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Article
Publication date: 13 November 2017

Brian Handley, Tekle Shanka and Fazlul K. Rabbanee

The purpose of this paper is to explore Australasian students’ current perception towards a sales career.

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Abstract

Purpose

The purpose of this paper is to explore Australasian students’ current perception towards a sales career.

Design/methodology/approach

Data were collected through a self-administered survey from 431 students enrolled in a Sales Management unit in a large Australian university and its Asian campuses.

Findings

The study reveals a four-factor solution with factors labeled as “exciting,” “deceptive,” “taxing,” and “challenging,” with “exciting” being the only factor to significantly predict likelihood of pursuing a sales career. Although no differences of perception were found between males and females, Asian students were found to perceive sales career as more exciting, innovative and fun than Australian students.

Research limitations/implications

Although significant difference was noted between Australian and Asian students’ perceptions towards sales as an exciting career, it is prudent to interpret and generalize the finding with caution as Asia is the largest continent with different cultures, religions and races.

Practical implications

The four factors that were found to influence students’ perception towards a sales career are novel, psychometrically sound, and are pertinent for businesses conducting graduate recruitment. This study indicates how sales education at university level assist in changing students’ views towards a sales career from negative to positive.

Originality/value

While previous research has reported negative perceptions about sales as a career, this study reveals that students consider sales to be an “exciting” career.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 29 no. 5
Type: Research Article
ISSN: 1355-5855

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Article
Publication date: 31 May 2013

Flora Minnee, Tekle Shanka, Ruth Taylor and Brian Handley

This paper aims to explore social expectations and practice of corporate social responsibility (CSR) in Oman.

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Abstract

Purpose

This paper aims to explore social expectations and practice of corporate social responsibility (CSR) in Oman.

Design/methodology/approach

In total, 153 respondents (45 per cent Omanis and 55 per cent expatriates) shared their expectations which were compared with documentary evidence from core large and medium‐sized enterprises' CSR practice in Oman.

Findings

On average, CSR mean scores exhibited similarity for most respondent groups except for Omanis, young people, and those with high school or lower education who scored less, indicating a general lack of awareness of CSR. Society in Oman seems to expect corporations to provide “safe and reliable products/services”, “appropriately treat employees”, “behave ethically”, and be “committed to social responsibility”.

Research limitations/implications

While there is limited generalizability of the findings of this exploratory study per se due to sample size limitations, a clear pattern emerges to facilitate more in‐depth studies on CSR in Oman, and furthermore in other emerging market economies and transitional economies.

Practical implications

The study demonstrates a need for additional research into CSR awareness, philosophy and practice in the small and medium enterprise sectors, and other industry sectors.

Originality/value

The paper presents findings from an exploratory empirical study investigating social expectations of CSR in Oman, and highlights the practice of CSR in Oman. It also compares these findings and other studies' on the philosophy, nature and practice of CSR in emerging market and transitional economies.

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Article
Publication date: 26 March 2020

Ingrid M. O'Brien, Robyn Ouschan, Wade Jarvis and Geoffrey Norman Soutar

The purpose of this paper is to assess the impact of CSR initiative preference, customer helping orientation and customer participation on willingness to engage in CSR and to…

1379

Abstract

Purpose

The purpose of this paper is to assess the impact of CSR initiative preference, customer helping orientation and customer participation on willingness to engage in CSR and to demonstrate the influence this engagement has on their commitment and loyalty to the organisation.

Design/methodology/approach

This study entailed an online survey of customers from a large not-for-profit organisation (n = 210). Choice modelling is used to test a structural equation model of drivers and outcomes of willingness to engage in CSR.

Findings

Results demonstrate the CSR initiative preferred by customers has a stronger impact on their willingness to engage with the CSR initiative (volunteering their time, effort, money) than either customers' helping orientation or customer participation. Furthermore, willingness to engage in CSR influences customer commitment and loyalty to support and recommend the organisation.

Research limitations/implications

The results clearly demonstrate the significant impact that customers' preferences for and willingness to engage in CSR initiatives have on customers' relationship with not-for-profit organisations.

Social implications

The results highlight the importance of taking into account customer preferences for CSR issues to encourage customers to engage in CSR initiatives designed to benefit society.

Originality/value

Traditionally CSR literature has focused on how commercial firms' engagement in CSR creates value for the firm and society. The marketing literature has focused on how customer engagement in brand communities benefits the firm. This study extends the research by exploring customers’ willingness to engage in CSR with not-for-profit organisations. It uses Choice modelling to demonstrate the impact of customer preferences for local and aligned CSR initiatives on customer willingness to engage.

Details

Journal of Service Theory and Practice, vol. 30 no. 1
Type: Research Article
ISSN: 2055-6225

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Article
Publication date: 23 September 2013

Frank Wiengarten, Mark Pagell and Brian Fynes

Although outsourcing has emerged as a key business practice in global supply chain management it has not always been successfully adopted. Since the reasons for outsourcing…

3094

Abstract

Purpose

Although outsourcing has emerged as a key business practice in global supply chain management it has not always been successfully adopted. Since the reasons for outsourcing success and failure are underexplored this research aims to investigate the role of contractual completeness and complementary enforcement practices such as cooperation and monitoring and sanctioning practices under varying risk scenarios. Critically, these relationships are examined in the context of two serious risks: legal risk in the guise of rule of law and supplier non-conformance risk.

Design/methodology/approach

Cross-country, survey data was collected through the global manufacturing research group and combined with secondary data from the World Bank. The authors carried out a series of regression analysis to explore their research questions.

Findings

The results indicate that risk is a critical component of outsourcing success with legal risk reducing outsourcing performance on both cost and quality and supplier risk reducing outsourcing performance on quality. The results also indicate that these outcomes can be mitigated in some settings via complete contracts and complementary practices. These findings are likely to be generalized throughout the supply chain and are of relevance beyond the dyad.

Originality/value

In the realm of supply chain practices this study presents a comprehensive attempt to assess the importance of risk and complementary practices for the success of outsourcing contracts. Furthermore, it assesses the role of contextual factors such as risk and the rule of law.

Details

Supply Chain Management: An International Journal, vol. 18 no. 6
Type: Research Article
ISSN: 1359-8546

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Article
Publication date: 1 January 1975

Deryck CBE Mumford

When Sir William Mather becomes President of the Association of Colleges for Further and Higher Education in February, he will be assuming an office which was first occupied by…

14

Abstract

When Sir William Mather becomes President of the Association of Colleges for Further and Higher Education in February, he will be assuming an office which was first occupied by his grandfather, The Right Honourable Sir William Mather PC, in 1895. Continuity—of which this is anexample—amongst people, policies and philosophies has strongly characterised the 80‐year history of the Association. R. L. Roberts, father of the present Honorary Treasurer, Brian Roberts, also served the Association for many years as Honorary Treasurer. He was in addition Chairman of the Council in 1930 and 1950, as was Brian in 1964. In the last thirty years the Association has had only three Honorary Secretaries—J. C. Jones, Eric Richardson, and myself—all three of whom, by rare coincidence, were present at the 1974 summer conference in Bournemouth.

Details

Education + Training, vol. 17 no. 1/2
Type: Research Article
ISSN: 0040-0912

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Article
Publication date: 4 January 2013

Frank Wiengarten, Paul Humphreys, Alan McKittrick and Brian Fynes

The internet and web‐based technologies have enabled the integration of information systems across organisational boundaries in ways that were hitherto impossible. The measurement…

5139

Abstract

Purpose

The internet and web‐based technologies have enabled the integration of information systems across organisational boundaries in ways that were hitherto impossible. The measurement of e‐business (EB) value has been traditionally considered as a single construct. However, the desire to develop a comprehensive understanding of the impact of EB applications from a theoretical perspective has resulted in the modelling of multiple EB constructs. The impact of EB enabled collaboration on operational performance was also investigated. The purpose of this paper is to explore the enabling role of multiple dimensions of EB investigating if all EB applications impact directly and positively on supply chain collaboration.

Design/methodology/approach

A web‐based survey was carried out to collect data within the German automotive industry. Structural equation modelling was conducted to test the measurement and structural model.

Findings

The results provide justification for the modelling of EB in multiple dimensions. Furthermore, some EB applications impacted positively on supply chain collaboration whilst some did not. The results also proved that EB enabled collaboration impacted directly and positively on the multiple dimensions of operational performance tested.

Practical implications

EB applications cannot be viewed by practising managers as being universally beneficial in improving collaboration across a buyer‐supplier boundary. However, the results reveal that, by carefully selecting the most appropriate EB applications, operations improvement benefits can be realised across a range of operational metrics due to enhanced supply chain collaboration.

Originality/value

The deconstruction of EB into multiple constructs will enable the measurement of EB value to be more accurately assessed. Furthermore, the direct impact of EB‐enabled collaboration to facilitate interaction and integration and its impact on operational performance adds to the body of knowledge within the larger research field of supply chain collaboration.

Details

International Journal of Operations & Production Management, vol. 33 no. 1
Type: Research Article
ISSN: 0144-3577

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Abstract

Details

A Meaningful Life at Work
Type: Book
ISBN: 978-1-78756-767-2

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Article
Publication date: 16 August 2024

Nipa Ouppara, Wayne Fallon and Gabriela Coronado

This paper aims to explain how the dynamics of inter-firm relations between small and large firms can, in the case of some behaviours, be interpreted as inter-organizational…

44

Abstract

Purpose

This paper aims to explain how the dynamics of inter-firm relations between small and large firms can, in the case of some behaviours, be interpreted as inter-organizational bullying.

Design/methodology/approach

This paper draws on a qualitative approach adopting the critical incident method to explore the subjective experiences of 13 individual managers and owners of small service businesses in dealing with the representatives/executives of the large corporations they serviced. The method facilitated an investigation of the significant occurrences identified by the small-firm respondents about the undue advantage taken by the large firms. This was found to be more than simple occasional opportunistic or unfair business practices perpetrated by representatives of the large firms but, instead, involved bullying.

Findings

The results revealed that large corporations actively, though covertly, sought to take advantage of their small service providers by resorting to bullying practices. Intimidation, opportunism, use of deceitful or unfair business practices, as well as abuse of power, were manifestations of inter-organizational bullying committed by the large and powerful corporations. The contrasting characteristics of size, access to resources, economic and market power were identified as strong impediments against building effective ethical relational exchanges between the large corporations and their small service providers.

Research limitations/implications

The study's findings provide valuable insights into the root causes and consequences of inter-organizational bullying. However, it is crucial to interpret these results in the context of this specific study. It is worth nothing that these findings primarily represent the self-perception of inter-organizational bullying among small service providers and may not capture other viewpoints or aspects of the industrial sector. Replicating this study in different sectors could enhance the generalizability of the conclusions drawn.

Practical implications

This analysis is valuable in understanding what constitutes the phenomenon referred to as inter-organizational bullying. It also assists to understand the conditions when large firms exhibit such behaviours and their implications on the well-being of relevant stakeholders.

Social implications

Firstly, the business partners should maintain a healthy relationship if they want to avoid incidents of bullying, which can harm the performance of the relationship. In doing so, they need to reduce the level of uncertainty in their business relationships through the transparent information exchange, formulating commonly agreeable contracts and enhancing communication procedures. They also need to put aside their self-interest, but rather strive for achieving results that will be beneficial to both parties.

Originality/value

This exploratory study offers a novel and unexplored way of theorizing inter-organizational bullying, as well as uncovering its antecedents and impacts on the welfare of small businesses, particularly small service providers.

Details

Journal of Business & Industrial Marketing, vol. 39 no. 11
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 April 2002

Brian Rooks

“Productivity Partnerships”, a regulars series of demonstrations held at The 600 Centre in Shepshed, saw the UK launch of a new machine loading robot system by Fanuc Robotics. A…

230

Abstract

“Productivity Partnerships”, a regulars series of demonstrations held at The 600 Centre in Shepshed, saw the UK launch of a new machine loading robot system by Fanuc Robotics. A description is given of the rail‐mounted 6‐axis robot together with some of the claimed benefits. It is a system that has been well received in the USA and two brief examples of installations from that side of the Atlantic are given.

Details

Industrial Robot: An International Journal, vol. 29 no. 2
Type: Research Article
ISSN: 0143-991X

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Article
Publication date: 31 August 2021

Fred Beard, Brian Petrotta and Ludwig Dischner

Contemporary practitioners of content marketing (CM) often suggest their discipline is an ancient one, yet mainly limit its origins to the custom-published magazines of the late…

3299

Abstract

Purpose

Contemporary practitioners of content marketing (CM) often suggest their discipline is an ancient one, yet mainly limit its origins to the custom-published magazines of the late 1800s. The purpose of this paper is to synthesize some of the many definitions of CM and to report the first scholarly history of its development and practice.

Design/methodology/approach

This study’s purposes led to the following research questions: To what extent were CM strategies and tactics used before the 20th century? How have the uses and characteristics of CM changed or remained the same over time? Sources included general histories focusing on the earliest uses of advertising and promotions and edited book chapters and journal articles on the histories of branding and early print advertising, marketing and advertising practices in ancient and medieval periods and the development of consumer cultures around the world.

Findings

Research findings support three conclusions: CM existed much earlier than often acknowledged; has emerged as a unique marketing discipline, strategically and tactically distinguishable from the others (e.g. advertising and sales promotion); and possesses objectives, strategies and tactics that have remained remarkably consistent in practice across the millennia.

Originality/value

The research supports several insights to the history of marketing and the practice of CM. Some of the CM strategies and tactics identified in this paper, for instance, have previously been concluded to be part of advertising’s history. Findings also reveal that many of advertising’s American pioneers actually used CM to persuade 19th-century businessmen to adopt widespread advertising. In addition, the emphasis on interactive, digital media in CM definitions offers a likely explanation for the recent enthusiasm behind CM as a response to global trends in consumer preferences and global competition, as well as why contemporary CM practitioners have often failed to recognize they are practicing a “new” discipline that has actually been in use for thousands of years.

Details

Journal of Historical Research in Marketing, vol. 13 no. 2
Type: Research Article
ISSN: 1755-750X

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