The authors examine the consequences of sales management's behavior- and compensation-based control on important salesperson and organizational consequences from the sales manager's perspective, The few existing studies on this topic have been conducted in developed countries. The authors...

Purpose - The purpose of this paper is to highlight important issues in the study of dysfunctional customer behavior and to provide a research agenda to inspire, guide, and enthuse. Through a critical evaluation of existing research, the aim is to highlight key issues and to present potentially...

The expansion of Japanese FDI into the UK manufacturing sector during the 1980s and early 1990s gave rise to the debate on the Japanization of British industry. The paper argues that this debate was constructed from a Western perspective. It did not locate the strategies and structures of...

A significant issue that is increasingly affecting the operations of companies is the policies of governments with regard to the natural environment and the activities of nongovernmental organizations in promoting codes of practice and other forms of nonlegal regulation.(1) The onset of new...

In recent years the re-engineering of R&D functions in large multinationals has often been accompanied by the emergence of groupware applications as strategic decision-making tools, while the organization of work has shifted towards various forms of teamworking, There is however, little...

In England, publicly supported advice to small firms is organized primarily through the Business Link (BL) network. Using the programme theory underlying this business support, we develop four propositions and test these empirically using data from a new survey of over 3000 English SMEs. We find...

This study defines an aspect of consultant knowledge that provides credibility without claiming unrealistic status for a field like consulting. Our focus is the "sector knowledge" that consultants accumulate which derives from repeated assignments in the industrial sector in which the client...

Research has identified that after 40 years of discussion the use of the salesforce as a source of market information is relatively widespread in business-to-business organisations, but that the majority of organisations do not always gather, store or disseminate this information effectively....

This paper reports on the results of an in-depth Study of how a top management team (TMT) puts strategy into practice in a UK university. A study of the top team in Warwick University was conducted to analyse how strategy was formulated and implemented. The results suggest that a combination of...

For businesses planning interactions online, particularly using Web services, managing risks and accommodating each other's varying business-level security requirements is a complex but critical issue during development. Literature suggests numerous reasons that prohibit the simplistic adoption,...