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To present a new model for customer targeting when the information in customer databases is limited.

An original conceptual framework is proposed, the customer targeting funnel model, supplemented by a composite mathematical model for optimizing decisions related to customer targeting for marketing initiatives and a flowchart to guide its implementation by marketing planners, all in the business‐to‐context and under conditions of information shortage. This “toolkit” facilitates the targeting of customers most likely to enter into closer relationships with the company, even when a significant proportion of their key characteristics have to be estimated.

A case example from China, describing a computer‐based support system for the implementation of the model, shows that the user company strengthened its customer service strategy, won higher satisfaction and loyalty levels, and achieved sales growth 50 percent above the industry average.

The model is at an early stage of its development, and such additional features of customer behaviour as churn should be incorporated in future. The effectiveness of the model and system needs to be tested in a wider range of cases and situations..

Techniques of customer targeting based in consumer marketing need to be adapted appropriately for transfer to industrial marketing, and this paper offers one case in point. Shortage of customer intelligence is common in various sectors worldwide, and especially in developing countries such as China.

An innovative approach to customer targeting in the special conditions of industrial or business‐to‐business marketing.

The purpose of this paper is to investigate the principles on how to reuse the reclaimed wastewater in urban areas and furthermore, to determine appropriate reuse targets and optimize the selection of reuse targets on wastewater.

Use Analytic Hierarchy Process (AHP) to suggest the assessment criteria and subject weights of wastewater reuse. Candidate reclaimed wastewater reuse targets in this study includes “agriculture irrigation,” “industrial use,” “environmental use,” “urban use,” “groundwater recharge,” “life-use water,” and “infusion reservoir.”

The analysis results of the pairwise comparison of the water targets under different assessment criteria level show that in all water targets, agriculture irrigation is more important than industrial use under the “public acceptance” at first. Then, the order results were used to suggest the future wastewater reuse targets under different assessment criteria levels and conducted an acceptance survey on the people of the urban areas.

The results of this study can be a useful information for the system analysis of wastewater reclamation and reuse.

The purpose of this paper is to determine whether the evolution of industry structure in the World Bank’s eight high performing Asian economies (HPAEs) displays the U-shaped relationship between manufacturing concentration and per capita income widely held to foster economic development. Increasingly prosperous HPAEs have long been hailed as models for success by other emerging economies. Focusing on a regional group of high performing economies enables us to relate policies used by successful HPAEs directly to observed patterns of manufacturing diversification and provide policy guidance to emerging economies.

A robust locally weighted scatterplot smoothing procedure is employed to generate the U-shaped relationship between manufacturing concentration and level of economic development. Policies used by the most successful HPAEs are discussed.

The relationship between manufacturing concentration and level of economic development is found to be U-shaped. Diversification of manufacturing is a prerequisite for successful economic development. Countries further along the economic development path such as Japan, South Korea, and Taiwan made extensive use of active and selective interventionist policies to diversify manufacturing before eventually specializing in a narrower range of export activities.

Emerging economies should follow examples set by the most successful HPAEs that demonstrated significant government assistance is required to foster economic development.

The paper is the first to investigate the evolution of manufacturing concentration over the economic development path HPAEs. Success enjoyed by HPAEs holds important lessons for developing and emerging economies.

As cyber-attacks continue to grow, organisations adopting the internet-of-things (IoT) have continued to react to security concerns that threaten their businesses within the current highly competitive environment. Many recorded industrial cyber-attacks have successfully beaten technical security solutions by exploiting human-factor vulnerabilities related to security knowledge and skills and manipulating human elements into inadvertently conveying access to critical industrial assets. Knowledge and skill capabilities contribute to human analytical proficiencies for enhanced cybersecurity readiness. Thus, a human-factored security endeavour is required to investigate the capabilities of the human constituents (workforce) to appropriately recognise and respond to cyber intrusion events within the industrial control system (ICS) environment.

A quantitative approach (statistical analysis) is adopted to provide an approach to quantify the potential cybersecurity capability aptitudes of industrial human actors, identify the least security-capable workforce in the operational domain with the greatest susceptibility likelihood to cyber-attacks (i.e. weakest link) and guide the enhancement of security assurance. To support these objectives, a Human-factored Cyber Security Capability Evaluation approach is presented using conceptual analysis techniques.

Using a test scenario, the approach demonstrates the capacity to proffer an efficient evaluation of workforce security knowledge and skills capabilities and the identification of weakest link in the workforce.

The approach can enable organisations to gain better workforce security perspectives like security-consciousness, alertness and response aptitudes, thus guiding organisations into adopting strategic means of appropriating security remediation outlines, scopes and resources without undue wastes or redundancies.

This paper demonstrates originality by providing a framework and computational approach for characterising and quantify human-factor security capabilities based on security knowledge and security skills. It also supports the identification of potential security weakest links amongst an evaluated industrial workforce (human agents), some key security susceptibility areas and relevant control interventions. The model and validation results demonstrate the application of action research. This paper demonstrates originality by illustrating how action research can be applied within socio-technical dimensions to solve recurrent and dynamic problems related to industrial environment cyber security improvement. It provides value by demonstrating how theoretical security knowledge (awareness) and practical security skills can help resolve cyber security response and control uncertainties within industrial organisations.

Aims to examine the issue of industrial strategy (IS), paying particular attention to the case of Britain. Sets out to assess the possibility and nature of an industrial strategy for Britain, in Europe, and within the global scene, taking into account the world we live in as we see it. Accordingly, the perspective is driven and shaped by a quest for a realistic, feasible and sustainable industrial strategy. In order to achieve these objectives, first examines the theoretical arguments behind much of British, and more generally, Western industrial policies. Following this, outlines and assesses British industrial policy post‐Second World War then compares and contrasts British industrial policy with that of Europe, the USA, Japan and the newly industrialized countries. Then examines recent developments in economics and management which may explain the “Far Eastern” miracle, and points to the possibility of a successful, narrowly self‐interested, IS for Europe and Britain, based on the lessons from (new) theory and international experience. To assess what is possible, develops a theoretical framework linking firms in their roles as consumers and/or electors. This hints at the possibilities and limits of feasible policies. All these ignore desirability which, in the author′s view, should be seen in terms of distributional considerations, themselves contributors to sustainability. Accordingly, discusses a desirable industrial strategy for Britain in Europe which accounts for distributional considerations, and goes on to examine its implications for the issue of North‐South convergence. Concludes by pointing to the limitations of the analysis and to directions for developments.

Presently, 6 Degree of Freedom (6DOF) visual pose measurement methods enjoy popularity in the industrial sector. However, challenges persist in accurately measuring the visual pose of blank and rough metal casts. Therefore, this paper introduces a 6DOF pose measurement method utilizing stereo vision, and aims to the 6DOF pose measurement of blank and rough metal casts.

This paper studies the 6DOF pose measurement of metal casts from three aspects: sample enhancement of industrial objects, optimization of detector and attention mechanism. Virtual reality technology is used for sample enhancement of metal casts, which solves the problem of large-scale sample sampling in industrial application. The method also includes a novel deep learning detector that uses multiple key points on the object surface as regression objects to detect industrial objects with rotation characteristics. By introducing a mixed paths attention module, the detection accuracy of the detector and the convergence speed of the training are improved.

The experimental results show that the proposed method has a better detection effect for metal casts with smaller size scaling and rotation characteristics.

A method for 6DOF pose measurement of industrial objects is proposed, which realizes the pose measurement and grasping of metal blanks and rough machined casts by industrial robots.

This study aims to explore manufacturing companies' environmental performance with the green supply chain management (GSCM) approach, taking into account company size, geographic region, industrial sector, target market and environmental management maturity level.

Based on the literature review, five propositions were put forward. An empirical study, using survey research, was completed. The survey questionnaire was designed with 46 items, using both the literature and industry expert input. Statistical analysis was employed to test the propositions in a sample of 116 Colombian manufacturing companies.

The test results indicate that significant environmental performance differences exist, given company sizes and target markets. However, no statistical significance was found involving the geographic region or industrial sector. Significant differences were found in maturity levels between the three clusters identified: reactive, preventive and proactive. Although the companies in the proactive group performed better, they still lagged in green practices that implied integration with suppliers and customers.

This study provides empirical evidence regarding the profile of those manufacturing companies that achieve better environmental performance. Moreover, the results yield insights for the generation of continuous improvement processes in companies with lower performance.

Few empirical studies have been carried out in GSCM that integrate specific factors in the environmental performance assessment of manufacturing companies in developing countries. On the other hand, the results permit the identification of the profile of those companies with greater maturity in their environmental practices.

Previous literature on earnings management (EM) indicates that managers are motivated to adjust reported income to serve their own self-interests, and to try and influence capital markets. However, previous research has failed to provide an appropriate theoretical underpinning for EM and has ignored the effect of cultural and environmental factors on shaping managers’ motivations. Therefore the purpose of this paper is to draw on interpretive methodology and new institutional sociology (NIS) theory to identify the external factors that motivate managers of Egyptian companies to use EM to modify financial statements.

The research adopted an interpretative methodology and interview methods. Interviewees were conducted with 34 participants, who were divided into four different categories; executives, financial analysts, auditors and stock exchanges’ authorities.

This paper provides empirical evidence on the range of external factors that motivate Egyptian corporate executives to adjust the earnings number in financial statements. These external factors include the expectations of investors, lenders and employees, the impact of stock exchange listing rules, beating an earnings target, and the privatisation of key state-owned companies.

The authors recognise that the paper has a number of limitations. The research is concerned solely with EM in Egypt and, therefore, it would not be safe to generalise the results to other contexts, even in the Middle East. Further research on the behaviour of managers towards EM in other countries would be useful to test validity of the results reported in this paper.

The principal contribution of this paper is to build on the previous EM literature to include external factors within the Egyptian context which motivate Egyptian managers to manage the earnings of companies in an upward direction. It adds additional EM motives to available literature including: employees, stock exchange’s rules, privatisation and meeting industrial norms. Also, the paper provides evidence of the effect of concentrated share ownership on managers’ likelihood to engage in EM behaviour. The paper also extends NIS theory to recognise the importance of the interplay between institutional and economic environment by including economic reform, and non-financial providers as factors that can explain the EM behaviour.

Demonstrates how existing Soviet published sources into the capital goods market can be used to provide a fairly comprehensive picture of likely import requirements. Explores the literature concentrating on the data for metalcutting machinery in order to provide information on planned industrial targets, previous levels of imports and the present state of Soviet technology.Suggests that this desk research provides general guidelines that must be supplemented by information from direct contact with prospective Soviet buyers.

The authors examine one special focus of Special Purpose Acquisition Companies (SPACs), namely environmental, social and governance (ESG) related investments. The authors document the performance of SPACs with and without ESG focus.

The authors collect data, from several sources, on 1,737 SPAC IPOs formed between 2003 and 2022. A SPAC's focus on ESG is classified based on declared focus in Securities and Exchange Commission (SEC) filings and in post-merger annual reports. The authors examine operational and financial performance of SPACs with and without ESG focus.

In the study's sample, only 50% of SPACs that announced an intention to acquire an ESG target ended up consummating a merger with an ESG private firm. ESG SPACs exhibit worse operating performance than non-ESG SPACs. Furthermore, they experience 11.6% lower 1-year post-merger excess returns than their non-ESG counterparts.

The study provides an examination of ESG firms that came to market via mergers with SPACs, which is an alternative method to traditional initial public offerings (IPOs). The study also provides a comparison of both operational and stock performance of ESG and non-ESG SPACs.