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Article
Publication date: 1 January 1992

Gordon Wills

Describes the efforts of the owner/directors of a private limitedcompany to put into place a succession strategy. Considers three majorthemes: second generation…

Abstract

Describes the efforts of the owner/directors of a private limited company to put into place a succession strategy. Considers three major themes: second generation entrepreneurs/management succession; action learning as a human resource development strategy and philosophy; and the learning organization. Concludes that people (and organizations) “learn” best from the priorities of the business, once they have been identified, and that organizational learning is really based on institutionalization of what has been learned – requisite learning.

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Management Decision, vol. 30 no. 1
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 1 April 1991

Gordon Wills, Bev Bruce and Timmie Duncan

Database marketing is scarcely comprehended by marketingprofessional practitioners as yet but its potential is becoming clear.It not only revolutionises the productivity…

Abstract

Database marketing is scarcely comprehended by marketing professional practitioners as yet but its potential is becoming clear. It not only revolutionises the productivity of direct marketing but transforms the effectiveness of salesforce prospecting, marketing research and channel management. The evolution of database marketing at MCB University Press is described and analysed over the past 15 years. The intrapreneurial and behavioural dimensions of development and implementation are traced and guidance provided for those who accept that good computer systems grow from within rather than arrive from without the enterprise.

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Marketing Intelligence & Planning, vol. 9 no. 4
Type: Research Article
ISSN: 0263-4503

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