bluuebunny/crossref_metadata_2025_split huggingface dataset:
Luxury suites and team selling in professional sport
Authors: Lawrence Heather J. , Moberg Christopher R. 
Published: June 2009

PurposeThe purpose of this paper is to provide a framework for team selling to sports firms that can be used to more effectively select members for sales and CRM teams and improve the performance of teams in attracting and retaining premium seating customers.Design/methodology/approachThe paper provides a two‐stage framework based on the personal selling process and the activities that support CRM programs. Recommendations are guided by the sport marketing and team selling literature streams and by best practices in sport marketing.FindingsThe paper recommends the formation of two teams (personal selling and CRM) during the customer relationship cycle and provides guidelines for team member selection based on the critical activities that occur during the personal selling and CRM processes. Key success factors are provided, including the establishment of a customer‐focused organization and effective communication practices among team members and between selling teams.Originality/valueAlthough the use of selling teams is gaining popularity in several industries, the broader sales literature lacks research that can support the development and effective management of selling teams. Within the sport marketing literature, there is no research on selling teams. The main academic contribution of the paper is the cross‐disciplinary merging of existing team selling research in the sales literature with current research and industry information on marketing and sales by sport organizations (luxury suite sales). For the practitioner, the framework provides guidance on effective team member selection and best practices for the effective management of selling teams.
NFL head coaches as sensegiving change agents
Authors: Goosby Smith J. 
Published: June 2009

PurposeThe purpose of this paper is to suggest that a key role of the professional US NFL head coach is as a sensemaker, sensegiver, and driver of intentional change.Design/methodology/approachIntentional change theory and sensemaking are used to explore NFL head coaches' roles as sense‐givers of intentional change during their pre‐game and post‐game press conferences.FindingsThis paper presents propositions that if substantiated demonstrate that examining professional head coaches' behavior during pre‐ and post‐game press conferences will yield insight into the coaches' skills as sensemakers, sensegivers, and agents of the intentional change process.Research limitations/implicationsIn addition to this paper being conceptual, not empirical, other limitations exist. There may be gender differences in coaching behavior; however, since there are no female NFL head coaches, gender‐related patterns can not be observed in this context. Since this study only addresses one sport, there may be differences in how coaches manage change in different sports. Future research will test these hypotheses empirically, distinguish these behaviors with respect to team performance, study different sports, and examine similarities and differences of male and female coaches in the same sport.Practical implicationsIf the propositions in this paper are supported by future empirical work, this paper gives coaches (and those who evaluate them) additional insight into their behavior. It also will give another view into what makes for a successful coach.Originality/valueWhile research inspired by athletic coaches influences organizational development research, few studies examine athletic coaches as organizational change agents. This paper conceptualizes coaches beyond their technical roles; it focuses on their sensegiving about the team's progress along the intentional change trajectory that they have set.
Procurement of agricultural products using the CPFR approach
Authors: Fang Du Xiao , Leung Stephen C.H. , Long Zhang Jin , Lai K.K. 
Published: June 2009

PurposeThis paper seeks to apply a framework of collaborative planning, forecasting and replenishment (CPFR) to develop a procurement model for agricultural products.Design/methodology/approachConsidering the biological nature, seasonality and perishable characteristics of agricultural raw materials and products, the paper revises the CPFR reference model. Then, the paper constructs a n‐tier CPFR procurement model by extending a two‐echelon supply chain to a multi‐echelon supply chain and incorporating upstream suppliers in the supply chain. Moreover, the concept of collaborative transportation management (CTM) is integrated into the n‐tier CPFR procurement model. Finally, a case study is analysed and the efficacy of the proposed model is also validated.FindingsThe finding suggests that CPFR approach is applied in the procurement of agricultural products. The case results show that the service level is increased and inventory variance is reduced. The proposed model can thus improve the accuracy of forecasting and reduce inventory losses.Originality/valueThe paper offers a useful insight into procurement of agricultural products. The proposed model is a useful development for the agricultural industry in implementing CPFR in the future.
Supply chain partners' trust building process through risk evaluation: the perspectives of UAE packaged food industry
Authors: Laeequddin Mohammed , Sardana G.D. , Sahay B.S. , Abdul Waheed K. , Sahay Vinita 
Published: June 2009

PurposeThis paper seeks to identify the up‐stream supply chain member's (manufacturers, suppliers, supplier's service providers) characteristics, economics, dynamic capabilities, technology and institutional perspectives of risk in relationship to develop a trust building model through risk evaluation and to address the issue: should a supply chain member strive to build the trust or strive to reduce the risk with its members and from which perspectives?Design/methodology/approachA conceptual framework was developed considering five key perspectives (characteristics, economics, dynamic capabilities, technology and institutions) to evaluate the member's risk in relationship and derived the hypothesis from the framework. A survey was conducted in UAE packaged food industry upstream supply chain covering senior managers of 102 companies. Data were analysed using multiple regression analyses through SPSS. The selected supply chain members of this industry include packaged food products companies as manufacturers, packaging material converters as suppliers of packaging material to manufacturers and packaging raw material suppliers as supplier's suppliers of manufacturer.FindingsFrom the survey results it is found that characteristic and institutional risk perspectives influence significantly to initiate a trustworthy relationship. Economics, dynamic capabilities and technology risk perspectives play a significant role to maintain trust in relationship. No perspective of members is found to be significantly risk‐free.Research limitations/implicationsThis study has identified the perspectives of risk that can initiate and build trust between supply chain members in the context of a global business environment with a strong institutional system. Further research is required to identify the supply chain member's risk‐worthy characteristics, threshold levels of risk bearing capacity and the extent to which the institutions can reduce the membership risk to build trust.Practical implicationsThe study results suggest that the supply chain members should strive to reduce the membership risk levels to build trust rather than striving to build trust to reduce the risk. As long as a member's risk levels are within their bearable limits trust can be considered as a risk coping mechanism and when the risk levels exceed their bearable limits the subject of trust turns into risk management/security management.Originality/valueThis study may be one of the first to develop a trust building model through a risk evaluation process and also one of the first to study the trust in supply chain member's relationship in UAE. Findings from this research should prove useful to management researchers and practitioners.
Learning conditions for non‐formal and informal workplace learning
Authors: Kyndt Eva , Dochy Filip , Nijs Hanne 
Published: June 2009

PurposeThe purpose of this research paper is to investigate the presence of learning conditions for non‐formal and informal workplace learning in relation to the characteristics of the employee and the organisation he or she works for.Design/methodology/approachThe questionnaire developed by Clauwaert and Van Bree on learning conditions was administered to 1,162 employees of 31 different organisations. An explorative factor analysis was performed to reduce the number of variables and to look for underlying constructs in the data. Second, a series of analyses of variance were calculated in order to be able to compare the factors in different kinds of groups of employees.FindingsThe authors concluded that for the five learning conditions that were identified in this research, different kinds of groups of employees have different chances for non‐formal and informal learning. These learning conditions are “feedback and knowledge acquisition”, “new learning approach and communication tools”, “being coached”, “coaching others”, and “information acquisition”.Originality/valueThe value of this research is that it has shown that characteristics of the employee and his or her organisation have a relationship with the presence of learning conditions or chances for non‐formal and informal workplace learning. Moreover, this research included all kinds of employees and not only those responsible for training and education in the organisation. This research focused on conceptions and perceptions of “regular” employees.
Utilizing cash‐to‐cash to benchmark company performance
Authors: Randall Wesley S. , Theodore Farris M. 
Published: June 2009

PurposeThe purpose of this paper is to show how the cash‐to‐cash (C2C) metric may be used to benchmark supply chain performance.Design/methodology/approachThe paper utilizes C2C variables as a means to benchmark company performance.FindingsThree case studies are offered where firms have benchmarked to: review their internal accounts payable policies; linked results of their benchmarking to profitability to help focus implementation efforts; and served as a call to action to proactively seek improvements with key trading partners. The models developed in this paper provide a benchmark approach to inter‐firm supply chain financial management. These models have direct application in a cost conscious economy and represent a non‐zero sum gain for cooperating corporations.Research limitations/implicationsC2C variables are readily available for use in benchmarking.Practical implicationsC2C benchmarking allows the firm to identify where to focus improvements with their supply chain trading partners.Originality/valueC2C has been touted as the first multi‐dyadic supply chain metric.
En route to a theory of benchmarking
Authors: Moriarty John P. , Smallman Clive 
Published: June 2009

PurposeThe purpose of this paper is to review the epistemology of benchmarking and identify methodological elements of a theory of benchmarking.Design/methodology/approachA thematic approach is applied to origins, primal and functional definitions of benchmarking.FindingsBenchmarking remains theoretically underdetermined, with publications focusing on pragmatism and praxis rather than epistemology. Analysis of the literature leads to a new definition of benchmarking focusing around the teleological processes that lead to state‐transformation of organizations.Research limitations/implicationsA theoretical foundation for benchmarking should be consistent with current organizational paradigms. Going forward the paper aims to develop a theory of benchmarking based on illustrative model derived from the thematic review.Practical implicationsThe paper initiates the development of a more rigorous theoretical base for future benchmarking practice, which will strengthen organizations' business cases for undertaking such processes.Originality/valueRecasts much of the extant literature in beginning to focus on the fundamentals of benchmarking.
The impact of Auto‐ID on logistics performance
Authors: Johansson Ola , Pålsson Henrik 
Published: June 2009

PurposeThe purpose of this paper is to examine how logistics performance is affected by the use of different identification technologies and practices for utilising the tracking data.Design/methodology/approachThe paper uses the survey method. The survey instrument is developed in co‐operation with an expert group consisting of both researchers and industry representatives. The data are analysed using multivariate techniques and hypothesis testing.FindingsThis paper indicates better logistics performance for companies using radio frequency identification (RFID) technology, while no significant differences can be seen for companies using Auto‐ID in general. In terms of registration, best‐in‐class firms have more identification points along their supply chains compared to other firms. Best‐in‐class firms also seem to have more extensive sharing of tracking data with supply chain partners, both upstream and downstream, and in terms of frequency and scope, which contributes to superior logistical performance.Research limitations/implicationsTo provide a more robust scientific justification of the survey results, in‐depth case studies should be carried out. Further studies are needed to verify the links between RFID and logistics performance.Practical implicationsThe findings may enable managers to estimate the potential of using identification technologies and learn of practices which may enable their organisations to improve logistics performance.Originality/valueThis paper presents empirical links between different identification technologies, attributes of the tracking system, use and sharing of tracking data and logistical improvements.
Automated measurement of earthwork volume in construction projects
Authors: Shehab Tariq 
Published: June 2009

PurposeThis paper aims to present an automated system that measures the volume of excavated soil in earthmoving operations. It focuses primarily on presenting the use of the radio frequency identification – real time location technology and image analysis techniques in isolation of stockpiles from their noisy backgrounds, extraction of their geometrical attributes and determination of their location.Design/methodology/approachAn extensive literature review of image analysis techniques is performed to identify the ones most applicable in developing the proposed automated system. A set of techniques are selected and experimented to evaluate their effectiveness in the proposed application. A review of the state‐of‐the‐art distance measurement technologies is also conducted to identify the most suitable system to be used in the proposed system.FindingsA set of image analysis techniques that positively contribute to the accuracy of the proposed system is identified. Geometrical attributes of stockpiles are automatically extracted for volume measurement purposes. The use of an affordable and reliable automated distance measurement tool is also suggested.Research limitations/implicationsAlthough the proposed methodology is believed to be applicable to most configurations of stockpiles, it was tested on conical ones only.Originality/valueThe current practice of measuring the volume of excavated soil is time consuming and costly. Furthermore, it does not facilitate monitoring of excavation activities on close time intervals. The proposed system overcomes the problems associated with the current practice and provides an automated strategy that can be easily used by field personnel and/or home office management staff to closely monitor the progress of their earthmoving operations without physical human intervention.
How healthcare states matter
Authors: Burau Viola , Fenton Laura 
Published: June 2009

PurposeThis paper aims to identify variation in the introduction of New Public Management reforms in healthcare and how this variation is related to country‐specific healthcare states.Design/methodology/approachThe analysis uses the introduction of clinical standards in Britain and Germany as cases. The two countries are characterised by interesting differences in relation to the institutional set‐up of healthcare states and as such present ideal cases to explore the specific ways of how healthcare states filter clinical standards as tools of a generic managerialism.FindingsBoth countries have introduced clinical standards but, importantly, the substantive nature of clinical standards differs, reflecting differences in initial institutional conditions. More specifically, in Britain clinical standards have taken the form of two parallel policies, which strengthen hierarchy‐based governing and redefine professional self‐regulation. In Germany, by contrast, clinical standards come in one single policy, which strengthens the hybrid of network‐ and hierarchy‐based governing and to some extent also pure hierarchy‐based forms of governing.Originality/valueFirst, with its cross‐country comparative focus, the analysis is able to identify systematic variations across healthcare states and the specific ways in which they impact on the introduction of New Public Management. Second, with its focus on clinical standards, the analysis deals with the governance of medical practice as one of the central areas of healthcare states.
New hospital payment systems
Authors: Marije van Essen Anne 
Published: June 2009

PurposeThis paper seeks to identify different medical strategies adopted in relation to the new hospital payment systems in Germany, The Netherlands and England and analyse how the medical strategies have impacted on the emergence of these New Public Management policy tools between 2002 and 2007.Design/methodology/approachA comparative approach is applied. In addition to secondary sources, the study uses publications in professional journals, official publications of the (national) physician organisations and a (non‐random) expert questionnaire to obtain the views of the medical corporate bodies in the three countries.FindingsThe results reveal differences in the medical strategies in the three countries that point towards the significance of institutional and interest configurations. The Dutch corporate medical body was most willing to solve the conflict, while the German and English corporate medical bodies seem to be keen to use a strategy of confrontation. The differences in medical strategies also impact on the ways in which hospital payment systems have emerged in the three countries.Research limitations/implicationsFurther research is necessary to study the medical strategies in healthcare reforms from a broader perspective, for instance by including other countries.Originality/valueThe paper gives insights into the interplay between the medical profession and the government in the context of new managerial governance practices in the hospital sector. It adds to the scholarly debates about the role of the medical profession in health policy‐making.
Teaching and studying marketing history: a personal journey
Authors: Savitt Ronald 
Published: June 2009

PurposeThe purpose of this paper is to provide insights into the challenges and rewards of engaging in the inextricably intertwined activities of studying and teaching marketing history. The secondary purpose is to encourage marketing scholars to expand work in this area.Design/methodology/approachThe approach invokes the memoir and that format traces the author personal development in the field of marketing history over 30 years. It discusses what the author learned, how he learned, and how these lessons can be applied.FindingsThe paper offers several findings: marketing history can be part of every marketing course; students should be engaged in the development and application of historical findings; marketing scholars must develop an understanding of historical methods as a means of supporting research and teaching; and marketing history should eventually be seen in marketing as economic history is seen in economics.Practical implicationsThe paper puts forth an approach for undertaking historical research in marketing and suggests how to use those findings in teaching marketing history. The emphasis focuses on engaging students with the caveat that history is not predictive. The goal is to put marketing events in their proper context, to understand how they develop and how they play out. Marketing history has its own intrinsic value but also provides a new dimension for decision making.Originality/valueThe paper uses a first person narrative of working in developing a field, a historic device not frequently found in marketing. It also represents a historiography of marketing history.
Capitalism, early market research, and the creation of the American consumer
Authors: Ward Douglas B. 
Published: June 2009

PurposeThe purpose of this paper is to examine the way American businesses and marketers used research to shape the concept of the consumer at the turn of the twentieth century.Design/methodology/approachA historical, cultural approach is used to examine published and unpublished writings of economists, marketers, researchers, and publishers from the 1880s to about 1930. The primary focus is Curtis Publishing Company, publisher of the Saturday Evening Post and Ladies' Home Journal, and creator of one of the first market research departments in the USA.FindingsThe argument is made that publishers and advertisers took the values of a republic, values which has long empowered and idealized white property owners, and redefined those values in terms of buying ability. In doing so, they embed many biases in their market research, yet gave businesses a working concept of the consumer and helped shape society's ideals of the consumer.Research limitations/implicationsAs with all historical research, it is limited by the primary sources that have survived and are available.Originality/valueThis paper shows how early market research can provide an important perspective into the making of a consumer society, and how it can be used by historians and current practitioners to understand the methods, biases, and assumptions that have guided marketers and market research.
J. Walter Thompson: building trust in troubled times
Authors: Mishra Karen E. 
Published: June 2009

PurposeThe purpose of this paper is to understand how J. Walter Thompson (JWT) utilized its private forums for its executives over the period 1936‐1938 to build trust both within its own organization as well as with the public in the 1930s. This was a time when the advertising industry was under public scrutiny resulting from using what consumers considered emotional and irrational appeals in their advertising practices.Design/methodology/approachThis archival research examines the meeting minutes of these forums to discover what topics were most important to the leaders of JWT at this time. The archives are located at the Hartman Center at Duke University.FindingsThis paper highlights the importance of these forums that were led by the top management team and attended by the creative staff of JWT. These forums played an important role in strengthening the culture of JWT, by building organizational trust and fostering organizational communication with a new generation of JWT leadership.Originality/valueThis paper utilized primary data sources – the meeting minutes from 1936 to 1938 – to uncover the values of JWT and how those values were disseminated to their employees, as well as how it impacted their work with their clients and ultimately the public.