Social Embeddedness in Electronic Negotiations

This study contributes to electronic negotiation research by analyzing the role of social embeddedness of actors in a controlled laboratory experiment. In particular, we analyze the effect of prior negotiator relationship in different conflict levels in web-based negotiations. We hypothesize that with increasing intensity of conflicts, negotiators who have a personal relationship use more value creating strategies compared to anonymous negotiators. As a consequence, we also hypothesize to find fewer impasses in electronic negotiations involving subjects who are socially embedded. Our results confirm that, in fact, in severe conflicts socially embedded actors reach significantly more agreements than subjects of the control group while such an effect is not found in weak conflict situations. These findings are related to more yielding between embedded actors but not to more value creating behavior. From these results, we can conclude that socially embedded negotiators better manage to reach agreements in difficult situations. Furthermore, an institutionalized pre-negotiation phase which allows negotiators to establish a personal relationship can counteract the threat of impasses.     

Internationalisation of Japanese professional business service firms

This paper explores the internationalisation of Japanese professional business service (PBS) firms. The UK was chosen as the geographical area of study due to the large number of Japanese foreign direct investments over the last 20 years. A comparative study of Japanese and Western service providers was conducted in the UK in spring 2002 to ascertain if there are any significant differences in their ways of doing business with Japanese clients. The preliminary results show that Japanese firms tend to be very small in the UK in terms of both size and market share. They seem also to be tightly connected with Japanese businesses operating in the UK.     

新兴高技术企业发展的网络根植性研究

新兴高技术企业的发展取决于其对资源的获取和利用,取决于其与外部网络间的互动联系。新兴高技术企业在获得网络支持的同时,其发展也同时受到网络的约束。以网络根植性理论和资源依赖观点为基础,构建了新兴高技术企业发展的系统进化模型,对其发展的动态过程进行了研究。     

Network embeddedness,headquarters entrepreneurial orientation,and MNE international performance

The aim of this paper is to examine the role played by external and internal network embeddedness in the headquarters entrepreneurial orientation of multinational enterprises (MNEs), and the role of the latter in MNE performance. Drawing on responses from CEOs in a sample of 143 European MNEs, our study offers evidence for the antecedent role of network embeddedness on headquarters entrepreneurial orientation on the one hand, and for the positive impact of headquarters entrepreneurial orientation on international performance on the other. Our findings contribute to the network view of MNEs in the international business and international entrepreneurship literature by disentangling the complex phenomenon of entrepreneurship in MNEs, partly explained by its multiple embeddedness in external and internal networks, and by studying its impact on international performance.     

The strategic impetus for social network ties: reconstituting broken ceo friendship ties

Research on organization–environment relations has focused primarily on formal linkages between organizations such as board interlock ties as a strategy for managing resource dependence. This study examines whether top corporate executives may maintain more informal ties to executives of other firms in order to manage uncertainty arising from resource dependence. Our point of departure is prior research on boards of directors that has examined whether so‐called ‘broken board ties’ (i.e., ties that are disrupted due to executive turnover) tend to be reconstituted, and whether resource dependence explains the likelihood of reconstitution. These studies have generally provided little evidence that corporate board ties are used to manage resource dependence. We draw from theory and research on social embeddedness and friendship to suggest that, as a strategy for managing dependence, the maintenance of friendship ties between top executives provides benefits that are comparable to the supposed benefits of board cooptation, while imposing fewer constraints on the organization. Our theory leads to the contention that, despite limited prior evidence that resource dependence determines the formation of formal board ties, corporate leaders may nevertheless reconstitute informal (i.e., friendship) ties to leaders of other firms that have the power to constrain their firms' access to needed resources when those ties have been disrupted (e.g., due to turnover of the CEO's friend). We test our hypotheses with a unique dataset that includes survey data from U.S. corporate leaders collected at two points in time, thus permitting an assessment of whether top executives reconstitute broken social ties to leaders of other firms, and whether various sources of resource dependence predict the likelihood of reconstitution. We discuss implications for strategic perspectives on inter‐organizational relations and the sociological literature on embeddedness. Copyright © 2006 John Wiley & Sons, Ltd.     

Niche and performance: the moderating role of network embeddedness

What is the relationship between niche and performance? We identify two types of niche positions—product niche and process niche—defined by the extent to which a firm offers distinctive products and has distinctive operational processes, respectively. We argue that the effect of each niche on firm performance is contingent upon network embeddedness—the extent to which a firm is involved in a network of interconnected inter‐firm relationships. Using data covering the period 1995–98 pertaining to venture capital firms and their holdings in initial public offerings (IPOs), we show that both product niche and process niche interact with network embeddedness to determine firm performance. Our findings suggest that the extent to which a firm offers distinctive products or processes will be more positively associated with firm performance when network embeddedness is high. Copyright © 2004 John Wiley & Sons, Ltd.     

论“共主体”营销话语的建构与践行——关于现代营销近视症的矫治研究

本文针对当前营销理论和实践存在的"外形化"问题,梳理了莱维特提出营销近视症后的营销理论发展进路,得出该近视症并没有得到根治而且有新变异的论断和具有主体中心论特征与弊端的现代营销近视症;认为要根治该近视症,首先应克服"现代营销者研究现代营销"以及由此产生的"营销研究的近视症"局限,以营销研究者的身份、在跨学科和方法论高度与层面去寻求突破性思路和方法。基于这种认识,本文萃取和应用"后现代性"、"主体间性"与"网络嵌入性"等多学科话语作为矫治这种营销近视症的创新方法,重构了具有"消解对立、善待他者、与他者网络化互嵌共生"意蕴的共主体营销新话语,并论述了践行这种营销新话语的方式、机理和愿景。     

创业成长中双重网络嵌入的演化规律研究——以正泰集团和温氏集团为例

新企业在创建、存活和成长过程中,需要通过嵌入社会关系网络获得资源支持,嵌入产业网络获得产业链分工协作收益。创业网络是社会网络和产业网络的有机统一体,创业成长过程同时也是对社会网络与产业网络双重嵌入的过程。基于创业网络中信任关系从情感性信任到认知性信任再到复合信任的演进,新创企业的双重网络嵌入性关系演化呈现出以下规律性:一是由社会网络嵌入向社会网络和产业网络双重嵌入演化;二是由"交易性嵌入"方式向"关系性嵌入"方式演化;三是由双重网络分离式嵌入向叠加式嵌入演化。新创企业双重网络嵌入演化对创业成长有促进作用,但同时也会形成"创业网络经营成本",政府需要对此加以重视。     

基于跨国公司嵌入的开发区产业集聚模式研究

我国国家级开发区的经济是一种独特的集聚经济,即基于跨国公司嵌入的产业集聚经济。本文在对我国开发区的产业集聚进行了深入分析的基础上,提出了基于跨国公司嵌入的三种产业集聚模式。这三种产业集聚模式将块状经济与链状经济有机融合在一起,因而具有较强的竞争优势和强大的生命力,是在经济全球化条件下工业园区发展和我国新型工业化道路的有效路径之一。     

外生型产业集群异变路径探析

作为特殊的集群类型,外生型产业集群从企业的一般集聚,到吸引外部跨国公司进入、根植,促进集体学习和协同创新,进而获得集群乃至区域竞争力是一个动态的复杂过程。而在外生的主导企业的战略导向下,产业集群会发生相互继起的阶段性渐进异变,且随着开放性和根植性的变化,集群会呈现出不同的异变特征。因此,沿着根植性和开放性两个维度剖析外生型产业集群异变的阶段与过程,有助于建构外生型产业集群的异变模型,从而深入探讨集群异变的多维路径。