Business Administration, Management, and Operations Commons^™

Sales Force Automation (Sfa), Ching Han Tai

Student Works (2000-2009)

This project focuses on the development of sales application in the market; named ' Sales Force Automation' or for short ' SFA', which also acts as a tool to create and manage marketing campaigns with costs and performance tracking capabilities. It also can define as a Customer Relationship Management system. Sales Force Automation (SFA) is an application service provider that focuses on providing and hosting applications related exclusively to business functions. [tallows the company to forecast revenues accurately, possesses a clear, reliable understanding of near-term future events, and can focus their resources accordingly. Microsoft Visual Studio.NET - ASP.NET, is to …

The Influence Of Firm Dispositions On Interfirm Relationship Formation In Business Markets, Jean L. Johnson, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

The central premise of this paper is that firm level characteristics or behavioral traits, referred to as predispositions, influence how the firm behaves and interacts in its interfirm relationships (EFRs). This augments traditional approaches that focus on the intra-relationship perspective and/or on environmental influences on the relationship. Firm predispositions of strategic intent and relational proclivity are expected to individually, and in combination, increase the extent of connectedness between partners in interfirm relationships. In turn, through connectedness, they affect relationship effectiveness in terms of reciprocity, information exchange, and cooperation. Results indicated that the predispositions increased connectedness, but combinational effects were not …

The Millennium Business Quiz Book By Debashis Sarkar, Sage Response Books, 2001., N Dayasindhu

IIMB Management Review

No abstract provided.

Exploring Marketing Synergies In Mergers & Acquisitions, Kavita Pathak

Management Dynamics

No abstract provided.

The Feasibility Of Establishing An Internet Advertising Agency In The United Arab Emirates, Ahmed Shams Khouri

Theses Digitization Project

The subject selected for this research project is the identification of the strategies to establish an Internet market agency in the United Arab Emirates(UAE) that offers advertising assistance via web sites to companies doing business in this country.

Selecting International Modes Of Entry And Expansion, Gregory E. Osland, Charles R. Taylor, Shaoming Zou

Scholarship and Professional Work - Business

Selecting a mode for entering or expanding in a foreign market is a crucial strategic decision for an international firm. This article identifies and compares the most influential factors that affect the international modes of entry and expansion decisions of US and Japanese firms. Using mail surveys, this is one of the first studies on this subject to collect data from top executives in both Japan and the USA. Findings reveal that the Japanese are particularly sensitive to external risk and other target market factors. For Americans, company factors, such as international experience, appear to be most important when selecting …

Annual Report 2000-2001, Imsa Fund

IMSA Fund Reports

How will the state, nation and world we know change in this new century? How will we produce our food, travel from place to place, care for our fellow human beings and sustain the energy to power it all? How will nations communicate and citizens receive news? What medical, ecological or informational challenges are on the horizon? Who will initiate life-changing innovations, and how will the next generation learn to do the same? The Illinois Mathematics and Science Academy asks these questions of its students and teachers, other Illinois students and teachers, and the public at large - and in …

Identification Of Linkage Between Strategic Group And Performance Of Indian Commercial Banks: A Combined Approach Using Dea And Co-Plot, Prithwiraj Nath, Avinandan Mukherjee, Manabendra Nath

Marketing Faculty Research

This paper explores the linkage between strategic grouping and performance of the Indian banking sector. Strategic grouping and performance were identified using published financial information for all public sector banks. Grouping of Indian public sector banks following comparable financial strategy – with similar asset quality, operational efficiency and profitability was operationalized using the graphical display method of Co-plot.

From their position in the two dimensional conceptual map, banks with identical financial performance formed strategic groups with significant positive linkage between better groups and their superior financial performance, which showed their inherent homogeneity in business policy decisions. Relative performance of the …

The Strategic Response Of Dublin's Traditional Department Stores To Intensifying Competition, Edmund O'Callaghan, Mary Wilcox

Articles

In Dublin city competition within the retail sector is intensifying and city-centre department stores, in common with other traders, face many challenges. Indigenous retailers must contend not only with each other, but also with an on-going invasion of international retailers who have been attracted by Ireland’s booming economy. UK multiples have made major in-roads into Dublin's retail scene and the city centre's latest shopping mall, The Jervis Centre, is so dominated by UK retailers that it has been christened 'Little Britain' In the past fifty years, many of Dublin's once dominant department stores have succumbed to the vagaries of retailing. …

Perception On Luxury Consumption : A Study Of Car Owner In Kuala Lumpur And Selangor, Yoke Kin Kuek

Student Works (2000-2009)

No abstract provided.

Perkembangan Perdagangan Elektronik Di Malaysia, Navarajan Subramaniam

Student Works (2000-2009)

Kajian ini adalah berkenaan dengan perdagangan elektronik yang lebih dikenali sebagai e-dagang. Perdagangan elektronik ini telah diperkenalkan oleh kerajaan Malaysia pada awal tahun 90-an. Kajian ini akan menumpukan kepada tahap kesedaran dan potensi masa depan e-dagang di Malaysia. Kajian ini dijalankan ke atas sampel yang terpilih di sekitar Kuala Lumpur. Kajian bertujuan untuk melihat tahap kesedaran dan pemahaman rakyat amnya mengenai pelaksanaan e-dagang di Malaysia. Perdagangan elektronik berlaku melalui talian elektronik yang melibatkan urusan berkait dengan pengiklanan, pesanan, penjualan dan semua aktiviti pembelian serta termasuk juga penghantaran bagi perkhidmatan atau produk yang memungkinkan dihantar melalui media elektronik. Organisasi perniagaan memerlukan …

A Study On Infant Formula Industry In Malaysia, Kaun Kwai

Student Works (2000-2009)

Since established in 1959, DUMEX (Malaysia) Sdn. Bhd. is the market leader in infant formula business in Malaysia. Stricter Code of Ethics for Infant Formula Products and increasing market competitiveness however, have awaken the need to examine appropriate marketing strategies in order to remain as number one in the infant formula segment. Marketing strategies proposed for infant formula industry in this study are predominantly based on capabilities of DUMEX (Malaysia) Sdn. Bhd. DUMEX Nutrition Services Team plays an important role in creating infant formulas awareness among health care professionals. Dilemma of high staff turnover generated a need to determine correlation …

Teenagers' Acceptance Of Products Endorsed By Ethnicity Of Local Celebrities, See Seng Lim

Student Works (2000-2009)

The world population today is said to be not less than seven billion citizens. It is said that every minute a baby is being born somewhere in the world and unconfirmed statistic reported that a big fraction of the population comprises of the youths. lf the report findings are true there is a huge and lucrative teen market waiting to be tapped yearly that might runs into billions of US$ dollars. No wonder the teenager has been the focus of media attention and commercialization. This paper seeks to explore the Malaysian teen market and their acceptance of celebrity as an …

Home Buying : A Contemporary Study Of House Buyers In Klang Valley, Ching Ching Ngu

Student Works (2000-2009)

The recent economic slowdown has posted greater challenges to the developers. Likewise, general consumer sentiment towards the housing market is bullish and the new residential development would further increase the residential stock in the country. The challenges for developers are to produce the kind of houses that meet the buyer's demand by studying the market first before embarking on any project. Therefore, the objectives of this study are as followings:

• To identify factors that influence house buyers in their choice of house;

• To study the housing needs of the house buyers;

• To examine the search behaviour of …

Perkembangan Perdagangan Elektronik Di Malaysia, Navarajan Subramaniam

Student Works (2000-2009)

Kajian ini adalah berkenaan dengan perdagangan elektronik yang lebih dikenali sebagai e-dagang. Perdagangan ini telah diperkenalkan oleh kerajaan Malaysia pada awal tahun 90-an. Kajian ini akan menumpukan kepada tahap kesedaran dan potensi masa depan e-dagang di Malaysia. Kajian ini dijalankan ke atas sampel yang terpilih di sekitar Kuala Lumpur. Kajian bertujuan untuk melihat tahap kesedaran dan pemahaman rakyat amnya mengenai pelaksanaan e-dagang di Malaysia. Perdagangan elektronik berlaku melalui talian elektronik yang melibatkan urusan berkait dengan pengiklanan, pesanan, penjualan dan semua aktiviti pembelian serta termasuk juga penghantaran bagi perkhidmatan atau produk yang memungkinkan dihantar melalui media elektronik. Organisasi perniagaan memerlukan polisi …

A Study Of Consumer Buying Behaviour In The Selection Of Sauces, Chow Sim Cheong

Student Works (2000-2009)

Sauces are the common product used by most of the household in Malaysia. Every household usually has at least a bottle of Chilli Sauce or Tomato Ketchup or Oyster Sauce. It is interesting to study the selection criteria of Malaysian households on the purchases of sauces by the demographic (such as gender, ethnicity, age, education, occupation and income) and psychographic characteristics (such as social class and lifestyle). Psychographic refers to a set of values or tastes exhibited by a group of consumers, especially as they are reflected in consumption patterns. Purchase behaviour, including store patronage preferences, is also explored. Data …

Seasonality Of Volatility And Returns And Their Causal Relationship In The Kuala Lumpur Stock Exchange, Hock Chai Toh

Student Works (2000-2009)

The primary objective of this study is to investigate the presence of seasonal variation in stock volatility and trading return across the days of the week and their causal relationship in the Malaysian stock market for period 3 July 1995 to 30 June 2000. The study revealed that there is no strong evidence to indicate the persistent presence of seasonal variation in stock volatility across the days of the week for the entire sample period and the three sub-periods, which correspond with a stable, declining and rising stock market. This finding does not concur with the previous findings on the …

Penerbitan Buku Tamil Di Malaysia : Suatu Kajian Dari Sudut Penerbitan Dan Pemasaran, Balachandran Murugasan

Student Works (2000-2009)

Book publishing Is a continuing process since Guttenburg founded the moving publishing machine. From that period It grew with various technological changes. The book publishing process makes our civilization more meaningful, by giving more evidence on social, economic and political development. Since Independence, Tamil book publishing has been facing more dilemma In the process to develop the business. Facing problem In this Industry Is common as many entrepreneurs willing to choose It as a career. After Independence, only two Tamil publishing company have been Identified as still moving In the business. However, only one company Is actively playing Its role …

A Study On Customer Relationship Management In The Banking Sector In Malaysia, Donny Yhew Chjuan Lim

Student Works (2000-2009)

In this era of marketing, which is known as the relationship era, customers are identified as the main determinant of success for a business. Hence, corporations are tailoring their products and services to suit their customers' need and demand. This leads to the introduction of Customer Relationship Management (CRM). CRM is best defined as a technology based business strategy whereby companies leverage increased customers' knowledge to build profitable relationships, based on optimising value delivered and realised from their customers. With the introduction of the CRM concept to the banking industry, it was perceived that the responses to customers' queries have …

Marketing Mantra: The Real Story Of Direct Marketing In India By Vaswar Das Gupta, Prentice Hall Of India, 1998, Pp 162, Price: Rs.95., Shekhar Trivedi

IIMB Management Review

The book concludes with six real-life personal selling situations and how these were tackled by people in those circumstances, which may be useful for salespersons and managers.

Sales Training Practices In Malaysia: Comparisons Of Domestic And Multinational Companies, Mohamad Asri Jantan

Theses and Dissertations in Business Administration

This dissertation expands the domestic sales training research into international settings by examining and comparing sales training practices of domestic and multinational companies (MNCs) in Malaysia. Fourteen hypotheses were proposed and examined: (1) the two groups' comparative sales training practices; (2) the two groups' sales managers' perceptions toward important sales training tasks; (3) the relationships of the different perceptions toward important sales training tasks to sales 9 managers' performance measures; and (4) the effect of two groups' demographic variables on perceived adequacy of the overall sales training programs.

Cross-sectional data were collected via self-administered questionnaires distributed to sales managers, marketing …

Annual Report 1999-2000, Imsa Fund

IMSA Fund Reports

Throughout its history the IMSA Fund for Advancement of Education Board of Directors has worked hard to connect the vision, talents and ideas of the private sector with those in education to produce meaningful and measurable results. Through this work, the Illinois Mathematics and Science Academy and its partners have created a laboratory for learning and teaching mathematics and science in Illinois that is second to none.

The strategic direction of the IMSA Fund is always guided by the Academy's commitment that all students in Illinois benefit from IMSA's programs. IMSA serves students and mathematics and science teachers throughout Illinois …

Foreign Market Entry Strategies Of Japanese Mncs, Charles R. Taylor, Shaoming Zou, Gregory E. Osland

Scholarship and Professional Work - Business

While much prior research has focused on Japanese multi‐national corporations’ (MNCs) marketing strategies, little is known about the factors that influence Japanese MNCs’ foreign market entry mode choice. In this study, a survey of Japanese MNCs is conducted in order to assess the factors that are the most influential in the foreign market entry decisions of Japanese MNCs. Using bargaining power theory, eight factors are identified in the study. The findings indicate that five of the eight factors (stake of the host country, need for local contribution, riskiness of the host country, resource commitment, and host government restrictions) are significant …

A Competitive Analysis On The Metal Packaging Coatings Industry In Malaysia, Mee Lin Yang

Student Works (2000-2009)

Numerous studies had been carried out in the past, on various industries in Malaysia, but none could be found with regards to the metal packaging coatings industry. The market environment and size of the industry have remained broadly unknown. Statistical reports by the statistic department often include the output of this industry under the paints and varnish production category. This research was an attempt to study and consolidate as much information as possible, pertaining to the market environment and market size of the metal packaging coatings industry in Malaysia. In order to achieve this, a market survey was conducted by …

Knowledge Management And Organization In Malaysia, Koji Shiota

Student Works (2000-2009)

The term 'Industrial society' has been a proper one to explain the wide and deep influence of the industrialization to the society and the wealth of the country in 20th century. Its related concepts and theories such as division of labour, specialization, standardization, mass-production, learning curb, scale economy and others explained well the corporate competitiveness especially from the viewpoint of 'efficiency' and '(financial) capital'. After 1960s some people began to describe the new paradigm such as Daniel Bell's 'Post­industrial society' and Albin Tofler's 'The third wave.' These three decades we have seen the shift from industrial economy to service economy …

An Empirical Analysis Of The Critical Determinants Affecting Commitment And Performance Of The U. S. Firm In The South African Market: Apartheid Versus Post-Apartheid, Sonja Pollard Mitchell

Theses and Dissertations in Business Administration

Recognized by the U.S. Chamber of Commerce as one of the world's Big Emerging Markets (BEMs), South Africa has received vast attention from potential foreign investors (IRRC 1994) and has been recognized by scholars as an excellent base for research (Hofmeyr, Templer and Beaty 1994). Unfortunately, little is known about the export behavior of the foreign firm in South Africa (Calof and Viviers 1995) given the country's history of political, social and economic instability.

This dissertation is an effort to increase the understanding of the factors that contribute to the commitment and overall market performance of U.S. firms in South …

Top Management International Orientation And Small Business Exporting Performance: The Moderating Roles Of Export Market & Industry Factors, Franz T. Lohrke, Geralyn Mcclure Franklin, Vinay Kothari

Faculty Publications

This study examined the relationship between top management team international orientation and small business export performance. Results generally supported the hypotheses that market and industry factors moderate this relationship. Employing a sample of U.S. small business exporters, the study found that top management team international orientation had a greater positive relationship with export performance for firms exporting to countries culturally different and geographically distant from their home country than those exporting to countries culturally similar and geographically proximate to their home countries. In addition, international orientation had a greater positive relationship with export performance for firms competing in multidomestic industries …

Sole Survivors: How Exceptional Companies Survive And Thrive At The Edge, Anto Kerins

Books / Book chapters

Some companies seem born to fail, while others manage to survive and thrive despite great adversity. What are the secrets of the survivors?. Sole Survivors puts nine such companies under the microscope to discover what sets them apart from their less-successful competitors, what make them "exceptional". But these nine are neither blue-chip multinationals nor high-tech operators. They are small to medium-sized European companies in a traditional section that has been decimated in recent times-footwear manufacturing. This book tells the stories of these companies in detail from their historical development through to their current business strategies, from their organisational structures to …

Annual Report 1998-1999, Imsa Fund

IMSA Fund Reports

We are pleased to share with you the 1998-99 annual report of the Illinois Mathematics and Science Academy. IMSA's 13th year was characterized by the development of a comprehensive Business Plan to enable IMSA to achieve its vision of the future. The Business Plan targeted seven areas (Strategic Initiatives) for focused attention, development and growth. These were:

For IMSA students,

* Student Research and Inquiry

• Student Leadership Development

• Learning Standards and Assessment System

• Great Minds Program

For Illinois teachers and policymakers,

• Professional Development Programs

• Products (such as the Internet Toolkit)

• Public Policy Initiatives

• …

The Integration Of Firm Resources: The Role Of Capabilities In Strategy And Firm Performance, Daniel Lynch

Graduate Theses and Dissertations

Distinctive capabilities are defined as a firm’s accumulated skills and knowledge that may lead to competitive advantage (Day 1994). Distinctive capabilities are founded upon Resource-Based Theory (Barney 1991) that focuses on internal resources as opposed to external market forces (Porter 1980). The present research discusses the integration of distinctive capabilities into this framework; that is, do certain distinctive capabilities (resources) create superior firm performance when linked to the appropriate generic business strategy?

The literature on firm performance has a rich history and is theoretically grounded in several disciplines including economics, sociology, and organizational behavior (Anderson 1982). However, there has not …