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Open Access
Article
Publication date: 29 October 2021

Petteri Annunen, Erno Mustonen, Janne Harkonen and Harri Haapasalo

This study aims to focus on creating sales capability as part of new product development (NPD). The aim is to define generic requirements for building sales capability as a part…

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Abstract

Purpose

This study aims to focus on creating sales capability as part of new product development (NPD). The aim is to define generic requirements for building sales capability as a part of NPD and to propose a necessary process by defining key activities for sales readiness.

Design/methodology/approach

An inductive and qualitative research method was used to construct a sales capability creation process based on a current state analysis in seven companies.

Findings

The results indicate that the status of companies’ sales-related planning varies during the NPD, and the related activities are not systematically managed. Considering sales early is necessary to enable a smooth and cost-efficient start of sales, and to avoid unnecessary delays and problems in other functions. At the same time, the companies recognise the need for improvement.

Originality/value

This paper presents a potential process including systematic activities for creating sales capability in conjunction with product development, which is novel to the literature. The proposed process is applicable in aligning industrial company needs.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 13
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 November 2006

Dwan Kaoukji and Michael Little

The government's vision for children's services in England and Wales, Every Child Matters (DfES, 2003), and the subsequent Children Act 2004 are ground‐breaking in that they…

Abstract

The government's vision for children's services in England and Wales, Every Child Matters (DfES, 2003), and the subsequent Children Act 2004 are ground‐breaking in that they encourage local authorities to focus on child outcomes and demand the integration of previously separate services, such as social care and education. Previous articles in this series were by Herbert Laming (2006), whose inquiry helped pave the way for the 2004 legislation, and Tom Jeffery (2006), the Director‐General of the central government Directorate for Children, Young People and Families. In this article, John Coughlan, one of the new Directors of Children's Services, gives his perspective on implementing the new legislation at local authority level. What follows is an edited transcript of John Coughlan's comments.

Details

Journal of Children's Services, vol. 1 no. 3
Type: Research Article
ISSN: 1746-6660

Article
Publication date: 5 February 2018

Sunday Julius Odediran and Abimbola Oluwakemi Windapo

The purpose of this paper is to propose a risk-based entry decision model to mitigate the impact of risk and ease the entry of multinational construction companies (MNCCs) into…

Abstract

Purpose

The purpose of this paper is to propose a risk-based entry decision model to mitigate the impact of risk and ease the entry of multinational construction companies (MNCCs) into African construction market (ACM).

Design/methodology/approach

A review of extant literature helps identify risks in the international construction market (ICM) and entry modes used by MNCCs to enter into the ICM. A conceptual model is designed for a risk-based entry decision. Data for validating the proposed model are sourced from multiple sources – survey, interview and financial and annual report of companies surveyed.

Findings

Findings reveal significant risks in the ICM and different modes of MNCCs entry to foreign market. Experience of MNCCs shows that the perceived impact of risk influence decisions made to enter into foreign markets, and interactive relationships between resources and entry decisions made to mitigate the perceived impact of risks.

Originality/value

Significant risks are expected in the ACM. However, adequate perception of risks based on resources levels of MNCCs and strategic entry decisions would assist in mitigating the potential impacts of risk.

Details

Built Environment Project and Asset Management, vol. 8 no. 1
Type: Research Article
ISSN: 2044-124X

Keywords

Book part
Publication date: 4 May 2020

Chris Kendall

This chapter examines the delicate balance achieved by apex courts in new democracies when dealing with impunity for rights violations during times of transitional justice. While…

Abstract

This chapter examines the delicate balance achieved by apex courts in new democracies when dealing with impunity for rights violations during times of transitional justice. While international law has clearly rejected amnesties for past rights violations, domestic politics sometimes incorporate amnesties as part of larger peace settlements. This puts courts in the difficult situation of balancing the competing demands of law and politics. Courts have achieved equipoise in this situation by adopting substantive interpretations and procedural approaches that use international law’s rights-based language but without implementing international law’s restrictions on amnesties. In many cases, courts do this without acknowledging the necessarily pragmatic nature of their decisions. In fact, oftentimes courts find ways of avoiding having to make any substantive decision, effectively removing themselves from a dispute that could call into question their adherence to international legal norms that transcend politics. In doing so, they empower political actors to continue down the road toward negotiated peace settlements, while at the same time protecting the courts’ legitimacy as institutions uniquely situated to protect international human rights norms – including those they have effectively deemphasized in the process.

Expert briefing
Publication date: 31 May 2017

Earlier this month, the South African Council of Churches (SACC) and the Public Affairs Research Institute (PARI) released separate reports alleging a corrosive process of ‘state…

Details

DOI: 10.1108/OXAN-DB221186

ISSN: 2633-304X

Keywords

Geographic
Topical
Open Access
Book part
Publication date: 4 June 2021

Laura Vitis

Technology-facilitated violence against women (TFVW) is readily becoming a key site of analysis for feminist criminologists. The scholarship in this area has identified online…

Abstract

Technology-facilitated violence against women (TFVW) is readily becoming a key site of analysis for feminist criminologists. The scholarship in this area has identified online sexual harassment, contact-based harassment, image-based abuse, and gender-based cyberhate – among others – as key manifestations of TFVW. It has also unpacked the legal strategies available to women seeking formal justice outcomes. However, much of the existing empirical scholarship has been produced within countries like the United States, United Kingdom, and Australia, and there has been limited research on this phenomenon within South East Asia. As such, this chapter maps how technology is shaping Singaporean women's experiences of gendered, sexual, and domestic violence. To do so, it draws upon findings from a research project which examined TFVW in Singapore by utilizing semistructured interviews with frontline workers in the fields of domestic and sexual violence and LGBT services. Drawing from Dragiewicz et al.’s (2018) work on technology-facilitated coercive control (TFCC), I argue that victims-survivors of dating, domestic, and family violence need to be provided with support that is TFCC informed and technically guided. I also suggest that further research is needed to fully understand the prevalence and nature of TFVW in the Singaporean context.

Details

The Emerald International Handbook of Technology-Facilitated Violence and Abuse
Type: Book
ISBN: 978-1-83982-849-2

Keywords

Article
Publication date: 1 December 2006

Jill Madge

Abstract

Details

Journal of Children's Services, vol. 1 no. 4
Type: Research Article
ISSN: 1746-6660

Executive summary
Publication date: 19 May 2017

SOUTH AFRICA: Church report will scare ANC leadership

Details

DOI: 10.1108/OXAN-ES220980

ISSN: 2633-304X

Keywords

Geographic
Topical
Article
Publication date: 1 April 2006

Jenny Castle, Michael Rutter, Celia Beckett, Emma Colvert, Christine Groothues, Amanda Hawkins, Jana Kreppner, Thomas O'Connor, Suzanne Stevens and Edmund Sonuga‐Barke

Service use between six and 11 years of age is reported for children adopted from Romania into UK families, and compared with that for children adopted within the UK before six…

Abstract

Service use between six and 11 years of age is reported for children adopted from Romania into UK families, and compared with that for children adopted within the UK before six months of age. Between six and 11, there had been only one adoption breakdown, and about one in ten couples experienced a marital breakdown. Apart from continuing concerns over hepatitis B carrier status in a small number of children, physical health problems were not a prominent feature. By contrast, nearly one‐third of the children from Romania placed in UK families after the age of six months received mental health services provision ‐ a rate far higher than the 11 to 15% in the groups adopted before the age of six months. Such provision was strongly related to research assessments of mental health problems and largely concerned syndromes that were relatively specific to institutional deprivation (quasi‐autism, disinhibited attachment and inattention/overactivity). There were similar differences between the UK adoptees and the adoptees from Romania entering the UK after six months of age in major special educational provision and, again, the findings showed that the provision was in accord with research assessments of scholastic achievement. The between group differences for lesser special educational provision were much smaller and there was some tendency for the early adopted groups to receive such provision for lesser degrees of scholastic problems than the children adopted from Romania who entered the UK after six months of age. The policy and practice implications of the findings are briefly discussed.

Details

Journal of Children's Services, vol. 1 no. 1
Type: Research Article
ISSN: 1746-6660

Keywords

Article
Publication date: 1 April 1994

Paul R. Hunter, Helen Hornby, Colin K. Campbell and Katherine F. Browne

Reports on a study of the bacteriological and mycological quality of 87prepared salads purchased from delicatessens. Bacterial counts weregenerally low. Of the 87 salads, only 19…

659

Abstract

Reports on a study of the bacteriological and mycological quality of 87 prepared salads purchased from delicatessens. Bacterial counts were generally low. Of the 87 salads, only 19 per cent had plate counts greater than 104 organisms/g. Coliforms were isolated from three samples, E. coli from one and Listeria monocytogenes from one. By contrast yeasts were isolated from 76 per cent of the salads and at counts greater than 104 organisms/g in 31 per cent. Twenty‐one different yeast species were isolated, of which the commonest were Saccharomyces dairensis and Saccharomyces exiguus. Few of the yeasts have any significant role in human disease. The commonest yeasts isolated, however, are associated with spoilage of mayonnaise‐based salads. Their isolation from these foods suggests inadequate temperature control.

Details

British Food Journal, vol. 96 no. 3
Type: Research Article
ISSN: 0007-070X

Keywords

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