Integration of third parties within existing dyads: An exploratory study of category management programs (CMPs)

In this study, we focus on the pursuit of cross-functional integration between suppliers and retailers along the different phases of a collaborative project. More specifically, we explore why and how, a supplier and retailer would want to shift the locus of integration from the dyadic to the network level by adding a third party to an ongoing relationship.A case study is developed to analyze the process of integration in the context of category management programs. The analysis reports on a program developed by a regional retailing chain based in the south of Italy, with the collaboration of a national coffee blends supplier and a third-party leader in the market analysis service business.The findings offer a novel view of third parties' role, which broadens the scope from a typical, initial support of negotiations to an evolving modality of intervention during the different phases of the collaborative project. More precisely, the third party enables the sequential and joint activation of alternative forms of interaction between the parties, which is pivotal for enacting the integration mechanism that is most suitable for each program phase.These findings offer a rich set of insights for the analysis of integration within distribution channel and supply chains, as well as for category management and, more generally, for knowledge management in marketing relationships.     

Market-driving versus market-driven: Divergent roles of market orientation in business relationships

This study focuses on market orientation (MO) and customer intimacy (CI) in business-to-business marketing. These are generally regarded as key success factors in marketing. The authors argue, however, that the relationship between MO and customer relationship has not been properly examined, nor has its dependence on a firm's strategic market posture been understood. A contingency framework is proposed to test the postulated relationships between the key constructs. Our results indicate a strong positive association between MO and CI. Furthermore, this linkage is clearly influenced by the market focus and business logic adopted. In managerial terms, business executives must carefully match the strategic posture of the firm, its MO, and customer relationship management (CRM). Our findings strongly support a contingency modeling approach in studying the factors underlying marketing performance in business markets.     

The making of a petrol station and the “on-the-move consumer”: Classification devices and the shaping of markets

This paper addresses the issue of classification devices and their role in shaping markets. We depart from the notion that markets are shaped by multiple calculative agencies and examine how particular forms of calculation are made viable. Classification devices are the infrastructure that makes calculation possible and sustains particular economic orders. We illustrate these notions with an empirical, longitudinal study of a fuel retail company and its initiative to re-classify its network of petrol stations across Europe. Our study focuses on the extensive and protracted negotiations over what constituted relevant categories and the multiple perspectives involved in defining petrol station types. We illustrate how a store typology plays an important role in making assemblages of ideas (e.g. consumer-on-the-go), objects (e.g. store planograms), and managerial roles (e.g. category managers) coalesce around particular constellations of practices which impact upon the outline of markets.     

Reengineering of materials management system: A case study

A business process reengineering (BPR) project relating to the materials management function of a cement manufacturing plant is presented in this paper. The BPR project evolved out of an organisation development (OD) intervention initiative. Such an intervention aimed at improving value innovation capability of materials management professionals of a large cement manufacturing plant in India. The proposition here is that the value metrics relate to inside-in value innovations in order to deliver inside-out value to the customers in the face of fierce competition in Indian Cement industry. Materials of all types used in a cement plant constitute 60–70% of the total cost and hence the effective operations of procurement and inventory are the critical success factors for strategic value innovations and thereby competitiveness. The primary emphasis in this project was on learning and implementation, by creating an urgency for instilling responsible leadership and building organic partnership through knowledge networking.     

The Role and Determinants of Concession Sales in Movie Theaters: Evidence from the Spanish Exhibition Industry

The importance of concession sales in the movie exhibition industry is widely acknowledged among economists and other social scientists that have studied this industry in the past. Despite this recognition, the lack of appropriate data has constrained existing studies that document the role that concessions play in movie theaters. Using detailed weekly movie theater data on concession sales, box office revenues and transaction characteristics from a major exhibitor in Spain, we shed light on the relation between concession sales and the following factors (i) theater attendance, (ii) non-traditional channels of ticket distribution, (iii) audience composition, and (iv) theater and market specific factors.      

Management of hybrid organisations: a case study in retailing

Hybrid organisations present important theoretical and managerial opportunities. We examine a large Finnish multichain retail organisation in order to identify and understand the challenges of hybrids in a retailing context. We are especially interested in how these complex firms try to maintain a balance between the centralised corporate control and the local autonomy and initiative of their retailers. The governance forms and processes identified in the case organisation are discussed with the help of a proposed conceptual framework. We believe that the identified governance problems and practices in the three different retail chains and especially our recommendations will facilitate the understanding of retail hybrid organisations and the management of hybrids in general.     

A study of the purchasing management system with respect to total quality management

One of the key elements of a total quality management (TQM) policy is the assurance of an adequate supply of materials and components. The objective of this paper is twofold. Firstly, it analyses the relationship between different purchasing system variables and supplier quality assurance practices. Secondly, it explores both the connections between supplier quality assurance practices and other quality assurance practices used for internal processes, and examines the relationship of such practices with supply operational results. Different hypotheses are tested using data obtained from a sample of 152 Spanish automotive component suppliers. This data show clear evidence of the importance of product, supplier and company characteristics and highlights the importance of a company-wide commitment to the application of quality assurance principles.     

The roles of stakeholder support and procedure-oriented management on asset recovery

As the management of returned products is fast becoming a business trend caused by pressure for compliance, asset recovery is increasingly viewed as a fertile area for firms to reduce cost and improve quality. Environmental management is a viable approach for Chinese manufacturers to respond to the escalating international quest for conserving the environment, to tackle the problem of rising raw material costs, and to improve product quality by analyzing returned products. To reach the goals of cost reduction and product quality improvement, manufacturers need to understand how asset recovery can be leveraged through procedure-based practices and stakeholder support to enhance performance. Product type, characterized by different levels of demand uncertainty and time-to-market, may affect the outcomes of asset recovery adoption and should also be taken into account. Drawing on the environmental management and business logistics literature, we provide empirical insights on asset recovery adoption using survey data collected from export-oriented Chinese manufacturers. We find that asset recovery and stakeholder support are complementary in strengthening manufacturers' financial performance regardless of product type. In addition, the performance impact of asset recovery can be substantial when manufacturers' environmental management practices are less procedural, allowing flexibility in the logistics management of product flows.     

The performance impact of post-M&A interdepartmental integration: An empirical analysis

This study investigates how post-M&A interdepartmental integration affects the efficiency and effectiveness of new product development (NPD).The total sample size was 251 respondents. Confirmatory factor analysis (CFA) and structural equation modeling (SEM) were used for statistical analysis. Analytical results indicate that, although collaboration interdepartmental integration positively correlates with product vision, interaction interdepartmental interaction integration does not reach a significant level. Despite the fact that some interaction is essential when developing new product competitive advantage (NPCA), such interaction does not necessarily achieve success. Further, product vision positively correlates with new product competitive advantage and NPD performance, and new product competitive advantage positively correlates with NPD performance. In addition, an examination of the mediation effect in terms of Sobel t-test reveals that product vision is a significant mediator for the influence of interdepartmental integration on new product competitive advantage, while the new product competitive advantage is also a significant mediator for the influence of interdepartmental integration on NPD performance. Moreover, this study provides a framework for managing post-M&A integration and closes with a discussion of the theoretical and practical implications of the research findings.     

A case study exploring drivers and implications of collaborative electronic logistics marketplaces

Since the 1990s there has been a rich literature on business-to-business electronic marketplaces. While many aspects of supply chain management have been considered, there are only a few studies which investigate the development and application of these electronic marketplaces in logistics. These can be termed Electronic Logistics Marketplaces (ELM). The paper aims to understand the rationale behind a particular type of ELM, termed ‘collaborative ELM’, and evaluates the impact of introducing such an ELM. To do this, an in depth case study in the UK fast moving consumer goods industry is used. Data has been collected from shippers, transport companies and the technology provider using a range of tools, including interviews, quantitative data analysis and process mapping. The research reveals that the collaborative ELM is still a relatively new business model. It has potential for growth in optimizing supply chain networks and enabling not only vertical collaboration between shippers and carriers but also horizontal collaboration between shippers and/or between carriers. It identifies the motives behind a collaborative ELM, and demonstrates how such a system is implemented through the configurations of information system, process and collaborative arrangements. The impact on the different participating parties is also examined. Finally the necessary conditions for a successful implementation are derived in the light of the research findings.     

Mapping the values in B2B relationships: A systemic, knowledge-based perspective

The management of an enduring relationship between provider and supplier has at its heart an implicit interaction between the valuation systems of the counterparts. We take the view that this interaction is conveniently understood through the lens of knowledge management. Knowledge management informs our treatment of business to business relationships through two mechanisms. It helps us manage better the dissemination and co-creation of knowledge in an organisation and new work in the mapping of knowledge allows us to represent the knowledge aspects of a relationship in a way which allows us to manage it better.We present, therefore, an approach to allow the specific representation of these valuation systems and their interaction, using a case study of the marketing of a nuclear submarine programme to a government. A conclusion is that structures which support the co-creation of knowledge between the companies is critical to winning the contract and we indicate how this co-creation can be engendered.     

Control-trust interplays and the influence paradox: A comparative study of MNC-subsidiary relationships

This study focuses on the interplay and possible coexistence of control and trust when influencing others and when being influenced. The paper presents an analysis of change processes whereby an actor becomes ‘a trusted influenced other’. This occurs due to the controls that take place, rather than despite of these. It is suggested that intended purpose and perceived legitimacy need to be considered, as well as the type and level of control. Moreover, imbalanced interactions whereby the other actor is prevented from becoming a source of influence may negatively impact the overall development and exploitation of knowledge. A second dimension in the studied relationships is when the other becomes ‘a trusted source of influence’, not only a ‘trusted influenced other’.     

Supply chain risk management in financial crises—A multiple case-study approach

Supply Chain Risk Management has become a key concern for organizations, which is even further emphasized by the current economic and financial crisis. Against this background, this paper investigates successful approaches and experiences by companies in dealing with this new reality, especially as it concerns the supply side. Using in-depth case studies conducted among eight European enterprises, we develop a set of propositions about how companies manage supply risks in financial crises, highlight how their risk management approaches have shifted, and illustrate how they are related to Enterprise Risk Management. Our framework is further differentiated based on whether firms are predominantly engaged in manufacturing or services—a factor influencing how supply chain risk is managed. Transaction cost economics serves as our main theoretical anchor. By rigorously grounding our research in both theory and empirical evidence, we provide valuable insight for both academia and practice.     

Asian contexts and the search for general theory in management research: A rejoinder

“Asian Management Research Needs More Self-confidence” (Meyer, 2006) generated a surprisingly extended and diverse set of responses from Asia and beyond. In this rejoinder, I draw together a few lines of arguments that have emerged in that debate with the aim of moving the debate—and thus Asian management research agendas—forward. In particular, I argue that context is a crucial variable to explain management behavior, yet for practical reasons, it has been neglected in research published in top journals. Thus, I challenge management scholars in Asia and beyond to devise new research strategies to enhance our understanding of the contextual boundaries of our knowledge.

A relationship-management assessment tool: Questioning, identifying, and prioritizing critical aspects of customer relationships

With customer-relationship management (CRM) no longer a buzzword among trendsetters, organizations in all types of industries initially rushed to embrace it. Although a seductively attractive concept, the implementation of CRM proved difficult, however, and organizations are struggling with realizing their vision of a CRM organization. To help managers assessing the stage of relationships between their organization and the organization's business customers we consider the automotive industry. Based upon our case organization and its relationships with numerous business customers we develop a practical tool to question, identify, and prioritize critical aspects of customer-relationship management. First, we identify key areas in CRM. Secondly, we investigate how the chosen case organization has managed each of these key CRM areas over a broad range of business-customer relationships. Thirdly, we acknowledge that many organizations simultaneously have different types (transaction-relationship continuum) of business customers. We finish the article with a discussion of the study's limitations, and suggest avenues for future research.     

‘The ground beneath my feet’: projects,project management and the intensified control of R&D engineers

This paper examines the erosion of autonomy among research and development (R&D) engineers in a global information technology company and the ways in which they responded. Over a 14‐year period, we examine the changing regime of control as knowledge workers in this firm are increasingly subjected to increased project and portfolio management interventions. Drawing on extended interviews, we consider the propensity of such knowledge workers to challenge, subvert or else acquiesce to these enhanced control mechanisms. The idea of the project, we argue, plays a critical role in affording meaning and security and informing their responses.     

Sales trainer roles, competencies, skills, and behaviors: A case study

Numerous studies have examined different issues related to evaluating the effectiveness of sales training programs. Limited needs assessment, lack of training objectives, no alignment between training objectives and corporate goals, and sales training content, are all potential factors that can influence the effectiveness of training programs. Yet, little attention has been paid to the role of a central actor in the training process — the sales trainer. The evaluation of sales training programs is incomplete without taking into consideration the qualifications of the trainer. Through a case study, this paper suggests there are 8 roles that are associated with the sales trainer position. To effectively execute these roles, this exploratory investigation identified 18 related skills that are grouped into 5 competencies. Recommendations are offered regarding the relevance of this research for practitioners and suggestions are provided for future research in this area.     

Business and management in China: A review of empirical research in leading international journals

Asia Pacific Journal of Management - China’s growing economic importance has led to a significant increase in the volume of empirical research about business and management in this country...     

企业全面预算管理存在的问题及对策研究

推行全面预算管理,是企业强化经营管理、增强战略管理能力、提高经济效益的一项长期任务。本文分析了当前我国企业全面预算管理存在的主要问题,即预算和企业发展战略脱节、预算与财务预算等同、执行力度不强、责任不明确,进而提出了加强全面预算管理的有效措施和对策。     

Interaction behaviors in business relationships and heuristics: Issues for management and research agenda

Various empirical studies have evidenced that interaction is a critical process in the development of buyer–seller relationships in business-to-business markets. Research examining the different aspects of interaction processes and the consequences of interaction in business relationships for the development of the businesses involved has tended to black-box the interaction process. Limited attention has been given to how interaction behaviors of individuals arise and the interplay between cognition and behaviors in interaction. At the same time, recent research offers some insights into the use and role of heuristics in contexts analogous to those individual actors face when they interact in business relationships. In this paper we review current research on interaction processes in business relationships as well as on heuristics in the management context and argue that focusing on heuristics used in interaction in business relationships offers valuable insights on how interaction behaviors emerge. In particular, we discuss the notion of heuristics as an “adaptive toolbox,” and how it relates to adaptations in business relationships. We also discuss implications for management and outline a future research agenda.