Customer and Competitor Insights,New Product Development Competence,and New Product Creativity: Differential,Integrative, and Substitution Effects

Developing creative new products requires a synthesis among customer‐oriented and competitor‐oriented learning, and new product development competence. However, underlying this synthesis is a paradox: how to integrate both customer and competitor insights within a technology‐centric new product development process. In order to examine the nature of this organizational tension, this study develops a conceptual framework and tests a series of six hypotheses with data generated from our study of creative new products within 187 high‐technology ventures in China. Differential effects are found in the way in which customer‐oriented learning (neutral) and competitor‐oriented learning (positive) relate to new product creativity. Their integration, meanwhile, is positively related to this new product outcome. Results also reveal that new product development competence, both independently and when integrated with customer‐oriented learning, positively impacts new product creativity. However, the study also reveals a surprising finding of a substitution effect where the combination of competitor‐oriented learning with new product development competence is inversely related to new product creativity. These findings are discussed, and their implications are derived for further research and both market and technology management.     

Politics,policy and fixed-line telecommunications provision: Insights from Australia

Over the past 40 years, telecommunications policy worldwide has been dominated by the privatisation of former government-owned firms, the pursuit of increasing competition as well as the delegation of day-to-day operations of industry decision-making and oversight from core governments to autonomous regulators sitting at arms-length from political decision-making. One of the most (apparently) dramatic reversals of this trend has occurred in Australia where the federal government has set up a state-owned company (NBN Co) to fully replace and upgrade the fixed-line infrastructure for voice and broadband communications for the entire country. Some argued that the NBN heralded a reversal of a “failed, neoliberal” deregulation and pro-competition policy agenda in Australia, and a return to “social democratic” values. The NBN has attracted interest as a possible model for other governments looking to fund broadband infrastructure.The NBN Co's network is nearing completion. It has proved disappointing in many ways, with costs escalations, missed deadlines and a downscaling of the original full-fibre footprint to a mixed technology model (MTM). It has also proved politically divisive, with some claiming the MTM changes represent the reassertion of a neoliberal political agenda. In this paper, we trace the evolution of the fixed-line telecommunications industry in Australia from the 1980s to the present along the dimensions of privatisation, deregulation and competition in voice, broadband and policy settings. We find that contrary to popular political rhetoric, the Australian industry reforms have been characterised by only a partial and inconsistent progression towards the international policy objectives. In particular, ongoing government ownership of the incumbent created perverse incentives for both regulatory and industry actors and ensured political involvement in import network investment and operations decisions which in other jurisdictions are delegated to private-sector owners and regulators at arms-length from political influence. We contend that the NBN was not a social democratic response to failed neoliberal policies, nor was the MTM a neoliberal reassertion. Rather, the politicisation of the NBN is a function of the inability to decentralise ownership and control of the industry away from the government. These issues will continue to dominate the Australian debate, as the statutory context requires the privatisation of the NBN within five years of its projected 2021 completion. Extreme caution is warranted for jurisdictions looking to the NBN model for guidance.     

Population density,migration, and the returns to human capital and land: Insights from Indonesia

Rapid population growth in many developing countries has raised concerns regarding food security and household welfare. To understand the consequences of population growth in a general equilibrium setting, we examine the dynamics of population density and its impacts on household outcomes using panel data from Indonesia, combined with district-level demographic data. Historically, Indonesia has adapted to land constraints through a mix of agricultural intensification, expansion of the land frontier, and non-farm diversification, with public policies playing a role in catalyzing all of these responses. In contemporary Indonesia we find that human capital determines the effect of increased population density on per capita household consumption expenditure. The effect of population density is positive if the average educational attainment is high (above junior high school), while it is negative otherwise. On the other hand, farmers with larger holdings maintain their advantage in farming regardless of population density. The paper concludes with some potential lessons for African countries from Indonesia’s more successful rural development experiences.     

Participative Bureaucracy and Productivity in the Machined Products Sector

In a participative bureaucracy, group-based employee participation mechanisms provide opportunities to reexamine old routines and to take advantage of informal shortcuts that employees have worked out on their own. Instead of proving to be dinosaurs, older and larger bureaucratically structured organizations are demonstrating a capability for adaptation and change and achieving new productivity advantages through such participative structures. For small firms, a participative bureaucracy is complementary to the productive use of information technology in the machining process.     

Food policies and prospects: Insights from global modelling

The author describes the application to international food problems of a simulation model of the world economy developed by the Systems Analysis Research Unit (SARU) of the UK Department of the Environment. He examines the role of food trade under alternative future conditions of abundance and adversity. Comparisons are drawn with some of the conclusions of other world models. The results highlight the potential of food trade as a contributor to higher income and consumption in poor regions, notably South and Southeast Asia.     

Marketing metrics: Insights from Brazilian managers

This study examines how managers approach marketing measures in a Brazilian context. Using data from a large-scale empirical study in Brazil, we focus on managers' views of the practices in marketing measurement and identify which indicators they emphasize. The findings, which reflect Brazilian managerial practice, indicate that managers use a combination of metrics. Items such as total number of customers, number of complaints, and customer satisfaction are among the most known and most used metrics. When addressing the 10 most relevant metrics results yield 4 groups, including customer vision, financial, product vision, and market and innovation. Indicators pertaining to customer vision are the most important to Brazilian managers. Furthermore, we discuss the results and draw comparisons with similar studies conducted in the United Kingdom and China. Finally, we present conclusions and avenues for future research.     

Supply chains and economic development: Insights from the Indian dairy sector

With almost three quarters of the labor force depending on agriculture in India, kick-starting agricultural growth is considered crucial for pro-poor development. More specifically, dairy production – which is labor-intensive but does not heavily rely on access to land – is generally expected to offer better prospects for income growth to the poorest among rural households. However, most policies aimed at increasing dairy production are based on ad hoc observations, with hardly any micro-level evidence. Using a unique primary dataset on 1000 rural households in Andhra Pradesh, this paper investigates the dairy production system, addressing three main research questions: First, we look at the typical profile of a dairy farmer and we find that both family traditions in dairy and owning (even a small piece of) land play a role in determining participation in dairy – while land size does not matter. Second, we show that dairy production is strongly and positively associated with improvement in rural livelihoods, in terms of income per capita, but that this positive relation only holds for larger dairy farms. In a third step, we look at the determinants of farm growth and we find that households having higher shares of graded dairy animals have grown more after 2005.     

Participative company management in Europe: the new role of middle management

A review of studies from different European countries reveals that research into the new role of middle management in new production systems is quite inconsistent. Referring to the example of the German 'Industriemeister' (master craftsman) it will be shown that these inconsistencies are due to different models of the future role of middle management.     

New Dimensions in Organizations. Industrial Relations Counselors, Inc.

Book reviewed in this article: The British Prices and Incomes Board by Allan Fels Management and Productivity of Engineering Site Manpower edited by S. H. Wearne Problems and Policy in Industrial Relations on Industrial Sites edited by S. H Social Intervention: A Behavioural Science Approach edited and with introductions by H. A. Hornstein, B. B. Bunker, W. W. Burke, M. Gindes and R. J. Lewicki. Collier-Macmillan Developing Effective Managers by R. W. Revans. Longman Changing Hospitals: A Report on the Hospital Internal Communications Project edited by G. F. Wieland and H. Leigh Managerial Decision-Making: a Study of Leadership Styles and Power-sharing among Senior Managers, by Frank A. Heller Race and Employment. Managing a Multi-Racial Labour Force by David Wainwright White-Collar Blacks. A Breakthrough? by John S. Morgan and Richard L. Van Dyke Multi-Employer Bargaining by Akanimo J. Etukudo. Arthur H. The Emerging Worker by William A. Westley and Margaret W. Westley The Economic Analysis of Labour by M. R. Fisher Work Organizations by Curt Tausky Organizational Elan by Louis Schroeter     

Enhancing the business-to-business supply chain: Insights from partitioning the supply-side

A market orientation has long been established as the key to success in supply chain management. A central concept of this orientation is market segmentation. The concept of market segmentation, however, has primarily been focused on the demand side of the supply chain; its potential application on the supply side has not thoroughly been addressed. This paper extends the purview of the concept behind segmentation by presenting the concept of “supply-side partitioning” to refer to the management of heterogeneities on the supplier side of the supply chain. Further, the concept of “transvectional alignment” is proposed for the purpose of simultaneously aligning market segments with appropriate suppliers at all levels of the supply chain by identifying, evaluating, and selecting supply groups that satisfy the demand function(s) of each segment. This paper discusses supply-side partitioning, includes a model for the supply chain utilizing transvectional alignment, and offers implications for the application of supply-side partitioning in the business-to-business marketspace.     

Alternative concepts of management: Insights from asia and africa

Some Asian and African concepts including the logic of mutual benefit among heterogeneous elements, polyocular vision, self-heterogenization, ability to think in one another's mind, interpersonal aidaschaft, situational adaptability and overlapping responsibility are compared with the European and North American concepts of unity by homogeneity, individual identity, boundary, specialization, separation, opposition, hierarchy, tension and extension.The author is Visiting Professor of International Business and Business Policy at the National University of Singapore.     

The Transformation of the Innovation Process: How Digital Tools are Changing Work,Collaboration, and Organizations in New Product Development*

Over the past several decades, digitization has invaded all areas of human activity, including innovation. The result of digitization of existing tools for design and collaboration, and the introduction of entirely new digital tools, is a far more substantive change of innovation than previous generations of tools enabled. It affects not only the quality of the output and speed of its generation, but it affects the innovation work itself, changes work content, collaboration patterns, decision authority, organizational set‐ups, governance structures, firm boundaries, and ultimately entire ecosystems. In this paper, the digitization of New Product Development (NPD), a subset of innovation, is studied to pursue two research questions: (1) How has the digital tool landscape in NPD changed over the past 15 years, and (2) how have these changes affected how firms innovate? This research uses a longitudinal multi‐method, qualitative approach to deep dive into actual use cases of digital design tools such as computer‐aided design CAD and new tools such as collaborative information technology (CIT). The changes in these tools and observations into how these tools are transforming the very nature of how things are designed is the research focus of this study. These tools have become increasingly more sophisticated while being easier to use and are integrated earlier in the design process. As a result, digital tools have a far broader reaching impact than previous generation of tools. Not only do they affect output and process efficiency, but they also increase depth and breadth of the work of individual innovators, they lead to rearrangement of the entire innovation processes, enable new configurations of people, teams, and firms, and rewrite the rules on how knowledge management acts as a critical competitive capability. The progression of digitization is laying the groundwork for changes to what firms are and do and points to different ways of organizing, specializing, and training for NPD professionals.     

Mobilizing Protest: Insights from Two Factory Closures

This article draws on investigations of worker response to two factory closures to develop recent discussions around mobilization theory. With many shared characteristics between the factories, both located in the garment manufacturing sector, and with similar workforces and union organization, certain key distinguishing features between the two provide insights into why worker protest became effectively mobilized and sustained in one case but failed to materialize in the other. The findings point to the value of assigning greater weight in studies of worker mobilization to the impact of prior existing social structures within a population, and the interaction between that population, its leaders and wider society.     

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.     

Incentive Compensation and the Likelihood of Termination: Theory and Evidence from Real Estate Organizations

We analyze two managerial compensation incentive devices: the threat of termination and pay for performance. We first develop a simple model predicting that these devices are substitutes: when termination incentives are low, optimal contracts provide stronger pay‐for‐performance incentives. We then use data from real estate organizations to provide two independent tests of the model’s central prediction. First, we use the fact that chief executive officers of Real Estate Investment Trusts (REITs) and general partners of Real Estate Limited Partnerships (RELPs) perform similar tasks, yet organizational features of RELPs ensure that the latter are much harder to terminate. Consistent with the model, we find that pay‐for‐performance sensitivity is much higher for general partners of RELPs, where the termination threat is less credible. Second, we use a recent cross‐section of REITs to show that in property types where it is expected to be more costly to replace managers, those managers have stronger pay‐for‐performance incentives.     

Incentive Redesign and Collaboration in Organizations: Evidence from a Natural Experiment

Research summary : Separating the individual from the social effects of incentives has been challenging because of the possibility of synergies in team production. We observe a unique natural experiment in a South Korean e‐commerce company in which a switch from pay‐for‐performance to fixed (but different) salaries took place in a staggered and effectively random manner across employees. In this case, social and individual effects perspectives make opposing predictions, enabling a critical test. We find evidence consistent with social effects of incentives, particularly as predicted by goal framing theory. The results have implications for the design of incentives to foster collaboration, organizational learning, and organizational performance. Managerial summary : Managers often neglect the deeper hypothesis behind pay‐for‐performance schemes—that people primarily care about how much they are individually paid. An opposing school of thought contends that incentives have social effects too—that individuals care about not only what they receive but also what their peers receive. It is difficult to say whether individual or social effects would be more salient in a context, without a proper experiment with randomization. We exploit a rare opportunity provided by a company that changed its incentive system in a random order, thus unintentionally creating a natural experiment. The results strongly validate the existence of social effects of incentives, but also make the general case for the opportunity to learn from experimenting with organization design in a systematic manner. Copyright © 2017 John Wiley & Sons, Ltd.     

The coexistence of transaction and relational marketing: Insights from the Chinese business context

Transaction and relational approaches to marketing have been promoted as alternative forms but recent evidence suggests that they may coexist. We explore this in the context of China. If firms operating in a highly relational society, such as China, exhibit transactional behavior, these two approaches must be compatible. We argue that Chinese values give rise to business practices consistent with both transactional and relational perspectives. These are summarized in six propositions for research. Theory building and managerial practice could benefit from thinking in terms of how elements from the two perspectives can be brought together rather than remain as alternatives.