促进产业和谐发展的零供关系构建研究

零供关系对于产业发展至关重要。有关调查显示我国零供关系显失公平现象十分严重,已经危及到了整个产业链的和谐。零供矛盾的焦点主要集中在零售商收取不合理的通路费用和拖欠货款。大型零售商滥用自身市场优势追求利益最大化、过度依赖"渠道控制"盈利模式及对供应商依赖渠道资源存在认识偏差是导致零供冲突的主要原因。完善相关法律法规、健全社会诚信机制、签订以公平交易为基础的合同、建立合理的利益分配机制和信息共享机制,有助于构建和谐的零供关系,促进产业健康发展。     

Factors of Forecasting:

This study investigates how forecasters view the forecasting process. Forecaster perceptions in industrial firms are found to be remarkably similar to those of forecasters in consumer products firms. Forecasters in service firms are found to be better satisfied overall with the forecasting process than forecasters in manufacturing firms. A factor analysis provides the basic factors of forecasting.     

《零售商供应商公平交易管理办法》有效性分析与经济学反思

一般认为,由于市场失效的存在,因此必须借助政府的力量加以规制,以保证社会福利的最大化.但是现实中规制政策却常常失效.本文利用实地访谈、问卷调查等手段对我国<零售商供应商公平交易管理办法>实施效果进行了有效性评估,发现政策基本无效.对此,我们尝试从交易费用经济学的视角,对其原因进行了分析阐释.结合上述分析,文章最后对规制失灵是否意味着需要强化规制、规制中的政府角色以及公共利益的本质等问题进行了反思,并给出了相关政策建议.     

The Effects of Learning on Relationship Value in a Business Network Context

ABSTRACT

In today's intense global competition, a firm's ability to learn from its networks of business relationships is an important source of sustainable competitive advantage. Learning in a network of relationships involves a constellation of resource linkages among business partners tied together by interconnected resources. This has the potential of increasing the relationship value of a firm in terms of knowledge created through interactions among firms in the business network. Prior research has not yet examined the effects of learning in and through relationships in a business network context. Interdependence of firms in business networks gives rise to learning effects of adaptation and coordination that can have implications for relationship value. An empirical study of 215 business relationships from a network of nine high-technology companies in the United Kingdom shows that learning in and through relationships as a result of interactions and resource interdependencies in networks of relationships has a positive effect on a firm's relationship value. Furthermore, an understanding of the network context through interactions among firms facilitates learning and development of the firm's learning capabilities that enhance relationship value.     

我国《零售商供应商公平交易管理办法》有效性分析与经济学反思

一般认为,由于市场失效的存在,因此必须借助政府的力量加以规制,以保证社会福利的最大化。但是现实中规制政策却常常失效。本文利用实地访谈、问卷调查等手段对我国不久前刚刚出台的《零售商供应商公平交易管理办法》实施效果进行了有效性评估,发现政策基本无效。对此,我们尝试从交易费用经济学的视角,对其原因进行了分析阐释。结合上述分析,文章最后对规制失灵是否意味着需要强化规制、规制中的政府角色以及公共利益的本质等三项问题进行了反思,并给出了相关政策建议。     

面向消费者营业推广的实用策略

营业推广因针对的对象不同 ,可以分为面向中间商的营业推广与面向消费者的营业推广。由于消费者是企业产品的最终用户 ,企业在市场机制日趋成熟、市场竞争也日趋激烈的情况下 ,只有赢得消费者才能赢得市场 ,因此面向消费者进行营业推广时的策略是否得体 ,是否让消费者满意 ,是尤为重要的     

How the Features of Business Relationships Influence Their Endings

This paper discusses the connection between the nature of an existing business relationship and its ending, based on existing research on the reasons and the process of business relationship ending. This study first discusses the features of business relationships that most likely influence their ending process. Based on these features the paper presents propositions on how a particular type of relationship would end.     

The Effects on the Relationship Learning from Relationship Enhancement Activities

Abstract

This study utilized recursive systems to assess the causal relationship framework of the relationship enhancement activities, relationship commitment, and relationship learning. A total of 1,067 questionnaires were distributed to members in the Association of the Computer Science and Information Management (CSIM) in this study. The results demonstrated that regular associate activities were not positively correlated with affective commitment, but it directly affected relationship memory. Finally, we also discovered that marketing activities would enhance members' commitment and increase members' willingness to learning.     

基于利益相关者关系质量改进的商业模式价值创造分析

从利益相关者关系质量、连续质量改进理论出发,采用理论分析和逻辑推理方法,考察了利益相关者关系质量、质量维度、维度层次性,提出了利益相关者关系质量连续改进的构想,并建立由焦点企业、利益相关者及跨越二者边界活动所组成的关系质量改进框架。在此基础上,分析了关系质量改进下的价值创造逻辑、过程和机制,阐释了关系质量改进对焦点企业与利益相关者之间的产品和服务交易效率、资源和能力互补、业务和活动锁定以及网络价值传递的影响,为企业商业模式创新和价值创造实践提供借鉴。     

Extending the Marriage Metaphor as a Way to View Marketing Relationships

ABSTRACT

Relationships lie at the center of many marketing activities, and in certain cases are a central focus of a firm's marketing strategy. This review further develops the use of marriage as a useful metaphor for understanding many marketing relationships. Specific attention is given to the nature of a marriage relationship and to the critical transitions and different trajectories that define marriages. Dwyer, Schurr and Oh (1987) point out that far too little is known about these aspects of marketing relationships. We provide a complementary perspective on the issues that will help relationships survive and prosper. Drawing upon work in the area of marriage and family studies, we introduce several aspects of relationship trajectory and discuss implications for marketing conduct and scholarly research.     

The Process of Business Relationship Ending – Its Stages and Actors

How to describe a process of business relationship ending, while considering both the aspects of time and the multiplicity of actors involved? The process of ending consists of actions performed by the actors, as well as their perceptions and decisions concerning the future of the relationship and the consequences they have on the relationship. A longitudinal, dyadic case study is used to empirically ground a process framework. The model distinguishes six stages in the ending process and depicts different actor levels involved. The process model helps to understand the events and actions that end the relationship.     

Substance in Business-to-Business Relationships

ABSTRACT

The research explores the substance of business relationships within a technical consultancy industry–engineering. Relationships in the engineering industry are project based resulting in close and intense relationships during the project life but with low involvement relationships (if at all) between projects. A model of relationship substance was developed using SEM techniques. The results highlight the actor dimension of the relationships as being essential to overall project performance. Resources, such as knowledge, also played an important role in the relationship model.     

The Role of Price in Consumer Quality Judgments for Professional Services

Abstract

Classifying services according to their level of search, experience and credence properties can help professional service providers better understand their customers. This research uses an experiment to study the influence of price information on consumer judgments of service quality and patronage intentions for professional services. The conceptual framework predicts that consumers believe in a price-quality relationship for search-based services but not necessarily for professional services that are high in credence properties. The study findings provide support for this proposition and suggest that professional service providers should carefully consider how consumers view their services when using price as a promotion tool.     

BOOK REVIEWS

Purpose: Companies engage in business relationships for a variety of reasons, including specialization, product development, and building competitive networks. Research has demonstrated that mergers and acquisitions (M&As) may challenge ongoing business relationships. The purpose of this article is to investigate whether and how competition authorities consider business relationships when evaluating M&As.

Methodology: The article uses the documentation from 450 M&As reported to the Swedish competition authority to capture the way in which an authority evaluates M&As. The Swedish competition authority evaluation corresponds to other national and international evaluation procedures.

Findings: The findings indicate that the competition authorities neglect an important aspect of business life, namely companies forming business relationships. The competition authorities evaluate M&As on the basis of risk for price increases, and consequently disregard such issues as heterogeneity in demand and offerings, and values built into existing business relationships.

Originality/Value/Contribution: The article contributes to research on business relationships through exploring how a public authority deals with such relationships. It also contributes to research on mergers and acquisitions through examining how these activities are evaluated by competition authorities. Furthermore, the article contributes to competition research by reflecting on competition law concerning M&A regulations in relation to business relationships.     

Relationship intention and relationship quality as predictors of clothing retail customers’ loyalty

Retailers endeavour to establish and maintain strong relationships with customers in order to build customer loyalty. Unfortunately, such endeavours are not always successful as not all retail customers reciprocate retailers’ relationship efforts. Customers’ intentions to engage in relationships with retailers (i.e. relationship intentions) should thus be the starting point in building customer loyalty. Moreover, customers’ perceptions of the strength of their relationship with a retailer (i.e. relationship quality) should also be considered when building customer loyalty. The purpose of this study is to determine whether clothing retail customers’ relationship intentions and relationship quality, individually and in combination, predict their loyalty to clothing retailers. Data were collected from 511 respondents in South Africa’s greater Tshwane metropolitan area. From a hierarchical multiple regression analysis, it was found that clothing retail customers’ relationship intentions and relationship quality are individually, and in combination, predictors of their loyalty to the retailer. Results furthermore indicate that relationship quality mediates the relationship between relationship intention and customer loyalty. The findings highlight the importance of first determining customers’ relationship intentions, and then reinforcing positive perceptions of relationship quality when building customer loyalty.