Purchasing decisions for “aids to daily living” (ADL) by the disabled and elderly tend to be commodity based to which value cannot be added through sales propositions. This paper reports research that investigated disparate customer segments in the “grey” sector. Quantitative research...

In 2005, developing technically minded employees into productive people managers was top of the agenda for IT services organization, Fujitsu. The company wanted to extend its employees’ expertise beyond just technological advancements, but also focus on their internal managerial skills. Here,...