Relational interaction processes in project networks: The consent and negotiation perspectives

This article seeks to describe and understand relational interaction processes in project networks, and suggests that there is a connection between the characteristics of a project network and the type of interactions within it. We suggest that time, legitimacy and power structure determine the type of interaction processes that occur. Four case studies of service-producing project networks show that relational interaction processes tend to change over time—shifting between the dimensions of consent and negotiation. Project networks seeking to acquire legitimacy are characterised by consent-based interaction processes such as mapping by rhetoric and maintaining an element of vagueness. Legitimate project networks are, on the other hand, characterised by negotiation-based interaction processes such as meetings between the representatives of different interests. Thus, actors in different types of project network adopt different interaction strategies in managing project networks with a view to creating legitimacy or mutual commitment.     

国外高校与区域的联动发展

在简要回顾相关研究背景的基础上,从"社区复兴"、"产业孵化"、"区域创新"三个层面总结了国外高校、园区与社区联动的进展情况.随后对高校推动区域发展的机制进行介绍,高校对社区的推动主要围绕着六个层面展开.最后结合国外实践,对高校参与区域开发及其之间的联动进行思考和总结,认为要发挥地方政府的组织、引导和推动作用,构建利益共同体,形成协力,实现资源共享,为"三区联动"打造适宜的交流平台.     

Gender influences on purchasing negotiation objectives,outcomes and communication patterns

This paper compares the objectives, results obtained and communication patterns used by men and women in 1159 purchasing role plays over a period of 18 years. Results show statistically significant, but weak relationships, which should be considered as tendencies only. Male negotiators set higher objectives than female negotiators, specifically under conditions of high competitiveness. Women on the other hand are more realistic and strive for mid-range objectives. The outcome of the observed negotiations is higher for female negotiators, specifically under conditions of high and slightly less under conditions of medium competitiveness. Male negotiators are more likely to obtain mid-range results. Female negotiators are more likely to reach no deal at all. Although women more and more take on identical roles as men, the observed differences in negotiation results do not seem to diminish over time. Women finally use fewer tactics and more open communication patterns.     

潘口水电站溢洪道出口防冲段边坡锚索成孔施工技术

潘口水电站溢洪道出口防冲段边坡布置有预应力锚索,由于地质条件差,地下水丰富等原因,锚索成孔非常困难。实际施工过程中,采取了固壁灌浆法及跟管钻进法进行成孔作业,顺利完成了锚索成孔。     

市场治理机制对产品价格影响的研究

经济系统由于嵌入了制度或者一些非经济关系,导致了企业产品的价格并非纯粹由供求关系所决定.在考虑专用性的情况下,可剥夺准租或剩余的谈判成为产品价格决定的一个组成部分,本文研究的重点在这种状况下对产品价格的影响.     

Analysis of marketing mix interaction effects and interdependencies: a normative approach

This paper gives a general, theoretical treatment of the interdependency between price and communication expenditures. We analyze how interaction effects (for example the impact of communication on the sales sensitivity to price changes) affect the optimal marketing mix structure (for example the impact of communication expenditures on the optimal price). Moreover, necessary and sufficient conditions are derived for the optimal price to be independent of the communication expenditures and/or for the optimal communication expenditures to be independent of price. © 1998 John Wiley & Sons, Ltd.     

Role of culture in water resources management via sustainable social automated negotiation

Increased competitions for water resources in many regions worldwide call for cooperative approaches. The competitions are complex for humans to resolve due to numerous alternatives and different or conflicting preferences of multiple stakeholders over multiple criteria, which might even oppose desirable environmental objectives. Parties also have incomplete information about the preferences of the counterparties. Electronic negotiation, empowered by intelligent agent technology, is a combination of artificial intelligence, economics, and psychology to find beneficial joint agreements in complex paradigms such as this. This study investigates a multilateral sustainable automated negotiation among intelligent agents representing stakeholders, including the legal party ‘nature’ as one of the stakeholders. It defines decision criteria and alternatives in the framework of cultural factors, elicits preferences of the stakeholders regarding the criteria without their intervention using a multi-criteria decision-making method, prunes the solution space before starting the negotiation by recognizing a general social treaty, determines the multi-issue specific treaty by learning the stakeholders, and demonstrates bidding and acceptance strategies.     

Online channel introduction under contract negotiation: Reselling versus agency selling

This study investigates manufacturers' online channel introduction strategies by considering two typical retailing formats, namely, reselling and agency selling. Online spillover effect and contract negotiation are considered to make the model more consistent with practice. We find that with a strong bargaining power, the manufacturer will always be profitable when it introduces online channels, whether it is reselling or agency selling. Meanwhile, agency selling is always profitable for the manufacturer than reselling. Interestingly, we find that an incentive alignment exists when two online channels are introduced, where agency selling is profitable for both the manufacturer and the e-commerce platforms (EPs).     

Supplier behavior and its impact on customer satisfaction: A new characterization of negotiation behavior

Many questions of customer/supplier negotiation dynamics remain unanswered. One reason behind this is that most existing models do not entirely reflect the complex relationship between negotiation behavior and the attained outcome of the negotiation process, analyzing the former from a purely dichotomous perspective. This study examines supplier negotiation behavior and how it impacts the outcome (satisfaction) from the customer´s perspective, thereby proposing a new characterization of negotiation behavior. Our analysis is based on a case study of 21 customer/supplier negotiations carried out by four leading supermarket chains in Costa Rica. Evidence supports our proposal that in customer/supplier negotiations, supplier negotiation behavior can include both integrative and competitive actions within the same negotiation, thereby justifying our proposal of different classifications existing within the negotiation continuum. It was also noted that supplier negotiation behavior influences a customer´s perceived satisfaction level. These findings are relevant to both academia and the professional world and can be used to promote better implementation and performance of agreements attained during a negotiation.     

A multi-agent-based model for a negotiation support system in electronic commerce

This study proposes a multi-agent-based model for bilateral multi-objective negotiation in electronic commerce trading. The function and behaviour of several types of agents are discussed. These agents interact with each other in our negotiation support system model to create the most appropriate solution for both negotiating parties. In particular, we are concerned with a win-win negotiation approach in which agents seek to strike a fair deal that also maximizes the payoff for everyone involved. That is, if the opponent cannot accept an offer then the proponent should endeavour to find an alternative to make a trade-off. Against this background, a utility model based on fuzzy constraint satisfaction problems is proposed to ensure that these agents reach a solution that is fair for both negotiating parties if such a solution exists. The model uses prioritized fuzzy constraints to indicate how concessions should be made when necessary. In addition, by incorporating the notion of a negotiation argument into our evaluation model, the agents can sometimes reach agreements that would otherwise be impossible. Finally, a numerical example is given to display the applicability of the proposed approach for electronic trading assistance.     

建设工程业主与承包商招标后合同价格谈判的博弈分析

本文目的在于对业主和承包商在招投标后的合同谈判机理进行研究。对于经过招标的合同谈判,招标活动分两种情况,第一种情况为公开招标,第二种情况为邀请招标。对公开招标,本文指出了垄断性围标对于业主的风险,并且将存在寡头及多头竞争的公开招标并入邀请招标进行研究。在邀请招标情况下,假设业主根据各方报价和技术标得分,选定某一家单位作为合同谈判对象。对在各种信息对称、不对称情况下,对于双方的序贯博弈过程进行分析。     

东北地区城市与区域相互作用的动力机制

从区位和交通条件、资源禀赋与资源地域组合、区域发展外部势力介入、计划经济时期重化工业基地建设、制度环境等方面探讨了东北地区城市与区域相互作用的动力机制,进而为解决东北地区城市和区域的关系问题,促进城市与区域的良性互动,提高城市与区域整体实力提供科学参考.     

Multiple regimes and cross-country growth behaviour

This paper provides some new evidence on the behaviour of cross-country growth rates. We reject the linear model commonly used to study cross-country growth behaviour in favour of a multiple regime alternative in which different economies obey different linear models when grouped according to initial conditions. Further, the marginal product of capital is shown to vary with the level of economic development. These results are consistent with growth models which exhibit multiple steady states. Our results call into question inferences that have been made in favour of the convergence hypothesis and further suggest that the explanatory power of the Solow growth model may be enhanced with a theory of aggregate production function differences.     

Networking,entrepreneurship and microbusiness behaviour

It has been argued that networking by owner-managers of small businesses will enhance business performance. Yet to define and demonstrate the presence of networking activity is suffused with methodological difficulties. In this paper the authors attempt to disentangle some of these difficulties. The paper draws on quantifiable data from 104 owner-managers and qualitative data from 34 critical incident interviews from a study of microbusinesses to assess the nature and extent of networking activity. The paper shows: a high proportion of owner-managers use their trading contacts as sources of useful additional information; they use ‘weak ties’ for purposes such as recruitment; a sparse use of institutional networks; an association between networking activity and business performance, although it seems that this must be qualified by sectoral differences; an association between type of owner-manager on a scale of entrepreneurship and networking activity. The policy implications of this paper suggest that economic development agencies continue to have problems reaching out to the microbusiness. This paper recommends that such agencies might use a tool to differentiate more finely amongst the microbusiness population.     

Skill shortages and firms' employment behaviour

This study investigates the effects of skill shortages on the dynamics of employment at the firm level for UK manufacturing between 1984–94. We find that shortages of skilled labour have a statistically significant effect on firms' employment behaviour. It has a positive effect on firms' adjustment costs leading to employment being more sluggish to respond when the labour market is tight, implying that employment adjustment will be more responsive in the downward direction. This result is robust to the inclusion of a measure of firms' sales expectations, with the effect of skill shortages being greater in periods when firms expect sales to rise.