Collaborative buyer-supplier relationships and downstream information in marketing channels

Research on buyer-supplier relationships has emphasized the importance of collaboration and business networks. We aim to study the effects of downstream information on the collaborative buyer-supplier relationship. Downstream information refers to the information a firm obtains from marketing channels, be they wholesalers, distributors or retailers. The approach allows firms to concentrate their efforts on the most relevant sources of information and not on the whole network. Survey data was gathered from the Dutch potted plant and flower industry to test this hypothesis. Our findings demonstrate that collaborative relationships are contingent on downstream information from both the buying perspective (wholesalers) and from the supplying perspective (producers).     

Distinguishing supplier reputation from trust in buyer-supplier relationships

We argue that a firm's reputation (i.e., central, enduring, and distinctive corporate associations held by individuals outside of an organization), although under-researched relative to trust, is more important than trust in impacting buyer-supplier relationships. Our conceptualization draws on theories and extant research related to transaction cost economics, information economics, and interfirm trust. The constructs of trust and reputation are distinguished and their relative impacts on relationship commitment and willingness to invest in the future of the relationship are examined. Suggestive empirical evidence is provided from a survey of industrial buyers, and implications and specific directions for future research are discussed.     

Guanxi practice and Chinese buyer-supplier relationships: The buyer's perspective

This study explores the different effects of guanxi practice on Chinese buyer-supplier relationships in the initiation and the maintenance stages during the buyer-supplier relationship lifecycle. Using survey data collected from the retail industry in China, we find that retailers perceive varying buyer-supplier relationship behaviors in these two relationship stages and, accordingly, guanxi practice exerts opposite effects on retailer satisfaction. Specifically, during the relationship initiation stage, guanxi practice is negatively related to retailer social satisfaction and commitment. However, during the relationship maintenance stage, guanxi practice is positively related to retailer economic satisfaction. The results from this study provide suppliers with managerial implications on when to and when not to practice guanxi in China.     

Formation and evolution of buyer-supplier relationships: Conceiving dynamism in actor composition of business networks

This study investigates the tenability of the position that business networks are relatively stable, based on long-lasting inter-firm relationships with limited substitutions of incumbent actors. This is done via a longitudinal analysis on the actor composition evolution with regard to the supplier networks around two car assembly plants. Based on the overall empirical findings, the study concludes that the phenomenon of supplier substitution may be a more widespread reality. Consequently, the article finishes with a series of business implications and recommendations on how to investigate and conceive this matter more thoroughly.     

Emotions, trust and relationship development in business relationships: A conceptual model for buyer-seller dyads

Existing research on buyer-seller relationships has focused on the role played by trust in shaping the dynamics of interpersonal interaction between the buyer and the seller. While this is undoubtedly an important variable in governing the interactional dynamics it is by no means the only variable. The paper begins by reviewing the existing literature on buyer-seller relationships. The role played by emotions is articulated. Finally, it is recognized that the emotions that emerge in a buyer-seller relationship do so at multiple levels. A model and propositions highlighting the impact of emotions on interpersonal relationships are developed. Illustrative cases are used to ground the propositions empirically.     

The impact of network relationships on internationalization process: An empirical study of Chinese private enterprises

Chinese private enterprises have been internationalizing rapidly during the last two decades. This study adopts a network approach to examine what factors affect the internationalization process of Chinese private enterprises. Our survey of 108 private Chinese enterprises in the manufacturing sector in Zhejiang province in southeastern China revealed that business networks and personal networks affect the internationalization activities of Chinese private enterprises. Specifically, business networks have a positive impact on the timing of the first foreign market entry, the internationalization pace, and resource commitments, whereas personal networks have a positive impact on the internationalization pace and resource commitments, but not on the timing of the first foreign market entry. In this paper, we report our findings of our survey, discuss the contribution that this study makes to the existing internationalization literature, and suggest future research directions. Policy implications on how to facilitate the internationalization process are also discussed.     

Multiple agency perspective,family control,and private information abuse in an emerging economy

Using a comprehensive sample of listed companies in Hong Kong this paper investigates how family control affects private information abuses and firm performance in emerging economies. We combine research on stock market microstructure with more recent studies of multiple agency perspectives and argue that family ownership and control over the board increases the risk of private information abuse. This, in turn, has a negative impact on stock market performance. Family control is associated with an incentive to distort information disclosure to minority shareholders and obtain private benefits of control. However, the multiple agency roles of controlling families may have different governance properties in terms of investors’ perceptions of private information abuse. These findings contribute to our understanding of the conflicting evidence on the governance role of family control within a multiple agency perspective.     

Expropriation and control rights: A dynamic model of foreign direct investment

This paper studies the strategic interaction between a foreign direct investor and a host country. We analyze how the investor can use his control rights to protect his investment if he faces the risk of “creeping expropriation” once his investment is sunk. It is shown that this hold-up problem may cause underinvestment if the outside option of the investor is too weak, and overinvestment if it is too strong. We also analyze the impact of spillover effects, we give a rationale for “tax holidays” and we examine how stochastic returns affect the strategic interaction of investor and host country.     

The impact of formal control and guanxi on task conflict in outsourcing relationships in China

The purpose of this study is to explore how manufacturing firms manage task conflict with their outsourcing suppliers in the context of China. Using survey data collected from manufacturing firms operating in China, we found that when implementing R&D and manufacturing outsourcing, both formal control and Chinese guanxi are useful governance mechanisms for suppressing outsourcing task conflict. We also observe that Chinese guanxi moderates the impact of formal control on task conflict, especially when implementing R&D outsourcing. By investigating the roles of formal control and Chinese guanxi in outsourcing practices in China, this study contributes to a better understanding of how to manage task conflict effectively.     

协同工作(CSCW)中的访问控制模型

计算机支持的协同工作(CSCW)就是地域分散的一个群体借助计算机及其网络技术,共同协调与协作来完成一项任务。传统的访问控制不能很好地适用于CSCW系统,笔者对传统模型进行改进,提出了一个基于任务与角色的访问控制模型,并用实例对该模型进行了验证。     

Jeong exchange and collective leadership in Korean organizations

How does the Korean management system work with open interaction and without excessive power abuse, in spite of the emphasis on authority and hierarchy in Korean society? This paper explicates the concept of jeong exchange, an emotional support mechanism based on informal social ties, as the basis of social capital in Korean collectives (woori). Jeong exchange is first described and then contrasted with related concepts in the other major Confucian societies of China and Japan. It is then used to develop the notion of “collective leadership” to describe the nature and process of Korean leadership.     

Suspicion: Its sources, means of control, and effect on interorganizational relationships

Suspicion in the interorganizational relationship literature has been associated with relationship decay but this literature fails to capture the value of suspicion in maintaining relationships. The authors offer an inventory of propositions, suggesting that the level of suspicion determines whether it has beneficial or harmful effects on channel relationships. Support for many of these propositions is based on a unique attribute of suspicion: Suspicion serves as an antidote to the fundamental attribution error, or the tendency to take behavior at face value without allowing for situational influences. Such an attribute suggests suspicion should have an important influence on interorganizational relationships. Specifically, the authors propose that suspicion can be beneficial at moderate levels, but harmful at very low or high levels. Of particular interest to practitioners, we propose some methods for controlling suspicion.     

Interaction in business relationships: A time perspective

Interaction is central to the relationship framework in business markets. Yet there is some theoretical imprecision with regard to the way interaction works in time. Clarification of this nexus further develops the interaction concept and provides theoretical support for the dynamic view of business relationships being developed by the industrial marketing and purchasing (IMP) group.The role of time as a backdrop for interaction is elaborated in conjunction with the cognitive ability of humans to arrive at an understanding of interfirm interaction. This elaboration extends the concept of horizontal relationship time (i.e., past, present, future), illustrates constraints on interfirm interaction, and analytically distinguishes between interaction as exchange versus adaptation while also displaying the importance of the actor in business relationships. In addition, theoretical grounds are provided for dismissing business relationship life cycle theories. Finally, the cognitive nature of time and relationships provides a means for theory development and management implications free from cultural and normative overtones.     

一种新的机器人自组网群组运动控制模型

针对现有机器人自组网运动控制模型无法真实反映机器人运动规律的问题,提出一种新的群组运动控制模型(group movement control model,GMCM)。该模型基于机器人通用运动学模型,采用群组控制算法,对传统群组随机运动模型——参考点群组运动模型(reference point groupmobility,RPGM)进行修改,可描述机器人编队解散和集合的运动状态,满足群组分割与合并的需求。进一步实现GMCM模型,并基于GMCM,RPGM,DRGM模型对机器人自组网路由协议进行模拟仿真。结果表明,基于GMCM模型仿真时协议性能有所降低,较为真实地模拟了机器人编队运动,对机器人自组网的研究具有一定的参考价值。     

Getting bank financing: A study of Vietnamese private firms

Private firms in transition economies are operating in an extremely uncertain environment, with underdeveloped market institutions, poorly defined property rights, and absence of reliable business data. This raises a very basic question of how owners of these firms persuade bankers to make much needed loans. This study employs an institutional perspective and argues that firms' legitimacy positively influences their accessibility to bank financing. Specifically, this study develops a model that links networking, professional management practices, and growth stage with bank financing and tests that model using a sample of Vietnamese private firms. The results support the hypotheses that growth stage and networking greatly influence firms' accessibility to bank financing, and that the impact of networking on financing is contingent on the growth stage.     

Public and private roles in plant health management

World-wide, government institutions play an important role in the management of plant health. This paper develops a conceptual framework in which suppliers and demanders jointly determine the optimal level of plant health in a hypothetical market. Next this paper argues that this market falls short of reaching an optimal plant health situation due to the public good nature of plant health and due to the presence of asymmetric information. A range of commonly applied and novel solutions to this market failure are then discussed.     

PDCA管理模式在巷道喷射混凝土质量控制中的应用

在巷道喷射混凝土支护中,运用PDCA管理模式进行质量控制,可以有效提高工程质量,减少返工,加快施工速度,保证巷道的按时交工和安全使用。     

Farmer organization,collective action and market access in Meso-America

Farmer organization and collective action are often seen as key factors in enhancing farmers’ access to markets. Often, too little attention is directed at (a) the most appropriate types of organization; (b) whether organization makes less or more sense in the case of producers of an undifferentiated commodity or a higher value product; (c) whether the public or private sector is best placed to support farmer organizations; and (d) the conditions necessary for ensuring their economic viability. Research in Mexico and Central America explored these issues for commodity maize and high value vegetables, respectively. The benefits of farmer organization are more evident in the vegetable sector, characterized by high transaction costs associated with market access. However, horticultural farmer organizations in Honduras and El Salvador include less than 5% of total horticultural producers. This is possibly due to farmer organizations’ limited business skills and non-replicable organizational models. There is less incentive for maize farmers to organize to access output markets as the transaction costs are relatively low. The benefits of maize farmer organization are clearer when it comes to accessing inputs such as credit, seed and fertilizer. Farmer organization is a critical factor in making markets work for the poor, but the role and timing of public and private investment in these organizations is poorly understood.     

Power and interdependence in buyer supplier relationships: A purchasing portfolio approach

Power and interdependence are generally considered to be important concepts for understanding buyer-supplier relationships. Yet, empirical research on power and interdependence in buyer-supplier relationships is still limited. Power and interdependence issues also play an important role in Kraljic's portfolio approach, which is increasingly used by purchasing practitioners for managing different supplier relations and developing appropriate purchasing strategies. In this paper, the concepts of power and interdependence have been quantified for each quadrant of the Kraljic portfolio matrix, using data from a comprehensive survey among Dutch purchasing professionals. Several hypotheses have been tested and the findings largely confirm the theoretical expectations. The observed supplier dominance in the strategic quadrant of the Kraljic matrix is a notable finding, which indicates that even satisfactory partnerships are dominated by the supplier. Therefore, the presumed power symmetry of buyer-supplier relationships in the strategic quadrant seems no longer valid.     

Dark side of relationships: A tensions-based view

By drawing on the tensions-based view to depict the components of the dark side of relationships, this study presents a conceptual model explaining how the dark side of relationships can moderate the positive relationship between relationship quality and relationship function. The authors test the hypotheses via a mail survey involving 136 manufacturing firms. The results support the hypotheses, which posit that relationship quality is positively associated with relationship function. Moreover, the empirical results partially support the argument of the author that the influence of relationship quality on relationship function is strengthened or weakened when three relationship tensions (namely, behavioral, structural, and psychological tension) are balanced or imbalanced. Theoretical and managerial implications are extracted from this study, and potential future research directions.