PhD, DBA, and MSc by research theses (SoM)

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Open Access
A study of strategic marketing decision-making in multinational companies operating in the European Complex
(1973) Purnell, Marcia A.
The objective of this study is to analyse the way in which multinational companies identify and select markets in Europe; to do so by comparing actual practices with a simple heuristic model which systemises some aspects of the problem of identifying markets; and finally to develop a fuller understanding of this particular decision area by examining the marketing objectives and constraints which affect the identification and selection of marketing opportunities in the European market. This introduction will outline the major themes of the study. We shall begin by examining the background to the study. By tracing the precedents within decision theory relevant to the research problem, we may identify the relationship between organizational decision-making, and the identification and selection of market opportunities by the multinational firm. The research problem belongs to the strategic decision area. The objectives of the study are therefore concerned to examine two problems in this area relative to the marketing function: how may the multinational company identify and select market opportunities and how do they presently do so?
Open Access
Entrepreneurship and corporate strategy
(1975-03-07) Bruce, R. J. B.; Wills, Gordon
Entrepreneurship is examined from three major viewpoints, Economic, Sociological and Individual Psychological but no one of these approaches can adequately explain the phenomenon. Entrepreneurship is identified with a changing social process and associated with those individuals called entrepreneurs. Corporate Strategy is an aspect of Business Policy and is seen as a determining process in the growth, survival or demise of the firm . The architect of this strategy is the entrepreneur broadly seen as chief executive and identified by task. The concept of the entrepreneur is refined and redefined leading to a distinction between the Modal and the Independent entrepreneur. Independent Entrepreneurs are categorised as either Ubiquitous or Elite . Modal, Ubiquitous and Elite entrepreneurs .are compared and contrasted on the basis of their motivations, life experiences, social and psychological aspirations, and the burden of the argument to this stage is illustrated by an interview with an Elite entrepreneur, identified as such by individuality and corporate competence. The discussion reverts to the tasks of the Entrepreneur and their relation to Corporate Strategy. The entrepreneur is seen as a straw in the economic wind. An understanding of positive economics is mandatory for successful entrepreneurship practised by Modal and Elite entrepreneurs alike . Guidelines are developed in linking positive with normative economics, showing the importance of economics in the process of Corporate Strategy. Employee motivation is a further mandatory task of the entrepreneur seen as corporate leader and this is related to organisation structure. The fundamental raison d 'etre for organisation structure is seen as control and types of organisation are compared, contrasted and correlated with management style and personal values. "The Lonrho Affair" describes a multinational corporation run by an Elite entrepreneur and illustrates the link between Entrepreneurship and Corporate Strategy, personal values-and organisation structure and the relevance of an exteroceptive management style to corporate success.
Open Access
Market structure and marketing practice of the Libyan food manufacturing industry
(Cranfield University, 1975-08) Hudanah., B. I. A.; Wills, Gordon
The basis of this study is an examination of the. market structure and marketing practices of the'Libyan food manufac- turing industry. Although marketing literature about this part of the world is almost non-existent, the researcher nude a considerable effort to obtain relevant information from various sources available in order to form a comprehensive background against which marketing practices of different marketing in- stitutions could be analysed. Certain environmental factors were examined and proved to have major influence in shaping the structure of the Libyan . market. Consequently, marketing practices differed from one sub-market to another, i. e. it was found that the physical structure of the country divided the national market into rela- tively small sub-markets which in turn favoured an industrial structure consisting of small units. Accordingly, the levels of production operations of the Libyan food manufacturers are relatively low and their related marketing practices are less than sophisticated. Despite the fact that Libya became one of the major oil producing countries as from the early 1960s, it was found that the availability of capital is not a single answer to the question of rapid economic and social development. Other factors such as lack of managerial talents, high illiteracy rates, low levels of technological know-how, along with other factors within the socio-psychological set-up of the country, proved to be decisive factors frustrating rapid industrialisation. It was concluded that certain marketing conditions have to be created, some of which within firms and others within the marketing environment. Without such improvements, -the Libyan food manufacturers are heading towards a situation where the marketing sector of the economy will be out of phase with in- dustrialisation.
Open Access
Marketing Logistics Systems Analysis: The Development of Heuristic Guidelines to Aid Decision Making in the Pharmaceutical Manufacturing Industry
(1976-03) Gregson, R. E.; Christopher, Martin
This thesis describes the development of heuristic guidelines to aid logistics management in manufacturing industry, in this case pharmaceutical manufacturers, to make decisions when faced with the appraisal of alternative methods of operation. A number of research suppositions are proposed which suggest that a more formalised approach to decision making than is current practice can be implemented in assessing the total logistics costs and customer service implications of operations. A study is made of existing research in logistics and related areas, the pharmaceutical industry in general, and in particular the logistics activities of pharmaceutical manufacturers and the service requirements of their customers. A research programme is devised whose primary purpose is to enable a comparison to be made between the implications of the research suppositions and the empirical data obtained by administering questionnaires to manufacturers and samples of customers. A model of the decision making process is presented around the framework of a cost-effectiveness analysis. A systems approach is used to analyse a manufacturer's logistics operation, highlighting as it does the interactive effects between logistics activities. The research suppositions provide heuristic guidelines which relate an activity's position on a manufacturer's material flow path to that of the proposed change, and which assign service priorities in terms of lead time to customer types. These guidelines serve to decrease the number of considered interactions and, subsequently, to reduce the complexity of the analysis. A number of implications of the findings for manufacturing industry in general, for pharmaceutical manufacturers in particular, and for logistics research, are presented. Suggestions are also made to aid any company wishing to apply its own logistics systems analysis along the lines pursued in this study.
Open Access
Towards an understanding of the effectiveness of advertising
(Cranfield University, 1976-04) Corkindale, David; Wills, Gordon
The author has been concerned with a study of "The Measurement of Advertising Effectiveness" since 1972. . During the course of this study, some 11 reports have been produced. In accor- dance with Regulation 14.9 of CIT's Regulations governing the submission of material for higher degrees, these reports are submitted, together with an exposition of the material contained within them. The exposition which is presented here attempts to describe the contents of the reports in the overall context of the study of which they were a part. Hence, -this exposition contains: a description of the study; a description of the overall methodology employed; a summary of the contents of the reports; and, an appraisal of the study's methods and outputs. No precedent exists for such expositions and the author has chosen the form and content which he believes will best. allow the contents of the reports to be appreciated.
Open Access
A Study of the Subjective Probability Assessments necessary for the analysis of the Risk in Major Capital Investment Opportunities.
(Cranfield University, 1976-09) Hull, J. C.; Cass, T.; Adelson, R. M.
Five case studies are analysed in depth and other investigations are carried out in order to answer questions concerned with: the nature of the distributions which are output from risk evaluation models. the important features of. the distributions which are input to risk evaluation models. the accuracy with which different methods for assessing subjective probability distributions are capable of providing the inputs to risk evaluation models. (iv) the way in which dependencies should be dealt with in risk evaluation models. and (v) the extent to which it is possible to distinguish important probability assessments from unimportant probability assessments in risk evaluation models.
Open Access
The effects of innovation on channels on distribution
(1977-11) Gattorna, J. L.; Walters, D. W.
There exists a certain wisdom in management which accepts that there will always be problems which by their very nature are insoluble; nevertheless many remain which, due to the application of particular management skills, are potentially more capable of solution. This research programme is pitched at the latter category in the belief that at least some improvement in current practice is feasible provided a more fundamental level of understanding of the relevant (underlying) mechanisms can be achieved. Professor E.C. Zeeman of Warwick University confirms this view with the comment, made to the writer in conversation, that "explanation should reduce the arbitrariness of description". It is only through attainment of this 'explanation' level of understanding that meaningful strategic action becomes possible. Primarily our aim here is to explain and, if possible, predict how channels of· distribution react when subjected to the forces of· change, and more specifically, change in the form of innovation A review of the literature pertinent to innovation reveals some disturbing knowledge gaps. In particular, there appears to be a general ignorance of the possible consequences of innovation, and a corresponding lack of any concerted attempt to suggest how innovation (and its consequences) may be managed in an interorganizational context. Similarly, a state-of-the-art review of the distribution channels literature leads us to conclude that, like so much of the_ general marketing literature, it is predominantly descriptive in nature. Many of the issues are developed in piecemeal fashion and hence there is no generally applicable conceptualization. Given these problems,· any attempt at predicting the effects of innovation on channel behaviour patterns is premature and bound to fail. In order to even approach our original objective therefore, it firstly becomes necessary to attempt development of a new conceptual scaffolding with 'explanation' and 'predictive' capabilities. to do this we chose to search well outside the accepted boundaries of management science literature, seeking concepts from a wide range of disciplines and inter-disciplines, building the bridges between these and observed behaviour, and using systems theory as the core around which to develop a model with more general applicability. Our research orientation is therefore predominantly theoretical but, nevertheless has substantial practical relevance. Two actual cases of significant recent innovations in the UK food/ grocery industry are used as vehicles to partially test the model, and the analysis is extended into the predictive dimension using changes delineated by a Delphi futures forecast. The intention is to use the model to anticipate (or predict) what systemic effects can be expected subsequent to the introduction of innovation. The emphasis throughout is on assessing the implications of such changes using the language and concepts -central to our model. Because the external environment is such a key influential in any 'open system' situation, considerable attention is paid to developing this aspect. Since. we are concerned with finding a new way of viewing distribution channel systems, we have adopted a macro orientation throughout" in the belief that detailed refinements can be undertaken by future researchers working within the framework established here. As such soundness of the overall logic scheme is regarded as critical, and certainly of more fundamental importance than any requirement to measure .,, individual parameters. The value of such a broad orientation should overshadow any imperfections in detail which will almost certainly emerge. Generally, the model (and its component parameters) look promising, and our findings tend to indicate that it is no longer necessary to dilute the true complexity of distribution channel systems in order to achieve some understanding of what is happening within. It is now possible to evaluate in a conceptual sense, the effects of innovation on a channel system using stability criteria, and further, to assess the viability of such innovation in terms of Ashby's 'variety' principle.
Open Access
Economics of government export promotion
(Cranfield University, 1977-11) Pointon , T; Harper, M.
Economics of Government Export Promotion The main thrust of this thesis is concerned with finding a new quantitative method for establishing the value or utility of government export promotion. It is set against a general examination of the role and economics of such activities. This is the first academic study in an area which is of increasing interest to governments of both developed and developing economies because there is no satisfactory quantitative measure. To date, such investment has therefore been in the nature of a blind and open-ended commitment. Specific literature On the subject is sparse. Examination of a wideranging literature was therefore necessary. This included: the "conceptual and historical framework; previous qualitative research; societal or public expenditure accounting; international trade and international trade theory; exporters' marketing needs; and, the major disciplines found in government export promotion. The result was the identification of four avenues of evaluation and.also criteria for the possible development of a new measuring technique. Field research was directed to three main areas: (i) the export promotion organisations of eleven overseas governments; (ii) in-depth research into the United Kingdom's export promotion machine; and, (iii) UK exporting firms using the official export services This revealed the evaluation methods employed by government export promotion organisations in some of the major industrialised economies. Further, it enabled a new methodology to be evolved and pilot-tested. A newlevaluative technique is proposed. Relative to other existing techniques, it should permit a quick,.inexpensive and substantially more realistic estimate of the utility of government export promotion services to be made. The approach is based on exporters' turnover and cost-savings effects.
Open Access
Research into Industrial Concentration in Europe - A Synopsis and Appraisal of Work Undertakenat Cranfield for the Commission of the European Communities.
(Cranfield University, 1978) Fishwick, Frank
This report is not a thesis for the degree of Ph. D. but is an "exposition" referred to in Regulation 14-9 of the Institute, which allows the presentation of published work on one particular theme, instead of an original thesis. The publications submitted with this exposition are the reports of four studies of the evolution of concentration in the United Kingdom - (i) in paper manufacture and conversion, (ii) certain parts of the textile industry, (iii) selected vehicle accessories and (iv) press and general publishing. These studies were undertaken under contract for the Commission of the European Communities and form part of an extensive research programme directed by the Directorate General for Competition. The four projects were undertaken over the period April 1974 to November 1977. For the first of these projects a full-time research associate (Mrs. W. Hull) was employed. She was responsible for most of the data collection and prepared the first draft of much of this report. The other three projects were my own exclusive responsibility and the texts of the reports were entirely written by me - assistance being confined to clerical staff for data collection and a research assistant for data processing. Mr. Robert Cornu negotiated the first two of the contracts and assisted in communication with the predominantly French-speaking liaison staff in Brussels but he was not involved in any of the actual investigations. The four projects were undertaken in accordance with guidelines prescribed by the Directorate General for Competition. These guidelines changed over the 1974-7 period and this is reflected in the reports. Because the statistical framework and methods of analysis were defined by the Commission, the investigations and the reports do not entirely reflect my own views on the analysis of concentration. For this reason this exposition of the work is of somewhat greater length than that which Regulation 14-9 appears to imply. Chapter One contains an explanation of the Commission's interest in concentration as an aspect of market dominance, followed by summaries of the relevant literature and of empirical research into the effects of concentration. The objective of this chapter is to place the studies financed by the Commission into the context of economic theory and recent research by industrial economists. Chapter Two examines problems of definition and of sample design in investigations of this kind. Chapter Three presents and compares indices of concentration based on the entire sample of firms. Chapter Four is concerned with the statistical analysis of oligopoly and concentrates particularly upon the innovative parts of the Commission's methodology. Chapter Five is a preliminary assessment of the value of the studies and contains some tentative suggestions for changes in the existing approach. Throughout this exposition I have drawn evidence from the four reports but have only occasionally quoted from any, of the large number (over 100) reports completed by other research organisations in the nine member countries of the European Economic Community. I have estimated the total cost of this research programme at December 1977 prices and up to that date to be around £1.2 millions.
Open Access
Leadership decision making : an empirical test of the vroom and yetton model
(Cranfield University, 1978-06) Glube , R. H. R.; Margerison, C.
Despite common belief that greater worker participation in industry will increase productivity and worker job satisfaction, the empirical evidence has been most contradictory. Most theorists now belief that the degree of participation should depend on the particular problem facing the leader. For the practicing manager one -problem has been identification of the situation and subsequent selection of a appropriate decision method. One answer to this problem is the Vroom and Yetton Model which gives explicit directions to the leader as to how to identify the problem and select the appropriate decision method. The first objective of this research was to examine the extemal validity of that' model. A measure was also obtained of the leader's- preference for participation and this was compared to the dependent variables of ñrm productivity and worker satisfactionwith supervision. The sites chosen for the research were 47, owner-operated, small, nonuniorised, franchised rms, where the leader had the'-power and authority toreffect organisational outcomes. In these sites, there' was. relatively high control over the technology employed, tasks performed, number of levels of hierarchy, and the extemal environments. It was found that those leaders who had high agreement with the Vroom and Yetton model had higher productivity and workers with higher satisfaction with supervision than those leaderslow in agreement withe, the model. On the other hand, those leaders with a high preference for participation had workers with lower satisfaction with supervision than leaders with low preference for participation. No correlation was found between the leaders' preference for participation and the rms productivity. These findings give strong support for the Vroom and Yetton model, but raise the question of why some leaders should follow the model without having had any training in it.
Open Access
Sponsorship in context
(Cranfield University, 1979-03) Waite, Nigel; Corkindale, David; Kennedy, Sherril
The research described in this thesis is aimed at initiating a factually-based knowledge of the sponsorship of leisure pursuits as a promotional tool. Research to date has been scant leaving the subject largely in the realms of supposition. The finding of this research can be classified under three headings: 1A description of the overall sponsorship process 2 The evaluation of sponsorship 3 The implications for marketing management in general. Based upon the first phase of field research the author constructs an overview of the sponsorship process. This demonstrates the wide range of industries which engage in sponsorship, identifies decision-making factors, sponsor- ship effects, and evaluation. Sponsorship is seen to be employed mainly in a strategic role, in that it is used to contribute to long term objectives. Marked disparities are observed between the effects claimed for sponsorship and the incidence of those claims being supported by evaluation. In the second phase of research the evaluation methods adopted by sponsors are thoroughly investigated. It is observed that sponsorship objectives are generally too vague for worthwhile evaluation to be possible. More- over, available information is not used properly as an input to improved practice. It is perceived that sponsorship can have a much more powerful role to play than is commonly understood. As a new means of promotion, sponsorship can imbue a brand or company with the part- icular characteristics which the relevant sport or art possess. It provides an additional' vehicle for communic- ation and is a novel means for targeting particular groups of people. Thirdly, are the impications of the research for marketing management in general. From the literature review it is argued that there should be a direct relation- ship between decision-making and evaluation. Evaluation is the link which feeds information about the results of decisions back into better subsequent decision-making; and central to this process are well-defined objectives. The failure by managers to fully appreciate and practice this process is underlined.
Open Access
Vertical integration and performance in marketing channels
(Cranfield University, 1980-11) Childerley, Angela M.; Kennedy, Sherril
Since the late 1960's there has been an increasing tendency to analyse marketing channels as social systems rather than as economic systems. Despite this, the relationship between vertical integration and performance in marketing channels has continued to be analysed from an economic perspective. In this study, not only is a social systems approach adopted to examine the relationship between vertical integration and performance, but certain additional features are also included to refine this approach. There are a variety-of social systems, each with distinct characteristics. This study argues that the marketing channel can be interpreted as an Interorganisational Collectivity, a form of interorganisational system. The model of vertical integration and performance that is proposed, and subsequently examined, is based on a combination of theoretical and empirical analysis. This work involved a series of in-depth interviews, reference to studies of interorganisational networks other than marketing channels, and a consideration of certain behavioural themes from the channels literature. In addition to the social systems approach, this model differs from previous models in several other respects. These are the separation of vertical integration and co-ordination, -the multi-dimensional view of channel performance and the introduction of channel atmosphere as a principal factor. A detailed analysis of marketing channels in the egg industry is used to test the appropriateness of the model, and to identify some modifications to its operational elements. These modifications allow for further validation to take place. Although the empirical examination of the model was affected by a fundamental reorganisation within the industry during the course of the work, the results do serve to indicate the usefulness of the concept of channel atmosphere and the need to take account of the size of channel members whenever the. relationship between vertical integration and performance is considered.
Open Access
Management development: perceptions of change and problems of transfer
(1981-09-01) Drake, Jaqueline; Margerison, C.
Transfer of training, the concern of this thesis, is investigated in the context of a joint-venture in management development carried out by the Cranfield School of Management and Cable and Wireless Limited. Previous work in the. field of transfer - theoretical, experimental and empirical - is reviewed and relevant aspects incorporated into the study. The development of the joint-venture itself is explored in three contexts: business, educational and career. · The field study was conducted with the dual objectives of hypothesis testing and hypothesis generation. 181 ~ C & W managers participated in the general management~: programmes specially-prepared for them at Cranfield. Subsequently a questionnaire was sent to each of them at their place of work to elicit their perceptions of the programmes the influence of the organisational climate on their transfer efforts; and their transfer performance as it related to specific tasks and to their own end-of-programme resolutions. Findings suggest that, although the nature of-the learning experience and the organisational climate are undoubtedly important determinants of the. successful transfer of training~ the influence of both are modified substantially by· the type of manager. Perceptions are found to vary consistently with type of manager; "type" being defined by programme attended (a surrogate for "level"); Company categorisation of managers; work preferences, as identified by the Myers Briggs Type Indicator; age; professional background; and length of service with the Company. A model for the transfer of training is proposed, together with a number of practical recommendations for both parties to the joint-venture aimed at enhancing future management development activities. Availability of this thesis is at the discretion of the Steering Committee of the joint-venture.
Open Access
The theory and practice of marketing planning for industrial goods in international markets
(Cranfield University, 1982-01) McDonald, Malcolm; Christopher, Martin
This thesis identifies and evaluates the marketing-planning practices of British industrial goods companies operating internationally, and examines the validity of the widespread belief that formalised marketing planning facilitates success. Part I defines the theoretical framework for marketing planning and describes a logical sequence of activities leading to the setting of marketing objectives and the formulation of plans for achieving them. Part 2 contains detailed case histories describing the marketing planning practices of a sample of industrial goods companies. It also contains a summary of the results of in depth'interviews with 385 directors and senior managers from 199 companies covering a broad spectrum of size and diversity, the purpose of which was to establish the extent to which the theory is practised and what the consequences are of either conformity or non conformity. Part 3 contains conclusions and recommendations from the field- work, which revealed that 90 per cent of British industrial goods companies do not conform with the theory. This was universally true, irrespective of size and diversity. There was widespread ignorance about marketing and confusion about the difference between marketing planning and sales forecasting and budgeting, which encouraged operational managers to perpetuate an essentially parochial and short term view of business, and to extrapolate the business unchanged into the future. There was a commonality of operational problems in those companies not conforming with the theoretical framework, which centred around declining organisational effectiveness, and confusion over what to do about it. In contrast, those companies with complete marketing planning systems enjoyed high levels of organisational effectiveness, and a high degree of control over their environment. The major benefit of marketing planning derives from the process itself, rather than from the existence of a plan. This process is itself universal, irrespective of circumstances. However, what is not universal, is the degree of formalisation of the planning system, which is a function of company size-and the degree of product or market diversity. No marketing planning system will be complete unless the following conditions are satisfied: the chief executive has to understand the system and take an active part in it; there has to exist the means of integration with other functional areas'of the. business at general management level; in a closed loop system, some mechanism has to exist to prevent marketing inertia from over-bureaucratisation; operational and strategic marketing planning have to be part of the same system. Finally, the introduction of a complete marketing planning system may require a period of up to three years because it has profound organisational and phsychological ramifications, requiring, as it does, a change in the way a company manages its business.
Open Access
The work motivation of the industrial supervisor.
(Cranfield University, 1982-02) Chapman, A. M. P.; Vinnicombe, Susan
The study examines the effect of role ambiguity as experienced by production supervisors, upon their attitudes to work and investigates the supervisory role with reference to perceptions of managers and supervisors. Role ambiguity is considered by several theorists to have a negative influence upon work attitudes generally. The study aims to identify which work attitudes are most significantly influenced and how much the presence and level of role ambiguity explains the variation in levels of motivation of supervisors. The sample of supervisors and managers for the pilot study was drawn from 3 manufacturing organisations in the food industry, the main study relies on a sample of supervisors and managers from 6 organisations. Whilst the major research objective has been to examine the effect of role ambiguity upon supervisors' attitudes, a significant element of the research has been directed towards clarification of the supervisory role, investigating such commonly-quoted situations as the supervisor as the "man in the middle" who suffers more than others in the organisation from role ambiguity. The practical outcomes of the research are presented with reference to their use and potential value in an organisational context. The findings of the study indicate significant relationships in 5 out of the 6 predicted associations comprising the hypotheses. The theoretical model which has been developed lacks power as an explanatory instrument. The model is useful, however, as a descriptive tool, relating some of the variables which are associated with supervisors' work motivation.
Open Access
A study of the motivation of managers in manufacturing organisations in conditions of contraction
(Cranfield University, 1984-04) Dainty, P. H.; Vinnicombe, Susan
The study examines the motivation, values and work reactions of mana- gerial job holders in manufacturing companies in a state of contrac- tion. The empirical investigation is in two parts. The first part, or pilot study, examines, through interviews, middle and junior managers in 3 manufacturing organisations in a state of contraction. The second part, or main study, again looks at middle and junior managers, in this case in 2 manufacturing organisations, but using repertory grid technique in addition to interviews. Despite the amount of research that has been done on motivation at work, the thesis is seen as an exploratory study of the work motiva- tion of managers. Because of the inadequacies of the literature, the study has taken a relook at motivation and broadly investigates the possible reasons for managers working hard or not, in contracting organisations. The study emphasises the notion of work values. Work values are seen as a way of combining the broader explanations of work behaviour, par- ticularly those of the Work Orientation school, with narrower psycho- logical explanations, especially cognitive process theories. Particularly emphasised in the study are those values that may be tied in with an individual's self concept, and repertory grid is used to investigate these work values. The main conclusion of the research is that a major factor which helps explain managerial motivation in a contracting environment is a manager's self image or self concept. Although self image is acknowledged in many motivation models, this study indicates that the notion is of central importance and should play a more dominant role in explanations of motivation.
Open Access
Development of a dynamic model for strategic port planning and investment
(Cranfield University, 1985-05) Audo, S.; Cordey-Hayes, M.
Different levels of congesti'on are 'encountered in ports all over the world and particularly in developing countries. Depending on the volume of traffic flow over time, the changes of development in the economy and industrial activity and the random arrival and service pattern of ships; the optimum berthing capacity resulting in minimum cost at any future time period has to be determined to avoid undesirable repercussions. The existing methods fail to provide the links between the aggregate economy, demand and optimal berthing capacity for all time periods of the planning horizon, and conventional techniques based on static frameworks are used to arrive at optimal strategies for specific times into the future. This study is an attempt to remedy those difficulties and relate future demand to optimal berthing capacity in an interactive dynamic fashion. Three models are developed: a forecasting model linking seaborne trade to gross domestic product, population, productions consumption and elasticity of demand;, a simulation model relating the various demand levels to different port configurations; and an investment model relating the resulting congestion cost to capital cost, where an optimal strategy in berthing capacity is achieved for the years 19859 19909 1995 and 2000. The last model has been extended using the above mentioned points in time to result in an optimal berthing capacity for any future time period within the planning horizon 1985 - 2000. This model is validated through forecasting, simulating and appraising the 1992 and 1998 results and reducing the amount, costs and time of work by 75 per cent.
Open Access
Ethical purchase behaviour and social responsibility in business
(Cranfield University, 1985-10) Smith, N. Craig; Foxall, Gordon R.
This thesis is about the decisions made in markets: whether decisions and what decisions are made by consumers. It isa study in consumer sovereignty and particularly In the way this may be used In ensuring social responsibility In business. Pressure group influence on purchase behaviour, particularly in the use or threat of consumer boycotts, suggests an extension of consumer sovereignty beyond its mere technical meaning within economics to a more literal meaning. Consumer authority in the marketplace may not simply refer to the more immediate characteristics of the offering such as product features or price but, as boycotts show, other charac- teristics such as whether the firm has investments in South Africa. Consumer boycotts are but the most manifest and organised form of purchase behaviour influenced by ethical concerns. Yet ethical purchase behaviour, although found in many markets, is largely unre- cognised In the literature. The novelty of this topic and the perspective on consumer sovereignty entailed an emphasis on conceptualisation in the research. The nature of capitalism and consumer sovereignty, the ideology of marketing, the problem of the social control of business, and pressure groups in the political process and their strategies and tactics, are explored to develop an argument which supports the notion of ethical purchase behaviour. A model is proposed identifying a role for pressure groups In the marketing system, explaining ethical purchase behaviour at the micro level by recognising negative product augmentation. Survey research and case studies support the model and the argument. Guidelines for action are proposed for pressure groups and business, suggesting both seek to influence a legitimacy element in the marketing mix. At a more conceptual level, consumer sovereignty is shown to offer potential for ensuring social responsibility in busi - ness. Of the three mechanisms for social control of business, the market may be used to greater effect through ethical purchase beha- vi our. However, consumer sovereignty requires choice as well as information. Pressure groups may act as a countervailing power by providing the necessary information, but competition is essential for choice. Consumer sovereignty Is the rationale for capitalism, the political- economic system in the West. This study questions the basis of such a system if political or ethical, as well as economic decisions, are not made by consumers in markets. Hence the argument for ethical purchase behaviour becomes an argument for capitalism.
Open Access
A disaggregate trip generation model for the strategic planning control of private car trips to large foodstores
(Cranfield University, 1986) Hazel , G. McL.; Cordey-Hayes, M.
This thesis sets out to provide a model for the calculation of private car trips to large foodstores based on local area household characteristics. It recognises the weakness in predicting private-car trips to large stores using trip-rates obtained from surveys of stores in other areas. The trip generation model that is sought must be easily applied and must use readily accessible data. It is proposed therefore that a relationship be sought between private- car trips to the stores and the household characteristics, obtainable from census data, of the local catchment area. The model thus obtained would be used for strategic planning control.
Open Access
Small business entrepreneurs in vertical marketing systems
(Cranfield University, 1986-03) Winarto, Vincentius; Harper, M.
The objective of this study is to investigate the potential contribution of vertical marketing systems to the development of small business entrepreneurs and in particular to entrepreneurially disadvantaged groups. The following are the two major questions for this study: 1. Do vertical linkage systems serve as a pathway for the entrepreneurially disadvantaged groups, namely those with no entrepreneurial experience, from families without business background, and from indigenous ethnic groups? The modernization process in Third World countries, and in particular Indonesia, may create a widening gap between the modern and the traditional sectors. Vertical relationship systems with their unique characteristics (e. g. a symbiotic relationship between large and small business operation) may contribute towards reducing this gap through developing the entrepreneurially disadvantaged groups into business careers. 2. Do vertical relationships accomodatb, independent entrepreneurs? It is assumed that independent entrepreneurs can perform better entrepreneurial functions than those "entrepreneurs" who are constrained by external power. There are doubts whether the vertical relationship, characterized by a large firm's dominant role, can accomodate independent entrepreneurs. This study reveals that despite many problems and limitations a tight-control type of vertical marketing system can serve as a pathway for individuals from entrepreneurially disadvantaged groups to become successful modern-type entrepreneurs. The performance of these disadvantaged groups is equal to that of other different groups. Also, independent entrepreneurs exist in all the vertical marketing systems studied.

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