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The purpose of this paper is to empirically examine the role of relationality in buyer–supplier negotiations and how it varies across cultural settings.

Using a multisession simulation design, this study recruited research participants (n = 82) from diverse cultural backgrounds to play the role of either buyer or supplier for two negotiation tasks. Regression analyses were used to test the relationships among relational constructs as well as the moderating role of relational culture.

Results show that negotiators’ relational self-construal enhances their relational commitment to the ongoing negotiations, which leads to a higher level of relational capital accumulated at the end of negotiations. The impact of relational self-construal on relational commitment and that of relational commitment on counterparts’ relational capital are stronger for negotiators from a high (as opposed to low) relational cultural background. Furthermore, intercultural negotiation context, when compared with intracultural context, weakens the impact of relational commitment on relational capital.

This research is among the first to empirically examine the culturally varied relationality in negotiations. The findings offer important theoretical and practical implications regarding how relationality, when interacting with cultural factors, has varying impacts on business negotiations.

The purpose of this paper is to systematically review and analyze the important, yet under-researched, topic of relationality in negotiations and propose new directions for future negotiation research.

This paper conducts a systematic review of negotiation literature related to relationality from multiple disciplines. Thirty-nine leading and topical academic journals are selected and 574 papers on negotiation are reviewed from 1990 to 2014. Based on the systematic review, propositions regarding the rationales for relationality in negotiations are developed and future research avenues in this area are discussed.

Of 574 papers on negotiations published in 39 peer-reviewed journals between 1990 and 2014, only 18 papers have studied and discussed relationality in negotiations. This suggests that relationality as a theoretical theme has long been under-researched in negotiation research. For future research, this paper proposes to incorporate the dynamic, cultural and mechanism perspectives, and to use a qualitative approach to study relationality in negotiations.

This paper presents the first systematic review of the negotiation literature on relationality, and identifies new research topics on relationality in negotiations. In so doing, this research opens new avenues for future negotiation research on relationality.

The purpose of this paper is to establish a grey clustering evaluation model based on center-point triangular whitenization weight function to evaluate the situation of urban low-carbon transport development (LTD). The study results intend to provide some theoretical basis and tool support for transport management departments and related researchers who are engaged in low-carbon transport (LT).

The study uses analytical hierarchy process based on expert investigations to determine the weight of each criteria, classifies the grey clusters based on center-point triangular whitenization weight function, calculates the membership of each development criteria and ranks the development level of all dimensions.

The research results of case city show that low-carbon technology is in “poor” level, transport facility is in “superior” level, low-carbon policy and environmental coordination is in “intermediate” level, transport management is in “good” level and the overall LTD level is in “intermediate” level.

Reducing the carbon emissions of urban transport and achieving LT is the key to promote urban sustainable development, the scientific judgment of transport development situation is the premise of promoting LTD. Therefore, based on the practices of LT in China, the study systematically clarifies LTD from five dimensions of reflecting LTD.

From the perspective of sustainable development, the evaluation index system of LTD is built with five dimensions consisting of low-carbon technology, low-carbon policy, transport facility, transport management and environmental coordination. Then assess the LTD by using the grey clustering evaluation model based on center-point triangular whitenization weight. This paper presents a new research idea for LTD evaluation.

Aims to review, update, and extend the understanding of country‐of‐origin (COO) effects in China. This involves examining the nature and extent of the COO effect amongst urban Chinese consumers and the impact of COO on actual purchase behaviour.

A questionnaire is used to collect COO information from a sample of 432 Shanghai consumers and a consumer panel is used to track the purchase behaviour of the same consumers over 6 months.

First, Chinese consumers generally say they prefer to buy local Chinese grocery brands. Second, Chinese consumers believe it is important to buy local brands for a range of Chinese‐style and Western‐style product categories. Third, however, the stated preference for Chinese brands was generally not reflected in actual purchase behaviour.

The results support the growing view that Chinese consumers are not necessarily attracted to foreign brands. However, the disparity between stated preferences and behaviour suggests that there are other factors that may moderate the COO effect, such as imperfect knowledge of which brands are local or foreign.

To capitalize on the stated preference for local brands, and to address consumers’ imperfect knowledge of which brands are local or foreign, managers may benefit by promoting the Chinese origin of their brands and by positioning their brands as being local.

In contrast to the experimental designs used in previous studies, actual purchase data is measured here in a real‐life setting. The study provides a strong empirical update on the COO effect in China.

The purpose of this paper is to analyze the key influencing factors which affect the performance of M & A and the key influencing factors by establishing grey relational sequence model. The results can not only perfect the current existing theoretical system, but also provide theoretical guide for M & A practice.

First of all, this paper analyzes the M & A performance through the literature reviews, and then establishes the grey model about M & A performance from three influencing factors: profitability, operational and development capacity to analyze its key influencing factors which affect M & A performance. Furthermore, the key factors influencing of M & A performance are analyzed, the results can be obtained through the analysis of the grey relative degree based on six years’ data of state-owned enterprises.

In this paper, some results can be found that ownership restriction and executive compensation can significantly affect corporate profitability and operation ability. M & A and institutional investors can be affected greater from the perspective of development ability and profitability. In general, enterprise scale has little affect on the performance after M & A.

With the sustainable development of economic globalization, M & A has become an important strategy for the rapid growth of the enterprise, enlargement market and brand effect. But the performance after M & A in most enterprises does not improve. As the pillar of the national economy, state-owned enterprises have an important impact on China’s economic development and urgently need to be reformed.

This paper analyzes the key factors through establishing grey relative sequence model to analyze the correlation of M & A performance and influencing factors, and finds key influencing factors which affect the performance of M & A. The conclusion can provide policy guidance for the improvement of M & A performance in the future.

The purpose of this paper is to establish a group of grey prediction models and relative degree model to study the characteristics and trend of the logistics industry development in Henan province scientifically. The study results can provide references for the development policy of the logistics industry in Henan province.

The paper constructs grey prediction models and grey buffer operator models which are related to the distribution of logistics industry in Henan province, and selects prediction models by comparing model accuracy, and use them to forecast the development trend of logistics industry in future ten years of Henan province. Using the grey relative models, the paper analyses development dynamic and prospect which support the development of logistics industry, and provide some references for transferring the pattern of economic growth of Henan province, forming new economic growth point and formulating relevant policies. High prediction accuracy models are selected to forecast the future development trend of logistics industry in the next ten years.

Results show that the modern logistics industry in Henan province has been a steady growth in overall, the main growth points of the logistics industry development in Henan province are roadway miles (km), roadway (100 million tonnes/km), freight turnover (100 million tonnes/km) and waterway (100 million tonnes), the growth points for the future development of logistics industry in Henan province are the roadway freight volume, roadway passenger volume and waterway freight volume.

Regional economic competition has become an important index for measuring a country's economic development level. Logistics industry plays an important role in the regional economic development, such as promoting coordinated development of regional economy and upgrading industrial optimization, and playing a major role in industrial transfer. Hence, logistics industry, which is urgently needed to solve by the government, has become important forces for promoting the growth of economy and a basic pillar industries of regional economy.

The paper presents the systematic results of development prediction of modern logistics industry in Henan province and its dynamic analysis by using grey systems theory, not only to predict the trend of the development of the logistics industry, also to analyse the future development of logistics industry in the leading power factors.

Based on literature review, the purpose of this paper is to design a comprehensive evaluation system for pharmaceutical industry from the financial perspective, and then analyses the development strategy of Chinese pharmaceutical industry according to the data of listed companies.

This paper analyses the development strategy of Chinese pharmaceutical industry through building the grey dominance evaluation model including absolute degree of grey incidence model and relative degree of grey incidence model.

Through the analysis of the grey dominance evaluation model, the authors find that four factors including total assets turnover, quick ratio, inventory turnover and current ratio can be grouped into first grade assessment indicator when evaluating the performance of Chinese pharmaceutical industry. These four indexes contain the concept of operational efficiency which shows that operation capability is the key to support the development of Chinese pharmaceutical industry, needing to be highly valued when organizations making business policy. When it comes to velocity of development, the contribution of R & D intensity is relatively small, which shows innovation ability of China’s pharmaceutical industry is still weak. Innovation is the lifeblood of enterprise development, needing to be improved to promote enterprise’s core competitiveness in the future development.

This paper selects Y1-Y7 as the performance evaluation system of pharmaceutical manufacturing enterprises, while X1-X15 as performance evaluation index system from the financial perspective, which indicated that the evaluation system is scientific and practical. The empirical result shows that the operation capability makes the largest contribution to the performance of China’s pharmaceutical industry, while R & D ability and the enterprise core competitive ability are weak.

The purpose of this paper is to attempt to establish a grey clustering evaluation model of center-point triangular whitenization weight function to measure the performance of enterprise's management innovation (MI). The author intends to provide some theory basis and tool support for enterprise's managers and other researchers who are engaged in performance measuring.

The study uses questionnaire survey and expert interviews to determine the index weight of enterprise's MI performance (MIP), classifies the grey clusters based on center-point triangular whitenization weight function, calculates the membership of performance criteria and ranks the performance level of all dimensions.

The survey data of case company shows that production performance is in superior level, employee and society influence performance are in satisfied level, finance and market performance are in intermediate level, total MIP is in satisfied level.

MI is the fundamental way to keep enterprise's core competitiveness and achieve its strategic objectives. Performance is an effective tool to measure the MI. Therefore, based on the practices of MI in China, the study systematically clarifies the performance level of MI from five dimensions.

The evaluation index of enterprise's MIP is built with five dimensions which contain production, market, finance, employee and social influence. The grey clustering evaluation model based on triangular whitenization weight function is applied to assess the performance criteria. This paper presents a new research idea for enterprise's performance evaluation.

The problem of manufacturer-customer relationships is becoming the key factor of enterprise development, and the contradiction between manufacturer’s objective and customer’s satisfaction still exists. Customers claim for product safety from manufacturers, so manufacturers should take corporate social responsibility (CSR) into their company philosophy or even enhance the degree of CSR during their production. The purpose of this paper is to investigate the influences of parameters on the stability of risk-averse complementary product manufacturers.

In this study, three dynamic game models are developed: manufacturer 1 – leader Stackelberg game model, manufacturer 2 – leader Stackelberg game model and Nash game model. Using bifurcation diagrams, the largest Lyapunov exponent, 0-1 test for chaos and parameter basin plots, the influences of parameters on the complex behaviors of the three models are analyzed.

The authors demonstrate that the system exists in deterministic chaos when the parameter exceeds a certain value. The lead manufacturer will not be a beneficiary in chaotic state, and when two manufacturers have the same status the stability of the system weakens, which renders it easily chaotic.

In this paper, the authors make some assumptions, which when applied broadly could lead to some findings.

The authors find that the lead manufacturer will derive the greatest profit and will exert the least effort compared with the follower manufacturer, but that both manufacturers will exert greater effort in the Nash game. The two manufacturers should be cautious while selecting the parameter ' s value so that the stability of the system is maintained.

The research will serve as a guide for the two complementary manufacturers in their decision-making process.

The originality and value of the research rest on the use of dynamic thinking in ensuring stability in the quality of complementary products considering the firms’ market powers. The research will serve as a guide for the two complementary manufacturers in their decision-making process.

The purpose of this paper is to explore how the product type (hedonic product and utilitarian product) and reward type (hedonic gift and utilitarian gift) influence customer referral likelihood in referral reward program.

The authors test the effect of the product type and reward type on referral likelihood through two studies. Study 1 produces a 2 (product type: hedonic product and utilitarian product) × 2 (reward type: hedonic gift and utilitarian gift) factorial design to test H1, H2 and H3, that is, the effect of the product type and reward type on referral likelihood and their interaction effect. On the basis of study 1, study 2 will select different subjects, different products and different incentive allocation schemes to test H1, H2 and H3 again.

The results are as follow: first, the product type has significant influences on referral likelihood. Compared with a utilitarian product, customers are more likely to make referrals when consuming a hedonic product. Second, the product type and reward type have significant interactions to referral likelihood. When rewarded a hedonic gift, customers who consumed the hedonic product have great willing to make referrals; however, when rewarded the utilitarian gift, customer who consumed the utilitarian product have great willing to make referrals.

The authors’ findings contribute to the literature of consumers’ recommendation in the following aspects. First, from the perspective of enterprises which launch referral reward program, the present research demonstrates the product type (hedonic product and utilitarian product) and reward type (hedonic gift and utilitarian gift) influence customer referral likelihood. Previous studies discuss attributes of product that influence consumers’ referral likelihood, such as product sensitivity (Kornish and Li, 2010), product involvement (Zhu et al., 2011), brand strength (Ryu and Feick, 2007) and price (Xiao et al., 2011). However, few studies focus on the hedonic and utilitarian attributes of products and explore their impact on the willingness to recommend. This paper makes a useful supplement to the research gap. Most previous studies simply divide the type of reward into tangible and intangible (Shi and Wojnicki, 2007), cash and coupon (Wang, 2010) or cash and gift (Huang et al., 2013). This paper enriches the research on reward types and refines the types of gifts in a referral reward program. The present research divides the type of reward into hedonic gifts and utilitarian gifts, and applies benefit congruency frameworks (Chandon et al., 2000), attitude theory (Eagly and Chaiken, 1993) and over-justification effect (Deci and Ryan, 1985).