Browsing School of Management (SoM) by Author "Davies, Iain A."

Browsing School of Management (SoM) by Author "Davies, Iain A."

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  • Alliances and Networks: Creating Success in the UK Fair Trade Market 
    Davies, Iain A. (2009-06-03)
    Data from a longitudinal study into the key management success factors in the fair trade industry provide insights into the essential nature of inter-organizational alliances and networks in creating the profitable and ...
  • The changing role of sales: viewing sales as a strategic, cross-functional process 
    Storbacka, Kaj; Ryals, Lynette; Davies, Iain A.; Nenonen, S. (Emerald Group Publishing Limited, 2009-07-01)
    Purpose – Although there is substantial practitioner evidence for changes in the role and functioning of sales in the twenty-first century, there is little academic research charting new directions for the sales function ...
  • The diffusion of e-commerce in UK SMEs 
    Wilson, Hugh; Daniel, Elizabeth; Davies, Iain A. (Westburn Publishers, 2008-01-01)
    The concept of the Internet as a cluster of related innovations, along with the staged approach to organisational learning exhibited by SMEs in other domains, suggest that e-commerce is likely to be adopted in a sequence ...
  • The Eras and Participants of Fair Trade 
    Davies, Iain A. (Emerald Group Publishing Limited, 2007-08)
    Purpose: This paper investigates the increased mass-marketing in the fair trade industry to provide a robust analysis of the industry, participants and growth for use as both a starting point for researchers in this field ...
  • Relationship Management: a sales role, or a state of mind? An investigation of functions and attitudes across a business-to-business sales force 
    Davies, Iain A.; Ryals, Lynette; Holt, Sue (Elsevier Science B.V., Amsterdam., 2010-10-01)
    Commentators suggest that the business-to-business sales role is changing and evolving into relationship management. Previous research indicates that a relationship management role is very different from ‘traditional' ...
  • The rise and stall of a fair trade pioneer: The Cafedirect story 
    Davies, Iain A.; Doherty, B; Knox, Simon (Springer Science Business Media, 2010-01-01)
    This is a case study investigating the growth of fair trade pioneer, Cafédirect. We explore the growth of the company and develop strategic insights on how Cafédirect has attained its prominent position in the UK mainstream ...
  • The Role of Social Capital in the Success of Fair Trade 
    Davies, Iain A.; Ryals, Lynette (Springer Science Business Media, 2010-10-01)
    Fair Trade companies have pulled off an astonishingtour de force. Despite their relatively small size and lack of resources, they have managed to achieve considerable commercial success and, in so doing, have put the ...

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