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Article
Publication date: 1 June 1985

The librarian and researcher have to be able to uncover specific articles in their areas of interest. This Bibliography is designed to help. Volume IV, like Volume III…

Abstract

The librarian and researcher have to be able to uncover specific articles in their areas of interest. This Bibliography is designed to help. Volume IV, like Volume III, contains features to help the reader to retrieve relevant literature from MCB University Press' considerable output. Each entry within has been indexed according to author(s) and the Fifth Edition of the SCIMP/SCAMP Thesaurus. The latter thus provides a full subject index to facilitate rapid retrieval. Each article or book is assigned its own unique number and this is used in both the subject and author index. This Volume indexes 29 journals indicating the depth, coverage and expansion of MCB's portfolio.

Details

Management Decision, vol. 23 no. 6
Type: Research Article
ISSN: 0025-1747

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Book part
Publication date: 16 August 2014

Anna Kaunonen

Three types of industrial buyer-seller relational process models are available: joining theory, stage theory, and state theory. However, historically, these models have…

Abstract

Three types of industrial buyer-seller relational process models are available: joining theory, stage theory, and state theory. However, historically, these models have developed based on the knowledge and cultural context of the Western world. Several researchers note that national culture may have an impact on international industrial buyer-seller relationships. Including culture in the models is highly important, especially as the business environment is increasingly more global and different countries have different business cultures. The goal of this paper is to define the most suitable industrial buyer-seller relational process models for describing relationships in various contexts. The paper includes a through literature review and a single case study in order to reach this objective. A new state theory model evolved during the research. It consists of two beginning states: searching and starting; four purely middles states: constant/static, decline, growth, and troubled; and a purely end state: termination. The state of dormant/inert is both a middle state and an end state, that is, when the relational actors are not in contact does not mean that the relationship has ended, but instead, for example, new legislation may have been implemented, which requires the actors to evaluate their relationship and its future. A relationship goes through the two beginning states in the order mentioned above, but after that, any state may occur.

Details

Advances in Business Marketing & Purchasing
Type: Book
ISBN: 978-1-78190-858-7

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Article
Publication date: 1 February 1991

D.A. Yorke and Cathy J. Bakewell

The management of schools is a primeobjective of the 1988 Education Reform Act.However, local management of schools (LMS)implies much more than managing existingresources…

Abstract

The management of schools is a prime objective of the 1988 Education Reform Act. However, local management of schools (LMS) implies much more than managing existing resources of people, finance and materials. Schools will have to compete for pupils, the numbers of which will determine financial support from the local authority. Successful competition for pupils will not simply mean more advertising and promotion: it will depend on targeting certain groups within the defined catchment area and decisions on targeting will result from elements of research. One such element, namely the decision‐making unit (DMU) within the family or household structure is examined. It identifies who makes decisions on choice of school together with the factors of schools′ activities which are important in that choice. Finally, it contrasts the above variables using ACORN (A Classification of Residential Neighbourhoods) as a base.

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International Journal of Educational Management, vol. 5 no. 2
Type: Research Article
ISSN: 0951-354X

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Article
Publication date: 1 February 1984

D. A. Yorke

Looks at the application of marketing philosophy to non‐profit‐making organizations, looks briefly at the work of Kotler and Levy. Examines similarities between…

Abstract

Looks at the application of marketing philosophy to non‐profit‐making organizations, looks briefly at the work of Kotler and Levy. Examines similarities between non‐profit‐making and profit‐making organizations, and investigates the role of local government in the marketing of non‐profit‐organizations. Concludes that the growth pressure being put on local government to justify the existence of their non‐profit‐making organizations means that the role of marketing in this area must become an important factor.

Details

European Journal of Marketing, vol. 18 no. 2
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 August 1986

D.A. Yorke and Sean A. Meehan

Articulates the concept of market segmentation and examines, critically, how the main segmentation procedures lead to the conclusions that the main concern ought to be the…

Abstract

Articulates the concept of market segmentation and examines, critically, how the main segmentation procedures lead to the conclusions that the main concern ought to be the classification of people in terms of usage of product and attitudes. Examines a new tool available to management (ACORN) a classification of residential neighbourhoods. States that in the UK 1983 General Election it emerged that nearly 40 per cent of the electorate did not vote for the party of their social class. Discusses segmentations in the electoral marketplace, which is preceded by a literature review. Concludes that the application of modern marketing techniques is ongoing in the electoral marketplace with regard to the UK. Finds that ACORN group findings of field research, undertaken to test claims, establishes that political attitudes changed regarding them during election campaigns.

Details

European Journal of Marketing, vol. 20 no. 8
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 5 April 2011

Egle Songailiene, Heidi Winklhofer and Sally McKechnie

The purpose of this paper is to provide a more comprehensive conceptualisation of supplier perceived value (SPV) in business relationships for B2B services.

Abstract

Purpose

The purpose of this paper is to provide a more comprehensive conceptualisation of supplier perceived value (SPV) in business relationships for B2B services.

Design/methodology/approach

An exploratory qualitative study was conducted amongst logistics firms in Lithuania, which are members of the Lithuanian National Road Carriers' Association (Linava). Data were derived from 13 interviews with senior managers.

Findings

SPV is proposed to be a higher order construct consisting of three value dimensions capturing the financial, strategic, and co‐creating value of a customer relationship, which in turn are determined by customer and relationship capabilities and competencies.

Research limitations/implications

The proposed conceptualisation of SPV is based on generic literature and interview data derived from the haulage industry. While the key dimensions of the SPV are sufficiently generic to apply to complex B2B services in general, some aspects (e.g. proxies) might be specific to the context of this study.

Practical implications

The conceptual model of SPV can be employed by both service suppliers and customers. Service suppliers could utilise it as a tool to prioritise or segment customers, as well as for tailoring service packages to a customer's SPV profile. From the customer's perspective, the model provides a diagnostic tool to assess how important a customer is to a service provider and the level of commitment a customer can expect from a supplier. The study provides insights into the Lithuanian road haulage industry, which is of strategic importance for supply chains linking Western Europe with the Commonwealth of Independent States (CIS) countries and other Asian markets.

Originality/value

This paper redresses the imbalance in attention paid to value perceptions from the supplier side of the dyad compared with those of the customer. Unlike previous research, it stresses the importance of co‐creation value as a critical dimension of supplier‐perceived value of a customer relationship, in addition to financial and strategic value dimensions. It emphasises the interplay between knowledge, social and operational capabilities to co‐create value.

Details

European Journal of Marketing, vol. 45 no. 3
Type: Research Article
ISSN: 0309-0566

Keywords

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Article
Publication date: 1 February 1984

D.A. Yorke and R.R. Jones

Looks at the historical background of museums, stating that there is no national museum service, and that the administration of museums lies in a variety of hands…

Abstract

Looks at the historical background of museums, stating that there is no national museum service, and that the administration of museums lies in a variety of hands: departments of central government, county councils, district councils, private companies, trustees, etc. Examines the marketing of museums and its research. Reveals that, despite there being a call for a more scientific approach towards museum surveys, little appears to have been done either at a national or international level. Concludes that there is a need to analyse people's needs in order to make a museum a viable project.

Details

European Journal of Marketing, vol. 18 no. 2
Type: Research Article
ISSN: 0309-0566

Keywords

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Article
Publication date: 1 March 1988

Gareth Smith

An overview of the relevance of marketing to the public sector is given and three main divisions of the UK public sector are identified. The focus of discussion is how and…

Abstract

An overview of the relevance of marketing to the public sector is given and three main divisions of the UK public sector are identified. The focus of discussion is how and where marketing can be applied best to the public sector and local authority leisure centres are considered as a case example. The various marketing techniques and principles which could be applied in this situation are reviewed.

Details

International Journal of Public Sector Management, vol. 1 no. 3
Type: Research Article
ISSN: 0951-3558

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Article
Publication date: 1 March 1987

K.G.B. Bakewell

Some libraries and information services are quite definitely user‐centred; some think they are but are not always; some seem to be designed for librarians rather than…

Abstract

Some libraries and information services are quite definitely user‐centred; some think they are but are not always; some seem to be designed for librarians rather than users. The purpose of this monograph is to encourage the development of libraries to meet the perceived needs of users — I hope it will be found useful by librarians and information workers as well as by students.

Details

Library Management, vol. 8 no. 3
Type: Research Article
ISSN: 0143-5124

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Article
Publication date: 1 February 1988

Barbara B. Stern

Male/female differences in financial media use are discussed. Using proprietary and academic studies, current knowledge about print and electronic sources of information…

Abstract

Male/female differences in financial media use are discussed. Using proprietary and academic studies, current knowledge about print and electronic sources of information favoured by upscale and downscale segments is summarised. Consumer goods retailers now entering the banking market use segmentation strategies to appeal to different male and female targets, and ways in which financial institutions can adapt retail methods to fit media uses based on segmentation by sex are suggested.

Details

International Journal of Bank Marketing, vol. 6 no. 2
Type: Research Article
ISSN: 0265-2323

Keywords

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