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Article
Publication date: 1 March 2003

Shona Kerfoot, Barry Davies and Philippa Ward

This research presents the results of an initial investigation on “visual merchandising” and its effects on purchase behaviour and brand recognition. The context is…

Abstract

This research presents the results of an initial investigation on “visual merchandising” and its effects on purchase behaviour and brand recognition. The context is concessionary branded female fashion offerings within a department store. The research utilises semi‐structured interviews with a small sample of female undergraduate students. The interviews incorporated the use of stimulus material – photographs taken of concessions in a department store some 150 miles away from the research location. The results suggest that the themes that linked most strongly to purchase intention were: merchandise colours, presentation style, awareness of fixtures, path finding, sensory qualities of materials and lighting. Initial findings suggest that liking of display does not totally determine purchase, but does make it four times more likely.

Details

International Journal of Retail & Distribution Management, vol. 31 no. 3
Type: Research Article
ISSN: 0959-0552

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Article
Publication date: 4 September 2017

Tony Gear, Hong Shi, Barry J. Davies and Nagah Abdlelaziz Fets

The purpose of this paper is to explore and analyze relationships between contextual factors, and micro-cognitive, emotional and relational factors, influencing the…

Abstract

Purpose

The purpose of this paper is to explore and analyze relationships between contextual factors, and micro-cognitive, emotional and relational factors, influencing the strategic decision-making process.

Design/methodology/approach

The relative roles of “rationality,” “intuition” and “political behavior” in five recent and critical strategic decisions have been explored using 16 semi-structured interviews with senior decision-makers in three Middle Eastern Arabic commercial banks.

Findings

Context specific macro-factors were found to influence the emotional state of strategists, leading them to adopt a rational approach, rather than use intuitive judgment, to making all five decisions.

Research limitations/implications

The study was limited to one contextual situation and business sector in order to maintain these variables relatively constant, with proposals for extending studies to other business situations and contexts.

Practical implications

The paper provides evidence for the impact of micro emotional and relational factors on decision-making practice, which should lead to increased recognition for strategists, and organizations, of the importance of these influences on strategic decision practice.

Social implications

A social implication is that organizations should build a level of awareness of the impact of the mood of strategists who are involved with strategic decisions, perhaps through appropriately designed social processes of organizational learning.

Originality/value

The paper examines the little-researched influence of the mood of strategists on the nature of decision-making process, and demonstrates the importance of including emotional factors in future studies. An explanatory framework is developed which is consistent with an interpretation that places the emotional state (mood) of “concerned attention” which existed within the senior management groups as the dominant factor driving the nature of process. A generalized research framework is proposed to aid future studies of strategic processes.

Details

EuroMed Journal of Business, vol. 12 no. 3
Type: Research Article
ISSN: 1450-2194

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Article
Publication date: 8 May 2018

Yassine Sefiani, Barry J. Davies, Robin Bown and Neilson Kite

The purpose of this paper is to investigate the impact of networking on business performance by uncovering particular and significant methods of pursuing business…

Abstract

Purpose

The purpose of this paper is to investigate the impact of networking on business performance by uncovering particular and significant methods of pursuing business connections, for small and medium enterprises (SMEs) in Tangier.

Design/methodology/approach

A two-stage design, which incorporated both quantitative and qualitative approaches, was employed in this study. Approaches were employed in succession with the findings from the quantitative phase informing the qualitative phase. Initially, a paper and online survey questionnaire was administered to a population of 365 industrial SMEs to gain some insights on the perceptions of owner-managers of the impact of networking on business performance. Following the quantitative phase, 15 in-depth face-to-face semi-structured interviews were conducted with selected owner-managers of SMEs, forming a judgmental selection, to explore their experiences, beliefs, and attitudes with respect to networking factor.

Findings

Both quantitative and qualitative phases of the study found that networking was a significant factor in influencing the success of SMEs. The concept of wasta, the Arabic word for connections, emerged from the qualitative phase. Findings show that using wasta, through politico-business networks is important since it enables access to current information that is crucial for the success of SMEs. The concept of wasta was also mentioned in relation to financial resources and suppliers. Findings revealed that strong relationships with suppliers enable firms to get financial resources in the form of trade credits. Furthermore, the relationship between wasta and human resources was also revealed. Findings showed that owner-managers use their network relations through wasta in order to recruit their staff.

Research limitations/implications

The findings of this study add to the understanding of networking in Arabic countries with the importance of wasta in an economy that functions on relationships. The findings of this study could therefore be useful to international managers to assist their intercultural effectiveness by adjusting to culture-specific networking in Tangier.

Originality/value

This study is among those few studies located in the Middle East North Africa region that explore the performance of SMEs from the perceptions of owner-managers themselves, and not based on aggregate or economic data. It supports previous findings of several studies and contributes additional evidence that suggests the significance of wasta and its impact on SME success.

Details

EuroMed Journal of Business, vol. 13 no. 1
Type: Research Article
ISSN: 1450-2194

Keywords

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Article
Publication date: 1 December 2003

Sue Davies, Elizabeth Darlington, Ann Powell and Barry Aveyard

This article describes a partnership project between staff, residents and relatives at a nursing home for older people with dementia, and researchers at the University of…

Abstract

This article describes a partnership project between staff, residents and relatives at a nursing home for older people with dementia, and researchers at the University of Sheffield. The aim of the partnership is to develop care within the home and to create a positive environment for living, working and learning. The main principle guiding our work is the need to ensure that all participants: residents, relatives and staff, feel that they are valued members of the community. The project is using an action research approach and a range of methods, including: observation; interviews; questionnaires; process recording of meetings; and focus groups, to gather evidence about the research process and impact of the project. The article includes a summary of achievements to date and suggestions for future activity.

Details

Quality in Ageing and Older Adults, vol. 4 no. 4
Type: Research Article
ISSN: 1471-7794

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Article
Publication date: 1 June 2002

Stephen Potter and Chris Lovatt

Analyses the law covering the role of the management of auction sales and the implications they bring. Explores the legal obligations of the parties to an auction sale…

Abstract

Analyses the law covering the role of the management of auction sales and the implications they bring. Explores the legal obligations of the parties to an auction sale with specific reference to the newly defined liability of the managers of the auction where articles or property are sold “without reserve”. Concludes that it is now clear that if an auctioneer refuses to sell to the highest bidder then he will incur liability to the bidder. States that this could have dire consequences. Examines existing case law and new precedent materials to draw such conclusions and provides some recommendations.

Details

Management Research News, vol. 25 no. 6/7
Type: Research Article
ISSN: 0140-9174

Keywords

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Article
Publication date: 1 March 1993

Ruth A. Schmidt, Claudio Vignali and Barry J. Davies

Based on an interview with a senior manager at Joshua Tetley &Son Ltd about the changing role of the business development manager.Summarizes the changes in the brewery…

Abstract

Based on an interview with a senior manager at Joshua Tetley & Son Ltd about the changing role of the business development manager. Summarizes the changes in the brewery industry following a report of the Monopolies and Mergers Commission in 1989 which reduced the number of public houses a brewery could own and aimed at introducing competitive forces into the brewery industry. Considers how Allied Breweries Ltd reacted to the report with reference to the area managers whose jobs have been repositioned as business development managers and whose objectives are to sell the brewery′s products by offering a parcel of benefits.

Details

International Journal of Retail & Distribution Management, vol. 21 no. 3
Type: Research Article
ISSN: 0959-0552

Keywords

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Article
Publication date: 1 March 1993

Claudio Vignali, Ruth A. Schmidt and Barry J. Davies

Gives a resume of the Benetton operation, describing how 80 percent of Benetton retailing is franchised with the majority taking placeoutside Italy. Studies, in depth, the…

Abstract

Gives a resume of the Benetton operation, describing how 80 per cent of Benetton retailing is franchised with the majority taking place outside Italy. Studies, in depth, the experience of one franchisee in Burnley, Lancashire, by financial analysis and a survey of customers purchasing in the store. Results show that the Benetton message is getting across to consumers; brand is associated with colour, style and fashion for which premium prices are deemed acceptable. However, while the franchiser continues to retain tight control over product range, the sales period provides the only opportunity for the franchisee to improve stock and cash control and, ultimately, to survive.

Details

International Journal of Retail & Distribution Management, vol. 21 no. 3
Type: Research Article
ISSN: 0959-0552

Keywords

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Article
Publication date: 1 July 2005

Barry J. Davies and Philippa Ward

TThe purpose of this paper is to review the literature on facet theory and present an approach to map the relationship between retail branding (particularly brand…

Abstract

Purpose

TThe purpose of this paper is to review the literature on facet theory and present an approach to map the relationship between retail branding (particularly brand recognition) and visual merchandising.

Design/methodology/approach

Fact theory has been used in other areas of investigation, particularly for the examination of the built environment within psychology. However, it has received little attention in either the marketing or retailing literature. This is surprising as facet theory also provides a conceptually stable and fully formed approach to: the definition of an area of interest; the statement of the proposed relationships between areas of interest; the development of a research instrument that is fully cognisant of the possible relationships; and also utilizes a form of analysis that explores the actual presence of the hypothesized relationships (smallest space analysis – SSA).

Findings

The application of facet theory and SSA were found to be particularly appropriate for an investigation of the relationship between retail branding and visual merchandising. This stems from the clear and consistent approach that is derived by using this method to structure the research.

Originality/value

This paper demonstrates facet theory provides a validated and robust approach to investigate a complex but managerially significant area in retailing.

Details

International Journal of Retail & Distribution Management, vol. 33 no. 7
Type: Research Article
ISSN: 0959-0552

Keywords

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Article
Publication date: 1 February 1992

Barry Davies, Peter Jones and John Pal

Reviews a 1938 issue of Chain and Multiple Store, detailingthe then current focus of conglomerate retailing, innovations, benefitsto the customer, etc. Explores the issues…

Abstract

Reviews a 1938 issue of Chain and Multiple Store, detailing the then current focus of conglomerate retailing, innovations, benefits to the customer, etc. Explores the issues of expansion and concentration, store and merchandise marketing, customer service, working conditions, environmental issues. Concludes that the basic retailing issues of 50 years ago differ very little from those of today, emphasizing, as they did, customer service, a formally undefined marketing mix, the fears of small shopkeepers, gender confrontation in the workforce and head/branch office antagonisms.

Details

International Journal of Retail & Distribution Management, vol. 20 no. 2
Type: Research Article
ISSN: 0959-0552

Keywords

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Article
Publication date: 1 July 1992

Elke A. Pioch, Barry J. Davies and David Bennison

Assesses the likely impact of European legislation on the conduct ofpharmacy business in Britian and Germany. Examines the range of (proposed)legislation and inferences…

Abstract

Assesses the likely impact of European legislation on the conduct of pharmacy business in Britian and Germany. Examines the range of (proposed) legislation and inferences drawn about its likely impact; compares the differing national systems for the regulation of pharmacies and considers the “fit” between these systems and the European framework; addresses the possibilities for internationalization of the operations of pharmacies by opening in the other country. Concludes that current proposals may impact on British practices more severely. An apparent opportunity for expansion by British firms in Germany is shown to be limited by the presence of major drugstore chains in the German market, which are seen to have domestic advantages over incoming firms. Summarizes the legislation connected with the SEM and pharmacy in a Table showing anticipated consequences in the two countries.

Details

International Journal of Retail & Distribution Management, vol. 20 no. 7
Type: Research Article
ISSN: 0959-0552

Keywords

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