‘Good’ case research in industrial marketing: Insights from research practice

The purpose of this article is to contribute to the emerging debate about the use of the case methodology in industrial marketing. We conducted a content analysis of the 145 case studies published in three key journals (Industrial Marketing Management, Journal of Business-to-Business Marketing and Journal of Business and Industrial Marketing) over a 10-year period (1997-2006). The findings highlight the dominance of case research in qualitative industrial marketing research. They also lead us to distinguish between three different practices that influence perceptions of ‘good’ case research in this scholarly domain: ‘common’ practice, ‘best practice’ and ‘innovative’ practice. Our contribution lies in problematising what ‘good’ case research is, and showing how research practice - not just methodological literature - has a role in generating methodological conventions in a disciplinary field.     

Critical realism in case study research

Case study research is the most popular research method for researchers in industrial marketing. However despite a number of attempts the problem of satisfactorily justifying the use of case research remains. This paper proposes critical realism as a coherent, rigorous and novel philosophical position that not only substantiates case research as a research method but also provides helpful implications for both theoretical development and research process. The article describes the critical realist approach due to Sayer and develops a general application of a critical realist approach to case research. An example of its use in practice is presented using a case study of the development of a buyer-seller relationship after the installation of a new MIS system.     

Bridging the chasm between survey and case study research: Research methods for achieving generalization, accuracy, and complexity

This article describes how behavioral science research methods that management and marketing scholars apply in studying processes involving decisions and organizational outcomes relate to three principal research objectives: fulfilling generality of findings, achieving accuracy of process actions and outcomes, and capturing complexity of nuances and conditions. The article's unique contribution is in advocating and describing the possibilities of researchers replacing Thorngate's (1976) “postulate of commensurate complexity” - it is impossible for a theory of social behavior to be simultaneously general, accurate, and simple and as a result organizational theorists inevitably have to make tradeoffs in their theory development - with a new postulate of disproportionate achievement. This new postulate proposes the possibilities and advocates the building and testing of useful process models that achieve all three principal research objectives. Rather than assuming the stance that a researcher must make tradeoffs that permit achieving any two, but not all three, principal research objectives as Weick (1979) clock analogy shows, this article advocates embracing a property space (a three-dimensional box rather than a clock) view of research objectives and research methods. Tradeoffs need not be made; having-your-cake-and-eating-it-too is possible. The article includes a brief review of principal criticisms that case study researchers often express of surveys of respondents using fixed-point surveys. Likewise, the article reviews principal criticisms of case study research studies that researchers who favor the use of fixed-point surveys express.     

A dynamic model of supplier–customer product development collaboration strategies

This study examines transitions between different types of product development collaboration in supplier–customer settings, the events that trigger such transitions, and the emerging requirements for suppliers. The current study contributes to the literature regarding supplier and customer involvement by combining previously discovered types of collaboration into a dynamic model that describes these different types as alternative modes of collaboration that can be implemented in a relationship. Transitions between different types of collaboration are identified in a longitudinal case study. Three of the four transitions identified took place in the same dyad, which demonstrates that it is possible to change the type of collaboration without losing the advantages of a long-term relationship with a customer. The most radical change in collaboration—the change from supplier involvement to customer involvement—involved temporarily discontinuing the original relationship, which indicates that this transition incorporates the highest risk of relationship termination. By offering a dynamic model for product development collaboration, this study is the first to analyze changes between different types of customer–supplier product development collaboration from a supplier's perspective. The dynamic view is important for companies seeking to take advantage of their long-term relationships instead of starting new ones when new requirements for product development collaboration emerge.     

The modified Tichy TPC framework for pattern matching and hypothesis development in historical case study research

Scholars' calls for an integrating view of the technical, political, and cultural (TPC) aspects of management lead to examining Tichy's TPC framework as the basis of such a view. Tichy's framework is shown to require modification to include the TPC systems of a firm's customers and competitors, and a modified TPC framework is proposed. This framework's usefulness for pattern matching to identify causes of performance is demonstrated in historical case research into a strategic group marketing IBM‐compatible mainframes. A result is four testable hypotheses suggesting how firms' success marketing to organizations depends on effective integration between marketing and general management, and a potential cause of variations in performance within strategic groups and during movement between strategic groups. In addition, a method for testing and developing hypotheses by pattern matching on a modified TPC framework is demonstrated. Copyright © 2000 John Wiley & Sons, Ltd.     

From complexity to transparency: managing the interplay between theory, method and empirical phenomena in IMM case studies

Theory, method and empirical phenomena are the three cornerstones of research. In this paper we contemplate the interplay between them when case research in industrial marketing is concerned. Developments in research depend on what empirical phenomena we are able to capture, how theories are developed to understand and explain these phenomena and what methods we use and/or develop in the process. While the emphasis is often put on one of these aspects alone, this paper focuses on the links and interplay between theory, case method and empirical phenomena in the development of research in industrial marketing. Specifically, we seek to provide common ground between orthodox (deductive) and unorthodox (abductive) approaches to managing the interplay by making a pragmatic call for transparency in research procedures. In this endeavour we use the papers included in this special issue as examples of various aspects of this interplay. We conclude by suggesting that there is a gamut of approaches possible to case research in industrial marketing, each with its specific links to theory and empirical phenomena, and that this is promising for the development of research in the field, as long as it helps reduce, rather than increase, the complexity of the case studied.     

International research teams as analysts of industrial business networks

This paper analyzes case studies in the context of industrial business networks, and in particular from the IMP (Industrial Marketing and Purchasing Group) perspective. Two features have been prominent in this research tradition: collaboration in international research teams and interest in business between international customers and their suppliers. Still, researchers seldom discuss the challenges with the international aspects of the research team (as the subject of study) or of the business relations (as the object of study). This paper shows the complications of analyzing international business relations, namely, relations that cross national boundaries, and investigates how an international research team can tackle the challenges of international business network studies. The key contributions are, firstly, to indicate the lack of attention on the methodological requirements and opportunities that the international features create for the analysis of business networks and, secondly, to investigate how collaboration in an international research team may advance the analysis of both international industrial marketing relations and broader business networks.     

The impact of external forces on cartel network dynamics: Direct research in the diamond industry

This paper describes the impact of external environmental forces on cartel networks. Using a case research approach, this report examines two leading business networks within one industry, over time. The results suggest that (a) bargaining power of intermediaries increases with the advent of new and powerful actors, (b) process activities that cartels previously controlled are being outsourced to new actors sometimes based in developing countries, (c) other actors are acquiring resources once dominated by a cartel, (d) external forces triggered by the illegal diamond trade, such as international regulatory constraints, no longer favour cartels like De Beers, and (e) over time, these and additional environment factors are forcing actors like De Beers who perform rigid process activities to become more flexible. For example, forces are moving cartels which relied previously on hand-picked intermediaries in highly controlled networks to market their products to adopt a flexible market-focused expansion of operations in retail contexts.     

Lead time reduction through ICT application in the footwear industry: A case study

This paper analyses some relevant supply chain management issues for Italian firms operating in the footwear industry. The analysis is carried out on representative firms, located in a specialized regional district with a high density of shoe manufacturing companies. Companies were experiencing substantial problems in the management of supplier relationships, as well as in the commercial/distributive channel. Specifically, synchronization issues in the logistics pipeline were weakening firms’ lead time performances.The case study presented strives to highlight the critical points in the set up of the supply chain management programme, as well as the main results obtained. The case study also shows that the adoption of tailored Information and Communication Technology (ICT) tools has the potential to save significant lead time in supplier/buyer relationships. From the case study, generalities can be drawn and transferred to the footwear industry.     

Human, technological and organizational aspects influencing the production scheduling process

This study of scheduling work in practice addresses how the production-scheduling processes in four companies are influenced by human, technological, and organizational aspects. A conclusion is that the outcome of the scheduling process is influenced by the scheduler adding human capabilities that cannot be automated, by technical constraints in the scheduled production system and by the available scheduling software tools. Furthermore, the outcome is influenced not only by how the scheduling process is formally organized, but also by the scheduler's informal authority and the role taken to interconnect activities between different organizational groups. The findings from the study support a number of previous studies done on scheduling in practice whilst giving new insights into their interpretation.     

Ethnographic Case Study (ECS): Abductive modeling of ethnography and improving the relevance in business marketing research

By extending interpretative methods to business settings, this paper formalizes a model of Ethnographic Case Study (ECS) built upon extensive literature review and abductive elaboration of two-year fieldwork on 12 Italian companies. Objectives and related contributions are twofold. First, key compulsory and complementary stages of ECS marketing research are presented for business contexts. Second, the paper envisions the quality of the knowledge generated through the ECS inquiry, and argues that the methodological peculiarities of this approach may help reduce the relevance gap affecting business research. The systematic cooperation between researchers and practitioners along the ECS phases may benefit relevance through (i) the fine tuning of reciprocal expectations, (ii) the sharing of the research experience, (iii) the multiplication of the beneficiaries of the findings granted by ECS, and (iv) the participation in the process of knowledge dissemination. In this light, the ECS model supports the convincement that methods are not only a way to theory validation but also to theory discovery.     

中南大学本科生学习评价调查研究

在对中南大学的2000名师生进行现行学习评价的问卷调查后,对收集的数据进行详细而全面的分析,并由此提出修订现行的中南大学本科生学习评价的建议:确立以学生发展为中心的学习评价取向、实施动态评价和过程性评价、采用多样化的评价方式、突出学生主体地位,加大社会评价的力度、将信息化手段运用到评价中来。     

Applying activity-based costing in a supply chain environment

Traditional intra-firm cost accounting tools are not appropriate in the context of supply chain management, as there are no standards for the definition and composition of costs. This prohibits exchange and comparison of cost data among different supply chain members. Against this background, several activity-based costing models for inter-firm cost accounting have been proposed. Evaluating these models, a conceptual framework for activity-based costing in a supply chain has been developed. This also forms the basis for a single case study conducted at Europe's largest company for façade components. This demonstrates how significant inter-firm cost saving opportunities can be identified and offers a first step in assessing the suitability of the proposed model.     

Critically evaluating the IMP research contribution

The IMP Group established itself as a loose, informal and eclectic and research group spread across Europe initially that wished to be independent and had little respect for professors. They wanted funding but not to be pursued for progress reports. They wished to challenge all basic assumptions long taken for granted and sought to test them empirically. In this respect, they were eccentric but also effective. Yet some of the priorities with which they started, have, over time, fallen somewhat by the wayside such as the work on internationalisation. Interaction, networks and adaptation continue to receive attention but less is paid to internationalisation and yet this together with the notion of repeated transactions to be viewed now as relationships and the practice of investing in customers formed part of the ground breaking five country study which made the IMP brand first known. The explanatory power of this IMP interaction model and its use of case studies was new and exciting and led to academic and practitioner reflection on what was actually taking place within end use sectors, which constituted yet another IMP contribution to knowledge. Overall, IMP has been concerned with the longer term perspective not the issues that needed quick solutions but the strategic issues in this real dynamic world in which we live, where change is ever present. IMP has established a tradition of challenging, investigating, sharing and discussing findings and it places a priority on its doctoral consortium as a means of ensuring that these streams of consciousness will remain before us all for years to come.     

被调查者在市场调查过程中的权利

在分析市场调查与被调查者的关系的基础上 ,结合我国《消费者权益保护法》,重新提出了被调查者在市场调查过程中应受到保护的权利和应尽的责任     

Procurement cost reduction for customized non-critical items in an automotive supply chain: An action research project

This paper presents the processes involved in organizing a buyers' fair, a fair where first- and second-tier suppliers of the automotive industry make known their buying requirements for non-critical items to SMEs (small and medium-sized enterprises). The fair allowed the procurement process of LCs (large companies) and the prospecting process of SMEs to be faster and less-expensive. The fair was the result of an action research project performed by the researchers in partnership with the Brazilian Federation of Industries.     

A current research information system for the management of agricultural research

Abstract
A generalized current research information and costing system for management of an agricultural research programme is described by reference to the Agricultural Research Current Information System (ARCIS) of the Agricultural and Food Research Council of the United Kingdom.     

我国生物医药产业发展的前瞻性研究

随着人们对生命健康的日益重视,生物医药产业已成为了世界各国关注的焦点、我国的生物医药产业与国外相比存在不小的差距,本文将以国内外产业发展趋势为切入点,分析国内生物医药产业存在的问题,为产业的进一步发展提供针对性的建议。     

碳捕捉与封存技术国内外研究现状评述及发展趋势

目前碳捕捉与封存（CCS）技术作为一种新的温室气体减排手段受到西方发达国家热捧,然而目前CCS还远未达到商业化推广阶段,其大规模实施还存在一定的不确定性。中国作为煤炭生产和消费大国,CO2减排形势相当严峻,对CCS进行深入研究就显得十分重要和迫切。由于我国在该领域的研究刚刚起步,为促进我国CCS的研究工作,对国内外的研究现状进行了综述,从研究领域、研究角度和研究方法总结了发展趋势,并指出了目前研究中还需要进一步加强的领域。