Professional service firms are relationship marketers: But does size matter?

There are few research-based insights into professional service firms’ (PSFs) contemporary marketing practices. This is unfortunate as the professional services sector is a key contributor to growth in Australian and other economies around the world. As professional services are unique in a number of ways and their operations and marketing activities inextricably intertwined, the present study investigated the extent to which PSFs practice marketing and whether this differs according to size. Depth interviews were held with thirty seven Australian senior managers in four key industries. We examined the extent of relationship marketing, conceptualised at an overall managerial level as well as four sub-practices identified in research by Coviello and colleagues. We found relationship management and interaction marketing were the most common practices, which is consistent with the inseparability concept, and that relationship management and database marketing were more common in larger firms, which is consistent with their relative resource strength

Collapse and recovery of forage fish populations prior to commercial exploitation

We use a new, well‐calibrated 500 year paleorecord off southern California to determine collapse frequency, cross correlation, persistence, and return times of exploited forage fish populations. The paleorecord shows that “collapse” (defined as <10% of the mean peak biomass) is a normal state repeatedly experienced by northern anchovy, Pacific hake, and Pacific sardine which were collapsed 29–40% of the time, prior to commercial fishing exploitation. Mean (± SD) persistence of “fishable biomass” (defined as one third mean peak biomass from the paleorecord) was 19 ± 18, 15 ± 17, and 12 ± 7 years for anchovy, hake, and sardine. Mean return times to the same biomass was 8 years for anchovy but 22 years for sardine and hake. Further, we find that sardine and anchovy are positively correlated over 400 years, consistent with coherent declines of both species off California. Persistence and return times combined with positive sardine‐anchovy correlation indicate that on average 1–2 decades of fishable biomass will be followed by 1–2 decades of low forage. Forage populations are resilient on the 500 year time scale, but their collapse and recovery cycle (based on the paleorecord) are suited to alternating periods of high fishing mortality and periods of little or no fishing.Key PointsThe paleorecord shows that “collapse” is a normal state repeatedly experienced by northern anchovy, Pacific hake, and Pacific sardineMean return times to “fishable” biomass was 8 years for anchovy, but 22 years for sardine and hake, and persistence was of the same orderSardine and anchovy are positively correlated over 400 years, consistent with coherent declines of both species off CaliforniaPeer Reviewedhttps://deepblue.lib.umich.edu/bitstream/2027.42/136405/1/grl55551.pdfhttps://deepblue.lib.umich.edu/bitstream/2027.42/136405/2/grl55551_am.pd

Engaging stakeholders in research to address water-energy-food (WEF) nexus challenges

The water–energy–food (WEF) nexus has become a popular, and potentially powerful, frame through which to analyse interactions and interdependencies between these three systems. Though the case for transdisciplinary research in this space has been made, the extent of stakeholder engagement in research remains limited with stakeholders most commonly incorporated in research as end-users. Yet, stakeholders interact with nexus issues in a variety of ways, consequently there is much that collaboration might offer to develop nexus research and enhance its application. This paper outlines four aspects of nexus research and considers the value and potential challenges for transdisciplinary research in each. We focus on assessing and visualising nexus systems; understanding governance and capacity building; the importance of scale; and the implications of future change. The paper then proceeds to describe a novel mixed-method study that deeply integrates stakeholder knowledge with insights from multiple disciplines. We argue that mixed-method research designs—in this case orientated around a number of cases studies—are best suited to understanding and addressing real-world nexus challenges, with their inevitable complex, non-linear system characteristics. Moreover, integrating multiple forms of knowledge in the manner described in this paper enables research to assess the potential for, and processes of, scaling-up innovations in the nexus space, to contribute insights to policy and decision making

Reconceptualizing professional service firm innovation capability: Scale development

Building on capability theory, this paper presents a reconceptualization of the innovation capability construct within a knowledge-intensive service context, specifically, professional service firms (PSFs). Employing a rigorous multi-stage scale development process we interviewed 37 participants and surveyed 463 respondents across a wide range of PSFs including lawyers, accountants, consulting engineers and management consultants. The results of exploratory and confirmatory factor analyses highlight the multi-dimensional nature of innovation capability within this context. Three dimensions were identified: client-focused, marketing focused, and technology-focused innovation capability. We provide evidence of face validity, content validity, convergent and discriminant validity, nomological validity and reliability of our scale. Our scale offers a new way to measure innovation capability within PSFs and highlights the need to move beyond the narrow manufacturing mind-set focus of prior innovation research. Implications for theory and practice are discussed

Re-Designing GB’s Electricity Market Design: A Conceptual Framework Which Recognises the Value of Distributed Energy Resources

This is the final version. Available on open access from MDPI via the DOI in this recordData Availability Statement: The paper did not utilise data, and therefore there is no data to access.The design of electricity markets determines the technologies, services and modes of operation that can access value, consequently shaping current and future electricity landscapes. This paper highlights that the efficacy of Great Britain’s electricity market design in facilitating net zero is inadequate and must be reconfigured. The rules of the current electricity market design are remnants of an electricity sector dominated by large-scale, centralised, fossil fuel technologies. Therefore, routes to market for the provision of necessary services to support net zero, not least flexibility, are largely inaccessible for distributed energy resources and, despite their benefits to the system, are thus undervalued. Based upon a review and consolidation of 30 proposed electricity market designs from liberalised electricity sectors, this paper proposes a new electricity market design for Great Britain. This design is presented alongside a new institutional framework to aid in the efficient operation of the market. Specifically, this paper proposes a new local balancing and coordinating market located at each grid supply point (the transmission and distribution interface). This is realised through the implementation of a distributed locational marginal pricing structure which is governed by the evolution of the current distributed network operator, known as the distributed service provider (DSP). The DSP also operates a local balancing and ancillary market for their geographical area. The wholesale market is reconfigured to coordinate with these new local markets and to harmonise the actors across the distribution and transmission network

Unintended consequences: Unknowable and unavoidable, or knowable and unforgivable?

This is the final version. Available on open access from Frontiers Media via the DOI in this recordRecognizing that there are multiple environmental limits within which humanity can safely operate, it is essential that potential negative outcomes of seemingly positive actions are accounted for. This alertness to unintended consequences underscores the importance of so called ‘nexus’ research, which recognizes the integrated and interactive nature of water, energy and food systems, and aims to understand the broader implications of developments in any one of these systems. This article presents a novel framework for categorizing such detrimental unintended consequences, based upon how much is known about the system in question and the scope for avoiding any such unintended consequences. The framework comprises four categories (Knowable and Avoidable; Knowable and Unavoidable; Unknowable and Avoidable, and Unknowable and Unavoidable). The categories are explored with reference to examples in both the water-energy-food nexus and planetary boundary frameworks. The examples highlight the potential for the unexpected to happen and explore dynamic nature of the situations that give rise to the unexpected. The article concludes with guidance on how the framework can be used to increase confidence that best efforts have been made to navigate our way towards secure and sustainable water, energy and food systems, avoiding and/or managing unintended consequences along the way.Engineering and Physical Sciences Research Council (EPSRC

International students' university preferences: how different are Malaysian and Chinese students?

Purpose: The purpose of this paper is to determine factors that influenced international university preference, looking at country of origin (COO), that is the COO of the course and program modes (PMs). This study specifically focusses on differences in perceptions across students from Malaysia and China. Design/methodology/approach: Conjoint analysis was used to examine the relative importances and part-worth scores of these attributes on international university preferences. Findings: PM and country of design (COD) had a major influence on Malaysian and Chinese students’ preferences for international universities. Online distance learning was the least preferred option, while offshore campuses were more acceptable to Malaysian students compared to Chinese students. Malaysian students preferred to study in the UK, while Chinese students favored Australia. Malaysian students were also found to be more cost sensitive compared to Chinese students, while the latter were more motivated by job prospects offered by an institution. Research limitations/implications: Limitations include the specific sample, pre-university students only from developed countries (Malaysia and China), which limits the generalizability to students from other countries. Practical implications: This study offers insights in the effect of COD and PM on students’ preferences for international universities, as well as other previously studied university-level attributes in a higher education setting. With a better understanding of factors affecting these preferences, higher educational institutions are better placed to implement a suitable marketing strategy to attract more international students. Originality/value: This study examines the impact COD, Delivery Mode (DM) and other university level attributes have on Malaysian and Chinese pre-university students' preferences for international universities. COD and DM were found to be extremely important factors that dominated the students' preferences. The study highlights the need to focus on different university attributes in different markets and to consider COD and DM issues in order to gain a larger market share of international students

The role of primary healthcare professionals in oral cancer prevention and detection

AIM: To investigate current knowledge, examination habits and preventive practices of primary healthcare professionals in Scotland, with respect to oral cancer, and to determine any relevant training needs. SETTING: Primary care. METHOD: Questionnaires were sent to a random sample of 357 general medical practitioners (GMPs) and 331 dental practitioners throughout Scotland. Additionally, focus group research and interviews were conducted amongst primary healthcare team members. RESULTS: Whilst 58% of dental respondents reported examining regularly for signs of oral cancer, GMPs examined patients' mouths usually in response to a complaint of soreness. The majority of GMPs (85%) and dentists (63%) indicated that they felt less than confident in detecting oral cancer, with over 70% of GMPs identifying lack of training as an important barrier. Many practitioners were unclear concerning the relative importance of the presence of potentially malignant lesions in the oral cavity. A high proportion of the GMPs indicated that they should have a major role to play in oral cancer detection (66%) but many felt strongly that this should be primarily the remit of the dental team. CONCLUSION: The study revealed a need for continuing education programmes for primary care practitioners in oral cancer-related activities. This should aim to improve diagnostic skills and seek to increase practitioners' participation in preventive activities

The open source guild: creating more sustainable enterprise?

© 2017, © Emerald Publishing Limited. Purpose: The purpose of this paper is to report on an action research project with two emergent micro-businesses that explored how their business model connected with the principles of open source. Design/methodology/approach: The authors first gained initial qualitative data to establish the core values of each micro-business, which the authors then explored in the context of open source and business models in two design workshops with each organisation. Findings: The authors developed the open source guild business model, which has the elements of: building a focal micro-business with resources secured through the guild, promoting learning and development through apprenticeship, promoting shared values through a commons of experience and capturing value by protecting key intellectual property. Research limitations/implications: This research was undertaken with two emergent micro-businesses in the North West of England. Further research will be needed to establish the wider applicability of the open source guild model. Practical implications: The open source guild model can be a mechanism for an emergent micro-business to create a community around their values and grow their business without conventional external investment of resources. Originality/value: This research contributes to the literature on business models based on open source and how these models can be sustainable in terms of the quadruple bottom line, which extends the triple bottom line to include personal values and meaning