Masoud Hemmasi, Lee A. Graf and Michael R. Williams
With U.S. health care costs increasing at three times the rate of inflation and Americans spending 50 percent more on health care than any other nation, health care practitioners…
Abstract
With U.S. health care costs increasing at three times the rate of inflation and Americans spending 50 percent more on health care than any other nation, health care practitioners will most certainly continue to focus upon cost containment and budgets (Guthrie, 1991). However, as suggested by some experts (e.g. Lytle and Mokwa, 1992), managerial approaches preoccupied with containing costs and financial budgeting are no longer sufficient for success, or maybe even survival, in today's intensely competitive marketplace. The major transformations in structure that have taken place in the health care industry throughout the 1980s call for more proactive and strategic approaches to planning and managing if health care organizations are to be successful in today's highly competitive environment.
Michael A. Humphreys, Michael R. Williams and Daniel J. Goebel
The paper has two main purposes: to define and examine supplier oriented purchasing (SOP) as an effective relational exchange practice for organizational buyers and to empirically…
Abstract
Purpose
The paper has two main purposes: to define and examine supplier oriented purchasing (SOP) as an effective relational exchange practice for organizational buyers and to empirically examine the degree to which supplier oriented purchasing can mediate the impact of manifest conflict on buyer‐supplier relationships.
Design/methodology/approach
A model is developed and tested examining the relationship among manifest conflict, relationship satisfaction and SOP. Data collection involved judgment sampling and survey methodology in a field setting using organizational buyers as subjects. Construct measures were based on existing measures and previous research. Measurement reliability and validity were established using exploratory and confirmatory factor analysis. Hypotheses were tested using SEM and accepted methods for testing mediation effects.
Findings
All hypotheses were supported concerning SOP mediating the negative impact of manifest conflict on relationship satisfaction. Post hoc analyses of the effects of individual dimensions of supplier oriented purchasing revealed that communication had the strongest positive impact on relationship satisfaction.
Research limitations/implications
Sampling was regional in scope and included professional purchasing personnel across industry sectors. Data collection was cross‐sectional and future research would benefit from a longitudinal methodology. Additional directions for future research include using SOP in more complex models of relationship marketing to better understand the ability of SOP to mediate conflict.
Practical implications
Supplier oriented purchasing can be viable relational exchange practices for organizational buyers. The supplier oriented purchasing construct provides specific tactics across multiple dimensions of purchasing that buyers can use toward fostering effective relationships with key partners such as suppliers. In line with current research on relationship marketing, supplier oriented purchasing can have a significant role in mitigating and managing inter‐organizational conflict.
Originality/value
The study examines SOP, contributing to an under‐researched area of purchasing strategy and practice and supports that SOP mediates the negative effect of manifest conflict in buyer‐supplier relationships.
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This article reports the results of a theoretically‐based, empirical study which incorporates the paradigm of relationship marketing. Using a sample of organizational buyers, this…
Abstract
This article reports the results of a theoretically‐based, empirical study which incorporates the paradigm of relationship marketing. Using a sample of organizational buyers, this study examines the influence of salesperson customer‐oriented behavior on the development of buyer‐seller relationships. Integral to this investigation, a measure of buyer‐seller relationship development is generated and evaluated for its reliability and validity. Findings from this study indicate a strong and significant influence between the customer‐oriented behavior of salespeople and the development of customer relationships. The results of this study and the discussion of the implications begin to provide valuable understanding into the antecedents of relationship development and relationship management. The results of this study and their implications for salespeople, managers, and researchers are discussed along with limitations and recommendations for future research.
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Notes that the rise in the US Hispanic population has attracted alot of interest in the marketing of products to them. Summarizes thattraditionally marketers have viewed Hispanics…
Abstract
Notes that the rise in the US Hispanic population has attracted a lot of interest in the marketing of products to them. Summarizes that traditionally marketers have viewed Hispanics as a distinct marketing segment. Examines studies of Hispanic consumers and suggests that differences between Hispanic and non‐Hispanic consumers are in reality quite small. Recommends that customer segmentation methods not based on ethnicity have as much chance of success as “Hispanic‐oriented” methods.
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Ramon A. Avila, Stephen M. Avila, Scott A. Inks and Michael R. Williams
This manuscript compares active with passive learning models. It supports active learning as more appropriate for professional sales education. The conceptual support is explained…
Abstract
This manuscript compares active with passive learning models. It supports active learning as more appropriate for professional sales education. The conceptual support is explained and justified within the context of behavioral modeling and social learning theory. Further, interactive video, an active learning pedagogy that utilizes behavioral modeling, is described and discussed as a viable alternative for business schools seeking active learning tools for professional selling courses. Following this general discussion of interactive video, two specific interactive video systems currently being utilized in college selling classes are described and compared.
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National Engineers' Week takes place annually during the week of George Washington's birthday. Washington, best known as a soldier and stateman, was also a surveyor and road…
Abstract
National Engineers' Week takes place annually during the week of George Washington's birthday. Washington, best known as a soldier and stateman, was also a surveyor and road builder. The National Society of Professional Engineers began this tradition in 1950 with a two‐page article in The American Engineer. The society promoted Engineers Week on a national level beginning in 1951. February and March issues of The American Engineer in 1951 discussed the early celebrations of this week. The society's history (Robbins) also gives insights about the creation of this special week. Although the National Society of Professional Engineers initiated this week, other engineering organizations became involved later. At the present time, many organizations participate in the celebration. Each year, the National Society of Professional Engineers plans a particular theme for the week.
This paper broadens and extends the idea of organizational death by arguing that certain organizational site moves, those in which employees hold a strong place attachment to the…
Abstract
This paper broadens and extends the idea of organizational death by arguing that certain organizational site moves, those in which employees hold a strong place attachment to the to be left, are a form of organizational death. It argues for the utility of viewing organizational change as involving loss and including space in studies of everyday organizational experiences. Using ethnographic research (participant‐observation and in‐depth interviews with the employees) of one such organization (the “Coffee House”) and a negotiated‐order perspective, discusses employee beliefs as to how the site move should have been managed as a means to document their understanding of the move as a loss experience and as a form of organizational death.
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Adam Lindgreen, Balázs Révész and Mark Glynn
The purpose of this article is to provide a brief summary of all the articles in this special issue.
Abstract
Purpose
The purpose of this article is to provide a brief summary of all the articles in this special issue.
Design/methodology/approach
Briefly discusses each article in this special issue.
Findings
This special issue of Journal of Business & Industrial Marketing aims to understand in greater depth both business‐to‐business purchasing and various types of buyer‐seller relationships. The authors selected 14 articles that provide an in‐depth understanding of the critical issues involved in purchasing orientations.
Originality/value
The article highlights how the papers in the special issue seek to understand in greater depth both business‐to‐business purchasing and various types of buyer‐seller relationships.
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Alexandra L. Ferrentino, Meghan L. Maliga, Richard A. Bernardi and Susan M. Bosco
This research provides accounting-ethics authors and administrators with a benchmark for accounting-ethics research. While Bernardi and Bean (2010) considered publications in…
Abstract
This research provides accounting-ethics authors and administrators with a benchmark for accounting-ethics research. While Bernardi and Bean (2010) considered publications in business-ethics and accounting’s top-40 journals this study considers research in eight accounting-ethics and public-interest journals, as well as, 34 business-ethics journals. We analyzed the contents of our 42 journals for the 25-year period between 1991 through 2015. This research documents the continued growth (Bernardi & Bean, 2007) of accounting-ethics research in both accounting-ethics and business-ethics journals. We provide data on the top-10 ethics authors in each doctoral year group, the top-50 ethics authors over the most recent 10, 20, and 25 years, and a distribution among ethics scholars for these periods. For the 25-year timeframe, our data indicate that only 665 (274) of the 5,125 accounting PhDs/DBAs (13.0% and 5.4% respectively) in Canada and the United States had authored or co-authored one (more than one) ethics article.