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The recruitment policy of sales management in the hospitality industry is studied. To gather information contact was made by mail with managers who have direct responsibility for recruitment and training. In addition, recruitment advertisements were surveyed to provide further evidence of industry practice. The results show that only a small number of companies adhere to a systematic selection process.

Offers a study of the current use of the Internet, as a marketing tool, by the hotel industry. Such a study is timely given that the growth rate of the World Wide Web (WWW or the “Web”) is estimated at about 50 per cent per month, with the number of sites doubling every 53 days. Seeks to present an argument for the application of the relationship marketing (RM) model as a framework for the development of hotel Web sites. The authors believe that a successful Web presence depends upon more than just the technology used and the “look and feel” of the site. Hotels need a framework which can bridge the gap between simply connecting to the Web and harnessing its power for competitive advantage.

Describes a number of new initiatives aimed at developing tourism in La Rioja, a viticultural region of Spain, which represents a response to pressures to develop the local economy in rural areas of the EC. Outlines the mission and objectives of the proposed plan which incorporates economic, social and environmental elements. Reports on planned future developments which include a wine and gastronomy programme, mountain tourism, health tourism, a palaeontological park and archaeological areas, cultural tourism and language courses.

Traces the diversification of some of the major companies in the brewing industry into leisure‐based interests. Identifies how current social and economic trends, coupled with some dramatic changes in the legalities of the brewing industry have forced brewers into a clarification of their long‐term objectives.

Examines relationship marketing’s (RM) present practices in the banking industry in Hong Kong. Banks in Hong Kong were classified into three categories by reference to their different ownership (Chinese, non‐Chinese and merged). Statistics show that there were differences between RM practices among the different ownership of banks. Non‐Chinese banks were more proactive in applying RM elements and on a more tactical basis. On the other hand, findings suggested that there were no significant differences between different ownerships of a bank toward the perception of guanxi (Chinese personal relationship). However, it was reported that guanxi is more in‐depth and more relevant than RM to Chinese business relationships. The research findings imply that different ownership of a bank may exert a different emphasis on RM practices. Also, the study alerts academic and practitioners that RM practices are not yet fully implemented in the banking industry and it is important to develop a more systematic and comprehensive approach to maintain a bank’s competitive advantage.

Utilizes “critical incident analysis” to uncover business traveller attitudes to current changes in business travel policy. Examines the importance of flight and hotel arrangements as part of the motivation and satisfaction of the business traveller. The findings provide evidence of how the self‐esteem of travellers is affected. Also indicates that a “good hotel” and additional spare time are important factors which provide for higher levels of satisfaction.

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.