Management Decision: Volume 21 Issue 1

The Technical Salesman and his Training

J. Dixon, B.G.S. James

In the marketing of technical products and services personal selling has consistently been regarded as more important than other elements such as advertising and alternative forms…

Decision‐Making in Operations Management

Ray Wild

An operating system utilises resources to convert inputs into outputs in the form of goods or services. Conventionally, operations management is defined as the task of designing…

Opinion: Industrial Relations—Involvement and Intervention

Paul Roots, Mick Marchington

Introduction For many people, the Ford Motor Company is the epitome of forward planning in industrial relations and, in this interview, Ford's industrial relations director…

Predicting the Future Using Delphi

Stanley J. Paliwoda

Background The Delphi technique was developed by a research group at the Rand Corporation in the 1950s. Its main aim was to achieve consensus whilst stifling the effect of those…

ACTION LEARNING: Its Terms and Character

R.W. Revans

The Pervasiveness of Change It is change which gives the present time its distinctive character; most of what we now have to deal with changes more in a year than, in the past, it…