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A case study is given of International Distillers & Vintners (UK) Limited (IDV (UK)) and an assessment made of the viability of translating theory into practice in the real world – the importance of having a strategy, of strategic planning, and having a success factor as a key component of an organisation′s competitive advantage. Following the appointment of a new managing director at IDV (UK) in 1982, three goals were established: (1) to more than double profits within five years; (2) to increase return on capital employed by almost 50 per cent within five years; and (3) to be the outstanding wine and spirit company in the UK. A sound strategy was required to achieve these goals. The historic background of the organisation is given and the strategic position of IDV (UK) in relation to its competitors and market share is described. A review of the state of the market is given and possible areas for expansion discussed. The quality and pedigree of certain brands and the quality and strength of leadership are proposed as the success factors upon which IDV (UK) could build. Details are given of how the organisation built upon these factors to achieve strategic success; the lessons learned; and the level of achievement and success in the marketplace.

The second part of a case study of the marketing strategy of International Distillers & Vintners (UK) Limited, the first part of which was published in Vol. 3 No. 1 of this journal. A wide‐ranging and detailed description is given of the company's success factors, strategic direction, brand strategies, new brand developments, acquisitions and disposals. An assessment of the lessons and achievements of the company's strategy and an action checklist for strategic planning is provided. The conclusion is that one of the smallest top management teams in the business has quadrupled the company's profits within seven years by creating a strategic blueprint for the rest of the industry to follow, with its emphasis on concentrating management time and attention on premium brands.

This article aims to develop a framework that considers digital archiving as a form of networked information production, in which the different stages of producing a digital archive are modularized and distributed across different actors. The framework is applied and developed within the context of designing a digital archive for the electronic artwork Rider Spoke. More specifically the framework is applied and developed within the context of designing a subject scheme that provides its users with consistent yet relevant access to the content of the archive.

A total of 74 postgraduate students from the Information School at the University of Sheffield were invited to tag four videos from the Riders Have Spoken archive as a voluntary exercise. Students were evenly distributed across the four videos and each participant was invited to generate up to ten tags; with each tag or annotation representing a point of interest in the content of the video for viewer. The time was also noted. In total, 46 students completed the exercise and this generated 356 user tags. As a collection these tags and annotations represent the terms and vocabulary on which a subsequent content analysis was conducted and a subject language developed.

The development of a subject scheme for a particular single electronic artwork with seven facets, sub-facets, and illustrative examples is presented. The design of the scheme and its relations to prior work in classification is discussed.

Implications of the research for the design of a digital archive and the methods used to construct them are discussed

The originality of the article lies in its characterization of digital archiving as a form of networked information production; and the application of the framework to the design of a faceted scheme enabling subject access to the digital archive of an electronic artwork called Rider Spoke.

The purpose of this paper is to explore insights methodology and technology by using behavioral to create a mind-set change in the way people work, especially in the age of artificial intelligence (AI).

The approach is to examine how AI is driving workplace change, introduce the idea that most organizations have untapped analytics, add the idea of what we know future work will look like and look at how greater, data-driven human behavioral insights will help prepare future human-to-human work and inform people’s work with and alongside AI.

Human (behavioral) intelligence will be an increasingly crucial part of behaviorally smart organizations, from hiring to placement to adaptation to team building, compliance and more. These human capability insights will, among other things, better prepare people and organizations for changing work roles, including working with and alongside AI and similar tech innovation.

No doubt researchers across the private, public and nonprofit sectors will want to further study the nexus of human capability, behavioral insights technology and AI, but it is clear that such work is already underway and can prove even more valuable if adopted on a broader, deeper level.

Much “people data” inside organizations is currently not being harvested. Validated, scalable processes exist to mine that data and leverage it to help organizations of all types and sizes be ready for the future, particularly in regard to the marriage of human capability and AI.

In terms of human capability and AI, individuals, teams, organizations, customers and other stakeholders will all benefit. The investment of time and other resources is minimal, but must include C-suite buy in.

Much exists on the softer aspects of the marriage of human capability and AI and other workplace advancements. What has been lacking – until now – is a 1) practical, 2) validated and 3) scalable behavioral insights tech form that quantifiably informs how people and AI will work in the future, especially side by side.

The relevance of merchandise for professional football clubs is uncontroversial. Especially the constantly growing e-commerce sales elicits disruptive market changes such as global brand visibility or data-driven customer relationship management strategies. To exhaust these possibilities, it is a precondition that merchandising costumers choose the official online fan shop as the first choice channel instead of a third-party supplier. Thus, the purpose of this study is to figure out if the club as a retailer and the loyalty to a club influence the fans' channel choice when purchasing licensed sports merchandise online.

To do so, a choice-based conjoint analysis for a jersey purchase embedded in an online questionnaire was conducted (sample: n = 589) to investigate the importance of the online supplier, relative to the tangible factors price, shipping speed and free added values and the influence of fan loyalty within the e-commerce purchase channel choice.

The findings reveal that the price has the highest relative importance (47%), but, as a sport specific peculiarity, the relative importance of the online supplier (22%) is higher than added values (20%) and shipping speed (11%). But, these overall findings are significantly affected by the level of fan loyalty. Based on the findings, implications that influence the fans' decision-making practices are derived for clubs.

This study is the one of the first in sports management research, focusing straight on the purchase channel importance (affected by fan loyalty) when purchasing merchandising online.

Identifies that changing lifestyles, economic conditions and a more flexible approach towards granting retail licences have made alcoholic drinks distribution change significantly. Examines the change in drinking at home increasing over drinking in pubs ‐ an increase highlighted by a 65 per cent increase in off‐licence wine purchasing. States that the EEC Regulation 84/83, which released 45,000 tenant publicans from the ‘tie’ system, had also influenced the change somewhat. Posits that the major brewers are trying to bring back the consumer to pub drinking but that marketing techniques will have to be sharpened. Recommends that there are five main points on which to focus and these are itemized and discussed.

In October 2008, in the midst of a financial crisis, Anthony Keating, investment manager at the Boston private bank Billingsley, Blaylock, and Montgomery, was searching for an investment strategy to recommend to his high-net-worth clients. Traditional investments in the equity markets were being decimated, and Keating’s clients would be looking to him for ideas. Inspired by the success of Paulson and Co., Keating began to explore the possibility of entering a trade that would profit as homeowners defaulted on their mortgages. The more Keating learned about the trade, the more he realized that he needed to know about mortgage-backed securities and credit default swaps. The case provides instructors with a chance to introduce these financial instruments, while at the same time providing lessons applicable to students interested in value investing or real estate finance.

After reading and analyzing the case, students will be able to:

• Explain how home mortgages are securitized into financial instruments that are traded in public markets

• Describe how credit default swaps can be used to speculate on the value of an underlying financial instrument

• Identify potential mispricing across related financial instruments

• Understand the potential risks and rewards of various financial investment strategies that look to capitalize on defaults on subprime mortgages

Explain how home mortgages are securitized into financial instruments that are traded in public markets

Describe how credit default swaps can be used to speculate on the value of an underlying financial instrument

Identify potential mispricing across related financial instruments

Understand the potential risks and rewards of various financial investment strategies that look to capitalize on defaults on subprime mortgages

A fundamental aspect of hierarchical loyalty programs is that some consumers get rewards that others do not. Despite the widespread use of such programs, academics have long debated whether these benefits are outweighed by the potential negative impact of the differential treatment of customers. This study aims to extend our understanding, examining the impact of message framing on consumers’ reactions to hierarchical loyalty structures.

Three online studies were conducted. Study 1 uses advertisements to manipulate the message frame’s emphasis (benefits vs status). Study 2 manipulates consumers’ frame of thought by directing their attention to either changes in benefits or status. Finally, Study 3 uses the proposed framework to reconcile contradictory findings from past research.

Low-frequency customers who do not expect to qualify for a superior customer tier tend to reject hierarchical programs when thinking about status. In contrast, when these customers think about concrete rewards, loyalty program messages produce no negative reactions. High-frequency customers are positively affected by communication regardless of the type of benefits framed.

All studies were done online, potentially limiting the external validity of the results. Nevertheless, the impact of message framing on perceptions about the loyalty program seems to be quite robust across different studies and manipulations.

When communicating with low-frequency customers, managers should avoid promising status; customers should instead be motivated based on concrete rewards. High-frequency customers are indifferent to alternative emphasis of communication frames.

Marketing academics have acknowledged the importance of being able to reward top customers without demotivating light and moderate users. This research is the first to provide a solution to this issue.

This paper aims to highlight the value of a library led e-textbook programme at a the UK university.

The data for the results were obtained from two surveys of students. First, from an online survey of 575 students who received an individual copy of an e-textbook from The University of Manchester Library. Second, from a face to face survey of 146 students, based on a random sample of students entering the Alan Gilbert Learning Commons at the University. In addition, a series of one-to-one interviews were conducted with 40 members of academic faculty, who were teaching the course modules, on which the students received their own e-textbook.

This research highlights the significant benefits a library led e-textbook service can offer to students, academic faculty, the wider University and to the profile of the library. Provision of the e-textbooks leads to higher engagement of learning from students, their increased satisfaction with the University and Library, plus addresses issue of reducing their direct costs. It also leads to enhanced pedagogy from the perspective of academic faculty.

The paper addresses issues of inequality of provision for individual students and contributes to enhanced learning for all students.

Library led initiatives are very new in this field and this project is one of the first to both undertake this provision and to undertake extensive research to assess the value of the project.