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Some aspects of change strategy theory as they relate to the introduction of a group work‐measured incentive and maintenance planning scheme for a works engineering department in the heavy manufacturing process industry are set out. Types of change strategy are reviewed briefly, followed by a most important facet of change strategies, the question of the clients′ participation. The influence of the degree of commitment from top levels of the organisation and the effects of rewards available are discussed and related to the actual events.

Word of mouth (WOM) is becoming increasingly recognized as an important form of promotion, particularly within professional services environments, where credence qualities play a critical role in consumers' choices. The present paper seeks to explore the factors that are likely to enhance the chances that receivers of positive word of mouth might be influenced by such information.

The study examines findings from six focus group discussions and 103 critical incident forms.

The findings suggest that the potential for WOM to impact on perceptions or on actions depends on the nature of the sender‐receiver relationship, the richness and strength of the message and its delivery, and various personal and situational factors.

The findings are tentative and based on a relatively small sample; however, they provide a useful framework for future research into the process of WOM.

The importance of WOM in marketing, particularly professional services marketing, is widely accepted; however, little is known about how to enhance its occurrence. The paper provides marketing managers with a better understanding of the factors likely to influence receivers of WOM.

Most WOM research focuses on the sender of WOM. In contrast this paper provides insights on the impact of WOM on the receiver, something that is currently a “black box” in the marketing literature.

Although international franchising has occurred in East Asia over the past 20 years, surprisingly very little academic research has been undertaken to understand key dynamics of this marketing phenomenon. The purpose of this paper is to examine franchise resources, which is a key construct in the internationalization of retail franchising.

A multiple case study approach has been adopted to generate rich data designed to aid understanding of the complexities inherent within such an international marketing relationship. The data were drawn from five US food service retail franchises, which are household brands across East Asia, operating in Singapore.

This study presents several interesting findings for the retail franchise industry. First, consistent with resource scarcity theory, international franchising relationship begins with a high degree of franchise dependency on the local franchisees. Next, international franchisors will be well served to select their overseas franchisees with strong financial resources to engage in rapid expansion, good contacts to secure early stores in prime retail locations and well‐proven local knowledge to modify the concept to suit particular market needs.

Findings from this study have important managerial implications for international retail franchisors on how to effectively select franchisees to successfully launch and manage their brands in East Asia.

This empirical study has made a major contribution in adding to the limited body of empirical knowledge on franchisee selection in international retail franchising, particularly in East Asia. It is hoped that this paper will encourage more academics to investigate why certain international retail franchise concepts perform relatively better in East Asia than others.

A key issue faced by co-operative enterprises is how to raise external equity capital without compromising member control. The purpose of this study is to examine the potential of a special type of financial instrument called a Cooperative Capital Unit (CCU) introduced into the Australian legislation to facilitate external investment while maintaining member control.

A Delphi panel and six focus groups were used to provide an understanding of the challenges associated with cooperative governance and financing and to aid the development of a conceptual framework for the implementation of CCUs.

The findings from these Delphi panel and six focus groups were used to develop a proposed framework that the authors believe will be useful in structuring equity-like instruments depending on the purposes they might serve. In particular, the authors propose a new form of cooperative ownership and equity structure that could: better align member and investor interests; provide a mechanism to strengthen one role over the other depending on the needs of the cooperative; and provide investors with a better sense of security while retaining member control.

To the best of the authors’ knowledge, the cooperative ownership and equity structure proposed in this study are novel and not currently found in theory or practice. The insights provided by this study should, therefore, be of interest to a wide range of stakeholders, including cooperatives; professional advisors to these businesses; government regulators; investors; and researchers.

This paper is an attempt to relate some of the aspects of change strategy theory to the introduction of a group work measured incentive scheme and maintenance planning scheme, for a works engineering department of some 30 staff and 220 skilled and semi‐skilled craftsmen in the heavy manufacturing process industry. Because the situation reviewed was fairly specific, being confined to one department within a factory, the paper is oriented more towards specific means of achieving change rather than the broad sweeping concepts.

This article argues that measures for project accountability and cost effectiveness generated by the Home Office's Policing and Crime Reduction Unit are ill‐suited to capture the full complexity of project work over time. A new research tool is proposed ‐ a Calendar of Action. This tool has the advantage of being more dynamic and it allows the recording of both quantitative and qualitative data. Its principal aims are to aid the modelling of project impact, the process of evaluation and the measurement of the intensity of action.

In the last four years, since Volume I of this Bibliography first appeared, there has been an explosion of literature in all the main functional areas of business. This wealth of material poses problems for the researcher in management studies — and, of course, for the librarian: uncovering what has been written in any one area is not an easy task. This volume aims to help the librarian and the researcher overcome some of the immediate problems of identification of material. It is an annotated bibliography of management, drawing on the wide variety of literature produced by MCB University Press. Over the last four years, MCB University Press has produced an extensive range of books and serial publications covering most of the established and many of the developing areas of management. This volume, in conjunction with Volume I, provides a guide to all the material published so far.

Organizations continually seek new ways to achieve competitive advantage and word of mouth (WOM) represents such an opportunity because it has a powerful influence on consumers' attitudes and behaviors. However, prior research offers little insight into what WOM really means. The present study aims to investigate the complexities of the WOM concept and simultaneously examine the triggers that motivate people to offer WOM and the conditions that enhance the chance of WOM occurring.

A series of six focus groups were undertaken with consumers, these were supplemented by more than 100 critical incident questionnaires.

Two key WOM themes, termed “richness of message” and “strength of implied or explicit advocacy”, were identified, as well as various triggers and conditions that affect WOM occurrence.

The study was based on two kinds of qualitative research, but quantitative research is required to fully test the derived WOM model. Further, the study focused on WOM from a giver's point of view. Research into WOM from a receiver's viewpoint is also needed.

The present study suggested that WOM activity is more complex than previous research has argued. Managers should consider various WOM facets and, in particular, recognize WOM will be most favorable when it is positive, richly described and conveyed in a strong manner.

The paper developed a WOM model that incorporates these additional themes and provides a basis for future quantitative research into WOM.

Examines the factors motivating international student choice of the host country. It describes a “push‐pull” model motivating the student’s desire to seek overseas education and influencing the decision process in selection of a final study destination. Drawing on the findings from research studies undertaken in Indonesia, Taiwan, China and India, the paper examines the factors influencing host country selection and additional research that examines the factors influencing choice of final host institution. Based on these findings the paper argues that economic and social forces within the home country serve to “push” students abroad. However, the decision as to which host country they will select is dependent on a variety of “pull” factors. After drawing together the findings, the paper then examines the implications for governments and education institutions seeking to recruit international students.

The purpose of this paper is to document the wage effects associated with sexual orientation and to examine whether the wage gap has improved following recent institutional changes which favour sexual minorities.

Ordinary least squares and quantile regressions are estimated using Australian data for 2010–2012 and 2015–2017, with the analysis disaggregated by sector of employment. Blinder–Oaxaca decompositions are used to quantify unexplained wage gaps.

Relative to heterosexual men, in 2015–2017 gay men in the public and private sectors had wages which were equivalent to heterosexual men at all points in the wage distribution. In the private sector: highly skilled lesbians experienced a wage penalty of 13 per cent; low-skilled bisexual women faced a penalty of 11 per cent, as did bisexual men at the median (8 per cent penalty). In the public sector low-skilled lesbians and low-skilled bisexual women significant experienced wage premiums. Between 2010–2012 and 2015–2017 the pay position of highly skilled gay men has significantly improved with the convergence driven by favourable wage (rather than composition) effects.

The results provide important benchmarks against which the treatment of sexual minorities may be monitored.

The analysis of the sexual minority wage gaps by sector and position on the wage distribution and insight into the effect of institutions on the wages of sexual minorities.