Shifts in buyer-seller relationships: A retrospective on

One of the most highly cited papers in the Industrial Marketing Management journal was published 17 years ago, and proposed a strong linkage in the elements of buyer-seller trust, asset specificity, contracts, and supply chain performance. In this paper, explore the question of “what has changed”? We note that the emergence of 1) real-time analytic technologies, 2) new governance models that span multiple parties across organizations in a supply chain network, and 3) new digital innovation requiring partnering with new entities are required to produce end to end analytical capabilities. We offer three new propositions that provide some insights towards future research areas, and we also note that although interpersonal buyer-seller relationships will remain important, digital transformation is changing the nature of how these will unfold. Our propositions provide insights on how the role of technology and other shifts in the supply chain ecosystem is shifting the role of buyers and sellers in the industrial landscape. I offer these insights in the hope that they may provide a basis for future researchers to engage in research in the field of emerging industrial buyer-seller relationships, and devote this paper to the memory of Christian.     

The effect of market orientation on buyer-seller relationship satisfaction

In recent years, much of the Marketing scientific community's interest has been dedicated to the study of the market orientation concept. Numerous works, which are centered on the analysis of this orientation's dimensions, outcomes, antecedents and moderating factors, may be found. Though the empirical evidence attained up to now is not conclusive in any of these areas, the study of the nonfinancial results derived from this focus has been specially scarce. Thus, this paper attempts to verify a model in which a firm's cultural market orientation serves as an antecedent for its degree of satisfaction with its main supplier. To this end, empirical data provided by a sample of 174 Spanish industrial firms were analyzed. The main conclusions of this research lead us to confirm the indirect influence that the buyer firm's cultural market orientation exerts on the level of satisfaction with its main supplier. On the other hand, the evidence attained also leads us to propose several suggestions relative to the supplier's business management in order to improve relationships with its customers.     

Making the transition to collaborative buyer-seller relationships: An emerging framework

In recent years, many business-to-business marketers have been influenced by the concepts put forth in the area of relationship marketing, with its emphasis on long-term collaborative relationships among trading partners. However, buyers and sellers alike have found it difficult to make the transition from an arm's length, “invisible hand of the market” relationship to one of collaboration, for a variety of reasons. We propose a framework, still emerging, that captures the elements critical to the transition process. We do not advocate collaborative relationships in all buyer-seller relationships; however, where they make sense we demonstrate how to overcome barriers to collaboration. Explicitly recognizing the elements of the framework and their relationship to one another would help potential collaborators better manage the transition process and thereby increase the likelihood of reaping the benefits of a truly more collaborative relationship.     

Industry influences on strategy reformulation

This paper emphasizes the contribution of ‘borrowed experience’ to strategy reformulation. The industry group is described as a particularly important arena in which niche-related problems and solutions are identified and tested. Industry-wide mistakes in environmental interpretation and strategic response provide interesting evidence of the importance of this contribution to organizational decision making. An industry oriented view of strategy reformulation requires two kinds of research which are rarely conducted today. We need to know more about the pool of strategic concepts which a group of organizations holds in common at any given time. Spender's study of fork-lift truck rental companies is reviewed as an example of this kind of work. A second kind of needed research involves change in strategic concepts over time. A study of the perceived import threat to the appliance industry from 1950 to 1975 is summarized as an example of this second kind of research.     

An examination of the influence of guanxi and xinyong (utilization of personal trust) on negotiation outcome in China: An old friend approach

Managers of multi-national enterprises (MNEs) are at a disadvantage in negotiating outcomes with their Chinese counterparts when compared to local competitors. The reasons include: local competitors are more flexible in handling business terms and conditions; local Chinese managers prefer to negotiate with their old friends or insiders in the same guanxi network; and MNE managers perceive that cultural practices such as gift-giving and guanxi are problematic. This study advances our understanding of negotiation by using a model developed for the reference of MNEs to establish an “old friend” relational status with their local Chinese counterparts. This approach emphasizes cultural adaptation for MNE managers to achieve satisfying negotiation outcomes in China.The study reveals the following unique issues: 1) in addition to their problem-solving attitude, MNE managers should practice mianzi and gift-giving to build renqing with their Chinese counterparts at a new friend stage; 2) the reciprocity dynamics of renqing should enable these managers to accumulate ganqing and to become old friends of their Chinese counterparts; 3) the establishment of ganqing between MNE managers and their Chinese counterparts should enable the development of xinyong between the two exchange parties; and 4) desirable negotiation outcomes can be built on xinyong.     

Ownership influences on corporate social responsibility in the Indian context

The empirical evidence from the extant literature has been equivocal regarding the influence exerted by different ownership types on corporate social responsibility (CSR), especially in developing countries such as India characterized by institutional voids. We use a longitudinal panel dataset of 500 large Indian companies to test a model of corporate ownership forms as key determinants of CSR engagement in India. Based on neo-institutional theory, our model of CSR determinants investigates the roles of three salient aspects of ownership namely multinational ownership/affiliation, state ownership and family ownership and control, after controlling for the influence of firm size, firm age, leverage, the availability of slack resources, profitability and various governance attributes. Our ordered logit regressions indicate strong support for the role of multinational ownership and family control and management in promoting higher levels of CSR engagement. Contrary to expectations, public sector ownership appeared to negatively impact CSR engagement. We offer our conjectures on this anomalous finding and the research possibilities it opens up.     

Applying territoriality to steps in the buyer/seller process

Territoriality is the drive of an individual to stake out, establish, maintain, and defend an area of space for personal use. The “area of space” may be physical or psychological. Industrial buyers and others involved in the buying process, as members of organizations, will act to establish individual territories within the organization and may also act to represent an organization's territorial needs. Because an understanding of the behavior of buyers is important to industrial sales people, and because the concept of territoriality is a mixture of psychological processes, physical behavior, and the space surrounding an individual, a Territoriality Scan System is proposed to assist the salesperson in improving his or her sales communications with industrial buyers. A salesperson can gather important information about an industrial buyer's psychological processes by observing the buyer's physical behavior and surrounding physical space using the Territoriality Scan System. These observational measurements can then be used to enhance the entire sales presentation.     

浅析过程和过程网络

过程方法是ISO9000族国际标准最重要的概念之一,也是质量管理的八大原则之一。过程具有增值性、分合性、网络性、“黑箱”性。企业与供方和顾客形成过程链,企业内部的过程也形成过程网络,企业的组织机构应当与其过程网络相协调。在应用过程方法时,要从识别过程、强调主要过程、简化过程、按优先次序排列过程、制定并执行过程的程序、严格职责、关注接口、进行控制、改进过程等十个方面去管理过程。     

Stakeholder influences on sustainability practices in the Canadian forest products industry

We examined how managers' perceptions of different types of stakeholder influences in the Canadian forestry industry affect the types of sustainability practices that their firms adopt. Both influences involving withholding of resources by social and ecological stakeholders and those involving directed usage of resources from economic stakeholders were found to drive such practices. We found that the industry and its stakeholders have moved beyond a focus on early stages of sustainability performance such as pollution control and eco‐efficiency. However, more advanced practices, such as those involving the redefinition of business and industrial ecosystems where firms locate in a region so that they can exchange and utilize wastes generated by other firms, are in their infancy. Stakeholders and firms in the industry are focused on the intermediate sustainability phases involving recirculation of materials and redesign of processes including sustainable harvesting of lumber. Copyright © 2004 John Wiley & Sons, Ltd.     

Re-appraising interaction and process for industrial network research: The future plunging mirror hall metaphor

Constructivist and realist research is undertaken in the business relationship and network approach of the Industrial Marketing and Purchasing Group. These two divergent research perspectives seek a different form of contextual understanding vs. general knowledge. They are not incommensurable as one can gain insights from the other. But a researcher must know and understand both perspectives and sometimes be able to see when a writer is playing almost a middle ground to make a specific point. To provide a broader understanding of the ontological distinctions and their ramifications for researching and translating meanings concerning business networks we introduce the temporal mirror hall metaphor. We propose that: (i) researchers should avoid reading and understanding only a single research perspective, (ii) research is a social temporal process embedded in a research community, (iii) understanding different researcher perspectives is necessary for a constructivist scholar working in a world of realist education, and (iv) realist researchers need constructivist research to change and develop systematized theories. The paper extends specific advice to constructivist researchers undertaking longitudinal studies of interaction in business networks. Realist researchers will find intriguing the comparisons and refractions, as well as illusions, in the temporalities of the mirror hall.     

加入WTO对我国职业教育的影响及对策

加入WTO对职业教育的影响（一）市场的开放性促使职业教育与国际职业教育接轨加入WTO后，我国的对外开放将在深度和广度上达到空前的程度，这既包括了产品市场、资本市场和技术市场，也包括人才市场、劳务市场和文化市场等，这对教育的内容、形式、体系、质量等提出了新的要求。市场的开放使我国职业教育面临新的形势，如就业人员的国际性流动、就业资格的国际化、生源的国际流动、跨国办学、就业的挑战等，社会上对具有一定专业知识和技能的高素质人才将有更大的需求，职业学校的国际交往也会越来越多。（二）新产品的竞争性对职业教育…     

试论会计准则的新变化对上市公司的影响

本文阐述了新会计准则的主要变化对上市公司产生的影响,并就新会计准则在上市公司的顺利实施问题提出了几点建议.     

The influences of being acquired on subsidiary innovation adoption

Received research suggests that a firm subsidiary's acquisition by a new owner has countervailing effects on the subsidiary's innovation adoption behavior. On one hand, ownership change can make a subsidiary more receptive to innovation by reducing some inertial forces and introducing new resources to overcome others. Alternatively, the costs and demands of an acquisition can draw decision makers' attention away from important innovations in the technological environment. This event history study disentangles these countervailing influences by examining the influences of radio station ownership change on stations' adoptions of HD Radio^® technology. The study finds that a change in ownership control does have a positive direct influence on the likelihood of technology adoption, but that it also curtails tendency for subsidiaries to subsequently mimic others' technology adoptions. Copyright © 2012 John Wiley & Sons, Ltd.     

Seasonality and cultural influences on four Asian stock markets

We use daily returns to identify seasonality on the Kuala Lumpur Stock Exchange (KLSE), The Stock Exchange, Bombay (SEB), the Stock Exchange of Singapore (SES) and The Stock Exchange of Thailand (SET). On all four, we find strong day-of-the-week effects. Month-of-the-year effects exist on the KLSE and the SES but not on the SET or the BSE. Strong Chinese New Year effects are evident on the SES and the KLSE. The Chinese New Year effect on the SET is among small capitalization stocks. On the KLSE, we also find Islamic New Year and Vesak effects, but no Aidilfitri effect. Only weak holiday effects concerning several Indian lunar holidays are evident on the BSE. In general we find that cultural holidays evidence a stronger effect than state holidays. These results confirm the importance of cultural influences in the pricing of stocks.M. W. L. Chan is Professor of Finance and Business Economics at McMaster University, Canada, Anya Khanthavit Associate Professor of Finance, Thammasat University, Thailand and Hugh Thomas Assistant Professor of Finance, McMaster University, Canada. The authors would like to thank the Association of Deans of Southeast Asian Graduate Schools of Management for the financial support that enabled this research to be undertaken and an anonymous referee for his many insightful and constructive suggestions. Please direct all correspondence to Hugh Thomas, School of Business, McMaster University, 1280 Main Street West, Hamilton, Ontario, L8S 4M4, Canada, tel: (905) 522-6861 ext 23983 or email thomas@mcmaster.ca..     

在初中科学课堂中实施开放式教学

本文试图从必要性、原则、内容等方面阐述初中科学开放式课堂教学模式,并在教学实践中不断丰富和完善,构建适合初中科学课堂的开放式教学体系,为初中科学教师实施开放式教学提供实践经验和理论基础。     

Structural and relational influences on the role of reward interdependence in product innovation

This study examines the relationship between reward interdependence, or the extent to which managers' rewards are tied to the performance of colleagues in other functions, and product innovation. It also considers how structural and relational features of the organizational context might moderate this relationship. Our analysis of a sample of Canadian‐based firms reveals a positive relationship between reward interdependence and product innovation that is invigorated at higher levels of job rotation, social interaction, and interactional fairness, but we find no evidence of a moderating effect of decision autonomy. Consistent with a systems approach to organizational contingencies, we also find that the reward interdependence–product innovation relationship is stronger when the organization's context comes closer to an ‘ideal’ holistic configuration that is most conducive to knowledge exchange within the organization, with a more prominent role played by the relational sub‐context (social interaction and interactional fairness) than the structural sub‐context (job rotation and decision autonomy). The findings have important implications for innovation research as they shed light on how the extent to which individual rewards are tied to collective performance can be channeled to enhance innovation pursuits.     

再论自发过程及热力学过程判据

自发过程是热力学的一个重要概念,它与热力学第二定律相结合可指明过程的方向,然而到目前为止自发过程还没有一个令人满意的定义,给物理化学教学带来了困难。为了解决此问题,针对公认的自发过程的例子进行了严格分析和总结,在此基础上指出了目前典型的自发过程定义存在的问题,指明这些问题是由人们在讨论自发过程例子时没有注意系统的划分而导致的。给出了意义明确的自发过程定义,引出了给定条件下能发生的非自发过程的概念。将这些概念和热力学第二定律相结合,得到方便实用的过程方向判据,克服了以往自发过程定义的模糊性。     

通风安全过程控制探讨

安全是煤矿永恒的主题,通风安全管理是煤矿企业管理的重要内容,随着法制的不断健全和人民生活水平的提高,通风安全已不仅仅是一个概念,而逐步成了一种指标,成为煤矿工作的核心。本文所讨论的通风安全过程控制即是指如何系统地、科学地做好通风安全工作,而不是孤立地、单纯地采取某一措施,从而达到预测事故,消除隐患,最终实现煤矿通风安全工作的良性循环。