathering and a
widening of internal audit′s horizons. Concludes that public authorities
must address the question of whose needs to assess and how.