bluuebunny/crossref_metadata_2025_split huggingface dataset:
The new product development process: let the voice of the salesperson be heard
Authors: Judson Kimberly , Schoenbachler Denise D. , Gordon Geoffrey L. , Ridnour Rick E. , Weilbaker Dan C. 
Published: July 2006

PurposeThe purpose of this research is to provide an empirical examination of the role of the salesperson in the new product/service development process.Design/methodology/approachA survey was mailed to 2,650 sales managers representing US firms across the nation, and the resulting sample size consisted of 246 respondents with a response rate of 9.3 percent. The survey sample included firms with a business‐to‐business emphasis, and those with a minimum of 50 employees.FindingsThe majority of the respondents reported that salespeople are indirectly or directly involved in the new product/service development process. In spite of this contribution, many firms do not directly reward salespeople for their involvement. Offering appropriate incentives could greatly increase their efforts to collect information for new product/service idea generation.Research limitations/implicationsSuggested future research includes the perspectives of salespeople, new product development directors, etc. In addition, the study was strictly domestic and could benefit from an international focus, as well as a comparison of products versus services sectors.Practical implicationsThe findings from this study can be used by managers as a benchmark for assessing sales force participation in the new product/service development, and to identify ways to encourage increased participation by the sales force with incentives.Originality/valueLittle formalized research has been conducted on the specific role that salespeople play in the new product/service development process. The findings from this study may provide strategic guidance to organizations with respect to the role of salespeople in the critical new product/service development process.
How are prices set? An exploratory investigation in the Greek services sector
Authors: Avlonitis George , Indounas Kostis 
Published: July 2006

PurposeThe purpose of the present study is to explore the pricing methods that service companies adopt in order to set their prices, along with the service, organizational and environmental characteristics that influence these methods.Design/methodology/approachTo achieve the research objectives, data were collected through personal interviews in 170 companies operating in six different services sectors in Greece.FindingsThe study concluded that the two most popular pricing methods are the traditional “cost‐plus” method and “pricing according to the market's average prices”, while all the other methods (including customer‐based methods) are adopted by a small number of companies in the sample. Similarly, “service cost” along with “competitors' prices” were found to be the two most important characteristics that are taken into consideration when setting prices.Research limitations/implicationsDespite the importance attached to cost and competitive issues when setting prices, pricing decisions need to be treated from a more “holistic” approach, where apart from cost and competition, emphasis will also be placed on other company and environmentally related characteristics, including customers. The significance of these findings notwithstanding, the context of the study is a caveat, since it limits the ability to generalize the results to other countries.Originality/valueThe contribution of the paper lies in the fact that it presents the first attempt to examine empirically the potential impact of these characteristics on the pricing methods used.
Demand restrictions in price‐based decisions: managers versus consumers
Authors: María Rosa Díaz Isabel 
Published: July 2006

PurposeThe aim of this study was to evaluate the role of qualitative demand factors in companies' pricing decisions.Design/methodology/approachAn empirical study was carried out, interviewing price managers in a selection of 74 companies from Andalusia (Spain).FindingsIt has been observed that qualitative aspects play a secondary role in pricing decisions. There are two main reasons: quantitative information is easier to obtain, use and interpret than qualitative information; and most companies, and in particular smaller ones, have no budget available for qualitative market studies.Research limitations/implicationsThe empirical research is based on a sample of companies in the food sector. This opens several lines of future research: to diversify the areas of activity participating in the study; to include other company characteristics in the analysis; and to design operative methods for incorporating qualitative demand factors into pricing decisions.Originality/valueThe relevance of this study lies in the strong influence that can be exerted over consumers' purchasing decisions by qualitative aspects of demand.
Synchronous web‐based communication using text as a means of enhancing discussion among school students
Authors: Fullick Patrick L. 
Published: July 2006

PurposeTo explore the use of asynchronous and synchronous text‐based communication using the internet as a means of promoting discussion among a knowledge‐building community of school students carrying out a science investigation.Design/methodology/approachActivity theory is used to bring together the various theories associated with the study, both those framing the context and those concerned with data analysis. Logfiles from both asynchronous and synchronous discussion forums were analysed to identify critical incidents – sequences of interactions between students indicating significant discussions concerned with knowledge‐building – which were then the subject of critical incident recall through group interviews with the students involved. This method of data analysis allows the subjects of the research to engage in the construction of meaning, giving access to aspects of the discussions that are otherwise not available from the transcripts of online discussions.FindingsAlthough it was not expected that synchronous interactions would yield significantly rich interactions between students, logfile analysis shows this is not the case. Critical incidents from synchronous interactions can lead to a large amount of information about the social processes of knowledge‐construction.Practical implicationsThe significance of synchronous text‐based interactions in this study suggests that an appropriate pedagogy may prove valuable for teachers employing this strategy, providing a way to reveal students' tacit understandings as they engage in knowledge construction.Originality/valueThere is little comparable work involving school students undertaking knowledge‐building in a synchronous, text‐based environment.
Successful e‐courses: the role of synchronous communication and e‐moderation via chat
Authors: Hlapanis Giorgos , Kordaki Maria , Dimitrakopoulou Angelique 
Published: July 2006

PurposeThis study investigates: what kind of e‐moderation is more effective in the formation of successful web‐based courses, and the essential characteristics of synchronous communication (SC) that have a positive contribution in the formation of successful courses.Design/methodology/approachThe previously mentioned issues investigated a five‐month learning experiment that took place in the context of an e‐learning community consisting of 18 e‐courses dedicated for primary and secondary school teachers. About 59 school teachers participated in this community as trainees, 23 professionals as trainers and two professionals as moderators. In terms of methodology this research can be characterized as a case study. Various data (quantitative and qualitative) were collected from both trainers and trainees regarding the teaching and learning which took place within the context of e‐learning community. These data were quantitatively and qualitatively analyzed.FindingsThe analysis of the data shows that: the role of SC is crucial for the formation of successful e‐courses. Four categories of language used that constitute effective SC via chat, applied by an e‐moderator, were identified: social, encouragement, learning and negotiation.Originality/valueThis study contributes in the understanding: that SC is crucial in the formation of successful e‐learning courses, and which are the essential characteristics of SC in order to moderate effectively electronically supported courses.
Applying synchronous computer‐mediated communication into course design
Authors: Olaniran Bolanle A. 
Published: July 2006

PurposeThe increased pressure to incorporate communication technologies into learning environments has intensified the attention given to the role of computer‐mediated communication (CMC) in academic settings. However, the issue of how and why these technologies, especially synchronous CMC applications, has been given less attention in pedagogical literature. This paper aims to address this problem.Design/methodology/approachThe paper provides issues for consideration in the deployment of synchronous CMC in educational settings.FindingsShows that there are differences in asynchronous and synchronous CMC with related issues of productivity of student learning and control.Originality/valueThis paper outlines advantages and disadvantages of using synchronous CMC in education while offering practical guides.
Intelligent discussion boards©
Authors: Kay Wijekumar Kausalai , Spielvogel James 
Published: July 2006

PurposeThe purpose of this paper is to present a case study on the creation of an intelligent discussion board (IDB) that promotes active participation of all students, better threading, and re‐uses vast collections of discussions.Design/methodology/approachThis paper presents an IDB that was modeled like an intelligent tutoring system with a similar set of data sources, coding schemes, and dialog patterns. The system was tested with two undergraduate courses and quantitative and qualitative analyses were conducted to compare discussions on the IDB and the traditional discussion board.FindingsThe results of the case study and analysis of discussion board postings showed that the IDB contained fewer unrelated postings than their traditional counterparts.Research limitations/implicationsThe IDB was created to overcome the challenges like students paraphrasing each other, lurking, and lack of cohesion in the postings. They can serve as an assessment tool for discussion forums. The IDB must guide the discussion without controlling the free flow of ideas. Further research with larger numbers of students and also in multiple domains is necessary.Practical implicationsIDBs can be created with the existing resources and technologies and can serve as an assessment tool. Promoting better communication can lead to improved learning with asynchronous discussion boards.Originality/valueThis paper presents the first description of an IDB that can overcome challenges to traditional discussion boards and can also serve as a valuable assessment tool.
Personal electronic archives: collecting the digital me
Authors: Burrows Toby 
Published: July 2006

PurposeThe purpose of this paper is to show that nowadays much of an individual's life is recorded and documented in electronic form. This has major implications for manuscript and archival collections, which are explored in this paper. The records of significant individuals have always been collected by libraries and other cultural institutions. Until fairly recently, these records were largely paper‐based, and sophisticated approaches to their management have been developed over many years.Design/methodology/approachThere has been some previous work done on identifying the main issues relating to collecting personal electronic archives, but new forms of personal records are continually emerging. This paper surveys the current situation.FindingsThis is an area which is rapidly growing in importance and complexity. It deserves more attention, particularly in a library setting. There is still a lack of practical investigations aimed at developing guidelines for best practice and procedures for handling this kind of material.Originality/valueThe issues for managing personal electronic archives are discussed, and lines for further research are suggested.
Metadata in a global world
Authors: Medeiros Norm 
Published: July 2006

PurposeThe purpose of this paper is to review best practices in metadata interoperability, and briefly describe the RDA Forum held at the 2006 ALA Midwinter Meeting held in San Antonio, TX.Design/methodology/approachThe article reviews a draft of the DLF/NSDL publication, Best Practices for Shareable Metadata.FindingsThe article highlights the areas that are especially troublesome vis‐à‐vis metadata interoperability. It is recommended that data providers take time to plan how their repository will be searched in the larger information community.Originality/valueReaders will gain an understanding of how best to structure metadata so that they are retrievable by users of OAI services.
The potential of the digital library as a platform
Authors: Frumkin Jeremy 
Published: July 2006

PurposeThe purpose of this paper is to detail the experiences of creating a digital library service registry and to explore the need for a complete digital library technical platform.Design/methodology/approachThe paper is an experiential commentary.FindingsIf digital libraries are looked upon not as individual systems, but as collections of services on top of a common platform then progress may be made to move beyond the limitations that current standards uphold.Originality/valueThis paper talks about digital libraries as platforms as opposed to individual services/systems. It should be of interest to digital library developers, librarians, and information scientists.
The digital library in the bazaar
Authors: Fox Robert 
Published: July 2006

PurposeThe purpose of this paper is to explore the roles that libraries play in the development of open source software.Design/methodology/approachAnalyses how the use of open source software implies freedom and flexibility for libraries.FindingsThis column is simply exploratory, and proposes the motivation for libraries to be more actively involved in the open source movement.Practical implicationsAs libraries are also involved in discussions regarding open access publishing and open standards for metadata and protocols, so should they take a more active role in the testing and development of open source software. Taking this role will not only assist libraries in the furtherance of important digital projects but extend the primary activities of librarianship in general.Originality/valueOne of the values of this column is to present, via the convergence of the open initiatives, a motivation for libraries to be more actively involved in the open source movement as an extension of traditional librarianship and as an enhancement to the digital projects and services they are already engaged in.
Encoding controlled vocabularies for the Semantic Web using SKOS Core
Authors: Cantara Linda 
Published: July 2006

PurposeThe purpose of this paper is to introduce digital librarians to a new encoding standard for developing semantically‐rich controlled vocabularies which will enhance searching of digital content.Design/methodology/approachLiterature‐based review.FindingsSKOS Core serves as an efficient and practical segue from traditional knowledge organization systems such as thesauri and classification systems to more complex and logic‐driven Semantic Web languages.Practical implicationsLibrarians with a need to provide semantically‐rich access to digital resources will find SKOS Core a useful addition to their metadata tool kits.Originality/valueProvides a useful and practical introduction to a new Semantic Web tool which should be of great interest to librarians tasked with integrating knowledge organization systems into digital libraries.
Incorporating privacy requirements into the system design process
Authors: Kavakli Evangelia , Kalloniatis Christos , Loucopoulos Pericles , Gritzalis Stefanos 
Published: July 2006

PurposeTo present a new methodology for incorporating privacy requirements into the system design process called PriS, and describe its applicability in the e‐VOTE system for presenting methodology's way‐of‐working.Design/methodology/approachPriS is a requirement engineering methodology focused on privacy issues. It provides a set of concepts for modelling privacy requirements (anonymity, pseudonymity, unlinkability and unobservability) in the organisation domain and a systematic way‐of‐working for translating these requirements into system models. The conceptual model used in PriS is based on the Enterprise Knowledge Development (EKD) framework. PriS models privacy requirements as a special type of goal.FindingsBased on the analysis of a number of well‐known privacy‐enhancing technologies as well as of existing security requirement engineering methodologies, this paper pinpoints the gap between system design methodologies and technological solutions. To this end, PriS is suggested, with a view to providing a methodological framework for matching privacy‐related requirements with the proper implementation techniques.Originality/valueThis paper proposes a new methodology for addressing privacy requirements during the design process. It guides developers to choose the most appropriate implementation techniques for realising the identified privacy issues. PriS methodology has a high degree of applicability on Internet systems that wish to provide services that ensure users privacy, such as anonymous browsing, untraceable transactions, etc.
An incentive‐based architecture to enable privacy in dynamic environments
Authors: Kazatzopoulos L. , Delakouridis C. , Marias G.F. , Georgiadis P. 
Published: July 2006

PurposeThe purpose of this paper is to propose the use of priority‐based incentives for collaborative hiding of confidential information in dynamic environments, such as self‐organized networks, peer‐to‐peer systems, pervasive and grid computing applications.Design/methodology/approachThe paper documents the necessity of ISSON (Incentives for Secret‐sharing in Self‐Organised Networks); it provides functional and technical details on the proposed architecture; and, it assesses its feasibility in mobilead‐hocnetworks through real experiments. The paper elaborates on the availability of the hidden information through an analytical framework.FindingsThrough the real experiments, ISSON was found to be efficient in terms of communication and processing costs. Additionally, it avoids collusions for unauthorized revealing of the hidden information, and ensures the unlinkability and availability of the secret when it is divided and stored to peers.Originality/valueThe proposed, incentive‐based, privacy enforcement architecture is novel and applies to distributed, dynamic, and self‐configured computing environments.
The choice of digital newspapers: influence of reader goals and user experience
Authors: Flavián Carlos , Gurrea Raquel 
Published: July 2006

PurposeTo analyze press reader behavior in the digital medium: identify the main goals that lead readers to read the press and analyze their influence on the choice of digital newspapers. Moreover, the research analyses the moderator effect of user experience.Design/methodology/approachFirst, qualitative studies were carried out which allow reader objectives to be identified and the hypotheses to be established. Subsequently a survey was applied to a representative sample of users. The scales were validated and refined, after which the hypotheses were tested by way of a structural equation model and a multi‐sample analysis.FindingsThe goals based on the search for specific information and for updated news have a positive effect on reading newspapers on the Internet. In contrast, there is no significant effect when reading is for entertainment. This last relationship has been found to be moderated by the user experience variable.Research limitations/implicationsThe main aspects which justify digital newspaper reading should be considered in order to increase its use. Similarly, attention is drawn to the probable evolution of reader behavior, which could depend on the level of user's experience with the Internet press.Originality/valueThis is one of the first studies that analyses reader behavior on the part of the Internet press readership. In this sense, it provides a significant contribution in that it sets out to identify patterns of behavior on the part of readers of digital newspapers, as well as to study reader goals from a global perspective.
Understanding customer knowledge sharing in web‐based discussion boards
Authors: Lee Matthew K.O. , Cheung Christy M.K. , Lim Kai H. , Ling Sia Choon 
Published: July 2006

PurposeThe proliferation and advance of web‐based technologies create expanded opportunities for retailers to gain a better understanding of their customers. However, the success of these web‐based discussion boards depends solely on whether customers are willing to share their knowledge and experience with other customers in these discussion boards. Thus, this study aims at identifying the factors that drive knowledge sharing among customers in web‐based discussion boards.Design/methodology/approachAn exploratory study with 104 respondents was conducted to identify and categorize the key factors of customer knowledge sharing in web‐based discussion boards.FindingsThe results indicate that the enjoyment of helping others is the most frequently cited reason for customer knowledge sharing in web‐based discussion boards. On the other hand, the lack of knowledge self‐efficacy is the mostly cited reason explaining why customers do not want to share knowledge with others.Research limitations/implicationsThe exploratory analysis suggests that the underlying reasons that motivate and inhibit customers to share are very different. There is a need to integrate multiple theoretical perspectives from across the social and technical domains if this phenomenon is to be better understood.Practical implicationsBuilding upon the findings of this study, some generic guidelines for retailers and web designers for promoting customer sharing in web‐based discussion boards are outlined.Originality/valueThis research is one of the first studies to use the socio‐technical perspective to investigate customer knowledge sharing phenomena in web‐based discussion boards.
Clustering the consumers on the basis of their perceptions of the Internet banking services
Authors: Mäenpää Katariina 
Published: July 2006

PurposeThe purpose of the paper is to explore Internet banking services (IBS), consumers availing the services and the potential development possibilities of the services in the challenging operational environment.Design/methodology/approachOn the basis of exploratory interviews, previous Internet banking studies and relating literature, seven dimensions of IBS ranging from very practical to more hedonic are developed and explored. The users of IBS are examined by clustering them on the basis of differences in perceptions of the proposed service dimensions. Data set comprised of 300 computer‐supported interviews.FindingsThe major finding is that three of the consumer clusters do not value service dimensions containing experiential features, whereas the fourth cluster, comprising mainly of youngsters, perceived those service dimensions very appealing.Practical implicationsTwo alternative approaches are suggested to the developing and designing IBS. The cost‐effective strategy for serving currently profitable customers is to adhere to basic IBS that they prefer. However, designing versatile and experiential IBS might prove to be lucrative investment for the future. The biggest consumer cluster comprising of youngsters, potential bank customers of tomorrow, preferred more diversified and even entertaining features.Originality/valueThe study represents strategically interesting viewpoints to design and develop IBS in order to achieve optimal results in the future.