Search results

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.

As a key part of the algae removal equipment in the middle route of South-to-North Water Diversion Project, the static analysis and dynamic analysis are carried out for the structural characteristics of the frame. The paper aims to discuss this issue.

First, the model is constructed for analysis. Second, finite element analysis are carried out. And finally, test designed is used for the construction.

The optimization scheme that minimizes the quality under the condition of satisfying the allowable stress is found, and the quality is reduced by 6.88 percent.

The paper is based on the occurrence of seasonal algae in the main channel of the Middle Route of the South-to-North Water Diversion Project, an automatic algae-removing equipment was designed.

In the increasingly competitive leisure food market, Lyfen has become a well-known leisure food brand in Shanghai after long-term independent operation. Insisting on chain retail specializing in various kinds of leisure food, Lyfen captures the consumption habits of consumers, timely launches new products in line with consumers' preferences, and leads the consumption trend. Its main competitors include other leading enterprises in China's leisure food chain industry, such as Three Squirrels, BESTORE and Baiweilin. The company's products are mainly divided into nine categories, totaling more than 900 special products. Some products under Lyfen's name have established good reputation in East China. Regarding business model, Lyfen has devoted its full energy to the construction of brand and channel, and created a unique asset-light model, which mainly involves sourcing and sales two chains.

Abnormal vibrations often occur in the liquid oxygen kerosene transmission pipelines of rocket engines, which seriously threaten their safety. Improper handling can result in failed rocket launches and significant economic losses. Therefore, this paper aims to examine vibrations in transmission pipelines.

In this study, a three-dimensional high-pressure pipeline model composed of corrugated pipes, multi-section bent pipes, and other auxiliary structures was established. The fluid–solid coupling method was used to analyse vibration characteristics of the pipeline under various external excitations. The simulation results were visualised using MATLAB, and their validity was verified via a thermal test.

In this study, the vibration mechanism of a complex high-pressure pipeline was examined via a visualisation method. The results showed that the low-frequency vibration of the pipe was caused by fluid self-excited pressure pulsation, whereas the vibration of the engine system caused a high-frequency vibration of the pipeline. The excitation of external pressure pulses did not significantly affect the vibrations of the pipelines. The visualisation results indicated that the severe vibration position of the pipeline thermal test is mainly concentrated between the inlet and outlet and between the two bellows.

The results of this study aid in understanding the causes of abnormal vibrations in rocket engine pipelines.

The causes of different vibration frequencies in the complex pipelines of rocket engines and the propagation characteristics of external vibration excitation were obtained.

The purpose of this paper is to address a long-standing gap in current research on intercultural service encounters, by exploring the direct and indirect roles of four personal cultural orientations (PCOs) [independence, interdependence (INT), risk aversion (RSK) and ambiguity intolerance (AMB)].

A 2 × 2 between-subjects experimental design with customers in two countries (Australia and China) using scenarios to manipulate service outcome (failure or success) and photos of foreigners as customer or employee to prime perceived cultural distance (PCD).

Customers with higher (vs lower) independence perceive greater interaction comfort, service quality and satisfaction (SAT) and are affected to a lesser extent by PCD and service outcome, but those with higher (vs lower) RSK or AMB perceive lower interaction comfort, service quality and SAT and are affected more strongly by PCD and service outcome.

The authors used an “experimental” design with “imaginary” service scenarios to collect data in “two” countries using “four” PCOs for greater control in this paper, but all of these choices may restrict the generalizability of the findings.

Service managers need to look beyond visible cultural differences, such as ethnicity, nationality and language, and focus more on the invisible cultural differences in customs, values and norms, as reflected by the four PCOs in this paper.

The authors extend prior research on intercultural service encounters by exploring the moderating effects of PCOs on the influence of service outcome and PCD on interaction comfort, service quality and SAT.

The purpose of this paper is to introduce a new conceptual model that incorporates internal service quality as a mediator between service climate and employee performance and two personal cultural orientations (independence and interdependence) as the moderators of these relationships.

An online survey of 353 employees representing 19 different nationalities, working in 18 branches and offices of a multinational business-to-business (B2B) civil engineering services firm, spread across 14 countries.

All the hypotheses are supported. Specifically, internal service quality mediates the influence of service climate on employee performance and these relationships are stronger for employees with interdependent (vs independent) cultural orientations.

This paper uses data collected from the employees in a single B2B firm in one industry (Civil Engineering Services) and focuses on a few key variables, which may restrict the generalizability of its findings.

The findings of this paper highlight the importance of cultural factors in building a service climate in multinational service organizations to help their employees work more effectively and efficiently with their colleagues from diverse cultural backgrounds.

This paper clarifies the relationships among service climate, internal service quality and employee performance, by showing that internal service quality mediates the influence of service climate on employee performance.

Through a life-narrative perspective, this research seeks to reveal the underlying mechanisms driving and sustaining outstanding leadership among top Chinese business leaders in a transitioning environment.

The authors extracted primary thematic patterns of leadership activities by analyzing the qualitative data collected from in-depth semistructured interviews with 17 top business leaders in China.

Results revealed four major activities through which leaders can effectively lead their organizations toward a long-term growth, that is, balancing relationship with government, leveraging market uncertainties, reinventing and consolidating the organization and self-regulation and adaptation.

The findings explain how outstanding leadership can emerge in a typical transition economy through multidexterity in critical leadership activities and shed light on developing a contextually relevant theory of outstanding leadership.

Several challenges of today’s higher education were motivations to reconsider the contents and formats of lectures and tutorials and to conceive the classroom communication system Backstage, a social media platform supporting a novel form of large-class teaching. The purpose of this paper is to report on the challenges met, on the novel teaching form and on an evaluation of this teaching form.

The use of Backstage in two courses is evaluated. One of the courses has been specially adapted to promote student participation, the other course has been held in a traditional way. To investigate the usefulness and acceptance of Backstage in the given settings the data collected on Backstage and student responses in surveys are analyzed.

The results indicate that Backstage can foster interactivity and awareness in large-class lectures when used in combination with a teaching format that provides opportunities for and encourges lecture-relevant communication. Furthermore, students appreciated the use of Backstage.

This paper reports on a case study which lacks generalizability. Further studies under controlled conditions and of the learning effectiveness of the approach are still outstanding.

This paper describes an approach fostering a form of Active Learning in large classes. Since large classes are widespread in higher education, the approach has a considerable practical potential.

The paper describes an approach to large class higher education teaching in using social media.

Similar results have not been published so far.

The purpose of this paper is to analyze and map the main areas of the Circular Economy literature of the first two decades of 21st century, offering a broad vision about the growth of the theme during these years.

The research was divided into two stages: the first was a systematic review of literature and the second consisted on generation and analysis of bibliographic maps.

The publication indicates the prominence of China and European Union countries in the production of articles about Circular Economy. Furthermore, the topic is restricted to academic area, and that research on Circular Economy is still very focused on theory studies, even with exponential growth in the number of published articles about the theme since 2015. Finally, it also provides a collection of information as the principal authors, the most cited publications, citations, co-citations and countries that have most published beyond which are the most discussed topics.

A possible limitation of the research is that it was performed only in the Scopus database. It may be suggested as future searches that other databases are included as well, and another suggestion is to reduce the time period between research samples due to the exponential increase in the number of publications and topics discussed lately.

The results of this paper can guide future researches about the development of Circular Economy during the next decades or years and serve as a facilitator for researchers and for managers that want to know more about the topic.

A mapping of the principal players and main discussions about Circular Economy made in the first two decades of the 21st century and an analysis about the growth and changes about the theme.