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This paper traces the issue of key account management success which has regarded as a pressing concern of many companies' sales efforts at the organizational business-to-business context. Based on the extensive review of extant literatures, we introduced a theoretical framework that covers the antecedents and consequence of key account management success. We theorized the conditions under which organizational and relational factors influence the success of key account management approach. We endeavor to develop research propositions for each construct and provide necessary suggestions to isolate a platform for future empirical research. Beyond this span, an improved understanding from this framework will help developing policies for successful key account management approach.
Ethics involves distinguishing between what is right or wrong thereby making a correct choice. An organization should treat its internal as well as external stakeholders ethically. This research gives valuable insights on the prevailing ethical climate and potential organizational challenges in institutionalizing ethics and its management in the manufacturing sector. The present study is designed to analyze four parameters of ethical climate in the manufacturing sector with reference to different managerial levels, to identify the critical factor of the ethical code of conduct and to find correlations between four parameters of ethical climate. Descriptive research has been used and data are collected from 200 employees of three Indian companies of manufacturing sector using a well designed questionnaire. Analyzing data with SPSS, It has been found that overall good number of people believe that MBE (Management of Business Ethics) process is well implemented. People are well aware and trained and involved in the ethical process. Senior management is very much committed to promote the ethical environment in the organization and thus company values are well communicated to the employees. Concern resolution mechanism is well established in the organization. MBE in the organization is more prevalent in higher-level employees. Senior management commitment and reinforcement is very critical for CoC (code of conduct). Correlation between all the 4 parameters is positive and significant. But the parameters are not highly correlated with each other. Organizations need to work upon these parameters to promote an ethical climate in the organization by awarding or felicitating exemplary ethical behavior. More emphasis should be given on senior management commitment and reinforcement of the ethical behavior across all levels.
This paper presents an analysis of death rituals in West Sumatra, Indonesia. The death rituals become social events as a family and society members help each other to organize a funeral, hold Koran recital, and manage fundraising for the events. In addition, such rituals are also part of religious and cultural teaching that should be conducted by its followers. The rituals change from time to time in terms of fundraising management and holding the ceremonies. This paper, therefore, observes the changes of the death rituals from being sacred to profane involving social parties in the events and views the events as socially formed rituals. There are also economic practices in celebrating the rituals, where people have to gather funds and manage manpower in the event.
Research addressing international new ventures' social responsibility activities is scarce. Specifically, researchers have little account for the effects of an international new venture's social responsibility efforts on the outcomes of relationships with local customers in emerging economies. Against this background, we attempt to extend the boundaries of an understanding of the effects of international new ventures' social responsibility engagement on local customers' loyalty through customer trust and customer identification in emerging economies. Based mainly on the stakeholder theory and the relationship marketing theory, our study conceptualize two facets of international new ventures' social responsibility efforts: ethical and philanthropic corporate social responsibility engagement. In addition, we identify positive customer relationship-building mechanisms for each facet. Furthermore, our study presents an empirically testable propositions that would explain how international new ventures' social responsibility efforts influence the outcomes of relationships with local customers in emerging economies. Finally, this manuscript provides a discussion of the present study' implications for theory and practice and limitations that naturally lead to future research on international new ventures' social responsibility activities in developing economies.
We develop the success factors model including research hypotheses in the restaurant service industry. The research model in this study was tested on survey data collected from 282 restaurant owners. In this study, we tried to identify the success factors of the restaurant service industry and analyze the relationship between those success factors and business performance. Especially, we analyzed the impact of success factors on business performance being moderated by the restaurant type and location. Through the analysis of the research model, it is shown that operation management and customer relationship management and so on play an important role in the improvement of business performance. In addition, we found that the impact of the success factors on business performance is moderated by the restaurant type and location. A limitation of our study is the sampling. Franchise restaurants will need to be included in future studies. We expect that our research will help start-up restaurant managers to get useful insights to better manage their own businesses. Although the study on the success factors of the restaurant service industry is very important, there are few researches on that in Korea. Therefore, this study can give new insights on how the restaurant owners do business in the restaurant service industry.
Sustainable competitive advantage depends on formulation and implementation of appropriate human resource management (HRM) strategies and deployment of their competencies effectively in dynamic and complex environment. Competencies deployment is an approach to make decisions on the intentions and plans of organization concerning employment relationship and its recruitment, training, development, performance appraisal, reward and employee relations policies and practice. The improvement of organizational effectiveness is an overall objective of people management in organizations. In light of these, this study explores the present practices of HRM like: HR departments, HR policies and strategies, HR planning, recruitment selection and placement, training and development, performance appraisal, compensation and benefit, employee relations and communications. Based on the survey in 204 Nepalese organizations as a unit of analysis, the study concludes that HR practices in few organizations have action program for minorities, ethnic group, older employees and people with disabilities. Due to centralized organizational structure, most of HR decisions are taken into central office and line managers being involved highly in planning and implementing HR policies. In a nutshell, though HRM practices are not developed like developed countries, Nepalese organizations are realizing the significance of people management at work and changing their practices in the present dynamic environment.
Organizations pursue a CRM strategy for the purpose of increasing business performance and value. However, firms face a multitude of organizational challenges associated with this endeavor. To reduce their risk of failure, it is suggested that firms undertake a deep analysis of organizational readiness prior to committing to a CRM initiative. Insurance sector is no exception to this fact. There is an increased need to concentrate on the various challenges thrown open by the public insurance firms in implementing CRM. Many insurance firms have invested into customer driven CRM but research indicates varying outcomes (Schmith 2004). While it is clear that there are significant issues involved in the CRM implementation and success and environment faced by the public sector. It is clear that business should have an easier time in applying CRM systems is the strategic value for public sector. With customers demanding more service and accessibility from administrators, public sector CRM software technologies have to offer best solutions for achieving process and cost objectives (Souder 2001). With results which go far beyond improved service delivery and include sustained cost reductions, increased customer knowledge and better employee morale, CRM software implementation and post product environments offer great upside value. Although there are material differences in public sector use of CRM strategy, they share at least one glaring similarity - they have much to gain from proven CRM software technology. As business methods cross over in the public sector, many government bodies are investigating how they can adopt and adapt various CRM models (Bleyer 2003). There is a need to understand the similarities and differences in public sector CRM to foster shared knowledge, business processes and planning functions to integrate disparate technologies and software platforms and then, of course, the organizational culture to support knowledge sharing (Peters 1997). For the public sector, there are clearly identified CRM processes which have resulted in increased profits and improved efficiency. These have focused on sales, marketing and customer service activities, which often operate along fundamentally different lines in various public sector insurance companies. Thus the present research paper makes an attempt to explore how public sector CRM methods can be adopted and subsequently adapted.
This study extends the extant scope of understanding investment decision, beyond the dominant 'technical' emphasis on the application of discounted cash flow techniques. The research methodology draws the positivist and interpretive research paradigms. It uses a deductive approach, survey strategy and principal component analysis for the analysis. Three key sets of factors emerged as important in the investment decision process in the hydropower sector. They are: group consensus (framing), influences on own judgment (heuristics), and application of knowledge & experience (intuition). The use of purposive and convenient sampling might have some unintended impact on the findings. Consequently, any generalizations of the findings to a wider population of organizations and managers need to be made with care. It is hoped that this paper will encourage other researchers to go beyond the analytic techniques of investment appraisal that have dominated investment decision research and seek to balance the emphasis by focusing on human involvement and behavioral aspects of investment decision.
Tourism has been considered as the largest industry in the world, which is contributing towards employment generation, wealth creation and pursuing social benefits. Growing concern about the impact of human activities upon the environment, increased awareness of and concern for global environment have intensified the demand for sustainable tourism and their focus on balancing of: profit-driven motives, preserving and enhancing the social as well as ecological balance. Based on secondary materials and content analysis present study evaluated existing status of sustainable tourism development and explored important change strategies for future improvement of tourism sector in Bangladesh. The study recognized different views of change management and various strategies for obtaining sustainability in tourism industry. The present study identified the institutional networks, challenges in the way of applying systems approach to change management for sustainable tourism development and suggested important options for overcoming the impediments to operate through the proposed strategic framework in Bangladesh.
A good brand name is very important for the success of a product. A thoughtful brand name can convey information that can influence potential customers in a positive way. Thus marketers often formulate brand names intended to explicitly or implicitly play a role in influencing customer perceptions. One way of doing this is to have a brand name bearing connotations to a foreign country. In general, prior research on country-of-origin effects has not adequately focused on exploring brand name connotation and its effect on product evaluation. This research presents a conceptual framework for determining if/how brand name connotation to a foreign country affects product evaluation. Specifically, this paper reviews relevant literature pertaining to country-of-origin and brand name connotation, discusses a conceptualization, proposes research hypotheses, and outlines procedures for collecting data to evaluate the proposed hypotheses.