Managing seller-buyer new product development relationships for customized products: a contingency model based on transaction cost analysis and empirical test

Sellers often customize their product offerings in order to increase the value offered to individual buyers and gain a competitive advantage over the seller’s competitors. However, such customization has a downside—it usually requires considerable seller-buyer interactions aimed at matching the seller’s technological capabilities with the buyer’s needs, which can pose exchange risks such as the safeguarding and adaptation problems noted in the transaction cost analysis literature. In the present study, we develop a contingency model to investigate the impact of product customization on sellers’ perceived relationship satisfaction and subsequent expectations of relationship continuity. We draw on the logic of transaction cost analysis to hypothesize that product customization’s effect on satisfaction and continuity may be moderated by three activities that sellers may engage in during the new product development (NPD) process: education, product knowledge generation, and joint new product development.Our substantive hypotheses were tested with data from a national survey of 296 small to medium size firms in several high-tech industries using a series of hierarchical OLS regression models. Overall, we found mixed support for our hypotheses. The results indicated that joint new product development reduced the negative effect of product customization on seller satisfaction and enhanced customization’s positive effect on continuity, as expected. Contrary to our expectations, product knowledge generation activities increased the negative effect of customization on satisfaction; it also had no significant moderating impact on continuity. Buyer education activities were found to reduce the negative impact of customization on satisfaction, but showed no moderating effect on continuity.This study offers important theoretical and managerial implications. It is one of the first to rely on transaction cost analysis as a basis for examining how various relationship activities conducted during the new product development process moderate product customization’s effect on qualitative outcomes. Whereas traditional NPD processes have emphasized unilateral approaches to product development, our study provides evidence of how bilateral approaches to NPD can benefit sellers of innovations. We provide new insights for managers to consider when deciding whether to engage buyers early on and then continue interacting with them throughout the product development process when developing customized products.     

The wages of motherhood: better or worse?

Data from two British cohort studies show that women with childrenhave lower wages than childless women. We develop an innovativedecomposition of this 'family gap'. The crude pay gap betweenmothers and childless women in their thirties was similar in1978 and 1991, but low pay in part-time work became more importantin explaining this gap, and human capital less so. We find that,among full-time employees, women who broke their employmentat childbirth were subsequently paid less than childless women.In contrast, mothers who maintained employment continuity wereas well paid as childless women, but neither were as well remuneratedas men.     

A study of auditor-client relationships and problems in the Bahraini audit environment

We report on a survey study of auditor-client relationship problems in an under-developed audit market in Bahrain. The study investigates client perspectives and views on important auditing process issues, value added audit activities for client organizations, and auditor rotation. Clients viewed high fees, excessive audit time requirements, difficulty in meeting auditor's requests, and audit personnel difficulties in understanding the business due to a lack of adequate audit professionals' experience as problems. From the audit firm perspective, the study explores audit client acceptance factors, independence issues, and common problems encountered with the clients. Auditor respondents indicated the major process problems to be associated with the client's culture, lack of access to information, and poor accounting systems. Auditors reported problems in collecting evidence. The audit process and evidence problems reported indicate possible audit quality problems faced by audit firms in Bahraini environment when conducting external audits, indicating the need for future research on auditor-client relationships in emerging economies.     

Environmental influences on corporate entrepreneurship: executive perspectives on the internet

This paper focuses on the likelihood of firms adopting corporate entrepreneurship in response to the challenges and opportunities presented by a change in their business environment shaped by the growth of the Internet. We further examined if firms are willing to modify their existing systems in response to such a change. We also investigated the paths or modes of entrepreneurship that firms would adopt when they perceive being entrepreneurial to be a viable response in light of a specific change in their business environment. Finally, we identified the impediments that firms may need to overcome when adopting corporate entrepreneurship. Results based on the data from senior executives lend support to our hypotheses. Managerial implications of the results are discussed.     

A new interpretation on the optimal density regulations: Closed and open city

Optimality of urban density regulations differs between a closed city and an open city. We demonstrate, by examining optimal floor area ratio (FAR) regulation, how to control building size to mitigate traffic congestion externality in a monocentric city. Results show that a closed city requires not only downward adjustment to the market density at boundary locations using maximum FAR regulation but also upward adjustment at central locations using minimum FAR regulation. On the other hand, an open city requires only the former. The common practice of imposing only maximum FAR regulation is thus insufficient for closed cities although it is effective for open cities.     

Pattern of road traffic injuries: one year hospital-based study in Western Nepal

Road traffic injuries and deaths caused by motor vehicles is a growing public health problem all over the world. Inter-country or regional differences in the pattern of injury by road users have significant implications in determining prevention policies. The present study was conducted to evaluate the pattern of injuries in 217 hospitalized trauma patients admitted during 1 year, 2003. The majority of the injuries (54%) involved motorcycles. The highest incidence amongst the male population was in the age group of 16 - 30 years. Head and face injuries and injuries to the lower limbs comprised 58.1% and 50.7% of all injuries respectively. The bones of the lower limbs were most commonly fractured. To conclude, the traffic casualties of motorcyclists and pedestrians are considered a major problem and the preventive measures to reduce these transport-related injuries are discussed in this study.     

Physical and Economic Consequences of Sea-Level Rise: A Coupled GIS and CGE Analysis Under Uncertainties

This paper develops a modelling framework that links GEMINI-E3, a multi-regional, multi-sectoral computable general equilibrium model with a cost-benefit analysis approach at local level using geographical information system tools to assess the physical and economic consequences of sea-level rise (SLR) in the twenty first century. A set of future scenarios is developed spanning the uncertainties related to global warming, the parameters of semi-empirical SLR estimates, and coastal developments (cropland, urban areas and population). The importance of incorporating uncertainties regarding coastal development is highlighted. The simulation results suggest that the potential development of future coastal areas is a greater source of uncertainty than the parameters of SLR itself in terms of the economic consequences of SLR. At global level, the economic impact of SLR could be significant when loss of productive land along with loss of capital and forced displacement of populations are considered. Furthermore, highly urbanised and densely populated coastal areas of South East Asia, Australia and New Zealand are likely to suffer significantly if no protective measures are taken. Hence, it is suggested that coastal areas needs to be protected to ameliorate the overall welfare cost across various regions.