Viral marketing is a form of online word-of-mouth (WOM) communication in which individuals are encouraged to pass on promotional messages through social websites. With the growing popularity of online social websites, viral marketing has increasingly garnered attention of marketers and marketing researchers alike. The two most important WOM attributes highlighted in the extant literature are volume and valence. This thesis looked into the cause, development and outcome of WOM marketing and provided computational models for forecasting the development of WOM volume and valence of viral marketing in social websites. With the data extracted from large-scale web-crawling activities, through a series of computer simulation experiments comparable to social websites, the author developed models to predict WOM volume and valence in viral marketing. The model for predicting WOM volume in viral marketing used theories of network topologies. The model for predicting WOM valence in viral marketing used an artificial neural network model. The author discussed the insights from the findings and suggested viral marketing strategies to optimize the performance of WOM volume and valence in social websites. A key contribution of this thesis is the new approaches of modeling and data collection for WOM volume and valance forecasting in viral marketing.

A substantial body of literature is written on the benefits of cross-functional integration between marketing and Supply Chain Management (SCM), nevertheless, a major gap was identified regarding concrete actions needed to be taken to effectively implement such integration and measures to realise and evaluate the integration's impact on performance. Previous research has failed to support the claim about the positive impact of marketing/SCM cross-functional integration on performance. This research proposes a framework to conceptualise marketing/SCM cross-functional integration in order to optimise Supply Chain Performance (SCP) and overall business performance through identifying a set of integrative marketing capabilities and a measurement taxonomy to assess the impact on performance. Due to the novelty of the research, scarce studies and limited cross-functional effective practices, purposive sampling of specific case studies had to be followed. The case studies were selected from the Egyptian Fast Moving Consumer Goods (FMCG) market. Five Multinational Companies (MNC) fulfilled a set of criteria to be used as the research case studies and to reflect a global perspective. The research was divided into three phases, exploratory, explanatory and descriptive. The exploratory phase used a semi-structured research approach. At the exploratory phase, the cross-functional integration status between the marketing department and the SCM departments was examined. Moreover, a set of integrative marketing capabilities was explored. These capabilities are claimed to have the ability to impact SCP and business performance if well aligned between the demand creation side of the organisation (marketing and sales) and the demand fulfilment side (SCM). In addition, a list of integrative practical SCP measurements were investigated at this phase in an attempt to compile a measurement taxonomy capable of assessing the impact of integrating/aligning the identified marketing capabilities with SCM. At the second phase, the explanatory phase, the study attempted to support the results of the exploratory phase. The explanatory phase was divided into two parts, Part A and Part B. This phase employed a more structured approach. Part A resulted in defining the strength of the relationship/influence between each identified marketing capability and each SCP attribute (reliability, agility, responsiveness, cost and asset management). Part B resulted in a proposed comprehensive measurement matrix of 28 Performance Indicators (PI) capable of assessing the impact of marketing/SCM cross-functional integration on SCP and business performance. Thus, a conceptual framework was developed to visualise the measured impact of marketing/SCM cross-functional integration on performance through illustrating the influence of integrating each marketing capability on each SCP attribute and that this influence can be measured by specific corresponding PI. Moreover, in order to practically illustrate a cross-functional integration process, a descriptive research phase was conducted. The integration processes of each case study were mapped and in-depth observations were undertaken to follow and understand the level and scheme of cross-functional integration between the marketing department and the SCM department at the case studies. The descriptive phase resulted in a practical cross-functional integration process model based on the best practices of the five MNCs. This research phase followed an unstructured research approach to fully comprehend the cross-functional integration phenomenon. Finally the cross-functional integration process of Unilever Mashreq, a core case study, was demonstrated and the results of its integrative Key Performance Indicators (KPIs) were shown in order to serve as a real life example reflecting the integration impact on performance. The research provides an original contribution to knowledge by developing a conceptual framework that can benefit companies by offering a tool to evaluate the effectiveness of the marketing/SCM cross-functional integration leading to improved SCP and overall business performance. Moreover, this research also presents a practical integration model to marketing and SCM executives with key cross-functional processes that facilitate implementing successful practices between the demand creation side of the organisation, the marketing department, and the demand fulfilment side of the organisation, the SCM department.

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This research attempts to investigate the use & applicability of lean thinking concepts in the food industry & to develop a strategy for the productive adoption of lean thinking in the food industry. In . order to investigate the application of lean manufacturing concepts in the food industry, a lean manufacturing framework comprising of lean goals, lean principles and lean practices, has been developed through a systematic review of the literature. Considering that the food industry is not one industry but a collection of several types of industry producing a diverse range of products and employing a varied range of processes, a food industry classification system is proposed on the basis of visits to various food plants and the available literature. To investigate specific issues pertaining to the adoption of lean concepts in the food industry, a multiple case study research strategy approach is selected for the research investigation. This research investigation includes fifteen case studies. Except for one case study of a vehicle plant the rest of the case studies relate to food manufacturing plants. The case study of a vehicle assembly plant was selected in order to undertake a comparison with the food industry. The fourteen food manufacturing plants and the one vehicle assembly plant have been studied through a visit tour together with interviews, documentation and a questionnaire. Each case study has been described with regard to product, market, raw materials and process aspects of a plant. Subsequently the case studies have been assessed in order to understand the degree of leanness by examining the status of lean practices. All the cases pertaining to the food industry were mapped on the food industry classification scheme to identify specific food industry types of each of the food plants. It is observed that the lean model widely adopted in a discrete manufacturing environment, particularly automotive, is not applicable as such in the food sector. Therefore, a lean approach consisting of lean principles, lean practices and lean vision has been suggested for continuous, batch and assembly type of the food industry which would enable food industry to stay competitive. The major contributions of this research are, the development of a lean manufacturing framework consisting of goals, principles and practices which can be used to assess the leanness of any manufacturing plant, the development of a food industry classification system which would help researchers and managers to better understand the specificity of the production systems, an investigation of issues pertaining to the use and applicability of lean manufacturing in the food industry to help the food industry take advantage of operational improvement initiatives to stay competitive in today's global market, the development of a lean approach comprising of lean principles, lean practices and lean vision for the food industry which would enable the managers to transform their plants into lean plants.

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This study describes the development and application of a framework to aid small manufacturing companies in the selection, improvement and implementation of production planning and control systems. The framework is developed from the existing literature, which indicates an almost total absence of similar frameworks for small manufacturing companies. The literature was categorised in a Supply Chain Management manner to facilitate close relations between companies when undertaking improvements to the production planning and control system. The framework involves an examination of four phases within a company. The first phase, the Current Reality, enables the company under study to undertake an in-depth audit of their existing production planning and control system. The framework provides focus for the small manufacturing company by identifying problems within the existing system. Problem-solving, via education and training, is an integral part of the framework, with phase two facilitating this by organising and planning for change. The third phase of the framework, the implementation provides the company with a choice of pursuing a software solution to the problems identified in the previous phases, or of simpler, incremental improvements in performance. The final phase, the feedback loop to the Current Reality phase enables companies to follow a programme of continuous improvement. A normal change implementation plan lacks the focus that this framework can provide for the selection and implementation of production planning and control systems. The framework has been validated in ten small manufacturing companies in the U.K., and has enabled one company to successfully select and implement a new computerised production planning and control system. The study reports the application of the framework in this company over a three year period. The advantages of using this framework in action research mode are reported. The other nine case studies highlight the ability of the framework to focus on smaller, incremental improvements in production planning and control performance. The empirical research also concludes that a lack of human resources to devote to improvements and implementations, is the main difference between large and small companies when undertaking such exercises. Recommendations for future work on the framework are presented, and the usefulness of the framework for managers in small manufacturing companies, consultants and academic researchers is discussed.

This thesis provides a conceptual framework of power in buyer-seller relationships. Power as the potential to influence (or resist) the actions of others is an integral part of social reality yet its conceptual development is limited in the inter-organisational literature, which is dominated by descriptive empirical studies. Gaps in the extant literature relate to; what constitutes power in buyer-seller relationships, its underpinning ontological position, what buyers and sellers seek to influence and what motivates them to use their power. To enable the complex nature of power to be empirically captured and to reduce ontological constraints, a mixed-method research design was used incorporating three phases. The first two phases were exploratory to allow the practitioner population to identify variables associated with the research questions. Based on these outputs a questionnaire was designed and used as the primary data collection method. Through factor analysis, the results provide evidence that power is pluralistic and composed of multiple embedded realities. Power is held by individuals, organisations and relationships. The conceptual framework of power developed in this research underlines the importance of separating the various elements of power. Despite identifying some differences in attitudes between buyers and sellers, the results demonstrate considerable consistency of opinion between roles. Through this research, contributions are made to the conceptual development of power in buyerseller relationships.

This submission addresses the change to the electronic environment in libraries. It presents eight selected research papers which cumulatively contribute to knowledge regarding the management issues arising from this change. The specific elements of the research programme focused primarily on changes in academic libraries and secondly in public libraries. The implications of changes in different countries were investigated. The research programme evolved over time, as its applicability and relevance extended to other players in the developing library electronic resources field. The need for effective communication and marketing regarding electronic resources was identified as key, and it became increasingly evident that libraries needed to adopt marketing techniques appropriate to the changing environment and different to those techniques traditionally used. The linked elements of the research programme involve managing changing user needs in line with a changing user base, which includes remote users, and the requirements for changing staff skills. Further elements include work in a virtual environment alongside a physical environment and collaboration and consortia working. The central aim of the research programme was to identify solutions for best practice, and funding was obtained for many of the research elements. Originality is demonstrated by investigation into an emerging area, using library websites at the time of their development and applying an experimental research technique. Research methods from different research paradigms - positivist and interpretivist - were employed. Quantitative data was obtained to establish hard facts. Qualitative approaches enabled the acquisition of multiple perspectives and understanding of social constructions of meaning and knowledge, such as respondents' attitudes, feelings and perceptions. The extent and modes of discussion with respondents facilitated triangulation of methods that resulted in multiple views for synthesis so as to clarify understanding. All of the research was underpinned by an on-going literature review, which was vital in order to assess both what existed and current developments. The research methods used were applied in a sequence of eight stages as the electronic environment in libraries developed. The research aimed to provide a fully rounded picture, investigating the issues arising from the introduction of electronic resources in libraries, and it achieved this by considering developments over a period of time just in excess of the past decade. The papers present findings that can be applied by players in the field of electronic resource provision. Foremost amongst these was the requirements for educating library users, often in a remote environment, in the use of the new electronic resources, which were derived and the vital importance of operating different marketing and communication techniques, which was demonstrated.

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No description available.