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In mature global business-to-business (B2B) product markets, management of external sales channels, governed by contractual relationships, is a key determinant of business performance. However, existing sales channel management literature lacks focus on contractual governance and reseller management success. The purpose of the study is to systematically review different governance theories in relation to sales channel management and to show which factors are the most influential in making or keeping external sales channels effective.

A case study on a large B2B information and communication technology (ICT) company is used to reflect on the way the different theoretical governance perspectives explain sales channel management success. Interviews and mini-questionnaires were used to collect data.

Expressions of interdependence and equality alongside persevered personal relationships are important in managing daily business activities and in avoiding bad will at the reseller’s grass-root level. Future-oriented planning, long-term-oriented support and jointly set incentive systems are important for reseller management. Degree of professional management sets resellers apart through shifts in power balance.

A multi-theory governance perspective offers a holistic view over reseller management and provides a comprehensive view over different sales channel management issues and their relative importance.

The findings highlight the importance of long-term orientation and cooperation in setting up a reseller management system to gain and nurture distributors’ trust and commitment towards the manufacturer.

The study is the first to comprehensively use governance perspective in studying reseller management.

The derived data matrices established for the basic system in the previous issues are assembled to give the compatibility equations from whose solution the redundancies are obtained. The assembly is presented in detail to show the necessary submatrix operations required in the computer. The general solution of the compatibility equations leads to the complete stress distribution and deformation of the regularized fuselage due to external loads, wing or tail interaction redundancies and to thermal strains. From these wc obtain, by use of the cut‐out and modification technique, the corresponding results for the actual fuselage as an independent structure. The interaction redundancies at the wing and tail unit attachments are determined on the assumption that these components are also analysed by the Force Method. Hence the final stress distribution is obtained for the fuselage as an integral part of the complete aircraft structure.

The strain energy method for the analysis of pin‐jointed redundant frameworks is expressed in matrix form suitable for solution on electronic computers. This is illustrated by its application to a zero‐length launcher framework having sixty‐three members, nine of which are redundant, using the Ferranti Pegasus computer. It is concluded that a framework must be reasonably complex before the use of this method is justified but that problems of greater complexity than would normally be attempted can readily be solved.

It is some time since a Dynix installation has been written up in VINE — this was at the University of Stirling, one of the earliest Dynix customers (VINE 64). Since then, Dynix has acquired a number of new customers, many of them academic libraries, but also including the Department of Education and Science (DES). An acquisitions module has been introduced and a new serials module is due for release in May 1990. The following article concentrates on the more recent features of the system, as well as on its use by a government library.

The purpose of this paper is to identify and define dimensions of organizational learning and the way it affects small‐ or medium‐size enterprise (SME) performance.

The empirical research is carried out in Polish SMEs (the sample size is 211 enterprises). In order to test the constructed hypotheses we use factor analysis with varimax rotation, correlation analysis and cluster analysis. The sales and employment growth figures and synthetic McKenzie index are used to evaluate SME performance.

In the empirical study, 11 empirical dimensions of organizational learning are identified and defined. The empirical research shows that sales and employment growth is most dependent on the following dimensions: dialogue and empowerment of the employees, collaboration, team learning, leaders' attitudes. In this research, it is suggested that there is an empirical relationship between organizational learning and organizational performance. In practice it means that organizations reaching a higher level of organizational learning probably achieve higher performance.

This research uses a single‐respondent questionnaire. Further research could include analysis of other SME members and take into consideration subjective measures of SME development.

The research results in some important recommendations for SME leaders, who should make every effort to inspire the employees' confidence in each other and create an atmosphere of honest and frank exchange of information and ideas.

The results of the research fill a gap in the current knowledge of strategic management and can be used by managers, specialists, independent experts.

This chapter presents the indirect preferences for all full rank Gorman and Lewbel demand systems. Each member in this class of demand models is a generalized quadratic expenditure system (GQES). This representation allows applied researchers to choose a small number of price indices and a function of income to specify any exactly aggregable demand system, without the need to revisit the questions of integrability of the demand equations or the implied form and structure of indirect preferences. This characterization also allows for the calculation of exact welfare measures for consumers, either in the aggregate or for specific classes of individuals, and other valuations of interest to applied researchers.

The paper aims to identify, prioritize and rank lean practices in the context of an Indian automotive component manufacturing organization using interpretive ranking process (IRP) and interpretive structural modeling (ISM) approaches.

Lean practices are identified from the literature. Then, two hierarchical models were are developed using two distinct modeling approaches – ISM and IRP with expert opinions from an Indian automotive component manufacturing organization to analyze the contextual relationships among the various lean practices and to prioritize and rank them with respect to performance dimensions.

In the study, the hierarchical structural models are developed using ISM and IRP approaches for an Indian automotive component manufacturing organization. In ISM-based modeling, lean practices can be categorized into five levels. Top priority should be given to the motivators followed by value chain, system/technology and organization centric practices. IRP model shows the dominance relationship among the various lean practices with respect to performance dimensions.

The models are constructed from the organizational standpoint to evaluate their impact to the implementation of lean manufacturing. The study leverages the organizations to prioritize limited resources as per the hierarchy. Managers get the inter-linkages and ranking of various lean practices, which leads to a better perspective for the effective implementation of lean. The structural models also assist management to assign proper roles to employees/departments for effective lean implementation.

There is hardly any structural model of lean practices in the literature for clustering, prioritizing and ranking of lean practices. The study fills this gap and develops the hierarchical models of lean practices through IRP and ISM approaches for an Indian automotive component manufacturing organization. The results from both approaches are compared for illustrating the benefits of one over the other.

This paper aims to describe an internal quality enhancement system based on peer reviewing and summarizes the first results of application at the Budapest University of Technology and Economics Faculty of Economic and Social Sciences.

A peer review framework has been developed to evaluate and further develop the teaching programs and practices. The questionnaire-based peer review program included 22 courses and involved almost 100 lecturers. Peer review outcomes are completed by end-of-semester student course evaluations.

The results allow us to map differences between lecturers and courses and to identify correlations between the assessment criteria applied for peer reviewing.

The implemented framework implies individual, faculty and organizational development to enhance a deeper understanding of how to create quality in teaching programs and processes. Secondly, the peer review program contributes to the establishment of a learning community with a growing common understanding of what is considered good quality in business education.

The paper is valuable as a guide to faculty management wishing to implement a peer review framework within their own institution. The novelty of the presented approach is that it focuses on a semester-long teaching performance including classroom performance, course outlines, teaching materials, course requirements and processes and means of student performance assessments.

The detrimental impacts of the construction industry activities, namely, toxicity of cement and concrete to the health of construction workers and the general public, have been reported in previous studies. Several environmental management measures were put in place by international organisations to reduce these impacts on humans and the entire ecosystem. Sadly, such environmental management measures are not widely embraced in the construction industry of developing countries. This contributes to the poor quality of life of construction stakeholders, amongst other outcomes. Therefore, this study investigated the drivers to facilitate an environmental management system (EMS) in the Nigerian construction industry (NCI).

questionnaires retrieved from construction professionals in the micro, small, medium and large enterprises were used to conduct both descriptive and inferential statistics, namely, mean score, standard deviation, Kruskal–Wallis H test, post hoc test and factor analysis.

The analyses show that the drivers of EMS implementation in the NCI could be grouped into intellectual enhancement strategies, documentation and cultural strategies, and motivation and tracking strategies. The study concluded that training and education of relevant stakeholders, tracking compliance levels of organisations and recognising firms acting in compliance with stipulated “environmental” policy are essential. It was recommended that the collaboration of all construction stakeholders be upheld to aid EMS implementation in the NCI.

This paper investigated the drivers of EMS with the opinions of construction professionals in the mainstream of the NCI through survey using to ensure wide coverage of respondents. Investigating the view of construction professionals in the micro, small, medium and large enterprises helped determine possible significant differences. Thus, practical implications of the study were also provided in a systematic manner.

The automotive industry appears to overcome much of its obstacles, despite the constant struggle facing COVID-19. The pandemic has resulted in significant improvements in the habits and conduct of consumers. There is an increased preference for personal mobility. In this dynamic environment with unexpected changes and high market rivalry, automotive supply chains focus more on executing responsive strategies with minimum costs. This paper aims to identify and model the drivers to the responsiveness of automotive supply chain.

Seventeen drivers for supply chain responsiveness have been identified from the extensive literature, expert interview. An integrated methodology of fuzzy decision-making trial and evaluation laboratory–interpretive structural modelling (DEMATEL–ISM) is developed to establish the interrelationship between the drivers. The cause–effect relationship between the drivers was obtained through fuzzy DEMATEL technique, and a hierarchical structure of the drivers was developed using the ISM technique.

The result of the integrated methodology revealed that strategic decision-making of management, accurate forecasting of demand, advanced manufacturing system in the organisation and data integration tools are the critical drivers.

This study has conceptual and analytical limitations. In this study, a limited number of drivers are examined for supply chain responsiveness. Further research may examine the role of other key performance indicators in the broad field of responsiveness in the automotive supply chain or other industry sectors. Future study can uncover the interrelationships and relative relevance of indicators using advanced multi-criteria decision-making methodologies.

The authors proposed an integrated methodology that will be benefitted to the supply chain practitioners and automotive manufacturers to develop management strategies to improve responsiveness. This study further helps to compare the responsiveness of the supply chain between various automotive manufacturers.