• A cross-industry review of B2B critical success factors

      Eid, Riyad; Trueman, Myfanwy; Ahmed, Abdel (Emerald, 2002)
      Business-to-business international Internet marketing (B2B IIM) has emerged as one of the key drivers in sustaining an organisation’s competitive advantage. However, market entry and communication via the Internet have affected the dynamics and traditional process in B2B commerce. Difficulties resulting from these new trends have been cited in the literature. Research into identifying what are the critical success factors for global market entry is rare. This research presents a comprehensive review in this field. The study identified 21 critical success factors applicable to most of the B2B IIM. These factors were classified into five categories: marketing strategy, Web site, global, internal and external related factors. The significance, importance and implications for each category are discussed and then recommendations are made.
    • Emotional states of athletes prior to performance-induced injury

      Devonport, Tracey J.; Lane, Andrew M.; Hanin, Yuri (Asist Group, 2005)
      Psychological states experienced by athletes prior to injured, best and worst performances were investigated retrospectively using a mixed methodology. Fifty-nine athletes volunteered to complete an individualized assessment of performance states based on the Individual Zones of Optimal fFunctioning (IZOF) model. A subsection (n = 30) of participants completed a standardized psychometric scale (Brunel Mood Rating Scale: BRUMS), retrospectively describing how they felt before best, worst, and injured performances. IZOF results showed similar emotion states being identified for injured and best performances. Analysis of BRUMS scores indicated a significant main effect for differences in mood by performance outcome, with post-hoc analyses showing best performance was associated with lower scores on depression and fatigue and higher vigor than injured performance and worst performance. Worst performance was associated with higher fatigue and confusion than injured performance. Results indicate that retrospective emotional profiles before injured performance are closer to successful performance, than unsuccessful, and confirm differences between successful and unsuccessful performance. Qualitative and quantitative approaches used to retrospectively assess pre-performance emotional states before three performance outcomes, produced complimentary findings. Practical implications of the study are discussed.