Nikolina Koporcic, Miika Nietola and John D. Nicholson
The purpose of this paper is to investigate the current industrial marketing and purchasing (IMP) research that has a vague positioning of the bounded rationality of an actor. By…
Abstract
Purpose
The purpose of this paper is to investigate the current industrial marketing and purchasing (IMP) research that has a vague positioning of the bounded rationality of an actor. By borrowing insights from other disciplines, this study aims to develop the IMP approach further by acknowledging the importance of individuals who act and make decisions on behalf of their companies.
Design/methodology/approach
This study is conceptual. By examining the IMP studies in combination with decision-making literature from behavioral economics and psychology, this paper provides a new understanding of the phenomenon in question.
Findings
This study demonstrates that individual decision-making is not as rational as has previously been thought, thus indicating the bounded rationality of the actor. After examining the most common negative emotions that influence the decision-making process, the paper presents a research agenda. It provides a series of research topics and methodological choices for future IMP research endeavors.
Research limitations/implications
As this paper is conceptual, empirical research is needed to examine the role of negative emotions in dynamic decision-making processes.
Practical implications
Managerial implications of this paper are focused on providing instructions for managers on how to deal with negative emotions in dynamic decision-making processes.
Originality/value
To the best of the authors’ knowledge, this paper is one of the first papers that attempts to connect the IMP studies with the dynamics of decision-making by examining negative emotions in the business world.
Details
Keywords
At a recent inquest upon the body of a woman who was alleged to have died as the result of taking certain drugs for an improper purpose, one of the witnesses described himself as…
Abstract
At a recent inquest upon the body of a woman who was alleged to have died as the result of taking certain drugs for an improper purpose, one of the witnesses described himself as “an analyst and manufacturing chemist,” but when asked by the coroner what qualifications he had, he replied : “I have no qualifications whatever. What I know I learned from my father, who was a well‐known ‘F.C.S.’” Comment on the “F.C.S.” is needless.
Water‐borne coatings continue to be of importance owing to widespread concern about the potentially harmful effects associated with the release of organic solvents into the…
Abstract
Water‐borne coatings continue to be of importance owing to widespread concern about the potentially harmful effects associated with the release of organic solvents into the atmosphere. This concern is reflected in their relative growth as a share of the total market. In the UK, for example, the proportion of paint (by volume) that was water‐based rose from 46 per cent in 1970 to 60 per cent in 1990, and the trend still appears to be upward.
However, a Taliban spokesman also denounced the meeting and its message. The movement has yet to respond to government appeals for talks, partly because several Taliban factions…
Details
DOI: 10.1108/OXAN-DB235212
ISSN: 2633-304X
Keywords
Geographic
Topical
A dinner was held at the Café Royal on Tuesday, January 10th to celebrate the completion of forty years' existence by the British Food Journal and the British Analytical Control…
Abstract
A dinner was held at the Café Royal on Tuesday, January 10th to celebrate the completion of forty years' existence by the British Food Journal and the British Analytical Control. A number of eminent people were present, and complimentary references were made to the invaluable services which the Journal and the Control had rendered in assisting in the suppression of adulteration and in giving authentic indication of genuineness.
NATO plans in Afghanistan.
Details
DOI: 10.1108/OXAN-DB218227
ISSN: 2633-304X
Keywords
Geographic
Topical
WE write on the eve of an Annual Meeting of the Library Association. We expect many interesting things from it, for although it is not the first meeting under the new…
Abstract
WE write on the eve of an Annual Meeting of the Library Association. We expect many interesting things from it, for although it is not the first meeting under the new constitution, it is the first in which all the sections will be actively engaged. From a membership of eight hundred in 1927 we are, in 1930, within measurable distance of a membership of three thousand; and, although we have not reached that figure by a few hundreds—and those few will be the most difficult to obtain quickly—this is a really memorable achievement. There are certain necessary results of the Association's expansion. In the former days it was possible for every member, if he desired, to attend all the meetings; today parallel meetings are necessary in order to represent all interests, and members must make a selection amongst the good things offered. Large meetings are not entirely desirable; discussion of any effective sort is impossible in them; and the speakers are usually those who always speak, and who possess more nerve than the rest of us. This does not mean that they are not worth a hearing. Nevertheless, seeing that at least 1,000 will be at Cambridge, small sectional meetings in which no one who has anything to say need be afraid of saying it, are an ideal to which we are forced by the growth of our numbers.
The Dictionary of Canadian Biography (called the DCB; see sidebar 1) is a companion to Britain's Dictionary of National Biography and America's Dictionary of American Biography…
Abstract
The Dictionary of Canadian Biography (called the DCB; see sidebar 1) is a companion to Britain's Dictionary of National Biography and America's Dictionary of American Biography. At first glance, the DCB in title, concept, and general appearance is a parallel publication—the national and monumental biographical dictionary which records, posthumously, the lives of persons who contributed to the nation. However, there are some differences. These reflect not so much the concept of a national biography as the economic and editorial circumstances surrounding such a project in Canada in the last half of the twentieth century.
Gloriana St. Clair and Rose Mary Magrill
Anyone who has tried to review studies relating to use of academic libraries may argue that a great deal of research exists on college students and how they use their libraries…
Abstract
Anyone who has tried to review studies relating to use of academic libraries may argue that a great deal of research exists on college students and how they use their libraries. Studies of reading habits and library use among college students have been appearing for more than fifty years, and the diligent student can compile an impressive bibliography of these studies. In spite of all we have learned about student interaction with library resources, there is still much we do not know.
John D. Nicholson, Adam Lindgreen and Philip J. Kitchen
The purpose of this paper is to apply the theory of relationship marketing to the previously unexplored context of organizations – from multiple sectors of society – that interact…
Abstract
Purpose
The purpose of this paper is to apply the theory of relationship marketing to the previously unexplored context of organizations – from multiple sectors of society – that interact through no other apparent reason than geographic proximity. The paper assimilates literature from outside the discipline of marketing and synthesizes this with empirical findings in order to present a practical agenda for private sector firms in relation to their local region.
Design/methodology/approach
Qualitative, convergent depth‐interviews and interdisciplinary literature synthesis.
Findings
The paper presents a model of relevant marketing geography, which positions a resource‐based view as a new direction for relationship marketing research. An additional model conceptualizes the competencies possessed by a private sector firm that allows the firm to access local stocks of social capital.
Research limitations/implications
The paper offers the results of an exploratory, inductive investigation. Subsequent further research directions are significant and are outlined at the end of the paper.
Practical implications
Involvement by private sector firms in their local region is often a random, spontaneous activity, or a reactive activity in response to prompts by public and third sector actors. The paper presents two models that move this agenda from emergent to planned strategic activity for private sector firms.
Originality/value
There is little if any previous discussion of research in the above outlined context within the marketing literature. This paper offers the potential for expansion of that literature.