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  • Emerald  (2,832)
  • American Meteorological Society
  • International Union of Crystallography (IUCr)
  • 1995-1999  (5,766)
  • 1997  (5,766)
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  • 1995-1999  (5,766)
Year
  • 101
    Electronic Resource
    Electronic Resource
    ISO 9000 perspective for the construction industry in the UK (1997)
    Bradford : Emerald
    Training for quality 5 (1997), S. 178-181 
    Details
    ISSN: 0968-4875
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Reviews the process of ISO 9000 registration for the construction industry, with insight from the author's rich experience in helping construction firms to register for this international standard. Addresses the questions: the first-meeting, the courting process, the relationship and a life-time together. Concludes that the paper challenges the fundamentals of the need for ISO 9000 for the UK construction industry.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684879710188194
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  • 102
    Electronic Resource
    Electronic Resource
    Instant bookmarks for pricing strategists (1997)
    Bradford : Emerald
    Pricing strategy & practice 5 (1997), S. 13-17 
    Details
    ISSN: 0968-4905
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Recognizes that Web surfing can be a little unrewarding and aims to ease the task by reviewing specific resources that are available. Recommends various sites to visit, covering sites which provide links to other sites, information sources, business magazines, journals, management education, networking and skills. Supplies the URL number, reasons to visit the site and a brief outline of what each site has to offer.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684909710155510
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  • 103
    Electronic Resource
    Electronic Resource
    CAPPLAN: a decision-support system for planning the pricing and sales effort policy of a salesforce (1997)
    Bradford : Emerald
    Pricing strategy & practice 5 (1997), S. 30-39 
    Details
    ISSN: 0968-4905
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Describes the decision-support system CAPPLAN which has been developed for firms which sell their products through a salesforce to industrial customers or wholesalers and retailers. Explains that in such situations, it is common practice to negotiate the price based on guidelines provided by the sales management. Details how CAPPLAN offers a jointly optimal differentiation of prices and allocation of calling effort across account groups subject to both a limited production capacity and working-time capacity, and also provides a parametric optimization of prices and calling effort for varying levels of production capacity. Reports how the system has been applied at an industrial photo laboratory selling the development of film and the production of prints through retailers, resulting in a substantial improvement in profits.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684909710155547
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  • 104
    Electronic Resource
    Electronic Resource
    Gaining sustainable competitive advantage through strategic pricing: selecting a perceived value price (1997)
    Bradford : Emerald
    Pricing strategy & practice 5 (1997), S. 70-79 
    Details
    ISSN: 0968-4905
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Sustainable competitive advantage is recognized as a critical factor for survival in the turbulent environments of the 1990s. The limited use of pricing as a strategic tool to gain and hold competitive advantage has created an opportunity for companies willing to redesign their competitive portfolios and go with unorthodox strategy mixes. Proposes an approach to value pricing that can be used to seize and drive competitive advantage, and which yields a price that minimizes the risk that buyers will not perceive value at least equivalent to that provided by a reference product. At the same time, the risk to sellers of not achieving minimum margins is controlled. Suggests that this approach enhances the ability of management to develop dynamic and proactive strategies for pricing.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684909710163629
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  • 105
    Electronic Resource
    Electronic Resource
    How to use a two- product strategy against low-price competition (1997)
    Bradford : Emerald
    Pricing strategy & practice 5 (1997), S. 108-115 
    Details
    ISSN: 0968-4905
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Many brand manufacturers are facing increasing competition from competitors entering the market with extremely aggressive prices. To face this new competition the branded manufacturers traditionally lower their own prices or do not react to such attacks at all. Both strategies are not optimal. A third alternative is the two-product strategy which can be successful in many cases. This strategy foresees a second, lower positioned product to be added to the existing higher positioned brand product, which is targeted directly against the low-priced competitors. The most important aspect for such a strategy is that the two products are differentiated strongly enough to minimize cannibalization. This can be achieved by differentiating brand, quality, price and/or distribution. A two-product strategy has proven successful in many countries and markets, but can also help in a less competitive environment by opening new distribution channels or offering more customized products for specific market segments.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684909710171882
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  • 106
    Electronic Resource
    Electronic Resource
    Mode of payment and formation of reference prices (1997)
    Bradford : Emerald
    Pricing strategy & practice 5 (1997), S. 142-147 
    Details
    ISSN: 0968-4905
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: States that reference price has emerged as a central feature in consumer decisions. The goal of this study was to explore the contribution of mode of payment to the formulation of personal reference prices (what one believes to be a fair price for a product) and reservation prices (the highest price one is willing to pay for a product). Reference prices for the products were significantly influenced by mode of payment (check, cash, credit card). Those in the credit card condition formulated significantly higher reference and reservation prices than when other modes of payment were considered. That credit cards can raise reference prices leads to a better understanding of why consumers spend more with credit cards.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684909710184635
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  • 107
    Electronic Resource
    Electronic Resource
    A cointegration analysis of demand: implications for pricing (1997)
    Bradford : Emerald
    Pricing strategy & practice 5 (1997), S. 156-163 
    Details
    ISSN: 0968-4905
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The use of modeling and statistics for the design and development of pricing strategy is prevalent in academia as well as the industry. One of the more commonly used tools by researchers and managers alike for the estimation of linear demand models is the ordinary least squares (OLS) regression. Unfortunately, a majority of data sets to which such models are applied suffer from nonstationarity - that is, the dependence of a variable on its prior values - thereby violating the assumptions of a basic (naïve) regression model. Estimates of variables under these conditions are known commonly to be inflated and inaccurate. While this problem is well-known and can be corrected for among statisticians and econometricians, a simple and effective tool has not yet been designed for managers - the actual users of such models. Studies some of the problems encountered when using a naïve model and proposes a simple method to check for nonstationarity and redesign the model to account for the same. Using scanner data on soup, shows that the redesigned model predicts better, fits better and offers more meaningful results. Finally, looks at the implications of estimating such models for pricing strategies and issues. Surface response analysis shows how a manager can use such models for conducting insightful studies on price sensitivity.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684909710184653
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  • 108
    Electronic Resource
    Electronic Resource
    The truth about teams (1997)
    Bradford : Emerald
    Training for quality 5 (1997), S. 19-25 
    Details
    ISSN: 0968-4875
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Many companies have adopted self-directed work teams as a way to empower their employees and thus enhance both productivity and quality. Many of these same companies, however, have experienced a myriad difficulties and problems in attempting to implement a team programme. Explains how to determine if your company could benefit from using a team management approach, as well as how best to "set the stage" for an empowerment programme such as teams. Includes useful strategies for implementing teams, a discussion of the critical role of management, how long the transition can be expected to take, how to deal with issues of accountability, and the importance of initial and ongoing training. Addresses the concept of team efficacy in the context of why teams are successful at some companies and disastrous at others.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684879710156487
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  • 109
    Electronic Resource
    Electronic Resource
    Cultural change: crucial for the implementation of TQM (1997)
    Bradford : Emerald
    Training for quality 5 (1997), S. 40-45 
    Details
    ISSN: 0968-4875
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Claims that management's failure to recognize the importance of attitudes and to foster a change is one of the primary reasons for the failure of the quality transformation process. States that successful TQM implementation is dependent on the existence of a total quality culture among all personnel. Reports research which indicates that, although some positive elements do exist, for example, a common accepted vision, accepted responsibilities, customer-focus and group cohesiveness, much still needs to be done to pave the way for a total quality culture.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684879710156522
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  • 110
    Electronic Resource
    Electronic Resource
    Family Internet (1997)
    Bradford : Emerald
    Training for quality 5 (1997), S. 71-77 
    Details
    ISSN: 0968-4875
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Highlights the need to improve organizational communication and training. Discusses the need for organizations to develop staff values and objectives before considering the role of communications in such a company.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684879710167656
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  • 111
    Electronic Resource
    Electronic Resource
    Cultural values, satisfaction and performance in a professional services firm (1997)
    Bradford : Emerald
    Training for quality 5 (1997), S. 100-105 
    Details
    ISSN: 0968-4875
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Reports on research which examined cultural values in a professional services firm. Data were collected from 1,608 women and men using anonymously completed questionnaires. Describes the cultural values of the firm, then examines correlates - personal demographic, work-setting factors and work outcomes - of these values. Finds that personal demographic characteristics are inconsistently and weakly related to cultural values and that both work-setting characteristics and work outcomes are consistently and strongly related to cultural values. Women and men describing cultural values in more favourable terms were more satisfied with their jobs, had lower intentions to quit, experienced more opportunities for on-the-job learning and development and compared the firm's service quality and products more favourably with their competitors.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684879710173343
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  • 112
    Electronic Resource
    Electronic Resource
    Improving teaching and learning: the perceptions minus expectations gap analysis approach (1997)
    Bradford : Emerald
    Training for quality 5 (1997), S. 121-125 
    Details
    ISSN: 0968-4875
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The most commonly used method - the use of a formal questionnaire, administered at the end of term or end of semester - is not useful for generating continuous improvement in the short term. Aims to explain the perceptions minus expectations gap analysis approach to obtain informal feedback from students and use it for formative purposes. Summarizes the reasons for the increased interest in student feedback. Describes the process of obtaining feedback to generate the perceptions minus expectations gap. Presents evidence to show that the key factors that aid or hinder learning are situational. Finally, gives an example of the application of gap analysis.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684879710173389
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  • 113
    Electronic Resource
    Electronic Resource
    Utilizing the Internet for marketing success (1997)
    Bradford : Emerald
    Pricing strategy & practice 5 (1997), S. 7-12 
    Details
    ISSN: 0968-4905
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Observes the increasing influence of new communications technologies on information transfer and business practices, and highlights features of the Internet which could prove essential for marketing managers and academic researchers. Spotlights new developments, such as the "virtual university" model, which can provide cost-effective management learning programs, and concludes that the Internet has much to offer, particularly for global companies.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684909710155501
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  • 114
    Electronic Resource
    Electronic Resource
    How consumers evaluate store brands (1997)
    Bradford : Emerald
    Pricing strategy & practice 5 (1997), S. 18-24 
    Details
    ISSN: 0968-4905
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Using a sample of 872 shoppers and data for 14 products, tests the degree to which extrinsic cue reliance differs between "store brand" versus "non-store brand" prone consumers. Results indicate that store brand prone consumers exhibit significantly less reliance on extrinsic cues in quality assessment. Reliance on brand name had an especially strong effect in forming taste expectations. Price reliance had a marked effect in determining perceptions of quality and reliability of ingredients. Discusses the implications for management.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684909710155529
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  • 115
    Electronic Resource
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    Dynamics of the relationship between product features, quality evaluation, and pricing (1997)
    Bradford : Emerald
    Pricing strategy & practice 5 (1997), S. 45-60 
    Details
    ISSN: 0968-4905
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Examines the relationship between a product's features, the consumer's quality evaluation, and the marketer's pricing in the context of a dynamic product/market environment. Estimates a simultaneous system model using two-stage-least-squares regression on Consumer Reports data of three high-technology consumer durables which have shared common product/market characteristics but reached different levels of household ownership in the late 1980s. The results of pairwise correlation and 2SLS regression analyses revealed that the associations between prices and quality evaluations were insignificant, but the associations between product features and prices or between product features and quality evaluations, varied across the three product categories at their different levels of market penetration. As a product's customer base widens or the consumer's knowledge and experience with the product accumulates, the significant association of marketer's prices changes from "with the product's feature availability" to "with the consumers' experience-in-use advantages," while the significant association of consumers' quality evaluations changes from "with the consumers' experience-in-use advantages" to "with the consumers' experience-in-use disadvantages." The empirical results, however, suggest no relationship between the marketer's pricing of a product and the Consumer Reports' overall quality evaluations on the product.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684909710163601
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  • 116
    Electronic Resource
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    Product and service bundling decisions and their effects on purchase intention (1997)
    Bradford : Emerald
    Pricing strategy & practice 5 (1997), S. 99-107 
    Details
    ISSN: 0968-4905
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Examines the effects of four factors (the bundle: pure or mixed, the price discount, the functional complementarity of bundle components, and the number of bundle components) on consumers' intentions to purchase product and service bundles. The findings were relatively consistent across product (automobile) and service (automotive service) contexts, and illustrate that pure bundles are preferred to mixed bundles, and a greater price discount is preferred to a lesser one. The results also indicate that five component bundles generate greater purchase intention than either three or seven component bundles, and that "very related" bundle components result in greater purchase intention than either moderately or not related components. Additionally, several interactions are present.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684909710171873
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  • 117
    Electronic Resource
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    Making mentoring work (1997)
    Bradford : Emerald
    Training for quality 5 (1997), S. 6-9 
    Details
    ISSN: 0968-4875
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Suggests that formal mentoring schemes are on the increase in response to the rapid pace of change and the need for people to network in lean delayered organizations. Defines mentoring as a one-to-one process of helping individuals to learn and develop and takes a longer-term perspective which focuses on the person's career and their development. Reviews the experience of best practice organizations using mentoring and draws on a feasibility survey of managers in a 10,000 strong global engineering company. Typical problem areas are that expectations and objectives may be misunderstood, the formal framework may not fit the culture and it can be hard to find suitable mentors. Discusses the strengths of mentoring, some of the pitfalls, and factors which help to make mentoring work effectively. Asserts that you should be clear what you want out of mentoring, communicate thoroughly, carefully tailor the programme to the needs of participants and the culture, train the mentor and set up evaluation and review methods.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09684879710156469
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  • 118
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    Innovativeness and price sensitivity: managerial, theoretical and methodological issues (1997)
    Bingley : Emerald
    The @journal of product & brand management 6 (1997), S. 163-174 
    Details
    ISSN: 1061-0421
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Presents a simple and concise survey method for measuring price sensitivity and illustrates its use by examining the relationship between innovativeness and price sensitivity within a specific product category. The results of a survey of 457 students revealed a negative relationship between fashion innovativeness and fashion price sensitivity, thereby confirming previous studies. Additional analyses showed that the individual scale items and the short summed scales operationalizing the constructs possessed discriminant validity, enhancing the credibility of the findings. Discusses applications of this self-report method for measuring price sensitivity to other pricing issues.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/10610429710175682
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  • 119
    Electronic Resource
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    Co-branding in advertising: developing effective associations (1997)
    Bingley : Emerald
    The @journal of product & brand management 6 (1997), S. 191-201 
    Details
    ISSN: 1061-0421
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Explains how marketers have begun to pair their new brands with existing brands that have powerful images attached to them in the hopes of linking these positive images with their products. Recommends strategies for co-branding based on classical conditioning, a method for developing associations, and provides examples of firms that have found success when using these techniques.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/10610429710175709
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  • 120
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    The Melbourne garden nursery industry: a qualitative review of marketing and new product development orientation in a retail environment (1997)
    Bingley : Emerald
    The @journal of product & brand management 6 (1997), S. 175-190 
    Details
    ISSN: 1061-0421
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Looks at the traditional market entrants in the retail garden nursery products industry in a defined area of the eastern suburbs of Melbourne, Australia. Argues that it may well be to the detriment of these traditional entrants that a more marketing-oriented approach has not been adopted, particularly in light of the emergence of recent market entrants which appear to pose a threat by virtue of much more integrated marketing-based philosophies and more structured new product development approaches.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/10610429710175691
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  • 121
    Electronic Resource
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    Marketing innovative technology to institutional buyers in educational settings (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 7-21 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: In institutional settings, the decision to adopt technically innovative products is usually made jointly by individuals representing various functional groups. Each individual participant exerts significant influence over the adoption decision; and often the needs and concerns of various participants and groups differ. These characteristics contribute to the complexity of the purchase decision process and accentuate barriers to adoption, thus presenting special challenges for marketers of technically innovative products. The research discussed was designed to investigate the purchase decision process for technically innovative products in institutional markets. The US educational market provides the setting for the investigation. This market's purchasing process is similar to a variety of tax-funded institutional markets (e.g. governmental agencies, public health care facilities). Additionally, this market is significant - in its own right - for two important reasons: (1) it currently spends $225 billion annually, and (2) it significantly affects the future socio-economic success of the USA. The results of the investigation provide important insights into the problems associated with marketing technically innovative products to these types of institutional markets.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710157904
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  • 122
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    A conceptual framework of the impact of technology on customer-supplier relationships (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 22-32 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: As new technologies and new processes are adopted by firms, the technology level of the firm is emerging as an important variable of inter-organizational relationships. Examines the influence of technology levels on the customer-supplier interactions and presents a conceptual model of the technology impact. Drawing on the marketing and social exchange literature, derives a set of research propositions in terms of major characteristics of interaction processes. Also discusses managerial implications of the study.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710157913
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  • 123
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    New product development: using the salesforce to identify opportunities (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 33-50 
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    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The development process for new products is critically dependent on customer-generated new product ideas. Although several conduits exist for identifying and communicating these ideas, by far the most productive one is the organization's salesforce. While the integral role of salespeople as the linkage between buyers and sellers is generally acknowledged by many researchers, little empirical evidence exists which explores this role. This paper explores the role of the salesforce as an information source in the opportunity identification phase of the new product development process. It presents results of an empirical study of 223 sales managers concerning actual use and effectiveness of the salesforce as a source of new product ideas and proposes specific recommendations concerning improved utilization of the salesforce as a source of new product ideas generated from customers.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710157922
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  • 124
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    Mapping strategic groups: an international example (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 66-75 
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    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The Greek dairy industry, with more than 1,000 companies, is extremely dynamic and developing, and it is presumably attractive to some investors, usually big foreign companies. The question of great interest is which cluster of the industry should they compete with, and what changes will that potential entrance cause to the industry. Uses the strategic group theory to cluster firms in this industry into groups, as a first approach to investigate this industry. That provides a better approach of understanding and evaluating the industry's potential as well as useful information of the current situation and the future changes.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710157940
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  • 125
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    A program for implementing market segmentation (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 51-65 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Organizations wishing to apply the principles of market segmentation often face problems putting the theory into practice. All too often the required background analysis is inadequate or poorly structured or the translation of segmentation strategy into marketing programs is impeded. To be successful, segmentation must lead an organization through a process which undertakes background analysis, determines strategy and develops marketing programs. However, there are a number of points at which the process can break down. Shows how the segmentation program described has tackled these difficulties, leading several management teams through the analysis, strategy and program elements of the market segmentation process. A range of benefits arise from the program. Primary benefits are that the process puts the customer first, maximizes resources and emphasizes strengths over competitors. Secondary benefits relate to the development of a more market-focussed company culture and the building of inter- and intra-organizational relationships.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710157931
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  • 126
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    Involvement of technical consultants in high technology business markets (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 83-102 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Using data collected from 302 firms spanning a wide range of industry sectors, tests a model designed to explain the decision of whether to use or not to use an outside technical consultant when purchasing a big-ticket, high technology product in the information technology area. The results indicate that different categories of variables influence the decision to include or not to include an outside technical consultant in the buying center. In order to assess the degree of convergent validity in our findings, a second model was tested using a somewhat different, but nonetheless related dependent measure, namely the extent of the consultants' involvement across eight buying stages. Overall, the model testing results provide good support for the majority of the hypothesized relationships, especially those related to the buyer's access to external networks, product class knowledge, and technical/administrative role. A major finding is that 28 percent of firms in our sample engaged an outside consultant to help them make the purchasing decision. Analysis of the consultants' extent of participation in these purchasing decisions indicates that they had high involvement in seven of the eight buying stages. Though the consultants were found to have least involvement in the final stage of the buying process, i.e. the selection of the preferred supplier, it seems reasonable to expect that they are key influencers in this final stage as they had a significant effect on shaping all the preceding buying stages.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710172637
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  • 127
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    Process improvement through marketing variance analysis (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 103-117 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: In the 1970s and early 1980s several studies recommended using a framework based on a 1977 Hulbert and Toy model for analyzing marketing variances. Proposes adaptation of the model to control the processes of sales planning and sales performance, not the performance of individuals as originally advocated ten to 15 years ago. Emphasizes process improvement, rather than people measurement, consistent with the current quality movement that so many firms have embraced. Implementation of the Hulbert and Toy model requires generation of a revised plan. By comparing the original plan, the revised plan, and actual results, management can identify where improvements in the planning processes may be achieved. The objective is to reduce variation between actual and planned sales. Suggests that reduced planning variances yield a higher quality plan and a more harmonious operation.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710172646
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    Power as a predictor of industrial complaining styles in a buyer/seller relationship: the buyer's perspective (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 134-148 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: With continued growth in the industrial market being an important issue, firms need to maintain and expand their existing customer base. Careful consideration and evaluation of customer complaints are essential to this concern. An industrial marketer must develop appropriate policies and procedures for responding to buyer complaints to reduce the probability that the industrial buyer will switch marketers or engage in complaint responses that may damage the marketer's reputation. Identifies four complaining styles used by industrial buyers in response to a dissatisfying experience. Tests several marketer power bases as predictors of the four complaining styles.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710172664
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    Hybrid governance: the role of transaction costs, production costs and strategic considerations (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 118-133 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Practitioners often are confused by theories that offer ambiguous prescriptions for designing the institutional forms or governance structures in which business activities are conducted. Unclear prescriptions for organizing tasks within the main governance alternatives leave key design decisions unguided: which tasks to perform in-house (hierarchy), which to contract to outside agencies (market), and which to perform jointly by economic units within and outside the firm (hybrid)? A popular current theory - transaction cost analysis - suggests that governance structures should be aligned to tasks in a "mainly transaction cost economizing way." Argues that the importance of transaction costs is overstated, and that observed patterns of firms' governance structures suggest that firms also account for other theoretical issues - production costs and strategic considerations - in determining efficient boundaries. Begins by illustrating that transaction costs are not always primary. Then discusses the factors that impact production costs and transaction costs, and reviews certain strategic considerations that impact the choice of governance structure for a task. Offers practitioners guidance in choosing governance structures through a contingency analysis that examines the interaction of production costs, transaction costs, and strategic considerations. Illustrates normative implications for designing governance structures through corporate examples that are driven by both cost and strategy considerations.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710172655
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  • 130
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    Some issues in developing expert marketing systems (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 149-162 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Formal planning can yield many benefits for all types of companies but many companies are experiencing difficulties with marketing planning. It has been recognized that expert systems would bring benefits to companies by helping them make better strategic plans, but the development of expert marketing systems is difficult and time consuming. Discusses some important issues related to the development of expert marketing systems. These issues are associated with understanding the domain, identifying users' problems, knowing the limitation of expert systems and designing user-friendly interface. These issues seem to have not been addressed adequately from expert system developers. It is hoped that discussions herein would help others to understand these issues better and to develop more successful expert marketing systems.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710172673
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  • 131
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    Salesperson behavior: antecedents and links to performance (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 177-184 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Examines the impact of selling behaviors on performance. The time spent actually selling and servicing clients is shown positively to influence salesperson performance. Having a spouse in the profession, past sales experience, higher vocational esteem for selling and service, and a higher extrinsic reward orientation are antecendents to behaviors that relate to higher performance.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710188018
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  • 132
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    The future of sales training: making choices among six distance education methods (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 185-195 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Previous research has revealed that sales trainers have been reluctant to incorporate distance education training methods into their programs. This study investigated the effectiveness of six different teaching methods in delivering one sales training course to a national salesforce from one organization. Training methods ranged from no-tech to high-tec and included: an on-site instructor, a written manual, a manual plus videotape, video-conferencing, audio-graphics and an interactive multi-media computer-based training program. Pre- and post-training evaluations of course content indicated significant improvements. Media were evaluated in terms of training required, number of participants to be trained and other technical considerations. Measures of course content revealed no significant differences in terms of delivery methods. Strengths, weaknesses and situations for optimal utilization of media and delivery method were identified. Findings should assist sales training managers in making more informed choices among distance education delivery options.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710188027
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  • 133
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    Salesforce automation and the adoption of technological innovations by salespeople: theory and implications (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 196-208 
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    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: In the past few years, organizations have spent millions of dollars adopting salesforce automation (SFA) systems, and this trend continues to grow. Despite its significance, very little academic research has been devoted to understanding the factors that can influence the adoption and implementation of SFA systems. Contends that SFA is a two-stage process that involves adoption at: (a) the organizational level, and (b) the level of the individual salesperson - with organizational adoption preceding individual salesperson adoption. Draws on diffusion theory and the existing SFA trade literature to discuss factors that can influence SFA adoption at both these levels and their implications for management.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710188036
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  • 134
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    Salesforce automation issues prior to implementation: the relationship between attitudes toward technology, experience and productivity (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 209-219 
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    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: One of the primary characteristics of the sales environment of the next century will be the proliferation of technology as an important component of the sales process. The successful salesperson of the future will be marked by an ability to incorporate and directly apply a wide range of technology in their interactions with customers. More than simple data access, sales technology is increasingly being used as a means by which the salesperson and customer interact. The overall objective of this study is to measure the attitude of salespeople toward the use of computer technology in a sales job and then ascertain the relationship between these attitudes and a salesperson's job experience and productivity. The results of the study outline important managerial implications related to introducing and implementing new technology uses within a salesforce.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710188045
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  • 135
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    The power of technology in business selling: call centers (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 222-235 
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    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Changes in market conditions and trends often point to the need for changes in the marketing approaches being used. Current market trends such as fierce competition and increasingly demanding customers bring into glaring focus the shortcomings of marketing approaches and vehicles developed in and for earlier times. Corporations are being forced to re-examine and redefine their marketplace. The need for innovative ways of reaching the customers has never been greater. Such changes call for the development and use of newer sales and marketing tools. Call centers belong to a new breed of potent technology-driven business tools that evolved in direct response to the changes in today's business environment. Being rooted in a technological foundation, call centers have superior attributes. They offer more flexibility and simultaneously lower the costs of meeting customer needs. They bring businesses much closer to their customers by establishing a two-way interactive link with the marketplace. Compared to traditional marketing approaches call centers are designed and developed for the contemporary business environment. They are an ideal tool for today's rapidly changing global markets.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710188054
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  • 136
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    International salesforce management: a relationship perspective (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 236-252 
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    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: As world trade has expanded to over two trillion dollars in the past 20 years, the international environment with all its complexities has become the arena in which many sales managers must labor. However, the combination of diverse languages, dissimilar cultural heritages and remote geographic locations can create strong barriers to managing effective buyer-seller relationships. Explores the uniqueness of international salesforce management. Discusses the advantages and disadvantages of employing international marketing intermediaries, as well as issues related to seller-intermediary relationships. Follows with a section focusing on the company-owned salesforce and more direct buyer-seller relationships. Examines issues surrounding organizing the international salesforce and explores the unique aspects of managing the international salesforce in distant markets.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710188063
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  • 137
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    Business relationships: an examination of the effects of buyer-salesperson relationships on customer retention and willingness to refer and recommend (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 253-264 
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    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Examines the effect of the quality of a salesperson's relationship with a customer on the likelihood of retaining that customer's business. Assesses the effects of high/low-quality buyer-salesperson relationships on obtaining referrals and recommendations from a customer. Results indicate that buyers who rated the quality of their relationship with their salesperson as above average were more likely to remain. In addition, above average buyer-salesperson relationships were more likely to generate recommendations and referrals from customers. Suggests that a salesperson's efforts to build relationships are rewarded by greater customer retention and increased business through referrals and recommendations.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710188072
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  • 138
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    Market orientation and performance: the moderating effects of product and customer differentiation (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 276-296 
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    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Poses the question is the influence of market orientation stronger in specialty markets with high levels of differences in product features and customer needs/applications, compared to commodity markets? Reports that regression results indicate that the only significant interaction is between customer differentiation and market orientation as an influence on new product success, relative product quality and customer retention. However, examination of partial correlations in the quadrants formed by customer and product differentiation indicates that market orientation seems to be a more important determinant of all aspects of performance in markets characterized by low levels of customer differentiation but high levels of product differentiation. Examination of these quadrants suggests that market orientation may be a more important determinant of performance in the high product differentiation/low customer differentiation quadrant, because of high levels of change in technology and customer needs. States that, in addition in this quadrant, there is an indication that since large firms have the advantage in R&D emphasis, small firms need more market orientation to compete. Although market orientation had no influence on performance in the commodity segment, there is an indication that smaller firms may need a higher level of market orientation to compete with large firms emphasizing low-cost advantages.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710183257
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  • 139
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    Vicarious franchisor liability: marketing and public policy implications (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 297-314 
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    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Reports that franchisors are sometimes found liable for consumer injuries resulting from faulty products that the franchisor neither designed, manufactured, inspected, nor distributed. Examines the legal doctrines by which these outcomes are reached. In addition, reviews and supports the basic public policy arguments underlying vicarious franchisor liability. Finally, provides managerial recommendations for dealing with this aspect of the legal environment to both franchisors and franchisees.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710183266
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  • 140
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    Evaluation of foreign products by US international industrial buyers (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 323-338 
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    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Evaluates the perception of US industrial purchasers of products of industrialized countries and major Latin American nations. Shows that price is the only perceived strength of Latin American products while quality and delivery variables constitute the perceived core competency of products manufactured in advanced economies. Japan leads the world in perceived positive product attributes. Even industrial buyers who have never purchased from Latin America perceive the products of the region as technologically-inferior and price-superior compared to products made in advanced countries. Proposes that country-of-origin cue is still an important factor in industrial purchase decisions.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710183310
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  • 141
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    Linking effective listening with salesperson performance: an exploratory investigation (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 315-322 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Notes that researchers and practitioners recognize that listening is a crucial basic skill on a par with reading, writing, and speaking. Although effective listening is important in almost every profession, it seems particularly significant in business-to-business selling. Effective listening skills assist the salesperson in adapting to the prospect and to different sales situations. Successful application of these skills contributes to the added value of the personal selling exchange. Presents an initial attempt to explore the relationship between effective listening, adaptive selling behaviors and salesperson performance. In the past, very little has been done to measure the construct of effective salesperson listening and correlate it with key dimensions (adaptive selling and sales performance). Hopes to contribute to discovering a means of measuring the listening phenomena in a sales environment. The subjects for the study were salespeople representing a Fortune 100 international electronics manufacturer. The subjects were participating in a company-sponsored training program at the time of the survey. Results of the study indicate support for a positive relationship between effective listening and adaptive selling, performance and job satisfaction.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710183284
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  • 142
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    Technological substitution in mobile communications (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 383-399 
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    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Asserts that innovation, which plays a key role in product and process improvement in many companies, is the very lifeblood of high technology firms. Considers that because technological change is a function of the economic growth model then technological substitution must be a sub-function of this model. The ability to forecast technological substitution in the long-term macro view enables strategic planners to develop trends for their specific technological application. Begins with a brief statement of the problem, followed by a discussion of the theoretical framework, review of related literature, methodology, findings, discussion of findings and their implications and, finally, recommendations to practitioners.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710190231
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    A multi-dimensional perspective on salesperson commitment (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 354-367 
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    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Although the study of organizational commitment (OC) is prevalent in the sales literature, multiple commitments have yet to be considered with respect to their impact on OC and work-related outcomes. Four original measures that tap a salesperson's commitments to: an immediate supervisor; peer salespeople; customers; and the sales profession itself were developed and tested. Using these, a series of regression models suggests that overall OC is enhanced by commitment to peers and the supervisor, with the former having a greater impact than the latter. Job satisfaction was affected by OC and professional commitment. Propensity to leave the organization was negatively associated with OC only.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710190204
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  • 144
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    Differences between trade show exhibitors and non-exhibitors (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 368-382 
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    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Trade shows can be crucial components of a firm's marketing mix. This modern day version of the central market is often poorly understood and overlooked by many corporate design makers seeking effective and efficient ways to promote the firm's products and service. Compares non-exhibitors and exhibiting firms, examines major differences between the two groups, and provides a profile of non-exhibiting firms. Finally, offers some tips around when to, and when not to, exhibit and aspects to increase exhibit effectiveness.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710190222
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    Buyer-supplier partnerships: flip sides of the same coin? (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 417-434 
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    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Increasingly managers speak in terms of partnerships when they refer to their buyer-supplier relationships. While both suppliers and customers can achieve better performance in close co-ordinated relationships, not all relationships result in mutual benefit. Explores what buyers and sellers expect and contribute to their partnerships. Examines three categories of bahavior in relationships generally associated with norms conducive to co-operation (joint problem-solving, communication and relationship-specific investment) for both suppliers and buyers. The results suggest that buyers and suppliers do not always agree about the behavior which occurs in "partnerships." One reason for this is that each side may bring different expectations to the relationship. For both the buyer and the supplier samples, there was a wide diversity of opinion about what a "partnership" entails. Support was found for the reliability of four different partnership definitions: self-centred; personal loyalty; mutual investment; and political control.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710190295
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    What makes firms more innovative? A look at organizational and environmental factors (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 400-416 
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    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Innovative firms are generally more successful in both industrial and consumer markets. However, factors that make firms innovative are often elusive and complex. Looks at how strategic posture, organization structure, environmental hostility and uncertainty interact and how each factor contributes to an explanation of firm innovativeness. Suggests that strategic posture is a major factor determining the innovativeness of firms while organization structure mediates the effects of strategic posture, uncertainty, and hostility. Hence, for managers striving to make their firms more innovative, a prerequisite is to adopt a proactive strategic posture which gradually leads to a flexible organizations structure - the two factors that have a direct effect in making firms more innovative.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710190259
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    Establishing ethical boundaries for service providers: a narrative approach (1997)
    Bradford : Emerald
    The @journal of services marketing 11 (1997), S. 265-277 
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    ISSN: 0887-6045
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The arena of services marketing provides numerous opportunities for ethical violations. As competition intensifies, service providers strive harder to please the customer which can increase the temptation to make ethical compromises. Presents the narrative paradigm as a normative model for ethical decision making in the services marketing environment. The narrative paradigm is learned through socialization and can be applied to the performances of service providers. By viewing services rendered from the narrative perspective, service marketers may be able to discern hidden moral issues, or potential controversial activities. Introduces the concept of services as a performance and the current status of ethics in marketing with implications for the service industry. Introduces the narrative paradigm and gives examples of how it can be applied to the service marketing environment.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08876049710171722
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    A processual analysis of customer service training (1997)
    Bradford : Emerald
    The @journal of services marketing 11 (1997), S. 193-205 
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    ISSN: 0887-6045
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Proposes that customer service training processes should be studied as a multidimensional issue, recognizing an analytical dimension of tasks, technique, procedure, and system; a behavioral dimension concerned with attitudes, perceptions, and motivation; and an organizational learning dimension concerned with management styles, corporate culture, structure, and information flows. Explores in addition three elements necessary for effective customer service training implementation.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08876049710168681
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    Searching for information in marketspace: does the form - product or service - matter? (1997)
    Bradford : Emerald
    The @journal of services marketing 11 (1997), S. 303-316 
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    ISSN: 0887-6045
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Posits that companies offering services that directly compete with products are particularly interested in whether the form of the offering - service or product - affects the behavior of consumers. Compares in two tightly designed and rigorously implemented experiments, consumers' information search behavior for services that compete with products. Finds that: the critical difference between services and products is not that personal sources are used more for services but that impersonal sources are used less; there are similarities between products and services in search patterns; and with greater knowledge about the service, product and service search does not look very different. Finally discusses implications of these findings for managerial action.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08876049710175999
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    Radio advertising information strategy: differences between services and products (1997)
    Bradford : Emerald
    The @journal of services marketing 11 (1997), S. 344-357 
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    ISSN: 0887-6045
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Discusses how basic differences between services and products may affect advertising strategy and tactics. Examines a large number of broadcast radio adverts to study the information strategy used in service and product advertisements. Posits that the information commonly used in adverts for services and products was found to differ sharply. Presents one rationale for these information differences using concepts from the services literature. Offers suggestions for improving broadcast advertising effectiveness for service marketers.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08876049710176024
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    Marketing ethics: a comparison between services and other marketing professionals (1997)
    Bradford : Emerald
    The @journal of services marketing 11 (1997), S. 409-426 
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    ISSN: 0887-6045
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Discovers that services professionals, because of the nature of their marketing context, generally have more opportunity than other marketing professionals to engage in unethical behavior. Compares services marketing professionals with other marketing professionals on various components of marketing ethics. Finds the results generally indicate that members of the services profession do not differ from members of other marketing professions with respect to the components of ethics investigated.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08876049710187509
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    Service guarantees and consumers' evaluation of services (1997)
    Bradford : Emerald
    The @journal of services marketing 11 (1997), S. 10-18 
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    ISSN: 0887-6045
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Investigates consumer perceptions of the utility of service guarantees in a table service restaurant setting. Uses conjoint analysis to determine the utility consumers assign to restaurants that varied along different levels of price, speed of service, quality of food, courtesy of server and service guarantee. The presence of an explicit service guarantee is not uniformly desirable in the selection of a table service restaurant.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08876049710158330
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    Consumer evaluations of fast-food services: a cross-national comparison (1997)
    Bradford : Emerald
    The @journal of services marketing 11 (1997), S. 39-52 
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    ISSN: 0887-6045
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: A growing number of US fast-food franchises are expanding operations to overseas markets. Critical to the success of these service firms is an understanding of the way consumers in foreign markets evaluate their services. Reports the findings of a study that examined and compared the expectations and perceptions of US customers with those of South Korean clients about an international fast-food chain. Reveals several important differences between the two groups of customers. Discusses the implications of the results for US fast-food companies in international markets.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08876049710158358
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    An exploratory investigation of consumer decision making for selected professional and nonprofessional services (1997)
    Bradford : Emerald
    The @journal of services marketing 11 (1997), S. 91-104 
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    ISSN: 0887-6045
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Uses services classification schemes to distinguish a professional service (doctors) from two nonprofessional services (photo finishers and dry cleaners). New residents to a community evaluate profiles for each of these service providers. Uses conjoint analysis to identify the relative importance of six attributes for each service in consumers' decision making. As expected, finds differences in the use of attributes between the professional and the two nonprofessional services. Contrary to expectations, finds differences between the two nonprofessional services. Discusses managerial implications.
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    Corporate name change signaling in the services industry (1997)
    Bradford : Emerald
    The @journal of services marketing 11 (1997), S. 392-408 
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    ISSN: 0887-6045
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Investigates the effectiveness of corporate name change signaling in the services industry. Argues that previous studies on the subject are lacking because they failed to distinguish between the services and manufacturing sectors. Uses the trend analysis method and examines the movement of price-earning ratios during a five-year period before and after the name change. Evaluates the effectiveness of the name change signaling strategy by testing the difference in means of the "before and after" P/E ratios. Finds that firms who announce name change together with other managerial decisions and regularly release news on other firm-specific activities fared much better than firms which did not release such information.
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    URL: http://dx.doi.org/10.1108/08876049710187491
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    Regulatory arbitrage through financial innovation (1997)
    Bradford : Emerald
    Accounting, auditing & accountability journal 10 (1997), S. 85-104 
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    ISSN: 0951-3574
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Despite the existence of accounting standards, there still remains a degree of flexibility in their interpretation and gaps between rules. It is alleged that management practises "creative compliance" to influence the picture of financial performance portrayed in the annual report. This practice is not necessarily "illegal" because it need not violate the letter of any rules, but may challenge their spirit. Since accounting is an integral part of the regulation and governance of the corporation, the practice of creative compliance makes accounting regulation appear weak and ineffective. Traces and analyses the objectives underlying the design and implementation of one major creative accounting scheme through a case study of financial innovation in convertible securities. The evidence highlights the pressures on management to perform on specific accounting ratios, and the extent to which companies were willing to go (with assistance from bankers and lawyers) to practise creative accounting. Shows that the conventional restraints on these practices, such as auditors, analysts and the media, have not been effective. What emerges is an unbalanced conflict between the regulators and the regulated corporations, where the latter, having access to significant financial and professional resources, appear to have a consistent upper hand.
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    The direction of green accounting policy: critical reflections (1997)
    Bradford : Emerald
    Accounting, auditing & accountability journal 10 (1997), S. 148-174 
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    ISSN: 0951-3574
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Believes that green accounting should be rendered open and accountable and be properly subject to a democratic process to avoid shrouding it in a mystifying expertise. Offers a timely and substantive contribution to the debate about how green accounting might be regulated. Believes the accounting profession will stop some distance short of recommending a substantive interventionist regulation. Feels that a voluntarist and market-based stance is likely to be advocated or preferred. Makes out the case for a substantive interventionist form of regulation and points to the need in practice for something better than the status quo. Seeks to justify an interventionist stance in terms consistent with critical theory.
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    URL: http://dx.doi.org/10.1108/09513579710166703
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    Methodological themes: Back to the drawing board: revisiting grounded theory and the everyday accountant's and manager's reality (1997)
    Bradford : Emerald
    Accounting, auditing & accountability journal 10 (1997), S. 212-247 
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    ISSN: 0951-3574
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Restates the case for accounting and management research from a grounded theory perspective, and advocates its informed and more frequent application. Examines the intellectual foundations and key tenets of grounded theory in the context of researchers' theoretical assumptions and methodological characteristics, discussed in relation to Laughlin's (1995) classification schema. Pays particular attention to grounded theory assumptions and methods in relation to other interpretive paradigms such as symbolic interactionism, ethnomethodology and hermeneutics. Describes the basic principles and methods of grounded theory research, and presents potential applications to the accounting and management research arenas. Argues that rigorous grounded theory research can offer the accounting and management literatures unique understandings that provide additional perspectives to those already being offered by major schools of thought, and discusses implications of grounded theory for informing contemporary professional practice.
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    Engagement, education and sustainability: A review essay on environmental accounting (1997)
    Bradford : Emerald
    Accounting, auditing & accountability journal 10 (1997), S. 365-381 
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    ISSN: 0951-3574
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Develops a case for the enabling potential of environmental accounting (EA). Investigates three areas to support this case. The first concerns the manner in which EA actively and critically engages with practice in an attempt to change practice along lines that are more socially and environmentally sound; EA's desire to do this is not without problems. Examines the critical school's reservations concerning the ability of EA to engage with practice in a manner which allows the latter to act as an enabling force. The second theme focuses on the extent to which accounting education, and particularly EA education, can be used to empower future generations of accountants. Third, examines a new area of concern to EA, that of sustainable development, and considers the likelihood that EA can contribute in an enabling manner to this debate.
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    URL: http://dx.doi.org/10.1108/09513579710178115
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    Accounting and trust in the enabling of long-term relations (1997)
    Bradford : Emerald
    Accounting, auditing & accountability journal 10 (1997), S. 406-431 
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    ISSN: 0951-3574
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The enabling role of accounting in supporting classical contractual exchange has been extensively analysed in agency theory. In contrast, analyses the role of accounting in enabling empirically important and welfare-enhancing long-term relations which rely on trust and co-operation rather than legal remedies. Under what circumstances does accounting strengthen, weaken or even destroy the trust which underpins relations both within and between organizations? What are the implications for accountability? Explores these general questions in the contrasting contexts of compulsory contracting policies in UK local government and the transition from socialism in Eastern Europe.
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    A mind is a wonderful thing to waste: "think like a commodity", become a CPA (1997)
    Bradford : Emerald
    Accounting, auditing & accountability journal 10 (1997), S. 454-467 
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    ISSN: 0951-3574
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Technical excess in accounting education has always been a source of discontent among educational reformers, however, two recent developments have rendered these deficiencies even more acute. First, intensified competition for traditional audit services has resulted in an increasingly inhospitable job market for accounting students. Second, predatory practices by educational, professional, and recruiting institutions have compounded the unpredictability and risk in career planning for accounting students. Explores how commercial interests and professional rivalries have settled on a technical education that produces students who are docile and compliant, sometimes bewildered and confused, and generally ill-prepared for engaging the complexities of the changing job market. Concludes that radical changes in CPA education are needed - specifically, a greater appreciation of the profession's historical and sociological background - if students are to navigate their careers intelligently.
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    NOTES Courses on environmental accounting (1997)
    Bradford : Emerald
    Accounting, auditing & accountability journal 10 (1997), S. 584-593 
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    ISSN: 0951-3574
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Discusses the arguments for teaching environmental accounting and provides a sample of teaching programmes which have been successfully introduced in Australian and overseas universities. Also includes a discussion of developments in tertiary education overseas, particularly the encouragement and advice provided in the UK by the Toyne Committee and the Common Learning Agenda of the Council for Environmental Education.
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    Developing empirical research: an example informed by a Habermasian approach (1997)
    Bradford : Emerald
    Accounting, auditing & accountability journal 10 (1997), S. 622-648 
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    ISSN: 0951-3574
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Engages with the call for more case study research and provides an example of a methodology informed by a Habermasian approach. Seeks to clarify the methodology and the methods adopted and provides an example of "middle range" thinking (Laughlin, 1995). Extends the insights provided by Laughlin (1987) in his argument for the adoption of critical theory and can be seen as entering into a discourse with this earlier work. Located in the context of an ongoing programme of research in the UK public sector, seeks to provide an exemplar of the application of a Habermasian discourse-based approach, as well as providing an analysis of the strengths and weaknesses of the approach in practice. In the spirit of "middle range" thinking appears to use the frameworks provided as a foundation from which to commence the research process, yet use the experiences gained in undertaking the research as a way to develop the frameworks themselves.
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    URL: http://dx.doi.org/10.1108/09513579710194027
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    The expanded audit report - a research study within the development of SAS 600 (1997)
    Bradford : Emerald
    Accounting, auditing & accountability journal 10 (1997), S. 702-717 
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    ISSN: 0951-3574
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Reports research results which were presented to the Working Party of the Auditing Practices Board, which developed Statement of Auditing Standards 600 on the expansion of the audit report. Provides a brief discussion of the working party's reception of the research. Results revealed that, with the short audit report used in the UK until September 1993, a gap existed between auditors and users with 14 of the 18 audit dimensions having statistically significant differences. An expanded audit report (a British version of SAS 58 constructed by the authors) changed users' perceptions although ten of these 18 dimensions still had statistically significant differences between the users and the auditors. Expansion of the audit report is only a partial "solution" and needs to be combined with other measures, such as changing audit activities. An analysis of the dimensions for which users' perceptions of the audit are enhanced shows that expansion of the audit report allows the audit profession to enhance its status without any change in actual audit activities or auditor accountability.
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    Ritualism, opportunism and corporate disclosure in the New Zealand life insurance industry: field evidence (1997)
    Bradford : Emerald
    Accounting, auditing & accountability journal 10 (1997), S. 718-734 
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    ISSN: 0951-3574
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Drawing a framework from Gibbins et al. (1990), uses information collected from field interviews to isolate those factors which influence the voluntary disclosure practices of New Zealand life insurance companies. Interview evidence suggests that voluntary disclosure is a multi-dimensional phenomenon that is influenced by both firm-specific antecedents such as company culture and environmental conditions, for example, the state of market competition. Gibbins et al. (1990) refer to these organizational and environmental determinants of corporate disclosure as ritualism and opportunism. The results of this study thus provide important insights into the voluntary disclosure practices of life insurance companies. Also concludes that field-based research carried out within a sound conceptual framework could make a valuable contribution to the accounting literature and complement the results obtained in studies utilizing more conventional statistical techniques.
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    Papers not patients? - unlocking resources, paying for quality (1997)
    Bingley : Emerald
    International journal of health care quality assurance 10 (1997), S. 153-155 
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    ISSN: 0952-6862
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Medicine , Economics
    Notes: Reviews the present contracting arrangements in general practice. Outlines recent Government White Papers, leading to a discussion of the future opportunities for general practice. Demonstrates the reality of primary-care- led NHS with quality of care plus cost containment.
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    Implementation of a documentation management system for quality assurance in a university hospital (1997)
    Bingley : Emerald
    International journal of health care quality assurance 10 (1997), S. 156-160 
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    ISSN: 0952-6862
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Medicine , Economics
    Notes: Development and implementation of guidelines constitutes the basis of quality management systems for any organization. The authors have studied the internal documentation produced by professionals on 88 functional units of a university hospital. Reveals the existence of many documents concerning quality of care with an average of 102 available procedures or protocols per unit. However, this documentation is badly organized, making it difficult to consult and to put into practice. The results of this study were provided to other professionals at our hospital in order to make them aware of the necessity of rigorous document management. We have also written and sent recommendations for drawing up procedures and implementing an efficient documentary management system. This effort complements development of the hospital quality assurance plan.
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    Quality rehabilitation - oasis or mirage? (1997)
    Bingley : Emerald
    International journal of health care quality assurance 10 (1997), S. 192-196 
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    ISSN: 0952-6862
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Medicine , Economics
    Notes: Discusses the progress that has been made nationally with quality rehabilitation services for people with physical disabilities in terms of competence, respect, choice, accessibility and responsiveness. Finds implementation to be patchy, but gives examples of good practice. Suggests quality measures for hospital and community care components of rehabilitation services.
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    A clinical view of pathways of care in disease management (1997)
    Bingley : Emerald
    International journal of health care quality assurance 10 (1997), S. 61-66 
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    ISSN: 0952-6862
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Medicine , Economics
    Notes: Pathways of care define in detail the individual components of treatment for a group of patients. A well written pathway can give rise to consistent care of the highest quality. There are both educational and audit advantages to the approach. Details the means by which groups are selected and the care pathways written. Gives an example of the benefits that can accrue, based on the authors' experience at Ashford Hospital, UK of running a pathway for patients having prostate surgery. The pathways are appreciated by patients, nurses, doctors and managers. Care is improved and costs contained.
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    Sisters' and charge nurses' attitudes to quality (1997)
    Bingley : Emerald
    International journal of health care quality assurance 10 (1997), S. 42-48 
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    ISSN: 0952-6862
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Medicine , Economics
    Notes: Discovers sisters' and charge nurses' thoughts about quality assurance and whether their needs and those of their patients were satisfied by the process. Reports the results of qualitative research conducted with sisters and charge nurses working within specific clinical areas in a community trust. Shows the differences of opinion within the sample towards quality and illustrates that, although sisters and charge nurses have a good knowledge of what quality is, they acknowledge that others working within their clinical areas may not be similarly aware. Finds that, while some of the respondents felt that quality assurance would benefit patients to some degree, others felt that quality initiatives actually disadvantaged patients. Members of the sample were unhappy with certain problems of quality assurance, associated with external and internal auditing, training needs and financial implications. Recommends that quality needs to be formally included in pre- and post-basic training.
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    GP referral letters to a community mental health team: an analysis of the quality and quantity of information (1997)
    Bingley : Emerald
    International journal of health care quality assurance 10 (1997), S. 67-72 
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    ISSN: 0952-6862
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Medicine , Economics
    Notes: Presents the results of a study which investigated whether the quality of information provided by GP referral letters to a community mental health team (CMHT) was sufficient to determine an appropriate response and the allocation of professional resources. A random sample of GP referral letters received over a six-month period was analysed. The presenting problem, diagnosis and the indication of severity of symptoms were rated. Perusal of the CMHT members' replies to the GPs allowed a rough analysis of the extent of agreement with the GPs' diagnoses, description of presenting problems and severity of symptoms. Discusses the results of the study with regard to the implications of GP fundholding and the employment of GP-based counsellors.
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    The nature and value of small and community hospital accreditation (1997)
    Bingley : Emerald
    International journal of health care quality assurance 10 (1997), S. 94-106 
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    ISSN: 0952-6862
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Medicine , Economics
    Notes: Discusses the characteristics of health care accreditation schemes, especially the implications of their voluntary status. Singles out the Trent small hospital accreditation scheme (TSHAS) for detailed and systematic evaluation. Describes the quantitative and qualitative evaluation methods, which involved a meta-analysis of the literature, interviews with key staff and questionnaires completed by other participants in TSHAS. The main findings, divided into ten themes, confirm much of the published work on accreditation. The findings also provide new insights into the nature and value of health care accreditation, notably about the direction in which accreditation needs to go if both community and larger hospital accreditation is to survive.
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    Costs of the treatment of leg ulcers: initiating a quality assurance process (1997)
    Bingley : Emerald
    International journal of health care quality assurance 10 (1997), S. 125-130 
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    ISSN: 0952-6862
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Medicine , Economics
    Notes: Reports on a study which aimed to initiate a quality assurance process among health care personnel in Sweden. An epidemiological survey concerning treatment of leg ulcers in a defined region in Sweden was conducted and the costs of treating leg ulcers at different levels of care were analysed. The epidemiological survey provided the data necessary to calculate the socio-economic costs for the treatment of leg ulcers. The weekly cost was found to be about 24 times higher for hospital in-patients than it was for patients treated at home. The quality assurance process has continued through an interdisciplinary regional consensus conference and the establishment of a consensus programme in the region, with targets and general suggestions for the care and treatment of leg ulcers. To maintain high quality in leg ulcer treatment in the region, an interdisciplinary reference group has been established with members from different clinics at the hospital and members from the primary health care.
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    Clwydian Community Care Trust: district nursing patients' questionnaire (1997)
    Bingley : Emerald
    International journal of health care quality assurance 10 (1997), S. 166-172 
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    ISSN: 0952-6862
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Medicine , Economics
    Notes: The aim of this project was to develop a reliable and valid consumer satisfaction questionnaire for users of the District Nursing Service in Clwyd. During the qualitative phase 18 quality themes were identified. These were used to construct a draft questionnaire. Respondents were to rate their experience of the service (experience scale) as well as the importance to them of each service feature listed (importance scale). Following pilot testing and item analysis the importance scale was dropped. Factor analysis of the resulting 11-item questionnaire yielded four factors, similar to those identified in other studies. Makes some suggestions to improve the reliability and practical utility of the questionnaire, and describes its use in Clwyd.
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    Improving organizational health by addressing organizational trauma (1997)
    Bingley : Emerald
    Journal of organizational change management 10 (1997), S. 175-178 
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    ISSN: 0953-4814
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Organizations are searching for new methodologies to address their biggest concern for the future - their health. In a world of risk, danger, and corporate diseases, survival may depend on resilience. Addressing organizational health offers opportunities for harnessing powerful resources within an organization, including the pathologies which often manifest themselves in patterns such as the euphoria of corporate adrenaline, the terror of inside competition, the scripts of success and failure - each reflecting the trauma which can cripple an organization "invisibly". These pathologies are epidemic; the patterns repeat in every industry, every government and social institution. The workplace of the future will also manifest these conditions. How we choose to address the pathologies, and our health, can change. We may complain, deny, point fingers and cry. We may delude ourselves with the antiseptic quick fix! Or we can address our health honestly and with honour. Our future is at stake.
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    Enhancing strategic partnerships: Intervening in network organizations (1997)
    Bingley : Emerald
    Journal of organizational change management 10 (1997), S. 251-266 
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    ISSN: 0953-4814
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Although strategic alliances are increasingly commonplace, our understanding of these ventures is still evolving. Drawing on a consulting experience in a network organization, presents an intervention framework focused on issues related to creation, maintenance and assessment. Emphasizes lessons learned for managing and consulting in such partnerships.
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    Pairing myth with type of change: implications for change communication (1997)
    Bingley : Emerald
    Journal of organizational change management 10 (1997), S. 21-29 
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    ISSN: 0953-4814
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Draws attention to the value of myths for therapeutic purposes; cleansing oneself of addiction to theory. Espouses the need for moving beyond the rigidity of types and quantification of change. Attempts to loosen these types and to prepare the ground for their consideration side by side with myths. Discusses implications for learning and communication.
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    Telling changes: from narrative family therapy to organizational change and development (1997)
    Bingley : Emerald
    Journal of organizational change management 10 (1997), S. 30-46 
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    ISSN: 0953-4814
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Explores how developments in the ground-breaking field of narrative family therapy might be applied to organizational change efforts. After an introductory discussion of some of narrative therapy's key orientations and practices (e.g. postmodern notions of language and power, influence mapping, problem externalization, unique outcomes, audiencing), an extended example is given where a narrative approach was used to effect change in a health-care organization. The case is used to generate a series of research questions and directions.
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    Rhetoric and action: when a literary drama tells the organization's story (1997)
    Bingley : Emerald
    Journal of organizational change management 10 (1997), S. 47-60 
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    ISSN: 0953-4814
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Recognizes the link between rhetoric and organizational outcomes in organizational theory. Suggests that it is a link which could also be developed in organizational change management; and that selected literary texts could provide a valid learning resource for exploring the role of root metaphors in organizational culture and in management development. Literary artists filter "real life" through a personal, but sensitively attuned conduit; so their "findings" and "conclusions" provide a challenging alternative to the traditional case study. If, for example, literary texts suggest that root metaphors in organizational culture influence action, then it would follow that management initiative to change a root metaphor could lead to change in action outcomes.
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    Journeys in a declining industry: stories of footwear manufacturing (1997)
    Bingley : Emerald
    Journal of organizational change management 10 (1997), S. 61-70 
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    ISSN: 0953-4814
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Represents an experiment in style and methodology. Presents stories of managing decline in a rapidly deregulating environment. Collected data from managers in the New Zealand footwear manufacturing industry in face-to-face interviews with the intention of giving an insider view of strategic change. Highlights the stories of the managers, both visually and structurally, and places the academic discourse of theory and method in this background. Six stories demonstrate the diversity of the journeys taken in an attempt to manage decline in one industry. Suggests that, from the manager's perspective, destination is determined by (and after) the journey, and not vice versa as suggested in the classical strategic management literature.
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    URL: http://dx.doi.org/10.1108/09534819710159305
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    Towards - myth and the management of organizational change in ancient Athens (1997)
    Bingley : Emerald
    Journal of organizational change management 10 (1997), S. 71-95 
    Details
    ISSN: 0953-4814
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Suggests that a systems approach to the management of organization change is something most business schools assume to be a recent development. Presents a 2,500-year-old example of an extremely successful systemic transformation, one which provides a useful stimulus to aid thinking in this field today. Of particular interest is the ancients' appreciation of an aspect which is often paid little mind in modern systems interventions - organizational mythology, and the notion that perhaps the most important aspect in managing change is providing continuity.
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    URL: http://dx.doi.org/10.1108/09534819710159314
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  • 182
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    The future of work in the digital diaspora: economic restructuring and education (1997)
    Bingley : Emerald
    Journal of organizational change management 10 (1997), S. 139-155 
    Details
    ISSN: 0953-4814
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The microprocessor and digital technologies have spawned an economic revolution enabling the global customization of mass production and services in close synchronization with the automation of consumer processes. An important outcome of this revolution is the embedding of educational processes within commercial transactions before the sale and following delivery, before which the transaction is not complete. These new processes demand that business and education work collaboratively in a new digital environment potentiating a global diaspora of highly interactive entrepreneurial and intrapreneurial commerce. The new methods of telecommunications will be so powerful and ubiquitous as to become the ESL of the new millennium. People will need to learn the methods and processes of digital work to participate in the new economy. Explores the belief that these trends have serious implications for the processes by which education prepares students for the world of work, how education and business work together, and how society prepares citizens for roles in the new economy.
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    URL: http://dx.doi.org/10.1108/09534819710160808
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    Work, authority and participation: the scenario of circular organizing (1997)
    Bingley : Emerald
    Journal of organizational change management 10 (1997), S. 156-166 
    Details
    ISSN: 0953-4814
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Explores a scenario for how work can be organized in a circular manner. Outlines two tendencies in work relations: a return to authoritarian governance of the workplace, and at the same time, the inevitable and necessary shift towards more participation. Subsequently, explores the possibility of a synthesis of traditional and participative work relationships by organizing work in a circular manner. Circularity implies that, although authority may continue to play an important role in the workplace, an ultimate authority is absent, and each member can participate directly or through representation in decision processes which are organized in circles.
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    URL: http://dx.doi.org/10.1108/09534819710160817
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  • 184
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    Mass Soldering (1997)
    Bradford : Emerald
    Soldering & surface mount technology 9 (1997), S. 23-29 
    Details
    ISSN: 0954-0911
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Mechanical Engineering, Materials Science, Production Engineering, Mining and Metallurgy, Traffic Engineering, Precision Mechanics
    Notes: This issue of thejournal features the final part of a two-part series which comprises Chapter 15 fromVolume 1 of a recently published book 'A Comprehensive Guide to the Manufacture ofPrinted Board Assemblies'* edited by W.MacLeod Ross.Volume 1, containing 800 pages, and Volume 2, scheduled to be published in theSpring of 1997 and estimated to contain around 900 pages, will, as far as the publishers areaware, be the most comprehensive book ever published on the subject of printed boardassemblies.
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    URL: http://dx.doi.org/10.1108/09540919710800593
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    Getting Ready for Lead-free Solders* (1997)
    Bradford : Emerald
    Soldering & surface mount technology 9 (1997), S. 65-69 
    Details
    ISSN: 0954-0911
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Mechanical Engineering, Materials Science, Production Engineering, Mining and Metallurgy, Traffic Engineering, Precision Mechanics
    Notes: This paper reviews the status of lead-free solder development works. Some of the solder systems — Bi-Sn,Bi-Sn-Fe, ln-Sn, Sn, Sn-Ag, Sn-Ag-Zn,Sn-Ag-Zn-Cu, Sn-Bi-Ag, Sn-Cu,Sn-Cu-Ag, Sn-In-Ag, Sn-Sb, Sn-Zn andSn-Zn-ln — are discussed in more detail, while others are briefly commentedon. In general, compared with eutectic Sn-Pb solder, all the lead-free solderalternatives investigated more or less exhibit some shortcomings, such as price, physical,metallurgical or mechanical properties. Relatively, Sn-ln-containing systemsare more promising in terms of solder mechanical properties and soldering performance,although the price of ln may be a concern. Eutectic Sn-Ag solder doped with Zn, Cu orSb exhibits good mechanical strength and creep resistance, due to refined microstructure. TheBi-Sn systems doped with other elements may have a niche in the low temperaturesoldering field. Eutectic Sn-Cu has good potential due to its good fatigue resistance. Theeutectic Sn-Zn system modified with ln and/or Ag may be promising in terms ofmechanical properties. Finding a lead-free alternative for high temperature solderspresents the biggest challenge to the industry.
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    URL: http://dx.doi.org/10.1108/09540919710800656
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    A : the Samurai way to achieving construction quality (1997)
    Bradford : Emerald
    The @TQM magazine 9 (1997), S. 159-164 
    Details
    ISSN: 0954-478X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Argues that the management of quality in the construction industry is often flawed by people-related problems. Suggests that there is tremendous scope for applying Miyamoto Musashi's lessons in A Book of Five Rings for overcoming some of these problems and for managing construction quality. Just as the samurai strives to perfect his killer instinct, the application of the Samurai way in the building industry can serve to achieve getting the construction quality right first time, every time. Provides a historical account of Miyamoto Musashi's A Book of Five Rings, highlights its teachings and analyses how these can be adapted or applied for managing construction quality more effectively in the building industry.
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    URL: http://dx.doi.org/10.1108/09544789710165617
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  • 187
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    A systems model of effective teamwork (1997)
    Bradford : Emerald
    The @TQM magazine 9 (1997), S. 118-127 
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    ISSN: 0954-478X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Argues that, despite increasing interest in teamwork, much of the literature on the subject is inconclusive and often derived from anecdote rather than primary research. Seeks to develop an empirically-based conceptual framework with which to characterize effective teamwork in the hospitality industry. Reviews the literature and empirical research on the subject; then proposes a descriptive systems model of the key characteristics of effective teamwork featuring inputs, throughputs and outputs. Suggests that throughputs may be the greatest determinant of team effectiveness and that this may have implications for the way in which management approaches the development of self-directed teams in the future.
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    URL: http://dx.doi.org/10.1108/09544789710165563
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    The use of customer- and employee-based performance measures in top 500 companies (1997)
    Bradford : Emerald
    The @TQM magazine 9 (1997), S. 152-158 
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    ISSN: 0954-478X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Discusses the degree to which customer- and employee-based measures of performance are used within The Times top 500 companies, as revealed by a postal survey carried out in 1995 and from initial findings from six in-depth case studies. The inquiry was initiated as a result of the continuing wave of changes resulting from the performance measurement revolution and ongoing developments in the field of total quality management. Investigates the generation and use of the measures and assesses the commonality between management theory and reported practice. Concludes that, although best practice (in academic terms) is apparent in some companies, the use of these measures in the determination of business strategy has not yet become standard practice.
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    URL: http://dx.doi.org/10.1108/09544789710165608
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    Improving business performance through developing a corporate culture (1997)
    Bradford : Emerald
    The @TQM magazine 9 (1997), S. 206-216 
    Details
    ISSN: 0954-478X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: In today's competitive environment, global competition has forced many companies to seek ways in which to improve their manufacturing performance. Describes a case study of a small/medium subcontract jobbing shop situated in the industrial heart of North West England, and explains how, despite considerable setbacks and hardship, the company managed to develop, integrate and sustain a number of key enablers into their corporate culture. Describes the organizational culture within which an approach to leadership, continuous improvement, innovation and employee development has allowed the entire workforce to continue their quest for total quality. Concludes by describing how these key enablers have considerably improved the organization's performance and contributed towards its success and growth, resulting in a positive proactive culture based on best practices.
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    URL: http://dx.doi.org/10.1108/09544789710168993
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  • 190
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    QA in the network organization (1997)
    Bradford : Emerald
    The @TQM magazine 9 (1997), S. 248-249 
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    ISSN: 0954-478X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Ponders the nature of the exchange of labour (effort and time) for payment in networking organizations, and considers the contrasts that emerge when networking relationships are compared with those traditional power structures. Poses questions about quality assurance to which networking appears to give rise.
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    URL: http://dx.doi.org/10.1108/09544789710181844
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  • 191
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    Delayering in a US Army R&D organization (1997)
    Bradford : Emerald
    The @TQM magazine 9 (1997), S. 260-264 
    Details
    ISSN: 0954-478X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Delayering has spread to the public sector with the US Army going to a team-based structure in one of its R&D organizations. This organization has wrestled with many issues concerning team effectiveness, quality management, and customer satisfaction during this delayering process. Beginning with eight management levels, the organization went to three levels and later back to five levels. Summarizes their experience, including data from an employee survey conducted after the delayering to assess satisfaction with the new structure and to help in improving the overall effectiveness of the organization.
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    URL: http://dx.doi.org/10.1108/09544789710181871
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  • 192
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    US and Canadian national quality awards: increased emphasis on business results (1997)
    Bradford : Emerald
    The @TQM magazine 9 (1997), S. 381-383 
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    ISSN: 0954-478X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Starting with 1997 applications, both the US Malcolm Baldrige National Quality Awards and the Canada Awards for Excellence have undergone changes to the evaluation categories as well as to the point systems in order to increase the emphasis on business results. Over the past several years there has been an increasingly perceived need to emphasize organizational successes owing to an overall quality management approach as opposed to celebrating specific quality improvement initiatives within establishments. The enthusiasm of management to highlight gains made in certain portions of their organization in the name of quality requires tempering by due consideration within the general context of the impact on business results. The emphasis has been shifted to ensure further that an overall balance in applying TQM throughout the organization will be required to achieve national award status.
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    URL: http://dx.doi.org/10.1108/09544789710178677
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    A review of total quality management in practice: understanding the fundamentals through examples of best practice applications - Part II (1997)
    Bradford : Emerald
    The @TQM magazine 9 (1997), S. 344-356 
    Details
    ISSN: 0954-478X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Part II of a three-part series, presents a comprehensive review of the literature by discussing critical factors of TQM in key areas often stressed in implementation case studies, and supported by quality gurus and writers. Such factors are considered as being conducive to the success of TQM implementation. Discusses these factors from the point of view of how and why. There appears to be little agreement on the what, so an understanding of the "processes" involved in implementation allows for the appropriate framing and objective classification of key factors for TQM implementation. Discusses those quality factors related to resource management and systems and process management.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09544789710178622
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    The fallacy of universal best practices (1997)
    Bradford : Emerald
    The @TQM magazine 9 (1997), S. 61-75 
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    ISSN: 0954-478X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Argues that winners of the Malcolm Baldrige National Quality Award, the Deming Prize, and the European Quality Award are held up as models of how organizations should be managed. Unfortunately, what may be good for them can be disastrous for your organization. Bases this report on one of the world's largest international management practice's database and provides statistically sound conclusions that can change the way you think about best practices, benchmarking, and the way you are managing your organization's improvement efforts.
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    URL: http://dx.doi.org/10.1108/09544789710159461
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  • 195
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    ISO 9000 as a route to TQM in small to medium-sized enterprises: snake or ladder? (1997)
    Bradford : Emerald
    The @TQM magazine 9 (1997), S. 8-13 
    Details
    ISSN: 0954-478X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Refers to the SME sector, which represents a crucial area of the UK economy, yet there is little research into the use of TQM in this sector. ISO 9000 has been described by many as one of the means by which an organization may embrace TQM. Although there has been some research into the SME experience of ISO 9000, none has considered the standard's effectiveness as an SME route to TQM. Examines the use of basic TQM principles in a sample of diverse ISO 9000- registered SMEs. In addition, an implementation strategy is proposed that is designed to ensure that ISO 9000 implementation facilitates progress towards TQM.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09544789710159380
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  • 196
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    Going all the way with empowerment (1997)
    Bradford : Emerald
    The @TQM magazine 9 (1997), S. 42-45 
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    ISSN: 0954-478X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Compares the organization improvement effort in two US companies, one which partially empowered its employees and one which fully empowered them, and concludes that although positive results are possible with partial empowerment they take longer to materialize and are often different from the company's original objectives. The full empowerment model is superior in terms of achieving overall organization objectives, and is easier and cheaper to implement. Believes that we have dug ourselves into a partial empowerment rut, thereby frustrating our improvement efforts and consequently deriving only partial benefits.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09544789710159434
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  • 197
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    TQM in Glaxo India - a step-by-step implementation process (1997)
    Bradford : Emerald
    The @TQM magazine 9 (1997), S. 98-105 
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    ISSN: 0954-478X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Describes a quality improvement initiative at Glaxo Wellcome India - the Glaxo Wellcome Excellence Process. Illustrates the programme in detail. Concludes with some observations on progress to date and the changes in the organization's culture as a result.
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    URL: http://dx.doi.org/10.1108/09544789710165536
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    Experiences of investing in Eastern Europe: a study of a multinational brewing company (1997)
    Bradford : Emerald
    European business review 97 (1997), S. 139-144 
    Details
    ISSN: 0955-534X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The markets of Eastern Europe have given a great opportunity to potential foreign investors, especially since 1989. This market consists of 400 million possible consumers. Before the recent reforms, there was already some co-operation, especially joint ventures, but these were rare. In the two years after the reforms of 1989, the number of foreign investments in Eastern Europe increased from 2,931 in 1989 to 34,903 in 1991. Presents a case study of the investment of the brewing concern Interbrew (the owners of brands such as Stella Artois and Labatt) in Hungary. Information was gathered by interviewing several people (at board level) at the corporate headquarters, who were involved in the decision-making process of the take-over of the Borsodi brewery in Hungary. Discusses the acquisition process and examines the outcomes.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09555349710167558
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    Strategies of multinational enterprises and the development of the Central and Eastern European economies (1997)
    Bradford : Emerald
    European business review 97 (1997), S. 134-138 
    Details
    ISSN: 0955-534X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Foreign direct investment (FDI) manifests itself in different ways and in order to evaluate the likely impact of FDI it is necessary to examine the strategic aspirations of multinational enterprises (MNE). This involves analysing the entry modes which MNEs use to gain access to foreign markets and the type of subsidiary organization which is established in the host country. The countries of Central and Eastern Europe (CEE) have identified FDI as a key element of their transition to market economies. Drawing on the experience of influential FDI flows into Western economies, argues that the strategic ambitions of MNEs will not necessarily lead to a wholly favourable impact on the CEE economies and that there is a need to encourage technological and infrastructure development as well as a monitoring process of FDI projects, which includes an after-care service.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09555349710167549
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    Joint ventures in China - a Spanish case (1997)
    Bradford : Emerald
    European business review 97 (1997), S. 155-161 
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    ISSN: 0955-534X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: States that the Chinese market stands out both for its size and its record of growth. A growing literature identifies a wide range of challenges that must be confronted to launch a successful joint venture. Explores this literature and reports on how one medium-sized European company, Nutrexpa SA, has successfully set up and developed a joint venture in China.
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    URL: http://dx.doi.org/10.1108/09555349710175261
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