Purpose – The purpose of this paper is to investigate the moderating effect of employee emotional intelligence on the relationship of intra‐department communications and employee's reaction to organizational change in China. Design/methodology/approach – Based on the literatures in...

Discusses factors affecting marketing‐sales co‐ordination requirements at consumers goods firms, what some firms are doing to encourage better interaction between these groups, the strengths and vulnerabilities of these organisational initiatives, and the managerial implications. Reports in...

Proposes an increasing role for the salesforce in the new product development process. Describes how the sales job itself has been evolving toward one of relationship building with customers, and how marketplace and economic changes such as globalization and large debt have caused firms to look...

Purpose – Recent survey data suggest that salespeople's organisational deviant behaviours such as fudging an expense report, putting off work-related duties to attend to personal things etc. are growing uncontrollably out in the field. Directed towards the goal of mitigating these behaviours,...

Focuses on employee training, a significant expenditure for most organizations. In the course of learning new skills to improve sales, build effective teams, improve quality or meet other objectives, employees create new organizational cultures: training acts as an agent of change.

Even though most SMEs operate in established industries, managers of these firms are not impervious to the fast‐moving changes in today’s business world. The author undertook a survey of SMEs to learn more about how they approached innovation. He found that, for innovation to pay off and...

Purpose – In an age where organizational transformation is becoming more important to both the theory and practice of strategic management, the aim of this paper is to provide a model through which organizational transformation and strategic change can be understood in an holistic manner....

Purpose – Porter's generic strategy matrix often proves inadequate for use by distressed firms, because it assumes that ventures operate “normally” in competitive environments. Leaders of troubled ventures facing turnaround situations need to interpret the complex factors involved, as...

Purpose – The aim of this paper is to focus on reducing employee dissatisfaction and withdrawal in major, consultant designed, change programs by increasing intrinsic rewards. Design/methodology/approach – A survey of 585 employees and 31 team leaders involved in ten change programs across...

Purpose – This paper seeks to provide a brief overview of what is business history as an academic discipline, with some reflection about its evolutionary patterns and heuristic value in other fields, as for instance, management studies. A peculiar and increasingly practised subfield of...