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A response and update to the previous article by Paulo Ramos and Keith Thompson (IJWM Vol. 8, No. 2).

Despite the universal recognition of port as one of the most traditional and famous fortified wines in the world, there has been little investigation into this product, in either the field of marketing or strategic management. An empirical investigation into the marketing strategies of port wine companies is presented here. Qualitative data were obtained during early 1998 through internal sources and semi‐structured interviews conducted with the directors of port wine shippers and the chairmen of institutions which play a key role in the port wine industry. Four different types of companies were identified in the port wine industry: companies owned by multinationals (MOCs), British family‐owned companies (BOCs), Portuguese family‐owned companies (POCs) and independent wineries (IWs). This study identifies the key issues faced in relation to each of the components of a marketing strategy. It reveals the importance of key issues involved in the development of marketing strategies of port wine, and in particular, the extent of distribution network, packaging, product quality, price point, value for money, direct marketing and the organisation of special events. It also reveals that the port wine industry is controlled by long‐term orientated organisations (i.e. MOCs and BOCs). Companies that have difficulties in controlling their distribution network (i.e. BOCs and IWs) also have difficulty in establishing long‐term objectives. Generalisations to wine marketing must be made with caution since this investigation was built on a study of a specific wine industry which has particular characteristics.

The purpose of this paper is to review the state-of-the-art of literature of value management (VM) and to map the VM domain to provide a launch pad for further knowledge development and dissemination.

This study employed CiteSpace bibliometric analysis software to systematically, comprehensively and accurately review the VM-related literature and to map the VM knowledge domain.

The results reveal the current VM knowledge base, clusters, research hotspot, and the evolutionary trajectory while contributing to the development of VM knowledge by providing a dynamic platform for integrating future developments in research.

The contribution of this paper to scientific VM knowledge is, therefore, a quantitative and accurate VM knowledge map based on a bibliometric analysis of data from the VM knowledge base, domains and evolution. The findings can be generalised and used as an effective knowledge mapping tool in a specific field of study that could complement and add significant value to the often adopted more traditional literature reviews. This study further recommends that the proposed knowledge map be frequently updated by similar future studies to fill gaps that arise with changing needs, priorities and contexts, as well as to identify corresponding future demands in the VM research domain.

To identify the management tools and variables that impact briefing, assess the nature of current briefing practices, review the need for more structured techniques and determine the place of facilities management in briefing.

A detailed literature review to analyse and critique the briefing process was followed by a brainstorming session to explore relevant technical frameworks. A questionnaire survey investigated opinions of structured approaches to briefing.

The facilities manager operating within the strategic framework of the client organisation and having the necessary skills is a natural choice as brief writer. Facilities managers’ involvement is not strongly reflected in this research, indicating perhaps that they do not consider briefing a natural role or that they do not possess the skills for its undertaking. It is concluded that while briefing remains an unstructured investigative process, the skills for which are learned through experience, then architects and project managers will continue to dominate the activity.

Currently, briefing is unstructured, iterative, and uses a variety of media for its exposition. More formalised processes recognising strategic and project briefing are advocated in the literature. Options for improvement include a structured approach to investigative briefing and facilitated value management.

The limited involvement of facilities managers in briefing prompted this research. This paper identifies the structure and variables impacting the briefing process and concludes with options for formalised approaches to briefing.

Integrating sustainability into the value management (VM) process can provide a strategic platform for promoting and incorporating sustainable design and development during the lifespans of construction projects. The purpose of this paper is to investigate the strengths, weaknesses, opportunities and threats (SWOT) for integrating sustainability into the VM process in Hong Kong.

Following an extensive literature review, 45 attributes were identified and grouped into strength, weakness, opportunity and threat elements. A questionnaire survey based on these groupings was supported by semi-structured interviews with public sector clients, value managers and VM facilitators. They shared their experience and views on how to integrate sustainability into the VM exercises.

The triangulated results of the survey and interviews are presented in this paper. The ranking of the SWOT analysis results indicate that VM does provide opportunities for multidisciplinary professionals and stakeholders to focus on issues relating to society and the environment, which is considered a main strength. The major weakness of integration is the lack of well-trained staff and low levels of VM participant expertise in relation to the sustainable construction issue.

Current practices generally neglect integration of sustainability into the VM process due to cost and time constraints. There are ample strengths and opportunities recommended by this study for integrating sustainability into the VM process which are beneficial for the clients and contractors for achieving value for money and meeting sustainability targets.

There are immense opportunities for integrating sustainability into the VM process, including encouragement of the reduction, reuse and recycling of construction and demolition waste. However, threats presented by integration include the additional time and costs required for achieving sustainability targets.

Findings and recommendations provided in this paper should be helpful to decision makers including clients and VM facilitators for the successful integration of the sustainability concept into the VM process.

The second of a two‐part study, this article focuses on motivational theories and how they relate to the specific concerns of sales management. The categories of theory considered are: need, value and reinforcement; and then three further approaches are covered: attribution theory, goal‐setting theory and the dynamics of action. It is concluded that motivational behaviour with regard to salespeople seems to be a function of three entities: salesperson, self, and outcome.

From the mid‐nineteenth to the early twentieth century universities and colleges were founded throughout Australia and New Zealand in the context of the expanding British Empire. This article provides an analytical framework to understand the engagement between changing ideas of higher education at the centre of Empire and within the settler societies in the Antipodes. Imperial influences remained significant, but so was locality in association with the role of the emerging state, while the idea of the public purpose of higher education helped to widen social access forming and sustaining the basis of middle class professions.

This study aims to explore the opportunities and challenges Self-directed Support policy has presented to Scottish social enterprises, thereby increasing understanding of emerging social care markets arising from international policy-shifts towards empowering social care users to self-direct their care.

This study used guided conversations with a purposive sample of 19 stakeholders sampled from frontline social care social enterprises; social work; third sector; health; and government.

An inconsistent social care market has emerged across Scotland as a result of policy change, providing both opportunities and challenges for social enterprises. Social innovation emerged from a supportive partnership between the local authority and social enterprise in one area, but elsewhere local authorities remained change-resistant, evidencing path dependence. Challenges included the private sector “creaming” clients and geographic areas and social enterprises being scapegoated where the local market was failing.

This study involved a small purposively sampled group of stakeholders specifically interested in social enterprise, and hence the findings are suggestive rather than conclusive.

This paper contributes to currently limited academic understanding of the contribution of social enterprise to emerging social care markets arising from the international policy-shifts. Through an historical institutionalism lens, this study also offers new insight into interactions between public institutions and social enterprise care providers. The insights from this paper will support policymakers and researchers to develop a more equitable, sustainable future for social care provision.

SINCE LEAVING NORWICH, where I had lived and worked for eight years, I have been interested to read Philip Hepworth's periodic bulletins in NLW, the latest being Defeat (NLW, January, pp 7–9). I have come to the conclusion that it must quickly have become a far wickeder and less hospitable place than I remember it. I don't recall the world of librarianship in that fine city being a battlefield, with winners and losers. Indeed, unless I am mistaken, PH was always quick to imply that county library services were very much second rate affairs, and am somewhat surprised that he subsequently became very keen to join one—not like him at all.

Increased market segmentation is likely to be an emerging trend in management education in Australia. To date management education has been “production oriented”, concentrating on functional areas such as accounting, marketing and human resource management. The formal, institutionalised management education industry has sought to turn out functional specialists (B. Com., B. Bus. (accounting)) or generalist managers (M.B.A., B. Bus. (management)) with an underlying assumption that these graduates will function effectively in any industry.