Logistics Performance,Customer Satisfaction,and Share of Business: A Comparison of Primary and Secondary Suppliers

The linkage between logistics performance and overall firm performance has received attention in the literature for more than 30 years. However, researchers have not investigated if differences in performance between primary and secondary suppliers affect customer satisfaction and the percentage of business allocated to suppliers. In this research, primary suppliers received more than four times as much business as the secondary suppliers. We investigated the impact of the Marketing Mix on customer satisfaction and share of business for primary suppliers and secondary suppliers, and identified differences between the two groups, using multigroup structural equation modeling. The results indicate that perceived performance on logistics attributes significantly affects customer satisfaction and the percentage of business that is allocated to primary and secondary suppliers, which is key information for developing competitive strategies. Our research findings challenge the practice of providing service levels to customers based on current revenue or profitability which does little to convince customers, who are using a company as secondary source, to make it the primary supplier.     

Establishing Logistics Service Strategies That Increase Sales

While the linkage between logistics performance and firm performance has received attention in the literature, typically firm performance is measured as customer satisfaction and customer loyalty rather than share of business or other measures that translate into a financial benefit. Thus logistics executives continue to be judged primarily on cost and asset reductions. Only one study has documented how logistics performance affects customer satisfaction and the percentage of business allocated to the suppliers as well as the differences in outcomes between firms identified as primary and secondary suppliers (Leuschner et al. 2012 ). In this research, we use samples in the motion picture and video production industry, and the plastic materials and resins industry to investigate the impact of the Marketing Mix on customer satisfaction and share of business. Our results differ from Leuschner et al. ( 2012 ) regarding the impact of product, price, and promotion on customer satisfaction, but we confirm the impact of logistics performance on customer satisfaction and the relationship between customer satisfaction and share of business for primary and secondary suppliers combined. Finally, we provide a framework to identify logistics service strategies based on a customer's current profitability, potential growth, and the share of a customer's purchases obtained.     

企业腐败动机与“最优”腐败程度实证研究

对于企业向官员行贿动机的解释主要有两种相反的观点,一是企业为了获取政府帮助而主动行贿,二是企业在威胁逼迫条件下的被动行贿。文章从企业在应对政府和应对市场两项事务间的权衡出发,构建企业绩效与腐败强度间的二项式回归模型,通过与传统线性回归模型的比较,发现企业腐败是一种主动行为,腐败的目的是为了构建政治关系以获取相应回报。运用世界银行企业调查数据,二次项回归模型显示出绩效与腐败强度间显著的倒U型曲线关系,文章得出了企业的“最优”腐败程度并对其政策含义进行了解释。     

What is really unethical about insider trading?

Insider trading is illegal, and is widely believed to be unethical. It has received widespread attention in the media and has become, for some, the very symbol of ethical decay in business. For a practice that has come to epitomize unethical business behavior, however, insider trading has received surprisingly little ethical analysis. This article critically examines the principal ethical arguments against insider trading: the claim that the practice is unfair, the claim that it involves a misappropriation of information and the claim that it harms ordinary investors and the market as a whole. The author concludes that each of these arguments has some serious deficiencies; no one of them by itself provides a sufficient reason for outlawing insider trading. This does not mean, however, that there are no reasons for prohibiting the practice. The author argues that the real reason for outlawing insider trading is that it undermines the fiduciary relationship that lies at the heart of American business. Jennifer Moore is an Assistant Professor in the Department of Philosophy and the Department of Business Administration at the University of Delaware. She teaches and does research in the areas of business ethics and business law. She is the author of several articles in business ethics and co-editor of the anthology, Business Ethics: Readings and Cases in Corporate Morality, published by McGraw-Hill.     

Managerial Resource Allocation and International Performance

Abstract

The “global village” phenomenon has resulted in an increase in the number of articles devoted to examinations of international marketing strategy and, importantly, to its impact on international performance. Notably, previous research has examined the impact of standardization (versus adaptation) and the content of marketing strategies on performance. There is little empirical work on the relationship between the resource devoted to international operations and the success achieved in these operations. Given the important performance implications of this relationship, the research reported here adds to this limited body of research. First, it uses three measures of resources allocated to international operations, including international strategic planning, an underutilized construct in international research. Second, it includes two performance dimensions: objective and subjective (satisfaction). Third, it examines the relationships between allocated resources and the two performance dimensions. Finally, it examines these relationships in Israel, thus extending the generalizability of previous research. The relationship is tested with data from Israeli respondents to a mail survey. The results are used to generate international research and managerial implications.     

基于知识交易视角的供应链伙伴关系与创新绩效实证研究

以供应链企业间知识交易为视角,构建了供应链伙伴关系、知识交易与创新绩效之间关系的概念模型,其中供应链伙伴关系包括信任与关系承诺两个维度。利用结构方程模型结合256家供应链上下游企业的调查数据对上述概念模型进行了实证研究。研究结果表明,供应链企业间信任对关系承诺、知识交易与创新绩效有显著的正向影响;关系承诺对创新绩效有显著的正向影响,但其对知识交易的影响并不显著;知识交易对创新绩效有显著的正向影响。     

Modeling Job Pursuit Intention: Moderating Mechanisms of Socio-Environmental Consciousness

Many scholars have suggested the relationship between corporate social performance and its ability to attract a large number of high-quality job applicants, because previous literature indicates that employees with strong social awareness help create a high-performance organization. For that reason, an important issue for successful business recruitment is how to boost the pursuit intention of job seekers. This study discusses such issue by proposing a model based on signaling theory and cognitive dissonance theory. In the proposed model of this study, the positive relationships between four dimensions of corporate social performance and job pursuit intention are hypothetically moderated by socio-environmental consciousness. The proposed hypotheses of this research were empirically tested using the data from graduating students seeking a job. The empirical findings of this study complement previous literature by discussing how corporate social performance benefits business firms from a perspective of strengthened human resources and recruitment. Finally, managerial implications for business managers based on the findings herein are provided.     

Corporate governance and family business performance

Family business continuity plans commonly establish a governance structure for the family and for the family business. The purpose of those structures is to improve strategy and control mechanisms of the family business and, to organize the communication and relationship between family owners and business executives. This research focuses on assessing the impact of those structures on family business performance. Specifically, the study assesses the impact a professional board of directors has on a company's performance. The research team selected a set of 22 family businesses. Some of these families have undergone a process of developing a family protocol over the last seven years. The authors captured the relevant information for this research by sending out a survey to each family member and to each non-family director or executive.     

Should entrepreneurs plan or just storm the castle? A meta-analysis on contextual factors impacting the business planning–performance relationship in small firms

Entrepreneurship research engages in an intense debate about the value of business planning. Prior empirical findings have been fragmented and contradictory. This study contributes insights to the business planning discussion by following an evidence-based research approach. We conduct a meta-analysis on the business planning–performance relationship and specifically focus on contextual factors moderating the relationship. Results indicate that planning is beneficial, yet contextual factors such as newness of the firms and the cultural environment of firms significantly impact the relationship. Based on this evidence, we propose a concomitant and dynamic approach that combines planning and learning.     

The Status of Contemporary Business Ethics Research: Present and Future

This study provides a general overview of contemporary business ethics research of the last 10 years (1997–2006) and discusses potential future research directions in business ethics based on the overview. Using citation and co-citation analysis, this study examined the citation data of journal articles, books, and other publications collected in the Social Sciences Citation Index (SSCI), wherein key research themes in business ethics studies in 1997–2006 and correlations between these themes were explored. The results show that major research themes in business ethics have shifted in the last decade from research on ethical decision making and on the relationship between corporate social responsibility and corporate performance to research on stakeholder theory in business ethics and on the relationship between consumer behavior and corporate social responsibility. The results of this study help map the invisible network of knowledge production in business ethics research and provide important insights on future business ethics research.     

An emerging Asian niche market for exports

The primary aim of this article is to explore the potential of the Australia‐Sri Lanka trade relationship. In achieving this, the business climates of both markets that are considered vital to effective trading are discussed in detail. Thus, the article analyzes, explores, and provides the rationale for tagging Sri Lanka as an emerging niche market for exports. This research article preserves its originality in providing vital analysis and trends in international business between the two countries, which is beneficial not only for potential exporters in the rest of the world, but also for the academics and economic policymakers. © 2010 Wiley Periodicals, Inc.     

Jardine Matheson & Company: The Role of External Organization in a Nineteenth-Century Trading Firm

Jardine Matheson & Company, a Hong Kong conglomerate foundedin 1832, has survived political upheaval and global and regionaleconomic crises, transforming itself several times. From theirbeginnings in the commission business, William Jardine and JamesMatheson developed a reputation for sound financial managementthat furthered their trading relationships and supported theirfirm's expansion from agency house to managing agent to investmenthouse between 1832 and 1885. Fundamental to Jardine Matheson'ssuccess was the strategic decision to eschew speculation andto concentrate on building a pattern of relationships withinand outside the business that would foster the flow of information,the knowledge with which to interpret it, the ability to influenceothers, and a reputation for probity that would attract andretain trading partners.     

Trusting and Monitoring Business Partners throughout the Relationship Life Cycle

Purpose: The goal of this research is to understand the theoretical and empirical confluence of multi-dimensional trust with the role of monitoring as business partnerships unfold and evolve dynamically throughout the course of the relationship life cycle.

Methodology: A pilot study is run in which in-depth interviews are conducted with managers to glean their insights regarding the theoretical questions and to verify terminology for survey items. A large-scale survey study is then conducted to test hypotheses about the relationships among the focal constructs. The participants in both studies are real procurement professionals reporting on their primary supplier relationships. The qualitative study and the samples of real world managers enhance the external validity of this research.

Findings: In early stages of business relationships, monitoring and benevolence trust interact to positively impact business performance. Continued monitoring in later stages interact with benevolence trust to performance detriment. Conversely, monitoring and competence aspects of trust hurt business performance in earlier life stages.

Research Implications: Theoretical frameworks that include the constructs of multidimensional trust, monitoring, and relationship life cycle stages can build on the nuanced 3-dimensional contingencies established in this research. In particular, this research furthers the concepts of monitoring and the relationship life cycle.

Practical Implications: There is a time and a place to trust one's business partners, and a time and a place to verify their trustworthiness. As business partnerships are forged, monitoring and benevolence trust can be particularly fruitful.

Contribution: In this research, the authors build on the business marketing literature that has begun to delineate the benevolence and competence dimensions of trust in business relationships; they demonstrate the role that partner monitoring has in maintaining business commitments; and establish how these effects are modified over the stages of the relationship life cycle; i.e., from exploration, to build-up, maturity, and decline.     

Gender as a determinant of small business performance: Insights from a British study

The performance of small businesses, that is the ability of small firms to contribute to job and wealth creation through business start-up, survival and growth, has been an important area of policy and academic debate in the 1980s. Surprisingly little has been written about gender and small business performance. Our literature search revealed only a small number of studies of any substance on this subject, though over forty made some mention of it, Most studies shied away from direct examination of quantitative performance measures (such as jobs created, sales turnover, annual growth), tending to concentrate on qualitative measures of success or failure. The paper examines small business performance and gender using data obtained from a survey of 600 (300 women, 300 men) Scottish and English small business ownermanagers, part of a three year study on the impact of gender on small business management. Analyses suggest that the relationship between gender and small business performance is complex, but that gender still appears to be a significant determinant even after other key factors are controlled for.     

The moderating effect of brand orientation on inter-firm market orientation and performance

Abstract

While prior research has shown that market and brand orientation are key contributors to successful business performance, research to date has not fully explored how inter firm collaboration for these two key orientations can enhance business performance. The purpose of the paper is to investigate the relationship between inter-firm market and performance; to test for the moderating role of brand orientation in that relationship. A total of 169 completed pairs of surveys were collected of small and medium enterprises operating internationally in a variety of industries in Switzerland. The results show that inter-firm market and brand orientation are two antecedents of marketing and financial performance. The impact of inter-firm market on marketing and financial performance is significant when the brand orientation is favorable. This study extends previous research by examining the moderating role of brand orientation on inter firm market orientation, which is important, especially for firms wanting to increase their brand reputation by entering into partnerships with other firms. Further research is indicated, to identify the key moderators of the driving force of inter-firm market in relation to business performance and the reason why maintaining a strong brand presence is important in the international marketplace.     

The Business Model and Firm Performance: The Case of Russian Food Service Ventures

Using a unique methodology for capturing the business model and drawing comparisons across larger samples of firms, we investigate the relationship between business model design and firm performance in a Russian context. The evolution of the business model concept and its components is reviewed. Empirical research was conducted on the basis of a cross‐sectional survey of firms in the food service industry. A typology of seven business models in this industry is produced, and linkages are established between model type and company performance.     

Sustainability as corporate culture of a brand for superior performance

Sustainability research highlights new challenges and opportunities for businesses. This paper reviews the literature to understand the ability of sustainable green initiatives when practiced as a corporate culture to individually create new opportunities for operations, management and marketing. According to current research, business opportunities exclusively available to different functions of a firm can drive its performance. The role of marketing in the achievement of superior performance by virtue of sustainability practices is also explained by the existing literature. Branding literature, however, fails to explain the influence of a brand on sustainability-driven opportunities available to a firm for superior performance. The objective of this study is to explore if a brand can strengthen the ability of sustainability-based green initiatives of managers to drive opportunities available to a firm for superior performance. A conceptual framework grounded in the triple bottom line theory is presented based on the assumption that brand as a stimulating factor can accelerate the conversion of opportunities available to a business into superior performance. Academic and managerial perspectives have been used to draw upon the implications of the model. Both practitioners and academic researchers will benefit from future research on this topic.     

The Textual Contents of Media Reports of Information Security Breaches and Profitable Short-Term Investment Opportunities

Information security-related incidents continue to make headlines. Interestingly, researchers have found mixed results when attempting to associate reports of information security breaches with changes in the affected firm's stock price. This research delves further into this puzzle by investigating the association between the textual contents of information security breach media reports and the stock price, as well as the trading volume reactions of the affected firm(s) around the breach announcement day. Our findings suggest that when the textual contents of breach reports provide more detailed information regarding the incidents, a more consistent belief is formed by the market about the negative impact of the reported security incident on the firm's business value. However, when there is a lack of specific information regarding the reported breach, the market does not seem to reach consensus on the impact of reported security incidents. We further demonstrate that different perceptions exist among general and sophisticated investors regarding the impact of reported information security incidents on a firm's future performance as demonstrated by changes in trading volume. By exploiting the different perceptions among investors, we form a trading strategy to demonstrate that, on average, one can make about 300% annual profit around the breach announcement day.     

我国自贸区与期货市场发展相关的政策、实践及启示

我国已经挂牌运行的自贸区进行了各项金融制度创新的先行先试,与期货市场相关的改革也在进行中。通过梳理我国自贸区与期货市场发展相关的政策法规,总结出目前我国自贸区发展与期货市场对接的主要业务实践有期货保税交割、引入境外企业参与特定品种期货交易、探索创新型交易所和设立期货子公司开展风险管理业务。根据已有实践情况,建议未来我国期货交易所可在自贸区内加快进行保税交割业务试点、研发特定品种上市、改革交易及管理制度、探索新的交易平台。     

Do young firms owned by recent immigrants outperform other young firms?

This study compares the performance of new businesses owned by recent immigrants with that of other new firms. It addresses an on-going unresolved discussion in the academic and professional literatures by drawing on a large sample of Canadian business owners whose firms began trading between 2000 and 2004 and using taxation data to track 2004 to 2008 performance. The results provide empirical evidence that young immigrant-owned exporter firms outperformed young domestically-founded firms whether or not they exported; however, immigrant-owned young enterprises that did not export underperformed other young firms. Owner-level factors such as gender, growth intentions and experience also influenced growth performance among young SMEs. The results provide evidence that suggests that immigrants have resources such as access to international networks that provide competitive advantage over non-immigrant owners that export or aspire to export. Not all immigrant business owners, however, are able to lever such advantages. The implications of the findings for research and policy are discussed.