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Organizational buying decisions are characterized by conflict which can be studied through the use of coalition theory. It appears, however, that conceptual and methodological problems with coalition theory based on game theory and social psychology have limited its usefulness in helping us understand how such conflict can be managed. This paper proposes the group influence approach to conflict management in organizational buying. The main contribution of this approach is that by treating individuals as representatives of coalitions, sellers and buyers can focus on coalition leaders rather than focus on individuals who, in any case, have to conform to group expectations. Theoretically, the group influence approach recognizes that power and politics are basic forces that affect most spheres of organizational activity. Within such a framework purchase decisions are shown to be politically negotiated settlements between those coalitions involved in making the buying decision.

I. INTRODUCTION This study attempts to extend and expand previous research conducted by the Department of Marketing at Strathclyde on the adoption and diffusion of industrial products.

Suggests that rapid rise of energy costs and worldwide inflation have altered pricing decisions importance. Provides an overview of the marketing literature on pricing — intending developing a conceptual framework and classification system for different types of pricing strategies in industrial markets. Strives to provide a more comprehensive basis for developing industrial pricing strategies in addition to earmarking the most relevant marketers' needs. Sectionalises the article and, in the first part, explores existing literature; the second part develops a taxonomy of purchasing situations. Closes by linking the pricing topics, identified previously, to the different purchasing situations. Lists, by topic, the articles used and these are in the Appendix to enable quick reference to potential users. Employs tables for extra emphasis to aid in explanation along with 2 Appendixes.

The purpose of this paper is to present a model of the complexity in public libraries based on a case study of Cumbria Libraries, a public library service in the North West of England. The model illustrates the complexity of the library as a societal organisation with multiple stakeholder perspectives. The model is based on community orientation as a form of market orientation, in combination with other multiple strategic orientations that combine to add value for stakeholders within the community.

The study is based on a case study of Cumbria Libraries. The data were gathered during field visits via conversations, interviews, photographs, documents and observations and includes 85 participants from multiple stakeholder groups. The analytical approach blended thematic and situational analyses.

A key finding was the existence of multiple strategic orientations, the criticality of the leadership roles in managing the complexity and in motivating staff and community stakeholders towards offering a cohesive and relevant service suitable for community needs.

There is currently no literature on strategic orientation in libraries. The paper present an original model illustrating the complexity of the strategic orientations identified within the case study.

The purpose of this paper is to present a theoretical framework, which describes how police training programs can be developed in order to improve learning retention and the transfer of skills to the work environment.

A brief review is provided that describes training strategies stemming from Cognitive Load Theory (CLT), a well‐established theory of instructional design. This is followed by concrete examples of how to incorporate these strategies into police training programs.

The research reviewed in this paper consistently demonstrates that CLT‐informed training improves learning when compared to conventional training approaches and enhances the transferability of skills.

Rarely have well‐validated theories of instructional design, such as CLT, been applied specifically to police training. Thus, this paper is valuable to instructional designers because it provides an evidence‐based approach to training development in the policing domain.

Many firms operating in the international marketplace are hampered by their organisational structures; that is, their structures and managerial practices do not match the requirements imposed by multinational operations. International operations require an organisational structure that can respond to the unique needs of the international environment and fully exploit business opportunities. Issues are focused on which arise when a firm implements a materials management organisational structure to sustain international operations and to exploit opportunities for sourcing abroad. The discussion examines the structural and environmental issues that must be considered in designing an effective organisation.

WE write on the eve of an Annual Meeting of the Library Association. We expect many interesting things from it, for although it is not the first meeting under the new constitution, it is the first in which all the sections will be actively engaged. From a membership of eight hundred in 1927 we are, in 1930, within measurable distance of a membership of three thousand; and, although we have not reached that figure by a few hundreds—and those few will be the most difficult to obtain quickly—this is a really memorable achievement. There are certain necessary results of the Association's expansion. In the former days it was possible for every member, if he desired, to attend all the meetings; today parallel meetings are necessary in order to represent all interests, and members must make a selection amongst the good things offered. Large meetings are not entirely desirable; discussion of any effective sort is impossible in them; and the speakers are usually those who always speak, and who possess more nerve than the rest of us. This does not mean that they are not worth a hearing. Nevertheless, seeing that at least 1,000 will be at Cambridge, small sectional meetings in which no one who has anything to say need be afraid of saying it, are an ideal to which we are forced by the growth of our numbers.

In the House of Commons recently Sir Kingsley Wood, the Minister of Health, was asked by Mr. Rickards, the member for the Skipton division of the West Riding, whether “the new process of adding germicide to milk for destroying bacteria had been brought to his notice?; whether he would have the process tested and investigated?; and consider whether any modification of the Food and Drugs (Adulteration) Act would be required to permit of milk so treated being sold on a commercial scale?”—Sir Kingsley Wood in reply disclaimed all official knowledge of the germicide. He also pointed out that to treat milk with a germicide would be contrary to the provisions of the Preservatives Regulations, and of the Food and Drugs (Adulteration) Act. We understand “germ” to be a more or less popular term frequently and somewhat loosely used when reference in general is made to pathogenic organisms; and a germicide is a material something that kills, or is supposed to kill, germs when it comes in contact with them, or the medium in which they exist. A disinfectant is a germicide. In the simple judgment of the ordinary householder the more it smells the better it is for purposes of disinfection. When a germicide is used in cither medicine or surgery the term antiseptic is frequently employed. Familiar instances of both disinfectants and antiseptics are chloride of lime, carbolic acid, iodine, boron compounds, formalin, sulphur dioxide, or sulphites.

The use of sport celebrities for product endorsements in marketing communications vehicles is not new but there is limited literature on the increasing use by contemporary corporations of athletes with questionable or “negative” reputations. This paper raises questions about a seemingly cyclical trend and suggests marketers may continue this activity despite consumer and journalistic criticism. An explanation of the behavioral response to a 'controversial' endorsers' image (relative to the perceptions held by a particular demographic segment) and the opportunity for that relationship to translate favorably for the associated brand, is also discussed.

Women in many countries are breaking through the gender barrier and are working in positions where they have a major impact on the buying and selling activities in business-to-business relationships. A number of studies have investigated the role gender plays in driving perceptions of sales representatives in the USA, however, little research has been undertaken on this important topic in China, one of the largest and most influential countries. Consequently, the purpose of this study is to examine whether the gender of both the buyer and seller, affects perceptions of expertise, trust and loyalty in business relationships.

A survey instrument was developed, tested and used on individuals with purchasing responsibility in China. Confirmatory factor analysis was used in the pre-test and the final study data to develop and refine measurement instruments, assessing construct validity, identifying method effects and evaluating factor variance across groups. Independent t-tests were used to compare male and female buyers on their evaluation of sales reps.

The results indicate that the gender of the sales person does not seem to be a consideration for male buyers in evaluating reps in any of the variables tested. However, female buyers consistently give less favorable evaluations to female sales people than male sales representatives. The possible implications of these findings are discussed.

First, this research uses a quantitative methodology in both the collection and analysis of the data. Thus, future studies may want to use a qualitative data set to gain a more in-depth understanding of the business-to-business relationships between men and women in the workplace. Also, as the study was concentrated on a relatively small number of business professionals from only one area in China, subsequently researchers should consider increasing the geographic domain where respondents are sampled, to help improve the generalizability of the results.

The gender bias by female buyers found in this study has several important implications for businesses in China. Specifically, the suggests that female buyers may carry with them a “collective negative bias” against other women, in this case, female sales reps. The solution to this problem is not to avoid assigning female sales reps to female buyers, rather, it is to change the negative collective social-esteem identity preconceptions. Organizations can do this through training by making women aware of their own predisposition to unfairly evaluate women that they interact with in the workplace.

It has been argued that gender plays a small role in perceptions of sales representatives in buyer-seller relationships. While this seems to be true in the USA, it has not (until now) been empirically tested in China. Somewhat surprisingly, the gender differences we did uncover are not from male buyers in their assessments, but from female buyers in their evaluation of women sales representatives. This result provides some interesting insight into Chinese business relationships and how some women in positions of power are more critical of other women within their sphere of influence.