Purpose – The purpose of this paper is to examine why culture is the cause of such widespread failure in mergers and acquisitions (M&A) and explore ways to improve their success rate. Design/methodology/approach – Review of some prominent “failed” mergers for evidence of the influence of...

Suggests that changes in the environment have required changes in the marketing concept. Shows that these changes have been in fact evolutionary rather than revolutionary ‐ making explicit aspects of the concept which were previously implicit. Provides an outline of the most recent concept,...

Organisations are often reluctant to change their corporate cultures even when such change is essential to cope with the changing business environment. This paper analyses the three phases of change management adopted by the multinational company RWE Solutions and describes several steps that...

Purpose – Since employees are considered to be one of the most important sources for innovation, the purpose of this study is to create a change management framework for implementing an innovation culture by means of internal communication. Design/methodology/approach – First, an...

As marketers develop new marketing strategies and as marketing scholars seek a new paradigm for the field, public relations perspectives may be preferred over traditional marketing perspectives. Given that public relations has a longer history in building relationships and corporate equity —...

Continuing pressure to increase business competitiveness means that organisations are looking for new ways in which to increase efficiency and reduce costs. The old adage says that a company's greatest asset is its people. It is also business law that improving the returns achieved on assets can...

In the 1990s, computerized manufacturing equipment vendors will continue to operate within an increasingly competitive environment as technologies mature and product variety proliferates. Against this climate, recommends a critical marketing tool that offers manufacturers a sustainable market...

The concept of culture has been an important subject of managerial interest over the past decade, yet little has been written about how culture can be managed within the industrial salesforce. Describes the key components of a salesforce culture and explains the characteristics of a...

Explores the viability of using “Third World” (Asian, African, Arab) cultural and commercial strategies to enter selected Third World markets. Analyses strategies applied to problems faced by project heads from smaller US firms when they are launching business ventures in non‐Western...