Research has identified that after 40 years of discussion the use of the salesforce as a source of market information is relatively widespread in business-to-business organisations, but that the majority of organisations do not always gather, store or disseminate this information effectively....

This paper reports on the results of an in-depth Study of how a top management team (TMT) puts strategy into practice in a UK university. A study of the top team in Warwick University was conducted to analyse how strategy was formulated and implemented. The results suggest that a combination of...

For businesses planning interactions online, particularly using Web services, managing risks and accommodating each other's varying business-level security requirements is a complex but critical issue during development. Literature suggests numerous reasons that prohibit the simplistic adoption,...

In an attempt to increase both efficiency and service quality, more and more companies are outsourcing to third-party suppliers some key business processes, such as human resources, information technology and procurement. The universe of potential suppliers is diverse and growing, made up of...

This paper examines the extent to which the remuneration levels of non-owner managers employed by UK small and medium size enterprises (SME) can be explained empirically by a number of firm specific, human capital and job history characteristics. The UK SME sector is very heterogeneous and we...

The internet has been credited as an important advertising and direct marketing channel, which has the potential to revolutionise the branding of products and services. Yet, several studies have been forecasting the end of traditional brand management in today's e-markets. At the same time,...

Despite a pervasive belief that the world's largest firms compete globally, the vast majority have most of their sales in their home regions. Of the top 500 firms for which regional sales data are available, 118 are from Europe, and they compete predominantly within the European region. On...

Purpose - The purpose of this paper is to develop an analytical model for assessing the performance of supplier relationships (SRs). The majority of performance measurement models incorporate hard quantitative measures that are not appropriate for the soft features of business relationships. As...

This paper examines the problems inherent in assessing the role of venture creation programmes. It suggests that there are, in particular, two areas to be considered. First, any assessment is contingent upon the evaluation context. In other words, not only are the objectives of any particular...

This paper reports on an international comparison of three organisations established to promote new business start-ups in the USA, UK and Canada. A 'knowledge-based' approach is adopted to examine how networks of would-be entrepreneurs interact with networks of experienced entrepreneurs and...