Management Decision: Volume 12 Issue 1

Model Building in Marketing: The Practice of British Industry

Rubert W. Fisher, Melvyn Hirst

This article presents the findings of a survey conducted among British companies to discover to what extent marketing models are being used in practice. In two previous articles…

The Potential from Profit Planning

A.G. Slater

The reason for superior profit performance by certain companies may be the result of being in the right industry at the right time, and being able to meet market demands…

Information Needs in Management Development

David Ashton, Brian Gibbon

Decisions on management development need to be taken by a wide range of people in different parts and at different levels of the organisation. This article looks at the…

The Common‐Sense World of Everyday Selling

David Knights

Some twenty years ago Ray C. Brewster made a strong plea to revitalise the concept of salesmanship by incorporating the most up‐to‐date psychological knowledge then available…

FINANCIAL & LEGAL NOTES

Desmond Goch

Management Redundancy Since the enactment of the Industrial Relations Act 1971, many trade union leaders have been heard lamenting its alleged unfairness and the supposed…

Clues for Bidding Strategists

Ray O'Leary

This article examines how bidding decisions are being tackled in practice. It appears very likely that in the future, these decisions will have to be made on a sounder, more…

Management Documentation Services

Kenneth G.B. Bakewell

This article is concerned with services providing information about management (e.g. personnel practices, the use of management techniques) rather than the broader area of…

What is the Media Problem?

James R. Adams

The prime function of the advertising appropriation is of course to act as a profit reservoir into which money may be pumped in good times and from which money may be tapped in…