Leaning on lean: the reception of a management fashion in Germany

The 'fashionable' concept of lean production has been discussed more intensively in Germany than elsewhere in Europe but has resulted not only in rationalisation measures such as downsizing and delayering but also in implementing 'Gruppenarbeit'. Through interpretation processes at different levels, the outcomes of action undertaken in the name of a concept can become loose-coupled to its original meanings. Fashion's 'interpretive viability' allows for this.     

Do Retailers Really Profit from Ambidextrous Managers? The Impact of Frontline Mechanisms on New and Existing Product Selling Performance

When manufacturers introduce a new product to the market, downstream retail partners are faced with inherent trade‐offs. Retail sales personnel have to support the new product's introduction with substantial sales efforts but also sell the existing products in stock, before storage and devaluation costs spin out of control. This study shows how retail sales managers can guide sales personnel's performance of new and existing product selling, respectively. The authors argue that a manager may prioritize selling new products, existing products, or both (i.e., have an ambidextrous selling orientation). Based on data gathered from sales representatives and company databases of a large European consumer electronics retailer, the authors perform a time‐lagged partial least squares analysis to test empirically their conceptual model. The authors find that ambidextrous sales managers outperform their singular‐oriented counterparts if they properly align their orientation with a frontline management mechanism consisting of task autonomy, performance feedback, and employee age. More specifically, ambidextrous managers promote net profit obtainment if they grant their sales employees task autonomy and give little performance feedback. In addition, a remarkable finding is that older sales agents tend to outperform their younger counterparts when working under an ambidextrous manager. The authors discuss the implications of these findings.     

Measuring Multi‐Membership in Economic Integration and Its Trade Impact: A Comparative Study of ECOWAS and SADC

One of the intriguing aspects of African regional trade agreements (RTAs) is the extent of multi‐membership, where many African countries are members of more than one RTA. Using a gravity model for 25 countries and the years 1980‐2006, we measure the extent of multi‐membership and compare its impact in two major African regional blocs, Economic Community of West Africa States (ECOWAS) and Southern Africa Development Community (SADC). We find that the impact of multi‐membership critically depends on the characteristics of the multi‐membership of regional integration initiatives. We find a positive impact if an additional membership complements the integration process of the original regional integration initiative: overlapping memberships had a much stronger and significant positive effect on bilateral trade within ECOWAS compare with an insignificant impact within the SADC.     

Banken van leening

Vervoly en slot in het volgend nommer.     

New agricultural development criteria: a proposal for project design and implementation

An environment conducive to a viable emerging agricultural sector is developing in South Africa, but it has yet to benefit most resource-poor producers. Some of the crucial constraints are accessibility and affordability of resources and services. Centrally managed agricultural projects as the main historical development model have largely failed to live up to the expectation that this would be the ‘cutting edge’ of development. This paper argues that the failure of these projects was partly due to four criteria for development not being sufficiently incorporated into project design and implementation: technical aspects of a project must be reconciled with social structures and realities; farmer diversity must be dealt with through focused support; business linkages must be structured and maintained; and skills development and participation must be institutionalised. Two of these criteria – dealing with diversity and facilitating participation – are elaborated on through a case study in the North West Province of South Africa. Typology analysis led to the identification of four distinct farmer types and this was followed by a Logical Framework planning process to develop a unique support strategy for each type. The objectives and activities required for each type are quantified. It is argued that this model, extending the project cycle to include the four new development criteria, constitutes a model for small farmer entrance into a competitive market.