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Article
Publication date: 1 June 2001

Ken Grant, Audrey Gilmore, David Carson, Richard Laney and Bill Pickett

Considers how to research small and medium‐sized enterprise (SME) entrepreneurs’ decision making in the context of their own environment, in order to reach some in‐depth…

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3219

Abstract

Considers how to research small and medium‐sized enterprise (SME) entrepreneurs’ decision making in the context of their own environment, in order to reach some in‐depth understanding of such phenomena. Previous work has called for the use of more appropriate methods for understanding and assessing SME management decision making. The discussion takes account of the characteristics of SME entrepreneurs, academic researchers’ approach to carrying out research and the contribution that can be made by consultant researchers with experience of SMEs. A research design incorporating the contribution of all three parties (entrepreneurs; academics; practitioner consultants) is described, detailing the research process in action. Finally the advantages of such a research design is illustrated.

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Qualitative Market Research: An International Journal, vol. 4 no. 2
Type: Research Article
ISSN: 1352-2752

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Article
Publication date: 1 March 1997

Nigel F. Piercy, David W. Cravens and Neil A. Morgan

The significance of the search for sales organization effectiveness is underlined by the major costs represented by the field salesforce for many organizations, and it is…

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5331

Abstract

The significance of the search for sales organization effectiveness is underlined by the major costs represented by the field salesforce for many organizations, and it is heightened by the pressures of global competition and new challenges to develop long‐term customer relationships as the foundation for competitive and sustainable marketing strategies. A study of sales management in British companies adds to an emerging research stream by identifying certain characteristics of superior performance and effectiveness in the business‐to‐business sales organization. We find that conventional measures of salesforce size, call‐rates, costs and productivity reveal relatively little about the differences between more effective and less effective sales organizations and may be dangerously misleading. The hallmarks of effective sales organizations we found to be: balanced compensation strategy; successful salesperson characteristics, in terms of motivation, customer orientation, team orientation, and sales support orientation; high performance in the drivers of sales effectiveness, i.e. sales presentation, technical knowledge, but most particularly adaptiveness, teamwork, sales planning, and sales support; the use of behaviour‐based control approaches involving effective monitoring, directing, evaluating and rewarding activities by sales managers; and, sound organizational structures. The research findings contribute benchmarks to a powerful management agenda to be addressed by executives in pursuing sales organization effectiveness.

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Journal of Marketing Practice: Applied Marketing Science, vol. 3 no. 1
Type: Research Article
ISSN: 1355-2538

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Article
Publication date: 1 February 1931

MURIEL KENT

MISS Clara Grant's Reminiscences (privately published under the title of Farthing Bundles) will be of equal interest to educationalists and social workers. For more than…

Abstract

MISS Clara Grant's Reminiscences (privately published under the title of Farthing Bundles) will be of equal interest to educationalists and social workers. For more than thirty years she has been a teacher in slum districts of London; and Fern Street Settlement, which she founded in 1907, and still directs, “for the fifteen poorest streets in the Bow Common area,” is famous as a unique channel of personal service centred round the school.

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Library Review, vol. 3 no. 2
Type: Research Article
ISSN: 0024-2535

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Article
Publication date: 1 January 1992

David W. Cravens, Ken Grant, Thomas N. Ingram, Raymond W. LaForge and Clifford Young

Analyses salesforce performance and examines high and lowperformance Australian sales organizations. Chief sales executives in 99companies describe their sales…

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1522

Abstract

Analyses salesforce performance and examines high and low performance Australian sales organizations. Chief sales executives in 99 companies describe their sales organizations′ characteristics, management priorities, salesforce performance and sales organization effectiveness. The companies are divided into two performance groups and compared across 31 salesforce performance activities. Important differences between the high and low performance groups concern expense control, sales presentation effectiveness, and sales results performance of salespeople. Identifies important performing issues and indicates guidelines for improving sales organization performance.

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European Journal of Marketing, vol. 26 no. 1
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 January 1993

O. Felix Offodile and William Acar

Selecting the best robot for various applications is furthercomplicated by the impracticality of physically modelling availablerobots in order to make an educated choice…

Abstract

Selecting the best robot for various applications is further complicated by the impracticality of physically modelling available robots in order to make an educated choice. Various methods have been proposed in the literature for tackling the robot selection problem. Some of these methods have been evaluated for assembly applications, the most common being what we call the “evaluative hierarchy”. Introduces a robot selection tool based on comprehensive situation mapping (CSM), an advanced derivative of influence diagramming (ID). Proposes that CSM provides the most consistent results, is easy to use, and gives the decision maker better insights into how various process variables can be chosen to ensure that the best available robot for the money is acquired.

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International Journal of Operations & Production Management, vol. 13 no. 1
Type: Research Article
ISSN: 0144-3577

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Article
Publication date: 1 January 1993

Carolyn Radcliff, Mary Du Mont and Jeffrey Gatten

Discusses the challenge Internet presents to the reference servicein academic libraries. Sees text education as an issue of high prioritybut also recommends inclusion of…

Abstract

Discusses the challenge Internet presents to the reference service in academic libraries. Sees text education as an issue of high priority but also recommends inclusion of the acquisition of electronic journals, local archiving of retrieved data and the provision of bibliographic access through the local library catalogue to resources available in the Internet in a model of new age library services.

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Library Review, vol. 42 no. 1
Type: Research Article
ISSN: 0024-2535

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Article
Publication date: 14 December 2015

Jon Landry, David Edgar, John Harris and Kevin Grant

This paper aims to investigate, through the lens of the principal–agent problem, the relationship between payment of National Hockey League (NHL) salaries and player…

Abstract

Purpose

This paper aims to investigate, through the lens of the principal–agent problem, the relationship between payment of National Hockey League (NHL) salaries and player performance during the period of 2005-2011 and explore the inherent issues within the NHL player compensation and incentive structure.

Design/methodology/approach

The research adopts a pragmatic philosophy with deductive reasoning. This paper focuses on the NHL season 2005-2011 and undertake analysis of historical player contracts and performance data of 670 players across 29 clubs to undertake liner regression analysis.

Findings

This paper quantifies potential inefficiencies of NHL league contracts and defines the parameters of the principal–agent problem. It is identifies that player performance generally increases with salary, is higher in the first year of a contract and despite decreasing over the life of the contract, will usually peak again in the final year of the contract.

Research limitations/implications

The research is based around figures from 2005-2011 and secondary statistical data. The study captures quantitative data but does not allow for an exploration of the qualitative perspective to the problem.

Practical implications

Entry-level or first contracts are good for all teams and players because they provide incentive to perform and a reduction of risk to the team should a player not perform to expectations. The same can be said for players at the other end of the spectrum. Although not typically used much, performance bonuses for players over the age of 35 allow clubs to “take a chance” on a player and the player can benefit by reaching attainable bonuses. These findings therefore provide contributions to the practicing managers and coaches of NHL teams who can consider the results to help shape their approach to management of players and the planning of teams and succession planning for talent.

Originality/value

The paper presents a comprehensive and current perspective of the principal–agent problem in NHL and extends the work of Purcell (2009) and Gannon (2009) in understanding player performance enhancement.

Details

Management Research Review, vol. 38 no. 12
Type: Research Article
ISSN: 2040-8269

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Article
Publication date: 1 February 2001

Audrey Gilmore, David Carson and Ken Grant

Acknowledges that SMEs (small to medium‐sized enterprises) cannot do conventional marketing because of the limitations of resources which are inherent to all SMEs and also…

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26360

Abstract

Acknowledges that SMEs (small to medium‐sized enterprises) cannot do conventional marketing because of the limitations of resources which are inherent to all SMEs and also because SME owner/managers behave and think differently from conventional marketing decision‐making practices in large companies. In this context the discussion focuses on SME characteristics and how these impact upon marketing characteristics within SMEs. In a search for “alternative” marketing approaches, the inherent existence of the owner/manager’s “network” in its various guises such as personal contact networks, social networks, business networks and industry and marketing networks and how these networks are used is considered. Some evidence from an empirical study carried out simultaneously in Northern Ireland and Australia is presented which illustrates how and why networking is used by SME owner/managers as a tool or approach for carrying out meaningful marketing.

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Marketing Intelligence & Planning, vol. 19 no. 1
Type: Research Article
ISSN: 0263-4503

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Article
Publication date: 1 October 1999

Ken Grant and David W. Cravens

Examines the impact of manager and salesforce antecedents on sales organization effectiveness, using a sample of 146 Australian sales units. Indicates that sales manager…

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2498

Abstract

Examines the impact of manager and salesforce antecedents on sales organization effectiveness, using a sample of 146 Australian sales units. Indicates that sales manager monitoring, directing, evaluating and rewarding activities distinguish between high and low sales unit profitability and managers’ satisfaction with their units. Suggests that sales territory design displays significant differences between high and low sales/market share and unit satisfaction. Discovers that several salesperson characteristics and performance were significantly different between high and low customer satisfaction effectiveness and managers’ satisfaction with sales units. Highlights significant antecedent roles for sales manager and salesforce antecedents of sales organization effectiveness.

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European Journal of Marketing, vol. 33 no. 9/10
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 February 2000

Yuezhi Zhao

Analyses the evolution of China’s telephone and cable systems, in terms of the public interest, discussing current bureaucratic conflicts and policy debates over…

Abstract

Analyses the evolution of China’s telephone and cable systems, in terms of the public interest, discussing current bureaucratic conflicts and policy debates over convergence, and construction of an independent broadband cable network. Looks in depth at China’s problems and the different problems for its citizens with regard to poverty levels and access to the Web.

Details

info, vol. 2 no. 1
Type: Research Article
ISSN: 1463-6697

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