bluuebunny/crossref_metadata_2025_split huggingface dataset:
The relationship between pricing and ethics in two industrial service industries
Authors: Indounas Kostis 
Published: April 2008

PurposeThe purpose of this paper is to investigate the relationship between pricing and ethics in two industrial service contexts. In particular the pricing practices that lead to non‐ethical pricing behavior along with the factors that could reduce such a behavior are examined. Moreover, the extent is addressed to which companies that do perceive that pricing decisions entail ethical considerations are differentiated from those companies that do not hold such a perception in terms of the pricing objectives that they pursue in order to set their prices.Design/methodology/approachIn order to achieve the study's research objectives, data were collected from 177 companies, operating in the transportation and information technology industries through a mail survey. Moreover, 20 in‐depth personal interviews were conducted in the initial phase of the research.FindingsThe main pricing practices that were perceived as being non‐ethical by respondents are related to determination of prices that lead to excessive profits, take advantage of a customer's needs and are below cost. Regarding the factors that could reduce such a behavior, the study concluded that a corporate culture that facilitates a customer orientation towards pricing decisions, the market's own mechanisms and the agreements between companies are more effective than governmental intervention. Furthermore, companies that do perceive that pricing decisions are related to ethical considerations tend to follow a more balanced approach when setting prices by pursuing both customer‐ and competition‐oriented pricing objectives, without, however, overlooking financial objectives.Research limitations/implicationsThe practical implications of the findings refer to the fact that managers might have a lot to gain by avoiding pricing practices that raise ethical considerations and endeavoring to understand the potential ethical implications of these practices. The significance of these findings notwithstanding, the context of the study is the most important caveat since it limits the ability to generalize the results in other sectors and countries.Originality/valueThe contribution of the paper lies in the fact that it presents the first attempt to empirically examine the relationship between pricing and ethics in an industrial service context.
Segmenting business‐to‐business markets: a micro‐macro linking methodology
Authors: Powers Thomas L. , Sterling Jay U. 
Published: April 2008

PurposeThis paper aims to report a research methodology that is used to identify business buyer segments by relating demographic indicators to the needs of various market segments.Design/methodology/approachThe research was based on a survey in the office systems industry. The respondents were asked to evaluate the importance of marketing services that are used by dealers to select, evaluate, and retain vendors.FindingsMarket segments were identified and categorized using demographic and need‐based data. Discriminant analysis was able to distinguish between demographic market segments and to identify these segments based on their market needs.Practical implicationsThis paper demonstrates a methodology to identify customer needs based on demographic data, lowering the cost of identifying the product and service needs of different market segments.Originality/valueDemographic and need‐based business segmentation methods are widely used, However, empirically based research that bridges the gap between these two segmentation processes has not been previously reported.
A typology of interfirm relationships: the role of information technology and reciprocity
Authors: Tong Pingsheng , Johnson Jean L. , Umesh U.N. , Lee Ruby P. 
Published: April 2008

PurposeThis paper aims to advance interfirm relationship (IR) research by applying a theoretically based typology in IR settings and empirically investigating the association of information technology (IT) and relational reciprocity with IR types.Design/methodology/approachThis study draws on Fiske's relational models theory to conceptualize an IR typology. In a business service context, a questionnaire was administered and IR types modeled via a multivariate logistic regression with IT pervasiveness, IT customization, reciprocity and embeddedness as predicting variables.FindingsThe IR typology comprises communal sharing, authority ranking, equality matching, and market pricing types. The authors find that reciprocity is more likely to associate with an equality‐matching relationship and a communal sharing relationship than with a market‐pricing relationship. Pervasive use of IT fosters an equality‐matching IR, but IT‐enabled customization distances an IR from an equality‐matching relationship.Research limitations/implicationsA theoretical implication flows from the innovative application of Fiske's relational models theory to a context of business interactions and investigation of IT in association with IR types. The affirming findings empirically validate the IR typology and offer a new perspective in studying IR structures. This research also exemplifies the theoretical value and great potentials for further exploration of the theory in IR research.Practical implicationsThe IR typology equips marketing managers with a useful tool in comprehending the intricate IRs and developing appropriate strategies for effective IR management. In designing IT use in IR interactions, both the scope and specific function of IT should be considered in order to ensure that all aspects affect consistently. Managers may encourage reciprocal exchange in shifting an IR away from a calculating relationship but consider intensive IT to foster an IR emphasizing balance and correspondence.Originality/valueThe novelty of this paper lies in the innovative application of Fiske's relational forms in IR settings and the empirical examination of the IT‐IR structure association. The IR typology advances IR research by offering a theoretically compelling and practically advantageous framework in studying IR structure, and the examination of IT‐IR associations brings to light the significance of IT in IR structures, which has been largely under‐explored.
Executives' perspectives of the changing role of the sales profession: views from France, the United States, and Mexico
Authors: Tanner John F. , Fournier Christophe , Wise Jorge A. , Hollet Sandrine , Poujol Juliet 
Published: April 2008

PurposeThis paper aims to present perceptions of sales executives from three countries regarding expectations for the future of the sales profession and sales position.Design/methodology/approachResults of a thematic interpretation of in‐depth interviews are presented, using several agenda‐setting articles as a foundation.FindingsExecutives struggle with how salespeople should add value, especially in today's multi‐channel environment. Greater professionalization is needed in countries where the state of the profession is less developed. Emergent strategy is practiced but not universally. Sales executives generally believe that little incremental value in technology can be gained, though it is apparent that technology is not being fully utilized. Other findings are also discussed.Research limitations/implicationsResearchers should consider classifying sales research by sales strategy rather than industry or country unless those aspects are factors being studied; further, questions such as how do salespeople create value and when is human intervention in the sales process required are offered.Practical implicationsExecutives should re‐examine sales technology, particularly in managing and transferring knowledge. Emergent strategy requires processes for identifying and transferring effective adaptation. Sales organizations must develop, at the salesperson level, greater business acumen, to be gained through training, experience or selection.Originality/valueThis study identifies issues and factors that will influence sales practice and should influence sales research into the future. Particularly, the study is the first to highlight the use of emergent strategy, as well as the issue of identifying and creating value.
Fading configurations in inter‐organizational relationships: a case study in the context of cultural sponsorship
Authors: Olkkonen Rami , Tuominen Pekka 
Published: April 2008

PurposeThe purpose of this study is to describe, analyze, and understand the fading configurations in inter‐organizational relationships in the context of cultural sponsorship.Design/methodology/approachA dyadic case study investigates a long‐term cultural‐sponsorship relationship between a business sponsor and a sponsored museum.FindingsThe triggers of relationship fading are broadly elaborated into structural and situational triggers. These triggers are further categorized into negative and positive structural triggers and into negative and positive situational triggers. Negative triggers accelerate the fading of cultural‐sponsorship relationships, whereas positive triggers hinder such fading.Research limitations/implicationsThe perceptions of the business sponsor and the sponsored museum are combined into a configuration matrix of relationship fading in cultural‐sponsorships relationships. The configuration matrix can be used to analyze the composition and the dynamics of perceptions during relationship fading. The configuration matrix offers a powerful and flexible tool that allows conflicting views in the cultural‐sponsorship relationship to be revealed and described.Practical implicationsThe analytical framework facilitates managerial identification of potential structural and situational triggers of fading in cultural‐sponsorship relationships. To manage such relationships effectively, the interacting actors have to take into account the probable fading of cultural‐sponsorships relationships, and the reasons for this.Originality/valueThe triggers of relationship fading can emanate from both the structural context in which this time‐bound cultural‐sponsorship relationship is embedded and the situational process itself. Consequently, the triggers of fading can be both structural with relatively high permanence and situational with single critical events and incidents occurring in the relationship.
Loose coupling as an inhibitor of internal customer knowledge transfer: findings from an empirical study in B‐to‐B professional services
Authors: Nätti Satu , Ojasalo Jukka 
Published: April 2008

PurposeThe knowledge of inhibitors of internal customer knowledge transfer in b‐to‐b professional service organizations is still in its infancy. Previous literature on professional service organizations has focused on knowledge processes on a general level without paying closer attention to inhibitors of internal knowledge transfer. This study aims to contribute by increasing the knowledge of various inhibitors of customer‐related knowledge transfer and their influence on customer‐related knowledge utilization in collaborative customer relationships.Design/methodology/approachThe present empirical article is based on a case study of two professional service organizations in the field of business‐to‐business education and consultancy services. An in‐depth analysis of organizations developing collaborative relationships was conducted.FindingsThis paper shows that internal fragmentation seems to be inherent in this type of organization, and may cause many problems in customer‐related knowledge transfer among individuals, collegial groups and hierarchical levels in a professional service organization. All these problems in collective knowledge utilization influence both the service offering creation and general relationship coordination in the collaborative relationship.Originality/valueThis paper provides managerial suggestions for how to deal with the inhibitors of customer knowledge transfer. This includes developing unified goals, strengthening cultural cohesion and cooperation in the organization, building forums of dialogue between individuals and subgroups, and structuring relationship coordination systems (i.e. key account management systems), keeping customer‐related knowledge transfer in mind.
A study of leadership effectiveness in a large VET institution in Australia
Authors: Adams Don , Gamage David T. 
Published: April 2008

PurposeThis paper aims to focus on a study of the effectiveness of head teacher leadership within TAFE NSW.Design/methodology/approachQuantitative and qualitative methods were employed to identify and measure the effective leadership attributes of the head teachers. The research sample consisted of head teachers and teachers.FindingsThe results suggest that the effectiveness of head teachers' leadership needs to be improved substantially. More specifically, there was a significant difference between the self‐perceived leadership effectiveness of the head teachers and the leadership effectiveness perceived by the teachers. The study also showed that the effects of gender, length of service as a head teacher, length of service in the position and the educational discipline area did not have a substantial effect on head teacher leadership effectiveness. However, emergent issues such as workload, lack of support and training, and the gap between the head teacher and higher‐level management were significant factors affecting head teacher leadership.Practical implicationsThe findings suggest leadership development programs should be initiated to assist in developing the leadership areas in need of improvement, and additionally the need for better succession planning of the organization.Originality/valueA study of the nature and scale, focused on the head teacher leadership effectiveness has not been undertaken before, within the Australian context, and this paper presents some useful information for future workforce planning of VET institutions and significant addition to the existing stock of knowledge.
Australian educational institutions' international markets
Authors: Mazzarol Timothy W. , Soutar Geoffrey N. 
Published: April 2008

PurposeThe global market for international students have become highly competitive and many institutions, particularly higher education institutions, rely heavily on fee income from overseas students. This study aims to examine the countries from which Australian education institutions draw such students and used this information to better understand such patterns.Design/methodology/approachData were obtained from a sample of 225 schools, colleges and universities that were actively engaged in the recruitment of international students and correspondence analysis and cluster analysis were used to examine the recruitment choices made by these institutions.FindingsIt was clear there were three groups within the data that had different recruitment strategies. Group 1 (local players) institutions were primarily established to cater to the needs of international students studying in Australia and had a narrowly focussed recruitment strategy. Group 2 (global players) were institutions (mainly universities) operating both within Australia and offshore who recruited widely. Group 3 (minor players) institutions were mainly high schools that engaged in international student recruitment only on an ad hoc basis.Research limitations/implicationsThe study was undertaken within a single country. However, the findings, which highlighted the international student recruitment patterns of the responding education institutions, suggested they paralleled the types of activity found among other types of exporting firms.Practical implicationsThe paper suggests managers in educational institutions seeking to engage in overseas markets must make a strategic choice as to the level of their commitment to internationalisation and that this will impact on the choices they make about the way they recruit international students.Originality/valueThere are few studies of education institutions in the international marketing area and even fewer have examined the issue of geographic recruitment choices. This study provides useful statistical evidence of the types of strategies that are likely to be found in this sector.
Strategy and the internationalisation of universities
Authors: Elkin Graham , Farnsworth John , Templer Andrew 
Published: April 2008

PurposeThe paper's aims is o explore the relationship between having a complete strategic focus and the extent of the internationalisation of university business schools and the level of desire for the future internationalisation and to further validate the model of internationalisation.Design/methodology/approachData were collected for business schools and business facilities using the Elkin, Devjee model of internationalisation concerning the current and desired levels of internationalisation of the business schools. In addition schools were asked six key questions about strategic focus.FindingsIt was observed that those schools with complete strategic focus had higher levels of current internationalisation and greater aspirations for even higher levels of internationalisation than schools without a complete strategic focus. It was also found that there may be a connection between research intensity and internationalisation.Research limitations/implicationsFuture samples would be better to clearly separate whole universities and business schools and the role and status of respondents.Practical limitationsIn order to be successful in internationalisation institutes need to develop a complete strategic focus.Originality/valueThe use of the model of internationalisation was further validated and the model was used for the first time in conjunction with strategic focus to illustrate strategy in practice.
A levels approach to student perceptions of leadership
Authors: Garger John , Jacques Paul H. 
Published: April 2008

PurposeThe purpose of this paper is to explore student perceptions of instructor leader behaviors from a levels of analysis perspective. Analyses were conducted to determine if an average leadership style, a vertical dyad linkages style, or a leader‐member exchange leadership style operated within the college context.Design/methodology/approachStudents in a mid‐sized, public university completed surveys to assess perceptions of instructors' intellectual stimulation and individualized consideration leader behaviors. Within and between analysis was used to determine how leadership operates within this educational environment.FindingsResults suggest that a leader‐member exchange relationship exists between students and instructors. For leadership to have any effect on students at the instructor level, a dedication to giving instructors the freedom to express their individual beliefs and values must be in place before students can take advantage of an instructor's unique approach to leadership.Research/limitations/implicationsGeneralizability to other universities is limited due to the sample used in this study. However, the methods and information provided in this study represent a framework for assessing student perceptions of instructor leadership in any educational environment.Originality/valueThe paper explores instructor leader behaviors from a levels of analysis point of view and dicusses explanations for the LMX results.
Knowledge strategies of school administrators and teachers
Authors: Abdul Hamid Jamaliah 
Published: April 2008

PurposeTo examine the knowledge strategies of school administrators and teachers in schools to acquire and use information for decision making in various areas of school development.Design/methodology/approachQuantitative correlational research design using survey questionnaire as the main instrument for data collection. The respondents were from 40 schools, and involved random selection of 282 school administrators and 500 teachers. The research was conducted using a 23 item questionnaire.FindingsPersonal knowledge strategies of school administrators and teachers are highly correlated to the perception of positive knowledge management environments in their schools (r= 0.57,p< 0.001); the quality of data kept within schools (r= 0.63p< 0.001); and the extent decision making in schools was information‐driven. Personal strategies also tend to influence the knowledge culture within schools. Personal strategies can maneuver the way people seek and tolerate new knowledge, and how ideas are valued and used. Higher levels of personal knowledge strategies will also likely result in a stronger belief in the quality process of decision making in schools.Research limitations/implicationsThe knowledge strategies is not an exhaustive list.Practical implicationsSchool leaders need to cultivate competent knowledge strategies amongst their staff members to consolidate the knowledge culture in schools.Originality/valueThis paper identifies the need to actively create a school environment that enables teachers to actively and intensively utilize the information to create new knowledge and enhance the knowledge and information culture in their schools.
Marketers and educationalists – two communities divided by time?
Authors: Gibbs Paul 
Published: April 2008

PurposeIn this conceptual discussion paper the author seeks to suggest that marketing as a technology of the market has contributed to the foreshortening of educational horizons within which we act or observe but can only hold for declining durations. To satisfy this demand for more in time, marketing has contributed to the commoditisation of consumption patterns in time and foreshortened the acceptable temporal range over which consumption can be achieved.Design/methodology/approachThis paper is philosophical in nature.FindingsMarketing has, it is proposed, contributed to change in essence of educational provision. Moreover the clash of temporalities of marketing and liberal education creates a tension that directly effects the provision of education. This can be seen in lifelong education which it is suggested is functionally a series of short bite‐sized exposures to learning, readily consumable often one after the other with the rubric of linear time.Practical implicationsThe paper raises issues that managers and marketers of higher education need to be aware of in order not to use the tools of marketing carelessly.Originality/valueThe value of the paper is in the debate it might encourage about the dialectic relationship between marketing and education in a time of managerialism and consumerism.
Corporate social reporting and reputation risk management
Authors: Bebbington Jan , Larrinaga Carlos , Moneva Jose M. 
Published: April 2008

PurposeThe purpose of this paper is to explore the proposition that corporate social responsibility reporting could be viewed as both an outcome of, and part of reputation risk management processes.Design/methodology/approachThe paper draws heavily on management research. In addition, an image restoration framework is introduced.FindingsThe concept of reputation risk management could assist in the understanding of corporate social responsibility reporting practice.Originality/valueThis paper explores the link between reputation risk management and existing theorising in social accounting.
Strategic reputation risk management and corporate social responsibility reporting
Authors: Unerman Jeffrey 
Published: April 2008

PurposeThe purpose of this paper is to provide a commentary on “Corporate social reporting and reputation risk management”, by Bebbington, Larrinaga‐Gonzales and Moneva, published in Accounting, Auditing & Accountability Journal, Vol. 21 No. 3.Design/methodology/approachA personal viewpoint is articulated on the potential contribution and importance of Bebbington et al.'s insights for the development of both theory and practice in corporate social responsibility reporting.FindingsThis commentary reinforces the importance of Bebbington et al.'s theoretical propositions on reputation risk management as an explanatory framework for CSR reporting, and suggests three areas for further refinement.Originality/valueMakes suggestions for three areas where Bebbington et al.'s framework and insights can be further refined.