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This study investigates the influence of role conflict, role ambiguity, and role strain on job performance, job satisfaction, and life satisfaction among field sales and company sales support employees in a single pharmaceutical company. Because this study is based on data from a single company, these results may not necessarily be generalized to all companies in the industry. In the present research, a path model of the process reveals important variations in response to role conflict, role ambiguity, and role strain between the two classes of employees. For both classes, the influence of decreased role ambiguity is generally positive for measured outcomes. However, reductions in role conflict, while lessening role strain, are likely to result in lower job performance for field sales employees. Decreases in role strain, while improving life satisfaction, may lead to lower job satisfaction for sales support employees. © 2003, Informa UK Ltd All rights reserved: reproduction in whole or part not permitted. All rights reserved.

Sensory attributes, such as sound quality ascertained by listening to a stereo, are often ambiguous and therefore difficult to encode and retrieve. Despite this, consumers often place more weight on these attributes compared to verbally described market information when making brand choice decisions. Results from two studies demonstrate that providing criteria to evaluate the sound quality of competing brands of stereos facilitates the encoding, retrieval, and alignment of the sensory attribute in a brand choice task. Study 1 shows that without criteria to evaluate sound quality during trial, memory for this attribute is poor. Further, perceptions of sound quality assimilate to conflicting market information, which adversely affects decision performance. The reverse is true when evaluative criteria and a scheme to rate the criteria are provided: memory for sound quality improves, perceptions of sound quality contrast with conflicting market information, more weight is placed on sound quality when decision making, and better choices are made. Study 2 shows that providing evaluative criteria during product trial enhances performance through improvement in the encoding process.

Traditional focus group methodology involves an individual trained moderator who manages the whole process from writing the focus group guide that directs the topics pursued, the interaction with participants, to interpretation, reporting and client feedback. Since their training, personality and orientation can vary differentially, this may lead to moderator bias. Proposes a new method that involves a series of complementary moderators that target specific areas of the guide that allows them to specialise in their particular experiences and orientations. These moderators are used sequentially on the same groups that offer the potential to avoid many of the problems associated with single-moderator discussion groups. Moreover, the chance to moderate the moderator keeps a check on how the sessions of each focus group develops, building in feedback between moderators, and reduces the prospects of misinterpretation and side-tracking by a single moderator. © 2001, MCB UP Limited

This article presents a systems dynamics model to illustrate some of the aspects of Deming's System of Profound Knowledge. As a pedagogical tool, it would serve as a useful introduction for those new to Deming's ideas. It not only introduces the main parts of his system, but also highlights their interconnectedness. The model environment, an interactive management flight simulator, and the model content combine to provide several learning opportunities. The model uses the assumptions of regression to the mean, the 80:20 Rule, random walks, and learned helplessness to present a theory of how, managers learn to reduce quality in organizations. Those interested in exploring or teaching Deming's System can use the model as a launching point from which to explore the system further. Running the simulation provides an opportunity to identify and challenge assumptions, explore the harmful effects of tampering, examine the fundamental attribution error, develop control charts, and challenge the application of behaviourism in management.

This paper discusses the six core business processes and supporting technology that are impacted by an enterprise resource planning (ERP) implementation. It begins with a brief history of the evolution of ERP and the information systems technology that enabled its development. A discussion of project implementation team preparations is followed by a description of process mapping and its significance to the success of an ERP implementation. Highlights of “As-Is” and “To-Be” process mapping and change management conclude the paper. © 2004, Emerald Group Publishing Limited

Traditionally, the concept of entrepreneurship included a for-profit bottom line. Recently, however, researchers have begun to explore an adaptation of this model called “social entrepreneurship”; that is, creating organizations for the greater good of a community, region, nation, or the world. These entrepreneurs use money that they made or inherited to establish organizations from a missionary and visionary posture. This is an arena where women have had significant impact, yet little has been written to celebrate their contributions. The purpose of this paper is to explore the concept of such philanthropy, to suggest where this social ethic might have had its origins, and to provide samples of women who have been entrepreneurial in their social commitment. Suggestions for future research on women's entrepreneurial philanthropy will also be made. © 2004, Emerald Group Publishing Limited

Leadership theory has little value if it cannot be applied to real world situations. A summary review of the literature on leadership theory is provided here first. A disguised real case concerning Ted Shade, a Vice-President at Galactic Chips, Inc. is then provided which describes a manager who is extremely task-oriented. The case analysis follows. It includes questions and answers which connect leadership theory to case specifics and requires learners to analyze the case using differing leadership models. © 2003, MCB UP Limited

An attitude survey was conducted with 72 management majors attending a prestigious business university in Beijing, China. The results indicate that there is still a significant “glass ceiling” effect to accepting women as they climb up the management hierarchy. The group estimated that it would take at least 32 years before equality would be reached. Women were less likely to prefer to work for a woman than for male subjects. Women were described as more incompetent, slower, weaker, more a follower-than-a-leader, more lenient, more democratic, less active, and more friendly than male managers. Women were significantly more in agreement with the idea of being both a professional and a wife. The results reflect a similar attitudinal position to US women. The conclusion is that it will not be easier for Chinese women to succeed than it is for women in theUSA. © 2001, MCB UP Limited

Despite persistent claims regarding the ability of text-based computer-mediated communication to neutralize gender identities, few researchers have worked on the problem of gender distinctiveness in textual production and interpretation, gender judgments, and more importantly, the role of gender in the process of impression formation in electronic communication. Against this background, the author addresses the theoretical aspects of gender in textual communication and places the problem of gender distinctiveness and gender judgments in CIVIC in the context of Hymes' model of communicative competence. He also isolates several variables worthy of investigation, namely, the provision of gender judgments, accuracy, and certainty. He then reconceptualizes the problem of gender distinctiveness and impression formation in CIVIC by bridging the gap between textual markedness and expectations. (C) 2003 Elsevier Ltd. All rights reserved.