bluuebunny/crossref_metadata_2025 huggingface dataset:
Out west and down under
Authors: Zauha Janelle , Potter Garry
Published: November 2009

Purpose

This paper aims to provide case studies of staff development programs at two university libraries: those of Montana State University in the USA and Victoria University Library in Victoria, Australia.

Design/methodology/approach

The paper examines how these differently sized institutions are using distinct approaches to grapple with the challenges of staff development in difficult economic and technological times. By providing examples of two very different environments and timelines, this paper provides ideas for a broad spectrum of library types and sizes at all points on the development continuum.

Findings

Despite differences, what emerges is that many concepts and principles span disparate library situations and are applicable to almost any staff development plan. These include the importance of establishing staff development methodologies, identifying competencies, linking with workforce planning, dealing with legacy issues, prioritizing communication and staff involvement, identifying needs and priorities, embedding accountability and consistently monitoring and evaluating to establish and maintain a successful program.

Originality/value

This paper will be valuable to large university libraries with mature staff development plans who wish to rethink basic principles or consider altering their established approach. It will also be valuable to smaller university libraries who are just beginning to chart staff development programs and who want to start off on the right track.
The right person, in the right job, with the right skills, at the right time
Authors: Stokker Judy , Hallam Gillian
Published: November 2009

Purpose

The paper aims to describe a workforce‐planning model developed in‐house in an Australian university library that is based on rigorous environmental scanning of an institution, the profession and the sector.

Design/methodology/approach

The paper uses a case study that describes the stages of the planning process undertaken to develop the Library's Workforce Plan and the documentation produced.

Findings

While it has been found that the process has had successful and productive outcomes, workforce planning is an ongoing process. To remain effective, the workforce plan needs to be reviewed annually in the context of the library's overall planning program. This is imperative if the plan is to remain current and to be regarded as a living document that will continue to guide library practice.Research limitations/implications– Although a single case study, the work has been contextualized within the wider research into workforce planning.

Practical implications

The paper provides a model that can easily be deployed within a library without external or specialist consultant skills, and due to its scalability can be applied at department or wider level.

Originality/value

The paper identifies the trends impacting on, and the emerging opportunities for, university libraries and provides a model for workforce planning that recognizes the context and culture of the organization as key drivers in determining workforce planning.
Nurturing new talent: running a corporate internship program
Authors: Dalby Alyson
Published: November 2009

Purpose

The purpose of this paper is to describe the internship programme developed in the Knowledge Centre of the Institute of Chartered Accountants in Australia.

Design/methodology/approach

In partnership with Zenith Management Services an internship program was developed that was designed to give students experience in the corporate sector.

Findings

The interns assist with a range of ad‐hoc and ongoing projects, allowing experienced staff to deliver more value‐added customer services, such as research and content‐development. Interns also question established practices, offer new ideas, and ensure that the systems and behaviours remain relevant and transparent. In addition to gaining experience, interns have access to the existing team of experienced staff. They were assisted in developing understanding of the wider information profession, work with ideas encountered in their study, and when the time comes, encouraged in their first professional positions.

Practical implications

Understanding the needs of all stakeholders is vital, as is communicating with all involved in a realistic, straightforward and open fashion. Documentation is identified as a challenge of such a programme. Following this model should allow similar libraries to investigate whether an internship programme could be beneficial.

Originality/value

The paper shows that the programme differs significantly from other internships or cadetships available in information management, and was developed to suit a small, special library.
Library staff development at the University of Auckland Library – Te Tumu Herenga
Authors: Adams Claudia
Published: November 2009

Purpose

This paper aims to describe the approach taken by a staff development committee at a large academic library in New Zealand to reinvigorate professional and personal development. It seeks to examine the processes used, projects carried out and to highlight the outcomes.

Design/methodology/approach

To identify training needs, a skills and attributes matrix was developed to which current courses were mapped. Priorities identified in the matrix informed the creation of a programme for which courses were commissioned. An orientation programme for new staff was re‐introduced which included the creation of a new staff development and training web site.

Findings

The approach taken by the Library Staff Development Advisory Group created a sustainable process, whereby staff development could periodically be reviewed. A relevant staff development programme could be created to meet the most important current training needs of staff. Reintroducing an orientation programme was successful – it was well attended and favourably received by staff.

Research limitations/implications

An in‐depth needs analysis for specialist tasks to identify specific training needs for those areas could be conducted. Measuring the impact of training on services or behaviour has not yet been attempted.

Originality/value

This paper may be useful to any group deciding to review staff development in any workplace and is not restricted to libraries.
Investing in your people works – can 40,000 organisations be wrong?
Authors: Burgess Stuart , Williams Ian
Published: November 2009

Purpose

The purpose of this paper is to present an outline of research, and provide a range of ideas and strategies that an organisation can adopt to improve its performance, in both financial and non‐financial measures.

Design/methodology/approach

A Cranfield University research paper used the Investors in People (IIP) quality standard to link the engagement of people to the development of high‐performance organisations

Findings

The research shows that by implementing commitment based HR strategies creates long‐term and quality engagement of employees. Furthermore, such strategies impact positively on financial as well as non‐financial performance of organisations.

Research limitations/implications

The Standard has been the subject of research since its inception. Much of the previous research found that the IIP Standard has a positive impact on business performance although the conclusions were not unanimous. In addition, the Standard is reviewed and revised every three to five years, so past findings cannot always be related to the current Standard

Practical implications

A total of 40,000 organisations use the Investors in People standard because it: is a useful framework for organisations undergoing significant or a rapid change and it is business improvement focused – whatever the business priorities.

Originality/value

The paper focuses on business improvement research and practice.
Campus priorities and information literacy in Hong Kong higher education
Authors: Cmor Dianne
Published: November 2009

Purpose

The purpose of this paper is to describe the strategic efforts of the Hong Kong Baptist University Library to build institutional support for information literacy in an environment of major curriculum reform.

Design/methodology/approach

The paper outlines the current state of information literacy efforts in Hong Kong higher education, provides a context for renewed potential of these efforts, and describes a number of approaches that were undertaken to build institutional support. Further, a change agency approach is used to assess these efforts thus far and provide guidance for the future.

Findings

Campus‐wide information literacy programmes have been virtually non‐existent in Hong Kong. The current higher education environment and mindset is conducive to recognizing information literacy as a vital component in teaching and learning. Librarians can turn this opportunity into reality by gaining authority, credibility and visibility on campus, and by strategically aligning with institutional priorities such as outcomes‐based education, assessment, and lifelong learning.

Originality/value

This paper provides a Hong Kong perspective on integrating information literacy at the institutional level, and offers several specific strategies that have successfully been undertaken by librarians at one institution.
How library practitioners view knowledge management in libraries
Authors: Roknuzzaman  , Umemoto Katsuhiro
Published: November 2009

Purpose

The main purpose of this paper is to explore library practitioners' views of knowledge management (KM) and its incorporation into library practice.

Design/methodology/approach

The study is based on the review of literature available in secondary sources, and the result of interviews of ten library practitioners worldwide. The respondents are purposively selected from the participants' lists of two international conferences held in 2008. The interviews were conducted through e‐mail using a short, structured, and open‐ended questionnaire.

Findings

The ways of knowing and degrees of understanding of KM concepts among the library practitioners are varied. But the most library practitioners have focused on a shallow perception of KM for its incorporation into library practice – dealing with only explicit information and/or knowledge. This study also finds some of the reasons for responding to KM, e.g. increasing value of knowledge in the knowledge economy, role of information technologies, opportunities for improved library practices.

Research limitations/implications

The study is limited in its scope, conducting interviews of only ten library practitioners worldwide, and hence, generalization may not be derived from the findings.

Practical implications

The paper suggests that library practitioners need to broaden their understanding, change their traditional mindset, and to apply a holistic approach of KM system design and library practice, focusing on both explicit and tacit knowledge.

Originality/value

The paper investigates the original views of library practitioners regarding KM in libraries.
Leader‐member exchange differentiation in the military platoon
Authors: Hafiidz Bin Maksom Hoirul , Winter Richard
Published: November 2009

Purpose

The purpose of this paper is to identify demographic variables that may impact the quality of leader‐member exchange (LMX) relationships within a military platoon.

Design/methodology/approach

A total of 109 non‐commissioned officers (NCOs) and 421 recruits from 27 platoons in the Singapore Armed Forces independently assessed the quality of their relationship with their platoon commander using the LMX7 survey instrument.

Findings

Bivariate analyses indicated rank and type of service differentiated the quality of LMX between leaders (platoon commanders) and followers (NCOs, recruits).

Research limitations/implications

The paper considers LMX only from the perspective of followers and does not take into account the broader context of the military platoon.

Practical implications

The performance of the entire platoon may be more effective when platoon commanders operate at a distance, respect rank and formal authority relationships, and build closer personal relationships with NCOs than with recruits.

Originality/value

There have been no studies examining the demographic basis for LMX differentiation in an Asian military organization. This paper fills the gap.
Individual spirituality, workplace spirituality and work attitudes
Authors: Shankar Pawar Badrinarayan
Published: November 2009

Purpose

This paper aims to examine the direct effects of three workplace spirituality aspects – meaning in work, community at work, and positive organizational purpose – and individual spirituality on three work attitudes – job satisfaction, job involvement, and organizational commitment. It also seeks to examine the interactive effects of these three workplace spirituality aspects and individual spirituality on these three work attitudes.

Design/methodology/approach

The paper briefly outlines the existing workplace spirituality research, indicates the required research and places this study in that backdrop. It then outlines theory building for specifying a set of hypotheses. It uses data from a sample of managerial level employees from India to test the hypotheses.

Findings

The study results provided considerable support for the hypothesized relationships between workplace spirituality aspects and work attitudes but not for the hypothesized relationships between individual spirituality and work attitudes. The results provided only marginal support for the interactive effect model, which hypothesized that individual spirituality will moderate the effect of workplace spirituality aspects on work attitudes.

Research limitations/implications

Research implications of the findings outlined in this paper will encourage research to link various organizational topics such as leadership with workplace spirituality. They also highlight the need to examine more complex models to examine joint effects of workplace spirituality and individual spirituality on work attitudes.

Practical implications

The findings can provide some relevant inputs for leadership actions and organization development efforts aimed at implementing workplace spirituality in organizations.

Originality/value

The paper's value partly comes from the outlined research and practice implications.
Transient products but persistent trade patterns
Authors: Cassing James , Husted Steven
Published: November 2009

Purpose

This paper aims to combine the authors' findings of widespread bilateral trade‐share persistence with some recent empirical evidence of substantial and rapid volatility in the country source of most products in order to extend the implications of this literature in several ways.

Design/methodology/approach

The paper focuses on the behavior of aggregate bilateral trade flows for a large number of countries over the period 1980‐2000.

Findings

The paper infers that countries are frequently switching to very different products in their export bundles to particular destinations. It also argues that the evidence of rapid product turnover in trade is not inconsistent with traditional factor endowment trade pattern predictions, as has been inferred in the literature. Finally it finds that sunk costs in international trade appear to be external to particular products going to particular destinations but internal to the sum total of bilateral trade.

Originality/value

The novelty of this paper resides in documenting the remarkably constant bilateral trade shares of 93 countries over the past two decades and the combination of this result with other known trade pattern characteristics to arrive at important new conclusions.
Currency substitution in selected African countries
Authors: Désiré Adom Assandé , Sharma Subhash C. , Mahbub Morshed A.K.M.
Published: November 2009

Purpose

This paper aims to investigate the presence of currency substitution in eight African countries.

Design/methodology/approach

This study investigates the presence of currency substitution in eight African countries – Egypt, Morocco, Nigeria, Ghana, Kenya, South Africa, Tunisia and Zambia – for the period 1976 to 2005 using both regional and US dollar as anchor currencies.

Findings

The paper finds that currency substitution is prevalent in Ghana and Nigeria when CFA franc is used as an anchor currency. However, when US dollar is used as an anchor currency there is no evidence of currency substitution in Ghana, but the presence of currency substitution in Nigeria is still observed. The paper also finds the presence of currency substitution in South Africa, but not in Egypt when the US dollar is the anchor currency. For Kenya, Tunisia and Zambia there is no evidence of currency substitution irrespective of the anchor currencies considered. In the case of Morocco, no evidence of currency substitution is observed when the Egyptian pound is used as anchor currency, but there is weak evidence of currency substitution when the US dollar is considered.

Originality/value

This paper provides useful information on the presence of currency substitution in African countries.
Tax evasion and financial repression: a reconsideration using endogenous growth models
Authors: Gupta Rangan , Ziramba Emmanuel
Published: November 2009

Purpose

This paper aims at developing a theoretical model of a world economy characterized by tax evasion. It seeks to analyze whether financial repression can be explained by tax evasion.

Design/methodology/approach

The analysis is performed in overlapping generations dynamic general equilibrium endogenous monetary growth models.

Findings

The paper shows that higher degree of tax evasion within a country, resulting from a higher level of corruption and a lower penalty rate, yields higher degrees of financial repression.

Practical implications

Financial repression can be explained by tax evasion but under specific conditions.

Originality/value

This is the first attempt to analyze financial repression and tax evasion in an endogenous growth model.
Economic convergence of income distribution worldwide from 1986 to 2000
Authors: Mora Rodriguez Jhon James , Núñez Velázquez José Javier
Published: November 2009

Purpose

The purpose of this paper is to discuss the role of Markovian transitions related to the economic convergence among countries. Thus, the paper aims to develop an overview of several classical approaches, including an analysis of fallacies exposed through the literature.

Design/methodology/approach

The number of modes in the distribution of the RGDPL for 100 countries in the period from 1986 to 2000 is calculated. Next, the results obtained from the relevant transition matrices are discussed and the existence of twin peaks in the distribution of income is analyzed. Finally, the adequacy of both Markovian and (time) homogeneity hypotheses in connection with the stochastic process that underlies income distribution is studied.

Findings

The results across the period 1986‐2000 show the evolution of countries into convergence clubs, instead of the existence of economic convergence.

Originality/value

The paper discusses two important issues on the convergence hypothesis. First, the discretization process really matters. If quartiles or quintiles are used the ergodic distribution does not show twin peaks because the process shows an equiprobabilistic ergodic (stationary) distribution in the long term. Second, the twin peaks results need a Markov (time) homogeneous chain as a model for the underlying income process, and then Chapman‐Kolmogorov's equation must be satisfied. However, the paper finds empirical evidences of failure in such an argument.
RFID‐based intra‐supply chain in textile industry
Authors: Keung Kwok Siu , Wu Kenny K.W.
Published: November 2009

Purpose

The purpose of this paper is to describe the design of a radio frequency identification (RFID)‐based intra‐supply chain (intra‐SC) system to facilitate coordination and integration of supply chain functions and activities, thus eventually enhancing the overall performance of a supply chain.

Design/methodology/approach

The architecture of the proposed RFID‐based intra‐SC system is designed specifically for a chain made up of a fiber producer, fiber dyeing producer, yarn spinning producer, knitting and finishing producer, distributor, and a textile retailer.

Findings

Compared with the traditional approach, operational time, costs, lead time, and accuracy of inventory holding and of cycle time operations are noticeably improved.

Practical implications

The proposed RFID‐based intra‐SC system is implemented for trial at a distribution warehouse in Zhuhai, China. It is of benefit to the manufacturer who is able to seek obsolete stock effectively and capture real‐time data automatically.

Originality/value

The RFID‐based intra‐SC system is designed to overcome issues of information invisibility, which is considered a huge cost lost for obsolete stocks and ineffective intra‐SC operations in the textile industry. In this industry, the products are highly dependent on seasonal factors. Short product life cycle and high forecast errors are also critical difficulties encountered by supply chain parties. Thus, the RFID technology is suggested to be adopted in similar supply chains. In this paper, a textile manufacturing site is selected to test the proposed RFID system. Some advantages, critical issues for implementation of the RFID system, and lessons learned from the case study are shared with other interested parties.
IT capabilities, interfirm performance, and the state of economic development
Authors: Patrakosol Buraj , Lee Sang M.
Published: November 2009

Purpose

Prior studies have found that productivity gains associated with information technology (IT) adoption, measured at either the firm‐ or aggregate‐economy levels, differ between developed and developing countries. The purpose of this paper is to extend prior cross‐country research to the interfirm IT capabilities and relationship‐level.

Design/methodology/approach

A two‐country comparative study is conducted: the USA, a developed country; and Thailand, a developing country. The measurement constructs for the interfirm IT capabilities and performance are derived from the existing literature. Data are collected from IT managers who oversee interfirm relationships as follows: 68 from the US firms; 107 from Thai firms. Several statistical tools are used to test the developed hypotheses, including correlation, regression, and t‐test analysis.

Findings

The important results of the paper indicate the following: IT technical capabilities are positively associated with interfirm performance across two countries. However, IT personnel IT capabilities had a positive relationship with interfirm performance only in Thai firms. Also, Thai firms realize higher innovation performance as a result of IT adoption than the US firms.

Research limitations/implications

This is an exploratory study as it is based on data from only two countries. Thus, a new causal theory about interfirm relationship‐level performance is not sought. The future research needs include data collection from more countries and longitudinal analyses of trends based on advances in IT capabilities in different countries.

Originality/value

In today's networked global economy, many organizations have value chains that involve interfirm relationships. This paper is the first attempt to explore productivity gains associated with IT adoption, measured at interfirm relationship‐level, based on cross‐country comparative analysis.
Towards a stage theory for industrial management research
Authors: Gottschalk Petter , Solli‐Sæther Hans
Published: November 2009

Purpose

The purpose of this paper is to show how stages of growth models have been applied to a number of organizational phenomena in management research. One class of models consists of maturity models for IT outsourcing relationships. There is a need for an improved theoretical foundation for stage models.

Design/methodology/approach

Based on a literature review of theory research as well as stage research, a stage of growth theory is proposed in this paper. Also, a procedure for stages of growth modeling is suggested.

Findings

A theoretical foundation for stages of growth models enables trust worthier modeling.

Research limitations/implications

Future research modeling organizational phenomena can follow the suggested modeling procedure. This paper can be used in teaching by discussing industrial management phenomena along stages of growth by applying dominant problems and benchmark variables.

Practical implications

In strategy work, this paper helps in providing a framework for assessing current stage as well as determining future strategic direction for an industrial organization.

Originality/value

Theory development in this paper includes four important propositions on which this theory is based.
Weight regression model from the sales comparison approach
Authors: Shih‐MingYou  , Chang Chin‐oh
Published: November 2009

Purpose

The purpose of this paper is to construct a weight model from the sales comparison approach.

Design/methodology/approach

Although weighted average of comparables into sales comparison value is commonly applied in the past, most papers only focus mathematical calculation. This paper examines the correlation between weight and attributes of 6,345 sales comparable properties adopting the multiple regression model.

Findings

This paper finds the price type, proximity of transaction date, inside the neighborhood area or not, total gross adjustment as percent, numbers of adjustments and the attributes of other comparables considered in one appraisal are significant on the weight of comparables. The expected MAPE and Hit rate criterions are passed after forecasting 10 percent validation samples modeled by 90 percent samples randomly surveyed.

Practical implications

The weighted average to determine the sales comparison value is reasonable since the value conclusion will “correlate” to indication of value derived by different comparables.

Originality/value

This paper discusses the weight model and forecasts weights directly instead of only forecasting value. By elaborating on the core question of weights, this paper hopes to assist the degree of science and objectivity of appraisal.
Brain drain: why top management bolts after M&As
Authors: Krug Jeffrey A.
Published: November 2009

Purpose

This paper aims to analyzes merger, firm, and country characteristics that may explain the root causes of long‐term executive instability in target company top management teams.

Design/methodology/approach

Mergers involve two different groups of executives – executives in place at the time of the acquisition (“incumbents”) and those brought into the target after the acquisition (“new‐hires”). In order to understand why many target companies experience long‐term instability in their top management teams, patterns of turnover in these two distinct groups were analyzed over a 17‐year period in 730 target companies.

Findings

Analysis of the data revealed that a range of factors create conditions in target companies that lead to prolonged leadership instability. Different deal types such as tender offers, hostile takeovers, divestitures, and leveraged buyouts, the nature of merger negotiations, growth and profitability of the target company, headquarters location of the acquirer–whether foreign or domestic, and foreign investment experience of the acquirer all lead to significantly higher turnover rates for both incumbent and new‐hire executives. These effects may continue for ten or more years after the acquisition.

Practical implications

Acquisitions create instability within target company top management teams. This instability can be traced back to conditions that existed at the time of the merger. Organizations involved in mergers and acquisitions (M&As) might leverage these new insights to more effectively deal with leadership issues early in the post‐merger integration process. This may be an important first step in reestablishing long‐term leadership continuity in acquired firms.

Originality/value

This research is the first to provide insight into the root causes of long‐term leadership instability in target companies. It is also the first to examine the effects of M&As on executives who join a company several years after its acquisition. Future research by the author will report on the relationship between leadership stability and long‐term performance in target companies. A deeper understanding of this relationship may provide new insights into why so many M&As fail.
Engaging China: strategies for the small internationalizing firm
Authors: Cremer Rolf D. , Ramasamy Bala
Published: November 2009

Purpose

To date, more than 400 of the Fortune 500 companies have already established their presence in China. Like their larger counterparts, smaller multinationals are also attracted by the huge potential market and cheap resources that China has to offer. Thus, the purpose of this paper to examine key strategies that small internationalizing firms (SIFs) need to focus on for a successful China engagement.

Design/methodology/approach

The findings of this study are based on a year‐long research of New Zealand firms in China. The study involved a survey of senior managers of New Zealand companies at home as well as a focus group discussion among executives in China.

Findings

The study identifies three dimensions of strategy that SIFs need to pay particular attention – the attributes of the China bound manager, the business focus of the enterprise, and the guanxi building capabilities.

Originality/value

This paper is based on the premise that the SIF cannot mirror the exact strategies of larger multinationals. Previous literature tends not to distinguish the size of the firm when discussing the China engagement. The paper emphasizes a carefully designed effort to choose the right general to lead the assault on the world's largest market.
The illusion of smart decision making: the past is not prologue
Authors: Finkelstein Sydney , Whitehead Jo , Campbell Andrew
Published: November 2009

Purpose

The purpose of this paper is to study the role of misleading experiences, and how decision‐makers' experience can sometimes lead them to think they are right when they are really wrong.

Design/methodology/approach

Literature was reviewed in neuroscience, cognitive psychology and decision theory on how people make decisions and what decision‐making biases influence thinking. A total of 83 strategic decisions were studied to understand what potential biases existed and how those biases affected the quality of decision making.

Findings

Decision making is more often an emotional than rational process, in large part because of how our brains are wired. This process works most of the time, but not always. As a result, it is critical to identify those red flag conditions where our decisions are most vulnerable to error, with misleading experiences being one of the most central of these red flags. The paper discusses how to identify whether misleading experiences are potentially dangerous.

Research limitations/implications

While the paper relies on multiple literatures and the authors' own original empirical work, a topic as complex as how our brains make decisions clearly cannot lead to definitive conclusions. Future research might investigate more of the contingency situations where misleading experiences might be dangerous.

Originality/value

This study is the first that highlights how central misleading experiences can be to mistaken decision making. It is based on significant original research, and has implications that are clearly practical for business leaders.
Re‐energizing a product portfolio: case study of a pharmaceutical merger
Authors: Rao Sanjay K.
Published: November 2009

Purpose

In 2007 global mergers and acquisitions (M&A) activity totaled a record $4.38 trillion, up 21 percent from 2006. Despite current turbulence in the world financial markets, 44 percent of privately held businesses globally are planning to grow through acquisition in the next three years. Following a merger or an acquisition, a combined firm may need to streamline an inefficient product portfolio so as to increase revenues and profitability. The consequences of retaining inefficient portfolios can be more than internal competition and inadequate financial returns. This paper seeks to illustrate key processes, methods and the value of strategic marketing research and science in helping make critical decisions that reshape an inefficient portfolio of 12 pharmaceutical products, created as the result of a merger of two large, global pharmaceutical firms.

Design/methodology/approach

Using a case study, the paper posits that taking a customer‐centric, market‐driven view of the value of products in a portfolio almost always results in significant insight that helps streamlining. Applying relevant tools and techniques from the disciplines of strategic marketing, market research and marketing science crystallizes insight into objective criteria that can then be used to make informed and valid decisions.

Findings

Results illustrate the importance of customer‐centric, market‐driven constructs in influencing critical market outcomes, which, in turn, provide rational insight into structuring existing product portfolios. Product, customer and market drivers that drive product and portfolio performance are explicated and recommended for analysis and ongoing tracking. Results are presented in terms of altered customer behaviors, product and portfolio revenue and profitability.

Originality/value

The paper highlights the critical role of relying on the core elements of strategic marketing and research in solving one of the most common and important business issues of our time. Key themes are stressed through focusing on insights reiterating the role of core marketing principles such as differentiation, positioning and strategy simulations. When combined with the insights provided by comparable other business functions such as financial modeling and valuation, this can only result in smart business strategy.
Examining the academic/commercial divide in marketing research
Authors: Baines Paul R. , Brennan Ross , Gill Mark , Mortimore Roger
Published: November 2009

Purpose

The purpose of this paper is to comment on the differences in perceptions that exist between academic and professional marketing researchers, as creators of new marketing knowledge, and explore how academics and practitioners can work together better on areas of mutual interest or separately on areas where their interests do not coincide.

Design/methodology/approach

The approach is via two focus groups, one with researchers in marketing from universities and one with commercial market researchers, and via online surveys of the same target groups, with 638 respondents in all.

Findings

The study indicates that the two sample groups have relatively congruent views about the advantages and disadvantages of each other's approach to research but both groups believe they could do more to make their research more comprehensible and accessible to each other.

Research limitations/implications

The empirical study was conducted in the UK only, and the response rate from the university marketing research community was disappointingly low. These represent limitations on the generalisability of the findings.

Practical implications

It is argued that marketing research can be undertaken separately by academics and practitioner researchers but that joint working between academic and commercial marketing researchers represents another dimension to marketing research which could be facilitated by the creation of joint initiatives, including industry‐inspired academic‐practitioner research projects and the development of government‐funded academic‐practitioner research projects, building on both groups' unique sets of skills.

Originality/value

The paper reports on the outcome of an empirical study that has implications for the conduct of marketing research in universities and market research agencies.
Brand extension strategies: perceived fit, brand type, and culture influences
Authors: Buil Isabel , de Chernatony Leslie , Hem Leif E.
Published: November 2009

Purpose

The aim of this paper is to examine the impact of perceived fit, brand type and country's culture on the consumers' attitude towards brand extensions and on the parent brand equity.

Design/methodology/approach

Data were collected in three European countries: Spain, UK, and Norway. A series of analyses of variance (ANOVA) were conducted to test the hypotheses.

Findings

Brand extensions with high fit receive more favourable consumer evaluations and decrease the negative feedback effects of extensions on parent brand equity. Results also reveal that parent brand equity dilution is higher when the brand used to launch the extension has high equity. Finally, findings indicate different consumers' responses to extensions and effects on parent brand equity across countries.

Research limitations/implications

Important directions for future research would be to include other countries and carry out a more in‐depth analysis to understand the effect of culture.

Practical implications

Managers should launch extensions with high perceived fit. In addition, greater effort is needed to extend high equity brands, due to their greater dilution. Finally, managers need to understand that consumer evaluations and feedback effects of the same brand extensions can vary due to cultural differences between consumers. Therefore, standardised brand extension strategies should be carefully considered.

Originality/value

The study focuses, not only on consumer evaluations of extensions, but also on the effects of extensions on the parent brand equity. Furthermore, this paper is one of the first to empirically examine and show that consumer evaluations of extensions and feedback effects on parent brand equity differ across countries.
Market orientation and enterprise policy
Authors: O'Sullivan Don , Butler Patrick
Published: November 2009

Purpose

The purpose of this paper is to examine the merit of enterprise policies that seek to enhance market orientation as a driver of firm performance.

Design/methodology/approach

The approach takes the form of empirical research utilising the MKTOR survey instrument, administered to senior marketing managers in high‐value‐added sectors in Ireland; and both subjective and lagged objective measures of firm performance.

Findings

Findings support international context‐specific research. Market orientation is not found to be directly associated with firm performance in high‐value‐added firms in the Irish economy.

Research limitations/implications

Research directions should include the evolving understanding of market orientation, and the exploration of what alternative orientations lead to improved performance in different contexts.

Practical implications

For public policy, a re‐examination of the conceptualisation of, and support for, market orientation is warranted.

Originality/value

The paper presents a new contribution to understanding the merit of market orientation in enterprise policy in developed economies.
Niche firms and marketing strategy
Authors: Toften Kjell , Hammervoll Trond
Published: November 2009

Purpose

This paper aims to explore how internationally oriented niche firms define and choose their markets and customers and how they position their products, and thereby add to the limited research knowledge regarding niche marketing.

Design/methodology/approach

The paper presents exploratory research based on structured in‐depth interviews of key informants in five firms.

Findings

Niche firms do not seem to follow the STP‐process. The selection of customers and markets is the result of tradition, chance or the firm's production philosophy, and the firms make few attempts to position their products. The firms rely on resource‐based advantages, high‐quality products and personal relationships when competing in the market.

Research limitations/implications

The selected methodology makes these results alone unfit for generalising to a larger population. Improved theoretical models are needed for generating more knowledge about niche firms and their efforts in crafting marketing strategies, possibly by extending relationship marketing theory.

Practical implications

A niche firm's marketing strategy should be based on a customer‐valued competitive advantage and differentiation should be applied in terms of both intangible and actual use criteria. Niche firms should strive for long‐term, personal relationships and customer commitment. Also, there seems to be some room for following one's own personal convictions and ideas when crafting a marketing strategy, even though this approach certainly is not in line with the structured marketing strategy process suggested in textbooks.

Originality/value

This study offers exploratory findings on how export‐oriented niche firms define and choose their markets and customers, and how they position their products. The standard STP‐process as proposed in general textbooks is not appropriate for international niche firms.
Dynamic capabilities: the missing link in CRM investments
Authors: Maklan Stan , Knox Simon
Published: November 2009

Purpose

The purpose of this paper is to illustrate the practical application of dynamic capabilities theory to improve investment decisions in customer relationship management (CRM).

Design/methodology/approach

Action research (AR) allows managers to raise the tacit knowledge of their dynamic capabilities to a level where they can be identified and developed. A framework and a process for managing dynamic capabilities in marketing are presented.

Findings

The findings relate to the nature of dynamic capabilities in marketing and how they are managed.

Practical implications

Marketing managers can improve the return on investments in CRM.

Originality/value

The paper presents a method for applying dynamic capabilities drawn from the resource‐based view (RBV) to practical marketing problems.
Internal market orientation and its influence on organisational performance
Authors: Tortosa Vicent , Moliner Miguel A. , Sánchez Javier
Published: November 2009

Purpose

The purpose of this paper is to analyse the influence that internal marketing, represented by internal market orientation (IMO), might have on the internal aspects (satisfaction of contact personnel) and external aspects (customer satisfaction and perceived quality of service) of organisational performance.

Design/methodology/approach

Interviews were carried out with all the cashiers of the 16 branches of a small, local credit institution, and with 160 customers who normally operate with this bank.

Findings

The results show that employee orientation or internal market orientation, through the dimension informal generation of information,influences the satisfaction of contact personnel, the quality of service perceived by the customer and, through the latter, the customer's satisfaction. It also corroborates the influence exerted by the contact personnel's satisfaction on the perception of quality and on the satisfaction of the customer receiving the service.

Research limitations/implications

The main limitation of the study is that it analyses a single financial entity, with the characteristics and behaviours that the latter has in its relationship with its employees.

Practical implications

One of the key elements for achieving quality in the service offered by the contact personnel is to achieve their satisfaction. For this, it is necessary for firms to adopt an employee or internal marketing orientation so that the contact personnel come to perceive fair treatment and special attention by managers towards them and their work.

Originality/value

The paper verifies the validity and reliability of the internal market orientation construct (IMO) as a scale of measurement of the internal marketing concept in a different business sector and with a different methodology from those dealt with in the literature. It also demonstrates empirically the influence of IMO on variables internal to the organisation (satisfaction of contact personnel) and external to it (customer's satisfaction and the quality he/she perceives).
Advertising and promotions budgeting and the role of risk
Authors: West Douglas , Prendergast Gerard P.
Published: November 2009

Purpose

This study aims to look at the conventional wisdom with regards to budgeting methods, processes, and sophistication in light of recent macro work relating budgetary approaches to risk‐taking.

Design/methodology/approach

Based on a survey of UK advertisers and personal interviews, current advertising and promotions budgeting methods and processes are summarized. A series of hypotheses relating risk, process and experience to advertising and promotions budgeting sophistication were tested.

Findings

UK advertisers were found to use a variety of budgeting methods (two methods on average per company). Judgmental methods dominate, especially the “what is affordable” method, but at the same time more sophisticated methods like objective and task and measurement techniques (in particular return on investment) were solidly represented. The relationship between budgeting sophistication and risk was investigated, the premise being that risk and budgeting sophistication are inversely related, as well as budgetary processes and marketing experience.

Research limitations/implications

Considerable insight is provided into the methods and processes being used. It is concluded that the explanation as to why firms use sophisticated or unsophisticated methods for setting their advertising and promotion budgets is largely related to organizational culture.

Originality/value

Just over 1.5 percent of the UK's gross domestic product is spent on advertising and promotions (£19 billion). The study suggested that the primary reason for the lack of consensus on budgetary sophistication is that stakeholders involved with budgeting are far less concerned with specific methods than dealing with cultural norms, personalities, access to supporting data and policies and practices.
Developing competence frameworks in UK healthcare: lessons from practice
Authors: Mitchell Lindsay , Boak George
Published: November 2009

Purpose

The purpose of this article is to review the use of competence frameworks in the UK healthcare sector and to explore characteristics of the sector that may influence the success of projects to develop new frameworks.

Design/methodology/approach

The paper draws on project reports and evaluations of practice in a range of recent projects to develop new competence frameworks.

Findings

There are a number of competence frameworks in use in the UK healthcare sector, principally the NHS, designed for a range of purposes. There are many potential benefits of such frameworks. The main characteristics of the UK healthcare sector that can present difficulties to the development, and ultimate use, of such competence frameworks are the size, complexity, professionalisation and extent of other simultaneous change in the sector. Potential difficulties caused by these characteristics can be ameliorated by measures to align the development of the framework with priorities, interests and concerns of practitioners and stakeholder bodies. A case study of effective implementation of a framework demonstrates the benefits of integrating the competences with other measures to deliver a new service.

Practical implications

The paper gives practical guidance for those who intend to develop and implement competence frameworks in healthcare and other complex environments.

Originality/value

The paper applies established organisational change concepts to the specific issue of developing new frameworks of competence. The article provides high originality and high value to those who commission and those who develop competence frameworks.