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Despite the necessity of close integration between marketing and sales, managers report less than satisfactory results in this area. This paper aims to examine what keeps the two functions apart. It proposes going beyond surface level behavior to examine the different sub‐cultural mental frames that characterize the two functions.

A total of 44 salespeople and marketers across four different organizations in different industries were interviewed.

The research finds that conflicts between marketing and sales are driven by differences in beliefs about the valid scope and focus of activity, time focus, valid sources of knowledge, differences in perceived status, and the relationship to the business environment.

Managers need to focus on removing implied status barriers between sales and marketing, provide sales with a strategic voice, and attend to structural issues that drive the two functions apart.

Research on the sales‐marketing interface remains scarce. The paper examines this from a cultural point of view and identifies a number of basic cultural frames that explain behavioral differences between the two functions. Critically, it also identifies significant points of difference on which to build greater understanding between the two functions.

Social media has transformed conventional marketing methods. This medium offers a unique blend of asynchronous communication, opportunities to co-create and customer empowerment far removed from traditional firm-to-consumer, push-vs-pull marketing messages. The purpose of this paper is to examine how a company developed long-term effective relationships and sales growth by using their blog to generate and enhance viral word-of-mouth message diffusion.

The exploration of the blog includes analysis of both content and metrics for a real technology firm with an assumed name. Content and the ripples from blog posts were analysed to determine diffusion and use of messages.

Seven critical success factors for utilising blog marketing to maximum effect are presented to firms considering a similar strategy. Suggestions for managerial implications are also presented.

There are two limitations, the focus on a single company which restricts generalisability. The advantage of the case study approach to research does afford depth into this topic. Second, the research questions addresses a small part of the whole social media and corporate marketing sphere, however, this focus allows for depth and richness of data.

The paper’s focus provides a unique opportunity to explore the effect of a company who manages points of connection, blogs and viral marketing, on customer relationships. Further, the study responds to the need for practical guidance for managers in relation to the management of blog marketing to facilitate customer relationships and enhance the viral impact of blogs.

There are a number of important reasons why it is necessary to understand chief executive officers' relationships to their strategic management responsibilities. First, there is general agreement that strategic management should be a major responsibility of CEOs. Pearce and Robinson believe that the “principal duty of a CEO is often defined as that of giving long‐term direction to the firm” [2:13]. They also indicate that the CEO is responsible for the success of the business and, therefore, its strategy. As the strategic management process unfolds, Pearce and Robinson believe that the chief executive officer becomes the central catalyst as he works with the strategic management team composed of himself, product managers, and the heads of functional areas [2:12–13, 301].

The purpose of this paper is to propose a simplified representation of the fire load in computational fluid dynamics (CFD) to represent the effect of large-scale travelling fire and to highlight the relevance of such an approach whilst coupling the CFD results with finite element method (FEM) to evaluate related steel temperatures, comparing the numerical outcomes with experimental measurements.

This paper presents the setup of the CFD simulations (FDS software), its corresponding assumptions and the calibration via two natural fire tests whilst focusing on gas temperatures and on steel temperatures measured on a central column. For the latter, two methods are presented: one based on EN 1993-1-2 and another linking CFD and FEM (SAFIR^® software).

This paper suggests that such an approach can allow for an acceptable representation of the travelling fire both in terms of fire spread and steel temperatures. The inevitable limitations inherent to the simplifications made during the CFD simulations are also discussed. Regarding steel temperatures, the two methods lead to quite similar results, but with the ones obtained via CFD–FEM coupling are closer to those measured.

This work has revealed that the proposed simplified representation of the fire load appears to be appropriate to evaluate the temperature of steel structural elements within reasonable limits on computational time, making it potentially desirable for practical applications. This paper also presents the first comparisons of FDS–SAFIR^® coupling with experimental results, highlighting promising outcomes.

In the frame of the European RFCS TRAFIR project, three large compartment fire tests involving steel structure were conducted by Ulster University, aiming at understanding in which conditions a travelling fire develops, as well as how it behaves and impacts the surrounding structure.

During the experimental programme, the path and geometry of the travelling fire was studied and temperatures, heat fluxes and spread rates were measured. Influence of the travelling fire on the structural elements was also monitored during the travelling fire tests.

This paper provides details related to the influence of travelling fires on a central structural steel column.

The experimental data are presented in terms of the gas temperatures recorded in the test compartment near the column, as well as the temperatures recorded in the steel column at different levels. Because of the large data, only fire test one results are discussed in this paper.

Uranium‐nickel metal alloy. A binary alloy having the formula U6Ni is claimed to have corrosion resistance superior to U metal. The eutectic containing 37 atm.% Ni melts at 730° and is useful in the formation of more complex U alloys, where corrosion resistance is essential such as in the construction of atm. reactors. —U.S. Pat. 2,692,823, Marion E. Cieslicki and Benny J. Nelson.

Outlines a new method of discovering original documents related to management history. Uses seemingly insignificant statements in books, articles or original documents to locate documents not listed on any computer database or public archive records, but which are undiscovered in attics or basements. The method involves the use of sources not commonly used by management scholars: obituaries, wills, cemetery records, deeds, land‐ownership maps, city directories and court records. Provides two examples to illustrate the discovery of actual documents: (1) the discovery of ten years of correspondence between F.W. Taylor and S. Thompson on the time required to do work, and (2) new evidence on F.W. Taylor’s interest in high‐heat treatment of tool steel leading to high‐speed steel and in shovels and shovelling. Finally presents new evidence on Taylor’s secret agreement with Bethlehem Steel to give favourable testimony in a patent case in exchange for a free licence for the high‐speed steel process Taylor had sold to Bethlehem for more than $50,000 in 1901.

Non-oriented electrical steel presents anisotropic behaviour. Modelling such anisotropic behaviour has become a necessity for accurate design of electrical machines. The main aim of this study is to model the magnetic anisotropy in the non-oriented electrical steel sheet of grade M400-50A using a phenomenological hysteresis model.

The well-known phenomenological vector Jiles–Atherton hysteresis model is modified to correctly model the typical anisotropic behaviour of the non-oriented electrical steel sheet, which is not described correctly by the original vector Jiles–Atherton model. The modification to the vector model is implemented through the anhysteretic magnetization. Instead of the commonly used classical Langevin function, the authors introduced 2D bi-cubic spline to represent the anhysteretic magnetization for modelling the magnetic anisotropy.

The proposed model is found to yield good agreement with the measurement data. Comparisons are done between the original vector model and the proposed model. Another comparison is also made between the results obtained considering two different modifications to the anhysteretic magnetization.

The paper presents an original method to model the anhysteretic magnetization based on projections of the anhysteretic magnetization in the principal axis, and apply such modification to the vector Jiles–Atherton model to account for the magnetic anisotropy. The replacement of the classical Langevin function with the spline resulted in better fitting. The proposed model could be used in the numerical analysis of magnetic field in an electrical application.