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This study aims to analyze the effects of goal-directed feelings on student’s performance in marketing simulations. Calculating path coefficients from data collected at two points in time, the authors tested a model consisting of four constructs personal stakes, anticipatory emotions, volitions and goal-directed behavior. The results suggest that positive and negative anticipatory emotions mediate the relationship between personal stakes and volitions and determine student motivation, behavior and actual performance independently from simulation design, simulation environment and cognitive personality characteristics of the participants. Implications for educators include the need for active pursuit of anticipatory emotion development.

The model consists of the four constructs: personal stakes, anticipatory emotions, volitions and goal-directed behavior. Personal stakes determine involvement and are perceived based on an evaluation of the degree of potential impact of one’s performance on one’s personal well-being. Anticipatory emotions, as explained before, are affected by personal stakes and can be either positive or negative. They influence volitions or wills; these are intentions consisting of both directive components (for example, strategy planning and approach selection) and motivational components (for example, the commitment to a necessary effort). Volitions are the mediators that transform anticipatory emotions into goal-directed behaviors. These goal-directed behaviors comprise the fourth construct, consisting of mental and physical efforts aimed at accomplishing a specific objective.

The hypotheses were tested calculating path coefficients. All hypotheses were supported and statistically significant (p < 0.01; one-tailed significance test). With regard to H1, personal stakes were positively related to both positive and negative anticipatory emotions, with a particularly strong relation to positive emotions. Consistent with H2, anticipatory emotions were strongly related to volitions and, thus, heavily influencing the extent to which students would engage in planning and compare their own effort against that of their fellow students. Fueled by the anticipatory emotions, the volitions, in turn, were strongly related to the actually exhibited behavior, supporting H3. In other words, the students put their intentions into practice and engaged in careful simulation planning as well as in an effort that they perceived to be superior to the one of their peers. It is then no surprise that H4 was also supported. The more the students attempted to be carefully prepared and the harder they tried to outperform their fellow students, the more likely the achievement of the desired objectives became. Finally, H5 was supported, even though only weakly with regard to negative outcome emotions. This indicates that successful performance leads to positive emotions, but a failure in the marketing simulation (measured by a non-achievement of objectives set) does not necessarily make the students feel bad.

In conclusion, the study provides the rising number of marketing educators using computerized simulations with an approach to increase student motivation and performance. It has become obvious that personal stakes alone are not sufficient to fully develop commitment on the side of students. Rather, anticipatory emotions serve as the mediator between those stakes and students’ volitions.

The systemic sciences, be they politico‐socio‐econometric, medico‐systemic, psycho‐neurological, or ecologico‐environmental, must be founded on a computer science that permits not only the expeditious and conscientious modelling of collections of natural phenomena, but also a methodology which ensures that computerized simulation models are stringently verified and assiduously validated by both their authors and their critics. The paper delineates the operational procedure by which simulation models can be well‐written, yet, despite their complexity, subjected to the scrutiny of the entire scientific community in order that they be deemed credible mimics of the complex systems that they describe. The important aspects and evolutionary development of computational linguistics are placed in the context of providing ad hoc simulation languages especially amenable to the systemic scientist. In this context, the role, and value of the use of, the telecommunications technology to the verification and validation of the computerized models of the systemic scientists are delineated.

Accepting the proposition that computerized models are capable of addressing the complex, systemic problems which confound us, one is led to enquire whether an “International Library for Systemic Scientists” is needed, where could be housed retrievable recordings of any systemic scientist's computerized models. With such an archive, the credibility of each recorded model could be challenged and/or established via techniques which have classically been applied in the linguistic scrutiny and in the natural confirmation of printed scientific communications (models). This “International Archives” could then be accessed via telecommunications; computerized models could then be retrieved, scrutinized, and rectified expediently. This paper delineates techniques by which the proper control of the systemic scientist's communications (his computerized models) can be exercised. Perhaps then the inter‐disciplinary “boundaries,” which seem somehow to constrain the pursuit of our characteristically systemic difficulties, would tend to recede, since all systemic scientists would have access to all other systemic scientists' computerized models, much as we, as scientists, historically have had access to one another's models in the printed medium.

Discusses computer modelling and simulation as a decision‐making technique frequently used by all genres of manager in a wide range of disciplines and in all types of organizations. Suggests that for auditors to do an effective job – a competent, quality audit in a timely and efficient way – they must familiarize themselves with the technique, know how it is used in the decision process and be aware of its shortcomings. Explores the many ways computer modelling and simulation are used in the decision process and discusses how the technique was actually used to facilitate several audits. Describes the use of computer modelling and simulation during an audit to validate an auditee‐developed model, simulate the outcome of an auditee′s plans, test an auditee′s in‐place system and, finally, help enhance the credibility of auditor recommendations.

One of the most challenging problems facing industrial engineers concerns the design and operational planning of today′s sophisticated production systems. The need for a detailed quantitative analysis is far more apparent than ever before. The application of discrete‐event simulation has been growing rapidly in the analysis of production systems. This is because no other quantitative methods can provide the flexibility, realism and predictive accuracy offered by the simulation technique. Although the important role that simulation can play in analysing production systems has now been generally realised, its use is not necessarily straightforward. The successful implementation of simulation projects usually depends on several factors which include, inter alia, the availability of simulation expertise and the ability of the available simulation software to model readily and accurately the environment under consideration. The areas of production systems where simulation can be applied are outlined. The essential considerations which must be studied when applying simulation are also discussed. An overview of simulation modelling environments that are currently used is then taken. Recommendations for future work of importance from the system analysis viewpoint are highlighted.

An integrated paradigm of using multiple software programs in logistics education is proposed as an effective problem‐solving tool in addition to computer programming and spreadsheet modelling. Presents the essentials of logistics systems management and how each software program can be used individually and jointly to address logistics issues in detail. In the integrated paradigm, a Lotus 123 spreadsheet program is used as an integrator which works together with other software to facilitate student learning and to aid better decision making process. In‐class surveys show that the proposed approach is both effective and efficient in terms of getting the right results in less time. The approach is also realistic because the mixed mainframe and microcomputer operating environment and multiple software programs are being used by the business community.

In the last four years, since Volume I of this Bibliography first appeared, there has been an explosion of literature in all the main functional areas of business. This wealth of material poses problems for the researcher in management studies — and, of course, for the librarian: uncovering what has been written in any one area is not an easy task. This volume aims to help the librarian and the researcher overcome some of the immediate problems of identification of material. It is an annotated bibliography of management, drawing on the wide variety of literature produced by MCB University Press. Over the last four years, MCB University Press has produced an extensive range of books and serial publications covering most of the established and many of the developing areas of management. This volume, in conjunction with Volume I, provides a guide to all the material published so far.

Compiled by K.G.B. Bakewell covering the following journals published by MCB University Press: Facilities Volumes 8‐18; Journal of Property Investment & Finance Volumes 8‐18; Property Management Volumes 8‐18; Structural Survey Volumes 8‐18.

Index by subjects, compiled by K.G.B. Bakewell covering the following journals: Facilities Volumes 8‐18; Journal of Property Investment & Finance Volumes 8‐18; Property Management Volumes 8‐18; Structural Survey Volumes 8‐18.

Preface The functions of business divide into several areas and the general focus of this book is on one of the most important although least understood of these—DISTRIBUTION. The particular focus is on reviewing current practice in distribution costing and on attempting to push the frontiers back a little by suggesting some new approaches to overcome previously defined shortcomings.