Clerical workers and information technology: gender relations and occupational change

A questionnaire and interview study of women office workers in the West Midlands, who had recently experienced technical change, is used to examine their perceptions both of changes in their jobs and of the implementation process. The consequences for women's opportunities are discussed.     

Sales trainer roles, competencies, skills, and behaviors: A case study

Numerous studies have examined different issues related to evaluating the effectiveness of sales training programs. Limited needs assessment, lack of training objectives, no alignment between training objectives and corporate goals, and sales training content, are all potential factors that can influence the effectiveness of training programs. Yet, little attention has been paid to the role of a central actor in the training process — the sales trainer. The evaluation of sales training programs is incomplete without taking into consideration the qualifications of the trainer. Through a case study, this paper suggests there are 8 roles that are associated with the sales trainer position. To effectively execute these roles, this exploratory investigation identified 18 related skills that are grouped into 5 competencies. Recommendations are offered regarding the relevance of this research for practitioners and suggestions are provided for future research in this area.     

Rural telework: case studies from the Australian outback

This paper examines the effects of infrastructure and isolation on rural telework, and the potential of telework for rural communities. It draws on findings from two Australian case studies: a government initiative and a community-initiated training project. Differences between the experiences of rural and urban teleworkers are highlighted.     

Standard–setting processes: evidence from two case studies

In many hi–tech sectors one of the most important dimensions of competition is standardisation. This is particularly true in modular markets (i.e. markets characterised by the existence of modular architectures) and in network markets (i.e. markets where users would like to buy products compatible with those bought by others). Different processes may lead to the standard–setting. Sometimes there are fierce standardisation wars whereas in other cases competitors are able to agree on a common standard before the introduction of the technology on the market. In this paper we endeavour to provide an interpretative framework of the standardisation process and validate such a framework through an in–depth analysis of two case studies in a typical network market (the multimedia sector): the case of the Modem 56k and the case of the Information Appliances–Enhanced TV.
The two case studies offer some evidence of the standardisation process and of the growing importance of super–partes organisations (Standard Development Organisations) in the mediation process between different interests and technologies to impose a common standard on the market.     

Relational key account management: Building key account management effectiveness through structural reformations and relationship management skills

Literature has widely recognised the importance of key account management (KAM) in building long-term customer relationships. Although KAM grounds significantly on the relationship marketing theory, most empirical studies focus on the financial impact a KAM programme can produce. Hence, only normative work can advise practitioners on the implications from adopting a relational approach in managing their business with customers who can help the supplier realise a broader set of strategic objectives. Drawing from 304 cases of different suppliers, this article seeks to start filling this gap in the literature and offer empirical evidence regarding the structural and relational implications from a KAM programme. In summary, the findings suggest that adopting a relational perspective through the development of key account management orientation (KAMO) will result in certain, necessary, structural reformation while allowing for specific relational skills to develop. Consequently, supplier's performance also improves. Moreover, this chain of effects remains strong independently of resources available to the supplier, suggesting that KAM can be a significant basis for developing a competitive advantage irrespectively of the supplier's size.     

Maintenance work, maintenance skills: the case of a major water company in the UK

This article explores how maintenance work and the requirements of maintenance skills may have changed in a changing technological and organisational environment. A closer examination of the skill requirements for maintenance work in the case study firm has revealed a wider range of skill components than existing literature on maintenance skills has focused on. This paper argues that organisational change may lead to the requirement of new skills for maintenance work and that interpersonal skill may be an important skill element required.     

Agricultural input credit in Sub-Saharan Africa: Telling myth from facts

Recent evidence shows that many Sub-Saharan African farmers use modern inputs, but there is limited information on how these inputs are financed. We use recent nationally representative data from four countries to explore input financing and the role of credit therein. A number of our results contradict “conventional wisdom” found in the literature. Our results consistently show that traditional credit use, formal or informal, is extremely low (across credit type, country, crop and farm size categories). Instead, farmers primarily finance modern input purchases with cash from nonfarm activities and crop sales. Tied output-labor arrangements (which have received little empirical treatment in the literature) appear to be the only form of credit relatively widely used for farming.     

Firm-internal key account management networks: Framework,case study,avenues for future research

Key account management (KAM) is used for managing relationships between a supplier and its strategically important customer firms, that is, the key accounts. KAM activities typically involve a firm-internal network of actors. While there is a rich body of literature on key account managers' work with external networks in customer firms, this study focusses on the much less explored KAM activities in interaction with the firm-internal network that is required to mobilise resources and develop activities towards key accounts. The purpose of this study is to develop a conceptual framework explaining how the firm's capability to manage the internal KAM network contributes to firm performance. We illustrate our framework using case study material and develop avenues for future research along the elements of our framework.     

Industrial sales management: A case for MBO

The system of management by objectives (MBO) is a process whereby the superior and subordinate managers of an organization jointly identify its common goals, define each individual's major area of responsibility in terms of the results expected of him, and use these measures as guides for operating the firm and assessing the contribution of each of its members (Odiorine, 1965; Mali, 1972; Reddin, 1971; and Carroll and Tosi, 1973). Those who manage by objectives place primary emphasis on direction of efforts, and the evaluation of results (Varney, 1972).Etzel and Ivancevich (1974) have indicated several areas in marketing which can benefit from the MBO procedure, including sales management, advertising, market research, new product development, and physical distribution. This article focuses on one of these areas-sales management. The unique characteristics and activities of salesmen and sales managers demand a flexible tool of evaluation; one that can operate within a system that does not permit close “on the job” supervision. The procedures of MBO offer an evaluation blend that is well tailored to this type of situation.This article has three objectives. First, some of the specific problems and needs of industrial sales management are examined. Second, suggested MBO procedures for industrial sales management are outlined. Finally, a discussion on how MBO can operationally deal with the problems and needs of industrial sales management are presented.     

Reengineering of materials management system: A case study

A business process reengineering (BPR) project relating to the materials management function of a cement manufacturing plant is presented in this paper. The BPR project evolved out of an organisation development (OD) intervention initiative. Such an intervention aimed at improving value innovation capability of materials management professionals of a large cement manufacturing plant in India. The proposition here is that the value metrics relate to inside-in value innovations in order to deliver inside-out value to the customers in the face of fierce competition in Indian Cement industry. Materials of all types used in a cement plant constitute 60–70% of the total cost and hence the effective operations of procurement and inventory are the critical success factors for strategic value innovations and thereby competitiveness. The primary emphasis in this project was on learning and implementation, by creating an urgency for instilling responsible leadership and building organic partnership through knowledge networking.     

High performance work systems and workplace partnership: a case study of aerospace workers

This article provides case study analysis of the impact of high performance work practices and workplace partnership on skilled workers in the UK's aerospace industry. In contrast to assumptions that such practices increase empowerment and participation we find evidence of a democratic deficit in workplace decision-making and deterioration in the quality of working life.     

坚持职代会制度不断发展和完善职工民主管理

以科学发展观为指导,实现企业发展和人的发展.通过职工代表大会对企业重大事务实行民主决策,民主参与,民主监督的管理制度和管理方式,在新的历史条件下,努力探索和完善职工代表大会制度,一切依靠职工, 一切为了职工,使广大员工的积极性和创造力,在企业中充分得以发挥,推动企业健康发展.     

The process of change in relationships between public research and industry: two case studies from France

This paper deals with the process through which relationships between public research laboratories and firms develop over time. Two case studies in France illustrate the lengthy and interactive process needed by laboratories and firms in learning to work together. Laboratories and firms need also to think about new R&D strategies and especially a new balance in their activities between research and development.     

Physics competition to inspire learning and improve soft skills: a case of the Chain Experiment

International Journal of Technology and Design Education - The Chain Experiment competition has been held successfully for 6 years in Poland and is attracting growing interest. The...     

Pedagogical and technological replanning: a successful case study on integration and transversal skills for engineering freshmen

Replanning is often used to optimize results of an activity in an ever changing world. To address the challenge of preparing future engineers for success, a special course was created for all engineering freshmen of the Faculty of Engineering of the University of Porto, in Portugal. Presented as a case study, this special course underwent a careful replanning as a result of several years of experience in teaching practice alongside with a theoretical deepening in pedagogical and technological issues, under the aegis of the action-research methodology. Within the context of the case study course, the mentioned replanning was also based on a theoretical approach that clearly identifies teaching–learning-assessment methodologies that promote regulation from those that foster emancipation, using a specific instrument: a taxonomy of educational processes. The replanning was designed to globally boost results regarding the educational aims of the course such as furthering freshmen’s integration into work environment and preparing them for success by fostering transversal skills (needed for study and work). Technology is seen as a mean of education enrichment as well as a productivity tool. The introduced innovations include fun-but-educational activities, several types of assessment over time and specific technological tools which were critical for the educational impact/achievement of this course. Success is demonstrated by encouraging feedback from the stakeholders, high students’ classifications and a steady reduction in retention. It is advocated that large portions of the reasoning behind the replanning can be extrapolated to other courses.     

Invisible work, invisible skills: interactive customer service as articulation work

The concept of emotional labour provides an incomplete account of interactive service work, underplaying its invisible cognitive and non-routine elements. In interactive work, from customer service jobs in the fast food industry to 'knowledge work' and at those levels in between on which we focus here, many jobs involve 'articulation work'—the often unacknowledged management of awkward intersections among the social worlds of people, technology and organisations.     

Organisational culture and decision making: a case of consensus management

Abstract
This paper explores how a state-of-the-art concept, organization culture, shapes decision making and consensus generating strategies used in the successful management of product development activities in high technology companies. Engineering development groups interact with many individuals and groups on a wide variety of very comples engineering, manufacturing, marketing and business issues Much uncertainty exists around these issues because information that would allow for a decision to be made is often unknow or unknowable. Trade-offs are made continually resulting in a high degree of interdependence among development groups and others with whom they interact. Achieving a balance between controlling development activities on the on hand, and encouraging creativity and initiative on the other, is a complicated process.
this paper illustrates the role of organizational culture in product development using case material from a very successful US high case material from a very successful US high technology company. 'Consensus management', a major cultural theme at 'DW Enterprises', is a decision making style that involves everyone in the decision making process who might have relevant input. A cultural analysis reveals that the engineers developed specific techniques for generating consensus, and that these related as much to control over participation in product development as to decision making.