Changing network pictures: Evidence from mergers and acquisitions

A merger or acquisition may cause dramatic changes in a business network, which in turn affect managerial cognition as well as managerial activities. We use the concepts of ‘network pictures’ and ‘networking’ to illustrate and analyse changes in managerial sense-making and networking activities following a merger or acquisition. The paper focuses on acquiring, acquired or merging parties and those companies with which they have direct customer relationships. Based on three case studies comprising seven acquisitions and one merger, we show that following a merger or acquisition managers may need to adapt their previous network pictures in a radical way; these adaptations are, however, not always realized as shifts in network pictures and adjustments in networking activities by all the managers involved. Whereas the merging parties' network pictures and networking activities are largely driven by their perception of customers' needs and developments, it is not certain that the merger or acquisition is enacted accordingly. The paper contributes to a clearer view on the conceptual interdependence of the constructs of network pictures and networking in multi-actor situations and thus it develops a network perspective on mergers and acquisitions.     

Mergers and acquisitions by Chinese firms: A review and comparison with other mergers and acquisitions research in the leading journals

In recent years, an increasing number of Chinese firms have been engaged in acquisitions both inside and outside of China. Nevertheless, our understanding of Chinese merger and acquisition (M&A) activity is limited because a majority of M&As in the past 100 years have been performed by firms from developed countries and it is those M&As that have been the focus of prior research. Thus this paper aims to address the following research questions: What are the new insights gained from Chinese M&A research? What are the emerging future directions of Chinese M&A research? To address those questions, this article provides a thorough literature review of the most recent M&A research in top journals and studies of M&As both inside and outside of China. Consequently, we identify both new insights from Chinese M&A research and the research gaps that Chinese M&A research needs to fulfill compared with general M&A research in top journals. We further highlight the important and unique characteristics of Chinese M&As and call for future research.     

Sales channel integration after mergers and acquisitions: A methodological approach for avoiding common pitfalls

This article addresses the integration of sales channels after mergers and acquisitions (M&A) by appraising the strengths, weaknesses, and biases associated with the four most common frameworks for evaluating sales channels (sales management, historical performance, strategic fit, and customer choice) for their appropriateness in a post-M&A context. The authors develop a methodological approach that uses a balanced-scorecard framework to guide managers through the sales channel integration process, and then apply this approach to the merger of two industrial firms' sales organizations across 21 territories. In so doing, they reveal various pitfalls and propose and test some analytical corrections. Longitudinal performance data support comparisons across the different evaluative frameworks; in particular, the sales management and customer choice frameworks provide the most insight into channel partners' post-integration performance. The results support the premise that channel integration can be improved by accounting for factors unique to the M&A context and using an approach that triangulates multiple perspectives.     

An empirical analysis of inventory turnover behaviour in Greek retail sector: 2000-2005

In this study we investigate the determinants of inventory turnover. The study is based on an econometric analysis of inventory behaviour using an inventory turnover model. The empirical implementation of the model was conducted on a sample of financial data for 566 Greek retail firms for the period 2000-2005. By employing panel data techniques it was found that inventory turnover ratio is negatively correlated with gross margin and positively correlated with capital intensity and a measure of sales surprise.Decomposing the variance into its components associated with year, firm and retail segment effects, we found that a substantial amount of inventory turns variability is due to segment-wise effects. Moreover, the inventory turnover reaction to different sales changes was also studied. It was estimated that changes in sales bring on bigger changes when firms operate in sales-declined region. These results are useful in identifying methods and applications to improve inventory performance among firms and over time.     

Market growth through mergers and acquisitions: The role of the relationship marketing manager in sustaining performance

This research suggests that firms considering a merger and acquisition strategy need to pay attention to the relationship marketing managers of the target firm and the implicit agreements that have kept them with the target firm. The results of this study convey that the joint activity of maintaining the implicit contracts and retaining the relationship marketing managers have a stabilizing and positive impact on the productivity of subordinate marketing employees. These employees are a key success factor that enables the target firm to function effectively after the acquisition.     

织前准备工序纱线耐磨性的测试与分析

通过对纺纱过程中若干种纱线从原纱到浆纱各道工序的毛羽及耐磨性的测试 ,分析了各工序对纱线耐磨性的影响 ,即无论是粗号纱、中号纱还是混纺纱 ,各个工序纱线的耐磨性都是不同的 ,并对各种影响进行了比较和评价 ,从原纱到筒子纱 ,纱线的耐磨性增强 1 0 %～ 2 0 % ,到整经纱降低 50 %左右 ,到浆纱工序提高 1 0 0 %～ 1 0 0 0 % ,从而得出结论 :影响纱线耐磨性的因素很多 ,各个工序纱线耐磨性不同 ,有的相差甚远 ,同时各工序纱线的耐磨性对其后工序的影响也是很大的。因此 ,寻求纱线耐磨性的影响因素与解决问题的方法与途径 ,从而达到为客户提供合乎要求的合格产品 ,是我们应该着力去做的。     

Innovation and change in organizational relationships: interdisciplinary contexts

From July 13–15 of 1988 individuals from nine countries gathered at the Manchester Business School for the fifth international conference of INTERSTUDY (the International Association for the Study of Interdisciplinary Research). Entitled Interdisciplinary Research and the World Marketplace, the conference was co-sponsored by the Manchester Business School and the journal R&D MANAGEMENT. Founded in 1980, Inter-study has endeavoured to advance the art and science of IDR (interdisciplinary problem-focussed research) by organizing international meetings for representatives of the academy, industry, and government. Its major accomplishment has been publication of the results of those meetings in four books. These books, along with other publications in the growing field of IDR, provide a valuable collection of resources for scholars, managers, researchers, and practitioners.     

Market orientation and quasi-integration: Adding value through relationships

This study explores and describes the rationales and approaches of a market orientated supply chain — labeled the “demand chain”. The objective is to develop theory by providing grounded insights into how and why managers design and implement a market orientated supply chain. Analysis of twenty field interviews uncovered three main rationales for demand chain configuration. Further, a continuum of integration typologies is presented and three key responses explored and described. These findings are discussed and implications for theory and practice are offered.     

The 1974 and 1984 floods in Bangladesh: From famine to food crisis management

In 1984 Bangladesh suffered the worst monsoon flooding since 1974, the year of famine. The flood losses in production inevitably put severe strain on the food system. The strains were so severe as to be characterized as a ‘food crises’ - a situation in which government resorted to extraordinary measures. The seasonal losses in production for the first three crops of the calendar year 1984 (boro, aus, broadcast aman) were at least a million tonnes. As is now recognized this loss in production also resulted in a drastic reduction in employment for the rural landless, on a conservative estimate 25 million person days. These are circumstances which could have led to famine conditions.     

俄罗斯油气业:金融危机影响及其应对

随着金融危机在全球的蔓延,国际油价大幅下跌,俄罗斯油气行业受到重大影响,对俄罗斯经济造成冲击.从2008年8月起,俄罗斯石油出口收入减少,油气公司市值缩水,信用等级下降,到期外债无力偿还,进而影响油气投资和油气产量.面对严峻的形势,俄采取了一系列应对措施:为救助金融机构、稳定金融市场,利用多种方式向银行注资;降低石油出口关税,并将出口关税从两个月一调整改为每月调整;降低石油开采税;政府拨款,协助油气企业偿还到期债务;通过向中国的银行贷款,缓解企业资金压力等.随着金融危机影响的加深,俄罗斯油气行业发展将面临更加严峻的挑战.我国石油企业应抓住俄加大东西伯利亚及远东开发力度、油气开发重心东移的机.遇,加强中俄两国在资源、市场、技术、资金等面的优势互补和合作,在应对危机的过程中,实现双赢.     

Investing in residential property in Singapore: Misperceptions and financial leverage principles

This paper addresses the buoyant residential property market in Singapore. We trace the economic reasons underlying the recent boom in residential properties, and discuss some of the common misperceptions we have observed among property investors. We provide a set of principles for investing in properties, and the implications arising from these principles for the choice of mortgage financing and the type of properties to invest in.The authors are with Global Capital Markets, J. P. Morgan and the Department of Finance & Banking, National University of Singapore. All correspondence should be addressed to Edward H. K. Ng, Department of Finance & Banking, National University of Singapore, 10 Kent Ridge Crescent, Singapore 0511, e-mail address fbanghk@nus.sg.     

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.     

Reconfiguring supplier relationships between local and global: History matters

Small and medium-sized companies are increasingly facing international markets as part of their processes of growth and development. A great deal of literature deals with different patterns of growth and international development that are specific to SMEs with respect to large companies. Fewer studies have been conducted on the reconfiguration of company supplier relationships involved in these processes. This paper focuses on the role played by the consolidated set of company supplier relationships when the firm faces some critical stages in its process of development, i.e., growth from small to mid-sized and the implementation of new ventures abroad accessing new business relationships with international suppliers. A multiple and longitudinal case study shows how the local set of supplier relationships of four mid-sized Italian mechanical companies acting in industrial districts has played an important role in shaping the emerging set of supplier relationships and addressing companies' actions in their growth and internationalization processes.     

Managing supplier-retailer relationships: From institutional and task environment perspectives

This study develops an integrated model of managing channel relationships that involves task and institutional environment perspectives. Using survey data from automobile dealers in China, the authors provide empirical evidence to demonstrate the utility of the legitimacy-based institutional environment perspective in clarifying channel relationship issues, which have been considered mostly only from an economic efficiency-based task environment approach. As the institutional environment perspective's factors, imposition asymmetry and bypassing have indirect impacts on trust in supplier and the level of conflict in a channel relationship. As the task environment standpoint's factors, explicit contracts and supplier's transaction-specific investments (TSIs) are posited to have direct effects on trust in supplier and the level of conflict, however, the hypothesized relationship between supplier's TSIs and the level of conflict is not supported. The results also indicate both building a retailer's trust in its supplier and lowering the level of conflict lead to improved relationship performance.     

Covalence and ionic bonding in business-to-business relationships: Insights from chemistry

The paper examines business-to-business (B2B) relationships using the framework of the covalence-ionic bonding theory in chemistry as an analogy to help make soft phenomena and relationships in B2B marketing more understandable to engineers and scientists in organizations and to managers with scientific and technical backgrounds. In the tradition of cross-fertilization of various scientific fields, the authors propose that the covalence-ionic bonding theory may provide insights in determining the factors that contribute to the emergence of bilateral, unilateral, and market relationships. This study compares and contrasts interparticle bonding with ways of managing B2B relationships. Beyond sheer analogy of the two phenomena, an explanation of B2B relationships and decision-making mechanisms is proposed. In adapting this concept theoretically, the meaning of the original parameters in physical science is assigned a new meaning in the marketing context. Furthermore, the paper extends conceptually the predictive capabilities of chemistry theories to relational behaviors in marketing. Drawing from a resource-based view of the firm, complementarity of resources and dependence levels are postulated to have critical roles in business bonding. Appropriate propositions are advanced, along with implications for managers and researchers.     

Diverging expectations in buyer-seller relationships: Institutional contexts and relationship norms

Many firms assume that outsourcing partnerships may allow them to strengthen their overall competitiveness. Lured by its intuitive appeal, several enter into such partnerships, only to realize that they represent a marginal rather than a magical solution to their quest for increasing market performance. An important reason for this is the diverging beliefs and expectations held by both parties in the buyer-seller dyad. The purpose of this contribution is to develop a framework for understanding the divergences in expectations and relationship norms in cross-cultural business relationships among SMEs. We discuss four relational expectations derived from the B2B literature on relational norms for addressing these divergences: Quality, frequency and scope of communication, role specifications and coordination of work nature of planning horizons, and trustworthiness and link these to relationship performance. We explore the proposed impact of diverging relationship norms on relationship expectations using data from an ongoing field study of Danish buyers and Chinese suppliers. We link these diverging expectations to the business practices of Danish buyers and Chinese and their institutional contexts. In the concluding part of the paper, we discuss our findings and outline implications for management and academia.     

Cashlessness and scalable multi-pay practices: Capturing the everyday financial transactions in local contexts

While macro-level volume growth in India's move towards cashless payment systems is captured relentlessly, most often what gets ignored is a realization that everyday financial transactional practices are socially and culturally embedded in the local contexts. This paper drawn from an anthropological ethnography explores how people use and hierarchically order different payment systems in their everyday financial transactions for products and services. It explores how aspects such as trust, economic and social values, demographic differentials and scalable multi-pay practices influence such ordering and usage of the payment systems within their everyday local contexts.     

Reverse auctions and buyer-seller relationships: A rejoinder to Emiliani and Stec's commentary

In response to Emiliani and Stec's commentary, we present rebuttal to their specific points and further assessment of auctions' role in relationships. We fear the commentators represent a segment of procurement managers closed to using auctions. To help overcome their apprehension, we reemphasize statements in the original article and amplify the role of auctions by referring to the wider relationship marketing literature. The bottom line is that we still believe relational auction is not an oxymoron and our proposed design amendments can create an environment of transparency, fairness, and bilateral communication which leads to further relational strengthening.