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Article
Publication date: 20 December 2003

Peter Jones, David Adamson, David Hillier, Daphne Comfort and Peter Shears

States that although inclusions my be complex and challenging, sometimes characterized by both ambiguity and a lack of rigour, it is usually used to cover other differing facets…

663

Abstract

States that although inclusions my be complex and challenging, sometimes characterized by both ambiguity and a lack of rigour, it is usually used to cover other differing facets. Uses housing as an example of a central issue for the modern family and its lifestyle hopes. Discusses gated residential areas as small but growing features with perhaps a privileged status in many people’s views. Concludes that the public sector may wish to keep a weather eye on gated residential developments in the future.

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Management Research News, vol. 26 no. 12
Type: Research Article
ISSN: 0140-9174

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Article
Publication date: 1 April 1985

David R. Adamson has been appointed vice president of marketing and sales for de Havilland Canada. The appointment, which charges Adamson with the responsibility to steer the…

29

Abstract

David R. Adamson has been appointed vice president of marketing and sales for de Havilland Canada. The appointment, which charges Adamson with the responsibility to steer the Canadian aircraft manufacturer's sales, sales engineering and marketing efforts worldwide, is effective immediately.

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Aircraft Engineering and Aerospace Technology, vol. 57 no. 4
Type: Research Article
ISSN: 0002-2667

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Book part
Publication date: 19 July 2021

Dana M. Moss

Mobilization by diaspora activists against illiberalism in their country of origin and by immigrants for equality in their country of settlement has received widespread attention…

Abstract

Mobilization by diaspora activists against illiberalism in their country of origin and by immigrants for equality in their country of settlement has received widespread attention in political science and sociology, respectively. However, because extant studies treat these mobilizations as distinct types, little is known about the relationship between diaspora and immigrant mobilization. This chapter addresses this theoretical gap using 167 interviews with Syrian and Yemeni activists in the United States and Britain. The findings demonstrate how Syrian and Yemeni diaspora mobilization in support of the 2011 Arab Spring revolutions facilitated their visibility and voice as immigrants. Syrians built an organizational field with the capacity to contest host-country discrimination and local extremism; Yemenis instituted protests and brokerage that shaped the context of reception for home-country elites and challenged intragroup inequality. At the same time, economic disparities between national groups shaped their capacities to diversify tactics and sustain efforts over time. My chief claim is that diaspora mobilization facilitates immigrant voice and visibility but is mitigated in important ways by group-wise resources. The chapter concludes by emphasizing the importance of voice and visibility among marginalized groups subjected to intersecting repressions.

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The Politics of Inequality
Type: Book
ISBN: 978-1-83909-363-0

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Article
Publication date: 27 April 2010

Alan France, Janet Harvey, Liz Sutton and Amanda Waring

1349

Abstract

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International Journal of Sociology and Social Policy, vol. 30 no. 3/4
Type: Research Article
ISSN: 0144-333X

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Article
Publication date: 23 September 2013

John Dalling and Pauline Rafferty

This paper aims to report a small-scale study that investigated attitudes to open source library management systems (LMS)s in UK higher education libraries. The study sought to…

1833

Abstract

Purpose

This paper aims to report a small-scale study that investigated attitudes to open source library management systems (LMS)s in UK higher education libraries. The study sought to establish why the sector has been slow to adopt this technology, and how attitudes towards it in UK universities might change in the future.

Design/methodology/approach

A quantitative online questionnaire was sent to all 181 libraries within the UK higher education sector and received a response rate of 46.4 per cent. The questionnaire was followed by qualitative telephone interviews with five selected professionals.

Findings

UK higher education libraries rely on peer feedback when choosing a LMS. With limited experience and a need for strong commercial support given uncertainty about staffing in the present financial climate, HE librarians are reluctant to choose open source LMSs. Participants also demonstrated a lack of motivation to change from current LMSs, suggesting limited adoption of alternatives in the near future. A higher number of questionnaire respondents reported considering adopting an open source LMS than in Adamson et al.; however, this may be due to open source advocates being more likely to participate.

Originality/value

Drawing on Adamson's survey as a starting point, this study enriches the body of knowledge on open source LMSs by reporting and reflecting on the results of a survey and set of interviews with higher education information professionals. It adds to the small but growing literature in this field.

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Program, vol. 47 no. 4
Type: Research Article
ISSN: 0033-0337

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Article
Publication date: 1 May 1978

David Ashton, Elizabeth Braiden and Mark Easterby‐Smith

Introduction The purpose of this monograph is to describe a practical process for the assessment of management development in organisations. This aim is achieved through the…

86

Abstract

Introduction The purpose of this monograph is to describe a practical process for the assessment of management development in organisations. This aim is achieved through the examination both of a framework for looking at management development in practice, and a specific procedure—the Management Development Audit—by which organisations may obtain data of direct use in the assessment of their management development systems, analysed in a way which will encourage recommendations and strategies for change. Although the monograph focuses specifically on the Management Development Audit, it is also intended to stimulate the reader's thinking in terms of examination and reflection upon their own management development systems. This may be best achieved by reflecting carefully upon the kinds of questions and issues to which the Management Development Audit addresses itself.

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Management Decision, vol. 16 no. 5
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 11 July 2016

Linden Dalecki

This paper aims to investigate how various sales personas interacted and played a role in the early growth of Ewing Kauffman’s Marion Laboratories in the 1950s.

364

Abstract

Purpose

This paper aims to investigate how various sales personas interacted and played a role in the early growth of Ewing Kauffman’s Marion Laboratories in the 1950s.

Design/methodology/approach

The approach taken is a variation of “retrodiagnosis” – wherein modern psychographic personas are used to profile historical actors. After reviewing trends in both the academic and trade literatures related to professional and entrepreneurial selling in complex environments, the foundational sales force at Marion Laboratories active in the 1950s was assessed using the five sales personas proposed in a 2011 Corporate Executive Board (CEB) study: namely, hard-workers, relationship-builders, lone-wolfs, reactive-problem-solvers and challengers.

Findings

Individual members of the foundational sales force at Marion Laboratories displayed a number of dominant persona and subdominant persona traits. The relative success and managerial challenges evidenced by individual members of Marion’s foundational sales force are consistent with the CEB sales persona performance patterns. Specifically, those with dominant challenger and lone-wolf personas were especially crucial in driving sales success – to the point that Marion rapidly rose to become the most notable sales force in the American pharmaceutical vertical.

Research limitations/implications

Given that only a single firm was investigated, along with the interpretive and qualitative nature of the study, the findings are not generalizable. Additional studies in a similar vein with similar findings would add further support to the current findings. Theoretical implications related to customer development and effectuation are touched on.

Practical implications

The investigation lends qualitative historical support to the CEB study. The question of optimal-sales-team-persona-mix is worth founder’s consideration.

Originality/value

This is the first study to use contemporary sales personas to investigate a historically significant entrepreneurial sales force.

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Journal of Research in Marketing and Entrepreneurship, vol. 18 no. 1
Type: Research Article
ISSN: 1471-5201

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Article
Publication date: 4 May 2010

Barry G. Frechette

1056

Abstract

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Journal of Consumer Marketing, vol. 27 no. 3
Type: Research Article
ISSN: 0736-3761

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Book part
Publication date: 9 August 2018

David Mullo, Liljeström Mats and Tomi Snäll

This chapter offers insights into one of the most influential aspects of external branding, namely, branding within business-to-business (B2B) sales. In particular, the authors of…

Abstract

This chapter offers insights into one of the most influential aspects of external branding, namely, branding within business-to-business (B2B) sales. In particular, the authors of this chapter claim that B2B sales are indispensable for the growth and existence of a brand. The special attention of this chapter is focused on sales personnel, as representatives of firms and carriers of branding. In other words, the impact of sales personnel on branding in a B2B context is presented theoretically and examined empirically. The chapter thereafter offers an interesting case study of Logomo, a cultural venue in Finland, specializing in selling customized space to companies, as well as organizing different kinds of public events. Through a combination of theory and practice, the authors demonstrate the importance of branding within B2B sales and conclude by providing specific implications for practitioners.

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Developing Insights on Branding in the B2B Context
Type: Book
ISBN: 978-1-78756-276-9

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Book part
Publication date: 8 November 2017

Rhys Davies and Alison Parken

The National Assembly of Wales has powers in 20 devolved policy areas, including education, economic development, health, housing, social services and local government. Given the…

Abstract

The National Assembly of Wales has powers in 20 devolved policy areas, including education, economic development, health, housing, social services and local government. Given the social democrat character of the first three elected assemblies in Wales, Wales would appear well placed to interrupt the reproduction of socio-economic disparities. However, Wales is a relatively poor part of the United Kingdom. In this chapter, we consider economic inequality among the Welsh population set within the policy and economic context. Analysis demonstrates how the Welsh labour market has responded to the economic crisis and how this has affected both inequality within Wales and spatial inequality that exist across the United Kingdom. The development of equalities and anti-poverty policy making in Wales and how these have so far been treated separately in policy are examined. The chapter concludes by considering the possibility for the new and distinct policy levers in Wales in relation to the integration of anti-poverty, employment, economic and equality policies that have the potential to address the combined impact of socio-economic inequalities in the future.

Details

Inequalities in the UK
Type: Book
ISBN: 978-1-78714-479-8

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