bluuebunny/crossref_metadata_2025_split huggingface dataset:
Manufacturer price reduction pressure and supplier relations
Authors: Henke John W. , Parameswaran Ravi , Mohan Pisharodi R. 
Published: June 2008

PurposeManufacturer price reduction pressure on suppliers is an important contributor to helping a manufacturer maintain a strong competitive position by keeping costs low. The benefits of trusting supplier working relations also help strengthen a manufacturer's competitive position. The purpose of this paper is to determine if manufacturer price reduction pressure and trusting working relations with the pressured suppliers, typically considered to be mutually exclusive, can co‐exist.Design/methodology/approachA structural equation modeling approach was used to analyze data covering 946 production buying situations involving 279 suppliers and six NA automotive OEMs.FindingsManufacturer price reduction pressure and trusting working relations with the pressured suppliers, are not mutually exclusive, they can co‐exist.Research limitations/implicationsThe research found that it is not the pressure that impacts the manufacturer – supplier relations, but rather it is the manner by which the manufacturer goes about pressuring its suppliers that impacts its supplier working relations. The research, however, does not directly address how a manufacturer can achieve both ends simultaneously.Practical implicationsManufacturers no longer have to choose between exerting price reduction pressures on suppliers or working to achieve trusting relations with suppliers. They can successfully do both. At the same time, suppliers must recognize that these conditions may occur and when applied simultaneously ultimately benefit both parties.Originality/valueThis research adds to the critically under‐researched B2B pricing processes and pricing impact areas, while helping to influence managerial actions, an area in which academic B2B research is considered to be lacking.
Key‐account‐management in business markets: an empirical test of common assumptions
Authors: Sven Ivens Björn , Pardo Catherine 
Published: June 2008

PurposeThe concept of key account management (KAM) has received considerable attention from practitioners and scholars for well over 20 years now. However, numerous articles build on a set of tacit assumptions for which we lack empirical evidence. This paper seeks to propose an empirical test of several of these assumptions.Design/methodology/approachThe contribution draws on a study conducted among 297 purchasing managers in two industries (packaging goods, market research data).FindingsThe findings indicate that parts of the foundations of KAM are not as solid as they may appear at first sight.Practical implicationsThis paper invites managers of KAM programs to carefully consider the objectives they assign to such programs by integrating the idea of value created both for key customers and for suppliers implementing such programs.Originality/valueThe paper extends knowledge of key account management in the business field by providing new – and, in the light of the extant literature, sometimes rather counter‐intuitive – insights in this important management phenomenon. It does this by systematically comparing key account relationships and non‐key account relationships.
Towards an integrated framework of key account management
Authors: Zupancic Dirk 
Published: June 2008

PurposeThe purpose of the paper is to identify the elements of professional key account management programs, to understand the success factors and to create an integrated framework.Design/methodology/approachThe article is based on an analysis of the existing literature as well as on several qualitative research projects. Existing content from around 30 years of KAM research and practice was reviewed. A total of 18 companies were analyzed using case study methods and action research approaches. A total of 27 interviews with practitioners and 18 workshops were conducted to conceptualize the integrated KAM framework.FindingsKey account management is more complex than the existing literature suggests and companies believe. A professional KAM framework addresses two different target groups: key account managers (and teams) and the company's management (or someone the responsibility of the entire program is delegated to). Both groups have to pay attention to five dimensions of KAM (named strategy, solution, people, management, screening) and several aspects that are different for each group.Practical implicationsA full overview about all the necessary elements of a professional KAM program can be used to assess a company's ways of working with strategic customers and to conceptualize or optimize an entire KAM program.Originality/valueThe presented framework is the first that integrates the different views of the two most important target groups of KAM. It offers a unique overview of all important elements.
A relationship model between key problems of international purchasing and the post‐purchase behavior of industrial firms
Authors: Lucero Carrete 
Published: June 2008

PurposeThis paper aims to analyze the key problems related to the international purchasing operations and their interrelationship with the post‐purchase industrial behavior: repeated purchase with modification, repeated purchase without modification and no rebuy. The objective is to develop a conceptual model in the area of international post‐purchase industrial behavior.Design/methodology/approachBased upon prior research in business marketing, international marketing, international business and intercultural communication, and complemented by an exploratory qualitative approach, the paper proposes a conceptualization of the post‐purchase industrial behavior and of the relationships between cost, logistics, governmental and cultural factors affecting international post‐purchase industrial behavior.FindingsThis paper elaborates a conceptual model and research propositions that delineate the relationship between key problems of international purchasing and the post‐purchase behavior of industrial firms. The importance of the cultural factor‐problem is outlined.Originality/valueThe value of the paper is to provide an emerging theory for the study of international post‐purchase industrial behavior. The concept of post‐purchasing behavior is explained in the context of international purchasing. Also, the paper provides insights of the effect of culture in international delivery times.
Adoption of strategic networks: evidence from the Hong Kong clothing industry
Authors: Lau Mei‐mei , Ka‐leung Moon Karen 
Published: June 2008

PurposeRecent management literature demonstrates a growing interest in strategic networking. The aim of this paper is to explore the adoption of strategic networks using Hong Kong clothing industry as the context because the influence of Asian cultures is under‐researched.Design/methodology/approachThree key research questions about asset specificity, years of relationship, and size of the supplier base were developed from the literature. Qualitative data were collected from in‐depth interviews with senior executives at five large clothing companies in Hong Kong.FindingsThe qualitative findings confirm that the specific asset investment, reciprocal or one‐way, has a positive impact on the development of strategic networking; that enterprises strive hard to maintain longer relationships with key supplier members; and that a small supplier base is widely adopted by the sample firms.Practical implicationsThe implications for managerial practice are that strong strategic networking is needed as transaction‐specific assets can safeguard the network relationship; that a long‐term relationship enables effective transactions; and that managing a small number of suppliers helps to stabilize network relationships.Originality/valueThis paper represents an initial attempt to include Asian cultures in the study of strategic network concepts within one globalized industry – the Hong Kong clothing industry. The paper also demonstrates to practicing managers how strategic networks made up of manufacturers and their suppliers are adopted and maintained, and in turn, guides practicing managers on how to allocate resources appropriately to develop a strategic network.
Survey of BPR experiences in Iran: reasons for success and failure
Authors: Jafar Tarokh Mohammad , Sharifi Esmail , Nazemi Eslam 
Published: June 2008

PurposeThis paper aims at studying the success and failure of BPR projects executed throughout Iran. For this purpose, effective indices and also factors of success and failure are to be investigated.Design/methodology/approachBased on statistical analysis of efficiency indexes mean value and project effectiveness, as well as the test outputs for the projects' total success, it was proved that except for the two organizations, the rest lack necessary efficiency and except for two organizations, the others lack necessary effectiveness.FindingsThe total success test outputs has verified the results of the two above‐mentioned tests, so by 95 percent of assurance, it has to be commented that BPR projects executed in Iran have failed to reach predefined acceptable success.Practical implicationsThe lack of data from organizations is a big problem in BPR projects in Iran.Originality/valueThe article recommends that every BPR project before execution needs deployment of success factors such as: preparation for change, planning, recognition and design, evaluation, culture and change, information technology, and outcome in governmental organizations.
Challenge grants: frightening, frustrating, and fruitful
Authors: Stanley Mary 
Published: June 2008

PurposeThe purpose of this paper is to provide an overview of the challenges and benefits of a challenge grant.Design/methodology/approachThe paper explains the University of Waterloo Library's first‐hand experiences in seeking and acquiring a challenge grant from the Kresge Foundation.FindingsThe challenge grant can provide libraries with a unique opportunity to raise their profiles, enlist the support of key leaders, generate excitement about their organizations' work and future plans, and raise additional funds.Originality/valueThe paper provides practical suggestions that offer incentive and encouragement to seek a challenge grant due to the many benefits that accrue to a library development program.
Books as inventory: suggested lessons from business
Authors: Marcum James W. 
Published: June 2008

PurposeThe purpose of this paper is to describe books as inventory and suggest lessons which can be learned from business.Design/methodology/approachDiscusses inventory theory and how it pertains to libraries.FindingsNew books get most of their use in the first two years on the shelf, as a rule. A book that is unused is “dead inventory” from the perspective of this argument. The small public library that “weeds and turns” its holdings will be highly valued by its patrons. An academic library with 90 percent of its holdings sitting idle may be revered by a core of faculty and friends; but it will likely be totally ignored by many of the net generation who read few books or print journals. This high price in idle inventory cannot continue to be borne if libraries are to thrive in a challenging and fast‐changing future.Originality/valueThe paper offers an alternative view that may help library adminstrators cope with the challenges they face.
Planning strategically and strategic planning
Authors: Linn Mott 
Published: June 2008

PurposeThis paper argues that, while one needs to logically decide on an organization's strategy, it does not need to be a product of a lengthy strategic planning process.Design/methodology/approachThe paper discusses and gives examples to illustrate why an institution does not need to go through an intricate strategic planning process.FindingsA laborious process is not needed to plan a library's strategic direction.Practical implicationsA library can more efficiently use its money and time to satisfy its customers than by spending them on a drawn‐out strategic planning process.Originality/valueHopefully, this article will motivate librarians to find the proper balance between having no strategy and wasting too much time and money on creating a lengthy strategic plan.
The foundational standard: integrity
Authors: Fitsimmons Gary 
Published: June 2008

PurposeThe purpose of this paper is to expound upon integrity, which is the first of the “leadership performance standards” introduced in the last installment of this column. It shows how integrity in the library staff is foundational to good cost‐effective library service and how it can and should be modeled and encouraged by the library administrator.Design/methodology/approachThe article sets forth several assertions regarding integrity and then explains and supports them one at a time, concluding with a checklist for developing an atmosphere of integrity.FindingsIntegrity is the most highly sought after attribute in library directors and is foundational to all good cost‐effective library service. An atmosphere of integrity for the workplace can and should be fostered by the example of the library administrator.Originality/valueLearning why integrity is necessary and how to foster it in library staff and in the atmosphere of the library is the first step toward ensuring that the library will be able to fulfill its mission in a cost‐effective manner.
Digital preservation – making the song remain the same
Authors: McCarthy Frank 
Published: June 2008

PurposeThe purpose of this paper is to provide a viewpoint using analogies to musical media of the issues that information professionals face in selecting the right digital preservation strategy.Design/methodology/approachAnalogies to the changes in music media along with a selection of articles between 1995 and 2008 provide the basis for a number of views from the author. The preservation portions are sorted into the three main categories of translation/conversion, migration and emulation. A conclusion to the article summarises the difficulties being faced.FindingsHaving the correct electronic records policies, procedures and systems that adhere to ISO 15489 is a cornerstone of an electronic record preservation programme. Stephens noted that, in practical terms, this means that any recordkeeping system, regardless of the particular technology or storage medium employed, should be designed and implemented in a manner such that its operators can demonstrate the integrity of the records if called upon to do so.Originality/valueThe paper provides a useful viewpoint from an experienced records manager tackling the issues of digital preservation.
A case study of the use of the Records Management Capacity Assessment System (RMCAS) software tool across the London Museums Hub
Authors: Demb Sarah R. 
Published: June 2008

PurposeThis paper aims to document a case study of recent use of the International Records Management Trust's Records Management Assessment System (RMCAS) software tool.Design/methodology/approachThe author used RMCAS as the primary data collection tool in an assessment of records management across the London Museums Hub.FindingsThe application of RMCAS in a museum context underlined its flexibility for use within the public sector outside of central government ministries. While RMCAS continues to serve as an excellent data collection tool that can deliver high‐level analyses, its use outside central government highlights the potential benefits of some re‐design in its next generation.Originality/valueThis paper can serve as a guide to others considering the use of RMCAS outside its original context.
Records management practices in construction industries: Australian perspectives
Authors: Nycyk Michael 
Published: June 2008

PurposeThis paper aims to present findings from research undertaken in Australian construction companies that describes some issues faced in the management of records on large‐scale projects.Design/methodology/approachEthnographic data were collected from several projects by observations, interviews and looking at records management systems. Thematic analysis was employed, where common descriptions of practice and frequency of themes emerged.FindingsThis paper found three themes Australian construction companies experience in daily records work. A construction project's pace means project staff create records, but neglect to share them amongst other team members. Secondly, there are differences between overseas trained project staff and local staff in the way they give importance to records management issues. Thirdly, the pace of modern construction projects and managing the many data types that now make up records causes difficulty in keeping records current. Learnt work habits and resistance to changing practices is common despite pressures to ensure records are current, accurate and easily retrievable.Practical implicationsThe paper's findings discuss the merits and drawbacks of ethnographic research suggesting strategies for undertaking such work. Using ethnographic methods is a way of uncovering micro‐level reasons for resistance to change and what work practices hinder successful records management. These findings produce an account of daily practice that provides detailed information to management to identify areas of change.Originality/valueThis paper provides a description of one way of researching records management issues and an insight into such issues occurring in the Australian construction industry.
Numerical study of thermosolutal convection with Soret effect in a square cavity
Authors: Kaffel Rebaï L. , Mojtabi A. , Safi M.J. , Mohamad A.A. 
Published: June 2008

PurposeThe purpose of this paper is to present a numerical and an analytical study of the thermohaline convection with Soret effect in a square enclosure filled with a binary fluid mixture.Design/methodology/approachThe horizontal boundaries of the enclosure are impermeable and heated from below while its vertical walls are assumed to be adiabatic and impermeable. The Navier‐Stokes equations under the Boussinesq‐Oberbeck approximation are solved numerically. The results are given for different values of the separation ratio. The critical Rayleigh number at the onset of convection is determined analytically and numerically. The Hopf frequency at the onset of convection is obtained.FindingsThe existence of two stable stationary bifurcation branches is illustrated. Furthermore, it is shown that the existence of stable traveling waves in the transition from one branch to the other depends on the value of the separation ratio. For some values of Rayleigh number, asymmetric flows are observed. A good agreement is found between the numerical solution and analytical analysis.Originality/valueThe present work is the first to consider thermosolutal convection with Soret effect in a square enclosure.
Effects of some parameters on numerical simulation of coastal bed morphology
Authors: Huu Chung Dang , Eppel Dieter P. 
Published: June 2008

PurposeThe aim is to investigate in detail the sensitivity of sediment transport and bed morphology with respect to some parameters including bed slope, non‐hydrostatic pressure term, sand grain size, temperature, salinity and lower boundary conditions for suspended sand concentration on a regional scale through numerical simulations based on a mathematical model.Design/methodology/approachThe numerical model consists of a 3D hydrodynamic code amended by a sediment transport module. At the same time, the influence of wave action has been taken into account. The model is applied to the Sylt‐Romo tidal bay covering approximately 20 × 30 km2 spanned by about 2.7 × 106 active grid points with the constant wind and wave fields.FindingsThe computed results of seven different cases over 150 h show that the effect of bed slope correction is very strong, especially in case of largely changeable bathymetry and depends on the horizontal grid resolution. Sand grain size strongly influences the vertical distribution of suspended sediment and then sedimentation. The impact of sea water temperature is relatively clear despite being less powerful than two former parameters. Non‐hydrostatic pressure perturbations of the flow field and the kind of the lower boundary condition as well as salinity are negligible allowing for considerable savings of CPU time when the numerical simulation is carried out for a large area and for a very long‐time period.Originality/valueThe results of the study demonstrate that the geometrical factor of coastal bed and the range of sand particle size on the bottom contribute to the tendency of bed evolution in some measure. Additionally, the increase of temperature of sea water due to global warming may also make a considerable change to the mechanism of sediment transport and sedimentation in future. Therefore, the human intervention in the process of natural evolution is possible through the behaviour to the nature. At the same time, this is also interesting and useful information and it can consolidate the idea for coastal engineering projects.
Numerical analysis of heat transfer enhancement in a double pipe heat exchanger with porous fins
Authors: Kahalerras H. , Targui N. 
Published: June 2008

PurposeThe aim is to study numerically the heat transfer enhancement in a double pipe heat exchanger by using porous fins attached at the external wall of the inner cylinder.Design/methodology/approachThe Brinkman‐Forchheimer extended Darcy model is used in the porous regions. The differential equations subjected to the boundary conditions are solved numerically using the finite volume method. Numerical calculations are performed for a wide range of Darcy number (10−6≤Da≤10−1), porous fins height (0≤Hp≤1) and spacing (0≤Lf≤39) and thermal conductivity ratio (1≤Rk≤100). The effects of these parameters are considered in order to look for the most appropriate properties of the porous fins that allow optimal heat transfer enhancement.FindingsThe results obtained show that the insertion of porous fins may alter substantially the flow pattern depending on their permeability, height and spacing. Concerning the heat transfer effect, it is found that the use of porous fins may enhance the heat transfer in comparison to the fluid case and that the rate of improvement depends on their geometrical and thermo‐physical properties. Performance analysis indicated that more net energy gain may be achieved as the thermal conductivity ratio increases especially at high Darcy numbers and heights.Research limitations/implicationsThe results obtained in this work are valid for double pipe heat exchangers with the same fluid flowing at the same flow rate in the two ducts and for the case of an inner cylinder of negligible thermal resistance.Practical implicationsThe results obtained in this study can be used in the design of heat exchangers.Originality/valueThis study provides an interesting method to improve heat transfer in a double pipe heat exchanger by use of porous fins.