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  • 1
    Electronic Resource
    Electronic Resource
    Bradford : Emerald
    The @journal of business & industrial marketing 9 (1994), S. 24-33 
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The decision to establish or retain a national account marketingprogram is one faced by many firms whose product or service is soldthrough a business-to-business salesforce. Unfortunately, it is oftendifficult to determine whether the benefits obtained from establishingand/or maintaining a national account program outweigh the costs. Thisaudit provides a structured approach to help firms decide if a NAMprogram is right for their particular company. Although, because ofdifferences between firms, it is difficult to establish absolutedecision rules, the audit can help a company decide whether toestablish/maintain a national account marketing program.
    Type of Medium: Electronic Resource
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  • 2
    Electronic Resource
    Electronic Resource
    Bradford : Emerald
    International journal of career management 6 (1994), S. 10-13 
    ISSN: 0955-6214
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Although the nature of work undertaken by managers of organizations hasbeen widely studied, the influence of personalities of managers,particularly in the public sector, appears not to have been examined indetail. The personality characteristics of 50 senior Australian publicsector managers are compared with their achievements in terms of theknown objectives of their organizations. Describes the outcome of thisstudy. Identifies flaws including lack of trust in subordinates, lack ofinspiring trust from subordinates, lack of commitment and aggressiveselfish behaviour. Demonstrates that such flaws can bring aboutdisaster for the manager and for the organization.
    Type of Medium: Electronic Resource
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  • 3
    ISSN: 1463-5771
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Technology
    Notes: Composites are prime examples of technology moving faster than theunderlying science. Faced with increasing global competitiveness, theissues of high cost, product robustness and long lead times associatedwith product development are emerging in the forefront of problemsfacing emerging and existing performance-critical industries, such as inthe area of advanced materials. However, the mere use of the newparadigms or philosophies, such as concurrent engineering, isinsufficient to guarantee successful completion of the productrealization process (PRP). Planning for competitiveness and quality asan integral part of the programme goals and decision process is a key tosuccess. It is essential that clear plans be developed and measurableattributes of performance be identified as early in the design processas possible. The approach described herein provides the framework forsuccessful implementation of an integrated decision-production systemwithin the basic definition of Total Quality Management (TQM). Discussesthe five elements critical to the success of a new technology orproduct: definition; requirements; benchmarking; concepts; and review.
    Type of Medium: Electronic Resource
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