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Articles 1 - 9 of 9
Full-Text Articles in Business
Learning Orientation, Working Smart, And Effective Selling, Harish Sujan, Barton A. Weitz, Nirmalya Kumar
Learning Orientation, Working Smart, And Effective Selling, Harish Sujan, Barton A. Weitz, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
Learning and performance goal orientations, two motivational orientations that guide salespeople's behavior, are related to working smart and hard. Working smart is defined as the engagement in activities that serve to develop knowledge of sales situations and utilize this knowledge in selling behavior. It is found that a learning goal orientation motivates working both smart and hard, whereas a performance goal orientation motivates only working hard. The goal orientations also are found to be alterable through supervisory feedback. Furthermore, self-efficacy, sales-people's confidence in their overall selling abilities, is found to moderate some of the relationships with the goal orientations.
Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan D. Shocker, Rajendra K. Srivastava, Robert W. Ruekert
Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan D. Shocker, Rajendra K. Srivastava, Robert W. Ruekert
Research Collection Lee Kong Chian School Of Business
We adopt a broad perspective. The issues affecting brand management go beyond those that can be dealt with by the set of articles constituting the special issue. A broad perspective enables us to sketch some directions for research. We discuss problems and opportunities posed by major market forces and their implications for product management. We adopt a "systems" view, which considers brand management as adaptive, responding not only to the actions of competitors, final and intermediate customers, and other stakeholders, but also to its own past actions and reputation. We distinguish brand managers from brand management and discuss some possibilities …
Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan Shocker, Rajendra Kumar Srivastava, Robert W. Ruekert
Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan Shocker, Rajendra Kumar Srivastava, Robert W. Ruekert
Research Collection Lee Kong Chian School Of Business
The article focuses on the state of brand management in the 1990s, including challenges and opportunities that brand managers face. It states that executives are challenged by daily crises that are a result of customer and competitive market activities, and also their need to strategically think about what function brand management serves. It examines the environmental pressures faced by brand managers as they work to create a competitive advantage as they adapt to and instigate change. It comments on the effect globalization has had on competition and the increased openness of markets. It examines the need for collaboration with competitors …
An Examination Of The Antecedents Of Subjective Career Success Among A Managerial Sample In Singapore, Samuel Aryee, Yue Wah Chay, Hwee Hoon Tan
An Examination Of The Antecedents Of Subjective Career Success Among A Managerial Sample In Singapore, Samuel Aryee, Yue Wah Chay, Hwee Hoon Tan
Research Collection Lee Kong Chian School Of Business
Antecedents of subjective career success are examined using data obtained with a questionnaire instrument from managerial employees in Singapore. The choice of antecedents was informed by recent calls to place research on career issues in the context of an individual's life roles. Confirmatory factor analysis (LISREL VII) was used to examine the one-factor and three-factor models hypothesized to underlie the subjective career success data. The results revealed a 3-factor model to have adequate fit statistics - financial and hierarchical success, and career satisfaction. The antecedent sets of human capital, work values, family and structural or work variables accounted for over …
The Vehicle Quota System In Singapore: An Assessment, Winston T. H. Koh, David K. C. Lee
The Vehicle Quota System In Singapore: An Assessment, Winston T. H. Koh, David K. C. Lee
Research Collection Lee Kong Chian School Of Business
This paper reviews the developments since the vehicle quota system was introduced in Singapore in May 1990. We discuss the bidding strategies for the certificates of entitlement (COE) under both the transferable and nontransferable auctions, as well as the equity of the present system and the desirability of transferable COEs. We argue that the COE auction should be made discriminatory and propose an alternative system of COE auction that we feel is both equitable and at the same time politically acceptable. We also survey developments in market competition in the car industry.
An Innovation In Accounting Education: The Mba (Accountancy) In Singapore, Wee Liang Tan
An Innovation In Accounting Education: The Mba (Accountancy) In Singapore, Wee Liang Tan
Research Collection Lee Kong Chian School Of Business
An innovation in accounting education was initiated in Singapore on 1 July 1991 with the inauguration of the Master of Business Administration (Accountancy) programme by the School of Accountancy and Business of the Nanyang Technological University. The programme was launched to meet the need for good managers, of which there is a dearth in Singapore. This innovation deserves mention and consideration for it seeks to achieve three goals: to provide graduate business education, to provide accountancy education as a functional emphasis, and to satisfy the professional requirements stipulated by the accounting profession in Singapore. A brief account is given of …
The Creation Of Wealth And Value - Yet Another Definition Of Entrepreneurship, Wee Liang Tan
The Creation Of Wealth And Value - Yet Another Definition Of Entrepreneurship, Wee Liang Tan
Research Collection Lee Kong Chian School Of Business
It seems strange that we should in this journal be defining entrepreneurship as if it were a philosophy in Raymond W Y Kao’s definitions that emblazons the inside cover of the journal. They are unlike other definitions of entrepreneurship that have focused either on the individual entrepreneur, his or her traits, or a process that ranges from the pre-launch to post-launch stages of a business venture. One might argue that it does not provide a working definition for research in view of its breadth. However, if one were to be open-minded, not dismiss the definitions and examine them, one discovers …
R&D-Marketing Integration Mechanisms, Communication Flows, And Innovation Success, Rudy K. Moenaert, William E. Souder, Arnoud De Meyer, Dirk Deschoolmeester
R&D-Marketing Integration Mechanisms, Communication Flows, And Innovation Success, Rudy K. Moenaert, William E. Souder, Arnoud De Meyer, Dirk Deschoolmeester
Research Collection Lee Kong Chian School Of Business
The authors report the results of their study of forty technologically innovative Belgian companies to examine the interaction between marketing and R&D. They studied one commercially successful and one commercially unsuccessful technological product innovation project in each participating company and collected data from one marketing and one R&D respondent per project. Communication flows between marketing and R&D are increased under conditions involving formalization of projects, decentralization, positive inter-functional climate, and role flexibility.
An Eclectic Approach To Turning Points In Migration, Eng Fong Pang
An Eclectic Approach To Turning Points In Migration, Eng Fong Pang
Research Collection Lee Kong Chian School Of Business
The eclectic approach to migration transition presented in this article emphasizes that a country's net migration position evolves as it develops, but in ways that reflect its initial economic and sociocultural conditions and subsequent policies and economic progress. Not one but several turning points exist, influenced by economic factors such as level of development, wage differentials, and trade and investment ties, as well as social and institutional factors such as a nation's homogeneity and its migration policies. To exemplify, the migration experiences of various Asia-Pacific countries are compared.