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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.

The study here examines how business actors adapt to changes in networks by analyzing their perceptions or their network pictures. The study is exploratory or iterative in the sense that revisions occur to the research question, method, theory, and context as an integral part of the research process.

Changes within networks receive less research attention, although considerable research exists on explaining business network structures in different research traditions. This study analyzes changes in networks in terms of the industrial network approach. This approach sees networks as connected relationships between actors, where interdependent companies interact based on their sensemaking of their relevant network environment. The study develops a concept of network change as well as an operationalization for comparing perceptions of change, where the study introduces a template model of dottograms to systematically analyze differences in perceptions. The study then applies the model to analyze findings from a case study of Norwegian/Japanese seafood distribution, and the chapter provides a rich description of a complex system facing considerable pressure to change. In-depth personal interviews and cognitive mapping techniques are the main research tools applied, in addition to tracer studies and personal observation.

The dottogram method represents a valuable contribution to case study research as it enables systematic within-case and across-case analyses. A further theoretical contribution of the study is the suggestion that network change is about actors seeking to change their network position to gain access to resources. Thereby, the study also implies a close relationship between the concepts network position and the network change that has not been discussed within the network approach in great detail.

Another major contribution of the study is the analysis of the role that network pictures play in actors' efforts to change their network position. The study develops seven propositions in an attempt to describe the role of network pictures in network change. So far, the relevant literature discusses network pictures mainly as a theoretical concept. Finally, the chapter concludes with important implications for management practice.

In recent years, the frequency and severity of cybersecurity incidents have prompted customers to seek out specialized insurance products. However, this has also presented insurers with operational challenges and increased costs. The assessment of risks for health systems and cyber–physical systems (CPS) necessitates a heightened degree of attention. The significant values of potential damages and claims request a solid insurance system, part of cyber-resilience. This research paper focuses on the emerging cyber insurance market that is currently in the process of standardizing and improving its risk analysis concerning the potential insured entity.

The authors' approach involves a quantitative analysis utilizing a Likert-style questionnaire designed to survey cyber insurance professionals. The authors' aim is to identify the current methods used in gathering information from potential clients, as well as the manner in which this information is analyzed by the insurers. Additionally, the authors gather insights on potential improvements that could be made to this process.

The study the authors elaborated it has a particularly important cyber and risk components for insurance area, because it addresses a “niche” area not yet proper addressed in specialized literature – cyber insurance. Cyber risk management approaches are not uniform at the international level, nor at the insurer level. Also, not all insurers can perform solid assessments, especially since their companies should first prove that they are fully compliant with international cyber security standards.

This research has concentrated on analyzing the current practices in terms of gathering information about the insured entity before issuing the cyber insurance policy, level of details concerning the cyber security posture of the insured entity and way such information should be analyzed in a standardized and useful manner. The novelty of this research resides in the analysis performed as detailed above and the proposals in terms of information gathered, depth of analysis and standardization of approach made. Future work on the topic can focus on the standardization process for analyzing cyber risk for insurance clients, to improve the proposal based also on historical elements and trends in the market. Thus, future research can further refine the standardization process to analyze in more depth the way this can be implemented and included in relevant legislation at the EU level.

Proposed improvements include proposals in terms of the level of detail and the usefulness of an independent centralized approach for information gathering and analysis, especially given the re-insurance and brokerage activities. The authors also propose a common practical procedural approach in risk management, with the involvement of insurance companies and certification institutions of cyber security auditors.

The study investigates the information gathered by insurers from potential clients of cyber insurance and the way this is analyzed and updated for issuance of the insurance policy.

Organisational issues present the main barriers to the implementation of concurrent engineering (CE) to new product development (NPD) processes in manufacturing organisations. Both research and practice have demonstrated that companies that invest in improving organisational development issues fare better than those that rely purely on tools and technology alone. The key issues are improving cross‐functional integration and developing social mechanisms that facilitate a collaborative environment. Organisational analysis represents the first step an organisation can take in order to improvement its effectiveness. Organisational analysis techniques have been a field of study for many years, resulting in the development of a number of different methodologies ranging from purely mathematical models of analysis to heuristic models using simulation. This paper presents a methodology that draws upon traditional organisational theory and combines it with the more recent business process re‐engineering approaches for the analysis of organisational issues in a CE environment. The methodology is based on the hierarchical modelling and analysis of the business process. A detailed case study of its application in industry is presented. The paper concludes by summarising the key features of the methodology and issues emerging from its implementation.

The process of management, and the management of information as an essential element of general managerial practice, is addressed from the perspective of the manager. Information has always been a key element in the performance of a business and the effectiveness of management, and information technology can now transform the use of this information to give managers substantial benefits in business planning and decision making. It is considered that information must be integrated into an organisation′s overall management and planning system rather than being controlled by specialist IT professionals and that the manager has to be responsible for: people, their motivation and training; business systems, culture and environment; and the organisation′s data resource. The ways in which business information processes can be analysed and modelled are reviewed and it is explained that information models can enable a better understanding of the organisation by showing it in a new and sometimes enlightening way. Some of the many complex issues associated with managing the change process and achieving successful implementation of the technologies are considered.

The purpose of this paper is to describe the transfer of experiences to improve the basis for overcoming the dilemma of trying to achieve analyses and systems that are both good and simple. The quality of decisions relating to projects depends on how well the assumed basis for the project actually fit the reality of the situation in which the consequences occur. Good value and cost estimations support good decisions about projects insofar as the assumptions on which they are based mirror the reality, and the decision makers can understand the analysis.

The paper uses a longitudinal case study and qualitative analysis. Data relating to a large number of cases have become available to the authors through many years of research and consulting activities. Through joint experience and discussion the patterns are analysed. This paper is descriptive with respect to the challenges and empirical examples. The analysis itself ends with a rather normative conclusion.

There is a dilemma embedded in the processes used to analyse uncertainty and risks associated with projects. On the one hand, an important task is to reduce the complexity of a given situation to render the issues sufficiently simple for them to be understood and assessed. On the other hand, the models and assumptions upon which an analysis is based have to be sufficiently precise and detailed in order to make sense. The same dilemma is found when considering actions to address risks and uncertainties, as well as in designing management systems. It is concluded that the dilemma is real. Solutions have to be found among both good and simple options.

The paper does not answer questions on “how to” and does not dig deep into theoretical perspectives on the current dilemma. More research to understand all aspects of the issue is needed.

Uncertainty analysis and management systems have to be good (precise enough) and at the same time simple (practical). There is no value unless it is used. Practical examples in the paper are intended to help practitioners identify alternative options.

The dilemma of good and simple has not been explicitly addressed before in light of practical experience and theory. The value added is increased awareness of an important problem in analytical processes.

As real estate departments and workplace organisations devote more attention to strategic planning, most of the work has focused on improving performance metrics and developing dashboards to communicate this information clearly and concisely. Yet these steps will take these organisations only part of the way. Once they have this information, they need to devote more time to developing strategies and plans. This review examines one of these activities ‐ developing high‐level occupancy plans. Representatives of the strategy and planning groups at ten leading corporations and the occupancy planning experts at seven service providers and system developers were interviewed for this survey. It was found that most firms continue to complete high‐level occupancy plans with tedious and time‐consuming data‐collection processes and spreadsheet analyses. These organisations could improve efficiency and the success of their plans in two ways: better analysis approaches and better data collection and organisation. This review summarises the best practices identified in these areas.

The purpose of this paper is to present a methodology for the determination of the stiffness when using simplified substitutive model of the joint. The usage of detailed finite element (FE) model of the joint in complex assemblies is not convenient; therefore, the substitutive model of the joint is used in FE models.

The detailed and simplified FE model of the joint is created in ABAQUS software and the analysis as well. The results of displacements are used for the determination of the stiffness of connecting element in simplified substitutive FE model. The approach is presented based on the general view on the different regions in the joint.

A simple FE modelling approach for the joint including the equivalent stiffness is presented. The particular solution is performed for Magna-Lok type of the rivet. The results show the same displacement for the detailed and simplified FE models. The analytical formula for stiffness determination in the load case with minimal secondary bending is introduced.

The approach for stiffness determination is straightforward and so no stiffness “tuning” is necessary in the simplified FE model.

The new approach for definition of simple FE model of the joint is introduced. It is not necessary to model a complex structure with detailed joints. The equivalent stiffness can be determined by presented procedure for every joint without limitation of the type.

It is important to provide building performance feedback to the designer as early as possible in the design process. However, many aspects of building performance are significantly affected by the design of the building’s technical systems (e.g., heating, airconditioning), which are typically configured in detail only in the later stages of design. The challenge is thus to find a method to use detailed simulation tools even during the early stages of design when values for many of the variables for the building’s technical systems are not yet available. In this paper, we demonstrate how this problem can be partially solved by use of differential representation for building and technical system, homology‐based automatic mapping of relevant information from the building to the technical system representation, and generative design agents which, with a minimal user‐input, can design and model the technical system. We conclude the paper with illustrative examples of detailed performance analysis of complex buildings and their heating, ventilation, and air‐conditioning systems, performed in early stages of design.

Identifying the benefits arising from implementations of enterprise systems and realizing business value remains a significant challenge for both research and industry. This paper aims to consolidate previous work. It presents a framework for investigating enterprise systems benefits and business change, which addresses the identified limitations of previous research and provides a more detailed analysis of benefits and their contextual variation.

Drawing on data gathered from 31 real‐world organizations (case studies) of differing size, maturity, and industry sector, the study adopts an iterative content analysis to empirically derive a comprehensive benefits framework.

The content analysis provides a detailed classification of expectations and benefits, which is described in a four‐level framework. The four levels (areas) are further subdivided into aspects and criteria plus an attributed appraisal value. The resulting scheme for the “three‐level benefit codes” provides a greater level of detail about the nature of expected and realized benefits.

The high level of detail and the code scheme comprising 60 different codes and the method for deriving the codes allows companies to identify and define benefits as well as to assess the outcome of enterprise systems implementation projects.

The paper empirically develops an applicable benefits framework, which addresses the lack of detail of previous frameworks.