'If we went into stores only when we needed to buy something and if once there we bought only what we needed, the ecconomy would collapse' (Underhill, 1999). The focus of this thesis is point-of-purchase stimuli and their impact on mood. The research tests and extends the conceptual model of the role of mood states in consumer behaviour proposed by Gardner (1985). Five different store environments are used to provide empirical evidence. The data gathered for this study only partially support Gardner's conceptual model. Consistent with Gardner's model, point-of-purchase stimuli were found to influence mood states. However, only some elements of these mood states were found to impact on psychological processes. Furthermore, the goodness-of-fit of the model was weak when data was pooled. The model achieved a better fit when each store was analysed individually but these results still showed limited impact of store atmospherics via mood. Furthermore, the atmospheric features showed similar low levels of impact on consumer recall, evaluation and behaviour in a direct test. Extensions of Gardner's model are proposed to accommodate findings which add behaviour by showing that there are different needs for each shopper variables. Both shopping mission and shopping style were found to have a quasi-moderating influence on the relationship between store atmospherics and pleasure, arousal and dominance. This work extends our knowledge of the affective processes in consumer purchase. An understanding of these processes may assist practitioners to influence behaviour by supporting that there are different needs for each shopper type and shopping goal. More broadly, the research validates previous research that shows a high proportion of consumer purchase decisions are made in store, which indicates an opportunity for point-of-sale to influence consumer choice through external, interior, layout, interaction and point-of-purchase variables. In addition, behaviour was found to vary in the five store environments in respect to time and money spent and product purchased and this suggests that influence tactics may need to take account of the type of store.

This research attempts to contribute to the advancement of knowledge within the services marketing and consumer behaviour domain. Its main aim is to enhance our understanding of the relationship between attitude and behaviour within a financial services setting. The Theory of Reasoned Action (TRA) by Fishbein and Ajzen (1967, 1973, 1975) was employed as the theoretical basis of the research. Following an extensive literature review, we identified five constructs and credit card specific items. used to develop a Credit card holder Attitude-Behaviour (CABM) model. All the constructs (with the exception of credit card holder behaviour) were measured using multiple items. The survey method was employed via a self-administered postal questionnaire. The data collection instrument was submitted to a sample of 2000 randomly selected UK credit card holders. Statistical properties of the constructs were analysed using exploratory and confirmatory factor analysis techniques. The proposed research model was tested with PLS in structural equation modeling technique. The results of the study provided limited support for the central hypothesis of a significant relationship between attitude and behaviour. Two unexpected findings included the significant relationship between card holder behaviour and experience outcome, and also substantial support for the relationship between attitude towards future real income and attitude towards credit cards. Credit card holders exhibit two typical behaviours and future research is needed to examine the attitude-behaviour relationship of convenience users (non-interest paying) and revolving (interest-paying) credit card holders separately. Also recommended, is the examination of the card holder behaviour under observable variables as well as latent variables.

The academic literature's emphasis, in the role of pension funds in socially responsible investment, remains focused on macro discussions such as the suitability of SRI for pension fund investment and normative discussions of how pension funds can be catalysts for change towards global sustainability. It is also noted by some commentators that via pension funds, the environmental, social and governance issues that underpin SRI are becoming a part of mainstream investment. These macro level claims provide very limited evidence of, or insights into, the actual functioning or close-to-reality experiences of pension funds in the context of SRI, which is vital in fully comprehending the role of pension funds in achieving sustainable business activities. This thesis investigates and analyzes the micro level developments and dynamics that hinder or facilitate integration of SRI into pension fund investment to address the above mentioned divide. Using a grounded theory approach, the thesis presents a theoretical model of institutionalization of SRI into pension fund investment. Taking a social constructionist perspective and the related concept of human agency, it proposes that cognitive factors, coupled with structural context, determine whether a pension fund integrates or discards SRI strategies in its investment processes. The model is based on in-depth case studies of three pension funds, each with certain distinguished and similar characteristics, to provide judicious explanations of what affects the institutionalization of SRI. The thesis explains how pension fund trustees and managers customize and internalize a position on SRI based on particular 'constructions' or 'interpretations' of the concept and of fiduciary responsibility. It also posits that the context of each pension fund presented in the thesis is different and that although all three have similar broader objective, i.e. to provide retirement income to its members, each has specific investment objectives, constraints and institutional environments that are unique. Thus, all pension funds or institutional investors do not have a common investment approach towards achieving their goals and cannot be categorized as principals of economic rationality in the capital market. The duality of context and agency in creating investment processes and changes within that is stressed in this thesis.

This study focuses on two aspects of business-to-business relationships, relationshop quality and relationship value. Crosby et al. (1990) suggest that the quality of the relationship determines the probability of continued exchange between buyer and seller. Following Crosby et al.'s (1990) ground-breaking relationship quality study some important dimensional issue remain. The dominant conceptualisation of relationship quality defines it as a higher-order construct consisting of either outcome or process dimensions. The outcome dimensions of relationship qualoty have been examined extensively in the literature, whilst the process dimensions have received limited attention. The literature indentifies the need for a better understanding of how relationship quality is developed in business-to-business exchange. Therefore a vital first step for the current study is the development of a process conceptualisation of relationship quality. For the past three decades, the customer value literature has focused on the value a customer receives from the exchange of products and services. However, over the past decade researchers have begun to examine the value a customer derives from the exchange relationship itself. These studies of relationship value have focused on the tangible aspects of value such as the economic and functional benefits of a supplier relationship. The current study examines not only the tangible benefits of a supplier relationship but also the relationship's intangible benefits such as the social, emotional and knowledge benefits. Adopting a process approach to the quality of relationship between buyer and seller, the current study conceptualises Relationship Quality (RQ) as a higher-order structure consisting of a behavioural RQ and a cognitive RQ dimension. Relationship value is also conceptualised as a high-order construct consisting of a relationship benefit and a relationship sacrifice dimensions. From these conceptualisations a research and two competing models are developed and the interrelationship between constructs relationship quality, relationship value, relationship satisfaction and long-term orientation is tested. Data were collected by means of self-completion questionnaires among buyers in the UK electrical and electronic industries and analysis was conducted using the structural equation modelling techique PLS. The findings suggest that relationship quality is a determinate of relationship value and both have a direct and indirect effect on relationship satisfaction and long-term orientation. Through the improved conceptualisations of relationship quality and relationship value and the development and testing of theoretically grounded research and competing models, the current study provides and original contribution to scholarly literature. In addition, a contribution has been made to business practice, through the advancement of normative managerial guidelines to aid decision-making when managing long-term customer relationships.

In seeking to establish and maintain a quality relationship and optimise performance, partners in long-term inter-organisational partnerships must choose which of the available governance strategies and control strategies to use in managing their partnership. Despite literature reporting that governance and control strategy mechanism choices will affect partnership performance this literature is silent about the relationship between these strategies and the impact of their mechanism choices on the quality of their relationship. To address these shortcomings, this study examined the use of governance and control strategies in bilateral long-term inter-organisational partnerships. Two conceptual models were developed and operationalised. Measurement items were mainly borrowed from existing research and contextualised and adapted from this study. One new scale (financial performance) was developed based on expert comments in the exploratory research phase. Prior to issue of the self-completion questionnaire, telephone contact was made to identify those with direct partnership management responsibility in the public and private sectors. On identification the nature of the study was explained and confirmation of a willingness to participate sought. Only those who agreed to participate were sent the questionnaire. Local Authority Private Finance Initiative projects were used as the research setting and this produced a sample size of 211. Of the 113 people who agreed to participate, 64 completed and returned a questionnaire. The overall return rate was 29% with 29% of the public sector and 29% of the private sector participants responding. Partial Least Squares (PLS) was used to test the high level research and lower level operational model structures and hypothesised casual pathways. Despite both the research and operational models demonstrated r[sup]2 and Goodness of Fit results. Both model results were tested for reliability and validity with all constructs meeting widely accepted physchometric benchmarks. The findings from both models are reported and debated. As with all studies, there are a number of limitations. These include possible limits to the genralisability given the very specific type of partnership from which the data is drawn. In carrying out a cross-sectional study the benefits associated with a longitudinal study have been forsaken and it would be very helpful to understand if the passage of time impacts on governance and control strategy choices. Similarly, the absence of control variables means it is not possible to understand whether more experienced partnership mangers employ a different approach to their less experienced counterparts in the management of their partnerships. The findings provide an original contribution to academia through an evaluation of the role of governance strategy, control strategy and relationship quality in the management of long-term inter-organisational partnerships. These confirm that integrated governance strategy is a significant determinant for integrated control strategy and that integrated givernance and integrated control strategy are both significant determinants for relationship quality. Relationship quality has been found to link governance and control strategy to performance, confirming its mediating role in maximising performance outcomes. The major contribution to business practice is the development of normative guidelines that support informed decisions about how the partnership should be managed to optimise performance. Specifically the guidelines promote that governance strategy, control strategy and relationship quality should be treated as three interdependent elements of an integrated partnership management framework. This implies that those exploring new partnerships and those in existing partnerships should design their governance and control strategies to capitalise on those mechanisms that act in a complementary and reinforcing manner to strengthen the quality of their relationship and in turn optimise performance.

Accepting the view that the marketing process is centred on exchange between two parties (Hunt, 2002), it follows that exchange will take place between two (or more) parties when each party trades something of value in return for something of greater value. Consequently the logical conclusion is that value is the cornerstone of marketing (see for example Eggert and Ulaga, 2002; Holbrook, 2005). Perceptions of value can vary over time and experience (Eggert and Ulaga, 2002; Woodall, 2003; Sánchez-Fernandez and Iniesta-Bonillo, 2007). However, even though the temporal nature of value is widely acknowledged, research in this area has been largely overlooked, and while there is limited investigation within the b2b domain (see Flint et al., 2002; Beverland and Lockshin, 2003; Eggert et al., 2006) a literature search has been unable to identify any research that examines actual changes in perceptions of value within consumer research. Consequently, the aim of this study is to empirically examine the temporal stability (i.e., the nature and strength) of the functional relationships between value and its antecedents and outcomes. In order to address the above aim a theoretically grounded model is proposed. Based on common acceptance among researchers (see review by Woodall, 2003) value is conceptualised as the result of a 'trade-off' between benefits (get) and sacrifices (give). However, instead of treating value as a composite higher order construct the behaviours of its two components (get and give) with the following constructs are examined separately: service quality and personal values (terminal and instrumental) are modelled as determinants while satisfaction and intention are the outcomes of value. In addition the impact of knowledge (cognitive; Woodruff, 1997) and emotions (affective; Richins, 1997) as direct determinants of value and additionally as moderators of the value to satisfaction relationship is tested. The research was-conducted within the Higher Education sector among consumers of postgraduate education at a London business school. To test the temporal stability and pattern of development of the functional relationships between the value components and their above defined nomologically related constructs, related data were collected longitudinally from two sample of cohorts at three points in time (i.e., the beginning, middle and end of their studies) via a personally (Times 1 and 2) and internet (Time 3) administrated questionnaire. A total of 34 and 45 usable responses were collected from Cohorts 1 and 2 respectively over the three time points. The data were analysed using Partial Least Squares. Analysis indicates that the give component of value should be separated into money, and time and effort (denoted in this study as give). There is support for knowledge and emotions as direct determinants of the now three value components rather than as moderators of the relationships between these components and satisfaction. Comparisons between the two cohorts reveal the existence of a number of significant differences in the relative strength of corresponding relationships. Finally, in terms of the focal interest of this study, there is substantial evidence of the temporal nature of the functional relationships of the value components. Four of the hypothesised relationships are supported only at a single time point, while a number of significant changes in the strength of the functional relationships between the three points in time are identified. The research is considered to make the following contributions to the subject matter. It confirms the idiosyncratic nature of the value components in terms of their functional relationship with antecedents and consequences. It highlights the need to consider the location of monetary sacrifice within the give component. The existence of a time lag before some determinants have a significant impact on the formation of value is identified. There is tentative evidence to suggest that as consumption progresses, value is formed by a larger number of determinants. For the get component, significant variations in the strength of its functional relationships over time are found to exist.

While the transfer of "best practices" by MNCs is frequently regarded as contributing towards convergence, recent research has noted important changes in these processes, that is the diversity of the HR transfer process. While there is extensive literature on direct HRM transfers (forward diffusion) from a MNC BQ to a subsidiary, there is little on what happens when BRM transfers are mediated by a regional level. MNC regionalisation has been noted in the international business research (e.g. Perlmutter, Bartlett & Ghoshal 1989, Rugman, 2000, 2005, Schuh 2007). Authors have identified that MNCs are regionalising their business rather than operating at a country level or global level (Rugman 2002, Schuh 2007). However, how regionalisation makes impacts on HRM transfer has yet to be explored in IHRM research. Further, there has been a shortage of studies of HRM transfers in developing countries. This thesis seeks to chart some of the diversity in the transfer process. It is based on a study of a Swiss MNC, with a focus on the subsidiary in Sri Lanka and the regional HQ in India. The study outlines the changes in HR transfer that took place following regionalisation in the mid-1990s, specifically the thesis examines the impact of the introduction of a regional level, whereby HRM practice transfers to the overseas subsidiary are mediated by a regional headquarters (HQs). The thesis devised a combined model of direct and mediated HRM transfers, developed from Liu's model (2004). The Research Hypotheses (RHs) in the thesis viere concerned with the elements of cultural and institutional distances between the countries where Swiss Co, SwissCo SL and SAR HQs were located, MNC company level factors (subsidiary's strategic role, MNC structure and organizational culture compatibility), practice level factors (HRM innovation and knowledge characteristics), HRM transfer mechanisms (direct and indirect), employee implementation and internalisation, and reverse transfer. The thesis derived a set of research hypotheses (RHs) from the combination model and examined their support in the SwissCo case study before the MNC introduced regionalisation (direct transfers) and after the process (direct and mediated transfers). The thesis found support for some RHs, partial support for some, mixed support for some and limited support for others. The support found for some of the RHs varied by period. The thesis found strong support for the RHs that cultural distance and incompatible organizational cultures formed significant barriers to HRM transfer. Strong support was also found RH that HRM transfer Is easier where subsidiaries and employees perceived an HRM transfer to be of benefit to them. The thesis makes a contribution to the development of knowledge and theory on HRM transfers, especially for HRM transfer to a subsidiary taking place when a regional layer is present.

The changed economic environment in China, since 1978, has encouraged more and more individuals to start new businesses. Many are necessariiy small or medium-sized enterprises (SMEs). Until recently, research of the SME-sector in China nas been limited. It is now an active area. This thesis examines the role of entrepreneurship, in China's IT-software SMEs, in effecting technology transfer from local universities. An initial conceptual framework was generated to guide the investigation, based mainly on literature derived from western economies. The empirical phase of this exploratory study utilized a multi-strategy (mixed quantitative-qualitative) approach, using both secondary and primary data. The secondary data were used to depict the industrial background of the chosen sector, as it had developed. The primary data were collected via: a questionnaire among IT-software SMEs in two major clusters around Beijing and Shanghai and follow-up interviews with questionnaire respondents. There were three main findings as follow: Chinese software SMEs tended to be reluctant to adopt new technologies from local universities; there was a perceived knowledge gap between the parties. Those entrepreneurs, who did undertake such technology transfer, felt the process was badly impeded by lack of available finance, and expressed fears about poor protection of intellectual property rights (IPR) in China. The majority of the sampled SMEs acted opportunistically, taking advantage of government schemes to earn rapid returns mainly using extant technologies. In addition to these findings, and their more detailed elaboration, another significant contribution of the thesis is the development of a revised conceptual framework. This can act as a guide to future research, by whomever, on the role of entrepreneurship in the Chinese IT-software sector.

The aims of this study are to develop, justify and test a conceptual framework related to information and knowledge use by managers. This is currently a critical management area partly due to the extent of external change which has reduced the ability to rely on experience but also because of the increasing interest in evidence informed management which includes an emphasis on the effective use of information and knowledge resources. The literature review integrates the information and knowledge use literature from librarianship/information science and management with that of information and knowledge production and evidence informed management into one conceptual framework. The fieldwork has involved an exploratory testing of the elements of this conceptual framework by investigating: (a) what is the context of information and knowledge need including what situations provoke the explicit use of information and knowledge resources and what resources have been produced relating to these decision areas; (b) what are the intervening variables that affect information and knowledge seeking and use; (c) what are the information and knowledge seeking behaviours of managers; and (d) how is information and knowledge processed and used in the context of adoption of an evidence informed management approach. The research methodology consists of semi structured interviews with 28 managers from 3 National Health Service (NHS) trusts designed to test the conceptual framework but also enable participants identify other relevant issues. In addition to identifying general management issues related to use of information and knowledge resources, the study investigates use in relation to two contemporary strategic decision making areas: education and training and performance management. This study makes a particular contribution by identifying those decision making areas tending to lead to use of information and knowledge resources in a health context. It finds the most extensive use is of practice related resources and adds to the limited research on information literacy in a management situation. In addition, the study adds to the relatively few empirical studies associated with evidence informed management. It confirms evidence informed management as the appropriate label and determines the breadth of information and knowledge resources is relevant to this approach. Finally, the study makes recommendations to enhance NHS management practice in a number of areas. These include strengthening academic research; strengthening availability of practice related information and knowledge; developing skills and/or support for managers related to information and knowledge use; developing the production of systematic reviews; and improving organisational arrangements associated with information and knowledge resources. Also included is a dissemination strategy and identification of areas for future research.

Despite the high interest and the surge of research on knowledge transfer in the past decade, it is surprising that most of the existing studies have not presented a framework that could provide a satisfactory explanation for how knowledge is transferred from one unit or one organisation to another and how it is remained within the recipient unit or the recipient organisation. Such unclear and vaguely explained concepts and frameworks for knowledge transfer have become a major limitation of the research in this area. In order to fill the knowledge gap, this study aims to build a more comprehensive knowledge transfer framework that covers the key concepts of both knowledge transfer and learning, including the related social mechanisms and cognitive factors generally involved in the dynamic process of knowledge transfer. It particularly explores how knowledge transfer actually occurs in the real-life international joint ventures and investigates factors affecting the transfer process, in a hope that the findings would offer the creation of new concepts and essential guidance on knowledge transfer that can be generalised to other cases where the same phenomenon exists. This research employs a qualitative methodological approach to enrich the developed theoretical framework for knowledge transfer. A multiple-case study methodology, with a replication procedure, is used since it can provide both in- depth insights and compelling evidence. The cases selected include two Cambodian-based IJVs with the same Thai parent. Both cases are operating in the healthcare business, which is considered one of the most knowledge-intensive industries. The data for this study is collected through multiple methods of data collection, including in-depth interviews, documentation; and direct observation. The main findings of this study show general support for the developed framework and proposed propositions. They suggest that foreign parent's knowledge is transferred to the IJVs through the interaction between the sources and the recipients of knowledge. In addition, such transferred knowledge is shared in the organizational through a prolonged social interaction between direct recipients and other organisational members and is eventually institutionalised in the organisation if the organisational members continuously utilise the transferred knowledge. Moreover, the findings also reveal that the characteristics of knowledge, actors, and context can have an effect on the different phases of knowledge transfer.