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Article
Publication date: 11 October 2013

Colin N. Drake

The purpose of this study is threefold. The first is to discuss the practice of corporate hospitality (CH) at special events used by Australian businesses as a…

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Abstract

Purpose

The purpose of this study is threefold. The first is to discuss the practice of corporate hospitality (CH) at special events used by Australian businesses as a relationship marketing technique to engage with their customers. The second aim is to investigate how marketing practitioners judge their CH programmes in a business-to-business (B2B) context. A third aim is to determine the key benefits and uncover contemporary issues faced by marketing practitioners in the operation of CH programmes.

Design methodology/approach

A qualitative method was employed in this the first phase of a broader research programme. The research design sought to attain exploratory insights from marketing executives that employed CH at sports and cultural events as part of existing B2B marketing programmes. The intention of this qualitative study was to investigate and uncover key issues and establish themes that could be tested in future research. Fifteen in depth interviews including a pilot of two interviews were conducted with marketing practitioners who held managerial responsibility for CH programmes in four states of Australia. These interviews were electronically recorded and subsequently transcribed for coding purposes.

Findings

An analysis identified several key issues regarding the role and deployment of CH within marketing programmes. Key benefits of programmes included gaining market intelligence, improving channel communication and creating a competitive advantage through building existing relationships with a firm's customers. The research found that there were specific differences within both the application and management of CH among practitioners and highlighted several pressing issues regarding the practice. Events offering mass appeal to both genders such as tennis and horse racing were considered more appealing to a corporate audience and spectacular, big-ticket events were favoured. The research identified that no two organisations operate their programmes identically, some use the programmes to reward past loyalty and others leverage special events for face-to-face time with new clients. The lack of consistency in measurement included an inability to disengage CH programmes from other marketing elements operating simultaneously. It was evident that the lack of objective setting by many organisations coupled with often a short-term view of CH programmes impeded effective measurement of expected outcomes.

Originality/value

This exploratory study provides greater insights into the little researched topic of CH in the special events sector. Implications stemming from the study include the implementation of recommended changes to CH design and delivery including optimising special event selection to match intended guests and their preferences, setting micro and macro objectives for CH programmes and ensuring they are measurable. In addition, such objectives need to be made explicit to internal stakeholders in order to maximise return on investment for marketing practitioners. For CH to continue to grow as a major revenue stream for special event organisers, more certainty with regards to the outcomes of these programmes are required, along with ensuring the CH special event products offer corporate appeal.

Details

International Journal of Event and Festival Management, vol. 4 no. 3
Type: Research Article
ISSN: 1758-2954

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Article
Publication date: 1 January 1979

Jacqueline Drake

“Corporate planning” is the term which, perhaps more than any other, epitomises the adoption of business management techniques by the public sector. In Britain, with…

Abstract

“Corporate planning” is the term which, perhaps more than any other, epitomises the adoption of business management techniques by the public sector. In Britain, with massive local government reorganisation in 1974, many librarians were forced to come to terms with such techniques whether they liked it or not. Of course, in its purest sense corporate planning applies to the combined operation of an entire organisation be it local authority, university, government department or industrial firm. However, in this paper I do not intend discussing “the grand design” whereby the library is merely a component part of a greater body. Rather, it is my intention to view the library as the corporate body. It is a perfectly possible and very useful exercise to apply the principles of corporate planning, and the management techniques involved, to the running of a library or group of libraries. Indeed, many librarians have already done this either independently or as their part in the corporate plan of their parent organisation.

Details

Library Management, vol. 1 no. 1
Type: Research Article
ISSN: 0143-5124

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Book part
Publication date: 25 November 2021

Gina McGovern, Colin Ackerman, Deborah Rivas-Drake, Alexandra Skoog-Hoffman, Enid M. Rosario-Ramos and Robert J. Jagers

Across the United States, school leaders are realizing the potential for social and emotional learning (SEL) to be used as a critical lever for students' equitable access…

Abstract

Across the United States, school leaders are realizing the potential for social and emotional learning (SEL) to be used as a critical lever for students' equitable access to full participation in social and civic life. Researchers and practitioners seek to understand how teachers can elevate student voice, increase students' sense of agency, and promote civic engagement through SEL instruction. The School and Community Pathways for Engagement (SCoPE) Project brought together teams from a large, urban school district in the Midwestern United States, the University of Michigan, and the Collaborative for Academic, Social, and Emotional Learning (CASEL) in a research-practice partnership (RPP) to examine these pertinent challenges. This chapter demonstrates how the purposeful establishing of and fostering collaborative relationships between researchers and practitioners in the SCoPE Project motivated deeper investment and equity of voice for all stakeholders involved. This chapter specifically discusses the motivational affordances of the RPP approach during participant recruitment, data collection, and data sharing for the SCoPE Project.

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Article
Publication date: 1 January 1954

Aarhus Kommunes Biblioteker (Teknisk Bibliotek), Ingerslevs Plads 7, Aarhus, Denmark. Representative: V. NEDERGAARD PEDERSEN (Librarian).

Abstract

Aarhus Kommunes Biblioteker (Teknisk Bibliotek), Ingerslevs Plads 7, Aarhus, Denmark. Representative: V. NEDERGAARD PEDERSEN (Librarian).

Details

Aslib Proceedings, vol. 6 no. 1
Type: Research Article
ISSN: 0001-253X

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Article
Publication date: 30 May 1995

Colin Gilligan

Given the ways in which the research pressures on university staff are becoming seemingly ever greater, an issue of the European Journal of Marketing that is given over to…

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Abstract

Given the ways in which the research pressures on university staff are becoming seemingly ever greater, an issue of the European Journal of Marketing that is given over to a survey of the kinds of research initiatives which are currently being carried out is timely. The study which provides the basis for this was conducted between December 1994 and February 1995, with questionnaires being sent to staff in universities throughout Europe. At the time the final selection was made, a total of 150 responses had been received from 18 countries.

Details

European Journal of Marketing, vol. 29 no. 5
Type: Research Article
ISSN: 0309-0566

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Book part
Publication date: 23 August 2019

Eleanor Peters

Abstract

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The Use and Abuse of Music: Criminal Records
Type: Book
ISBN: 978-1-78769-002-8

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Article
Publication date: 1 March 1986

Few issues in recent times have so provoked debate and dissention within the library field as has the concept of fees for user services. The issue has aroused the passions…

Abstract

Few issues in recent times have so provoked debate and dissention within the library field as has the concept of fees for user services. The issue has aroused the passions of our profession precisely because its roots and implications extend far beyond the confines of just one service discipline. Its reflection is mirrored in national debates about the proper spheres of the public and private sectors—in matters of information generation and distribution, certainly, but in a host of other social ramifications as well, amounting virtually to a debate about the most basic values which we have long assumed to constitute the very framework of our democratic and humanistic society.

Details

Collection Building, vol. 8 no. 1
Type: Research Article
ISSN: 0160-4953

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Article
Publication date: 1 April 2003

Georgios I. Zekos

Aim of the present monograph is the economic analysis of the role of MNEs regarding globalisation and digital economy and in parallel there is a reference and examination…

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Abstract

Aim of the present monograph is the economic analysis of the role of MNEs regarding globalisation and digital economy and in parallel there is a reference and examination of some legal aspects concerning MNEs, cyberspace and e‐commerce as the means of expression of the digital economy. The whole effort of the author is focused on the examination of various aspects of MNEs and their impact upon globalisation and vice versa and how and if we are moving towards a global digital economy.

Details

Managerial Law, vol. 45 no. 1/2
Type: Research Article
ISSN: 0309-0558

Keywords

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Article
Publication date: 1 May 1983

In the last four years, since Volume I of this Bibliography first appeared, there has been an explosion of literature in all the main functional areas of business. This…

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13434

Abstract

In the last four years, since Volume I of this Bibliography first appeared, there has been an explosion of literature in all the main functional areas of business. This wealth of material poses problems for the researcher in management studies — and, of course, for the librarian: uncovering what has been written in any one area is not an easy task. This volume aims to help the librarian and the researcher overcome some of the immediate problems of identification of material. It is an annotated bibliography of management, drawing on the wide variety of literature produced by MCB University Press. Over the last four years, MCB University Press has produced an extensive range of books and serial publications covering most of the established and many of the developing areas of management. This volume, in conjunction with Volume I, provides a guide to all the material published so far.

Details

Management Decision, vol. 21 no. 5
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 1 April 1973

Current issues of Publishers' Weekly are reporting serious shortages of paper, binders board, cloth, and other essential book manufacturing materials. Let us assure you…

Abstract

Current issues of Publishers' Weekly are reporting serious shortages of paper, binders board, cloth, and other essential book manufacturing materials. Let us assure you these shortages are very real and quite severe.

Details

Reference Services Review, vol. 1 no. 4
Type: Research Article
ISSN: 0090-7324

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