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To achieve a full understanding of the role of marketing from plan to profit requires a knowledge of the basic building blocks. This textbook introduces the key concepts in the art or science of marketing to practising managers. Understanding your customers and consumers, the 4 Ps (Product, Place, Price and Promotion) provides the basic tools for effective marketing. Deploying your resources and informing your managerial decision making is dealt with in Unit VII introducing marketing intelligence, competition, budgeting and organisational issues. The logical conclusion of this effort is achieving sales and the particular techniques involved are explored in the final section.

The purpose of this paper is to gain insight into the contingent use of rational, intuitive and political decision-making in R&D.

This research is based on a study in an R&D department of a multinational high-tech firm in the Netherlands. The study consists of a case study design, focusing on four embedded cases, longitudinally studying each case.

The literature distinguishes three dimensions of innovation decision-making processes: rational, intuitive and political. By studying these interwoven dimensions over time, this study finds that the dominant use of each of these dimensions differs across the innovation process. There is an emphasis on intuitive decision-making in an early phase, followed by more emphasis on political decision-making, and moving to more emphasis on rational decision-making in a later phase of the R&D process. Furthermore, the predominant choice in a specific innovation phase for one of the three decision-making dimensions is influenced by the decision-making dimension that is dominantly employed in the preceding phase.

This study contributes to the innovation decision-making literature by developing and applying a model that distinguishes rational, intuitive and political decision-making dimensions, the interactions among these dimensions in innovation decision-making in R&D, and the contingency of these dimensions upon the innovation phase. It calls for further research into the contingent nature of innovation decision-making processes.

For practitioners this study has two relevant insights. First it highlights the importance and usefulness of intuitive and political decision-making in addition to the prevailing emphasis on rational decision-making. Second, practitioners may be more alert to consciously changing their dominant decision-making approach across the phases of the innovation process. Third, companies may adjust their human resource policies to this study’s findings.

The literature on rational, intuitive and political decision-making is quite extensive. However, research has hardly studied how these decision-making dimensions develop in conjunction, and over time. This paper reports on a first study to do so and finds that the dominant use of these dimensions is contingent upon the phase of the R&D process and on the decision-making dimensions used in earlier phases. The study suggests that using a contingency approach can help to further integrate the debate in research and practice.

The purpose of this study is to learn about data structures in relation to decisions about family travel being influenced by sellers (i.e. agents), spouses/partners, spouse, kids and friends/relatives (i.e. influencing units). Concern is with units affecting decisions about duration, budget, destinations, restaurants, daily tours and accommodation facilities.

Research is on survey data collected from British family groups visiting Turkey in the summer of 2007. Data allowing study of a range of matters were collected by haphazard but not necessarily random selection of respondents in an airport departure lounge.

The study identifies independent effects of influencing units on aspects of decision but also shows that demographic factors affect aspects of decision making such as the choice of destination. Methodologically, the study identifies questionnaire structure and analysis methodology to use in examining further research.

Results suggest how influencing units (e.g. self, spouse) affect aspects of decision making aiding practitioners in understanding influences on decisions.

The research opens a new area of investigation by implementing a questionnaire structure, developing analysis avenues and establishing results for further examination (i.e. to establish their generality).

Major decisions in manufacturing have often been treated as a management task. Investments and changes in manufacturing have become more complex in the last few decades. This implies that more functions and individuals have to be involved in the decision‐making processes. The final decision, when investments are made in manufacturing, is either the result of many decisions influenced by the individuals, or on the basis of advice from individuals who have no formal power to make decisions. To ensure that the decisions made are strategically connected, manufacturing strategies and goals have to be broken down to, and understood by, the functions and levels that influence the decisions. A study of 125 manufacturing units in Sweden shows that companies with a manufacturing strategy break down goals and strategies to lower levels than companies without a manufacturing strategy. The companies having a manufacturing strategy also plan manufacturing on longer terms, are more active in future plans and are less concerned about short‐term goals when they invest in manufacturing technology.

Provides a perspective by which to look at interactions within a family unit (notably man and wife) that lead to purchasing decisions by that unit. Reveals a model for analysing the interactions of family members in decision making. Discusses the interaction processes influencing perceptions of priority, utility and debt. Looks at the differences of families with different social classes, age groups and member orientation. Investigates potential uses of the model with regard to marketing management, adevertising, product planning and market research.

The purpose of this paper is to evaluate project activities' efficiency in different execution modes for the optimization of time–cost-quality and environmental impacts trade-off problem.

This paper presents a parallel Data Envelopment Analysis (DEA) method for evaluation of project activities with different execution modes to select the best execution mode and find a trade-off between objectives. Also, according to the nature of the project activities, outputs are categorized into desirable (quality) and undesirable (time, cost and environmental impacts) and analyzed based on the DEA model. In order to rank efficient execution modes, the ideal and anti-ideal virtual units method is used. The proposed model is implemented on a real case of a rural water supply construction project to demonstrate its validity.

The findings show that the use of the efficient execution mode in each activity leads to an optimal trade-off between the four project objectives (time, cost, quality and environmental impacts).

This study help project managers and practitioners with choosing the most efficient execution modes of project activities taking time–cost-quality-environmental impacts into account.

In this paper, in addition to time and cost optimization of construction projects, quality factors and environmental impacts are considered. Further to the authors' knowledge, there is no method for evaluating project activities' efficiency. The efficiency of different activity modes is also evaluated for the first time to select the most efficient modes. This research can assist project managers with choosing the most appropriate execution modes for the activities to ultimately accomplish the project with the lowest time, cost and environmental impacts along with the highest quality.

An updated version of the original (1985) text, the book covers all aspects of marketing and selling bank services: the role of marketing; behaviour of customers; intelligence, planning and organisation; product decisions; promotion decisions; place decisions; price decisions; achieving sales. Application questions help to focus the readers' minds on key issues affecting practice.

First, this study expands knowledge on the strategic decision process dimension decision-making speed by analyzing decision-making speed and two possible antecedents in a purchasing context. Second, it takes an additional step toward clarifying the relationship between strategic and lateral integration. Specifically, the purpose of this paper is to analyze the potential mediating effect of lateral purchasing integration on the relationship between strategic purchasing integration and purchasing decision-making speed.

This research analyzes survey data of 152 firms from Austria, Germany, and Switzerland using covariance-based structural equation modeling.

The results of the structural equation model provide strong support for the hypothesized relationships. Strategic purchasing integration drives lateral purchasing integration, which in turn positively influences purchasing decision-making speed.

This study focusses solely on internal types of integration. A logical next step would be to further enrich the model by including external dimensions, such as supplier or customer integration.

This study should help managers gain a better understanding of the relationship between strategic and lateral purchasing integration, highlighting their positive impact on decision-making speed. Decision-making speed is particularly important for companies operating in volatile markets and time-constrained business environments.

This study offers new insights into the theoretical and empirical connection between intra-organizational purchasing integration, unpacked as strategic purchasing integration and lateral purchasing integration, and purchasing decision-making speed. Furthermore, it offers insights into decision-making speed in a purchasing context.

This paper aims to investigate the consequences of the coercive regulations for performance measurement and comparability that strengthened regional health authority’s control over organizations’ activities on management accountants’ relationship with clinician managers, who are the recipients of accounting information for decisional processes in health-care organizations. To achieve this aim, the research focuses on management accountants’ perception of their role and whether they perceive role conflict and role ambiguity.

A case study was undertaken in a public university hospital in the Emilia-Romagna region, Italy; 9 management accountants and 11 clinician managers were interviewed and secondary data analyzed.

Management accountants show low capabilities to support clinician managers’ decisional processes. Following the enactment of regulations, management accountants perform their role with a primary focus on functional responsibility. The focus on the provision of information to address regulations influenced management accountants’ capability to act as business partners in the organization. Because of the conflicting information needs from regulations and clinician managers, management accountants experience role conflict and ambiguity.

The paper has implications for policymakers, underlining the consequences of strict regulations on management accountants’ role. It also emphasizes the importance of revising accounting techniques to satisfy both regional requirements and clinician managers’ needs for decision-making.

The article contributes to knowledge related to the role of management accountants in health care. It explores, in particular, the consequences of coercive regulations in health-care organizations, adding knowledge to a field that remains quite unexplored.

The IOM report “To Err is Human” recommended Crew Resource Management (CRM) training to improve patient safety and teamwork in health care. However, the effectiveness of CRM training in health care is uncertain; this study aims to identify the effect of CRM training on communication and decision making, processes that are associated with better teamwork and patient safety.

Employees in two intensive care units at a US academic medical center, one with high training penetration (67 percent trained) and one with low penetration (27 percent), were observed and interviewed about CRM principles and teamwork.

The paper found differences between the units in communication and decision making; it argues that these processes are mediating processes necessary for the effective transfer of CRM training to improvement of safety outcomes.

This study adds to the growing literature concerning health care quality interventions.

The findings suggest that high levels of training concentration are needed, along with incentives for implementation of CRM principles to maximize effectiveness.

This study adds value to the literature by examining the processes mediating CRM training and its intended patient safety outcomes.