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The purpose of this paper is to provide a framework to help the manufacturers to find the optimal decisions regarding the choice of channel member for information sharing.

A game‐theoretical model plus Bayesian forecasting is developed to determine the optimal decisions for the manufacturer.

The results show that the optimal strategy for the manufacturer is to engage in information sharing with one small retailer exclusively, such that the manufacturer can gain the most benefit from information sharing arrangement in a marketing channel with a dominant retailer.

The present study is analyzed by a theoretical model. Future research can explore the same study by collecting data to engage in an empirical test.

This paper provides a useful model framework and pricing strategy for upstream manufacturers who are engaging or planning to engage in information sharing with their retailers.

This paper provides practical and solid advice and examples demonstrating the optimal decisions regarding the choice of channel member for information sharing to best benefit of the manufacturer.

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.

Brian Leavy interviews Chris Kuenne and John Danner about research into entrepreneurial personality published in their new book Built for Growth: How Builder Personality Shapes Your Business, Your Team, and Your Ability to Win Corporate.

By studying personality types, executives can learn how different types of successful entrepreneurs function, how they’re wired, motivated, lead and manage.

Using Kuenne’s and Danner’s“Builder Personality Discovery” instrument, corporations can begin to recognize which types of potential entrepreneurs they have, and then how best to support and reward their efforts in creating new business value.

Each typically interacts differently to five major dynamic challenges that every business builder faces, the “solution dynamic,” the “team dynamic,” the “customer dynamic,” the “sponsor dynamic” and the ‘scale dynamic.’

Essential insights for corporate leaders championing entrepreneurial business builders in their firms and for assessing leaders of potential acquisitions.

The small business sector of the UK economy is extremely important and the government expends considerable resources in providing support services for this sector. This paper investigated the reasons why SMEs move from traditional commerce to e‐commerce, the efficacy of the support services and the barriers encountered by SMEs adopting e‐commerce. The research methodology involved literature review and interviews with SMEs’ owner‐managers and a UK Online business adviser. It was found that at least two “e‐commerce stars” used by the government to promote its support services had in fact not used those services. The historical relationship problems between Business Link and SMEs were still causing problems. Cost was not seen as an inhibitor to adopting e‐commerce. Some evidence was emerging that e‐commerce may be able to save failing or struggling businesses. Other unexpected outcomes were that e‐commerce had social benefits for SMEs’ owners in reducing working hours yet still increased sales.