Journal articles on the topic 'Sales management Australia'
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Sethuraman, Kannan, and Devanath Tirupati. "Diecraft Australia." Asian Case Research Journal 08, no. 02 (December 2004): 187–213. http://dx.doi.org/10.1142/s0218927504000520.
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Diecraft Australia Pty. Ltd, a subsidiary of Tupperware, manufactured high-quality, high-precision, close tolerance plastic injection moulds for houseware products. Diecraft's major customer has always been Tupperware, which accounted for more than 90% of its turnover. In 2001, the company had sales in excess of A$23 million and was experiencing problems in meeting the targeted due dates. The case provides a detailed, step-by-step description of the order processing, engineering design and manufacturing process. It also discusses the procedures adopted for plant loading, scheduling and control. It identifies other problems which may explain its poor adherence to scheduled due dates. It brings out several key features of job shops and provides an opportunity to understand and appreciate issues relating to capacity planning, developing quotes for delivery and the detailed workings of the shop.
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Campbell, Ian. "Towards Customer Leadership." Australian Journal of Telecommunications and the Digital Economy 4, no. 4 (January 11, 2017): 133. http://dx.doi.org/10.18080/ajtde.v4n4.69.
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Today Australia's telecommunications market is strongly contested. Competitors with highly skilled, experienced and focused marketing teams battle for market position, market share and profit growth.This has not always been so.Telecom Australia was established in 1975 as the government owned national telecommunications carrier. Protected by regulated monopolies for network services and customer premises equipment, Telecom held perhaps 90% of the market. The predominantly engineering culture believed that it only needed a nominal marketing department and no sales force.In 1981 the monopolies were threatened. Telecom decided that it needed a sales force - quickly.This is a brief story of the building of that sales force over the first five years.In a government owned business steeped in the public service culture, strongly influenced by the public service unions and under a Labour government it was a grinding task.After five years the "subscribers" were more widely addressed and treated as "customers" and the sales force was operational. It was to be at least another six years before the sales force made the customers the focus of the business, and the skills, experience, management and culture of the force could match serious competitors in a de-regulated market.
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Campbell, Ian. "Towards Customer Leadership." Journal of Telecommunications and the Digital Economy 4, no. 4 (January 11, 2017): 133–71. http://dx.doi.org/10.18080/jtde.v4n4.69.
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Today Australia's telecommunications market is strongly contested. Competitors with highly skilled, experienced and focused marketing teams battle for market position, market share and profit growth.This has not always been so.Telecom Australia was established in 1975 as the government owned national telecommunications carrier. Protected by regulated monopolies for network services and customer premises equipment, Telecom held perhaps 90% of the market. The predominantly engineering culture believed that it only needed a nominal marketing department and no sales force.In 1981 the monopolies were threatened. Telecom decided that it needed a sales force - quickly.This is a brief story of the building of that sales force over the first five years.In a government owned business steeped in the public service culture, strongly influenced by the public service unions and under a Labour government it was a grinding task.After five years the "subscribers" were more widely addressed and treated as "customers" and the sales force was operational. It was to be at least another six years before the sales force made the customers the focus of the business, and the skills, experience, management and culture of the force could match serious competitors in a de-regulated market.
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Massenga, SE., MM, Magdalena. "TINGKAT KEPENTINGAN DAN KEPUASAN WISATAWAN AUSTRALIA TERHADAP PELAYANAN GARUDA INDONESIA PADA RUTE PENERBANGAN LANGSUNG AUSTRALIA-BALI." Jurnal Ilmiah Hospitality Management 4, no. 2 (February 5, 2018): 103–22. http://dx.doi.org/10.22334/jihm.v4i2.59.
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The growth of tourism sectors in Bali offers prospected bussinws opportunities to Garuda Indoninesia aircraft provides air transportation services from/to their homeland. As Australian tourist market is the biggest market in Bali, this study aims to explore the services performance, level of important factors of service performance of Garuda Indonesia at direct flight Australia –Bali route.Total 56 respondents contribute in this study which departed from several airport in Perth, Sydney, Tullamarine (Melbourne), Canberra, Adelaide, and Brisbane to Bali. Important-Performance Analysis used as approch in this study based on the recommendation of previous study by Martilla and James (1977). Service attributes measured in this study adopted from Garuda Indonesia service attributes which consist of 1) On Time Performance, 2) Website Service (www.garuda-indonesia.com), 3) Call Centre Service, 4) Sales Office Service, 5) Ticketing service at Airport, 6) Customer Service Desk, 7) Check-in service, 8) Arrival Assistance & Transfer Desk, 9) Executive Lounge Garuda, 10) Boarding Management, 11) In Flight Sales, 12) Cabin Crew Service, 13) Cabin Condition (Ambience & Cleanliness), 14) Seat Comfort, 15) Lavatory Cleanlines & Function), 16) Food & Beverage (Quality & Quantity), 17) In Flight Entertainment (Audio Video & Reading Material), 18) Cabin Amenity (Blanket, Towel, Pillow, Toilet Kit), 19) Baggage Service, 20) Complaint Handling, 21) Loyalty Program (for Frequent Flyer Program), 22) Overall Staff Greeting & Announcement.Research finding shows that there were 11 service attibutes catagorized as very important attributes, 11 others attributes catagorized as less important attributes, 19 service attributes performance met passengers expectation, and 3 attributes under passengers expectation.This study recommends Garuda Indonesia Management to retain service attribute’s performance which classified as in Quadran B, and ignores service attributes performance which classified as in Quadran D because of over valued by passengers.
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Trinh, Giang Tue. "The attendance at sporting events: A generalized theory and its implications." International Journal of Market Research 60, no. 3 (May 2018): 232–37. http://dx.doi.org/10.1177/1470785318774677.
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This article generalizes the well-known negative binomial distribution (NBD) theory to attendance behavior at sporting events. Using data from a large national survey across a range of sporting events in Australia, including Australian football, rugby league, soccer (outdoor), horse racing, motor sports, rugby union, cricket (outdoor), netball (indoor and outdoor), basketball (indoor and outdoor), harness racing, and dog racing, we show that the NBD is very robust in describing sporting event attendance behavior. This result has implications for sporting event marketing activities, such as which attendee segments should be targeted, how to increase ticket sales, as well as predicting future attendance behavior.
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Bonfrer, André, Pradeep K. Chintagunta, John H. Roberts, and David Corkindale. "Assessing the Sales Impact of Plain Packaging Regulation for Cigarettes: Evidence from Australia." Marketing Science 39, no. 1 (January 2020): 234–52. http://dx.doi.org/10.1287/mksc.2019.1164.
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Costello, Graham I., and Jörg H. Tuchen. "A Comparative Study of Business to Consumer Electronic Commerce within the Australian Insurance Sector." Journal of Information Technology 13, no. 3 (September 1998): 153–67. http://dx.doi.org/10.1177/026839629801300302.
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Electronic commerce is causing fundamental changes in the insurance sector. Inherent opportunities of this innovative sales channel are driving the development of a new customer relationship paradigm, development of new products, pursuit of low cost ‘self service’ strategies, and emergence of ‘virtual brokers’. The Australian insurance sector is well positioned to take advantage of electronic commerce due to the high level of PC penetration, high Internet usage, and extensive broadband infrastructure. The perception is that the Australian insurance sector is meeting these challenges. Surprisingly, despite the emergence of electronic commerce as a ‘hot topic’ in the information technology and insurance sector literature, little empirical research has been reported. Much of the extant literature can be criticized as being too generic and superficial. It is argued that until research is focused on specific aspects of electronic commerce, we will fail to capture meaningful insights. The aim of this research project is to develop a research framework appropriate for electronic commerce, research and to apply it to a specific sector (insurance), in a specific geographical region (Australia), using a specific electronic commerce, medium (Internet), for a specific purpose (business to consumer sale of risk products). The research objective is to discover which Australian insurance companies are using electronic commerce for what. The survey found that of the 21 largest Australian insurance companies only 18 have web sites. These sites are mainly used for promotional purposes and not for directly generating sales. Only six companies offer customer-specific pricing of their products. And of these, only four companies sell any of their products over the Internet. Paradoxically, despite pressing business drivers in the insurance sector and a favourable electronic commerce environment in Australia, these findings demonstrate a significant gap between appreciation of the importance of electronic commerce and realization of commercial potential. Whilst most Australian insurance companies are well aware of the special importance of electronic commerce, many fail to take full advantage. Although further qualitative research is recommended to understand why this is so, it is clear that a significant gap remains between the technical capabilities of electronic commerce and actual practice in the Australian insurance sector.
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Wang, Yufan, and Haili Zhang. "Achieving Sustainable New Product Development by Implementing Big Data-Embedded New Product Development Process." Sustainability 12, no. 11 (June 8, 2020): 4681. http://dx.doi.org/10.3390/su12114681.
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Literature suggests that new product development (NPD) has an impact on sustainable organizational performance. Yet, previous studies in NPD have mainly been based on “experience-driven”, not data-driven, decision-making in the NPD process. We develop a research model to examine how the big data-embedded NPD process affects the sustainable innovation performance of NPD projects. We test the proposed model and conduct the cross-national comparison using data collected on 1858 NPD projects in the United States of America (USA), the United Kingdom (UK), and Australia. The research findings suggest that big data-embedded business analysis, product design, and product testing increase sustainable innovation performance in all three countries. The study findings also reveal several surprising results: (1) in the USA, big data-embedded product testing has the highest effect on sales growth and gross margin, (2) in Australia, big data-embedded commercialization has the highest effect on sales growth and gross margin, and (3) in the UK, big data-embedded commercialization has the highest effect on second-year sales growth, first-year, and third-year gross margin; in addition, big data-embedded product testing has the highest effect on third-year sales growth and second-year gross margin.
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McMullen, Arthur L., and Warren Chung. "Not all barrels are created equal: understanding the difference between standards of regulatory disclosure can impact your investment decisions." APPEA Journal 57, no. 2 (2017): 506. http://dx.doi.org/10.1071/aj16048.
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Petroleum industry stakeholders rely on estimates of petroleum reserves and resources as a cornerstone for making informed strategic investment decisions. Whether assessing a property or corporate target in a mergers and acquisitions process, seeking or providing equity or debt financing, developing upstream or downstream projects, engaging in sales contract negotiations or satisfying regulatory disclosure requirements, a clear understanding of the basis of these estimates is critical. Worldwide, several standards of resource estimation are widely accepted (Society of Petroleum Engineers Petroleum Resources Management System (SPE-PRMS), Securities and Exchange Commission (SEC) guidelines and Canadian Oil and Gas Evaluation Handbook (COGEH)) and disclosure requirements depend on the regulatory jurisdiction (i.e. Australia, Australian Stock Exchange (ASX) Listing Rules Chapter 5; USA, SEC Regulation S-K; Canada, NI 51-101). Understanding the differences in these standards is imperative for correctly assessing value, development potential and project risks. Focusing on Australia, the United States of America and Canada, this presentation identifies key differences in these standards, and the potential implications affecting your strategic investment decisions.
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Wittwer, Glyn, and Kym Anderson. "COVID-19 and Global Beverage Markets: Implications for Wine." Journal of Wine Economics 16, no. 2 (May 2021): 117–30. http://dx.doi.org/10.1017/jwe.2021.13.
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AbstractThis article provides an empirical case study of the impacts of the COVID-19 pandemic on global beverage markets, particularly the wine sector. Both international trade and domestic sales have been adversely affected by temporary shifts away from on-premise sales by social distancing measures and self-isolation that led to the closure of restaurants, bars, and clubs, plus declines in international travel and tourism. Partly offsetting this has been a boost to off-premise and direct e-commerce sales. We first estimate those impacts in 2020 and their expected partial recovery in 2021 using a new model of global beverage markets. Further recent disruption to the global wine trade has been the imposition by China in late 2020 of prohibitive tariffs on its imports of bottled wine from Australia. Its diversionary and trade-reducing effects are compared with those due to COVID-19. (JEL Classifications: C63, D12, F14, F17, Q17)
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Georgievski, Alex, Jamie Hamilton, Giulia Gervasoni, and Priscilla Tan. "Sales and marketing of LNG is evolving. Are you prepared?" APPEA Journal 56, no. 1 (2016): 283. http://dx.doi.org/10.1071/aj15022.
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Australia is in the process of transitioning from the project build phase to the project operating phase in the LNG lifecycle. By 2020, the number of operating LNG trains will grow from nine to 21, and it is expected Australia will challenge to be the world’s largest exporter of LNG. LNG sales and marketing activity is expected to increase dramatically across the Asia-Pacific region. But what does this change mean for LNG players in the Asia-Pacific region? And what needs to be done to prepare for it? There is presently very little information available on how prepared LNG companies in the Asia-Pacific region are to undergo this transition. Equally, the maturity of the risk management and trading functions of the more established companies in the sector, and how much work less-experienced companies need to do to meet global standards, has been relatively opaque. To bridge this information gap, Deloitte conducted a targeted global survey of LNG participants, particularly focusing on their energy trading risk management (ETRM) maturity. Deloitte also sought the industry’s views on the changing market, and challenges and opportunities for the future. The results show the following: There is a significant divide between established global integrated multi-energy commodity companies and regional Asia-Pacific LNG companies in terms of their ETRM maturity. Organisations with existing marketing and trading functions covering commodities with more mature markets have been able to leverage past lessons and existing ETRM capability across their portfolios. For other companies without this experience in mature markets, the evolving developments and liquidity of global LNG markets presents both significant threat and opportunity. The transition in LNG markets, and the increase in sales and marketing activity, will place high demands on existing and new operations—and their owners—to establish and mature their marketing and trading functions. An ETRM framework is a crucial part of meeting these demands. In this paper the authors examine the background to this transition, what the essential components of an ETRM are, and how far away Asia-Pacific LNG players are from being prepared for transition and achieving maturity in this area.
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Richards, Daniel W., Helen Roberts, and Rosalind H. Whiting. "Female financial advisers: Where art thou?" Australian Journal of Management 45, no. 4 (December 30, 2019): 624–44. http://dx.doi.org/10.1177/0312896219896389.
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We investigate the gender imbalance in the financial advising industry by analysing 32 in-depth qualitative interviews of female and male financial advisers in Australia and New Zealand. Using the framework of organisational structures, advisers’ preferences and stereotypical discrimination, we identify barriers for women and the adaptive strategies they employ to overcome them. Findings show that sales-based structures, servicing client needs, difficulties networking, a dominant masculine management culture and the gendered nature of flexible work inhibit women’s careers in financial advice. Strategies to overcome these barriers are finding the ‘right’ manager, receiving mentoring, selective networking and establishing a partnership arrangement with another adviser. JEL Classification: M12, M14
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Xiang, Dong, and Andrew Worthington. "Finance-seeking behaviour and outcomes for small- and medium-sized enterprises." International Journal of Managerial Finance 11, no. 4 (September 7, 2015): 513–30. http://dx.doi.org/10.1108/ijmf-01-2013-0005.
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Purpose – Model finance-seeking behaviour and outcomes by Australian small- and medium-sized enterprises (SMEs) using firm-level panel data. The paper aims to discuss this issue. Design/methodology/approach – Using firm-level three-year panel data for more than 2,000 SMEs from the Business Longitudinal Database compiled by the Australian Bureau of Statistics, the authors estimate separate models for the seeking of finance (debt and/or equity) and the outcomes of finance seeking (successful or unsuccessful). Key explanatory variables include declared business focus (on financial, cost, operational, quality, innovation, and human resource measures), presence of business plans and other documentation related to successful finance seeking, innovation, indicators for family and foreign-owned businesses, and profitability. Control variables include sales, the number of employees, length of operations, export and import activity, government financial assistance, and industry classification. Findings – Business objectives together with a large number of firm-level characteristics, including firm age, size, industry and sales, profits, growth and exports, significantly affect both finance-seeking behaviour and outcomes. The authors find evidence that the pecking-order and agency cost theories of capital structure at least partly explain the financial behaviour of Australian SMEs. Research limitations/implications – Several of the responses in the underlying survey data are qualitative so the authors are unable to assess how the strength of these relationships varies by the levels of sales and profitability. Practical implications – The findings show that business objectives significantly affect SME finance-seeking decisions and outcomes. SMEs that focus on profitability or growth have a strong willingness to seek additional finance; in comparison, SMEs that focus on the quality of their products or services are less likely to apply for additional finance. As only half of the SMEs in the sample considered profitability or growth to be a major business focus, core business objectives greatly affect SME financing decisions. Further, pecking-order theory not trade-off theory better explains the financial behaviour of SMEs, yielding evidence that SMEs continue to face financial constraints when pursuing growth. Some evidence also of agency cost theory in the positive effects of family ownership on debt seeking. Originality/value – One of very few studies to examine finance seeking by SMEs, especially in Australia. Further, only study known to include declared business strategy, presence of business plans and other finance-related documentation and innovation in addition to the usual focus on growth and profitability to explain financing behaviour. Very large panel of longitudinal data used to explain financial decision making over time.
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Ma, Xiao, Zhe Zhang, Yan Han, and Xiao-Guang Yue. "Sustainable Policy Dynamics—A Study on the Recent “Bust” of Foreign Residential Real Estate Investment in Sydney." Sustainability 11, no. 20 (October 22, 2019): 5856. http://dx.doi.org/10.3390/su11205856.
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We undertook an autopsy of the drivers of individual foreign real estate investment ‘bust’ in Australia through a new theoretical lens of ‘habitus’. Our autopsy data drew contours around the individual foreign real estate capital ‘boom and bust’ cycle, as well as the long-term commitment of professionals in the real estate sector to Australia’s real estate market. More specifically, we showed that the foreign capital ‘boom and bust’ cycle began in earnest in about 2010 (starting at A$8.7 billion), grew to A$72.4 billion in 2016–2017, and then declined to A$12.5 billion in 2017–2018. This decline in foreign capital into Australian real estate occurred within a domestic real estate market in Sydney that also started to slow in 2017. Based on 20 semi-structured interviews with real estate professionals in Sydney and public material culture data, we found out that the off-the-plan apartment sales and global policy landscape changes contributed to the decline of foreign real estate investment in Australia. The three possible implications for Sydney’s future residential real estate development: (1) The loss of investors, (2) the evolution of the labor force, and (3) the diversification of housing products, have been raised as part of a future research road map.
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Leggate, William, Robert L. McGavin, and Tom Lewis. "An assessment of native forests in Queensland for the potential supply of small-diameter, peeler logs for spindleless lathe rotary-veneer processing." BioResources 14, no. 4 (October 16, 2019): 9485–99. http://dx.doi.org/10.15376/biores.14.4.9485-9499.
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Spindleless lathes have shown great potential for the efficient conversion of small native forest logs in Australia. However, a major impediment to the further commercial adoption of this processing approach for native forest small-diameter logs is the absence of reliable and available data on the quantities of logs possibly available and suitable for this purpose. This study undertaken in hardwood and white cypress pine (Callitris glaucophylla) native forests and at sawmills in Queensland, Australia, demonstrated that there are potentially substantial quantities (up to 10.5 m3 per hectare of Crown native hardwood, 14 m3 per hectare of private forest hardwood and 75,000 m3 per year of Crown white cypress pine) logs suitable for spindleless lathe rotary veneer processing. However, access to and utilization of these logs will depend on many factors including accommodating Government policies and log supply agreements; potential alterations in the code of practice for native forest harvesting, silviculture, tree marking and sales practices; diversion of logs from other uses; and development of appropriate log specifications.
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Aluko, Bioye Tajudeen. "RELIABILITY OF MORTGAGE VALUATION FOR INSTITUTIONAL LENDING IN NIGERIA." International Journal of Strategic Property Management 8, no. 4 (December 31, 2004): 193–203. http://dx.doi.org/10.3846/1648715x.2004.9637517.
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The growing number of distressed banks in Nigeria and the recognition of mortgage valuation as a measure of investment performance of collaterals to mitigate the risks of loan underwriting process necessitates this study. It examined whether open market valuations of mortgage properties were a good proxies for their sale prices. Pooled data, involving 121 open market sales during the period 1994 to 2002, on property transactions in the study area with their corresponding contemporaneous valuations were gathered from the estate surveying and valuation firms, the lending institutions and the Nigerian Deposit Insurance Corporation. The data emanating therefrom were analysed with the aid of multiple regression models. The study revealed, amongst other things, that open market valuation for mortgage is a good proxy for their transaction price in the study area; although, the accuracy is not as good as what obtains in U.K, U.S.A. and Australia.
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Graves, Chris, and Yuan George Shan. "An Empirical Analysis of the Effect of Internationalization on the Performance of Unlisted Family and Nonfamily Firms in Australia." Family Business Review 27, no. 2 (June 17, 2013): 142–60. http://dx.doi.org/10.1177/0894486513491588.
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The purpose of this study is to compare the performance of unlisted family and nonfamily small and medium-sized enterprises (SMFEs and non-SMFEs) and the effect of internationalization on their relative performance. Results of the regression analysis of 4,217 firms with 11,821 observations over a 3-year period found that SMFEs achieved a higher return on assets as a result of having a superior return on sales. Also, although the results indicate that internationalization had a significant negative effect on the return on assets of SMEs overall, this was not the case for SMFEs, and the results suggest that SMFEs perform better in the international marketplace. These results were consistent across different definitions of family business employed. Implications for future research are explored.
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Karim, Shakir, and Ergun Gide. "Barriers to adopting E-commerce with small to midsized enterprises-SMEs in developed countries: An exploratory study in Australia." Global Journal of Information Technology: Emerging Technologies 8, no. 1 (May 15, 2018): 24–36. http://dx.doi.org/10.18844/gjit.v8i1.3438.
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AbstractThe paper aims to provide an insight about barriers affecting e‐commerce adoption with small to midsized enterprises (SMEs) in Australia. The objective of this research is also to consolidate the factors and determine the level of influence, either positively or negatively from the adopter’s perspective, on the adoption decision. This study also examines the factors influencing e-commerce adoption decisions in small and medium enterprises (SMEs) in Australia. Three groups of factors influencing adoption decisions are identified, including organisational, technology and environmental barriers influencing e‐commerce adoption and implementation in Australia. This paper mainly has used secondary research data and methods to provide a broad investigation of the barriers in Australia, how to overcome the hurdles in SMEs of Australia necessary for SMEs to help facilitate e-commerce adoption. The research is subject to academic journal articles, project reports, media articles, corporation based documents and other appropriate information. In future, questionnaire‐based survey and interview will be conducted with small to midsized businesses in Australia about e‐commerce adoption and implementation. The finding says that one of the most vivid implications of e-commerce for SMEs is the potential for external communication and information gathering for market and product research. However, the most common limitation of e-commerce in Australia is that e-commerce is mainly used for payment purposes only. The study has found that the historical relationship problems between Business Link and SMEs are still causing problems. Cost was not seen as an inhibitor to adopting e‐commerce. Some evidence is emerging that e‐commerce may be able to save failing or struggling businesses. Other unexpected outcomes are that e‐commerce had social benefits for SMEs’ owners in reducing working hours yet still increased sales. The findings also show that in Australia, organisations and manager’s characteristics, perceived benefits, organisational culture, organisational IT competence, technological competency, IT support, availability of financial support, management commitment/support, external pressure and cost of adoption are significant predictors of e-commerce acceptance in the SMEs and have significant relationships with e-commerce adoption in Australia
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Warburton, A. M., and S. E. Singleton. "THE EMERGING MARKET IN CARBON CREDITS IN AUSTRALIA." APPEA Journal 47, no. 1 (2007): 347. http://dx.doi.org/10.1071/aj06025.
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Climate change policy in Australia is in a state of upheaval.The Federal Government, after years of opposing mandatory carbon constraints, has changed tack and is now investigating emissions trading as a possible means of reducing greenhouse gas emissions.With a federal election looming, the Labor Opposition has committed to ratifying the Kyoto Protocol and reducing greenhouse gas emissions by 60% (against 1990 levels) by 2050. Not to be left out, the State governments say they will introduce an emissions trading regime themselves, if the federal government of the day does not move quickly enough.It now seems clear that there will be some form of carbon price signal in Australia within the next five to 10 years. What is unclear is the form that the carbon constraints might take.Amid this policy uncertainty, large energy producers and users are starting to invest in emissions reduction projects in Australia, as a form of risk management for potential future carbon liabilities. These projects are unusual in that the carbon rights that are being traded are not recognised under any existing Australian statutory scheme, nor are they part of the Kyoto mechanisms. Consequently, they are not recognised by law and do not have any real value today. Their value is largely potential future value under some form of emissions trading scheme or carbon tax regime (which places a price on carbon emissions).These projects raise some novel issues for project developers and purchasers. What is the carbon right that is being sold? How do you frame it to maximise flexibility for use under a future carbon constraint regime?How do you ensure ongoing validity of the carbon right for an indefinite period into the future? For carbon sink projects, the purchaser will want some comfort regarding permanence of abatement of CO2 emissions.Project developers are often small start-up companies with few assets and limited cash flow. They may not be in a position to offer securities for performance. What mechanisms can a purchaser use to assist with start-up funding and also secure the rights they are purchasing?What pricing structures are available, particularly for future sales, against the background of a possible future carbon market?What obligations should the developer/seller have in relation to verification, monitoring and reporting of avoided emissions?How might projects be structured to involve multiple buyers to support the project and facilitate development of a market?
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D. Carson, Kerry, David S. Baker, and Patricia A. Lanier. "The role of individual cultural traits and proactivity in an organizational setting." Management Research Review 37, no. 4 (March 11, 2014): 348–66. http://dx.doi.org/10.1108/mrr-12-2012-0269.
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Purpose – The purpose of this research is to assess the impact of espoused individual cultural traits on proactive behaviors within an organizational environment. While there have been many reports about the positive outcomes of proactivity, there is much less known about the antecedents, particularly those related to culture. Design/methodology/approach – Sales employees (n=147) in a multi-national organization from Australia, Canada, New Zealand, the UK, and the USA were surveyed to assess the impact of cultural trait influences on proactive behavior at the individual level. Using linear regression and partial least squares structural equation modeling, three independent variables were found to be significant antecedents to proactive behavior. Findings – Long-term orientation positively influenced proactive behaviors as did uncertainty avoidance. Uncertainty avoidance was hypothesized to have a negative impact on proactive behaviors, but the results of this study implied that individuals found it safer to adjust to a fluid environment rather than to remain inflexible. No relationship was found between power distance and proactivity. Masculinity was found to be positively related to proactive behaviors but collectivism was not. Research limitations/implications – The results of this study should be limited to its own population and not generalized to larger, more culturally diverse populations which were not represented in the sample. Practical implications – This study provides better understanding of managerial proactive behavior related to cultural traits, particularly in the domain of field sales. Originality/value – This study is unique in that it explores individual proactivity in an organizational selling environment related to cultural traits at the individual level.
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Rugoho, Innocent, Hayden Lewis, Muhammad Islam, Andrew McAllister, Gemma Heemskerk, Andrew Gourley, and Cameron Gourley. "Quantifying dairy farm nutrient fluxes and balances for improved assessment of environmental performance." Animal Production Science 58, no. 9 (2018): 1656. http://dx.doi.org/10.1071/an16440.
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Excess nutrients are challenging the long-term sustainability of grazing-based dairy farming. Whole-farm nutrient-mass balance (NMB) is a well recognised approach to improve on-farm nutrient management decisions. In the present paper, we use a standardised approach for quantifying NMB on grazing-based dairy farms, using a newly developed online tool. Preliminary evaluation, using selected farm data from a previous Australia-wide dairy-farm nutrient study, demonstrated highly comparable estimates of farm area, nutrient fluxes and NMB, with substantial efficiencies in time and sample analysis. Nutrient mass balances were also determined on 16 diverse dairy farms across the five major dairy regions of Victoria, Australia. These results highlighted the importance of purchased feed, fertiliser and milk sales, as major sources of nutrient inputs and outputs, with whole-farm NMB for the 16 dairy farms ranging from 185 to 481 kg/ha for nitrogen, 12–59 kg/ha for phosphorus, 9–244 kg/ha for potassium and –6–55 kg/ha for sulfur. Current industry adoption of the NMB tool has confirmed the benefits of a standardised and efficient collation and processing of readily available farm data to inform nutrient management decisions on commercial dairy farms. We suggest that the standardised assessment of nutrient fluxes, balances and efficiency, as well as feed- and milk-production performance at the whole-farm level, provides dairy farmers, farm advisors and industry and policy analysts with the ability to determine industry-wide goals and improve environmental performance.
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Eves, Chris. "The long‐term impact of flooding on residential property values." Property Management 20, no. 4 (October 1, 2002): 214–27. http://dx.doi.org/10.1108/02637470210444259.
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Current planning schemes in Australia identify areas that are potentially liable to flooding. This identification of flood‐liable land is based on flood height levels over time. Throughout New South Wales (NSW) this measure of flood affectivity is determined by three classifications. These classifications also influence the development of residential property within these flood areas. Prospective purchasers are advised of this flood zoning, when a full title search is carried out. However, as these properties are often located on the flood plain, but not within sight of the river, flooding can appear visually remote to the uninformed buyer. This study analyses residential house sales in flood‐prone areas and compares price movements of these houses with similar houses in immediate adjoining areas that are not affected by flooding. The analysis covers the period 1984 to 2000, which includes the last major floods in Sydney during 1990. This study period determines what impact a major flood has on residential housing prices and whether this effect is ongoing or decreases, the longer the area is free from flood affectivity.
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Cheuk, Ka Po, Saša Baškarada, and Andy Koronios. "Contextual factors in knowledge reuse." VINE Journal of Information and Knowledge Management Systems 47, no. 2 (May 8, 2017): 194–210. http://dx.doi.org/10.1108/vjikms-10-2016-0056.
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Purpose This paper aims to answer calls for more research on how contextual factors influence the effectiveness of knowledge reuse. Design/methodology/approach The findings are based on an in-depth case study conducted in the sales department of a large white goods company in Australia. Findings Six contextual factors identified include purpose, time pressure, language, accessibility, author and date. A mismatch in purpose between knowledge creation and reuse is most likely to reduce knowledge reuse effectiveness. Time pressures may lead to an increase in errors associated with search question definition as well as knowledge search and selection, while unfamiliar language is likely to lead to misinterpretations of content. Knowledge accessibility issues are of particular concern in time-sensitive situations. Authorship and creation date information may facilitate knowledge reuse by allowing consumers to filter unwanted knowledge. Originality/value This study contributes to knowledge management theory by providing an exploration of the ways in which contextual factors influence knowledge and reuse effectiveness, and of the possible relationships between those factors. The paper also provides knowledge management practitioners with tangible guidelines on how to increase the effectiveness of organizational knowledge reuse.
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Kireyenka, N. V. "Models of agrarian business development in international practice." Proceedings of the National Academy of Sciences of Belarus. Agrarian Series 59, no. 1 (February 9, 2021): 22–40. http://dx.doi.org/10.29235/1817-7204-2021-59-1-22-40.
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In conditions of the world economy globalization, regional trade and economic integration of countries, and increased sectoral competition, agricultural business remains a strategically important branch of the national economy of any state. Its activities are based on the regulatory legal framework for creation and functioning of agro-industrial complex entities, state regulation and support of agriculture, development of rural areas, food export incentive, formation of external and internal trade infrastructure. The world agrarian economy demonstrates the use of various models of efficient agro-industrial production management, providing for solution of national food security and increasing the export potential of the industry. The paper presents typology of agriculture by types of land use at various levels of social and economic development of countries, identifies the main world producers, exporters and importers of agri-food products. Review of the state regulation system and support of commodity producers in Australia, Argentina, Brazil, the European Union, India, Indonesia, Canada, China, Russia, and the United States has been carried out taking into account implementation of the international rules of the World Trade Organization. Various types of agricultural business models, sales systems, depending on production specialization of individual states, regions, enterprises and aimed at development of vertical integration, combination of marketing and logistics functions within one company, changes in the commodity structure along the sales channels in the domestic and foreign markets, have been systematized. The competitive advantages of the Republic of Belarus in the context of development of priority areas of agricultural business have been substantiated and the key risks having significant impact on the strengthening of production, sales and export potential have been analyzed. The issues Covered in the paper are of interest in preparation of draft state programs for social and economic development of the national agro-industrial complex, strategy in the field of export of agricultural products and food products for the period up to 2025.
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MAZZAROL, TIM. "PARTNERSHIPS — A KEY TO GROWTH IN SMALL BUSINESS." Journal of Enterprising Culture 07, no. 02 (June 1999): 105–25. http://dx.doi.org/10.1142/s021849589900008x.
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The conventional image of the small business owner is that of a highly independent individual, taking risks and 'doing it tough' with limited assistance from others. However, research conducted in the United Kingdom and Australia with high performance small firms suggest that this is not so. A multivariate data analysis of the relationship between business management practice and sales growth performance identified the importance of partnering. This refers to the process of working in partnership with people who affect the business. Partnering involves creating and maintaining partnerships with everyone who affects your business. Working in partnership involves the creative talents and energies of everyone who can affect your business. The effect is that everyone, from staff through to supplier and customers, works together for mutual gain. These findings suggest that the owner of a small business needs to view himself or herself less as a lonely, isolated battler and more as someone who can gain from partnering. A willingness to seek strategic alliances can prove a valuable source of potential growth for small firms.
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Gibb, Jenny, Heather Connolly, Eva Collins, and Kathryn Pavlovich. "Nice guys making Nice Blocks." Journal of Management & Organization 22, no. 1 (April 23, 2015): 133–37. http://dx.doi.org/10.1017/jmo.2015.10.
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Like so many New Zealand stories, it began with a small, but innovative idea. One weekend at the beach, Tommy said to his friend James, ‘Why isn’t there a decent fruit juice ice block for sale?’. A market opportunity was obvious and the boys decided why not? The ‘Nice Blocks’ name and the ‘Tommy and James’ concept was developed. The company was registered in August 2010 and was New Zealand’s first Fairtrade-certified ice block company. Chris Morrison, a New Zealand pioneer of organic and Fairtrade opportunities (e.g., Phoenix Organics, All Good Bananas and Kokako Organic Coffee), joined them as a third partner in 2011, and since then two other partners have also joined the team. Nice Blocks led to Nice Cream, a coconut-based ice cream. Something nice had begun.Even without a formal business plan, Tommy and James knew that if the company was to grow they needed to think big. After working in rented cafe space, in November 2011 they took the plunge and entered a 3-year sublease on an export-quality production facility, which included a fully equipped kitchen and office spaces, along with separate space for the ice block making and refrigerated storage. In this new space, the partners installed a 40-foot-long ice block machine that led the company to quadruple its output overnight. According to James, they had the second-largest capacity to make ice blocks in New Zealand, after market leader Tip Top. The pair employs five additional staff in the summer, making a total of 10 staff.In April 2014, Tommy and James were deciding whether to focus on growing their New Zealand market share or to enter the Australian market. According to Tommy, ‘If we are to keep achieving our sales, which we have done all summer, where our growth is about 15% a month we will meet all the models that we put in place to have enough capacity to export to Australia. But we don’t want to move too fast’.
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Hörisch, Jacob, Roger Leonard Burritt, Katherine L. Christ, and Stefan Schaltegger. "Legal systems, internationalization and corporate sustainability. An empirical analysis of the influence of national and international authorities." Corporate Governance: The International Journal of Business in Society 17, no. 5 (October 2, 2017): 861–75. http://dx.doi.org/10.1108/cg-08-2016-0169.
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Purpose This paper aims to compare the influence of different legal systems on corporate sustainability management practices. Against the background of growing internationalization of business activities, it additionally considers whether internationalization allows companies to circumvent the influence of national authorities. Design/methodology/approach Three legal systems are compared using regression analyses of more than 200 large corporations in five countries: common law (USA and Australia), German code law (Germany) and French code law (France and Spain). Findings The impact of national and international authorities is found to be strongest in French code law countries. In addition, the influence of international authorities is stronger for corporations with higher shares of international sales. For both national and international authorities, the degree of internationalization is found to moderate the influence of the legal system on corporate sustainability practices. Practical implications The legal system in place influences the relative effectiveness of national and international authorities over company sustainability practices and needs to be taken into account in policymaking. To be effective, international authorities need to work with or substitute for national authorities in promoting corporate sustainability practices in countries depending on their legal systems. Originality/value This research applies and quantitatively tests La Porta’s (1998) framework on legal systems in the new context of corporate sustainability.
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Sethuraman, Kannan, and Devanath Tirupati. "Melbourne Pathology." Asian Case Research Journal 11, no. 01 (June 2007): 141–59. http://dx.doi.org/10.1142/s0218927507000850.
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Melbourne Pathology, a subsidiary of Sonic Health Care, provided a comprehensive range of pathology services as an aid in the diagnosis and treatment of patients in Melbourne and Central Victoria. In a capped funding and highly regulated market such as the pathology service market in Australia, the only way in which the sales of a provider could grow was usually at the expense of another provider. To combat this situation, Melbourne Pathology opted to compete by providing higher quality service and faster turnaround time. The recent results of Melbourne Pathology, however, indicated that although the average turnaround time was within the promised targets, significant percentage of jobs in routine category and over 10% of jobs in the urgent category failed to meet the established targets. The case is primarily intended to illustrate the impact of demand distortions in a service setting that arise due to lack of coordination among various entities in the service value chain and a failure to have an integrated perspective that aligns all departments towards a common goal. This phenomenon is similar to the bullwhip effect in supply chains of manufactured products which has received considerable attention during the past decade. The case provides opportunities for students to develop corrective actions to mitigate this problem.
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Aluko, Bioye Tajudeen. "ACCURACY OF AUCTION SALE VALUATIONS IN DISTRESSED BANK LENDING DECISIONS IN NIGERIA." Journal of Business Economics and Management 8, no. 3 (September 30, 2007): 225–33. http://dx.doi.org/10.3846/16111699.2007.9636172.
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Of all the sub‐sectors of the national economy, the banking industry and the property market have arguably been most severely affected by the current recession. Thus, the prevailing credit crunch in real estate finance and market conditions have implication for disposal and valuations of real estate for mortgage purposes. The study examined whether forced sale valuations of mortgage properties were a good proxy for their auction sale prices. Relevant data involving 67 auction sales of foreclosed residential property transactions together with their contemporaneous forced sale valuations were pooled together in Lagos Metropolis during the period 1994 to 2003 from sample of estate surveying and valuation/auctioneering firms, the lending institutions and the Nigeria Deport Insurance Corporation. The data obtained were analyzed with the aid of frequency distributions and multiple regression models. The study revealed, amongst others, that forced sale values are not good proxies for auction sale prices as against the conclusions of previous studies on accuracy of open market valuations either in Nigeria or other countries like UK, USA and Australia. The implications of the foregoing conclusions on the lending decisions and valuation profession in the country were further examined in the paper.
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Sprajcer, M., S. Appleton, R. Adams, T. Gill, S. Ferguson, G. Vincent, J. Paterson, and A. Reynolds. "P114 How should we classify on-call workers? A proposed taxonomy for modern working arrangements." SLEEP Advances 3, Supplement_1 (October 1, 2022): A66—A67. http://dx.doi.org/10.1093/sleepadvances/zpac029.183.
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Abstract Introduction Research and guidance materials addressing on-call work typically focus on a narrow set of industries (e.g., emergency services, healthcare). However, modern working arrangements are changing. The casualisation of many industries, combined with the rise in online and app-based working arrangements, means that many workers who can be called to work are not included in current on-call literature. We therefore present a proposed taxonomy for classifying a broader range of on-call workers, based on the work and sociodemographic characteristics of on-call workers in Australia. Methods Work arrangements and sociodemographic factors of 1057 Australian adults were assessed in a survey. Questions addressed on-call work undertaken in the previous three months, occupation, work hours, and any non-standard working conditions. Results At least one workday characterised as ‘on-call’ was reported by 45.5% of respondents, with a higher prevalence in younger individuals (63.1% of respondents aged 18–24 years reported working on-call). On-call work was reported in a range of industries, including management, community and personal service workers, sales workers, machinery operators, and drivers. Discussion Findings suggest that previous reports of on-call work prevalence (typically based on traditional on-call industries such as emergency services) likely underestimate the proportion of individuals who consider themselves on-call workers. As a result, on-call work requires a novel classification system that is able to capture non-traditional on-call work and can differentiate between types of on-call working arrangements. A taxonomy including traditional on-call work, gig economy work, relief, or unscheduled work, and out of hours work is presented.
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Foti, Lianne, and Avis Devine. "High Involvement and Ethical Consumption: A Study of the Environmentally Certified Home Purchase Decision." Sustainability 11, no. 19 (September 27, 2019): 5353. http://dx.doi.org/10.3390/su11195353.
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Sustainable and energy efficient (SEE) attributes in the housing market have become a focus in Canada. Similarly, understanding the consumer’s decision-making process of this high-involvement ethical product has become a burgeoning area for researchers. This study describes the development of the subject, highlighting the nature of the ethical decision-making process and how it relates to this known intention–behaviour gap. An observation, followed by two studies consisting of in-depth interviews with real estate agents and sales representatives (n = 15) and home purchasers/consumers (n = 15), were conducted. Transcriptions were analysed qualitatively with NVivo Pro 12 software (NVivo Pro 12, QSR International Pty Ltd, Melbourne, Australia). Inductive thematic analysis revealed two main driving themes: information and trust in seller/realtor. Attribute investment return uncertainty was identified as a theme that affects the strength of the relationship between purchase intention and behaviour, whereas the trust in seller/realtor speaks to how and why this effect occurs. The findings present relationships among the driving factors that were identified by realtors and consumers in the SEE housing market, as well as barriers (investment return uncertainty) that prevent consumers from purchasing high-involvement ethical products.
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Goncharuk, Anatoliy G., and Natalia Lazareva. "International performance benchmarking in winemaking." Benchmarking: An International Journal 24, no. 1 (February 6, 2017): 24–33. http://dx.doi.org/10.1108/bij-07-2015-0071.
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Purpose The purpose of this paper is to study winemaking efficiency with the help of international performance benchmarking and to finding ways for its improvement. Design/methodology/approach In this research, three models of data envelopment analysis (DEA) and other tools of international performance benchmarking are used to analyse the efficiency of wine companies. Return to scale (RTS) and scale efficiency, labour and capital productivity and some other indicators are examined. The research is based on a sample of 36 wine companies from 15 countries. Findings International benchmarking expands performance improvement for domestic companies. The most efficient wine companies are originated from Germany, USA and New Zeeland. Scale inefficiency and increasing RTS for most of the wine companies was identified. Only three wine companies have decreasing RTS (those from UK, Australia and France). To increase relative efficiency, these companies need to reduce the output and sales as their costs are growing faster than the revenues. A huge potential for cost reduction and efficiency growth within Ukrainian wine companies was revealed. Research limitations/implications The research is limited to a single industry. This is explained by the requirement of technology (product, service) homogeneity while using DEA tools. Practical implications Study results include the data and recommendations to develop winemaking. These results can be used by wine companies’ management, present and potential investors and proprietors, regulative public authority, e.g. to improve efficiency in winemaking. Originality/value This is the first paper that adapts various DEA models to measure efficiency in the wine industry of Ukraine and the tools of international performance benchmarking for wine companies around the world.
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Day, R. W., R. F. Prefontaine, P. A. J. Bubendorfer, M. H. Oberhardt, B. J. Pinder, D. J. Holden, and R. A. Gunness. "DISCOVERY AND DEVELOPMENT OF THE KOGAN NORTH AND TIPTON WEST COAL SEAM GAS (CSG) FIELDS, SURAT BASIN, SOUTHEAST QUEENSLAND." APPEA Journal 46, no. 1 (2006): 367. http://dx.doi.org/10.1071/aj05020.
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In 2001, Arrow Energy NL, a fledgling coal seam gas (CSG) explorer, drilled the first wells of a multi-well exploration program in two Authorities To Prospect (ATP) permits—ATPs 683P and 676P—that covered an area totalling 13,817 km2 of the Jurassic Walloon Coal Measures in the eastern Surat Basin. The objective was to discover significant CSG resources and, if successful, to commercialise to reserve status. Early exploration success in 2002 saw the discovery of the Kogan North and Tipton West CSG fields. This paper reviews the discovery and subsequent appraisal and development work that Arrow Energy has completed to establish production from these fields.By 2004, Arrow Energy had independently certified Probablereserves in the Kogan North field of 85 PJ, and Possible reserves of 157 PJ. Results from a five-well CSG pilot operation demonstrated the feasibility of commercial gas flow rates sufficiently to justify commercialising CSG from the Walloon Coal Measures in the Kogan North field. Under the terms of a staged development agreement, CS Energy Ltd—Queensland’s largest electricity generator—farmed into the Kogan North Project to earn a 50% interest in PL194 and an adjoining portion of ATP 676P by funding A$13.1 million of the project’s development and appraisalcosts. The funds provided by CS Energy covered the majority of the development costs required for Arrow’s Kogan North development project. The initial gas sales contract from Kogan North will supply sales gas of 4 PJ/a for 15 years to CS Energy from March 2006. Arrow Energy retains the remaining 50% interest and operates the project.With 25 PJ Probable, 90 PJ Probable and 1,980 PJ Possiblegas reserves certified independently, the Tipton West field could potentially be one of the largest onshore gas fields in eastern Australia. Final appraisal of the Tipton West field is currently underway with financial close on the development expected in late 2005. Beach Petroleum Ltd has entered into an agreement to fund the A$35 million required for upstream developmentto supply the initial 10 PJ/a sales gas from the field in 2007, in exchange for 40% interest in th Dalby block of ATP683P. Arrow Energy retains the remaining 60% interest and operates the project.Diligent environmental and land management systems are required with the development of any CSG field. For example, formation water produced from CSG activities needs to be managed effectively. To deal with this water Arrow Energy is developing and implementing several innovative strategies, including forced evaporation dams, water supply to local coal-washing plants and trialling desalination plants to provide drinking water for nearby towns, aquaculture and stock watering.Arrow Energy has also implemented a Cultural Heritage Management Plan within the development areas in cooperation with the local indigenous claimant groups, the Western Wakka Wakka and the Barunggam peoples. The plan was designed to minimise risk of any disturbance to indigenous artefacts and areas of significance during the exploration, construction and ongoing operations associated with the development of both gas fields.The discovery and future development of the Kogan North and Tipton West fields has been achieved by using an appropriate mix of geological evaluation, efficient drilling techniques, innovative well completion methods and successful marketing strategies, integrated with cooperative environmental and cultural heritage management systems.
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Pecotich, A., and I. F. Crockett. "Sales management succession in the Australian context." International Journal of Research in Marketing 5, no. 1 (January 1988): 39–54. http://dx.doi.org/10.1016/0167-8116(88)90015-8.
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Shupyk, S. "Foreign experience in the development of dairy cattle and directions of its use in domestic practice." Ekonomìka ta upravlìnnâ APK, no. 1 (155) (May 21, 2020): 36–46. http://dx.doi.org/10.33245/2310-9262-2020-155-1-36-46.
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The article analyzes the support for the US market, where the government has allocated almost $ 22.2 billion for the development of dairy cattle. direct and indirect subsidies to the country's dairy sector (35.02 c/l), which is equivalent to 73% of farmers' milk sales, showed relatively high domestic support, export subsidies, conservation programs, risk management programs, disaster relief programs, loan programs, crop insurance, livestock support. Surveys to support the Indian market, which ranks second in the world in raw milk production (9.5%), have shown that almost 80% of small-scale farmers are small-scale farmers. Milk collection is carried out by 130 thousand dairy cooperatives. NABARD (National Bank for Agriculture and Rural Development) under DEDS, provides for subsidies of up to 25% of costs. China is investing heavily in the construction of large dairy farms and livestock complexes with up to 100,000 cows. The Australian market produces 9.3 million tonnes of milk, of which 36% is exported and is the world's fourth exporter of dairy products (6% of the world market). Australia's dairy cattle are characterized by a small amount of direct government support. During 2015-2016, agriculture received financial and commercial assistance over $ 147 million. US in the form of payments to farms. It has been established that price forecasting plays an important role in regulating the milk market in Australia, on the basis of which the profile Ministry, taking into account world prices, generates milk price indices. Analysis of milk production in Switzerland has shown that it remains highly subsidized. In 2013, state support for milk producers amounted to CHF 1.8 billion, incl. direct subsidies are estimated at 1.5 billion Swiss francs, which is 61 thousand Swiss francs per dairy farm, or 0.41 Swiss francs per 1 liter of milk. The state support system for dairy cattle in Canada has been found to include the following instruments: import tariffs that restrict dairy imports; minimum guaranteed prices for raw milk that are set at the maximum amount of milk sold to the dairies within the quota; a system of direct payments to farmers for milk production within the quota. The amount of direct payments per 1 liter of milk is set annually by the government. In order to support Canadian producers in technological modernization aimed at improving the efficiency of milk production, a dairy farm investment program (DFIP) is implemented with state support of $ 250 million. USA According to the Organization for Economic Co-operation and Development (OECD) in Iceland, Japan, Norway and Switzerland, the level of support for dairy producers exceeds on average 70% of the gross income of farmers, in Canada, the EU, Hungary, Korea and the USA the amount of support is 40-55%. An analysis of the support for the development of dairy cattle in the EU countries showed that the following instruments are allocated for these purposes: production restrictions (milk production quotas); government interventions and storage; Establishment of product sales regulations / regulations; the dairy package (including regulating contractual relations in the dairy sector); foreign trade (import regulations, export subsidies); government subsidies. It is found that the main factor that increases the profitability of dairy production in developed countries is the improvement of quality and differentiation of the range. Major factors contributing to the successful development of dairy cattle are increased government support and economical use of resources. Also used are a set of financial incentives, including reducing the tax burden. Key words: Livestock, milk market, domestic support, development programs, cooperation, financial incentives, subsidies, import tariffs, quotas.
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Cravens, David W., Ken Grant, Thomas N. Ingram, Raymond W. LaForge, and Clifford E. Young. "Comparison of Field Sales Management Activities in Australian and American Sales Organizations." Journal of Global Marketing 5, no. 4 (December 22, 1992): 23–46. http://dx.doi.org/10.1300/j042v05n04_04.
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Pitt, Leyland F., Bradley R. Barnes, Ronika Chakrabarti, Dayananda Palihawadana, Mike Ewing, and Elaine Leong. "The internet's impact on B2B sales management: some Australian evidence." International Journal of Technology Marketing 2, no. 4 (2007): 348. http://dx.doi.org/10.1504/ijtmkt.2007.015750.
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Luxton, Sandra. "Sales Promotion in the Australian Food Industry." Journal of Food Products Marketing 7, no. 4 (September 2001): 37–55. http://dx.doi.org/10.1300/j038v07n04_04.
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Handley, Brian, Tekle Shanka, and Fazlul K. Rabbanee. "From resentment to excitement – Australasian students’ perception towards a sales career." Asia Pacific Journal of Marketing and Logistics 29, no. 5 (November 13, 2017): 1178–97. http://dx.doi.org/10.1108/apjml-07-2016-0133.
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Purpose The purpose of this paper is to explore Australasian students’ current perception towards a sales career. Design/methodology/approach Data were collected through a self-administered survey from 431 students enrolled in a Sales Management unit in a large Australian university and its Asian campuses. Findings The study reveals a four-factor solution with factors labeled as “exciting,” “deceptive,” “taxing,” and “challenging,” with “exciting” being the only factor to significantly predict likelihood of pursuing a sales career. Although no differences of perception were found between males and females, Asian students were found to perceive sales career as more exciting, innovative and fun than Australian students. Research limitations/implications Although significant difference was noted between Australian and Asian students’ perceptions towards sales as an exciting career, it is prudent to interpret and generalize the finding with caution as Asia is the largest continent with different cultures, religions and races. Practical implications The four factors that were found to influence students’ perception towards a sales career are novel, psychometrically sound, and are pertinent for businesses conducting graduate recruitment. This study indicates how sales education at university level assist in changing students’ views towards a sales career from negative to positive. Originality/value While previous research has reported negative perceptions about sales as a career, this study reveals that students consider sales to be an “exciting” career.
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Harrison, Matthew T., Brendan R. Cullen, Nigel W. Tomkins, Chris McSweeney, Philip Cohn, and Richard J. Eckard. "The concordance between greenhouse gas emissions, livestock production and profitability of extensive beef farming systems." Animal Production Science 56, no. 3 (2016): 370. http://dx.doi.org/10.1071/an15515.
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Here we examine the concordance among emissions, production and gross margins of extensive beef farming systems by modelling a range of scenarios for herd management, animal genotype and pasture nutritive quality. We based our simulations on a case-study farm in central Queensland, Australia, and studied the influence of interventions designed for emissions mitigation, increasing productivity, or increasing gross margin. Interventions included replacing urea supplementation with nitrate, finishing cattle on the perennial forage leucaena (L), herd structure optimisation (HO), higher female fecundity (HF), and a leucaena finishing enterprise that had net farm emissions equal to the baseline (leucaena equal emissions; LEE). The HO intervention reduced the ratio of breeding cows relative to steers and unmated heifers, and lowered the ratio of costs to net cattle sales. Gross margin of the baseline, nitrate, L, LEE, HO and HF scenarios were AU$146 000, AU$91 000, AU$153 000, AU$170 000, AU$204 000 and AU$216 000, respectively. Enterprises with early joining of maiden heifers as well as HO and HF further increased gross margin (AU$323 000), while systems incorporating all compatible interventions (HO, HF, early joining, LEE) had a gross margin of AU$315 000. We showed that interventions that increase liveweight turnoff while maintaining net farm emissions resulted in higher gross margins than did interventions that maintained liveweight production and reduced net emissions. A key insight of this work was that the relationship between emissions intensity (emissions per unit liveweight production) or liveweight turnoff with gross margin were negative and positive, respectively, but only when combinations of (compatible) interventions were included in the dataset. For example, herd optimisation by reducing the number of breeding cows and increasing the number of sale animals increased gross margin by 40%, but this intervention had little effect on liveweight turnoff and emissions intensity. However, when herd optimisation was combined with other interventions that increased production, gross margins increased and emissions intensity declined. This is a fortuitous outcome, since it implies that imposing more interventions with the potential to profitably enhance liveweight turnoff allows a greater reduction in emissions intensity, but only when each intervention works synergistically with those already in place.
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Barbera, Francesco, and Tim Hasso. "Do We Need to Use an Accountant? The Sales Growth and Survival Benefits to Family SMEs." Family Business Review 26, no. 3 (May 24, 2013): 271–92. http://dx.doi.org/10.1177/0894486513487198.
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This article explores the relationship between the usage of an external accountant and family firm sales growth and survival. Using a longitudinal panel of Australian small and medium sized family enterprises, we find that external accountants have a positive impact on sales growth and survival. We also find that the degree to which the accountant is acquainted with the family and the firm’s needs, which we term as embeddedness, moderates these positive outcomes. Furthermore, we find that appropriate strategic planning processes are necessary to maximize the sales growth benefit; however, these processes are not necessary to gain the survival benefit.
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Brumfield, Robin G., and Peter F. McSweeney. "A Business Profile of Australian Nurseries." HortTechnology 8, no. 2 (April 1998): 225–29. http://dx.doi.org/10.21273/horttech.8.2.225.
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A 1995 study of 22 Australian nurseries 1) developed a profile of production, management, and profitability; 2) compared their performance to relevant U.S. benchmarks; and 3) identified trends and potential areas of improvement in the management of Australian nursery enterprises. The study confirmed that Australian nurseries incur high labor costs (38.8% of sales) comparable to United States nurseries, while costs of materials and supplies were lower than in the United States. Australian managers were concerned with marketing and recruiting and keeping labor rather than increasing capital investment to enhance production efficiency. Capital expenditures were funded from internal cash flow rather than external financing. Many of the nursery managers used relatively simple performance indicators, and most business objectives were stated in general terms. Concerns about the viability of the industry included oversupply, the growth in chain stores' business, factors eroding the demand for nursery products, and greater regulation.
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Brumfield, Robin G., and Peter F. McSweeney. "Business Profile of Australian Nurseries." HortScience 32, no. 3 (June 1997): 456E—456. http://dx.doi.org/10.21273/hortsci.32.3.456e.
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We surveyed 22 Australian nurseries in 1995 to: 1) develop a profile of Australian nurseries from a production, management, and profitability perspective; 2) compare the data to relevant U.S. benchmarks; and 3) identify trends and potential areas of improvement in the management of Australian nursery enterprises. The study confirmed that Australian nurseries incur high labor costs (38.8% of sales) that are comparable to United States nurseries, while costs of materials and supplies were lower than their U.S. counterparts. Overall, the costs of the surveyed nurseries appeared lower than their U.S. counterparts. Concerns of managers were directed towards recruiting and keeping labor and marketing rather than increasing capital investment to increase production efficiency. Capital expenditures tended to be funded from internal cash flows rather than external borrowings. Many of the nursery managers used relatively simple performance indicators and most business objectives were stated in general terms. Australian nurseries carried more diverse product ranges than the U.S. nurseries. Many of the nurseries adopted quite vigorous marketing strategies with a stronger emphasis on marketing than in those in the U.S. Concerns about the viability of the industry included oversupply, the growth in chain stores business, factors eroding the demand for nursery products and greater regulation.
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Neill, Bradley J., Mehdi Sadeghi, and Edward Watts. "Are insider trades profitable? Evidence from directors’ trade on the Australian stock exchange." Corporate Ownership and Control 5, no. 3 (2008): 176–87. http://dx.doi.org/10.22495/cocv5i3c1p2.
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This paper argues that directors earning statistically significantly abnormal returns from trades within their own companies. Evidence is provided through the analysis of 8,053 transactions by directors on the Australian Stock Exchange during the period of January 2002 to April 2006. Specifically this paper finds directors’ sales to be more profitable than purchases, contrary to much of the existing US and UK research. Director sales exhibit a price reversal effect, in that positive abnormal returns are earned prior to the sale and negative returns after it. There is also evidence to support abnormal returns being associated with buy trades, however these returns are generally earned in the periods well after the transaction has taken place. Furthermore, the profits arising from director trades appear to be negatively related to transaction value and firm size; that is, those trades which are small in terms of dollar value, and are within small cap companies, generally generate larger abnormal returns.
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Ubaid, Ayesha, Farookh Hussain, and Muhammad Saqib. "Container Shipment Demand Forecasting in the Australian Shipping Industry: A Case Study of Asia–Oceania Trade Lane." Journal of Marine Science and Engineering 9, no. 9 (September 6, 2021): 968. http://dx.doi.org/10.3390/jmse9090968.
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Demand forecasting has a pivotal role in making informed business decisions by predicting future sales using historical data. Traditionally, demand forecasting has been widely used in the management of production, staffing and warehousing for sales and marketing data. However, the use of demand forecasting has little been studied in the container shipping industry. Improved visibility into the demand for container shipments has been a long-held objective of industry stakeholders. This paper addresses the shortcomings of both short-term and long-term shipment demand forecasting for the Australian container shipping industry. In this study, we compare three forecasting models, namely, the seasonal auto-regressive integrated moving average (SARIMA), Holt–Winters’ seasonal method and Facebook’s Prophet, to find the best fitting model for short-term and long-term import demand forecasting in the Australian shipping industry. Demand data from three years, i.e., 2016–2018, is used for the Asia–Oceania trade lane. The mean absolute percentage error (MAPE), root mean squared error (RMSE) and 2-fold walk-forward cross-validation are used for the model evaluation. The experiment results observed from the selected metrics suggest that Prophet outperforms the other models in its comparison for container shipment demand forecasting.
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McCarthy, Scott, Barry Oliver, and Martie-Louise Verreynne. "Bank financing and credit rationing of Australian SMEs." Australian Journal of Management 42, no. 1 (June 22, 2016): 58–85. http://dx.doi.org/10.1177/0312896215587316.
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This paper investigates two aspects of bank financing using a sample of 1,973 Australian small to medium sized enterprises (SMEs). We compare the variables that explain why Australian small to medium sized enterprises seek bank finance with those that underpin bank credit rationing of loan applications. Our analysis highlights that little overlap exists between the two sets of variables. Larger small to medium sized enterprises with growth intentions, business plans, and those in the agriculture industry are significantly more likely to seek finance. In contrast, firms in agriculture that are older, and that have incremental product innovation, 40% or more of export sales, and a male Chief Executive Officer, are less likely to be credit rationed. Importantly, having business plans, whether in large or small firms, does not relate significantly to credit rationing.
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Payne, Alice. "Inspiration sources for Australian fast fashion design: tapping into consumer desire." Journal of Fashion Marketing and Management 20, no. 2 (May 9, 2016): 191–207. http://dx.doi.org/10.1108/jfmm-12-2014-0092.
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Purpose – The purpose of this paper is to identify both the inspiration sources used by fast fashion designers and ways the designers sort information from the sources during the product development process. Design/methodology/approach – This is a qualitative study, drawing on semi-structured interviews conducted with the members of the in-house design teams of three Australian fast fashion companies. Findings – Australian fast fashion designers rely on a combination of trend data, sales data, product analysis, and travel for design development ideas. The designers then use the consensus and embodiment methods to interpret and synthesise information from those inspiration sources. Research limitations/implications – The empirical data used in the analysis were limited by interviewing fashion designers within only three Australian companies. Originality/value – This research augments knowledge of fast fashion product development, in particular designers’ methods and approaches to product design within a volatile and competitive market.
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Yim, Julian W., and Rae Weston. "The characteristics of bioentrepreneurs in the Australian biotechnology industry: A pilot study." Journal of Management & Organization 13, no. 4 (November 2007): 383–406. http://dx.doi.org/10.5172/jmo.2007.13.4.383.
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AbstractIn order to understand the characteristics of bioentrepreneurs, this paper seeks to identify the entrepreneurial types present in the Australian biotechnology industry by using the four-way psychological typology (Miner 2000) and identifying linkages between the four-way psychological typology and the Big Five model of personality traits. We believe this is a new approach to using psychological typology in the study of entrepreneurship by mapping with the Big Five model of personality traits. Miner's four typological types are ‘personal achievers’ (PA), ‘super sales people’ (SS), ‘expert idea generators’ (EI) and ‘real managers’ (RM). The Big Five factors are extraversion (Ex), stability/emotion stability (Es), agreeableness (Ag), conscientiousness (Co), and openness to experience (Op). By combining the entrepreneurial types and the five-factor personality traits, we can map the linkage relationships as PA-ExEsCoOp; SS-ExAgCoOp; EI-ExEsOp and RM-ExEsCoOp.In this pilot study, we find there are more ‘personal achiever’ and ‘expert idea generator’ bioentrepreneurs in the biotech industry with the linkage relationships of PA-ExEsCoOp and EI-Ex EsOp, which lead us to conclude there are strong demands for bioentrepreneurs with managerial skills, sales and marketing skills, skills in forming strategic alliance with partners and skills in securing the public and private capitals through finance channels such as public listing and venture capital. This implies that if PA entrepreneurs acquired more agreeableness personality traits and EI entrepreneurs also acquired more agreeableness and conscientiousness personality traits they would improve the ability of their businesses to attract more financial investments and form sustainable strategic alliance with partners in the Australian biotechnology industry.
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Boschee, Pam. "Comments: Growth in Battery Storage Sparks Chase for Metals." Journal of Petroleum Technology 73, no. 04 (April 1, 2021): 10. http://dx.doi.org/10.2118/0421-0010-jpt.
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Natural gas is considered the fossil fuel to facilitate the transition from hydrocarbons to lower-emissions energy sources such as renewables. Wind and solar projects factor significantly into major international oil and gas companies’ goals of achieving net-zero emissions in the future. For example, both BP and Royal Dutch Shell intend to reach net zero by 2050. The International Energy Agency (IEA) forecasts total installed wind and solar PV capacity is on course to surpass natural gas in 2023 and coal in 2024. This represents progress toward the achievement of the 2050 goals. However, wind, solar, and hydropower, which together account for about 90% of all renewable-electricity generation, are largely dependent on variable weather conditions. And the variability in weather translates to an undesired variability in availability and reliability. For wider adoption, utility-scale batteries are needed to store energy for use when a light breeze barely whispers, or the skies are cloudy. Battery-storage projects are not a new concept, but their recent growth is notable. Although California is the global leader in the deployment of high-capacity batteries, news from other parts of the world offers indicators of progress. In 2020, global installed energy-storage capacity totaled 173.6 GW, including pumped-hydroelectric, compressed-air, advanced battery-energy, flywheel-energy, thermal-energy, and hydrogen-energy storage systems. The US had 0.74 GW of rated-power battery-storage projects based on lead-acid, lithium-ion, nickel-based, and sodium-based batteries. A Tesla subsidiary, Gambit Energy Storage LLC, is currently constructing a 100-MW+ battery-storage facility in Angleton, Texas, about 40 miles south of Houston. It is expected to become operational 1 June. Elon Musk (best known for his Tesla electric vehicles and SpaceX) launched a 100-MW lithium-ion battery project in South Australia in 2017 adjacent to a wind farm. Soon to become a “hot(ter)” commodity will be the lithium, rare earths, and other minerals needed to build the batteries. The global lithium and cobalt markets rallied in January and February in response to the resurgence of demand for electric vehicles (EV) in Europe. Last year, sales in battery EVs and plug-in-hybrid EVs in Europe outpaced those in China. Adamas Intelligence reported that the second half of 2020 saw a global 205% increase in battery cobalt deployed, a 192% increase in battery lithium deployed, and a 135% increase in battery nickel deployed vs. the second half of 2019. Investors and companies are chasing this potentially lucrative sector. Startup DeepGreen Metals, whose partners include Maersk and Allseas, aims to mine the deep sea for battery metals and on 4 March announced an agreement to merge with Sustainable Opportunities Acquisition Corp. to list on the Nasdaq. Cornish Lithium, holding rights to explore for lithium within geothermal waters in areas off the north and south coasts of Cornwall, UK, recently signed on MarineSpace to help it begin its desk-based exploration program to identify potential geological targets for later research. Physical exploration work is not expected for at least 4 years.
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Cai, Shu Wen, Balasingham Balachandran, and Michael Joseph Dempsey. "The financial profiles of takeover target firms and their takeover predictability: Australian evidence." Corporate Ownership and Control 8, no. 3 (2011): 567–84. http://dx.doi.org/10.22495/cocv8i3c6p1.
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We investigate those features of Australian firms that make them likely takeover targets. To this end, we apply a logit probability model similar to the one developed by Palepu (1986). Our findings reveal that takeovers are most likely to be motivated by market under-valuation combined with high levels of tangible assets. Takeover targets may also be financially distressed with high levels of leverage and low liquidity, and may exhibit declining sales growth with decreasing profitability. Notwithstanding these insights, we find that the prediction models are unable to provide abnormal returns with a high statistical significance, thereby lending support to market efficiency.