Key account management: Theory,practice and challenges

Key account management is a natural development of customer focus and relationship marketing in business‐to‐business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad.

This paper describes a framework for understanding the development of key account relationships. It has also incorporated a comprehensive guide to the current practice of key account management and comments on the challenges for the future of key account management practice. The paper is based on research involving in‐depth interviews with key account managers, their managers and their main contacts in the customer organisation.

The scope of key account management is widening and becoming more complex. The skills of professionab involved in it at strategic and operational levels need to be constantly updated and developed. This paper demonstrates how key account management can be implemented and points decision‐makers in the right direction for better practice in the long term.     

RESTRICTING FISHING: A SOCIO-ECONOMIC IMPACT ASSESSMENT OF ARTISANAL SHARK AND RAY FISHING IN CILACAP

Catches of shark and ray are considered important in Indonesian fisheries. Anecdotal evidence suggests that these fisheries may be over-exploited, but catches of shark and ray may be critical to their economic viability and the welfare of fishing communities dependent on them. Through a case study in Cilacap, Central Java, this paper assesses the potential economic and social impact on fishers and their households of restrictions on shark and ray catch. It reveals that shark and ray rep resent a minor component of this fishery's total catch, so the likely impact on the cash profitability of individual boats and the cash flow of fishing households would be minimal. However, inclusion of non-monetary costs in the analysis reveals that net returns to boat owners are negative. Shark and ray catch reductions will add further losses, and downstream activities such as processing of shark and ray products could imply an amplified aggregate impact.     

Guest editors' introduction growth and globalization: Evolution of human resource management practices in Asia

In this introductory note, we offer an overview of how human resource management in Asian countries and corporations is evolving in the face of rapid business growth and integration into the global economy and we describe how the articles in this Special Issue contribute to new knowledge and insights regarding key issues, challenges, and evolution in the field of HRM in Asia. Driven by the combined forces of rapid gross domestic product growth in many Asian economies and their further integration into the global business arena, firms in Asia are in constant flux, no matter whether they are developed economies like Japan, Korea, andTaiwan; developing economies like Malaysia andThailand; or transitional economies like China and Vietnam. How will HRM systems in these countries evolve and transform under the combined forces of growth and globalization? We argue that HRM systems in these Asian firms most likely will evolve toward “bounded convergence.” The demands and expectations of the HR function to take on strategic roles (versus administrative roles) and address critical HR issues like attracting and retaining key talent, building talent pipelines, and creating high‐performing cultures are greater than ever. We conclude with a high‐level summary of the key contribution of the eight articles covered in this Special Issue. © 2008 Wiley Periodicals, Inc.     

Human resource management in China revisited: introduction

This introduction attempts to provide an overview of the Special Issue of the IJHRM on ‘Human Resource Management in China Revisited’. It deals first with the economic background of the recent changes in the PRC from 1978 to the present day, exploring the change from a command economy to a more market-led one, as well as the demise of ‘iron rice bowl’ policy dominated by a model to Soviet-inspired personnel management in favour of one gradually being characterized by possibly Japanese-/Western-influenced human resource management (HRM), albeit with ‘Chinese characteristics’. It then introduces the main debates in the field before summing up, at some length, the empirical contributions based on ‘state of the art’ field research contained in the papers submitted. Last, it deals with the comparative setting of the contributions on China vis-à-vis the national HRM systems of Japan and South Korea.     

Benjamin Greygoose & Sons: survival in the death industry

This case study concerns a company, operating within a highly sensitive industry, which needs to adopt new planning and control procedures along with performance measures in order to ensure its long term survival. The case explores the characteristics of the UK funeral industry, and the impact of the incursion of large overseas companies on the operation of small family businesses. Porter's (1980) Competitive Strategy framework provides a vehicle for the analysis of generic strategies to secure competitive advantage when cost leadership is not a practical possibility. Product diversification and niche marketing are explored in a Teaching Note to a rewarding case, but one which may raise the emotional sensitivity of subjects.     

Deforestation and Forest Land Use: A Comment

Hyde, Amacher, and Magrath (1996) imply that deforestation andtimber rents (logging revenue minus logging costs other thantimber fees) are not subjects that justify policymakers' attention,arguing that market responses limit the scope of deforestationand that rents are usually small. But they fail to recognizethat land markets will not develop efficiently, nor will efficientlevels of forestry investments occur, when policy distortionsand other factors obstruct the conversion of open-access foreststo private or communal ownership. For these reasons rates ofdeforestation can be far above optimal levels. Contrary to theauthors' claims, timber rents often (although not always) arelarge in developing countries. Moreover, the allocation of rentsbetween loggers and the government owners of public forestscan indeed affect the profitability of forestry (and thus deforestation),the intensity of timber harvesting, and national welfare.      

THE CHAIRMAN'S STATEMENT AND CORPORATE FINANCIAL PERFORMANCE

Agency theory and signalling theory both suggest that firms are motivated to disclose excellence of financial performance in an unambiguous manner. We might expect, therefore, that good financial performance is associated with a clear and readable Chairman's narrative and poor performance with an obscure or misleading message. Extant work linking corporate performance with clarity of executive narrative fails to distinguish sample cases by industry or financial status. This paper seeks to overcome the consequences of such deficiencies explicitly, by conducting a systematic analysis of the relationship between narrative complexity and alternative measures of financial performance, for a matched sample of failed/non-failed companies across common industries. This study employs separate measures of the readability and the understandability of the chairman's narrative and finds them to be significantly related to overall financial performance and individual measures of performance, most notably liquidity. Poor readability is strongly associated with poor financial performance and ease of readability with relative financial success. The implication is that firms actively signal good news while obscuring, perhaps deliberately, messages which convey bad news.