Does success diminish competitive responsiveness? Reconciling conflicting perspectives

Previous research provides conflicting evidence of the association between the past performance of a business and its competitive responsiveness, with researchers observing both positive and negative relationships. To clarify this issue, the authors test a model using survey data from the retailing industry. The model delineates direct and indirect mediated paths through ability to respond, motivation to respond, and awareness of competitors’ actions to show how past performance can have both positive and negative influence on competitive responsiveness. However, the overall impact of past performance of an organization on its competitive responsiveness is positive. The implications of these findings for research, practice, and theory are discussed. Satish Jayachandran (satish@moore.sc.edu) is an assistant professor of marketing in the Moore School of Business at the University of South Carolina. His research interests are focused on issues related to the market responsiveness of firms. His research has been published in theJournal of Marketing and theJournal of the Academy of Marketing Science. He was a recipient of the Harold H. Maynard Award for 2001 from theJournal of Marketing. He was nominated a young scholar by the Marketing Science Institute in 2003. Rajan Varadarajan (varadarajan@tamu.edu) is Distinguished Professor of Marketing and holder of the Ford Chair in marketing and e-commerce at Texas A & M University. His teaching and research interests are in the areas of strategy, international marketing, and e-commerce. His research on these topics has been published in theJournal of Marketing, theJournal of the Academy of Marketing Science, theAcademy of Management Journal, Strategic Management Journal, Sloan Management Review, California Management Review, Business Horizons, theJournal of Business Research, and other journals.     

Organizational resources enabling service responsiveness: Evidence from Greece

This article examines the implementation of relationship marketing strategy based on a sample of business-to-business firms operating in Greece. Organizational resources, including a focus on learning and flexibility/adaptation in strategic planning, are demonstrated to be antecedents of effective relationship marketing strategies. The possession of these resources lead to superior customer performance (as measured by customer satisfaction and loyalty) and, ultimately, superior financial performance (as measured by profit levels, profit margin, and ROI). Our results provide support for the development of organizational resources that foster and enable relationship marketing in business-to-business environments since such resources are linked with improved firm performance.     

Impact of shared history on customers’ service evaluations

This paper investigates how shared history affects customers' cultural and personal values and impacts their perception of services’ responsiveness and satisfaction in a high-contact service setting (retail banking) from two countries with a shared history (France & Lebanon). Data were collected from 171 French and 141 Lebanese bank customers. Findings reveal that both cultural and personal values moderate the relationship between responsiveness and satisfaction, and that their impact is independent of each other. Further, findings show that in countries with a shared history, existing cultural models in literature may not be detailed enough to explain cross-cultural differences and similarities.     

Knowing your boundaries: Integration opportunities in international professional service firms

This study presents three different business models (continuous, repetitious, and unique) identified in international professional service firms that pursue a transnational strategy. These business models have varying opportunities for global integration. We extend the integration–responsiveness framework by offering a framework for analyzing how to balance global integration with local responsiveness when pursuing a transnational strategy. By identifying the content, structure, and governance transactions of the three business models, we can determine when to pursue headquarters-initiated global integration and when to choose strategies that ensure local responsiveness and subsidiary competitiveness in local markets.     

供应链资本对供应商响应影响的实证研究

供应链资本可划分为关系资本和结构资本。其中,供应链结构资本对供应商的影响是通过管理交流和技术交流两个维度体现的。研究显示,技术交流对供应商响应的影响效果最大,技术交流可直接影响供应商响应,也可以通过提高关系资本对供应商响应带来间接影响。而管理交流则需要通过提高技术交流才能提高供应商响应。以信任和互惠为核心的关系资本对供应商响应亦有显著影响。因此,采购企业提高供应商响应的有效方法包括提高双方的技术交流,促进双方高层及管理人员的管理交流,增进双方信任并在合作中有效实施合理的利益分配。     

Reexamining the Expected Effect of Available Resources and Firm Size on Firm Environmental Orientation: An Empirical Study of UK Firms

An emergent body of literature examined why some firms apply some environmental initiatives while other firms do not take responsibility for their natural environment? Thus, firm environmental orientation (responsiveness and performance) are linked in the literature to several variables. Unfortunately, the relationship between firm environmental orientation and either available resources or firm size showed mixed results and inconclusive evidence. Therefore, the aim of this paper is to show empirically how available resources and firm size can explain differences in firm environmental responsiveness and environmental performance. Econometric results of environmental responsiveness using the logistic regression model demonstrated that firm size does appear to add something unique in explaining differences in environmental responsiveness while available resource can be safely dropped from the model. However, econometric analysis of environmental performance using the maximum-likelihood random effects model showed strong evidence that available resources and firm size are significant predictors of firm environmental performance.     

Demand responsive transport: towards the emergence of a new market segment

This paper focuses on recent British experience with telematics-based Demand Responsive Transport (DRT) services in rural areas. In recent years, the ability of DRT concepts to provide efficient, viable transport services has been greatly enhanced by the use of transport telematics as demonstrated in a variety of environments across Europe. The success of British local authorities in winning substantial funding under the Rural and Urban Bus Challenge programmes for the implementation of DRT has resulted in widespread interest in flexible forms of transport. It is thus timely to evaluate the impact of this substantial investment. Drawing on the experience of a number of UK schemes, the paper assesses the reasons for the new-found success of what is becoming a relatively well-accepted mode by concentrating on a variety of factors including: service characteristics (particularly route flexibility, flexibility of booking method and pre-booking regime), emerging markets and the overall contribution of DRT to increased social inclusion and intermodality. Impediments to the development of DRT services are highlighted. The paper also discusses current research into the next generation of DRT services and concludes by identifying some key issues for policy-makers concerned with the future implementation of DRT services.     

企业社会回应管理

社会环境在企业的生存和发展方面始终扮演着极其重要的角色。与过去企业被动地适应环境不同,今天的企业越来越倾向于对重要的社会事项和关键利益相关者作出反应。使企业与社会环境联盟的战略被称为企业社会回应。本文介绍和分析了企业如何进行社会回应管理。     

Tie the knot: building stronger consumers’ attachment toward a brand

Extant research has promoted the importance and seeking to establish a deeper understanding of brand loyalty. However, it still remains elusive and uncertain. A study with more than 1,500 CEOs worldwide believes that creating a bond with consumers and continuing to learn how to strengthen the bond are essential for realizing strategies and delivering on shareholder expectations. Not surprisingly, firms and researchers are seeking ways to build a stronger connection with consumers, because such attachment acts as a key requisite in a firm’s success. Consequently, understanding how marketers can intensify the attachment is important. This article offers a framework for building stronger consumers’ attachment and testing it based on a survey of 432 participants. Four factors are deemed to be important: ideal self-congruence, sensory experience, responsiveness, and CSR beliefs. Attachment influences loyalty and resilience to negative information. Additionally, attachment fully mediates ideal self-congruence and responsiveness to loyalty, as well as ideal self-congruence and sensory experience to resilience to negative information.     

Linking improved knowledge management to operational and organizational performance

This research empirically examines the importance of knowledge management processes to operational and overall organizational performance (OPERF). Specifically, results indicate that a shared interpretation of knowledge among operational personnel mediates how knowledge is disseminated and used to design and implement a unified operational response to that knowledge. Further, results collected in a logistics operations (LO) context support a strong positive relationship between this knowledge management process and operational and organizational performance. Importantly, psychometric measures for organizational performance collected from managerial respondents were strongly correlated with secondary financial data for participating firms obtained from Compustat, thus supporting a link about operational performance and hard organizational performance data.