bluuebunny/crossref_metadata_2025_split huggingface dataset:
Resource commitment behaviour of industrial exhibitors: an exploratory study
Authors: Li Po‐Chien , Evans Kenneth R. , Chen Yen‐Chun , Wood Charles M. 
Published: July 2011

PurposeThe purpose of this study is to assist practitioners in improving the benefits they receive from trade shows. This study seeks to investigate the behaviour of resource commitment of exhibiting firms and its relationships with market orientation and exhibition performance.Design/methodology/approachData were collected at the 2007 Suzhou Circuitex Show, which is held annually in Suzhou, Jiangsu Province, China. It is one of the largest international shows for the printed circuit board (PCB) industry. A total of 315 questionnaires were handed out and 185 usable questionnaires were returned.FindingsThe results advance the theoretical understanding of the market orientation‐resource commitment behaviour – performance framework within the setting of an industrial trade show. This study finds that market orientation is positively associated with an exhibiting firm's resource commitment behaviour, which in turn has varying influences on the different dimensions of trade show performance.Research limitations/implicationsThe cross‐sectional study suggests that different facets of exhibition resource commitment may have distinct effects on several dimensions of trade show performance. Future research should adopt a longitudinal survey and extend this study domain to a broader range of industrial contexts.Practical implicationsThe research provides a better understanding of the development process of trade show programmes for practitioners in industrial firms to develop effective exhibition strategies.Originality/valueThis paper fills a significant gap in the literature and offers evidence for the relationships among market orientation, resource commitment behaviour and trade show performance. Furthermore, the current research identifies three aspects of resource commitment behaviour and creates corresponding measures for them.
How salespeople deal with intergenerational relationship selling
Authors: Bolman Pullins Ellen , Mallin Michael L. , Buehrer Richard E. , Jones Deirdre E. 
Published: July 2011

PurposeThe Millennial generation (born after 1981) of salespeople is projected to become the apparent heir to replace top‐end Baby Boomers expected to retire at an alarming rate over the next five years. This problem poses a significant challenge in that buyer‐seller relationships will need to form between members of different generations.Design/methodology/approachThrough a grounded theory style approach, the paper explores this intergenerational selling relationship development problem.FindingsIn addition to confirming that Millennial salespeople feel challenged by differences stemming from their age‐group, several strategies were identified for Millennial salespeople to overcome these challenges and effectively build relationships with their (older) customers.Research limitations/implicationsThe study is qualitative and based on a limited convenience sample, but reveals the need to further pursue study in this area.Practical implicationsManagers can help younger salespeople develop strategies for managing older buyers. These strategies are establishing similarities, building credibility, showing dependability, demonstrating professionalism, and showing youthful enthusiasm.Originality/valueThe paper helps resolve the issue of whether understanding generational differences is important. Statistics show that increasingly younger salespeople will call on older buyers. The paper establishes that this is consistent with discrimination, SIT theory, rather than earlier work on similarities.
Public sector cost management practices in The Netherlands
Authors: Verbeeten Frank H.M. 
Published: July 2011

PurposeThe purpose of this research project is to validate the claim that recent developments in the public sector have increased the demand for and use of cost management information in public sector organizations.Design/methodology/approachThe approach taken is a survey of financial managers in public sector organizations in The Netherlands.FindingsThe findings indicate that the design and use of cost management systems differs across branches. In addition, the results suggest that information from cost management systems is used to legitimate the organization's activities to external stakeholders rather than to manage public sector organizations. Finally, cost management information is used mostly by financial managers yet hardly used by political managers. The results defy claims that cost management information has become important in managing public sector organizations.Research limitations/implicationsAll limitations of survey research apply. The survey is based on a non‐random sample of public sector organizations in The Netherlands; findings may not be transferable to other countries.Practical implicationsLegal and regulatory requirements relating to the use of cost management information may not have their intended effects.Originality/valueThe paper responds to previous calls in literature to use quantitative research methods to generalize findings from previous case studies. Also, the paper empirically tests the use of cost management information in The Netherlands, a country with a Nordic style of public management.
Clashes as potential for innovation in public service sector reform
Authors: Pekkarinen Satu , Hennala Lea , Harmaakorpi Vesa , Tura Tomi 
Published: July 2011

PurposeThe purpose of this study is to examine the ongoing dynamics of the public service sector reform through an embedding process of a municipal enterprise from the field of basic social and health care services – a pilot model in Finland.Design/methodology/approachThe framework of a multi‐level perspective on transitions is used to describe the change process. At the lowest level of this perspective are the experimental niches acting as “seeds of change” represented by the case organisation, a municipal enterprise operating in the basic social and health care sector. The data consist of 16 thematic interviews with the key persons of the operating system, analysed with the principles of content analysis.FindingsThe examination uncovers diverse pressures affecting niche level innovations and manifesting as clashes and controversies between old and new ways of thinking, but these clashes can also act as a platform for innovations when opened up, analysed and facilitated.Practical implicationsClashes that appear in societal transition processes and regime changes, both in the regimes and also on the organisational level, should not be seen solely as bottlenecks, because they can act as innovation potential when opened up and facilitated. This implies the need for not only new technological, service‐related and organisational innovations in the public sector reform, but also innovative practices, “second level innovations”.Originality/valueThis paper contributes to the discussion on the ongoing change processes in the reform of the social and health care sector, emphasising emerging clashes not only as obstacles but opportunities.
The global financial crisis and UK PPPs
Authors: Connolly Ciaran , Wall Tony 
Published: July 2011

PurposeThis paper seeks to examine how Public Private Partnerships (PPPs) have been affected by the global financial crisis (GFC). After briefly discussing PPPs and the GFC, the paper considers whether the latter has been a contributing factor in the declining number of projects reaching financial close.Design/methodology/approachThe paper employs document content analysis to compare the time between notification of a project in the Official Journal of the European Union and its financial close in order to assess whether this period has increased since the beginning of the GFC. Two case studies are also presented.FindingsApart from a very small number of projects, the time between official project notification and financial close is lengthening, with the case studies providing some possible explanations for this.Originality/valueWhilst Burger et al. provide some general statistics on the impact of the GFC on PPPs in a number of countries, this paper examines over 600 PPPs in the UK and supplements this analysis with two case studies, in order to assess whether the GFC has led to delays in projects reaching financial close.
Factors affecting the performance of water utility companies
Authors: Guerrini Andrea , Romano Giulia , Campedelli Bettina 
Published: July 2011

PurposeThe purpose of this paper is to carry out an analysis of Italian water utility companies to determine whether their performance was related to certain relevant variables that have been broadly discussed in the existing literature. Among these are ownership structure, size and diversification. In addition, the paper considers another variable – the geographical location.Design/methodology/approachThe paper reviewed the annual financial statements of 80 Italian water utility companies between 2004 and 2008. It also obtained data regarding tariffs, volumes supplied and population served from Conviri, the Italian national authority for water. Finally, the paper discusses the significant differences among clusters, using parametric statistic methods.FindingsIt was found that ownership structure, size, diversification and geographical location had an impact on the performance of water utility companies, although with different degrees of significance.Research limitations/implicationsFurther studies are necessary in order to improve the way that performance of water utilities is assessed. First of all, it might be helpful to improve our data categories, adding financial data, tariffs, volumes supplied and population served for more than one year and obtaining segmental reports for multi‐utilities. In addition, it would be interesting to apply other methods, such as DEA analysis, to confirm our research findings.Practical implicationsFor a local authority it is convenient to entrust water services to publicly owned companies because they apply lower tariffs and make higher investments pro capita on the pipe network. Moreover, since economies of scale and scope exist, a company's growth and diversification should be encouraged.Social implicationsIn Italy the water industry is currently the focus of a vast political debate. As a matter of fact, a recent law (n. 133/2008 article 23‐bis modified in November 2009) encourages private administration of this industry. The results led to an improvement in the debate on the strategic choices and organizational structure of water utilities, giving helpful suggestions to policy makers and local authorities for developing future strategies.Originality/valueThe research findings improve the existing literature on performance assessment regarding water utilities, for the first time focusing on the Italian context, where companies with different features coexist: public and private utilities, small, medium and large companies as well as mono and multi‐utilities.
Procurement issues in Malaysia
Authors: Shu Hui Wee , Othman Radiah , Hj Omar Normah , Abdul Rahman Rashidah , Husna Haron Nurul 
Published: July 2011

PurposeThis study was undertaken with the aim of surveying the perception of the two main stakeholders in procurement system; the contractors and the procurement officers on issues such as accountability, transparency, corruption, integrity and cronyism pertaining to the public procurement system in Malaysia.Design/methodology/approachInterviews were conducted over a nine‐month period in 2007 to gauge the perception of the procurement officers and contractors on procurement issues in Malaysia. The interview data were then transcribed and grouped according to six main themes; transparency, procurement policies and procedures and its implementation, personnel involved in the procurement system, estimation/budget/pricing, professionalism and ethics and timeliness.FindingsOne of the common complaints made by the contractors was prevalence of interference from outside parties and cronyism, which affects the awarding of contracts. The procurement officers were blamed for malpractice and non‐compliance to the policies and procedures of the procurement system.Practical implicationsThe paper deals with sensitive issues and takes several months to successfully gather respondents who willing to give feedback on their experience with the procurement system. The data are first hand information and are carefully transcribed and categorized into categories to help better understanding of the issues raised by the respondents.Originality/valueThe paper deals with sensitive issues and takes several months to successfully gather respondents who willing to give feedback on their experience with the procurement system. The data are first hand information and are carefully transcribed and categorized into categories to help better understanding of the issues raised by the respondents and the private sector.
Diversity and employee turnover in the Dutch public sector
Authors: Groeneveld Sandra 
Published: July 2011

PurposeThe purpose of this paper is to explore the differences in turnover and turnover intention by gender and ethnicity. In addition, it seeks to examine the effects of diversity management on turnover intention.Design/methodology/approachA theoretical framework is constructed on the basis of ASA‐ and PO‐fit literature and previous research on diversity management and turnover. By analyzing two large‐N survey datasets the determinants of turnover and turnover intention of both native Dutch and ethnic minority men and women are examined.FindingsResults show that women's turnover is most commonly associated with intrinsic factors, whereas men's decisions to leave the public sector are most commonly motivated by extrinsic factors. For ethnic minority men, the management of the organization and the leadership style of the supervisor are important determinants of any intention to leave the public sector. There is only a modest negative effect of diversity management on turnover intention.Practical implicationsTo build and retain a diverse workforce, HRM policies in the public sector that used to be standardized and collective, should be adapted to the needs and values of the various categories of employees.Originality/valueThe effective management of diversity will increasingly be a central issue for public sector management. This article provides an understanding of the strategies that Dutch public sector organizations could employ to limit turnover of both native Dutch and ethnic minority men and women.
Learning from the failures of others
Authors: Amankwah‐Amoah Joseph 
Published: July 2011

PurposeThe purpose of this study is to examine the effects of post‐exit knowledge diffusion created by departed firms on recipienfirms.Design/methodology/approachThis is an inductive and exploratory study which tries to understand questions of how and why. The research used a qualitative interview methodology and data analysis using within and cross‐case analysis.FindingsAnalysis of the data revealed that recipient firms' strategic directions and organizational design are fundamentally shaped by the career imprint of the former managers of the departed firm.Research limitations/implicationsPractical and policy implications are identified and discussed. The study suggests that organizational failure should be viewed as having wider externalities, on both markets and society as a whole. The demise of an industry incumbent should not be viewed as necessarily having a negative impact, rather as a strategic opportunity for new firms to enter and for existing ones to expand by drawing on the expertise released by its departure.Originality/valueThis paper makes an original contribution to the literature by integrating learning‐from‐failure, knowledge spillover and career imprinting theories to examine the post‐exit effect of firm departure. The paper also counters prior emphasis of the extant literature on the relationship between work experience and job performance which has focused mainly on experience within the current firm, overlooking the importance of work experience acquired in prior firms.
Organizational commitment through organizational socialization tactics
Authors: Filstad Cathrine 
Published: July 2011

PurposeThe aim of this paper is to investigate how organizational socialization tactics affect newcomers' organizational commitment and learning processes.Design/methodology/aproachA survey was conducted using a measurement tool based on Van Maanen and Schein's theory on organizational socialization tactics and Kuvaas' measurement tools of organizational commitment. The respondents were newcomers in two large Norwegian government organizations.FindingsIt was found that there was no significant relationship between organizational socialization tactics on the context and content dimensions and affective organizational commitment. That means that facilitating formal training and timetables for career development does not necessarily lead to organizational commitment. The research finds, however, a significant relationship between institutionalized social dimensions and organizational commitment. That means providing newcomers with role models and support and acknowledgement from experienced colleagues, positively affect their organizational commitment. Consequently, the extent that newcomers have the chance to participate in work activities and socially interact with established colleagues, positively affect their affective commitment and learning processes.Research limitations/implicationsThe measurement tool was translated into Norwegian, which might affect losing the validity of two out of six dimensions of organizational socialization. Also, the social dimension only explains 25 percent of the factors resulting in organizational commitment. Thus, other factors need further investigation, also to address the complexity in newcomers' learning processes when facilitating organizational socialization.Practical implicationsThe paper recognizes the importance of newcomers having access to, and being able to learn from established colleagues through participation and practice in work activities.Originality/valueThere are no previous studies of organizational socialization tactics in Norway, and only limited research combining these tactics with organizational commitment, including recognizing organizational tactics' limitation in sufficiently understanding the complexity of newcomers' learning processes.
Individual learning and group performance: the role of collective efficacy
Authors: Budworth Marie‐Hélène 
Published: July 2011

PurposeThe aim of the current study is to investigate the effect of training individual group members on the collective efficacy of the group and the group's subsequent performance.Design/methodology/approachParticipants (n=275), in a laboratory study were randomly assigned to groups of five (k=55). Individuals were then randomly selected from those groups such that none, one, three, or all five members of the group participated in training on effective ways to select a job candidate.FindingsGroups in which at least a majority of group members were trained had higher collective efficacy than groups where fewer members were trained. Training individuals beyond a majority did not improve collective efficacy further. Collective efficacy mediated the relationship between individual training and group level performance.Research limitations/implicationsThis research extends the knowledge of the relationship between the individual and the group within social cognitive theory. Training a majority of the group is needed to see an increase in collective efficacy, a mediator of group performance.Practical implicationsHuman resource managers should consider the effects of training individuals when they expect their employees to work as teams. It is beneficial to train as many people as necessary for the group to be able to benefit from the new information; however, training beyond the majority of people within the group does not improve confidence or performance.Originality/valueThe paper examines the relationship between individual group members and collective efficacy in a learning context. This extends the knowledge of social cognitive theory by crossing levels of analysis.
Explaining lower educated workers' training intentions
Authors: Sanders Jos , Oomens Shirley , Blonk Roland W.B. , Hazelzet Astrid 
Published: July 2011

PurposeThe purpose of this study is to contribute to the discussion on how to increase lower educated workers' participation in training programs inside and outside the workplace through stimulating intentions with respect to training.Design/methodology/approachThis article is based on data from the Study on Life Long Learning and Employment by TNO (Netherlands Organisation for Applied Scientific Research), a three‐wave longitudinal study among lower educated workers in three different companies in The Netherlands. Data from the baseline questionnaire on 213 workers who are not currently participating in training activities are used along with a multiple regression model to test whether subjective norms, perceived behavioral control, attitude/expected value, management support, coworker support, career orientation, job insecurity and prior participation in informal learning correlate with lower educated workers' intentions with respect to training.FindingsThis study shows that when stimulating lower educated workers' intentions with respect to training, one should focus on their attitude towards training participation, their subjective norms on training participation and their perceived behavioral control over participating in training. These aspects can be influenced through management support, coworker support and promoting career orientation. These factors contribute to the personal factors and thus, although indirectly, stimulate intentions with respect to training.Originality/valueThis article is the first to present clear ideas on ways to stimulate lower educated workers' intentions to participate in workplace learning activities and to develop interventions to strengthen their current and future labor market position. It also shows that in stimulating lower educated workers' intentions with respect to training the focus should be on individual, as well as organizational, or group factors.