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Points to some directions for marketing to go in order to improve upon salesmanship. Looks at how marketing as a discipline is taught in business schools and stresses the importance of defining its key concept. Suggests that systemization and structure are key tools of marketing, and, allied with the right training approach, will prove the improvements required in this field.

The time horizons for setting out strategic plans have never been established in principle, and hence vary widely over one, two, three, five, ten, fifteen, twenty years and more. This paper presents a total system of planning horizons at one, three, seven, twelve and twenty‐five years. Each time horizon is linked to a specific organizational layer. The larger the organization, the longer is the top‐level planning horizon. The larger time horizons encompass the shorter, so that, for example, the CEO of a large corporation can set the corporate strategic plan in terms of a 25‐year plan, with corporate strategic milestones at twelve years, seven years, three years and one year. Every subordinate function can be planned in the same way.

In today’s world of heightened change, many individuals are suffering from a perceived loss of meaning and purpose in their lives, engendering a sense of spiritual desolation and impelling a spiritual quest. The work environment, so central to their existence, often contributes to the sense of desperation and thwarts individual growth. However, if management recognizes the potential for mutual benefit in the nexus of the individual’s spiritual odyssey and the structure of the organization, the organization’s contribution can be truly positive. The paper proposes an integration of the theoretical frameworks of Carl Jung and Elliot Jaques as a source of managerial insight into the process of individual spiritual growth within the context of the organization. With such perspective, management not only enhances its prospect for precluding the dysfunctional behavior of the spiritually bankrupt, but also enhances the organization’s capacity to foster heightened initiative and productivity from its members.

The Glacier Metal Company is one of the largest manufacturers of plain bearings in Europe. Their products are used largely in the motor car industry, but extend to all areas of engineering application. The considerable interest shown by the company in industrial relations problems had caught the attention of researchers at the end of the Second World War. When the Human Factors Panel of the Committee of Industrial Productivity financed a research project into the sources of group stress in industry, the Tavistock Institute of Human Relations was asked to conduct this research. The Institute chose the Glacier Metal Company as one of the very few which could provide the collaborative basis for such a creative research, which became known as the Glacier Project. The author of this article was a member of the original research team which commenced its study in 1948.

TIME SPAN OF DISCRETION The great debate on the Prices and Incomes Act, the wages freeze and the period of severe restraint, is fundamentally a return to the argument for determining wages by the pressures of market forces. The supporters of this view accept that it is natural for wages and salaries to be fixed by the compromise of conflicting claims, if only because of the absence of more effective methods of measuring the comparative content of work.

This paper attempts to present a general theory to explain evaluation and development of management practices in various social systems, organizations, cultures and countries. This theory proposes that there are five stages and levels of sophistication in management. It is also possible to link management‐level in an organization and the type of leadership that goes with it. At higher management levels, more systemic and strategic management is required, also as evidenced in recent international studies by Jaques. Management in developing countries can be enhanced by understanding these stages and levels advanced in international management and administration references.

“All things are in a constant state of change”, said Heraclitus of Ephesus. The waters if a river are for ever changing yet the river endures. Every particle of matter is in continual movement. All death is birth in a new form, all birth the death of the previous form. The seasons come and go. The myth of our own John Barleycorn, buried in the ground, yet resurrected in the Spring, has close parallels with the fertility rites of Greece and the Near East such as those of Hyacinthas, Hylas, Adonis and Dionysus, of Osiris the Egyptian deity, and Mondamin the Red Indian maize‐god. Indeed, the ritual and myth of Attis, born of a virgin, killed and resurrected on the third day, undoubtedly had a strong influence on Christianity.

Research on leadership is reviewed, beginning from the now abandoned idea of the “born” leader. The present view of the three elements important for the understanding and practice of leadership are personality, leaders' behaviours and situational factors. Beyond that, attempts are now being made to analyse and define the charismatic or visionary leader.

A major challenge facing a business manager is to achieve a sustainable level of success, which in turn means being able to sustainably master the complexity with which s/he must deal. Information technology providers must understand the relationships between the levels of complexity with which managers deal, the importance of support for cooperation and coordination, and the resulting information system requirements. In this paper we describe a theoretical framework which sheds some light on these relationships, and describe a real‐life experiment in using prototype advanced information technology to support strategic business unit management within a large corporation.

Over the last decade, there has been a growing debate about the relationship between industrial relations, human resource management and business strategies. For management, this involves an ongoing reappraisal of the balance between individualism and collectivism and a critique of third party intervention in the employment relationship. Describes a case study of CRA/RTZ in Australia and New Zealand and the managerial strategy used to deconstruct collective industrial relations through the use of standardized individualized contracts.