A framework for key account management and revenue management integration

Key Account Management (KAM) and Revenue Management (RevM) have been widely practiced in the service industries for more than three decades, but the effects of RevM on KAM remain largely unknown. This paper addresses this neglected area of study in the marketing field by presenting a framework for KAM and RevM integration that aligns the potentially conflicting management priorities of the two. The study uses an international hotel company as a research context to investigate, first, how a long-term relational approach to KAM may have been affected by RevM short-term revenue maximization goals, and, second, how KAM could be facilitated by RevM through an integrated approach to yield optimization from perishable products and from key accounts. The proposed framework is the first attempt of its kind to amalgamate KAM and RevM, involving critical analysis to assess comprehensively the revenue and the relationship value of a key account.     

Food policy options for secondary regions: A framework for applied research

Developing food systems in marginal areas and secondary regions presents a range of challenges to contemporary food policy. This article discusses what those challenges are and proposes a framework for applied research to generate appropriate policy directions. Emphasis is placed on three topics: farming systems research; technology support systems; and, administrative capacity.     

A research management course

This paper describes the origin and subsequent development of the Department of the Environment Research Management Course and its broadening to include participants from other Government research laboratories in the U. K. The method of evaluation and possible future developments are briefly considered.     

A current research information system for the management of agricultural research

Abstract
A generalized current research information and costing system for management of an agricultural research programme is described by reference to the Agricultural Research Current Information System (ARCIS) of the Agricultural and Food Research Council of the United Kingdom.     

Culture's consequences: A methodology for comparative management studies in Southeast Asia?

Hofstede's model of culture and many reviews of his work are discussed to investigate the relevance of his paradigm to management research, particularly in the culturally diverse region of Southeast Asia. The issue is analyzed with the results of a replication carried out by the authors, applying Hofstede's questionnaire to 170 Hong Kong, Malaysian and Singapore managers.     

A diagnostic framework for planning

The traditional framework for strategy formulation in the field of business policy is deliberately broad and generalized, so as to encompass an almost limitless number of potentially influential factors. There is also a need for a more focused view, a means for showing similarities and differences among firms and how these relate to strategy formulation—a framework, in other words, that allows companies to be diagnosed by key situational elements and uses these, in turn, to define the appropriate strategy alternatives. What is proposed is a framework based on three familiar key elements—organizational levels, management styles, and stages of growth—integrated with and related to four basic strategy alternatives.     

Strategic management in a new framework

The present article is concerned with strategic management as a specific field of general management. The authors analyse the nature of strategy formation in complex organizations and present some tools for improving this critical activity. Section 2 sets out with a simple terminology and framework for the analysis of strategic management. Next, an open-systems view is presented for analysing the strategic activity and a brief literature survey is added to support the concepts presented (Section 3). After discussing their own model of strategic management in complex organizations, the authors proceed to investigate the task of top managers in this specific field (Section 4). Finally, the concepts presented are confronted with specific management modes, drawn from literature reporting on German and Japanese business practice (Section 5).     

Strategic enablers of service-sales ambidexterity: A preliminary framework and research agenda

In recent years, service-sales ambidexterity was proposed as a new type of ambidexterity. In particular, the emerging literature on service-sales ambidexterity builds on the contextual ambidexterity literature to argue that the two key activities of a salesperson – that is, service activities and sales activities – can be simultaneously maximized through finding and exploiting synergies between these two activities. While research in this area has so far focused on the drivers of service-sales ambidexterity, our knowledge regarding the strategic enablers of this construct is impoverished. In this paper, drawing upon the dynamic capabilities framework, we devise a preliminary framework of the strategic enablers of service-sales ambidexterity. Then, we further extend that framework by identifying key classes of strategic variables that can potentially enable service-sales ambidexterity and by providing illustrative examples. This paper has contributions to and implications for the literature on service-sales ambidexterity and dynamic capabilities.     

A framework for strategic industrial pricing

A model for pricing decision making in an industrial setting is described. Written from the perspective of a price setter, the model starts with an evaluation of the relative strengths and weaknesses of both buyer and seller. These evaluations are then input into a strategic framework, which integrates tactical considerations with several environmental concerns. The article concludes with a set of strategic pricing alternatives, in a matrix form, to be used by price negotiators and pricing executives of industrial companies.     

The cultural milieu of management: A comparative study of the role of management in ASEAN

The role of a business school and form of management education in any country must depend on the specific role of management in the economy. This, in turn, depends on the milieu or business ambience in which management must operate. A set of types of milieu can be distinguished for ASEAN countries which form a sequence approximately correlated with the process of modernisation. The different tasks and required traits for management in the various milieus are discussed and some implications for management schools and education noted.     

A partial identification framework for dynamic games

Empirical work on strategic interactions is often subject to the critique that equilibrium selection assumptions drive the results. We develop a framework for partially identifying parameters of dynamic games without equilibrium selection assumptions. Our framework relies on incentive compatibility constraints that incorporate game theoretical results on equilibrium payoff sets to bound the unknown continuation payoffs. We apply this framework to identify cost parameters in three dynamic games where collusion is a potential outcome. The identified set demonstrates the ease of sustaining collusion with patient firms, in low demand and when monitoring is perfect, and can also be used to detect collusion.     

A framework for personal selling to organizations

Salespersons selling to organizations operate in a more complex environment than is typically portrayed in the literature. The scope of models developed in the sales process area has been limited to simple persuasion situations. This article goes beyond traditional sales models by taking into account interactions by various members of the organization involved or potentially involved in the industrial buying process. Implications for industrial sales training process are also discussed.     

Interdisciplinary research redefined: Multi-skill, problem-focussed research in the STRAP framework

A new framework for the study of interdisciplinary research processes is presented 'STRAP' emphasizes the combination of identifiable skills—substantive knowledge and techniques—that must come together to solve a complex research problem. This framework holds promise of better accommodating non-academic settings and yielding new insights into the management of complex R&D projects.     

Asian contexts and the search for general theory in management research: A rejoinder

“Asian Management Research Needs More Self-confidence” (Meyer, 2006) generated a surprisingly extended and diverse set of responses from Asia and beyond. In this rejoinder, I draw together a few lines of arguments that have emerged in that debate with the aim of moving the debate—and thus Asian management research agendas—forward. In particular, I argue that context is a crucial variable to explain management behavior, yet for practical reasons, it has been neglected in research published in top journals. Thus, I challenge management scholars in Asia and beyond to devise new research strategies to enhance our understanding of the contextual boundaries of our knowledge.

Singapore-based subsidiaries of US multinationals and singaporean firms: A comparative management study

The objective of this exploratory study is to compare and contrast various aspects of US management with Singapore management. One hundred and four top managers, 99 middle managers and 780 operating employees from 20 manufacturing companies participated in the survey. The chief executive of each company was contacted by mail before the survey was begun.Hypotheses concerning the management philosophies, management practices and management effectiveness were tested for differences between US subsidiaries and Singaporean firms.The results of the research indicate significant statistical differences for the two groups of companies with respect to the management variables. Explanations regarding these differences are presented.A paper comprising a substantial portion of this article was presented by the author at the43rd National Academy of Management Conference held in Dallas, Texas between August 14 and 17, 1983.The author is grateful to Dr Bruce W. Stening, of the Department of Management at the University of Western Australia for his perceptive guidance during the study. The author is with the Department of Management, University of Western Australia.     

A framework for needs assessment in communications development

One purpose of a needs assessment is to help societies identify, plan for, and be responsive to the needs of its citizens in the areas of broadcasting, telecommunications, print media, postal services, data processing, etc. Two criteria for the guidance of needs assessments are proposed: according to distributional requirements, and also according to production and consumption of information needs. This article treats needs assessment as a four-phased process that begins with a comprehensive profile of a country's needs, policy objectives and priorities, then refines this through more detailed definition in terms of development sectors, and specific programmes and projects.