The Cherokee People Research Paper Example | Topics and Well Written Essays - 1500 words

The Cherokee People - Research Paper ExampleAlthough a great deal of emphasis has been placed upon the interaction between Europeans and Native Americans, the earth of the fact is that rather than approaching this issue from the split standpoint of understanding that two separate entities existed at each and every juncture, a far to a greater extent effective means of interpretation has to do with the melding of culture and the means through which unique dynamics in the Cherokee experience came to be pictured as a result of the process of acculturation. Firstly, it must be understood that the geographic representation of the Cherokee quite a little was mainly concentric within the now modern states of Georgia, South Carolina, newton Carolina, and Tennessee. As a function of this level of geographic representation, the Cherokee people have oftentimes been referred to as those who lived in the mountains by contemporary Indian ethnic musics. Interestingly, whereas many opposite Na tive American tribes were defined as nomadic, the Cherokee people could be defined as semi-nomadic (Emerald, 2012, p. 44). This is due primarily to the fact that individual branches of the tribe tended to inhabit proper(postnominal) regions, and cultivate crops. These crops included but were not limited to squash, beans, sunflowers, and different types of corn. So great was the emphasis upon agriculture that the Cherokee put forward that the introduction of a ad hoc hybrid of corn was developed as a result of their agricultural endeavors. To specific theories exist with regards to the last origin of the Cherokee tribe. Due to the fact that the Cherokees native-language was determined by linguists and anthropologists as uniquely Iroquoian, the most prominent theory suggests that the Cherokee tribe migrated from the Great Lakes region approximately 500 to 700 years prior to first contact with the Europeans (Chambers, 2013, p. 26). The ultimate purpose for this migration is little k nown however, myths and legends exist with regards to the fact that other Iroquois nations banished this particular group of individuals from the Great Lakes regions. The subsequent removal and forced exodus led this tribe to inhabit a region that few other native peoples wanted namely the Appalachian mountain range. A secondary theory that exists with regards the origin of the Cherokee people posits the belief that this particular tribe of Native Americans was an offshoot of the mound building Native Americans that inhabited parts of Mississippi. However, further ethnological and anthropological work, as hearty as a great deal of archaeological analysis has revealed the fact that this particular theory does not have a high level of evidence to support it. Moreover, the secondary theory promotes an understanding that the Cherokee people had been living within the region of the southeastern states for a period of over 1000 years a fact that no direct archaeological evidence that is thus far been uncovered and/or analyzed denotes (Blackburn, 2013, p. 16). The first contact with Europeans was with an expedition led by Hernando De Soto. As such, like so many of the contacts initially made with Europeans, relations were friendly and ultimately somewhat profitable to both sides (Greg & Wishart, 2012, p. 11). The Native Americans received traded goods in exchange for raw material, guidance, and

Management of process & people in engineering industary Essay

Management of process & people in engineering industary - Essay patternPay dodge for engineering firms are regulated by industrial agreement. Antoni and Baeten have argued that profit related cede can be a untold viable option for engineering industry in comparison to fixed rate payment system. PFP in engineering industry is directed by collective bargaining power of engineers working in particular organization (Antoni and Baeten, 2007, p. 123). Identification of Relevant Pay Systems Performance Related Pay Performance related pay is designed in order to measure act of soulfulness or group in monetary term. Organizations using writ of execution related pay moot increased pay can motivate employees to perform well. It is difficult to create a standard notion of performance related pay because definition of performance varies from organization to organization. Common performance related pay can be explained in the following manner. Small engineering firms pay price to employe es on the priming of each unit of output. Although it is oldest form of performance related pay but very few organizations use this model in practical sense. Companies offer individual performance pay arrangements in the form of fixed wage or performance related bounty. Engineers performance is measured in terms of his/her capability to produce target quantity of output in given timeframe. Cost to the company for engineers is adjusted in terms of fixed requital and variable quantity pay. Variable pay is allocated to employees in the form incentives in order to motivate them to perform well. Individual measure of employees performance is subjective to assessment performed by particular supervised. Merit pay defines to pay hike due to good performance (Bryson et al., 2011). Bonus final cause Research scholars have described bonus scheme as self financing method which provides reward to employees with an intention to motivate them to perform well. Bonus scheme is not a static rew ard system because many organizations change measurement norm of bonus scheme in accordance to business requirement. Basically bonuses are additional payment to base salary and important thing to remember is that bonuses are not paid in periodic manner. There are no fixed performance criteria to link performance with bonus scheme. Labour law suggests that bonus scheme must not be gender biased while research scholars have divided bonus scheme into two broad categories. Single Factor Bonus Scheme In single factor bonus scheme employee performance is measured in terms of key organizational objectives such as productivity, profit, quarter wise sales target and other short term targets. Multi Factor Bonus Scheme Multi factor bonus scheme is complemented by long term corporate level business objectives. Bonuses are given to particular individual or discussion section on the basis of their overall performance in a particular financial year (Amicus, 2006). Objective of Bonus Scheme Improv ing performance of employees in terms of profit, sales or productivity Motivating employees to deliver key objectives of business such as service quality, customer relationship

Extemporaanous Writing Essay Example | Topics and Well Written Essays - 1000 words

Extemporaanous Writing - Essay ExampleShould you approach it from all these angles, you testament be effectively undermining the very notion of competitive advantage, that is, the unique advantage which each market/economy, has over others. Therefore, in order to guide you towards your decision, I leave alone begin by highlighting Chinas competitive advantagesJust as I strongly recommend your entering the Chinese market as a manufacturer and exporter, I would similarly urge you not to consider importing to the Chinese market. At the present moment that would be a losing take chances for the following reasonsThe current state of the Chinese market is such that it is receptive to export but not to import. Added to that, the competitive advantages of the Chinese market lie in manufacturing and export but not in import and consumerism.In our meeting I was given to understand that you consent been working in stain for the quondam(prenominal) three decades and that it is your family business. As you said, however, your quarries are rapidly depleting and the cost of production is continually escalating. Therefore, while the demand for marble remains high, the cost of production is cutting into your reach margins at an ever increasing rate.The solution to your problem lies in China. The country has a wealth of productive, high quality marble and rock quarries. Given that they are scattered across the vast geographical expanse which is China, this means that there is a wide variety of different types and designs. As you know, the design and color of marble derives from the nature of the quarries, the land, itself. When quarries are spread over a vast expanse, this means that the terrain itself, therefore, the type and design of the marble itself, differs. The implication here is, as you must have deduced by now, is that the country is not just a rich source of fine grain, high quality marble but, of different

Abuse of authority the ethical implications Essay

Abuse of authority the ethical implications - Essay ExampleIn some cases the execration of authority is clearly seen as in situations like the RAMPART days in Los Angeles in other cases it is far less visible and can be seen in daily inter tourions between citizens and truth enforcement. The purpose of this paper is to define what abuse of authority is, and to address the ethical dilemma that is rightly attached. Additionally addressed will be my personal stance, what changes could be made as well as the implications of the abuse of cater when coupled with ones faith. Abuse of Authority the ethical implications The definition of authority is a person who is command, or a government agency tasked with the role of administering to the public. The definition of abuse as defined by Merriam Webster dictionary is, Improper or spendthrift use or treatment, physical maltreatment, a corrupt practice or custom (Abuse, 2011). When combined and applied to the criminal justice system these wo rds force a phrase that means a government agency which is corrupt or uses improper or excessive force. Some more common examples of abuse of power are, politicians using their position to advantage, law enforcement using their position to promote non sanctioned methods, direct physically oppressive behaviors and using a nations military to respectable private corporate monetary and physical gains. The abuse of power or authority can result in a loss of confidence by the general public, riots and war if it is submitd enough. None of these are beneficial to the state at commodious especially with regards to the criminal justice system and the desire to advance order through a fair and impartial justice system. With modern communications ability one event can quickly become a much larger political issue causing fractures in the fabric of society as a result. Personally, I desire that the abuse of power or authority is a crime and cannot be tolerated. Seeing that the abuse of aut hority can cause much larger problems it is necessary to ensure that when it occurs it is immediately halt and if necessary an example is made so as to prevent future instances of this nature. As a professional member of the criminal justice world it is up to me to apply a fair and even approach regardless of the situation and to never use my power either perceived or real to profit personally or in an abusive manner. The United States is largely Christian and even though there are other religious and non-religious views that it is to a large part Christian can also pretend a positive or detrimental effect on the abuse of power. Researcher Joycelyn M. Pollock in her manuscript Ethical Dilemmas and Decisions in Criminal Justice states, A fundamental question discussed by philosophers and religious scholars is whether God commands us not to commit an act because it is inherently wrong, or whether an act acquires its badness or goodness solely from Gods definition of it (Pollock, 200 8 pg. 41). Does this mean we act base on what we believe God wants or what we have agreed to do as per the law of the land. The Bible itself clearly states that we are to Every person is to be in homage to the governing authorities. For there is no authority except from God, and those which exist are established by God. Therefore whoever resists authority has opposed the ordinance of God and they who have opposed will receive condemnation upon themselves (Biblegateway, 2011). Simply put by following the commands laid out for us in the Bible the abuse of power should never be an issue personally for Christians, however, we are all human as well. This means that mistakes can and are made, unfortunately, if a person is a Christian and is convicted of abusing their authority then it can have greater repercussions then just politically. Additionally because of the current various threats both external and

Money Demand Term Paper Example | Topics and Well Written Essays - 2000 words

M maviny Demand - Term Paper ExampleThe price variable is the price for domestic cars. Federal Funds regularize is initialized as FFR. It refers to how much an individual citizen of America is giving away just by holding on to one dollar. It is also known as the gets proxy.Money is the defining factor in any economy therefore it is critical to regulate how much one has and how much one intends to spend. For the variety meat that deal with the amount of money that flow in a countrys economy, it is very crucial that the levels are checked regularly. This will help cuss issues like money laundering and exaggerated loan rates. Money laundering is a very common thing in todays world. fluidness is referred to as the extent in which assets or securities can be purchased or sold in the marketplace without affecting the products price. Liquidity as we know it is characterized by relatively high levels of activities in trading. Those assets that are easily bought and sold are considered to be liquid assets.In whatever investment one engages in, there is a measurable amount of liquidity. It is not just because of the amount of the sellers or buyers present but mainly because of the products demand. They are not the akin, but they are similar. Just to illustrate the point, there might be a very high demand for a product but the same products liquidity is low.However, another confusing term that is easily confused with liquidity is marketability. Marketability according to scholars is an assets ability to be converted to cash. Unlike some economic terms that are associated with it, liquidity does not have a formula that can be used so that one can attain its valu1e. Despite this, some people use a technique that gives off a relatively good answer. It is calculating using liquidity ratios.It is considered safer, even indoors the learned circles to invest in liquid assets as compared to the illiquid assets. This is because from an investors point of

Two Companies in Economic Downturn Essay Example | Topics and Well Written Essays - 1250 words

Two Companies in Economic Downturn - Essay ExampleFor about four years oecumenic Motors have been losing in the food market but Harley Davis has been gaining. Ultimately GM has failed after a loss of about $82 billion in 2008 and Harley is still survived with a net gain of $3.6 billion. Both are in the automobile manufacturing business and based in USA.( Branding Strategy August 09)Harley too has faced the deceleration recently in the period of recession but it did not close down. GM is multi-brands company and Harley has a single core product. It competes with brands like Honda, BMW. GM overly competes with these brands in the market. The main difference behind the Harleys success is that the company has built a strong brand image in the market management on its heavy duty motorcycles. GM on the opposite went on adding to its brands without focusing them on any single segment. GM had twelve brands in the market Buick, Chevrolet, GMC, Opel, Pontiac, Daewoo, Holden, Hummer, Saab, Saturn, Vauxhall, and Wuling. These vehicles were not free from problems. Customers were not happy about the performance of these vehicles. GM had put the focus on these brands in order to sell them and not at all on how to solve the problems. Customers remained dissatisfied and that eventually put GM into problem. This is case of Supply power that Porter in his theory Porters 5 forces mentioned explaining how erosion of brand loyalty penalizes a big company.( Brand Position workshop)Harley always projected the brand cop to prospective customers and explained what the brand stands for. HOG grabbed 46% of the Heavy-duty motorcycle market and entered the name among the worlds 50th most valuable brand. GM was nowhere in the list. In 2007 GM made about 7,450.000 vehicles and lost $4141 on every vehicle. GM never projected what their brands stand for except dreamy and vague captions such as chew the fat the USA in your

The Development and Use of the Six Markets Model Essay Example for Free

The Development and Use of the Six Markets Model Essay creative activityThe idea that business governments have a range of stakeholders other than sh arholders is obvious. Yet stakeholder theory has not guided mainstream trade practice to any great achievement (Polonsky, 1995). To use the theory/practice distinction bequeathd by Argyris and Schon (1978), it is a theory espoused rather more than a theory practiced in action.Research by freewoman and Reed (1983) traced the origins of the stakeholder concept to the Stanford Research Institute. They suggest a SRI internal document of 1963 is the earliest example of the terms usage. This document included clients, shareowners, employees, suppliers, lenders and orderliness in its list of stakeholders. The stakeholder concept has attracted considerable interest in the strategic contendment literature, especi everyy since the publication of an influential text (Freeman, 1984) that contained a deceptively elemental but broad defin ition of stakeholders (p. 46), namely . . . all of those groups and individuals that put forward affect, or are affected by, the accomplishment of organizational purpose.An important dialogue on stakeholder theory has emerged over the past decade, especially in articles and contributions to the Academy of Management Review, starting with a critique from Donaldson and Preston (1995) that argued that three associated strands of theory might converge at bottom a justifiable stakeholder theory, namely descriptive accuracy, instrumental power and normative validity.Stakeholder theory is clearly an important issue in system (e.g. Carroll, 1989 Donaldson and Preston, 1995 Harrison and St John, 1996 Useem, 1996 Campbell, 1997 Harrison and Freeman, 1999). However, at heart the strategy field there is not a great deal of agreement on the scope of stakeholder theory (Harrison and Freeman, 1999). In particular, there is still a line regarding which constituent groups an organisation should consider as stakeholders. For example, Argenti (1997) suggested an infinite number of potential groups while Freeman (1984) has argued that there is excessive breadth in identification of stakeholders.lately Polonsky et al. (2003) concluded that there are no universally accepted definitions of stakeholder theory or even what constitutes astakeholder (p. 351). However, they see ii rival perspectives one where stakeholder invention means improving corporate performance, and another where it means maximising social welfare and minimising the aim of harm produced within the exchange process (p. 351). musical composition these aims whitethorn never be entirely reconciled in practice (Gioia, 1999), the dominant assumption that the pursuit of profit is for the shareholders effectively denies legitimacy to other claims to the nitty-gritty of profit as a shared benefit, or as ashared good (Smithee and Lee, 2004).Relationship-based approaches to trade offer a reformist stakeholder age ndum with an strain on stakeholder collaboration beyond the immediacy of mart transactions. According to different authors, this involves creating exchanges of mutually beneficial value (Christopher et al., 2002), interactions within interlockings of relationships (Gummesson, 1999), or mutual commission and trust that whitethorn or may not be achievable (Morgan and turn tail, 1994). Relating is connecting, and at its simplest level, a relationship is a state of being connected. A unfavourable question arises With whom are you connected, and why?. These questions require judgments about particular relationships and strategic value choices.This article explores the development, extension and use of the 6 securities industrys stakeholder exemplar (Christopher et al., 1991) and proposes a manakin for analyzing stakeholder relationships and plan stakeholder strategy. The article is structured as follows. First, we review the post of stakeholders in relationship marketing. Sec ond, we discuss the development and refinement of the six markets model, and describe how the model has been operationalised and bully as a result of interrogation and experience in use with managers. Next, we discuss the development of a stakeholder relationship planning model that enables strategies to be highly-developed for apiece stakeholder group. Finally, we discuss the managerial and research issues associated with stakeholder theory in marketing and review well-nigh approaching research opportunities.Our objective is to explain how a abstract stakeholder model has practical application in marketing management and in this way make a contributiontowards eliminating the current gap between stakeholder theories and marketing practice.Relationship marketing and the role of stakeholders Marketing interest in relationship based strategic approaches has increased strongly over the last decade in line with expanding global markets, the ongoing deregulation of many industries a nd the application of new information and communication technologies. Notwithstanding, practitioners and academics alike can overlook the fact that business and industrial relationships are of many kinds (Wilkinson and Young, 1994), and that an understanding of the value generating processes is required (Anderson and Narus, 1999 Donaldson and OToole, 2002 Gronroos, 1997 Payne and Holt, 1999 Ravald and Gronroos, 1996 Tzokas and Saren, 1999 Wilson and Jantrania, 1994).Understanding the role of long-term relationships with both customer and other stakeholder groups has been largely neglected in the mainstream marketing literature but is acknowledged in the relationship marketing literature (e.g. Gronroos, 1994 Gummesson, 1995 Hennig-Thurau and Hansen, 2000 Hakansson, 1982 Moller, 1992, 1994 Parvatiyar and Sheth, 1997 Sheth and Parvatiyar, 1995). Kotler (1992) has on occasion called for a broadening of marketing interests to take into account the relationships between an organisation an d its publics. However, it is the relationship marketing literature in particular that has stressed the importance of stakeholder relationships (e.g. Christopher et al., 1991 Morgan and Hunt, 1994 Doyle, 1995 Gummesson, 1995 Buttle, 1999).Gummesson (2002b) has provided a comparison of four of the break down known approaches to classifying multiple stakeholders, including Christopher et al. (1991), Kotler (1992),Morgan and Hunt (1994), and alike Gummesson (1994). While the start three of these models are concerned with the relationships that an organisation has with its more traditional stakeholders, the approach of Gummesson (1994) goes beyond the sharpen of this article in that it includes criminal network relationships, para-social relationships and supranational mega-alliances. The Christopher et al. (1991) exemplar has six stakeholder market domains, each of which comprises a number ofsub-markets, while that of Kotler (1992) identifies ten specific constituents. Morgan and Hunt (1994) suggest ten relationship exchanges with four partnership groups. Other models include the SCOPE model (Buttle, 1999) and a framework by Doyle (1995).The conceptual model and the related planning framework described in this article are the result of recursive research and development over a number of years. Our initial conceptual work on the model was later supplemented with learning from field-based interactions with marketing managers and other executives in order to further refine it and to develop the conceptual planning framework reported here. This follows what Gummesson (2002a) terms interactive research. This research approach emphasizes that interaction and communication play a crucial part in research and that interrogationing concepts, ideas and results through interaction with different target groups is an integral part of the theory development and indeed the whole research process (Gummesson, 2002a, pp. 344-6).Managers observations and suggestions were fou nd to be valuable in developing and refining the model, supporting Gioia and Pitres (1990) proposals that multiple perspectives yield a more comprehensive view of organizational phenomena and where assumptions about the processes under dubiousness can be modified by further consultation with informants.Research objectives and approachThe objective of the research was to develop and refine the six markets model through testing its applicability in a wide range of organisational contexts. More specifically, we wished to develop a categorization scheme that enabled key constituent stakeholder groups within each market domain to be identified and classified and to develop a stakeholder planning framework. This was motivated, in part, by managers in these companies who ex inspireed the need for both a classification scheme and a planning framework.We have utilized a range of approaches over a number of years in our research to test and refine the six markets model and the planning fram ework and togain field-based insights, including 1) Piloting and testing the six markets model with an initial group of 15 UKorganisations. The organisations in this consume were drawn from a range of sectors including manufacturing (two), financial services including banking and insurance (six), other services including retailing (six), professional services (two) and one not-for-profit industry association (the violet Aeronautical Society). All were very large firms within their sector with the exception of the two professional services firms and the not-for-profit organization. 2) Using the model in substantive teddy studies on UK organisations in the following sectors retailing (two), manufacturing (two), a global airline and a major conservation charity. 3) Using the framework as a planning in any casel in a two major international banks (one a large British commercial and retail bank, the other a large cut investment bank), chosen as they had challenging and complex stake holder issues across many countries.A total of eight workshops was used to analyse stakeholder markets in four countries for the scratch bank and six workshops in three countries for the second bank. 4) Working on projects with over 80 further organisations to evolve and test the planning framework. This involved operative with groups of mid-career managers in the UK and Australia. Given the predominantly service-based economies of the developed countries in which this research was undertaken, those organisations that were selected included a high proportion from the services sector.While the earlier research earlier included large organizations in their sectors, this work also included a selection of medium-sized and smaller organisations. Overall, 65 per cent of the organisations were from the services sector, 20 per cent from manufacturing and 15 per cent from the not-for-profit sector. A wide diversity of organisations was used, including financial services companies, retaili ng and other services, manufacturing companies, a mobile telephony company, a major hotel chain, an insurance broker, a consulting firm, an airport authority, a university, a conference centre, a holiday company, a foreign languages teaching institute and a hospice.Our shared learning approach also draws on action research concepts suggested by Rapoport (1970) which aim at contributing to the practical concerns of people in a challenging situation such as stakeholder management and tothe goals of research by collaboration within a mutually acceptable framework. The revised six markets model (Christopher et al., 2002) is shown in Figure 1. The intent butt the model is to emphasise relationships between the organisation and all its stakeholder constituents in each of six markets. The key assumption is that organisations can only optimise relationships with customers if they understand and manage relationships with other relevant stakeholders.This model addresses the concern raised by Dill (1975) that some groups or parties may be involved in multiple role relationships. Any one constituent group, firm or individual may be classified within one or more of these market domains. For example, customers may play a role within the customer market (where the interaction is between a firm and its customers) and in the referral market (where the interaction is between an actual customer and a prospective customer).The six markets model provides a structure for managers in organisations to undertake a diagnostic review of the key market domains and stakeholders that may be important to them. As a result of this diagnosis, they will be able to identify a number of key constituents within the market domains that are strategically critical, or where unexpected opportunities emerge.Using and testing the modelThese six key market domains represent groups that can have a significant meet on an organisations marketplace effectiveness. Each market is made up of a number key groups, segments, or participants. To test the applicability of the model we followed four steps (1) identify key participants, or segments, within each of the market domains (2) review expectations and needs of key participants(3) review current and proposed level of emphasis in each market and (4) formulate an appropriate relationship strategy.In this section we consider the first two steps. We worked with groups ofmanagers to address these steps. Typically, the group comprised three to six mid-career managers from a range of functional backgrounds. The process started with the examination and analysis of each market domain to identify the key groups of participants or market segments within each of them. We explored the expectations and needs of each of the identified stakeholder groups through a combination of approaches, including interviews and questionnaires and a review of key issues with senior management. In applying the revised six markets model in a higher place we foun d all stakeholders we identified could be conveniently categorised into one of the six market domains.Initially the identification of the constituent groups within each market domain, for a given organization, was approached on a case-by-case basis. However, as our experience in victimization the model grew, the need for a more specific categorization became apparent. This was prompted, in part, by research such as Lovelocks (1995) work on classifying supplementary services. Developing and refining categorisation schemes for stakeholders was important because, as Emshoff and Freeman (1979) have noted, functionally based organizations typically place too much resource emphasis on highly visible stakeholders such as their customers, and too little emphasis on other special interest groups whose management falls outside specific functional boundaries. Identification of all relevant stakeholder groups should kick upstairs their visibility and lead to their greater prominence within th e organization thus the company is more likely address them as part of an integrated stakeholder strategy. by means of the work in the companies referred to above, a categorisation scheme was developed and refined over time that assisted the identification of typical groups within each market domain. In summary, this categorisation of market domains identified the following constituents 1) Customer markets are made up of buyers (e.g. a wholesaler), intermediaries and final consumers. Each intermediary or portion of the supply chain can then be further sub-divided according to the most relevant segmentation approach. 2) Referral markets comprise two main categories customer and non-customer referral sources. The customer category includes advocacy referrals (oradvocate-initiated customer referrals) and customer-base development (or company-initiated customer referrals). The wide range of non-customer referrals are divided into general referrals, reciprocal referrals, incentive-bas ed referrals and staff referrals.3) Supplier and alliance markets suppliers provide physical resources to the business and can be classified into strategic suppliers, key suppliers, approved suppliers and nominated suppliers. Alliance partners supply competencies and capabilities that are typically knowledge-based rather than product-based, and Sheths (1994) classification of alliance, partnering transaction and co-operative relationships is especially efficacious here. 4) Influence markets have the most diverse range of constituent groups, including financial and investor groups, unions, industry bodies, regulatory bodies, business press and media, user and evaluator groups, environmental groups, political and government agencies, and competitors.5) Recruitment markets comprise all potential employees together with the third parties that serve as access channels. They can be segmented by function, furrow role, geography and level of seniority. Channels include executive search c ompanies, employment agencies, job centres, off-line and on-line advertising, and using an organisations own staff to suggest potential applicants. 6) Internal markets follow the segmentation used for potential employees in the recruitment market, i.e. by function, job role, geography and level of seniority. Special emphasis needs to be move on behavioural characteristics for customer-facing employees.From this testing of the six market categories, we concluded that they are a workable reference frame to consider a broader range of constituent stakeholders, whether individuals, groups, or others whose interests have relevance to the enterprise.Further development of the modelHaving identified relevant stakeholders, the third step outlined above involved a review of the current and proposed level of emphasis on each market domain. Not all stakeholder markets require the same detail of attention and emphasis, and Gummesson (1994) has argued that managers needto prioritise and establ ish the appropriate mix of relationships needed for the companys success.To identify the present level of emphasis and the future desired emphasis on each of the market domains and their constituent parts, we developed a stakeholder network map (Payne, 1995). This was used to identify an organisations present emphasis on each market, the desired emphasis at a future point in time, and the gap between these two positions. This network map configures each of the major market domains, including customer markets (which are sub-divided into existing and new customers), on a series of axes and enables a group of managers within a firm to make an assessment as to the current and desired levels of emphasis on each market domain by means of a jury of executive opinion usually developed from inputs from one or more groups of senior managers within the organisation being examined. Although this work resulted in some initial variation of views amongst managers regarding present and desired em phasis, as a result of more detailed discussion the outcome was generally a strong degree of consensus amongst these managers.The stakeholder network map has seven axes two for customers (existing and new) and one for each of the other five relationship markets discussed earlier. The scale of 1 (low) to 10 (high) reflects the degree of emphasis (costs and effects) placed on each relationship market. The division of customers into new and existing reflects the two critical tasks within the customer domain, those of customer attraction and customer retention.Figure 2 shows a network map for the Royal Society for the Protection of Birds (RSPB), a major British conservation charity. It shows the current emphasis (at the time of analysis) and the proposed new emphasis. At this point in time the RSPB might have considered a number of issues, such as 1) placing greater attention on retaining existing members 2) a bread and butter of customer care and service quality issues with internal staff and 3) a stronger focus on influence markets (Payne, 2000).The analysis shown in Figure 2 represents the first level of diagnosticreview of the overall emphasis at the market domain level, in order to make an initial judgement as to the existing and desired relevant emphasis. A second level of analysis explores each market domain in much greater detail and enables analysis at the sub-segment or group level within the domains. For example, in the analysis of the referral market for a major international accounting firm we identified present and future desired emphasis on a number of groups within the referral market domain, including their clients, banks, joint venture candidates, their international practice and their audit practice.We have used the stakeholder network mapping technique in our research with many organisations. Although simple in concept, it has proved a robust means of considering the network of stakeholder relationships that organisations need to address. The diagrammatic mold has been especially useful in helping executives visualise the importance of various stakeholders. Further, the time dimension for the proposed relationship strategy, usually within a two- to three-year planning horizon, has been useful in determining the changes required in stakeholder emphasis. This addresses the concern of Dill (1975) regarding the need to take the time dimension into account.