Hospital marketing

This article looks at a prescribed academic framework for various criteria that serve as a checklist for marketing performance that can be applied to hospital marketing organizations. These guidelines are drawn from some of Dr. Noel Capon of Columbia University's book Marketing Management in the 21st Century and applied to actual practices of hospital marketing organizations. In many ways this checklist can act as a "marketing" balanced scorecard to verify performance effectiveness and develop opportunities for innovation.     

Global key account management and systems selling

Adoption of global key account management systems typically represents a response by selling companies to two inter-related structural changes in their business environment: first, the growing internationalisation of their industry and unprecedented levels of foreign competition; and second, the urgent need to retain customers of strategic importance (i.e. key accounts) against a background of centralised purchasing and supply base rationalisation. Global key account management is central to the ongoing, and often acrimonious debate captured in the slogan, “Think Global, Act Local”, suggesting serious implications for organisation structure, co-ordination/control and relationship management. Yet global key account management is under-researched and its efficacy, therefore, only partially understood. Such matters have long preoccupied executives in multi-national companies operating in industries where “systems selling” is a way of life and where practice is ahead of both theoretical development and empirical research.     

Two-sided uncertainty in the monopoly agenda setter model

We extend the Romer-Rosenthal model of representative democracy to a signaling environment, in which (i) only the representatives knows the ‘status quo’ outcome resulting if her take-it-or-leave-it policy proposal is rejected by the voters, while (ii) only the voters know their true preferences over policies. A separating sequential equilibrium is shown to exist, and to uniquely satisfy a common equilibrium refinement. Furthermore, this equilibrium has the property that, relative to the environment where the status quo is known to the voter, there is a downward bias in the setter's proposal, and an associated upward bias in the probability of the proposal's acceptance by the voter.     

Researching the Toyota Effect: A Comment On Winfield

Chris Smith, Lecturer in Organisational Studies and Industrial Relations at Aston University Business School, and Tony Elger, Senior Lecturer in the Department of Sociology at the University of Warwick, offer some constructive criticisms of the research design, reported in a recent issue of the HRMJ, for the large-scale project being carried out in the East Midlands to establish the degree of influence of the newly-built Toyota assembly plant at Burnaston near Derby on human resource policy and practice in the surrounding area.     

Book review essay

Book reviewed in this article: Capitalism and countryside: rural sociology as political economy: Newby, H. 1977: The deferential worker — a study of farm workers in East Anglia. Capitalism and countryside: rural sociology as political economy: Newby, H., Bell, C., Rose, D. and Saunders, P. 1978: Property, paternalism and power — class and control in rural England. Capitalism and countryside: rural sociology as political economy: Newby, H. 1980: Green and pleasant land? — social change in rural England.     

Spatial discounting and the gravity hypothesis

One of the central hypotheses in the study of spatial interaction behavior is the diminishing effect of distance on interaction. In this paper a parallel is drawn between two forms of this hypothesis: an external gravity interaction form which focuses directly on the empirically observable diminishing effect of distance on interaction, and an internal spatial discounting form which focuses rather on the diminishing effect of distance on spatial actors' preferences among interaction opportunities. The main result of the paper is to establish a connection between these two forms of the distance hypothesis. In particular, necessary and sufficient conditions on spatial actors' interaction preferences are established under which these two forms are equivalent, i.e., under which spatial discounting behavior is indistinguishable from gravity interaction behavior.     

Centers of excellence in multinational corporations

This paper seeks to understand the conditions under which ‘centers of excellence’ emerge in foreign subsidiaries of multinational firms. We define a center of excellence as an organizational unit that embodies a set of capabilities that has been explicitly recognized by the firm as an important source of value creation, with the intention that these capabilities be leveraged by and/or disseminated to other parts of the firm. Drawing on overlapping research in international business and strategic management, we argue that the formation of centers of excellence is shaped by conditions in the subsidiary's local environment as well as by various aspects of the subsidiary's relationship with other parts of the multinational firm. Based on a survey of 99 foreign units in Canada, our results highlight the fundamental role played by parent firm investment as well as the role of internal and external organizations in the development of subsidiary capabilities. Performance implications of the center of excellence phenomenon are also explored. Copyright © 2002 John Wiley & Sons, Ltd.     

The trade union response to new technology

While there is ambivalence towards the new technology within the trade union movement, the general belief is that - provided its introduction is controlled by collective bargaining and sympathetic government action - it will lead to increased leisure and higher living standards. The author suggests that the ‘silicon dream’ is more likely to become a nightmare.