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Article
Publication date: 7 August 2007

Morten Bach Jensen and Anna Lund Jepsen

The purpose of this paper is to state a case for consideration of low attention processing when advertising in industrial markets.

5615

Abstract

Purpose

The purpose of this paper is to state a case for consideration of low attention processing when advertising in industrial markets.

Design/methodology/approach

Through a critical description of low attention processing the paper demonstrates how this framework can be applied in industrial markets. A case is made that it is relevant to consider low attention processing in industrial markets. Content analysis is subsequently applied to 48 advertisements for products that are deemed to invoke low attention. In the analysis, focus is on whether the advertisements employ emotional appeals in connection to brands and/or use intuitively understandable messages as would be advisable for attitude change through low attention processing.

Findings

The analysis shows that emotional appeals are used little in advertisements targeted at the selected market and that advertisements in which the brand clearly is displayed in combination with positive emotional appeals are rare. This combination was only seen in three out of 48 advertisements. In addition, most advertisements are not intuitively understandable and thus require that the message receiver is willing and able to allocate resources to cognitively process the advertisement contents.

Originality/value

This paper states a practical case for increased consideration of low attention processing and the necessity for an increased focus on customers' processing of business‐to‐business (B2B) advertising.

Details

Journal of Business & Industrial Marketing, vol. 22 no. 5
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 April 2014

Derek H.T. Walker

184

Abstract

Details

International Journal of Managing Projects in Business, vol. 7 no. 2
Type: Research Article
ISSN: 1753-8378

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Article
Publication date: 5 September 2016

Darren Dalcher

The purpose of this paper is to identify the major trends and contributions published in the Advances in Project Management book series and place them in the context of the…

1403

Abstract

Purpose

The purpose of this paper is to identify the major trends and contributions published in the Advances in Project Management book series and place them in the context of the findings and outputs from the Rethinking Project Management Network. A key aim is to address the concerns of project practitioners and explore the alternatives to the assumed linear rationality of project thinking. The paper further offers a guided catalogue to some of the key ideas, concepts and approaches offered to practitioners through the series.

Design/methodology/approach

This is a conceptual review paper that reflects on the main areas covered in a book series aimed at improving modern project practice and explores the implications on practice, knowledge and the relationship between research and practice. The topics are addressed through the prism of the Rethinking Project Management Network findings.

Findings

The paper explores new advances in project management practice aligning them with key trends and perspectives identified as part of the Rethinking Project Management initiative. It further delineates new areas of expertise augmenting those mentioned in the disciplinary canons of knowledge.

Research limitations/implications

The paper offers a new understanding of how knowledge is created in, for and by practice. Improving the relationship between theory and practice may demand a new appreciation of the role of practitioners and the value of their reflection in context.

Practical implications

The primary implication is to explore the new directions and perspectives covered by authors in the Advances in Project Management series, and identify main areas and topics that feature in the emerging discourse about project management practice. In addition, new conceptualisations of the role of practitioners in making sense of project realities are offered and considered.

Originality/value

New areas of interest and activity are identified and examined, offering a catalogue of new writing and perspectives in project practice. Reflection on the relationship between research and practice encourages fresh thinking about the crucial role of practitioner knowledge and reflection.

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Article
Publication date: 7 April 2015

Annabeth Aagaard, Pernille Eskerod and Erik Skov Madsen

Despite good project front-end planning, projects typically need continuous coordination among the participants concerning scope of work, pace, and timing during the execution…

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Abstract

Purpose

Despite good project front-end planning, projects typically need continuous coordination among the participants concerning scope of work, pace, and timing during the execution phase to be accomplished without delays. Coordination can be formal or informal. Research shows that informal coordination of residual and unforeseen interdependencies enhances time saving and facilitates better understandings. Still though, many sub-contractors choose not to coordinate informally. The purpose of this paper is to identify drivers that enhance or inhibit informal coordination among sub-contractors during project execution.

Design/methodology/approach

A qualitative, explorative case study approach was applied, involving 15 SME sub-contractors within the offshore wind power energy sector.

Findings

Six drivers which enhance informal coordination and three drivers which inhibit informal coordination among sub-contractors in projects were identified.

Practical implications

The findings imply that management in project-oriented organizations can enhance informal coordination across project sub-contractors in the project execution phase by facilitating trust building; by emphasizing previous collaboration successes with the sub-contractors and the possibility of future common projects; by being explicit about expectations on informal coordination; and by developing sub-contractor contracts that are not very tight in economic terms, but instead give some leeway in relation to coordination.

Originality/value

The paper contributes to a gap on coordination within projects and in the specificity of the context of offshore wind energy in which the concept of informal coordination across sub-contractors is explored.

Details

International Journal of Managing Projects in Business, vol. 8 no. 2
Type: Research Article
ISSN: 1753-8378

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