bluuebunny/crossref_metadata_2025_split huggingface dataset:
Winning new customers using loyalty‐based segmentation
Authors: Markey Rob , Ott John , du Toit Gerard 
Published: June 2007

PurposeThe article shows how to combine loyalty and segmentation tools to define attractive new customer segments.Design/methodology/approachBain's research shows how companies that use the combination excel at three skills. Successful firms: firstly, broaden their appeal by narrowing their focus. They seek new opportunities to deepen relationships with the loyal, profitable customers they know best before trying to appeal to new groups. Secondly, they grow faster by staying close to what they do best. They look inward to identify and tap the capabilities that enable them to meet target customers' needs in unique ways. Finally, they spur innovation by listening patiently. They engage customers in an ongoing dialogue that guides decisions about how their products, services and business evolve.FindingsOver a five‐year period, businesses that successfully tailor product and service offerings to desirable customer segments post annual profit growth of about 15 percent. By contrast, companies that fail to connect the right value propositions to the right customer segments have annual profit growth of only 5 percent.Practical implicationsInnovative marketers study consumer needs and wants in detail to develop insights about a small, attractive customer set that becomes the focus of their product development, a group called the Design Target.Originality/valueThe Design Target is the group that your company comes to understand so completely that when you design products and services for them, they say: “This is absolutely perfect for me.” They're the customers your company has the capabilities to serve better than your competitors.
Learning by doing: six dimensions of complexity in researching SMEs
Authors: Lewis Kate , Massey Claire , Harris Candice 
Published: June 2007

PurposeThe purpose of the paper is to present practical methodological insights into doing research with the owner‐managers of small and medium enterprises.Design/methodology/approachPractical methodological lessons are reported from a project involving interviews with owner‐managers of a set of 50 firms recruited from a random sample of 500 New Zealand “manufacturing” or “service” firms employing 5‐50 full‐time staff.FindingsThe experiences of the project team were reflected on, refined, and presented as six practical “lessons” to be considered by others contemplating engaging with SMEs to achieve a research objective.Research limitations/implicationsThe findings are subjective (in that, they are the opinions and experiences of the researchers involved) and are derived from a specific context (the SME sector in New Zealand).Originality/valueThe paper contributes to the small, but growing, body of literature that specifically deals with “good practice” research methodology in relation to small firms.
The importance in accounting of ambiguity tolerance at the national level
Authors: Harding Noel , Ren Mingchuan 
Published: June 2007

PurposeThe aim of the research is to examine potential differences in the levels of ambiguity tolerance between Australian and Chinese accountants at the national, rather than individual, level.Design/methodology/approachAmbiguity tolerance levels of final year accounting students (proxying for entry level accountants) and first year accounting students from Australia and China were measured using the MacDonald AT‐20 Ambiguity Tolerance Index. Comparisons were made across the four subject pools with a view to identifying national level differences suggested by the cultural, sociological, historical, and contemporary issues impacting on the accounting profession in the two countries.FindingsEntry level accountants in China are less tolerant of ambiguity than their Australian counterparts. There are, however, no statistically significant differences in the levels of ambiguity tolerance between first year accounting students in China and Australia.Research limitations/implicationsThe research employed final year accounting students as surrogates for entry level accountants. Future research could usefully extend this research to practicing accountants at different ranks.Practical implicationsGiven the central role of ambiguity in contemporary accounting practice, the potential implications are broad. This is particularly the case with regard to the harmonization of accounting practices in that accountants with different tolerances for ambiguity might make different decisions in the face of similar accounting standards and circumstances. Interestingly, the results from the research suggest that differences in ambiguity tolerance are attributable to events occurring while students are studying.Originality/valueThis research examines ambiguity tolerance at the national level (rather than the individual level), thereby allowing practical implications to be prescribed.
Customer empowerment in tourism through consumer centric marketing (CCM)
Authors: Niininen Outi , Buhalis Dimitrios , March Roger 
Published: June 2007

PurposeThe purpose of this paper is to explain consumer centric marketing (CCM) and adopt this new technique to travel context. The paper seeks to outline the benefits and disadvantages of the CCM together with warnings of typical caveats.Design/methodology/approachThe paper provides an exploration of the CCM concept and demonstrates several applications in the tourism, travel and hospitality industries.FindingsCCM will be expected as the norm in the travel industry by customers of the future, yet it is only the innovators who gain real tangible benefits from this development.Practical implicationsThe paper offers tangible examples for the travel industry on how to utilise this new technology. The technology is already available and the information communication technologies (ICT) companies are keen to establish ways as to how consumers can utilise it, i.e. by providing “content” for these ICT products the travel industry can fully gain from these developments and also enhance consumers' gains from it. This can result in more satisfied customers for the travel (as well as ICT) companies thus truly adopting the basic philosophy of marketing.Originality/valueThe paper outlines current and future opportunities to truly place customers at the centre and provide organisations with some real savings/gains through the use of ICT.
Mortality projections and unisex pricing of annuities in the UK
Authors: Hudson Robert 
Published: June 2007

PurposeIn the UK, there is a strong government commitment to the compulsory use of annuities to manage the “decumulation” of assets in defined contribution pension schemes. Almost all annuity rates are determined by reference to the gender of the individual involved. This has the implication that females receive a lower pension for a given size of pension fund. It is arguable that this situation represents a clear case of sex discrimination and moral, legal‐ and policy‐based arguments can be made for and against this view. The purpose of this paper is to review these arguments in the light of emerging evidence about longevity.Design/methodology/approachThe paper outlines the nature of the UK annuity market and the associated methods of annuity pricing, details the difficulties of predicting longevity and discusses the economic implications of a move to unisex annuity rates.FindingsA number of recent trends are weakening the financial and statistical arguments against introducing unisex annuity rates. The life expectancy of males and females is converging, the use of annuity pricing factors other than gender is increasingly common and it has become clear that there is great uncertainty in mortality projections.Practical implicationsStatistical and financial arguments that gender should be a primary factor for costing annuities should be accorded less weight than in the past.Originality/valueThe paper offers an evaluation of the merits of unisex annuity rates in the light of recent evidence about longevity.
FATF Special Recommendations and UN Resolutions on the financing of terrorism
Authors: Thony Jean‐François , Png Cheong‐Ann 
Published: June 2007

PurposeThis paper seeks to examine the extent to which Financial Action Task Force (FATF) Special Recommendations and UN Security Council Resolutions on the financing of terrorism have been implemented by countries and the legal issues relating to the implementation of these requirements.Design/methodology/approachIt uses the findings from a review of the International Monetary Fund and the World Bank, which is based on a sample of 18 countries that were assessed on their compliance with the FATF 40 + 9 Recommendations (which include the FATF Special Recommendations and UN Security Council Resolutions 1267 and 1373) between March 2004 and August 2005.FindingsIt analyses the extent to which the FATF Special Recommendations and UN Security Council Resolutions 1267 and 1373 have been implemented, and in particular, the areas which countries have difficulties in complying fully with the requirements and related issues. It also discusses the difficulties with applying international law instruments such as UN Security Council Resolutions 1267 and 1373 where measures were aimed at non‐state actors and their assets, as well as the need for ensuring that persons affected by these measures have adequate legal recourses.Originality/valueIn countering the financing of terrorism, the paper discusses the design of a new international legal framework, which requires development of new concepts. It suggests that, by addressing the legal challenges created by these new concepts, the latter can be further refined, improved and strengthened.
Combining vertical and horizontal collaboration for transport optimisation
Authors: Mason Robert , Lalwani Chandra , Boughton Roger 
Published: June 2007

PurposeThe purpose of this paper is to focuss on customer driven supply chains and what this means for the management of freight transport, a key process in the supply chain as it acts as a physical link between customers and suppliers. It aims to assess whether some of the new collaborative models for transport management are delivering better optimised solutions.Design/methodology/approachThe paper is based on a multi‐dimensional methodological approach, which includes empirical, model building, opinion and archival evidence. Much of the thinking and findings in this paper have been derived from a series of quasi‐delphi discussion sessions with logistics industry experts from three sectors, steel, grocery and construction and experienced academics in the fields of logistics and supply chain management.FindingsThe paper sets out to argue that new innovative solutions are emerging for better transport optimisation, that exploit the competitive power of collaboration, both vertically with supply chain partners and horizontally with other logistics service providers (LSPs).Research limitations/implicationsThe research was largely focused on the road freight transport industry in the UK and Europe. However, it is felt that similar thinking can be deployed in other settings for alternative transport modes and other geographical regions. From an academic perspective the paper contributes to the notion that supply chain management as well as focussing on vertical coordination and process integration also needs to incorporate the potential considerable power of horizontal collaboration.Originality/valueIn particular it is original in that it highlights how important it is to combine vertical collaboration with horizontal collaboration if better optimised transport solutions are to be achieved. This is of considerable value and interest both to practitioner and academic communities.
Supplier selection problem: integrating DEA with the approaches of total cost of ownership and AHP
Authors: Ramanathan Ramakrishnan 
Published: June 2007

PurposeThis paper seeks to propose a methodology to integrate the total cost of ownership (TCO) and the analytical hierarchy process (AHP) approaches for selecting appropriate suppliers for a firm.Design/methodology/approachThis paper suggests an interesting way of combining the objective and subjective information provided by the results of the TCO and AHP approaches through the application of data envelopment analysis (DEA).FindingsThree different versions of DEA models have been used to illustrate the integration of TCO and AHP.Research limitations/implicationsThe integration of DEA with TCO and AHP can be extended to more complex situations, including assessment of risk behaviour of suppliers and including fuzzy concepts.Practical implicationsThe proposed integrated model could be used for supplier selection, which involves several quantitative and qualitative factors.Originality/valueTo the best of the author's knowledge, the proposed integrated DEA‐TCO‐AHP model is the first of its kind to be applied for the supplier selection problem.
Cohort perception of luxury goods and services
Authors: Hauck William E. , Stanforth Nancy 
Published: June 2007

PurposeThis research aims to investigate differences between cohorts and perceptions of luxury goods and services.Design/methodology/approachA survey asked participants to rate goods to determine their perceptions of luxury. Participants also provided information concerning elasticity and motivations for purchasing goods and services. A total of 347 participants in three age groups completed the questionnaire.FindingsThe study shows that there are significant differences between cohort groups in their perceptions of luxury goods and services, especially between the oldest and youngest cohorts. The elasticity measures showed that for all three cohorts, certain goods and services were inelastic and, therefore, were considered not to be luxury goods. The reasons why people buy goods they do not need varied between cohorts.Research limitations/implicationsThe results of the study may not be generalizable to other groups of consumers because it was a convenience sample.Practical implicationsThe results of this study show that marketers need to tailor messages to individual cohort groups. Consumers' experiences at their “coming of age” do influence perceptions of luxury. There are different motivations for buying among the cohort groups. Identifying and leveraging these motivators in marketing communication will help to target these groups with appropriate messages. Marketers need to understand those motivations and develop communication campaigns that target those groups.Originality/valueLittle research has focused on the cohort perception of luxury. Although there is evidence to suggest there will be differences between age groups, this study seeks to investigate those differences to help marketers to tailor their messages more effectively.
The operationalisation of international fashion retailer success
Authors: Wigley Stephen , Moore Christopher M. 
Published: June 2007

PurposeThe paper aims to define the components crucial to international fashion retailer success and to establish how these components may be practically managed by a firm in order to achieve success.Design/methodology/approachThe paper employs a case study approach.FindingsThe paper proposes that there are three components crucial to international fashion retailer success – coherent international brand management, disciplined distribution control, and retail presentation consistent with the marketing image. This may be achieved via centralised control structures or via effective management of relationships with foreign agents.Research limitations/implicationsThis is an exploratory study requiring further quantitative investigation.Originality/valueThe paper applies theoretical approaches to practical issues, and offers a practical account of how overseas fashion retailer success may be affected by firm management decisions and competencies.
Strategic alliances and knowledge sharing: synergies or silos?
Authors: Connell Julia , Voola Ranjit 
Published: June 2007

PurposeThe purpose of this paper is to investigate the influence of a relationship marketing orientation within a strategic alliance (referred to as the Alliance) to determine whether those firms have achieved synergy in knowledge sharing or whether they operate as knowledge silos.Design/methodology/approachTo achieve this aim the paper takes a strategic perspective and proposes a model based on the resource‐based view of the firm (RBV) in order to discover whether member firms can move Alliance relationships towards knowledge sharing experienced within long‐term and continuing relationships.FindingsThe results of this study reveal that intangible assets, such as relationships and knowledge, should be managed by the Alliance with the same care as would be undertaken with tangible assets. Further, the development of a relationship market orientation (RMO) by the Alliance appears to be crucial.Research limitations/implicationsA key limitation of this paper could be considered the sample size (although the response rate was high) and geographical location.Practical implicationsImplications from the study were that, although information and knowledge were being shared, one area of improvement would be in relation to the depth of knowledge sharing that tended to occur on a superficial basis.Originality/valueThe findings are original in terms of knowledge sharing across organizational boundaries. There is currently very little research available that focuses on the influence of an RMO on knowledge sharing within network groups.
Money laundering – chapter five
Authors: Bosworth‐Davies Rowan 
Published: June 2007

PurposeThe purpose of this chapter is to look at the implications of the laws which are designed to prevent and forestall money laundering and how they impact upon relevant industry sectors.Design/methodology/approachThe paper looks specifically at the implications of the word “suspicion” and what they really mean. It examines the context of “suspicious transaction disclosures” and reviews the ways in which the UK Government is seeking to change the terms of engagement into requiring “suspicious activity reporting”. The paper also looks at how potentially suspicious activities can be disguised by the professional money launderer, in ways which spell danger for financial institutions.FindingsIf government wishes to introduce regulatory change, then it should do so openly, transparently and in the full glare of publicity, and provide a full opportunity for the issues to be debated by parliament, and not seek to slide it onto the statute books using underhand methods.Originality/valueThe paper offers insights into the implications of global money laundering laws.
Collaborative business relationships
Authors: Palakshappa Nitha , Ellen Gordon Mary 
Published: June 2007

PurposeThis paper aims to describe in depth case studies demonstrating that many small companies that participate in collaborative relationships are not realising the knowledge and skill acquisition benefits that policy makers envision when they formulate public policy that promotes creation of collaborative business relationships.Design/methodology/approachHamel's theory of inter‐partner learning is built upon to explain the possible reasons why firms fail to derive learning‐related benefits from participation in collaborative relationships, and the implications for public policy, for firms participating in collaborative relationships, and for future research are discussed.FindingsKey findings reveal that small companies are not realising the intended benefits of collaboration. Many New Zealand firms that participate in alliances are not using them to develop new skills and competencies.Research limitations/implicationsLearning was neither an objective nor an outcome of most of the collaborative business relationships investigated in this research. The cases studied were selected from a large database of collaborative business relationships involving New Zealand firms, so there is no reason to believe that these findings are unique to the particular relationships examined; however, it would be useful to investigate the extent to which the findings generalise to other collaborative relationships in New Zealand and in other countries.Practical implicationsPolicy makers should carefully consider the types of collaborative relationships that they promote as not all relationships generate public benefits. Firms should consider collaborative relationships as a possible option for acquiring new skills and, if they wish to learn through participation in such a relationship, then they should make this a specific objective.Originality/valueThe paper shows that the adoption of a qualitative approach allows a more insightful examination of collaborative relationships and learning.
An investigation of the relationships between organizational factors, business process improvement, and ERP success
Authors: Law Chuck C.H. , Ngai Eric W.T. 
Published: June 2007

PurposeThe purpose of this paper is to present an empirical investigation into the relationships between the selected organizational variables, business process improvement (BPI) and enterprise resource planning (ERP) success.Design/methodology/approachIt is based on a sample of 96 firms operating in an Asian (Hong Kong) setting. Non‐parametric statistical tests are conducted on the sample.FindingsIt has found that the extent of BPI is positively related to ERP success, and senior management support of BPI (MSB), and senior management support of IT (MSI) and CEO‐IT distance are negatively related. However, it has also found that there exist no statistically significant relationships between approaches to business process changes and BPI, between MSI and ERP success, and between CEO‐IT distance and MSB. It has also yielded divergent findings for the impacts of CEO‐IT distance on the levels of senior MSI and MSB for the sub‐samples of firms of Western and Asian origin.Research limitations/implicationsThis research has produced empirical evidence in an Asian setting for some of the hypothesized relationships and pointed out that the impacts of certain organizational variables may differ across firms of different geographic (cultural) background. However, it is primarily empirical in nature and is weak in its theoretic underpinning to explain why these organizational variables are adopted in the study.Originality/valueThe findings of this study in an Asian setting add to those conducted in the West, and thus help fill the lacuna of research involving the variables relevant to ERP adoption.
Research agenda for SMEs in electronic platforms for the European food industry
Authors: Holt G.C. , Henchion M. , Reynolds C. , Baviera B. , Calabrese J. , Contini L. , Cowan C. , Dowgielwicz T. , Luscher C. , Maraglino A. , Prugger R. , Tononi R. 
Published: June 2007

PurposeThis paper sets out to provide a consensus position on the potential for the inclusion of small businesses in electronic platforms in the food industry.Design/methodology/approachThe consensus was derived through a Delphi‐type series of questions in an open forum of academics and industrialists across Europe.FindingsThe consensus reached was of the proven benefits of electronic platforms for small businesses and the need for further research to assess how small businesses can incorporate electronic traceability and supply chain management systems into their existing operations.Practical implicationsElectronic platforms are spreading rapidly in the food industry. However, there is some concern that small businesses are not aware of the potential for electronic supply chains such as the potential that electronic traceability offers smaller networks to supply highly demanded food quality attributes such as organic production and regional foods.Originality/valueThe paper addresses the highly topical issue of food origin with a new approach to the supply technologies behind the product.