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Telemarketing has added a new medium to the marketer's bag of tricks. This article briefly discusses the benefits and limitations of telemarketing as part of an overall marketing campaign. It then proceeds to discuss (via some new findings) the potential side effects that telemarketing may have on the image of the firm using it.

Examines the relationship between selected strategies designed to enhance the response rate to a survey and uninformed response, or the tendency of respondents to deliberately “guess at” or otherwise answer survey questions when they lack sufficient knowledge or experience to provide an informed response. Uninformed response is one of several potential sources of response error, or error that results from inaccurate responses to survey questions, that trouble marketing researchers and others involved in survey research. Drawing on an often expressed concern that techniques designed to increase the overall response rate to a survey might negatively affect response quality in general (and uninformed response in particular), tests the effect of three response‐inducing techniques (monetary incentives, survey sponsorship, and type of appeal) on uninformed response in one particular survey. The findings suggest that monetary inducement and, depending on other characteristics of the survey design, sponsorship and type of appeal as well, do affect the level of uninformed response.

Asserts that the domestic fast food industry is undergoing a transition from growth to maturity. As a result, companies are fending off a flattening sales curve by looking abroad, searching out new target markets, crowding the market with more units. One form of assistance involves the development of mathematical models capable of determining “best” new locations. Using results from a recent survey of franchise owners in the fast food industry, reactions to methods by which franchisees are compensated for encroachment by the franchisor in the context of mathematical location modelling are discussed. In general, franchisees expressed displeasure with the manner by which location models are applied to franchise systems to date.

The marketing literature provides substantial discussion of branding and brand equity, but reveals limited research on the use of brand name in the consumer decision‐making process. Further, most such studies have included the manipulation of product brand name as an independent variable. The primary objective in this study was to address that lack of attention to consumers’ use of brand names by developing and empirically testing a multi‐item scale called the brand dependence scale (BDS). The psychometric properties of the scale were assessed and the relationship between brand dependence and brand disparity was explored. The results of the study showed that the BDS demonstrated adequate internal reliability and that a significant positive relationship between brand dependence and brand disparity existed. Implications of the study results and managerial applications for the scale are discussed.

The literature provides substantial evidence of gender differences in the level of assertive and/or competitive traits an individual is likely to exhibit. Further, it has been established that those individual differences are related to certain exchange strategies employed by each gender. The primary research objectives in this study were, first, to develop a reliable pencil‐and‐paper scale assessing consumers’ propensity to employ bargaining tactics in marketing exchange situations; and second, to investigate gender differences in consumers’ bargaining propensity. The results of the study showed that the first research objective was successfully achieved in the form of the Bargaining Propensity Scale, and that statistically significant gender differences in bargaining propensity scores did occur. Managerial implications and avenues for future research are discussed.

Uses an upscale female sample to extend previous research on women′s perceptions of their role portrayal in advertising media. Indicates that serious disenchantment with perceived portrayal of women still exists for this important group of consumers. Measures various attitudinal, company image, and purchase intention responses in addition to salient demographic and role orientation variables. Discusses the implications for advertisers using female models in their advertisements.

Women have always been stereotyped in advertising. It is evident that women in Hong Kong are subject to the same level of stereotyping as those in the US. As more and more women do paid work they are fast becoming consumers for all kinds of products and services; it is good business to produce advertisements that represent women as they see themselves today.

Although numerous studies have examined alternative project delivery methods (APDMs), most of these studies have focused on the relationship between these methods and improved project performance. Limited research identifies how to successfully add these methods within architectural, engineering and construction (AEC) organizations. The purpose of this paper is to identifying organizational change management (OCM) practices that, when effectively executed, lead to increased success rates of adopting APDMs in owner AEC organizations.

Seven OCM practices were identified through a comprehensive literature review. Then, through a survey of 140 individuals at 98 AEC organizations, the relationships between OCM practices and organizational adoption of APDMs were established.

The findings indicate that OCM practices with the strongest relationship to successful APDM adoption are realistic timeframe, effective change agents, workloads adjustments, senior-leadership commitment and sufficient change-related training.

Adopting APDMs can be extremely difficult and requires significant organizational change efforts to ensure the change is a success. Organizations that are implementing APDMs for the first time should consider applying the OCM practices that this study identifies as most related to successful APDM adoption.

This study contributes to the existing body of knowledge by identifying the OCM practices that are most significantly associated with successfully adopting APDMs.

The purpose of this study is to examine the relationship between service orientation, customer service training and employee engagement of firms in the hospitality sector of the tourism industry.

A total of 231 responses from 13 large all-inclusive hotels in Jamaica are analyzed by using structural equation modeling.

Overall, service orientation positively affected customer service training and employee engagement. In addition, customer service training positively affected employee engagement. Furthermore, the results indicate that customer service training mediates the relationship between service orientation and employee engagement.

This study builds on the conceptual literature of engagement and adds to the limited empirical studies to date to highlight the importance of service-oriented culture and training activities on employee engagement.

The findings of the study generate an increased understanding of the importance of an engaged workforce and of specific customer service training practices that can foster engagement. This study also highlights that managers should be supportive of training and development activities within a broader context that considers specific desired workplace performance from employees.

The knowledge gap related to many frequently used organizational practices reported as having an impact on engagement is addressed. Addressing this problem extends existing literature and provides an evidence base for human resource managers and professionals in service organizations, specifically in hospitality firms.

After some introductory words about the preeminence of German accounting research during the first half of the 20th century, the paper offers a survey of the most important theories of accounts classes that still prevailed during the first two decades or longer. Following World War I, the issue of hyperinflation in Austria and Germany stimulated a considerable amount of original accounting research. After the inflationary period, a series of competing Bilanztheorien, discussed in the text, dominated the scene. Two figures emerged supremely from this struggle. The first was Eugen Schmalenbach, with his “dynamic accounting”, a series of further important contributions to inflation accounting, to the master chart of accounts, to cost accounting, and to other areas of business economics. The other scholar was Fritz Schmidt, with his organic accounting theory that promoted replacement values and his emphasis on the profit and loss account, no less than the balance sheet. The gamut of further eminent personalities, listed in chronological order, contains the following names: Schär, Penndorf, Leitner, Gomberg, Nicklisch, Rieger, Prion, Osbahr, Passow, Dörfel, Sganzini, Walb, Calmes, Kalveram, Meithner, Lion, Töndury, Mahlberg, le Coutre, Geldmacher, Max Lehmann, Leopold Mayer, Karl Seidel, Alfred Isaac, Mellerowicz, Seyffert, Beste, Gutenberg, Käfer, Seischab, Kosiol, Münstermann, and others. Separate Sections or Sub‐Sections are devoted to charts and master charts of accounts in German accounting theory, as well as to cost accounting and the writing of accounting history.