Marketing Commons^™

No. 125 1995 April

International Journal for Business Education

SIEC Historical Documents

Understanding Collaborative Writing Of Technical Proposals With A Process/Product Model, Frank Joseph Greco

Engineering Management & Systems Engineering Theses & Dissertations

Group work creates concerns with respect to performance, collaboration, and conflict management. Writing technical proposals creates appropriate settings for gaining insight into work group efficiencies and project conflict. The research involved different work groups preparing responses to Federal Government solicitations. A proposed Process/Product model was applied to create a new framework and perception of the technical proposal development effort. There exists a rich dialectic between the forces of Process, (how the effort is accomplished), and, Product, (what the effort will produce.) The investigation attempted to learn if the P/P model provides explanations for project conflict during technical collaborative writing.

The …

The Sbi Program And Student Outcomes: A Study Of Business Policy Classes, Larry R. Watts, William T. Jackson

Faculty Publications

This study represents a preliminary inquiry ID to determine the value of combining SBI and Policy into a singular curriculum. A comparison of this combined formal was made wi1h the traditional Policy course. A slightly modified Job Diagnostic Survey (Hackman & Oldham, 1975) and a skills/usefulness scale (Hoffman, Fon1eno1 & Viswanathan, 1990) was administered to assess the difference between the two groups. Results suggested that the combined format met or exceeded the ou1comes of the traditional Policy course.

Small Business Transformation: The Meds Approach, Ravi S. Behara, David E. Gundersen

Faculty Publications

In today's rapidly changing business environment, small businesses must gain a deeper understanding of the future to develop strategies that will provide them with sustainable competitive advantage. The traditional approaches to strategy formulation are inadequate in an environment that is complex and dynamic. This paper investigates a "new" approach that helps small businesses "see the future." It discusses an application of the multi­ equilibrium dissipative structures (MEDS) approach to strategy formulation within the context of a small business involved in medical management software development. The dissipative systems approach can be used to evaluate the critical discontinuities that a small business …

Learning Through International Strategic Alliances: Processes And Factors That Enhance Marketing Strategy Effectiveness, Gregory E. Osland, Attila Yaprak

Scholarship and Professional Work - Business

Intensified competitive, technological, and market pressures have made organizational learning a critical imperative in global strategy effectiveness. Firms can learn through experience and from three processes that involve other firms: imitation, grafting, and synergism. Interpartner learning has become critical, since experiential learning is insufficient for most firms. Responds to calls for a broadened role of marketing and synthesizes and extends research from organization behaviour and strategic management to the field of marketing to fuel further academic inquiry. Based on an extension of Chandler′s strategy‐structure‐performance paradigm, develops propositions on how the environment, organizational culture, strategy, and structure can affect a company′s …

Annual Report 1994-1995, Imsa Fund

IMSA Fund Reports

It is our privilege to share with you, our shareholders, the 1994-95 annual report of the IMSA Fund for Advancement of Education.

This was another remarkable year for the IMSA Fund. Visionary donors such as the Alfred P. Sloan Foundation, Toyota USA Foundation and more than 117 corporations, foundations and organizations know that by investing in IMSA, they are investing in the future. These "partners for the future," including more than 500 individual donors, understand that programs to improve mathematics and science teaching in Illinois are key investments we must make today in order for Illinois and the United States …

Salespersons’ Perceptions About Sales Contests: Towards A Greater Understanding, William H. Murphy, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

Aims to improve understanding of an important and widely used management tool for motivating the salesforce – sales contests. Begins by introducing the question: what factors are associated with salespeople's feelings towards a sales contest? Several potentially relevant characteristics that are expected to be associated with various feelings towards contests are discussed. To test the hypotheses, data were collected through verbal protocols and surveys from salespeople belonging to a division of a Fortune 100 firm. Results indicate that salespeople's self-esteem, commitment level, and career stage play a role in influencing feelings towards the sales contest.

The impetus for this research …

No. 124 1994 November

International Journal for Business Education

SIEC Historical Documents

Forecasted Characteristics Of The Grocery Industry In America: Factors To Enhance Viability In The Marketplace Of The Twenty-First Century, Terence F. O'Brien

Electronic Theses and Dissertations

The purpose of this study was to forecast what the competitive retail environment will resemble in the grocery industry in the year 2010, what measures a company must take to prepare to compete in the predicted environment, and what internal organizational structure will help to facilitate a company's competitive strategy in 2010. The study was conducted using the Delphi Technique. It is a forecasting mechanism designed to build consensus using an expert Delphi Committee. The committee consisted of 55 professionals representing many fields closely associated with the grocery industry: retailing, wholesaling, manufacturing, labor, academe, fresh meat and produce, labor, relations, …

No. 123 1994 April

International Journal for Business Education

SIEC Historical Documents

Management Buyouts And Small Business Performance: An Exploratory Examination And Research Agenda, Garry D. Bruton, J. Kay Keels, Elton Scifres

Faculty Publications

Management buyout activity is increasingly shifting from large firms to small firms. However, to date, little is known about how such activities impact the performance of small firms. This research has identified a sample of small firms that have undergone a management buyout and found that, relative to other firms in their respective industries, these small buyout firms experienced performance gains similar to those experienced in buyouts of larger firms. Suggestions for extending this area of research are made.

Annual Report 1993-1994, Imsa Fund

IMSA Fund Reports

As president of the IMSA Fund board of directors, it is my privilege to share with you, our shareholders, the 1993-94 annual report of the IMSA Fund for Advancement of Education.

This was another banner year for the IMSA Fund. For the second year in a row, we raised more than $1 million in a given fiscal year, putting us over the $6 million mark since 1986. Donors such as Ameritech Illinois, The Hitachi Foundation and the Harris Family Foundation led the way in making strong commitments to IMSA's problem-based learning and distance learning initiatives. We are grateful that you …

Successful Operating Strategies In The Performance Of U.S.-China Joint Ventures, Gregory E. Osland

Scholarship and Professional Work - Business

Evaluations of the performance of international joint ventures (IJVs) in China have produced mixed conclusions. This study sought to uncover performance criteria used by various groups of managers and to identify critical factors in IJV performance in China. Using in-depth case studies, matched data were collected from personal interviews with managers from Chinese and U.S. parent companies, joint venture operating managers from both partners, and government officials from both countries. The performance criteria used by joint venture participants appear to be converging, with profitability emerging as the dominant element. This exploratory study uncovered four important strategic factors in the performance …

Dual Diffusion: Analysis And Implications For Sales Force Management, Madhavan Parthasarathy, Ravipreet S. Sohi, Ronald D. Hampton

Department of Marketing: Faculty Publications

Retail resistance to an innovation can hamper its supply to consumers, thereby influencing product adoption behavior. Given this, a dual diffusion process consisting of both retail and consumer adoption is more appropriate in today's dynamic marketplace. Sales emphasis by manufacturers can strongly influence retail and consumer adoption behaviors, which would be reflected in the shapes of their respective patterns. In this paper, the authors examine the nature of retail adoption and its impact, both positive and negative, on consumer adoption. Following this, they present a strategic framework that lays out the sales management implications of the dual diffusion process.

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.

Quarterly Report - Fall 1993, Nova University

The Quarterly Report

No abstract provided.

Quarterly Report - Spring 1993, Nova University

The Quarterly Report

No abstract provided.

No. 121 1993 April

International Journal for Business Education

SIEC Historical Documents

Empirical Implications For Small Business Drug Policies, Donald R. Curtis, Dillard Tinsley, Geralyn Mcclure Franklin

Faculty Publications

The results of empirical studies of small and large businesses parallel each other regarding the characteristics of drug policies. Drug policies affect organizational performance, including improved productivity and reduced accidents. EAPs are an effective approach to drug policies. and outside contractors are common sources of information and services. Pre-employment testing is usually combined with other types of testing, but careful attention is needed to meet legal requirements. Employees with positive tests may cause difficulties, but, overall. employee morale rises. Small businesses without drug policies are increasing their competitive risks.

Annual Report 1992-1993, Imsa Fund

IMSA Fund Reports

As president of the IMSA Fund board of directors, it is my privilege to share with you, our shareholders, the 1992-93 annual report of the IMSA Fund for Advancement of Education.

This was a record year for the IMSA Fund. For the first time in the Fund's history, we raised more than $1 million in a given fiscal year, putting us over the $5 million mark since 1986. This is a remarkable achievement given the fact that many corporations and individuals are forced to make sacrifices during these difficult economic times. We are grateful that you view Illinois students as …

Export Marketing Development Program Selection, Albert Phillip Bianchi Jr.

Theses and Dissertations in Urban Services - Urban Management

The purpose of this study was to determine if there is an arrangement of export development programs which could be utilized by state agencies to best serve the economic and social policy goals of states.

Quantitative and qualitative techniques were employed in conducting this research. Descriptive information was gathered from surveys of state export development agencies. A Delphi methodology was used to gain consensus from public managers about program goals and program effectiveness.

The research demonstrates that there are primary goals which states pursue, such as employment generation and providing exporter assistance, for which certain export promotion activities are considered …

No. 120 1992 November

International Journal for Business Education

SIEC Historical Documents

Quarterly Report - Spring 1992, Nova University

The Quarterly Report

No abstract provided.

No. 119 1992 April

International Journal for Business Education

SIEC Historical Documents

Sbi Intervention: An Old Problem- A New Perspective, William T. Jackson, George S. Vozikis, Emin Babakus

Faculty Publications

This research effort attempted to determine if SB/ intervention would change the perception of business problems by not only the business owner but also the student consultants. This focus further to encompassed firms that could be classified in either Stage I or Stage II of development. Even though there were no changes in perception by student consultants, and mixed results of whether stage development affected perceptual differences, strong support was given to the proposition that owners, overall, did change their perception of existing problems after SBI intervention.

Annual Report 1991-1992, Imsa Fund

IMSA Fund Reports

As president of the IMSA Fund board of directors, it is my privilege to share with you, our shareholders, a copy of the 1991-92 annual report of the IMSA Fund for Advancement of Education.

This has been a record year for the IMSA Fund—an achievement all the more noteworthy in light of the recessionary economy and uncertain futures for many corporations and individuals. In a time when many people are having to make difficult choices, we are grateful you chose IMSA as a sound investment in the future.

The IMSA Fund raised nearly $1 million in 1991-92. The $963,245 total …

Marketing: A Science?, T K Ashok Kumar

IIMB Management Review

No abstract provided.

No. 118 1991 November

International Journal for Business Education

SIEC Historical Documents

Quarterly Report - Fall 1991, Nova University

The Quarterly Report

No abstract provided.

Quarterly Report - Spring 1991, Nova University

The Quarterly Report

No abstract provided.