bluuebunny/crossref_metadata_2025 huggingface dataset:
Primary and secondary store‐loyal customer perceptions of grocery retailers
Authors: Mitchell V.‐W. , Kiral R.H.
Published: July 2002

Gaining competitive advantage in retailing requires knowledge of the attributes consumers use to evaluate stores and an understanding of why these attributes are important. Although a number of store‐image studies have identified store attributes, evidence suggests that these attributes vary by store type and over time, but no work has considered the most crucial aspects to retailers, namely store loyalty. As no study has examined the links between store attributes and store loyalty, our knowledge remains largely speculative. This article explores this link using Kelly′s repertory grid methodology to assess the store images of three UK grocery retailers. Important differences were seen between primary store‐loyal customers’ perception of their store and secondary store‐loyal customers’ perception of that store. For example, primary‐loyal Tesco customers perceived quality, convenience and value factors in that order of importance, whilst primary‐loyal Kwik‐Save customers perceived quality, value and convenience factors when considering Tesco. Implications for retail positioning strategies and the development of store loyalty are discussed.
NHS consortium helps staff take ownership of their careers
Authors: Byrne Tony , Mundy Bryony
Published: July 2002

Government initiatives and the drive for greater efficiency and best practice mean that much of the NHS is facing change and upheaval. Consequently, many employees feel unsettled, insecure and unsure of the future and how they can continue to develop their career. To try and address some of these feelings, Gateshead, South Tyneside and Sunderland Education and Training Consortium developed an innovative career management solution to help their staff feel more comfortable with change. Developed in partnership with Coutts Consulting Group, this article outlines how the consortium came about, identifies the issues to be addressed by the career management programme, how the programme was developed and rolled out and the outcomes for the participating trusts.
Techniques for making a telephone appointment
Authors: DeCormier Ray A.
Published: July 2002

Establishing an appointment with a potential industrial or commercial client is typically an unnerving experience. In fact, this author believes it is the most important and the most difficult step in the entire sales process. One reason why it is so important is because it is the first sale in a series of negotiations leading to a contract. Speaking candidly, if one cannot sell an appointment, one cannot sell. Often, this is the acid test for hiring an industrial salesperson. Suggests certain rules and attitudes as well as illustrates practical techniques to overcome objections enhancing the probability of getting face to face with a prospect.
Contemporary Review: a Victorian episode
Authors: Glasgow Eric
Published: July 2002

The influence of the early editors of Contemporary Review, on its establishment and development, is discussed. The friendship between its first editor, Henry Alford and Alfred Tennyson, is considered, and the impact of Tennyson illustrated. The intellectual background and circle of Victorian figures assembled around the second editor, J.T. Knowles, is also discussed. The subsequent history and influence of the title is considered.
The MLA Database on CD‐ROM: Perception and Reality
Authors: Baker William , Anderson Byron
Published: July 2002

CD‐ROMs proliferate in libraries and replace paper copy. Much has
been written on the capabilities of the new technology, little on the
actual content offered by CD‐ROMs or on content comparison between that
offered by paper and the new form. Reviews the MLA International
Bibliography on CD‐ROM and compares its contents with alternative
print sources. Considers coverage for selected authors and the
conclusion reached that the MLA International CD‐ROM database is not
comprehensive and may omit information which is available elsewhere, for
instance in print paper form.
Self‐development of Public Libraries in China
Authors: Chu Jingli
Published: July 2002

Since the mid‐1980s public libraries in China have been suffering
great physical difficulties. Under these pressures, some libraries wait
to be rescued by the government but others endeavour to find new sources
of finance at the same time as continuing to strive for more investment
from the government. These two divergent practices result in two very
different results. Advocates self‐development as a means of escape from
the uncertainties affecting public libraries in developing countries
such as China.
The BCMSV database: a progress report and a case study
Authors: Pickering Oliver
Published: July 2002

BCMSV is a computer database of information about individual items
of seventeenth and eighteenth‐century manuscript English verse in the
Brotherton Collection of Leeds University Library. Its recent worldwide
availability via the Internet provides an opportunity to describe the
purpose and nature of the project, to outline the database record
structure, and to give examples of current search techniques (with
illustrative examples). Concludes with an examination of one of the
manuscripts indexed in BCMSV, Brotherton Collection MS Lt 11, which was
compiled apparently in a Yorkshire household at different dates from the
early eighteenth to the early nineteenth century. Shows that analysis of
the manuscript (which predominantly contains anonymous satires) is now
greatly facilitated by its inclusion in BCMSV. Reproduces a manuscript
page containing one of three “satires upon the Wakefield
ladies”.
Evolution of a workbook as part of an information skills programme
Authors: Bailey Lynnette , Jenkins Martin
Published: July 2002

The Cheltenham and Gloucester College of Higher Education has used
an information skills workbook as part of its first year students′
transferable skills programme since 1990. Describes and evaluates
changes to the workbook which have been influenced by new learning and
teaching styles, by increased student numbers and by the introduction of
a modular degree scheme. Concludes with a look at lessons learned.
The Reading Experience Database
Authors: Crump M.J.
Published: July 2002

Describes the foundation of the Reading Experience Database and its
aims and objectives. Briefly discusses the nature of material in the
database and its compilation.
The internationalization of MARC
Authors: Kokabi Mortaza
Published: July 2002

Surveys the development of various MARC formats out of USMARC.
Considers the formats for Canada, France, Spain and Indonesia. Indicates
their main points of difference and local requirements.
The joys of statistics
Authors: Stephen Peter , Hornby Susan
Published: July 2002

The need for investigation to provide hard evidence for management
planning and decisions is well recognized. Statistical methods offer
meaningful analyses of quantitative and qualitative data. Data may be
acquired from published and official sources or by one′s own collecting.
Evaluating other people′s data and reported results, and making valid
conclusions from one′s own data, require some intuitive understanding of
methods of data collection and the theoretical bases of statistics.
Methods of analysis range from simple arithmetical processes and
graphical display to inferential methods based on probability.
Acquisition of adequate statistical skills is accessible to all workers
in the library and information field.
Enter the cyberpunk librarian: future directions in cyberspace
Authors: Willson Jonathan
Published: July 2002

Proposes the “cyberpunk librarian” as an identity for
the librarian able to operate in the emerging cyberspace. Describes the
properties and culture of this electronic frontier. Reviews a broad
range of literature to identify future directions for libraries and
librarians who will have to seek a response to the major social impact
of technology‐driven change. Argues that librarians are presented with
an opportunity to reaffirm and assert their professional values and
beliefs. They can help to shape a vision of cyberspace that provides
benefits to society and individuals based on a fair and equitable
distribution of information resources.
Retrospective conversion of library catalogues in UK institutions of higher education A quantitative analysis
Authors: Sweeney Russell
Published: July 2002

As part of an investigation as to whether a national retrospective catalogue conversion programme is justified, presents a summary of the results of a survey of retrospective conversion programmes in UK higher education libraries. The survey was conducted by the author in association with Philip Bryant of the University of Bath. Questionnaires were sent to 266 higher education libraries in the UK.
In memoriam
Authors: Gale Michael
Published: July 2002

Describes the development of performance indicators in the bibliographic records section since 1988. The timeliness of the section’s output was perceived to be more relevant from the user’s point of view than the number of books catalogued, so two key indicators were monitored: the length of time which books spend on the cataloguing shelves and the size of the backlog. The statistics in graphical form to assist planning the section’s work. Time analysis was introduced more recently, both to provide a more meaningful context for the performance indicators and also to put a cost on the section’s activities in the light of current trends towards greater financial accountability and the development of service‐level agreements. Discusses some problems inherent in the use of performance indicators and suggests greater integration between sections.
Moi University Library’s bibliographic instruction programme
Authors: Khamadi S.I.D.
Published: July 2002

Describes the educational background of Moi University and discusses the goals of a bibliographic instruction programme for new undergraduates offered in the library. Outlines changes designed to make the programme more immediately relevant to students in relation to the aims and objectives of the university and the programme.
SCONUL and quality assurance
Authors: Sykes Jean M.
Published: July 2002

Provides an overview of the activities of SCONUL (Standing Conference of University Libraries) with regard to quality assurance in higher education since 1993. Outlines the contribution of a joint working group set up by SCONUL and the Funding Council quality agencies; setting out the working group’s terms of reference, weaknesses identified in the inspection process for library support services for academic subjects, and setting out a checklist of aspects which assessors should be looking for. Concludes that SCONUL has an important future role with regard to quality assurance procedures for libraries in higher education, and with regard to the place of libraries and other learning resources in such institutions.
Preparing to be reviewed and the aftermath of review
Authors: Haythornthwaite Jo
Published: July 2002

Discusses the process of preparing for a review and suggests that preparation includes three stages: reading all available documents, talking and brainstorming with staff, and then writing the review document. Notes that the aftermath of the review is more difficult to handle, and that it is essential to debrief and to build on the findings of the review report via working parties and away days. Concludes that the preparation is usually the most helpful part of the exercise but that the report may give the library the opportunity to take unpopular decisions with the support of the review panel.
Teaching quality assessment: the role of the subject librarian
Authors: Battersby Richard
Published: July 2002

Provides practical advice and guidance to subject librarians in UK academic libraries preparing for teaching quality assessment (TQA) visits. Suggests what action librarians should take prior to an assessment visit, including forms of departmental liaison. Provides a comprehensive checklist, arranged into six broad categories, of those issues which can be raised by assessors. Describes the author’s recent experiences of TQA for science and engineering subjects at the University of Edinburgh. Indicates what action should be taken after the assessment visit.
Linkage analysis: its use with staff and information
Authors: Hannabuss Stuart
Published: July 2002

Considers how an examination of information in the workplace can be assisted by the use of linkage analysis. This technique identifies factors and determines correlations between them, with the aim of illuminating the perceived order of factors, as seen by people at work, and underlining intuitive decisions. Indicates some developments from the technique.
The NetOffer model: a case example from the virtual marketspace
Authors: Grönroos Christian , Heinonen Fredrik , Isoniemi Kristina , Lindholm Michael
Published: July 2002

Contributes to the development of a model of Internet offerings, labelled the NetOffer model, by analysing data from an Internet‐based case, cinema ticket sales on the Internet. The objective is not to test hypotheses about Internet offerings, but to develop an understanding of the nature of such offerings. The study shows that although Internet offerings in the virtual marketspace can be characterised as services, a model of such offerings is only partly similar to a service offering model from the physical marketplace, the Grönroos Augmented Service Offering model, used as a starting point for the analysis. In the proposed model major features need to be modified or added. The accessibility and interaction elements of service offerings merge into one communication variable and a user interface element is included as an Integral part of an internet offering. The information element of the model is also explicitly emphasised.
Toward a conceptual framework of employee volunteerism: an aid for the human resource manager
Authors: Geroy Gary D. , Wright Philip C. , Jacoby Laura
Published: July 2002

The purpose of the research is to provide HR managers with some guidance, as they develop employee volunteer programs to meet specific workforce needs. Structured interviews were conducted with eight employees. The data suggest that employees who volunteer time believe that such experiences benefit them personally and improve their ability to perform their work duties. There were slight differences in program type, with those employees involved in programs characterized by high management support and commitment tending to perceive that they reap high overall rewards for their volunteer activities. The perceived impact of volunteer activities on employees included: an improved ability to cope with job challenges; the development of contacts and skills that can be used on the job; improved self‐esteem and a sense of pride. These factors can increase employees’ ability to be proactive problem solvers on the job.
SAP‐LAP models of inquiry
Authors: Sushil
Published: July 2002

Inquiry into managerial situations, problems and issues is needed very often. A mode of inquiry using situation‐actor‐process (SAP)‐ learning‐action‐performance (LAP) (SAP‐LAP) models of flexible systems management is presented here. It is argued that in order to gain deep insight and for effective action, a SAP‐LAP model of inquiry may be developed by identifying critical questions in each element of the SAP‐LAP paradigm. Three generic SAP‐LAP models for inquiry into general problem solving, change, and flexibility are presented followed by an illustrative application. These models may be adapted according to the requirements of the context under consideration.
The cost of capital for projects: conceptual and practical issues
Authors: Anderson Ronald C. , Byers Steven S. , Groth John C.
Published: July 2002

Examines how individual projects will affect the organization’s stated desire to “add value” by its operations, particularly how the market will judge each project on this basis. Considers rates of return, risk and cost of capital. Provides practical guidance for managers seeking to establish the cost of capital for a number of different types of project. Also provides special guidelines useful in the analysis of cost reduction projects.
The technology, mythology and economy of technology
Authors: Chaharbaghi Kazem , Willis Robert
Published: July 2002

Although technology has always been, and will continue to be, the hallmark of human activity, it remains a poorly understood concept. There is little recognition that behind technology lies a technology, the accelerating application of which is making the presence of the technological revolution more and more visible. The most obvious manifestation of this is the increasing frequency in the redefinition of the way in which society lives and works. This article, while demonstrating humankind as technology creatures, provides an explanation of how society progresses or regresses by resolving or failing to resolve the paradoxes inherent in technology through uncovering both its mythology and economy.
Re‐negotiating and re‐affirming in cross‐border marketing processes: a learning‐based conceptual model and research propositions
Authors: Vaux Halliday Sue , Cawley Richard
Published: July 2002

Relationship marketing is the paradigm which is currently seen to offer insight into the internationalising process. This paper takes these concepts and links them together with notions of culture and learning in novel ways. The knowledge impacts of national and corporate culture need to be understood in the international exchange processes at the heart of cross‐border/cultural marketing. Relationship creation can then be incorporated into organisational learning so that the organisation learns, understands and develops a memory. These processes are here combined into a conceptual learning‐based model of cross‐cultural marketing.
A historical examination of employee entitlement
Authors: Naumann Stefanie E. , Minsky Barbara D. , Sturman Michael C.
Published: July 2002

There has been much debate about people’s perceptions of entitlement. We trace the history of the different uses of entitlement perceptions across fields in order to develop a typology that identifies two dimensions: level of entitlement and degree of reciprocity. We conclude that a historical, cross‐disciplinary examination of the construct of employee entitlement will improve our understanding of the role of entitlement perceptions in the workplace. Specifically, we suggest that each of the four combinations of the entitlement and reciprocity dimensions points to a different employee‐organization relationship and, thus, requires a different motivational tool.
An investigation of the decision process for selecting an ERP software: the case of ESC
Authors: Verville Jacques , Halingten Alannah
Published: July 2002

Decribes how ESC, a holding company for a gas and electric utility and non‐utility energy business, completed the acquisition of Oracle’s enterprise resource planning (ERP) solution (finance and related applications) at a cost of US$6.5 million in March 1997. From initiation to completion, the acquisition took approximately six months. The structure of the acquisition process that emerged from the data revealed six distinctive iterative, recursive and inter‐related processes that, together, form a complex web of activity and tasks for the acquisition of ERP software. These activities and tasks are described and analyzed as a function of the six processes. The ERP acquisition process developed by ESC for this acquisition was non‐typical of their normal procurement practices and proved to be a significant learning experience for the entire organization. This case provides a useful illustration of “good practice” and sets forth the framework for the ERP acquisition process.
The messy history of OB&D: how three strands came to be seen as one rope
Authors: Dent Eric B.
Published: July 2002

The George Washington University organizational behavior students have been privileged to learn from professors who were students of three different founders of the field. The three strands discussed here are Roethlisberger and the Harvard Business School, Kurt Lewin and NTL, and Herzberg. This learning experience is very different from introductory textbooks, which give the impression that the field has made consistent, linear progress from the early days until today. The enriched experience includes a sense of the false starts, values conflicts, egos, lack of cross‐communication, and other dimensions of the human condition that played a role in the founding of OB&D. This article reviews the development of these strands and points out that, although there are similarities, they were working on different problems, using different data sources, with different units of analysis. The article concludes with a glimpse at how these three founders would view the field of OB&D today.
Local economic trading schemes and their implications for marketing assumptions, concepts and practices
Authors: Crowther David , Greene Anne‐Marie , Hosking Dian Marie
Published: July 2002

This paper focuses on the relationship between a particular social practice – local exchange trading systems or schemes (LETS) – and what we here call the “mainstream” marketing paradigm. It begins by discussing some of the key principles that are thought to set LETS apart from other, “more mainstream”, economic activities. One case is then given particular attention – the “Ithaca hours” system – run in Ithaca, New York. Having examined the formalities of the system and its operation, the paper reviews what participants say about their participation. The paper draws upon these multiple narratives to explore the ways LETS may be both similar to and different from other forms of economic and social praxis. The authors’ argument is that “mainstream” marketing concepts and practices fail to embrace all the complexities of LETS as social‐economic practices.
“The first time I took acid I was in heaven”: a consumer research inquiry into youth illicit drug consumption
Authors: Smith Andrew , Fitchett James A.
Published: July 2002

Consumer research and marketing rarely examine illegal forms of economic life despite the fact that market terminology is often (and increasingly) applied to describe the exchange relations in illicit markets like prostitution and drug consumption. Represents an attempt to use a consumer research perspective to explore the youth consumption of illicit recreational drugs. The findings show that the illicit structure of the market for recreational drugs has a direct effect on the consumer decision‐making process in terms of expectations, risk judgments and source credibility. The findings highlight the importance of social networks and implicit exchange relations in the market for recreation drugs. The paper concludes that there is value in a drawing on a consumer research approach to examine illicit marketing contexts.
Environmental Management
Authors: McCloskey Jo , Maddock Sarah
Published: July 2002

Environmentalism has become one of the key management concerns of the
1990s but many organizations are experiencing problems in incorporating
environmental principles into their accepted management practices.
Examines the development of environmental management systems (EMS) and
considers how they may be implemented. Discusses the importance of legal
and social requirements, the organization′s culture and the adaptation
of its value systems to enable effective implementation.
Streamline Your Plan Process
Authors: Sokol Reuben J.
Published: July 2002

To meet complex global challenges, executives face key challenges to set
effective strategic visions. Too often the long‐term plan itself becomes
a lengthy process, thus delaying reaching tangible results. Executives
can get bogged down co‐ordinating a plan for many diverse parts and
functions of their company. For example, linking a focused mission
statement to broad environmental or market perspectives is a major
challenge to putting together a coherent plan; or the effects of natural
reiterations in the process are overlooked. Recommends several key ways
to improve and quicken companies′ strategic efforts, including: first
highlight what is truly new within the business environment; involve a
variety of functional experts, while targeting their efforts; use less
than six core analyses; collapse the time to complete a plan, i.e.
within two months. Benefits include saving time, communicating a clearer
strategic vision, avoiding hidden bias, focusing better on priorities,
and getting results sooner.
Laura Ashley – An International Retail Brand
Authors: Warnaby Gary
Published: July 2002

Describes the origins and development of the UK retailer, Laura Ashley,
emphasizing the internationalization of the company and the emphasis on
international comparison from an early stage of the company′s
development. Charts the company′s overseas development in North America,
Europe and the Pacific Basin with particular reference to the
modifications to the trading format of the company that were necessary
to gain acceptance in these markets. Considers the factors influencing
Laura Ashley′s philosophy in its overseas markets and the recent events
establishing Laura Ashley as an international retail brand.
Cost Management and Value Creation
Authors: Groth John C. , Kinney Michael R.
Published: July 2002

The value of a company is a function of many variables. Costs are of
special importance since managers can influence costs. Success at cost
management has a phenomenal effect on value because of the relationships
between costs, business risk, financial risk, and valuation. These
relationships are non‐linear. Consequently, success in cost management
yields amplified benefits in terms of value creation. In a counter
sense, shortcomings in cost management result in an intensified
eradication of value. Last, improved profits derived from cost
management are “higher quality” increments to profits. Interestingly,
the same non‐linear phenomenon holds: an increment to profits that
results from costs management will have a greater addition to company
value than an equal increment in profits that results from higher sales
or higher sales price per unit. These reasons attest to the importance
of attention to costs in value creation. Focuses on benefits of cost
management in terms of: the reduction of business risk; the favourable
asymmetric effect on the creation of value; the increased tax benefits
since it allows, in fact calls for, an adjustment in the financing of
the firm with attendant tax benefits. It offers additional
considerations relevant in emerging cost control technologies such as
activity‐based costing (ABC) and cost driver analysis. The issues also
are consistent with the topical theme of relating organizational
activities to value additivity.
The Japanese in the Automotive Aftermarket
Authors: Walle A.H.
Published: July 2002

Although the Japanese are often considered invincible, they make
mistakes. In the automotive aftermarket, they misjudged the power of
channel conflict and suffered as a result. Points to failures of
Japanese business‐to‐business marketing strategies in the United States
and potentially in Europe.
Megatrends and Global Paradoxes
Authors: Lloyd Bruce , Naisbitt John
Published: July 2002

John Naisbitt, who has written several books on the future, including
Megatrends (which sold over eight million copies), discusses with Bruce
Lloyd the issues raised in his latest volume, Global Paradox. Reveals
that Naisbitt sees the global corporation becoming more important at the
same time as becoming more vulnerable; indicates Naisbitt′s view that
the importance of democracy is increasing while the importance of
politicians is decreasing; and reports Naisbitt′s belief in growth in
both an economic one‐world, in parallel with greater political
fragmentation. Today the world is changing in many dimensions and many
of these changes appear contradictory, but Naisbitt′s insights
contribute to our understanding of these changes and how they can be
seen to fit coherent and consistent patterns.
HRM: A Key to Competitiveness
Authors: Terpstra David E.
Published: July 2002

In the increasingly competitive global economic environment,
organizations are searching for strategies and practices that will give
them an edge. Describes some HRM practices that are used infrequently,
but which may enhance organizational effectiveness. A good deal of
empirical literature has demonstrated that the use of these practices
can increase employee levels of performance, and recent research,
conducted by the author, found that firms which employ these HRM
practices are more profitable than those which do not.
Volcanoes and trees
Authors: Brooke Carole
Published: July 2002

Towards the end of the 1980s, industry reported an IT “skills
crisis”. Academics and practitioners responded by focusing on the
extent and nature of the apparent shortfall and identified the most
critical skills and roles for the following decade. Ironically, before
the next decade had begun, the reported “crisis” reversed,
due partly to an economic recession. This unforeseen
“miracle” underscored the need for a much longer term view.
While the “skills crisis” literature highlighted some very
important points, its obsession with the demographic downturn detracted
from fundamental issues concerning development of the human resource.
Argues that the skills crisis was a product not of a skills shortage,
but of a skills wastage resulting from inappropriate organizational
practices. These practices are still in evidence. Stimulates analysis of
a company′s treatment of their human resources, particularly of IT
staff. Scenarios taken from the author′s fieldwork are suggested as
tools which can effectively begin this process. Reflects on issues
arising from the literature and within that context offers conceptual
models of the research. Presents two scenarios for consideration. The
first represents the main findings of the fieldwork and the second an
“idealized” organizational form.
Combining management and information flow techniques
Authors: Neng Chiu Huan
Published: July 2002

In the present condition of intense global competition, the
survival of a firm becomes the underlying issue. How to regain
competitive advantage and promote synergism is the greatest concern for
entrepreneurs who have lost many of their market opportunities.
Introduces a procedure for practitioners to follow in establishing
effective management systems, which aims to make a fundamental change
and continual improvement in managerial and operational structures.
Claims that an expandable nerve‐type management information network of
the company as a whole can be built systematically by following this
procedure. This procedure is essentially a combined technique that
guides practitioners through the processes of system development
planning and decision making, potential problem analysis, correction,
integration, and control. Demonstrates, by means of case examples and
the results of a survey, that it can be concluded that the use of the
combined technique is beneficial for the promotion of system
performance.
Important factors in the sale and pricing of services
Authors: Groth John
Published: July 2002

The first of a two‐article series addressing important factors in
the pricing of services. Success at garnering a high price and margin on
a service hinges on important variables. Mistakes in the delivery and
pricing of services can have far‐reaching “residual damage”
effects quite different from those associated with the delivery of a
“tangible” product. Examines a host of issues important in
the pricing and sale of services including the differences in the
product versus service purchase decision. Discusses factors influencing
the acceptable price and purchase decision; customer need fulfilment and
satisfaction; elements of risk as well as the importance of the risk for
services versus products. Argues that prompting a sale of service at any
price depends on a heavy weighing of certain variables of great import
to the customer. Provides background information important in the
pricing of services. Focuses on how one might maximize perceived
favourable attributes of services to influence price favourably.
Examines the importance of “residual damages” resulting from
errors in delivery of services.
Small business and their banks: a post‐charter analysis
Authors: Gammie Bob
Published: July 2002

Banks in the UK have received much adverse publicity over the last
four years. Primarily, they have been accused of failing to pass
interest‐rate reductions on to their small business customers. This has
resulted in the introduction of charters to specify more clearly the
conditions of their relationship with their small business customers.
Focuses on the impact of bank charters on this relationship and
establishes that banks are now doing more to accommodate their small
business customers. Small businesses have confidence in their account
managers, but are not receptive to advice from this source. Recommends
that they should be more amenable to advice and be more proactive in
seeking consultation with senior bank representatives. Displeasure over
charges can be alleviated through discussion and explanation.
Risk and capital budgeting
Authors: Brookfield David
Published: July 2002

Capital budgeting in a live environment is crucially influenced by
exposure to risk. Argues that while there are many risk analysis
techniques that could be used to assist with investment appraisal (for
example the incorporation of risk premiums in discount rates,
simulation, sensitivity analysis, etc.), it is not often recognized that
the most widely used method – net present value (NPV) and nearly
all of its variants – will often lead to incorrect conclusions
when exposure to risk is not correctly incorporated. When risk is
properly accounted for, surprising results emerge in evaluating project
viability and sensitivity with respect to risk.
Measuring resources for supporting resource‐based competition
Authors: Azzone Giovanni , Bertelè Umberto , Rangone Andrea
Published: July 2002

Draws attention to the recent emergence of a new model of how firms
compete – known as the resource‐based approach – which views
the firm as a set of critical resources, defined as resources which are
scarce, defendable, difficult to market and initiate and hence usable as
the basis for long‐term competitive advantage. Offers a reference
framework for creating a resource measurement system and links the
resource measures to the overall performance of the company in terms of
shareholder value.
Confucian roots in China: a force for today′s business
Authors: Jacobs Laurence , Guopei Gao , Herbig Paul
Published: July 2002

Confucianism is dead! Confucianism is obsolete! Confucianism is
passé! For at least the past 30 years the government of
China has taken a strong stand against Confucianism. Yet it is
impossible to do business in China and not feel the effects of Confucian
philosophy. For example, strong feelings of a social hierarchy are still
present in China. The Confucian ethical structure, with its lack of
civil law, still influences current thinking. A strong sense of family
as the basic unit of production, with its rights of inheritance and
views of the extended family, still pervades much of Chinese thought. If
Confucianism is officially gone, its influence is still strong.
Identifies the aspects of Confucianism which are relevant to those
seeking to understand the Chinese business environment.
A practical approach to management
Authors: Collins David
Published: July 2002

Argues that so‐called practical approaches to management are misguided since they tend to assume that practical matters can be considered separately from, and prior to, theoretical analysis and reflection. Making a call for a more explicitly theoretical approach to management, makes suggestions for reshaping management thinking.
Benchmarking against the theory of market orientation
Authors: Harris Lloyd C.
Published: July 2002

The 1990s have seen a flurry of academic and practitioner interest in market orientation as a business philosophy. However, despite theoretical advances in models of market orientation, the development of market orientation still remains a significant problem for executives. Critically reviews the Jaworski and Kohli model of market orientation. Reviews Jaworski and Kohli’s consequences and antecedents to market orientation, develops managerial implications and forwards a management agenda.
Succession planning in a fast‐changing world
Authors: Kransdorff Arnold
Published: July 2002

Two things happen every time an employee retires, is made redundant or leaves to join another company. The experience acquired at the company’s considerable expense literally walks out of the door and the company has to replace the individual, often from outside. For organizations, job change, which has always been continuous, has been accelerating over the past decade as individuals switch their employer every six years. Even though most professionally managed companies run induction courses, most new managers will readily admit that the components that most inhibit their early passage to full productivity relate to understanding and accommodating their new employer’s individual corporate culture, management and communication styles, and the detail of recent events. Because of the difficulties of imparting such information, companies generally leave individuals to assimilate these intangibles as best they can, usually by osmosis. The evidence suggests that it can take 12 months ‐ and often much longer ‐ to become fully productive. Lack of continuity has an insidious effect on productivity and competitiveness. Outlines a cost‐effective solution to high job mobility.
Working capital management: an urgent need to refocus
Authors: Rafuse Maynard E.
Published: July 2002

Argues that attempts to improve working capital by delaying payment to creditors is counter‐productive to individuals and to the economy as a whole. Claims that altering debtor and creditor levels for individual tiers within a value system will rarely produce any net benefit. Proposes that stock reduction generates system‐wide financial improvements and other important benefits. Urges those organizations seeking concentrated working capital reduction strategies to focus on stock management strategies based on “lean supply‐chain” techniques.
Environmental consultancy in the UK: structure and implications
Authors: Caldwell Nigel
Published: July 2002

The environmental consultancy market is, by any measure, expanding. Yet, what does the future hold for those entering the market? In essence the market will be split between three types of organizations: large environmental consultancies; niche players; and low‐cost providers of environmental services. Initial advantage will go to those firms offering services relating to energy efficiency and waste minimization. In the long term, however, advantage will go to those consultancies which are willing to use an active and involved approach with their customers, and at a lower margin than they may take now.
Multicultural team learning: an approach towards communication competency
Authors: McCain Barbara
Published: July 2002

Analyses the need to prepare business students in the art of multicultural communication as we approach the millennium. Assesses four research areas: language codes; learning of roles and norms; affective speech development and applied communication. Of the four, applied communication appears to be the most suitable and useful for most business courses. It suggests that course instructors with high‐performance goals should organize and select study teams with members comprising of a cultural mix, educational experience and work experience, the combination of which should provide competitive advantage to attain the intended goals. Rationalizes the up and down sides of team learning in some detail. Finally, assesses the advantages of multicultural team learning in communication competency.
Developing a marketing plan for Lemonhead
Authors: Coomasaru Chami , Day James , Lee Spencer
Published: July 2002

Presents a marketing plan based on primary research, which focuses on the proposed launch of a new product, Lemonhead, into the existing alcoholic lemon drink market. For this analysis,Two Dogs (the current number two in the sector) was selected as the main competitor product. Using the mix map model, identifies by empirical research shortfalls regarding the four Ps, which then became the focus for attack in the promotion of Lemonhead. Shows the short‐term strategy of replacing the current number two to be successful in achieving the long‐term goal of becoming the market leader.
A new generation of competitors
Authors: Chaharbaghi Kazem , Nugent Edward
Published: July 2002

Claims that by managing its processes strategically, an organization can maximize its knowledge development capabilities to the full in creating and exploiting business opportunities. Presents the concept of knowledge‐based competition and explores the changing nature of competition. Identifies not only the speed of the organization transition to be the single biggest issue underpinning its successful development, but also the determination and exploitation of strategic processes to be the key creative ingredient to success.
Marketing professional associations
Authors: Wilson Aubrey
Published: July 2002

Worldwide professional, trade, research and other associations are losing membership because of increasing economic stringency and the failure to demonstrate the benefits they can deliver. This is a vicious circle, because loss of membership reduces their critical representational and protection of standards function. Shows how associations, by adopting marketing techniques adapted to their specific needs, can obtain and retain members, ensure corporate support and, as importantly, increase the level of membership involvement within the association. Gives examples of how two associations establish and monitor member need and the values they place on the services provided.
Managing operating assets to create value
Authors: Byers Steve S. , Groth John C. , Wiley Marilyn K.
Published: July 2002

Provides the conceptual structure and practical framework for analysing the effects which changes in operating cycle variables will have on economic value. Focuses on important issues and techniques in analysing and managing raw materials, work in process, finished goods and accounts receivable. Addresses single and joint effects of changes in the operating cycle on additions to value. Illustrates the amplification effects of improvements in the operating cycle. Contains simplified sample analysis to allow one to focus on conceptual and practical issues rather than complex numbers.
Acquisitions and firm characteristics: the importance of internal monitoring mechanisms
Authors: Weir Charlie
Published: July 2002

An important characteristic of public limited liability companies is that those which provide a company’s finance are not involved in the running of the business. It is therefore in the interests of the owners (shareholders) to ensure that the management team is implementing policies consistent with shareholder objectives. If the controls imposed by the shareholders are ineffective, the firm’s performance will suffer and it will become a takeover target. Compares the characteristics of a sample of acquired and non‐acquired firms. Finds evidence that acquired firms are less profitable than non‐acquired firms. Results show that the board structures of acquired firms make managerial discretion more likely. Finds that acquired firms are more likely to have a dual chief executive officer and chairman, have a lower proportion of non‐executive directors on the board and have non‐executive directors who are perceived to be less effective.
Robust strategies in a day
Authors: Mercer David
Published: July 2002

As a development from previous work on “simpler scenarios”, a format has now been devised which allows the complete scenario planning process, from start of environmental analysis to finished robust strategies, to be run in just one day. The new process revolves around four main sessions ‐ compressed into a single day: (1) development of global scenario drivers for 2025; (2) development of “industry sector” drivers for 2010; (3) development of alternative scenarios; (4) investigation of key turning points and development of robust strategies
Entrepreneurial pricing: the Cinderella of marketing strategy
Authors: Pitt Leyland F. , Berthon Pierre R. , Morris Michael H.
Published: July 2002

Pricing has tended to be the least creative element of marketing strategy, despite the fact that evidence from successful firms points strongly to the integral role of pricing in performance. Suggests that effective pricing has much to gain from an understanding of the entrepreneurial process, and its dimensions: innovativeness, proactiveness and risk‐assumption. Because firms today operate in increasingly turbulent environments, a reluctance to be entrepreneurial in pricing could lead to stagnation or even demise. Also provides a checklist for practising managers to use to determine the extent of entrepreneurial pricing behaviour within their firms.
“Managerial grid” and Zhuge Liang’s “Art of management”: integration for effective project management
Authors: Sui Pheng Low , Lee Ben S.K.
Published: July 2002

States that much of the existing management literature was written entirely from a Western perspective without any reference to practices in the East. Explains that, in the booming East Asian market, project managers from the West would need to pay special attention to Oriental beliefs, cultures and philosophies. Attempts, for the purpose of integration, to put together the managerial grid framework from the West with an ancient Chinese strategic treatise written by Zhuge Liang 1,600 years ago. Suggests that there are many similarities between the “Managerial grid” and Zhuge Liang’s “Art of management” when used to resolve problems related to project management.
Analytical procedures: management tools for monitoring controls
Authors: Lee Minwoo , Colbert Janet L.
Published: July 2002

Discusses whether management, as a part of its duties, designs and maintains a system of internal control. Shows that the COSO report (“Internal Control ‐ Integrated Framework”, 1992) emphasizes that management is responsible for the design and operation of internal control; as part of its responsibilities for controlling, management monitors the system of internal control. States that analytical procedures are tools which management can use to monitor controls. The methods highlight which operating or financial data might contain errors. Notes that the presence of errors indicates that controls are not effective. Explores analytical procedures which management might use in monitoring controls. Says that some analytical procedures are straightforward, requiring few calculations and relatively few historical data. Posits that other techniques are more complex, using statistical models and more historical information. Provides practical guidance on applying analytical procedures.
Skills for successful international assignments to, from and within Asia and the Pacific: implications for preparation, support and training
Authors: Fontaine Gary
Published: July 2002

First makes the case that effective preparation, support, and training for international assignments to, from or within Asia and the Pacific need to be based on sound models of the skills required to meet the challenges of those assignments for the assignees themselves, their families accompanying them, those managing them, and the hosts with whom they are working. Then presents the characteristic ecologies encountered on these international assignments; identifies coping with ecoshock, developing strategies to effectively complete essential tasks in a new ecology, and maintaining motivation as the three key challenges faced in those ecologies; and describes the skills useful in dealing effectively with these challenges. Finally, presents the implications for intervention programmes to assist assignees in acquiring these skills and an illustrative training programme outline.