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Purpose – The purpose of this paper is to establish how sales are propelled when consumer spending level falls. Design/methodology/approach – Case study together with deductive research approach was used. Findings – While conventional marketing strategies did little to enhance sales,...
Purpose – The purpose of this paper is to present a unique insight into the impact of decision framing and overconfidence on decision‐making effectiveness. Design/methodology/approach – Conceptual with a case study/illustration. Findings – The findings support the paper's theoretical...
Purpose – The purpose of this research is to explore the effects of the diversity of experience and different personalities of top management team members on mediating processes such as agenda‐setting, the generating of strategic alternatives, and the speed of strategic decision making....
Purpose – The purpose of this paper is to show that too often decisions concerning change are made on the basis of partial understanding, limited data and unreflective assumptions about people and organizations. In the discussion of the Socratic dialogue the aim is to uncover a useful method...
Purpose – This paper seeks to present an interview with Edward de Bono who is widely regarded as the father of lateral thinking and a leading authority in the direct teaching of thinking as a skill, describing how his medical background inspired his understanding of the brain as a...
Purpose – The purpose of this paper is to suggest a framework for sales forecasting more suitable for smaller firms. The authors examine the sales forecasting practices of small firms and then proceed to discuss the application of Bayesian decision theory in the production of sales forecasts, a...
Purpose – The purpose of this paper is to show that high technology companies often find it challenging to select their first reference customer. This is a challenging decision because such clients are not simply an immediate source of revenue, but also a source of learning, a technology test...
Purpose – The purpose of this paper is to argue that the successful management of creative employees in organisations that rely extensively on the development of intellectual capital must incorporate new thinking to manage the inevitable paradoxical situations that arise in such contexts....
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