The transition from marketing strategy to selling is seldom smooth. Too often it is left to chance but successful business results depend on effective management of this…
Abstract
The transition from marketing strategy to selling is seldom smooth. Too often it is left to chance but successful business results depend on effective management of this transition: coherent and consistent policies, and good communications all along the line from marketing executives to field salesmen.
Kamran Kashani and John A. Murray
Sales management is one of the most complex functions that existsin a bank. Its complexity has to do with the job′s content: it ismultifaceted, incorporating strategic and…
Abstract
Sales management is one of the most complex functions that exists in a bank. Its complexity has to do with the job′s content: it is multifaceted, incorporating strategic and organisational elements – including the ever‐challenging task of managing individual officers. In this article the complexity of the function is resolved by proposing a model that highlights the key elements in the sales management job and their interrelationships. The use of the model as a planning tool is also illustrated. Recognising that understanding the job is only the first, albeit an important step in making sales management an effective instrument in strategy implementation, the typical problems encountered in managing the process that impede effectiveness are also identified. The model is based on the authors′ experience with sales management systems and approaches in banks in Europe.
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The librarian and researcher have to be able to uncover specific articles in their areas of interest. This Bibliography is designed to help. Volume IV, like Volume III, contains…
Abstract
The librarian and researcher have to be able to uncover specific articles in their areas of interest. This Bibliography is designed to help. Volume IV, like Volume III, contains features to help the reader to retrieve relevant literature from MCB University Press' considerable output. Each entry within has been indexed according to author(s) and the Fifth Edition of the SCIMP/SCAMP Thesaurus. The latter thus provides a full subject index to facilitate rapid retrieval. Each article or book is assigned its own unique number and this is used in both the subject and author index. This Volume indexes 29 journals indicating the depth, coverage and expansion of MCB's portfolio.
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Given the ways in which the research pressures on university staff are becoming seemingly ever greater, an issue of the European Journal of Marketing that is given over to a…
Abstract
Given the ways in which the research pressures on university staff are becoming seemingly ever greater, an issue of the European Journal of Marketing that is given over to a survey of the kinds of research initiatives which are currently being carried out is timely. The study which provides the basis for this was conducted between December 1994 and February 1995, with questionnaires being sent to staff in universities throughout Europe. At the time the final selection was made, a total of 150 responses had been received from 18 countries.
Much of the literature on strategy focuses on the external environment of the organization; and an external orientation makes sense. Changing markets, for instance, are key…
Abstract
Much of the literature on strategy focuses on the external environment of the organization; and an external orientation makes sense. Changing markets, for instance, are key drivers of strategic change. But this external focus needs balancing. If the organization is to respond to changing markets then the internal arrangements of the business need to be synchronized with external activities. The problem is that they do not always do this.
This paper aims to present a new approach to the fast determination of the effective, dynamic, mechanical properties of an adhesive for linear and nonlinear regions of the…
Abstract
Purpose
This paper aims to present a new approach to the fast determination of the effective, dynamic, mechanical properties of an adhesive for linear and nonlinear regions of the adhesive response, for both healthy and damaged states of the bond.
Design/methodology/approach
The proposed approach is based on the measurement of the linear and nonlinear frequency response function (FRF) of adhesive-bonded structure and using artificial neural network identification technique. For this purpose, linear and nonlinear FRFs are measured for several single-lap joint specimens that are fabricated in healthy and damaged configurations of the bond. The measured FRFs of healthy and damaged specimens are then used to identify the natural frequencies of the specimens. The experimental natural frequencies, in turn, would be used to train artificial neural network (ANN) which would be able to predict the effective Young’s and shear moduli and damping of adhesive in healthy and damaged specimens, for any given excitation level and frequency, within the training domain.
Findings
Simultaneous identification of the effective mechanical properties of adhesive for linear and nonlinear response regions, as well as healthy and damages states of the adhesive bond.
Practical implications
The introduced method is effective to model the assembled structures with the viscoelastic adhesive joints, for linear and nonlinear regions.
Originality/value
A fast methodology, using ANN, for identification the effective mechanical properties of adhesives, compared to other methods for both linear and nonlinear regions.
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CEOs facing the challenge of stimulating innovation must select one or more champions to entrust with that critical mission. Selecting the right manager who will have the…
Abstract
Purpose
CEOs facing the challenge of stimulating innovation must select one or more champions to entrust with that critical mission. Selecting the right manager who will have the leadership skills, charisma and determination to lead a major innovation initiative is one of the most important decisions a CEO has to make. But innovation comes in many different varieties – new product category, new business model, improved customer solution, improved product, process or service offering. So it's appropriate to also ask, “Is a different leadership profile needed for each particular type of innovation?” And also, “How do we choose the best person to lead a particular innovation effort?”
Design/methodology/approach
The question, “What qualities does our innovation initiative leader need?” can be addressed in four steps: define innovation leadership and offer a simple classification of innovation leaders based on the focus of their contribution; suggest a broad typology of innovation that reflects both the strategic objectives pursued and the way innovation occurs; describe a number of broad leadership imperatives implicit in each generic innovation effort; and identify some key leadership skills, qualities and styles required for success in each generic type of innovation effort.
Findings
This article defines four generic innovation strategies with distinct leadership imperatives. Each of these four strategies requires a different emphasis by management in at least four areas: enabling process, organizational mechanism, cultural trait and people profile.
Research limitations/implications
Based chiefly on the author's lengthy experience. Needs analytic study.
Practical implications
Explains why top management plays the vital role of hiring the right people to manage each kind of innovation effort. Shows how to match specific types of innovation projects with executives with specific skill sets. By starting with a classic typology of innovation according to its objectives, scope, intensity and boundaries, it defines four generic innovation strategies with distinct leadership imperatives.
Originality/value
Shows why top management must fully understand the importance of matching the skills of innovation leaders with the specific tasks and roles they will face in specific situations. Ultimately, it is up to top management to ascertain that it has the necessary cadre of innovation leaders with profiles matched to the company's innovation efforts.
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Taha Sheikh and Kamran Behdinan
This paper aims to present a geometrical void model in conjunction with a multiscale method to evaluate the effect of interraster distance, bead (raster) width and layer height…
Abstract
Purpose
This paper aims to present a geometrical void model in conjunction with a multiscale method to evaluate the effect of interraster distance, bead (raster) width and layer height, on the voids concentration (volume) and subsequently calculate the final mechanical properties of the fused deposition modeling parts at constant infill.
Design/methodology/approach
A geometric model of the voids inside the representative volume element (RVE) is combined with a two-scale asymptotic homogenization method. The RVEs are subjected to periodic boundary conditions solved by finite element (FE) to calculate the effective mechanical properties of the corresponding RVEs. The results are validated with literature and experiments.
Findings
Bead width from 0.2 to 0.3 mm, reported a decrease of 25% and 24% void volume for a constant layer height (0.1 and 0.2 mm – 75% infill). It is reported that the void’s volume increased up to 14%, 32% and 36% for 75%, 50% and 25% infill by varying layer height (0.1–0.2 and 0.3 mm), respectively. For elastic modulus, 14%, 9% and 10% increase is reported when the void’s volume is decreased from 0.3 to 0.1 mm at a constant 75% infill density. The bead width and layer height have an inverse effect on voids volume.
Originality/value
This work brings values: a multiscale-geometric model capable of predicting the voids controllability by varying interraster distance, layer height and bead width. The idealized RVE generation slicer software and Solidworks save time and cost (<10 min, $0). The proposed model can effectively compute the mechanical properties together with the voids analysis.
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Taha Sheikh and Kamran Behdinan
This paper aims to present a hierarchical multiscale model to evaluate the effect of fused deposition modeling (FDM) process parameters on mechanical properties. Asymptotic…
Abstract
Purpose
This paper aims to present a hierarchical multiscale model to evaluate the effect of fused deposition modeling (FDM) process parameters on mechanical properties. Asymptotic homogenization mathematical theory is developed into two scales (micro and macro scales) to compute the effective elastic and shear modulus of the printed parts. Four parameters, namely, raster orientation, layer height, build orientation and porosity are studied.
Design/methodology/approach
The representative volume elements (RVEs) are generated by mimicking the microstructure of the printed parts. The RVEs subjected to periodic boundary conditions were solved using finite element. The experimental characterization according to ASTM D638 was conducted to validate the computational modeling results.
Findings
The computational model reports reduction (E1, ∼>38%) and (G12, ∼>50%) when porosity increased. The elastic modulus increases (1.31%–47.68%) increasing the orthotropic behavior in parts. Quasi-solids parts (100% infill) possess 10.71% voids. A reduction of 11.5% and 16.5% in elastic modulus with layer height is reported. In total, 45–450 oriented parts were highly orthotropic, and 0–00 parts were strongest. The order of parameters affecting the mechanical properties is porosity > layer height > raster orientation > build orientation.
Originality/value
This study adds value to the state-of-the-art terms of construction of RVEs using slicing software, discarding the necessity of image processing and study of porosity in FDM parts, reporting that the infill density is not the only measure of porosity in these parts.