No Logo? No Way. Branding in the Non-Profit Sector.

Ten thousand new organisations are joining the charity sector each year (Hankinson 2000). One of the ways in which charities are responding to this increased competition is to adopt commercial branding techniques (Tapp 1996; Ritchie, Swami et al. 1998). It has been suggested that brand orientation can help to raise awareness amongst target audiences (Hankinson 2000), build loyalty within donor and supporter groups (Ritchie, Swami et al. 1998) and facilitate donor choice (Hankinson 2000). This paper investigates what is understood by the term brand, what constitutes a brand in the charity environment and what organisational objectives a brand strategy seeks to achieve. It also explores the role played by values in developing charity brands. The research is primarily exploratory in nature, drawing on existing branding theory. The findings of the research are reviewed within the context of for-profit and not-for-profit branding literature. Recommendations for further research are also made.     

Mistaking Statistics for Rigor in American Business School Research： Should China Follow,or Lead in a New Direction？

The heavy emphasis on statistical rigor that business schools in American universities place on research is questionable in general and, for business schools in China, is not necessarily a good strategy by which either to produce useful research or to distinguish themselves from business schools in the United States. The reasons for this pertain to, first, what statistical analysis is good for in science; second, what statistical analysis is not good for in science; third, what statistical analysis is and is not good for in business research; fourth, how a large sample size is not generalizable but a single case is; fifth, how action research, design research, and Herbert Simon＇s ＂sciences of the artificial＂ all demonstrate rigor without statistics; and finally, the historical context that explains the turn to statistics in American business schools but is irrelevant to China. The recommendation is for business schools in China not necessarily to reject statistical research, but rather, to also pursue other, equally scientific forms of research, including those recognized by Herbert Simon.     

The Pricing Processes of Exporters

Abstract

Within the realm of research regarding the successful implementation of exporting strategies lies the often neglected topic area of export pricing. This subject has received relatively little attention over the years for a number of reasons, including a lack of formal export pricing theory and a reluctance among international managers to discuss their pricing practices. Concurrently, what research that has been conducted on this issue has been largely undertaken from the single country perspective. Future research, both exploratory and empirical, is called for.

This study attempts to define what export pricing strategies and processes are currently being utilized by exporting firms, what influences the adoption of these strategies, and how these strategies differ across cultures. Through a series of interviews with export managers from U.S. and Mexican manufacturing firms, an exploratory case study analysis was conducted to address four major issues, namely (1) what are the export pricing processes of the firm, (2) how do stated export objectives relate to these strategies, (3) what are the perceived barriers to the successful implementation of pricing practices, and (4) how do these factors differ between Mexican and U.S. exporters.     

Longitudinal organizational research in field settings

Managers, theorists, and researchers are interested in studying organizational phenomena such as technological change, organizational development, and leadership effectiveness over a period of time. However, a review of the literature in the field of organizational behavior and management indicates that a limited number of empirically based studies rigorously investigate changes within organizations. This article looks at the salient characteristics and issues facing those engaged in longitudinal research. While much more theoretical and methodological work is needed to improve the rigor of this type of research, some researchers have forged ahead and have attempted to conduct longitudinal research in field settings. A select few of these studies are presented to illustrate what can be accomplished by longitudinal research and what needs to be improved in such research designs. In conclusion, the authors offer some suggestions that may serve to increase the number of longitudinal organizational research studies in the future.     

Designing for Cost Transparency in Investment Advisory Service Encounters

Investment advisory services of financial service providers (FSPs) exhibit several characteristics that are detrimental to advisory quality. The interaction of advisor and client is strained by a lack of transparency regarding the advisory process (what activities are performed and why) and the information used therein (what information is used for what purpose and with what effect), as well as regarding the precise costs of the service and the recommended products. In prior research, we suggested that process and information transparency issues may be appropriately addressed with collaborative information technology (IT) artifacts. In this paper, we argue that collaborative, transparent artifacts may also be a premise of enabling cost transparency. To this end, we describe a complete research cycle of designing, implementing, and evaluating a shared cost-transparent IT artifact to support client-advisor interaction in investment advisory encounters. Evaluation results suggest the efficacy of our design in improving the clients?? perceived cost transparency as well as increase their satisfaction and their willingness to pay for the received investment advice. These findings may also challenge the common belief of FSPs that transparent, fee-based advisory services would neither be accepted by clients nor be economically viable. Practical implications of these findings for designing advisory encounters with supportive IT are discussed.     

The buyer's side of marketing research

The number of marketing research firms and the significance of their work is increasing. To clarify the procedure of contracting for their services, the authors provide guidelines for obtaining and evaluating marketing research proposals. They explain what kinds of information will be exchanged during the preliminary states of solicitation—what the research firm must know about the company and what the company must learn about the research firm. The nature of a research proposal is described in detail, both the kinds and amount of information it provides. The authors conclude with an explanation of five criteria for evaluating a research proposal.     

Entrepreneurial dynamics and regional growth

We give an overview of the contributions to this special issue and identify topics for further research. The contributions collected in this special issue document considerable advancements in the research about the effects of new business formation on regional development. Differences in these effects are found according to types of start-ups and their regional environment. Future research should try to shed more light on such differences. This particularly requires information about the characteristics of start-ups such as their knowledge intensity as well as their innovativeness and characteristics of their product program. Moreover, future research has to clarify to what extent new business formation is determined by previous or expected growth and to what extent start-ups have an effect on economic growth independent of an already existent development trend.     

Managing Multi- and Omni-Channel Distribution: Metrics and Research Directions

The increase in the variety of channel formats, and the progression from single, to multi-, then to omni-channel marketing has made shopping and buying more convenient for consumers, but trickier to manage for marketers—both upstream suppliers and downstream retailers. The first step in managing multi- and omni-channel distribution is to find the specific metrics that will facilitate reliable analysis of the relationship between distribution and marketing objectives. That is our primary goal in this article—to present the metrics, both old and new, that marketers, both suppliers and retailers, need to monitor, and that academic researchers, both theoretical and empirical, should incorporate in their models. We present a basic framework for managing distribution, and summarize the metrics that are relevant to each element of the framework. Then, we lay out what we believe are important questions that multi- and omni-channel marketers are grappling with, refer the reader to what existing academic research has to say about them, and suggest how future research can build off our framework and metrics to supplement what is known and address what is not.     

Gradual stimulation of respondents' reflexivity: A research design for studying unreflexive consumers

In interpretive research accounts, reflexivity has been understood primarily in terms of the researcher's reflexivity, while the respondent's reflexivity has been considered only marginally. We regard this gap as critical and therefore introduce a research design for the gradual stimulation of respondents' reflexivity (GSRR), which we propose as a methodological tool for strengthening research validity. First, to frame our argumentation in the contemporary socio-technological context, we emphasize the need to focus on the respondent's reflexivity in the onto-epistemological conditions of the hybrid space and posthuman consumer culture, which unprecedentedly eliminate actors' abilities to monitor their actions reflexively. Second, we present and methodologically examine the GSRR as a 3-phase sequential mixed-method research design for stimulating respondents' reflexivity. GSRR's logic is as follows: the questionnaire captures what respondents think they are doing; the digital self-tracking diary captures what they are doing and what they often do not acknowledge (unreflexivity); the interviews use the previous phases' data to elicit respondents' reflexivity. Third, we present examples from our research practice to demonstrate the strengthening of data validity elicited from respondents by stimulating their reflexivity. We conclude by outlining the GSRR's possible future applications and directions.     

The Use of the Repertory Grid for Collaboration and Reflection in a Research Context

The Repertory Grid (RepGrid) technique has been used extensively in Management Sciences research, including Information Systems research, in order to reveal the personal views of individual research subjects regarding the issue being studied. These individual constructs are then used to propose criteria for success amongst other things. This paper uses a distinctly different form of RepGrid, renamed a Reflection Grid, as a collaboration tool. Members of a research team use this new technique to probe their individual understanding of what happened and what was achieved during a research event and then to share these insights. Hence, not only is the application new (reflection and construction of shared meaning rather than the analysis and synthesis of personal constructs) but the original grid technique has evolved.     

The determinants and evaluation of merger success

Many decry the preponderance of merger failures and conclude that mergers and acquisitions (M&A) are failed strategies. However, analysis of the causes of failure has often been shallow and the measures of success weak. The research reported here focuses on what makes a merger successful and what is the appropriate manner of evaluating merger success. Extensive field research of the merger of J.P. Morgan and Chase Manhattan Bank in 2000 is used to illustrate the drivers of merger success and how to improve and value the contributions of mergers.     

E‐learning: emerging uses,empirical results and future directions

The use of network technology to deliver training is the latest trend in the training and development industry and has been heralded as the ‘e‐learning revolution.’ In an effort to separate hype from reality, this paper reviews practitioner and research literature on e‐learning, incorporating unpublished information from interviews with managers and consultants directly involved in e‐learning initiatives. Specific attention is given to why organizations use e‐learning, what the potential drawbacks to e‐learning are, what we know from research about e‐learning and what the future of e‐learning may hold.     

A Multidimensional Approach to Finnish Managers' Moral Decision-Making

This paper analyses managers' moral decision-making, and studies the role of ethical theories in it by following the research tradition using the multidimensional ethics scale. The research question is: what kinds of ethical dimensions do Finnish business managers reveal when they are making moral decisions, and how have these dimensions changed in the 1990s? This question is answered by examining what kinds of factors emerge when the multidimensional ethics scale is used to analyse Finnish managers' attitudes toward moral dilemmas. The results show that Finnish managers' decision-making reflects a variety of ethical theories. Teleological thinking is strongly emphasised by Finnish managers, and relativist thinking is used as well, but often combined with either deontology or justice thinking. In addition, a strong moralistic dimension emerged in Finnish managers' decision-making. The analysis was carried out in two different surveys in years 1994 and 1999, and the results show that the ways of decision-making were more complex at the end of the 1990s than almost six years earlier.     

Logistics Professional Identity: Strengthening the Discipline as Galaxies Collide

The merger of logistics, operations, supply management, and related disciplines into the broader field of supply chain management (SCM) has brought together academic fields with different professional identities and competing visions of what SCM ought to be, what students ought to be taught, and what the priorities for research and publication should be. This raises serious concerns because logistics faculty are less numerous than faculty in related fields. Logistics professional identity risks being diluted by the merger, resulting in potentially serious consequences for the future of logistics education and research. This paper explores these issues and offers suggestions to preserve logistics' professional identity, education and research in a supply chain world. We propose that logisticians expand the journals where they publish logistics research, continuing support for strengthening the Journal of Business Logistics as the “A” journal in logistics, rethink the way we train doctoral students, and work to preserve our community both inside and outside business schools.     

SUPPLY CHAIN MANAGEMENT COORDINATION MECHANISMS

There is growing interest from industry and academic disciplines regarding coordination in supply chains, particularly addressing coordination mechanisms available to eliminate sub‐optimization within supply chains. However, there is a disconnect between what is known in academic research about coordination mechanisms and what mechanisms practitioners apply and consider useful. This research fills a gap in the literature by conducting an in‐depth qualitative study of supply chain coordination mechanisms, primarily price, non‐price, and flow coordination mechanisms. Results suggest that: (1) managers prefer flow coordination mechanisms over price and non‐price coordination mechanisms; (2) supply chain orientation and learning orientation are important for the implementation of flow coordination mechanisms; and (3) technology, capital, and volume are not pre‐requisites for flow coordination mechanisms.     

Toward a deeper understanding of service marketing: The past, the present, and the future

The authors investigate the intellectual pillars of service marketing and its evolution through key subareas during 1992-2009 using a citation-based approach. They derive insights for the most promising research directions. The results reveal the dynamic influences of different research topics on service marketing. In a graphical representation, the authors further show that the main topics have changed their research orientations over time. For example, the literature on online service & technology infusion reveals an increasingly operational and customer-focused orientation. A citation-based measure of the significance of research opportunities and a comparison with the topics found in recent literature reviews indicate that research on managing business-to-business services & service infusion, complaint handling & service recovery, and enhancing and managing the service value chain are promising topics. These results assist academics and practitioners by revealing what we know about service research and what we need to know in the future.     

A model and measure for quality service user involvement in health research

In the UK, researchers across the health professions are increasingly being encouraged by policymakers and research commissioners to ‘involve’ service users in research. A recent review shows there is some evidence that involving patients, carers, relatives, social or community groups directly and actively as part of the research process can improve the conduct of research studies and the impact of the findings. Yet, little is known about how involvement is played out within research studies and there is a need for more critical and consistent assessment of what constitutes quality involvement. The overall purpose of this paper is to support learning about quality service user involvement in health care research. The aim is to provide service users and researchers with a structured and consistent way to reflect and report on their experiences. A range of philosophical and social theories of power and empowerment were reviewed and synthesized to create a model of quality involvement. The analysis encompassed both service user factors (what a person feels able to do, whether they feel their potential is being fulfilled and their sense of being valued) alongside research factors (research relationships, ways of doing research, research structures). A model is presented (Quality Involvement Framework), which contributes theoretically informed perspectives about the meaning and assessment of quality service user involvement in research. The model is developed as a practical measure (a Quality Involvement Questionnaire) for researchers and service users to be more reflective about the constraints and possibilities of involvement. The tools presented here could help research teams to examine personal factors and the research contexts that influence the nature and quality of service user involvement in research. They may also help to identify reoccurring issues about quality which could inform future policy, practice and research.     

Factors influencing successful buyer–seller relationships

Previous research has identified factors that influence buyer–seller relationships. Despite the importance of understanding how these factors influence buyer–seller relationships, the relative importance of these factors are has not been empirically determined. The purpose of this research is to identify what factors are of the greatest overall importance to buyer–seller relationships and to identify what factors are of the greatest importance in each stage of buyer–seller relationships. The results of this research have important implications for managers of both buying and selling firms. By understanding the factors that are most important at each stage, managers can focus their efforts on these elements in order to foster successful buyer–seller relationships.     

The competitive approach to purchasing in the metallurgical industry in the autonomous region of Asturias (Spain)

A general analysis of the literature on purchasing highlights a series of management changes that have occurred which constitute what we consider to be a competitive approach to the whole business of Purchasing. We have selected what seem to us to be the most significant basic tendencies from within this general approach to carry out research to measure the extent to which this new approach is being implemented in the metallurgical industry in the Autonomous Region of Asturias (Spain). The hypotheses that define the competitive approach to purchasing are first defined, and are then confirmed or rejected, depending on the preponderant behaviour of companies in the industrial sector. Results lead to the conclusion that the industrial sector in question is not completely following the tendencies defined in the research.