Anna Zarkada-Fraser

Store patronage prediction for foreign‐owned supermarkets

Attitudes of Australian and Greek‐Australian consumers towards hypothetical foreign‐owned and domestic‐owned supermarkets in Australia were studied. Although attitudes towards the domestic‐owned supermarket were found to be identical between the Australians and the Greek‐Australians, the latter were significantly more supportive of the foreign supermarket. Consumer ethnocentrism was found to be correlated with a negative attitude towards a foreign‐owned supermarket. Finally, the more the migrants identified with their cultural origin, the more support they showed towards the foreign supermarket. The findings of this paper provide an insight to the complex nature of the relationship between ethnic identity and consumer behaviour.

DECISIONS WITH MORAL CONTENT: COLLUSION

Morality is fast becoming an integral part of the mandate for business through both societal and regulatory pressures. Collusive tendering is one of the moral choices facing decision-makers in the construction industry. This paper describes an empirical investigation of the attitudes and behavioural intent towards collusive tendering of key individuals in the tendering process. It also explores the factors that determine these attitudes. The results of the empirical investigation indicate that there is a minority of decision-makers that admit they would consider participating in some form of collusive tendering agreement under certain circumstances. These people form a distinct group in their demographic as well as decision-making profile.

Investigating the effectiveness of managers through an analysis of stakeholder perceptions

Contemporary management thinking is paying a great deal of attention to stakeholder theory which posits that sustainable success rests, to a great extent, with a systematic consideration of the needs and goals of all key stakeholders. This paper examines managerial effectiveness under the light of stakeholder theory. Using multivariate analysis, it investigates perceptions of importance of the dimensions of their effectiveness held by the site managers running 61 high‐rise residential construction projects and 268 key project stakeholders. The views were collected through a non‐results‐based performance measurement tool. The findings of the research show that perceptions of the importance of each one of the performance elements vary significantly across professional groups. Opinions of high performing managers also differ form those of low‐performing ones. The application of the method presented in this paper can provide a framework for improvement of both managerial performance and stakeholder relationships.

A Classification of Factors Influencing Participating in Collusive Tendering Agreements

The morality of tendering practices is an issue of economic and social significance, especially when large government contracts are involved. Criticisms are mostly concentrated around collusive tendering: illegal agreements between tenderers that result in seemingly competitive bids, price fixing or market distribution schemes that circumvent the spirit of free competition and defraud clients. Although collusion has been identified as an endemic malaise of tendering, its behavioural and moral dimensions have not been systematically studied before. The paper addresses this knowledge gap and describes part of an exploratory empirical investigation of the decision-making patterns utilised by estimators in Australiaslargest construction organisations.

Moral decision making in international sales negotiations

International sales negotiations are fast becoming a major part of the marketeer’s mandate in an increasingly globalised economy. To be successful in that role, managers need to be aware of the limits of acceptability of their behaviours, able to anticipate their counterparts’ actions and understand the motivations behind them. Presents a cross‐national study of 332 experienced sales negotiators’ perceptions in Australia, the USA, the UK, Japan, Russia and Greece. It explores the degree to which different tactics are considered morally acceptable in each country and how the decision‐making frameworks the managers employ affect their evaluation. The results demonstrate that, although moral acceptability of specific practices, the overall level of tolerance and the effect of each one of a set of decision‐making variables vary among different nationalities, the mechanism of the evaluation can be analysed by a single explanatory model.

An exploratory investigation into cultural awareness and approach to negotiation of Greek, Russian and British managers

Presents a comparison of approaches to negotiation and level of cultural awareness of international business managers in Russia, Greece and the UK. Demonstrates that although managers in the three countries are distinctly different in their demographic and cultural characteristics they generally exhibit high impression accuracy and adopt a similar approach to the negotiation process. Discusses implications for European business.

Measuring the performance of retail managers in Australia and Singapore

A method for the development, validation and refinement of a performance measurement tool for retail store managers in Australia and Singapore is presented. This tool is based on a set of performance elements – measurable task‐related activities and behaviours – that, when combined, define the performing manager. While organisations in both countries were found to concur on the 50 performance elements which should constitute the overall measurement tool, the importance attached to several of the elements differed significantly between the two countries. This difference is a significant determinant of the transferability of retail management skills between the two cultures and has wider implications for the internationalisation of the retail environment where management from different cultures are required to co‐exist within a single retail organisation.

The philosophy, structure and objectives of research and development in Japan

This paper presents an overview of the philosophy, structure and key objectives of R&D activity in the Japanese construction industry. It argues that this unique model of a close partnership between industry, government and society is based on shared values, and delivers significant benefits not only for firms but for society at large. Additionally, the Japanese system acts as an efficient market entry barrier that protects the Japanese domestic market from foreign competition while concurrently providing the basis of Japans competitive advantage in international markets. To illustrate how significantly different the Japanese model is from those of other advanced economies, an empirical comparison of the belief structures concerning responsibility for R&D of key players in the construction industries in Japan and Australia is presented. The results illustrate the point that, unlike Australia, Japanese contractors play a much more extensive role in society than do their Australian counterparts. This role incongruence may be the true barrier to penetration of the Japanese construction market.

Perceptual polarization of managerial performance from a human resource management perspective

Following a review of the background literature, this paper details, from an HRM perspective, the development and implementation of a 360° task-based performance measurement system developed and validated on ninety-three Australian and Singaporean managers evaluated by 489 self, peer, superior and subordinate raters. The managers, from the construction and retail industries, were scored on a series of performance elements summated to establish an overall performance score. The application of the method resulted in a strong polarization of results with an élite group of highly performing managers being distinguished from all others. The findings of this research provide an important insight into the perceived polarity of managerial performance and its fundamental implications for human resource professionals considering the adoption of 360° measures within their organizations.

Towards a measure of corporate environmental citizenship

This paper presents the process of developing and validating a multidimensional measure of corporate environmental citizenship specifically designed to address the issues facing the energy and mineral resources sector - one of the largest and internationally prominent sectors of the Australian economy.