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New England Journal of Entrepreneurship, vol. 21 no. 2
Type: Research Article
ISSN: 2574-8904

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Article
Publication date: 21 September 2015

Hei-wai Lee and Crystal J. Scott

– The purpose of this paper is to explore and analyze the differences in organizations that choose to have a sales executive versus a marketing executive on the leadership team.

Abstract

Purpose

The purpose of this paper is to explore and analyze the differences in organizations that choose to have a sales executive versus a marketing executive on the leadership team.

Design/methodology/approach

Our study examined 315 marketing and sales executives across 246 US firms taken from the S & P 1500.

Findings

Our findings suggest that the company choice of marketing or sales executive positions is driven by its customer base, branding strategy, investment in product development, and industry. The choice of executive is also associated with its firm valuation and cash flow performance.

Research limitations/implications

Further research might want to examine companies that include both a sales and marketing executive as part of the leadership team and explore industry characteristics and customer base surrounding that decision.

Originality/value

Research has looked at the relationship between the marketing and sales functions but has rarely taken into account the performance of companies that emphasize sales and/or marketing leadership in its executive team. This paper analyzes the differences in organizations that choose among marketing versus sales executives or an executive overseeing the dual sales and marketing function.

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Journal of Business Strategy, vol. 36 no. 5
Type: Research Article
ISSN: 0275-6668

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Article
Publication date: 1 January 2013

Crystal J. Scott

In their boundary‐spanning role, marketing managers are often charged with managing cross‐functional teams and collaborative work groups. Although this interfunctional

Abstract

Purpose

In their boundary‐spanning role, marketing managers are often charged with managing cross‐functional teams and collaborative work groups. Although this interfunctional coordination is key to organizational performance many marketing managers run into resistance owing to leadership styles and stereotypes held about other functional departments. The aim of this paper is to understand the leadership qualities important to the marketing function and compare them to those found important in other business functions.

Design/methodology/approach

Data were collected from two multinational organizations. Over 1,000 employees from six functional departments (engineering, information technology, manufacturing, marketing, sales, and research and development rated the importance of 45 leadership attributes to high‐performing leadership in their particular business function.

Findings

A total of nine dimensions of leadership are uncovered and four of them are deemed more important in marketing compared to some of the other business functions. The four dimensions are charisma, vision, creative, and challenges the process.

Research limitations/implications

Future work might consider examining the perceptions of leadership in a business‐to‐consumer company compared with that of a business‐to‐business company. It might be interesting to look at the strategy of an organization and then determine how the perceptions of leadership might compare to the current findings.

Practical implications

Marketing managers charged with leading cross‐functional teams might consider the aspects of leadership that resonate with different functional areas, A supportive and visionary leader is equally important to all of the functional areas but employees might respond differently to a leader exuding charisma or challenging the traditional ways of doing things.

Originality/value

This paper serves as a first step in understanding marketing leadership and could also serve as a stepping stone to our understanding of what makes marketing managers successful leaders. The information identified here can help marketing managers fulfill their boundary spanning roles and manage their cross‐functional teams more effectively.

Details

Journal of Business Strategy, vol. 34 no. 1
Type: Research Article
ISSN: 0275-6668

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Article
Publication date: 22 March 2011

Crystal J. Scott and Wayne S. DeSarbo

Multidimensional scaling (MDS) represents a family of various geometric models for the multidimensional representation of the structure in data as well as the…

Abstract

Purpose

Multidimensional scaling (MDS) represents a family of various geometric models for the multidimensional representation of the structure in data as well as the corresponding set of methods for fitting such spatial models. Its major uses in business include positioning, market segmentation, new product design, consumer preference analysis, etc. The purpose of this paper is to apply a new stochastic constrained MDS vector model to examine the importance of some 45 different leadership attributes as they impact perceptions of effective leadership practice.

Design/methodology/approach

The authors present a new stochastic constrained MDS vector model for the analysis of two‐way dominance data.

Findings

This constrained vector or scalar products model represents the column objects of the input data matrix by points and row objects by vectors in a T‐dimensional derived joint space. Reparameterization options are available for row and/or column representations so as to constrain or reparameterize such objects as functions of designated features or attributes. An iterative maximum likelihood‐based algorithm is devised for efficient parameter estimation.

Originality/value

The authors present an application to a study conducted to examine the importance of leadership attributes as they impact perceptions of effective leadership practice. Implications for future research and limitations are discussed.

Details

Journal of Modelling in Management, vol. 6 no. 1
Type: Research Article
ISSN: 1746-5664

Keywords

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Article
Publication date: 1 January 2013

Abstract

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Journal of Business Strategy, vol. 34 no. 1
Type: Research Article
ISSN: 0275-6668

Content available
Article
Publication date: 15 March 2013

Abstract

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Journal of Modelling in Management, vol. 8 no. 1
Type: Research Article
ISSN: 1746-5664

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Article
Publication date: 9 April 2020

Ranjan Kumar Mohanty and Sachin Sharma

This paper aims to develop a new high accuracy numerical method based on off-step non-polynomial spline in tension approximations for the solution of Burgers-Fisher and…

Abstract

Purpose

This paper aims to develop a new high accuracy numerical method based on off-step non-polynomial spline in tension approximations for the solution of Burgers-Fisher and coupled nonlinear Burgers’ equations on a graded mesh. The spline method reported here is third order accurate in space and second order accurate in time. The proposed spline method involves only two off-step points and a central point on a graded mesh. The method is two-level implicit in nature and directly derived from the continuity condition of the first order space derivative of the non-polynomial tension spline function. The linear stability analysis of the proposed method has been examined and it is shown that the proposed two-level method is unconditionally stable for a linear model problem. The method is directly applicable to problems in polar systems. To demonstrate the strength and utility of the proposed method, the authors have solved the generalized Burgers-Huxley equation, generalized Burgers-Fisher equation, coupled Burgers-equations and parabolic equation in polar coordinates. The authors show that the proposed method enables us to obtain the high accurate solution for high Reynolds number.

Design/methodology/approach

In this method, the authors use only two-level in time-direction, and at each time-level, the authors use three grid points for the unknown function u(x,t) and two off-step points for the known variable x in spatial direction. The methodology followed in this paper is the construction of a non-polynomial spline function and using its continuity properties to obtain consistency condition, which is third order accurate on a graded mesh and fourth order accurate on a uniform mesh. From this consistency condition, the authors derive the proposed numerical method. The proposed method, when applied to a linear equation is shown to be unconditionally stable. To assess the validity and accuracy, the method is applied to solve several benchmark problems, and numerical results are provided to demonstrate the usefulness of the proposed method.

Findings

The paper provides a third order numerical scheme on a graded mesh and fourth order spline method on a uniform mesh obtained directly from the consistency condition. In earlier methods, consistency conditions were only second order accurate. This brings an edge over other past methods. Also, the method is directly applicable to physical problems involving singular coefficients. So no modification in the method is required at singular points. This saves CPU time and computational costs.

Research limitations/implications

There are no limitations. Obtaining a high accuracy spline method directly from the consistency condition is a new work. Also being an implicit method, this method is unconditionally stable.

Practical implications

Physical problems with singular and non-singular coefficients are directly solved by this method.

Originality/value

The paper develops a new method based on non-polynomial spline approximations of order two in time and three (four) in space, which is original and has lot of value because many benchmark problems of physical significance are solved in this method.

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A History of the Assessment of Sex Offenders: 1830–2020
Type: Book
ISBN: 978-1-78769-360-9

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Book part
Publication date: 19 May 2021

Katrina Clifford and Lisa Waller

The way crystal methamphetamine or ‘ice’ use in rural Australia has been represented for national television audiences provides rich evidence of the intersections between…

Abstract

The way crystal methamphetamine or ‘ice’ use in rural Australia has been represented for national television audiences provides rich evidence of the intersections between media, crime and rurality. This chapter explores these connections through a framing analysis of three Australian television news and current affairs features about this topic. It investigates how concepts such as ‘fluidity’ and ‘boundedness’ operate in relation to the representation of ice use and drug-related crime in rural and regional communities. This raises questions about how certain images and associations come to circulate through media as well as their potential to evolve and change over time or to even be contested – sometimes by the very individuals and communities who serve as the subjects of stories about such problems in society.

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Article
Publication date: 15 July 2019

Crystal T. Lee and Sara H. Hsieh

With the rapid surge of mobile marketing, an increasing number of brands have launched branded emoticons in an attempt to build brand relationships with consumers. Despite…

Abstract

Purpose

With the rapid surge of mobile marketing, an increasing number of brands have launched branded emoticons in an attempt to build brand relationships with consumers. Despite the apparent promise of branded emoticon usage, there is only limited academic research on branded emoticons. This paper aims to build on impression management theory and the conceptualization of cuteness to investigate how the effect of cuteness in branded emoticon design influences perceived playfulness in mobile instant messaging (MIM) interaction and the creation of brand engagement in self-concept.

Design/methodology/approach

Consumers with usage experience of branded emoticons in MIM apps were recruited to complete an online survey. Partial least squares structural equation modelling was used to analyze the data.

Findings

Two facets of cuteness – kindchenschema cuteness and whimsical cuteness – can project a favourable social image to consumers that facilitates playfulness in social interaction and enhances brand engagement in self-concept, which leads to their willingness to purchase the brand and stickiness to the MIM apps.

Originality/value

The popularity of branded emoticons represents a new form of social interaction and an innovative way to build brand relationships. The present study is the first to examine the design aspects of branded emoticons and highlights that the cuteness of a branded emoticon may be a crucial factor in engaging consumers in MIM.

Details

Journal of Product & Brand Management, vol. 28 no. 7
Type: Research Article
ISSN: 1061-0421

Keywords

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