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Observes that previous research on the value and effect of supervisory feedback has focused on the recipient of the feedback (the salesperson). The research reported in this article examines the feedback construct from the provider’s perspective (the sales manager). Explores the relationship between Sujan’s failed sales effort attribution model and the feedback provided typology developed by Jaworski and Kohli. The results confirm a direct relationship between failed sales effort attributed to poor strategy and positive feedback directed to salesperson behavior. A direct relationship is reported between the failed sales effort attributed to lack of effort (or intensity) and negative feedback provided by the sales manager that is directed to the salesperson’s output.

There are three aims of this research. One is to verify the mutual effects between internal collaboration and external collaboration, another is to prove performance improvement among different levels of supply chain collaboration, and the third is to analyze gaps between the two viewpoints. The population is Korean FDI firms in China and 208 data are used in the analysis. The data are treated with various methods: exploratory and confirmatory factor analyses, SEM, cluster analysis, ANOVA, MANOVA and post hoc analysis. The results are as follows. First, external collaboration and internal collaboration have positive effects on each other, which have a positive effect on performance. This means that efficiency of internal processes is the cause of promoting connection with external processes and information generated from the market is the basis of a variance of internal processes, followed by high performance. Second, service performance improvement is more definite than cost performance improvement among different levels of supply chain collaboration. Firms can achieve more definite results in service performance when they perform supply chain collaboration. Third, this research verifies both the viewpoint of directions of supply chain collaboration and the strategic choice viewpoint of supply chain collaboration to better understand supply chain collaboration. Both viewpoints approach supply chain collaboration from different viewpoints but they do explain the methods for performance improvement.

This paper aims to explore and gain a better understanding of the relationship between power circumstances and the environmental uncertainty perceived by managers.

This paper conducted a survey of 1,000 manufacturing firms selected randomly from the Top 5000 largest firms in Taiwan. The responding firms were clustered by K‐means into four groups of power circumstances. The paper then applied MANOVA and ANOVA to test the differences among the three types of supply chain uncertainty across the four groups.

The results show that power circumstances are associated with managers' perceptions of environmental uncertainty in terms of demand, technology, and supply. This paper finds that managers of buying firms in dominant positions perceive a lower demand uncertainty while managers facing higher supplier power perceive greater uncertainty in technology. For buying firms under ambiguous power circumstances, their managers tend to perceive higher supply uncertainty. The paper then put forth six power‐based propositions on the basis of their results.

Given that the data are from large‐sized firms, the generalizability of their findings to smaller firms may be limited.

When developing strategies to tackle environmental uncertainties, managers should consider their firm's power circumstances because these tend to influence the managers' interpretation and decisions and thereby their subsequent strategies.

Although environmental uncertainty has been addressed extensively in various management fields, how the environmental uncertainty perceived by a firm's managers is related to the power the firm holds has never been empirically examined. This study clarifies this issue.

An appropriate space allocation among different residence types gives higher profitability and liquidity for cash flow management in real estate projects for developers. Thereby, a balance between debt and equity should be kept for capital formation in developers where high level of cost, profit and risk exists. The purpose of this paper is to provide cash flow optimization under debt and equity financing while providing an appropriate space allocation of residence types via synchronous consideration of profitability and liquidity.

A novel optimization methodology that includes project financing, optimization and experimental design modules is proposed. The first module, project financing, considers the flexibility of utilizing one or both of debt financing and equity financing when making capital. The optimization module addresses space allocation among different residence types for a construction while maximizing profitability and liquidity using two mixed-integer linear programming models in a pre-emptive manner. The experimental design module assesses the effects of decisive parameters within the methodology via multivariate analysis of variance (MANOVA).

The proposed methodology is applied to a real-life residential project in Istanbul. The optimization module yielded 42.5% profitability via the first linear programming model and 2.2% trade-off between liquidity and profitability while minimizing the payback period by the second linear programming model. Meanwhile, MANOVA results showed that profit per square meter and sale rate trends are the most prominent factors considering their significant effects on net present value and payback period.

To the best knowledge of the author, related papers focused only on profitability under equity financing. Liquidity (as an objective) and equity financing (as a financing method) have not been handled. Hence, this paper not only performs profitability and liquidity-oriented cash flow optimization under debt and equity financing but also optimizes space allocation of residences for the first time.

Western researchers have concluded that generational groups of workers have different work characteristics and prefer different leadership styles. This paper investigates whether Western research applies equally to generational groups in Taiwan's workplaces, specifically in the higher education sector and manufacturing industry.

A total of 20 higher education institutions and 148 manufacturing SMEs in machinery manufacturing in Taipei were identified. After operational definitions for constructs were defined, a questionnaire was developed and administered. After data had been processed through editing, coding and tabulation, a statistical technique was selected where research expectation tests could be conducted. In order to test construct validity, factor analysis was also performed. Multivariate analysis of variance (MANOVA) was conducted to test for any significant differences between the variables under investigation.

The research shows that generational groups in manufacturing industry have different work characteristics and require different leadership styles, while there were no differences in work characteristics and preferred leadership style for generational groups in the education sector.

The results of this research provide some direction for leaders and researchers. Leaders should recognise the different work characteristics between generational groups and apply leadership styles that will positively contribute to employee motivation.

The paper aims to analyze and compare the branding strategies used in the three sectors namely FMCG, services and durables.

Based on the literature review, a more comprehensive list of branding strategies is proposed. A content analysis of 600 randomly selected brands, 200 from each sector, is performed. The branding strategies used in the three sectors are explained and MANOVA is conducted to test the hypotheses about differences in the branding strategies across the three sectors.

The results reveal that the branding strategies vary across the three sectors. Single corporate brand strategy is predominantly used for durables and credence services. On the other hand, in case of FMCG and experience services, individual brand type endorsed by the corporate brand type is the most frequently used branding strategy. Thus, there is a trend towards corporate branding as corporate brand type is popular in all the sectors. Also, other than the single corporate brand strategy, as in case of durables and credence services, single brand type strategy is rarely used. For FMCG brands and experience services brands, companies are trying to leverage brand equity of two or more brand types.

The paper offers insights for designing branding strategies when branding a product/service. Brand managers may rely on corporate brand type when risk associated with a purchase is high, as in case of durables and credence services. However, when the risk associated is low, as in case of FMCG and experience services, individual brand type may be preferred, but at the same time, it should be endorsed by corporate brand type.

This study adds value to the growing body of literature on branding strategies by identifying a more comprehensive and simplistic list of branding strategies which is a major contribution of the paper. Further, this is one of a very few empirical studies on branding strategies and is a pioneering attempt to evaluate the branding strategies in the FMCG vis‐à‐vis services vis‐à‐vis durables sectors. It empirically substantiates that the three sectors are heterogeneous among themselves and homogeneous within themselves with respect to their branding strategies.

The purpose of this paper is to confirm predictions that employee reports of psychological climate, appraisals of change and levels of adjustment during a change programme would be more positive for employees in higher status groups (operationalized as hierarchical level in the organization and occupational role).

Two questionnaire studies were conducted and data were analysed using Multivariate Analysis of Variance (MANOVA). Study one examined differences among 669 public sector employees as a function of status (organizational hierarchal level). Study two examined differences among 732 hospital employees as a function of role (occupational group) and status (managerial responsibility).

The results of study one revealed that upper level staff reported more positive attitudes during change, across a range of indicators. The results of study two showed that non‐clinical staff reported more negative attitudes during change than other occupational groups. In addition, managers appraised change as more stressful than non‐managers, but felt more in control of the situation.

A limitation of the paper is the cross sectional and self‐report nature of measurement. Future research could utilize a longitudinal design and collect alternative sources of data to indicate the constructs of interest, e.g. supervisor ratings of employee adjustment during change.

Together, the results of both studies highlighted the importance of implementing change management interventions that are targeted at the sub‐group level.

The findings of the paper add empirical evidence to the emerging literature on group differences in adjustment during organizational change. The paper will be of interest to academics and practicing managers, particularly those concerned with the effective management of change programmes.

The purpose of this paper is to analyse the lecturers’ self-perceived competencies and practices in assessing students.

An Assessment Practices Inventory Modified was administered to a sample of 329 randomly selected lecturers from six universities in Uganda. Factor analysis and multivariate analysis of variance (MANOVA) were used to address the research questions.

The results of factor analysis yielded a factor structure of four variables; design, administration, interpretation, and application. The MANOVA multivariate test results highlighted differences in assessment competencies and practices among lecturers in the different academic levels (Wilks’ λ=0.732, F(16, 313)=5.624, p<0.05, η2=0.075), and in the interaction between type of university, specialisations, and academic levels (Roy's largest root=0.073, F(8, 313)=2.543, p<0.05, η2=0.068). The Tukey HSD post hoc test results revealed that lecturers in the specialisation of education were different from their counterparts in other specialisations, in interpreting assessment results. Academic levels differences existed in all the dependent variables (design, administration, interpretation, and application). No differences existed in assessment competencies and practices between lecturers in the different types of universities.

Lecturers have been found to differ in their assessment competencies and practices, according to their specialisations and academic levels. It has been recommended in this study, that, assessment training programmes be made mandatory to all lecturers in universities, in order to bridge the gap their competencies and practices in assessing students.

Marketers have realized the importance of assessing consumers’ willingness to pay (WTP) before introducing green products across different target audience. The purpose of this paper is to examine the relative influence of consumers’ pro-environmental behaviours (PEBs) and environmental locus of control (ELOC) on their WTP for green products.

The study sample consisted of 256 Indian consumers which were recruited with the help of convenience sampling. A structured questionnaire was administered with scales that were well established and that have been used in previous research. Data were analysed with the help of CFA and structural equation modelling to test the relationship of ELOC and PEB anon WTP. Second, clustering respondents according to their PEB and ELOC has been done to find its differential effect on WTP with the help of multivariate analysis of variance (MANOVA).

Findings of the study highlight that WTP for green products is significantly predicted by two variables which are in following order: PEB and ELOC. Results of cluster analysis and MANOVA revealed that WTP differ significantly with the level of intensity of ELOC and PEB among Indian consumers.

It advances the body of knowledge centred on the interplay of the PEB and ELOC to WTP for green products. Additional work is clearly required to consider the wide range of potentially relevant variables like brand image, prices, advertisements and product quality that ensures the generalizability of findings.

The hypothesis framed, tested and inferences made can form a basis of extremely valued toolkit for those green marketers who take caution when planning their marketing and communications strategies to stimulate the WTP by conveying a reason and motivation to act environmentally.

In this study, an understanding of WTP for green products is developed. The much required knowledge gap in terms of interplay of ELOC and PEB on WTP has been filled with the help of the present study. It has been identified that those consumer groups who displays higher PEB and ELOC forms the primary target audience for green product marketer.

The purpose of this paper is to re‐evaluate the performance of the adaptive control charts which allow some of their design parameters to change during production depending on the collected information from samples over time. Instead of employing a single performance measure (average time to signal process changes), a set of measures, associated with the inspection efficiency and effort, is taken into account in the evaluation process.

A multivariate analysis of variation (MANOVA) approach along with the post hoc analysis are applied to investigate the performance of different adaptive control charts based on different measures.

The findings indicate that different adaptive control charts may have different performance, depending on the measure regarded and the value of shift in process mean. In general, the VSSC, VSSI, and VSI control charts would be recommended for a process with a small, moderate, and large shift, respectively. The SS chart is still the best choice for a process with an extremely large shift.

Up to now, the proposed procedure has been developed for the comparative analyses of adaptive X¯ charts, but it could be adjusted for other adaptive charts as well.

This paper provides a review of the performance of adaptive control charts from a novel perspective.