Describes a number of ways in which fluorescent dyes have been used toinvestigate different construction problems, highlighting in particularthe areas of stone cladding cracking…
Abstract
Describes a number of ways in which fluorescent dyes have been used to investigate different construction problems, highlighting in particular the areas of stone cladding cracking, moisture prevention in cavity walls and microscopical and reconstructed stone testing. Concludes that good observation, coupled with careful consideration of the problems in hand, is essential to ensure that the appropriate methods are used and the right conclusions drawn.
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Sandra S. Graça and James M. Barry
This study investigates the antecedents and outcomes of cognitive trust during the expansion phase in buyer–supplier relationships. It takes a global approach and examines…
Abstract
This study investigates the antecedents and outcomes of cognitive trust during the expansion phase in buyer–supplier relationships. It takes a global approach and examines cultural nuances between developed nation and emerging market firms by including participants from the United States, China, and Brazil. The results demonstrate the importance of trust in building social capital and the central role which trust plays in shaping business relationships in all studied cultural contexts. There are similarities and differences across countries. Results support relationship marketing theory by demonstrating the importance of conflict resolution, communication frequency, and social bond in building buyer–supplier relationships in the United States, which in turn increase cooperation between partners. Results also indicate that in China, social bond plays a much greater role in building trust, which in turn increases cooperation only to the extent that it serves as a mechanism to secure committed relationships. In Brazil, results show that conflict resolution is the most important factor in building trust. It also mediates the relationship between communication frequency and trust, as well as drives cooperation positively. Overall, trust is found to influence exchange of confidential communication and increases commitment between partners in all three countries.
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Barrie O. Pettman and Richard Dobbins
This issue is a selected bibliography covering the subject of leadership.
Abstract
This issue is a selected bibliography covering the subject of leadership.
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Courtney Shelton Hunt and Mary C. Kernan
This paper reports the results of two studies that examined the impact of framing negotiations in affective terms. Pursuant to the recommendations made by Clyman and Tripp (2000…
Abstract
This paper reports the results of two studies that examined the impact of framing negotiations in affective terms. Pursuant to the recommendations made by Clyman and Tripp (2000) for reducing risks associated with discrepant values, the objective of the first study was to determine the optimal way of representing potential outcomes in affective terms in a negotiation payoff table. Results demonstrated the superiority of happy and unhappy face icons over other representations; it also revealed a slight advantage to varying the quantity of icons, rather than size, to reflect differences in the relative values of these outcomes. In the second study, the focus was on determining to what extent, if any, framing negotiations in affective terms would differentially affect negotiators' thoughts and feelings prior to engaging in a two‐party negotiation. Results indicated that when negotiations are affectively framed, negotiators report higher levels of negotiation involvement and positive emotion and lower levels of trust, as well as a decreased likelihood of employing cooperative negotiation tactics. The implications of the findings for future research are discussed.
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Donald E. Conlon and Courtney Shelton Hunt
The present study extends recently‐acquired knowledge about the affective aspects of negotiations by examining the effects of defining negotiation outcomes in affective terms…
Abstract
The present study extends recently‐acquired knowledge about the affective aspects of negotiations by examining the effects of defining negotiation outcomes in affective terms rather than numeric terms. Using a 2 x 2 experimental design, the researchers represented the negotiation outcomes in four different ways: happy faces, unhappy faces, positive numbers, and negative numbers. The results indicate that representing outcomes in affective terms leads to longer negotiation times and higher impasse rates. In addition, participants whose outcomes were represented as happy faces reported the highest levels of emotional involvement, the lowest levels of cooperation and trust, and most frequently experienced negative emotions. Emotional involvement and negative emotions also helped explain differences in negotiation time and individual outcomes over and above the effects of the experimental manipulations. The implications of these results for negotiation research are discussed.
Sandra Simas Graça, James M. Barry, Virginie P. Kharé and Yuliya Yurova
This paper aims to explore the effects of institutional environments across developed and emerging markets on buyer–supplier cooperation. It empirically examines a…
Abstract
Purpose
This paper aims to explore the effects of institutional environments across developed and emerging markets on buyer–supplier cooperation. It empirically examines a Business-to-Business relational exchange model of trust-building, commitment and cooperative behaviors within firms in the USA and countries such as Brazil, Russia, India and China (BRIC).
Design/methodology/approach
A conceptual model and accompanying research hypotheses are tested on a sample of buyers from the USA (n = 169), Brazil (n = 110), China (n = 100), Russia (n = 100) and India (n = 100). Structural equation modeling is used to test the relationships in the model.
Findings
Findings suggest that approaches to achieve successful cooperation vary across countries and depend on the interaction between formal and informal institutions present in each country. Results show that buyers from India and China place relatively greater emphasis on conflict resolution and commitment, whereas buyers from Brazil and Russia rely more on trust in their efforts to create cooperative relationships. For US buyers, formality and quality of communication and functional benefits are key factors in fostering trust, commitment and cooperation.
Practical implications
A conceptual framework is advanced that extends traditional westernized and China-only perspectives of relational exchanges to a more universal context. Results suggest that suppliers understand how their buyers’ country-level institutional environment shapes their partnership legitimacy and relational motivations at the transaction level.
Originality/value
To the best of the authors’ knowledge, this study is the first to examine buyer–supplier relational exchanges through the lenses of transaction cost, social exchange and institutional theories using the USA and BRIC nations as proxies for examination of institutional effects.
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John R. Ogilvie and Mary L. Carsky
With the increased emphasis on emotions in negotiation, an exercise is presented which can be used with a simulated negotiation to develop emotional skills. Linking research on…
Abstract
With the increased emphasis on emotions in negotiation, an exercise is presented which can be used with a simulated negotiation to develop emotional skills. Linking research on the role of emotions in negotiation to emotional intelligence, we propose a set of activities to develop greater awareness, understanding, and ability to manage emotions while negotiating. The teaching note explains how to use two worksheets, one before and one during the simulation. Headings on the worksheets correspond to levels of emotional intelligence. Suggestions for debriefing along with supporting literature are provided.
Terrance Ancheary, Puneet Mehta and Anish Mondal
Dark tourism, a phenomenon encompassing visits to sites associated with death, suffering, and historical atrocities, has gained increasing scholarly attention in recent years…
Abstract
Dark tourism, a phenomenon encompassing visits to sites associated with death, suffering, and historical atrocities, has gained increasing scholarly attention in recent years. This chapter explores the concept's historical roots, motivations for engagement, and its transformative impact on heritage sites, culminating in a case study of the Malcha Mahal Haunted Heritage Walks in Delhi. Despite being abandoned for centuries, this historic site gained prominence with the occupation by the self-proclaimed royal family of Oudh in the 1980s. The introduction of the Haunted Heritage Walk by Delhi Tourism aimed to harness the dark tourism potential of this previously neglected monument. However, initial challenges such as deteriorating conditions and safety concerns necessitated collaborative efforts with government departments for conservation and site preparation. Interviews with visitors revealed diverse motivations for attendance, ranging from thrill-seeking to appreciation of the monument's historical significance. Since the walk's inception, conservation efforts have commenced, accompanied by landscaping initiatives and amenities for visitors. While the future conservation and tranquility of Malcha Mahal remain uncertain amid increasing tourist interest, its transformation into an alternative destination within Delhi underscores the potential of dark tourism to revitalize neglected heritage sites. Sustainable tourism planning is essential to preserve the monument's unique features and manage tourism while maintaining its integrity for future generations.
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Barry J. Babin and Kevin W. James
This chapter focuses on how retailers can do the right thing and be successful at the same time, particularly in the light of technological innovation. Service dominant logic…
Abstract
This chapter focuses on how retailers can do the right thing and be successful at the same time, particularly in the light of technological innovation. Service dominant logic (SDL), with the notion of operant and operand resources as a means to connect the retailer to the customer, provides a framework for the chapter. Normative decision making is presented as a necessary ethical and practical mindset to solve problems, and we illustrate the relationship between normative decision making and value. Value becomes the ultimate outcome to the customer that will allow for sustainable retailing into the future. Utilitarian value and hedonic value are presented and elaborated upon to show how companies and consumers come together to transform resources into value through service. Sections are included showing how value delivery will evolve into the future and what mix of value will be necessary so that retailing can see continued success.