A convex polytope technique for analysing the performance of universities

As a technique for analysing the performance of institutions of higher education, the convex polytope technique has a number of advantages; it can accommodate (1) multiple inputs and outputs (2) joint production (3) non-linear input-output relationships and (4) data for individual institutions rather than data representative of the institutional set. This paper discusses a general convex polytope technique for exploratory data analysis and its particular application to analysing the input-output relationships in universities. Its use is illustrated by means of a simple analysis of data from Australian universities. The technique is considered to have application both in fundamental research into the nature of the relationship between inputs and outputs and in providing useful empirical information for practical decision-making in universities and colleges.     

A diagrammatical template for business market demand estimation

This article describes a template that can help guide managers through a minefield of complex product interactions and demand drivers on the way to producing a realistic demand estimation. It is based on many years of consulting and conducting postmortems to find out what went wrong when demand forecasts have gone awry.A menu of troublesome variables that make up a rogue's gallery of the worst offending causes of estimation error are presented. The premise being, if we are aware of the potential trouble spots in demand estimation, we are likely to avoid some of the more serious problems that plague market projections.A diagrammatical template is presented that shows these troublesome variables and where they enter into the demand evaluation process. Next, the template components are introduced to show how the various product interactions and drivers that affect demand estimation are used and how they impact market projections. Throughout, a list of dos and don'ts are provided along with a sufficient number of real-life disaster stories to reinforce the issues.     

The Influence of B to B Social Media Message Features on Brand Engagement: A Fluency Perspective

Purpose: Social media is increasingly drawing the attention and interest of business-to-business (B to B) organizations. Yet, B to B organizations remain cautious in their social media pursuits, in part based on a stated lack of understanding for best practices. The purpose of the current work is to take initial steps to address this challenge by identifying specific social media message features that influence online users’ engagement with B to B organizations.

Methodology/Approach: This work examines the Twitter feeds of the top 50 social B to B brands (as reported by Brandwatch in 2015) to examine the effects of message features (hashtags, text difficulty, embedded media, and message timing) on user engagement, captured in terms of Twitter likes and retweets.

Findings: We argue that message features that enhance fluency (e.g., images) should enhance engagement. In contrast, those that disrupt fluency (e.g., hasthags) should result in lower levels of engagement. Consistent with these predictions, we find that hashtags and text difficulty correlate to lower levels of engagement whereas embedded media in the form of images and video correlate to higher levels of engagement. Also consistent with the proposed fluency framework, we find that tweets from B to B organizations generate greater engagement on evenings and weekends.

Research Implications: This research applies a fluency lens to identify specific message features that influence online engagement. In doing so, it highlights fluency as a powerful construct for understanding the drivers of B to B social media brand engagement. More generally, this work suggests fluency as a valuable conceptual lens for developing effective B to B social media strategies. This research also speaks to the complexity of B to B social media strategies – organizations must go beyond content and platform decisions, to also consider the specific features of the message.

Practical Implications: Social media is becoming more and more important to B to B organizations and is as yet an underutilized engagement tool. The current work offers initial strategies regarding message features that business practitioners can incorporate into their content development strategies to strengthen engagement. Specifically, efforts should be made to attain high levels of fluency in B to B social media content development.

Originality/Value/Contribution of the Paper: The current work offers initial insights as to the importance of understanding not only how social media topics/content influence engagement, but also the influence of message features (e.g., hashtags, embedded media). In doing so, it highlights fluency as a novel conceptual lens for developing more effective B to B social media strategies. Finally, it draws on actual tweets from leading B to B brands to examine the proposed influence of message features on engagement.     

Shifting the Risk: " buyback"="" protection="" in="" network="" marketing="" schemes"="

One of the key features of the legal regulation of Network Marketing schemes around the world is "buyback" – the statutory duty of firms to repurchase the unsold stocks of distributors leaving the scheme. Although this seems an eminently reasonable approach to the problem of would-be entrepreneurs being persuaded to part with their life savings, in practice "buyback" provisions are widely avoided. More seriously, though, "buyback" ultimately exposes consumers to still greater levels of risk. Also exposed are banks, suppliers, and employees. The paper evaluates a number of alternative approaches to deal with the anomaly, recommending a pragmatic combination of regulatory control and "best practice."     

Developing and using a customer profile data bank

This article proposes the implementation of a customer profile system to aid the industrial marketer in: making daily sales decisions involving the firm's customers; the development of the vendor's “buyer mix”; and the production of marketing analysis reports used by the firm. The components of the customer profile are presented and the procedures by which these elements can be incorporated into the firm's decision making are explained. Working examples are also provided to reinforce the concepts. Unfortunately the names of the actual corporations had to be deleted or changed for reasons of confidentiality.     

Counselling to resolve a clash of cognitive styles

A conflict concerning perceived effectiveness arose within a small specialised department between the departmental managers and their senior analyst. Through self-referral and by referral from the managers, the analyst approached the author for counselling. Data concerning the cognitive styles of the departmental members were gathered using the Kirton Innovation-Adaption Inventory (KAI). Additional data on the analyst were gathered using the Myers-Briggs Personality Type Indicator. The KAI data was fed back to the members of the department along with an explanation of the theory underlying the instrument. They discussed the problem and their new perceptions in an attempt to develop a solution. The author acted to manage the process and keep the aims of their discussion in focus. Additionally, individual counselling with the analyst was carried out, using the other psychometric data and data derived through discussions of the problem. The analyst subscribed to look for an alternative career as a means of escaping from his situation since the pressures on the Company were reducing the possibilities of operational change within his department. The problems of counselling in this situation and the pitfalls of the approach are discussed, along with the benefits derived. The conclusions give new perspectives useful to future counselling situations.     

Impacts of COVID-19 on Women and/or Caregivers in Accounting Academia at Canadian Postsecondary Institutions and Suggestions Moving Forward: A Commentary*

This commentary provides insights on the issues faced by women and/or caregivers in accounting academia at Canadian postsecondary institutions during the COVID-19 pandemic. Personal reflections from 23 contributors across Canada were compiled and analyzed using thematic content analysis. Results show that COVID-19 has adversely impacted research, teaching, and other areas of work and life for this demographic. Research stopped or slowed, lower productivity was experienced, concerns over academic integrity increased, interactions with students decreased, academics left the profession, mental health was adversely impacted, and academics lost dedicated work time. In addition, the contributors provide suggestions to address these issues moving forward to help equity-seeking groups. Suggestions include support from postsecondary institutions at all levels, additional funding, adjustments to tenure and promotion criteria, and the option for a reduced workload.