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Article
Publication date: 1 May 1997

Gunnar Bakkeland and Pierre R. Berthon

Some understanding and form of inter‐organisation management is necessary and desirable if a channel is to maintain or achieve satisfactory performance as a competitive entity…

185

Abstract

Some understanding and form of inter‐organisation management is necessary and desirable if a channel is to maintain or achieve satisfactory performance as a competitive entity (Stern and El‐Ansary 1992). Although this view is not novel (of. Alderson 1954,1957), it has not been the subject of extensive research (Frazier 1983), and interorganisational coordination in distribution channels has perhaps received less focus as a survival requirement (Dwyer and Oh 1988) than it deserves. Stern and El‐Ansary (1992) seem to reflect traditional points of view when stating that power is the major means available to achieve coordination and co‐operation among channel members. Power, however, gives rise to channel dependence and interdependence issues, (of. Pfeffer and Salancik 1978; Gaski 1984; Brown, Lusch and Muehling 1983), and issues of interorganisational governance mechanisms which for some years have also interested institutional economists, (of. Williamson 1993, 1991, 1986, 1981, 1975, Ouchi 1980) and economic sociologists, (of. Granovetter, 1985, Granovetter and Swedberg 1992). The marketing literature (of. Heide and John 1992; 1990; 1988) has questioned Williamson's somewhat simplistic treatment of opportunism as an underlying behavioural norm, central as this is to his transaction cost paradigm. Since Heide and John's [1992] work on the role of norms in marketing relationships, there is a distinct possibility that insufficient further research has been done in order to allow comparisons of their findings with those of other studies that differ with regard to cultures, settings, and time periods. Maintaining focus on the transaction between dyadic exchange partners as a fundamental activity in marketing channels (of. Achrol, Stern, and Reve 1983), the objectives of this article are to examine the existence or otherwise of relational norms between dyadic exchange partners serving as a governance mechanism safeguarding against opportunistic behaviour in the presence of transaction‐specific assets. The work of Heide and John [1992] shed much light on this, but examined the dyad from the perspective of a strong buyer facing a large number of small suppliers. We will focus on a strong supplier, facing a large number of small buyers, currently, but not indefinitely, bound to it by legislation and contract. The perspective adopted will be that of many small buyers (phar‐macies) from a monopolistic ethical drug wholesaler, at the time of dismantling of a statutory wholesale drug monopoly in Norway.

Details

Management Research News, vol. 20 no. 5
Type: Research Article
ISSN: 0140-9174

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Article
Publication date: 31 May 2006

Aimao Zhang

Transaction cost economics is an important anchor for analyzing a wide range of economic and organizational issues and is complemented by various theories, resulting in a…

660

Abstract

Transaction cost economics is an important anchor for analyzing a wide range of economic and organizational issues and is complemented by various theories, resulting in a perception shift of transaction governance structure from a polar classification toward a continuum (John & Reve, 1982; Heide & Miner, 1992; Hennart, 1993). Despite conceptual framework developments, empirical studies based on the continuum are scarce. This research is an initial effort toward TGS dimensionalization and operationalization and reviews theoretical developments since 1930, surveys empirical studies from 1982 to 2004, presents Williamson’s framework (1991), and proposes a set of items for instrument design.

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International Journal of Commerce and Management, vol. 16 no. 2
Type: Research Article
ISSN: 1056-9219

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Article
Publication date: 8 June 2023

David E. Bowen, Raymond P. Fisk, John E.G. Bateson, Leonard L. Berry, Mary Jo Bitner, Stephen W. Brown, Richard B. Chase, Bo Edvardsson, Christian Grönroos, A. Parasuraman, Benjamin Schneider and Valarie A. Zeithaml

A small group of pioneering founders led the creation and early evolution of the service research field. Decades later, this article shares timeless service wisdom from ten of…

973

Abstract

Purpose

A small group of pioneering founders led the creation and early evolution of the service research field. Decades later, this article shares timeless service wisdom from ten of those pioneering founders.

Design/methodology/approach

Bowen and Fisk specified three criteria by which to identify a pioneering founder. In total, 11 founders met the criteria (Bateson, Berry, Bitner, Brown, Chase, Edvardsson, Grönroos, Gummesson, Parasuraman, Schneider and Zeithaml) and were invited to join Bowen and Fisk – founders that also met the criteria as coauthors. Ten founders then answered a set of questions regarding their careers as service scholars and the state of the field.

Findings

Insightful reflections were provided by each of the ten pioneering founders. In addition, based on their synthesis of the reflections, Bowen and Fisk developed nine wisdom themes for service researchers to consider and to possibly act upon.

Originality/value

The service research field is in its fifth decade. This article offers a unique way to learn directly from the pioneering founders about the still-relevant history of the field, the founders' lives and contributions as service scholars and the founders' hopes and concerns for the service research field.

Details

Journal of Service Management, vol. 34 no. 4
Type: Research Article
ISSN: 1757-5818

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Article
Publication date: 6 May 2014

David A. Griffith, Hannah S. Lee, Chang Seob Yeo and Roger Calantone

The purpose of this paper is to explore the marketing “processes” of governing multiple export relationships under the theoretical framework of governance value analysis (GVA)…

5041

Abstract

Purpose

The purpose of this paper is to explore the marketing “processes” of governing multiple export relationships under the theoretical framework of governance value analysis (GVA). Specifically, this work examines the internal exchange attributes of transaction-specific investments and psychic distance on the adaptation/standardization of relational behavior and detailed contracting and how process adaptation/standardization influences new product outcomes and jointly created value in the focal export relationship.

Design/methodology/approach

A survey was conducted of 151 US manufacturers regarding their relationship with their primary foreign buyers. Data were analyzed with partial least squares estimation.

Findings

The results indicate that high levels of transaction-specific investments lead to the adaptation of relational behaviors whereas high levels of psychic distance lead to less adaptation of detailed contracting. The adaptation of relational behaviors and detailed contracting reflect differential direct effects on export performance. Furthermore, the results indicate that there is a significant positive interaction effect between the adaptation of relational behavior and detailed contracting on jointly created value in the focal export relationship.

Practical implications

The findings of the study reveal that adaptation of the marketing process related to relationship governance strategies can play an important role in the export marketing process, but managers must proceed with caution in balancing relational behavior and detailed contract adaptation. The results also point to the importance of understanding the underlying source of uncertainty and adapting appropriate aspects of governance for enhancing jointly created value in the export relationship.

Originality/value

The value of this research lies in its goal to highlight the issue of marketing process adaptation across multiple export relationships. Less attention has been paid to the marketing “processes” of governing multiple export relationships in the international marketing strategy literature relative to “program” standardization/adaptation. This is one of the first empirical studies on marketing process adaptation of governance employing the theoretical framework of GVA.

Details

International Marketing Review, vol. 31 no. 3
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 2 February 2010

Tore Mysen and Göran Svensson

The purpose of this paper is to develop a RELQUAL‐construct and to test its impact on satisfaction in Norwegian business relationships.

1137

Abstract

Purpose

The purpose of this paper is to develop a RELQUAL‐construct and to test its impact on satisfaction in Norwegian business relationships.

Design/methodology/approach

This study is based upon a survey and random sample of small and mediumsized companies in Norway. Initially, respondents were contacted by phone and a total of 581 surveys were mailed. A total of 212 surveys were returned, a response rate of 36.5 percent.

Findings

Two principal findings are: business relationships characterized by commitment/continuity and coordination/cooperation indicate a higher degree of a company's perceived satisfaction of the supplier; and business relationships characterized by opportunism/distrust and dependence indicate a lower degree of a company's perceived satisfaction of the supplier.

Research limitations/implications

The RELQUAL‐construct and its impact on satisfaction in business relationships appears to be accurate for those Norwegian business relationships studied, but only further work in examining other companies will verify its universal applicability if it is to be seen as a valid and reliable measurement for other companies' business relationships too. Suggestions for further research are provided.

Practical implications

This study is of managerial interest to executives since it provides a framework of dimensions to be considered in corporate efforts in maintaining satisfactory levels of relationship quality in business relationships.

Originality/value

The RELQUAL‐construct makes a contribution to theory since it proposes a higher order‐construct and measurement instrument for the benefit of other researchers and practitioners in the field.

Details

Journal of Business & Industrial Marketing, vol. 25 no. 2
Type: Research Article
ISSN: 0885-8624

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Case study
Publication date: 24 April 2024

Aaron Fernstrom, Mary Margaret Frank, Samuel A. Lewis, Pedro Matos and John G. Macfarlane

The case examines the development and launch of an exchange-traded fund (ETF) based on JUST Capital's socially responsible corporate ranking methodologies. The case provides a…

Abstract

The case examines the development and launch of an exchange-traded fund (ETF) based on JUST Capital's socially responsible corporate ranking methodologies. The case provides a market overview of Environment, Social, and Corporate Governance (ESG) and socially responsible investing (SRI), what has driven growth in those areas worldwide, and several best-practice investment approaches. Following the overview, the case describes the founding and development of JUST Capital, explores JUST Capital's ranking methodologies, and presents the decision point faced by the CEO: requisite selection of one of three strategies in order for JUST Capital to generate “self-sustaining” revenue.

Details

Darden Business Publishing Cases, vol. no.
Type: Case Study
ISSN: 2474-7890
Published by: University of Virginia Darden School Foundation

Keywords

Available. Open Access. Open Access
Book part
Publication date: 30 April 2019

S. J. Oswald A. J. Mascarenhas

Abstract

Details

Corporate Ethics for Turbulent Markets
Type: Book
ISBN: 978-1-78756-192-2

Available. Open Access. Open Access
Article
Publication date: 15 October 2016

Lori G. Boyland, Jeff Swensson, John G. Ellis, Lauren L. Coleman and Margaret I. Boyland

School principals should lead for social change, particularly in support of vulnerable or marginalized students. An important social justice issue in which principals must provide…

279

Abstract

School principals should lead for social change, particularly in support of vulnerable or marginalized students. An important social justice issue in which principals must provide strong leadership, but may not be adequately prepared in university training, is creating positive and inclusive school environments for lesbian, gay, transgender, bisexual, and questioning (LGBTQ) students. Research reveals that LGBTQ students experience high rates of discrimination, bullying, and physical assault due to their sexual orientation or gender expression. This Application Brief describes how faculty members at a Midwest university developed curriculum and pedagogy for their principal preparation program with the goal of promoting the knowledge and skills that future school leaders need to provide effective leadership for protection, acceptance, and affirmation of LGBTQ students.

Details

Journal of Leadership Education, vol. 15 no. 4
Type: Research Article
ISSN: 1552-9045

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Article
Publication date: 1 April 1990

Simon Vicary, John G. Treble and John Baker

The skill mismatch between the pool of long‐termunemployed and job vacancies in the Hull travelto work area is focused on, with data providedby a survey, the Training Agency and…

182

Abstract

The skill mismatch between the pool of long‐term unemployed and job vacancies in the Hull travel to work area is focused on, with data provided by a survey, the Training Agency and the National On‐line Manpower Information Service (NOMIS). A brief account of the industrial and employment structure of Humberside is given, together with an overall view of unemployment trends in the area and the various trends in the demand for labour as revealed by official statistics.

Details

International Journal of Manpower, vol. 11 no. 4
Type: Research Article
ISSN: 0143-7720

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Article
Publication date: 25 March 2021

Treena Gillespie Finney, R. Zachary Finney and John G. Roach III

This study investigates whether subordinates who rate their managers higher on narcissism are also more likely to view their managers as abusive. In particular, the study explores…

1100

Abstract

Purpose

This study investigates whether subordinates who rate their managers higher on narcissism are also more likely to view their managers as abusive. In particular, the study explores the extent to which managers whom subordinates rate higher on narcissism use certain behaviors (self-promotion and unpredictability) that mediate the relationship between narcissism and perceived abuse.

Design/methodology/approach

Survey participants (n = 949) rated their most-destructive manager in terms of self-promotion, unpredictability, narcissism and abusiveness. A bootstrap analysis assessed the positive, mediating effects of leader self-promotion and unpredictability on the narcissism–abuse relationship.

Findings

Degree of perceived supervisor narcissism predicted subordinates' perceptions of abusive supervision. However, the supervisor's self-promotion activities and unpredictability fully mediated this relationship.

Research limitations/implications

This study identifies perceived narcissism as an antecedent of abusive supervision and identifies two mediators relevant to subordinates' perceptions of abuse. Using multiple methods and multiple sources, the authors recommend that scholars identify additional mediators. Further research should consider variables such as gender, organizational culture and occupational status.

Practical implications

Findings highlight how subordinates connect supervisor narcissism to abuse; this allows human resource practitioners to better predict and address subordinates' perceptions of their managers and to design interventions for improving supervisors' behaviors.

Originality/value

This study helps in explaining destructive leadership by empirically examining perceptions of narcissism as a driver of abusive supervision. Also, the study reveals the characteristics of narcissistic managers that impede productive relationships with subordinates.

Details

Journal of Management Development, vol. 40 no. 3
Type: Research Article
ISSN: 0262-1711

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