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This article aims to stimulate debate from management development practitioners on process and outcomes of techniques by outlining a number of aspects of the topic. The various aspects of expectations of job seekers, selection criteria via competence, focused development and the link with total quality management through continuous dialogue are all included. The material is concerned with the process as it affects managerial staff who, throughout Western Europe are becoming more familiar with the competence approach. The debate on managerial competence is, in many aspects, still in its infancy and this article raises some issues, provision for which has not yet been made adequately. Reference is made to an approach, currently being considered for use in a major financial organisation based in the UK.

The purpose of this paper is to analyze how Indonesian laws regulate the existence of famous brand. In case of brand Pierre Cardin, which had the elements of a famous brand including brand reputation obtained because of the public’s general knowledge, intensive and massive promotion, investment made by the owner in several countries, including Indonesia.

This study is a normative legal research conducted statutory approach reviews through court decisions in Indonesia which related to famous brands such as Pierre Cardin. The analytical method analyzes the law, the legal rulings and the famous brand case of Pierre Cardin, which became one of the sources of Law of Marks in Indonesia. The next method is a description that compares the famous brands such as Pierre Cardin in Indonesia and France.

The research of this paper shows that brand Pierre Cardin is one of the world’s leading brands and has registered its brands in several countries in the world. The threat to well-known brands in Indonesia is the regulation of which Indonesia has weaknesses. In Indonesia, the Law of Marks enables the state to receive registrations of similar brands, and when a dispute occurs, it allows the judge to make a decision threatening the existence of goodwill.

This research discusses the legal aspects of famous brands in Indonesia that hold the constitutive system and particularly the legal threat against a famous brand in Indonesia, Pierre Cardin.

This paper discusses the threats that will occur in famous brands that registered in many countries, such as Indonesia. This became a reference for the famous brand company to be able to adjust the law in Indonesia.

This paper informs the legal threats can be a weakness of law in Indonesia; therefore, the governance should revise the regulation about marks to accommodate the existence of famous brands company in Indonesia. This paper gives recommendations for government to be more flexible to regulate the registration for the famous brand and tighten regulation of brand rights for local brands to avoid infringement in Indonesia. The protection of brand rights for a famous brand company in Indonesia can be realized and will be possible.

This paper is original and must-read. This research can be a reference for famous brand companies that will register brand rights in Indonesia because it discusses about the case between Pierre Cardin brand in Indonesia and French. This paper gives perspectives based on the Law of Marks in Indonesia. Furthermore, this paper also discusses some Law of Marks in Indonesia that should be strengthened.

The purpose of this paper is to investigate the influence of social capital and relationship quality on key account management (KAM) effectiveness.

Based on the literature, the authors designed a framework that links social capital, relationship quality and KAM effectiveness. Data were collected through a self-administered questionnaire. Using data from a sample of 172 business-to-business supplier firms, the authors examined this model.

The research results provide empirical support to the importance of relational aspects of KAM by showing how the relational aspects of relationship quality and social capital influence the effectiveness of the supplier-key account relationship.

The authors add to the literature on relational KAM by integrating theoretical perspectives on social capital, relationship quality and KAM. They develop a model that investigates the antecedents of the effectiveness of supplier–key account relationships from a relational perspective. The study explains the relationships between six constructs representing social capital (ability, benevolence, integrity, flexibility, information exchange and solidarity) and three constructs representing relationship quality (trust, satisfaction and relationship atmosphere), together with the relationships between these three constructs of relationship quality and KAM effectiveness.

In order to succeed in an action under the Equal Pay Act 1970, should the woman and the man be employed by the same employer on like work at the same time or would the woman still be covered by the Act if she were employed on like work in succession to the man? This is the question which had to be solved in Macarthys Ltd v. Smith. Unfortunately it was not. Their Lordships interpreted the relevant section in different ways and since Article 119 of the Treaty of Rome was also subject to different interpretations, the case has been referred to the European Court of Justice.

IN a system like that of the Public Library, which is yet in the evolutionary stage, it is but natural—as it is also a sign of vitality —that there should be conflicting opinions on many questions of administration. On one general principle, however, librarians are unanimous. It is that the Public Library should be conducted upon sound business methods. Yet, strange to say, although it is generally conceded that sound business principles are essential to success in librarianship, that a lack of business acumen is fatal to efficiency, one of the cardinal points of modern business has been almost altogether overlooked. Systematic advertising, the key‐note of modern business, which forms the chief difference between the new methods and the old, is the point to which we refer. That advertisement, the real secret of success, has been overlooked, is not wholly the result of accident, but is rather due to the fact that many librarians are haunted by a fear of degrading their profession by employing this means of reaching the public. They fear that, if they advertise, they may be classed with the vendors of Black's Pills or Green's Ointment; but, after all, the Public Library is a business institution—it may not be a commercial institution, but it is certainly a business one. It is here—if we may be allowed a short digression to illustrate our point—that British and American libraries differ so radically. The successful American librarian is not a librarian as we know one. He is a business man. Granted that it is a part of his business to know the ins and outs of technical librarianship; yet, unlike his British contemporary, he does not consider it his whole business. He has a trained staff to whom he can leave the technical detail, while he devotes himself to running the library on the most approved business lines. The result has been that, instead of the American librarian being degraded, he has risen very highly in the estimation of the public. And if the status of the American librarian can thus be raised, why not that of the British? It is not necessary to use startling handbills or aggressive posters to achieve the desired end. It is absolutely true that in many towns possessing excellent and old‐established libraries, there is a large percentage of the population to which the library is a dead letter, or is altogether unknown. On examining the figures in the Annotated Syllabus, which have been compiled from the returns of most British libraries, we find that the percentage of possible readers is fifty, while the percentage of actual readers is twenty. This leaves the large percentage of thirty, representing people who must be reached through advertising.

The Equal Pay Act 1970 (which came into operation on 29 December 1975) provides for an “equality clause” to be written into all contracts of employment. S.1(2) (a) of the 1970 Act (which has been amended by the Sex Discrimination Act 1975) provides:

In the past few decades, relationship management (RM) theory and RM strategies in business-to-business (B2B) contexts have evolved tremendously, driven by constant innovation. Hence, the purpose of this study is to understand the trends and evolution of RM and relationship quality (RQ) in B2B contexts and empirical insights on RM and RQ in B2B, which in turn would provide insights into trends and future research directions.

Grounded on the industrial marketing and purchasing group, this study adopts a critical systematic literature review to provide a comprehensive analysis of the past, current and future trends in empirical research insights of RM and RQ in B2B markets.

This study provides some novel insights into RM in B2B context by using a multidimensional approach to RM and RQ and analyzing prior marketing research from three perspectives: the evolution of RM and RQ in B2B context; prior empirical research; and practical business insights. Overall, these perspectives inform the development of an evolving side of RQ in B2B contexts, leading to some predictions regarding the future of RM in B2B markets.

The exploratory results of this study shed light on the key factors that drive RQ and the importance of RM in B2B markets in the digital age where customers still long for human interaction regardless of the prevalence of advanced technology.

In the wake of advanced technologies and particularly, B2B companies had to turn to virtual platforms and embrace digital transformation to establish and manage their customer relationships. Yet, managing relationships via digital channels has its own challenges for both B2B practitioners and scholars. This indicates that there is still a huge need for attuned RM strategies that align with the changing environments – mainly driven by technological advancement – in B2B markets.

Forecasting future period profitability is widely identified as an aim of financial statement analysis, and these forecasts are typically relied upon for the estimation of firm value. To facilitate this, the decomposition of earnings into its components or drivers, is typically advocated. This paper investigates the existence of systematic differences in persistence across the components of earnings. If components of earnings experience differences in persistence, this may provide insights into the determinants of aggregate earnings level and persistence. This paper provides evidence of differences in persistence between components of earnings. Differences are found between components formed on the basis of: financial ratios; operating and financing activities; and cash and accruals. Furthermore, there is evidence that earnings components improve the explanatory power of models evaluating aggregate earnings persistence, with this result being strongest for firms with extreme income decreasing accruals. Due to the pivotal role of earnings in firm valuation, the results from this paper have direct implications for valuation.

THE death of Sir John Ballinger was the cardinal library event of January. Elsewhere one of our contributors has gathered his memories of this distinguished past president of the Library Association. Here we pay tribute to a great librarian whose devotion to all that is best in the service was life‐long and who received honours which are not always given to librarians. Achieving a relatively important library position in early life, he not only gave his city an admirable service; he found time to work for all the general interests of the profession. The respect and gratitude, and indeed the affection, of all of us surrounded his later years and go with him to his grave. Our sympathy is respectfully expressed to Lady Ballinger and her family.