A comparison of manufacturers and financial services suppliers' and buyers' use of relationship management methods

Suppliers and customers work within a network in which they have a vast array of diverse relationships they have to manage [Easton, G. (1992). Industrial networks: A new view of reality. London: Routledge; Turnbull, P. W., & Moustakatos, T. Int. J. Bank Mark. 14 (1996) 26]. Past research in relationship portfolio analysis [Turnbull, P. W., & Cunningham, M. T. (Eds.). (1981). International marketing and purchasing: A survey among marketing and purchasing executives in five European countries. London: Macmillan Press; Fioca, R. Ind. Mark. Manage. 11 (1982) 53; Campbell, N. C. G. & Cunningham, M. T. Strateg. Manage. J. 4 (1983) 369; Reicheld, F. F. & Sasser W. E. Harv. Bus. Rev. (1990) 105; Krapfel, R. E., Salmond, D., & Spekman R. Eur. J. Mark. 25 (1991) 72] has sought to enable companies to allocate resources efficiently and effectively to different kinds of relationships. However, little research has been carried out to investigate how this concept can be applied across sectors, across functions, across manufacturing and financial services, and across suppliers and buyers. This research explores three methods of managing relationships: formal, documented systems, personal judgement, and meetings. The perceived usefulness of each method and combination of methods used varied across industrial sectors and functions. All three methods were used by the majority of financial suppliers and buyers and manufacturing buyers while manufacturing suppliers tended to use personal judgement and meetings. Overall, meetings were perceived as the most useful method for managing relationships. Formal, documented systems were generally perceived as the least useful method by all of the groups except the financial services buyers. Since relationship portfolio analysis is generally perceived as being less useful than personal judgement and meetings, researchers must reexamine the models put forward to improve their applicability and usefulness in industrial settings.     

A comparison of British and Japanese industrial energy management

This paper compares methods of energy management in Japanese and British industrial companies. It is based on the premise that Japanese industry has been more successful at adopting energy conservation measures and aims to highlight differences between the two countries' approaches to energy management.
In both successful Japanese and British companies the value of energy monitoring and target setting is stressed. In Japanese companies the information gained from monitoring is pushed out to the shopfloor employees who can use the information in 'good housekeeping' campaigns. In British companies monitoring information is usually held centrally, thus reducing its usefulness in good housekeeping. The decentralisation of information in Japan, coupled with the encouragement of employee participation results in Quality Circle type exercises aimed at implementing energy conservation measures.
At the investment level of energy management co-ordination and systematic thinking is necessary in order to prevent sub-optimisation of investments. Japanese companies are notable for their very detailed explicit planning of energy management, something few if any British companies practice. This planning process, as well as encouraging employee participation through being bottom up, also encourages systematic thinking about the linkages of energy conservation investments to other parts of the business such as new plant investment and marketing.
As well as the managerial factors the legal requirement in Japan for companies with a certain energy consumption to have a qualified energy manager with certain legally defined duties helps to encourage energy conservation.     

A comparison of budgetary control systems in American and Japanese manufacturing firms

This article examines and compares some variables considered important in budgetary preparation and performance evaluation by American and Japanese executives of manufacturing firms. The literature asserts that American executives employ management styles and performance evaluation criteria that tend to overemphasise short-term goals, while Japanese executives prefer management philosophy and performance evaluation criteria that emphasise long-term goals. The survey research method is employed to gather evidence to test hypotheses pertaining to such an assertion. The research results provide empirical evidence that supports most of the assertions in the literature.The author expresses his sincere gratitude to Drs James Don Edwards of the J M Tull School of Accounting — University of Georgia, Ato Ghartey of Southeastern Massachusetts University, R S O Wallace of Exter University and annonymous reviewers for their helpful comments and suggestions.     

Social problems of information societies: The US and Japanese experiences

Attention is turning increasingly to the social problems associated with information societies. Most studies conclude that minimizing the side effects (invasion of privacy, information inequity, information control and misuse of information) of information technology is the task of policy makers. By developing models of the US and Japanese information societies, the author argues that no two information societies will be the same since their character will depend on such variables as national ideology, government policy making organizations, information policy, technology, the marketplace, etc.     

Transaction costs and capability factors in dual or indirect distribution channel selection: An empirical analysis of Japanese manufacturers

This study focuses on manufacturers' selection of dual or indirect channels. Although several previous studies based on transaction cost theory investigate transaction cost factors in choosing dual or indirect channels mainly in the United States, this study examines transaction costs and capability factors for such a choice in Japan. The relationships are tested with survey data from Japanese industrial goods manufacturers (n = 429). Compared to previous studies, this study presents three important findings. First, unlike previous studies, two transaction cost factors—asset specificity and behavioral uncertainty—do not exhibit the relationships predicted by transaction cost theory. Interestingly, asset specificity is negatively related to the use of dual channels. Second, two capability factors not assessed in prior studies—market orientation capabilities and differences in channel members' capabilities—exhibit significant positive relationships with the selection of dual channels. Third, capability factors are found to be more important than transaction cost factors in explaining dual or indirect channels in Japan. This study also discusses the influence of the Japanese channel context on the results.     

Culture and the management of time: A comparison of Japanese and American top management practice

Data was collected from CEO's and upper-level managers in Japan and the United States by survey and by structured observation in order to investigate patterns of time utilization as functions of culture. The results showed similar patterns between the Japanese and the Americans with regard to the percentage of time spent working alone as opposed to working with others. Different patterns were found for the two cultures with regard to the length of activities.     

Export attitudes of industrial manufacturers

Small and medium-sized firms in three “high-tech” manufacturing industries were analyzed, in terms of their export attitudes and behavior, in order to provide beginning exporters and export promotion agencies with guidance to avenues of export success. Based on industry differences investigated, the study finds that managers in firms involved in exporting in each industry have similar attitudes toward international marketing opportunities, but that each industry exhibits different characteristics and strategies for exporting. Help is mainly needed in the areas of international communications and service delivery. The authors propose fewer government subsidies for export financing and more emphasis on encouraging joint ventures for service delivery purposes.     

Comparing U.S. and Japanese corporate-level operating performance using financial statement data

This study uses financial statement data restated to a similar reporting basis to compare the operating performance of U.S. and Japanese companies, identifying possible strategic and environmental explanations for the differences observed. Comparisons are made for U.S. and Japanese samples as a whole, for groups of Japanese firms (keiretsu v. nonkeiretsu), and for 11 industries. The results show that neither country appears to generate systematically higher profit margins, but that U.S. firms turnover assets other than inventory more quickly and therefore have higher rates of return on assets. More intensive examination of these results suggests that environmental factors, such as cultural or structural differences, are the primary causes of the observed differences in the data analyzed.     

A strategic analysis of surging Chinese manufacturers: The case of Galanz

Recent years have witnessed the surging of Chinese manufacturers, as China has become the world’s factory floor. This paper presents a case study of one of the most successful manufacturers in China, the Galanz Group, now the world’s largest microwave manufacturer. Based on theories of multinational corporations from emerging economies, the paper examines the process of Galanz’s integration into the global market. The company has developed unique competitive strategies that have made it a great success within China and in overseas markets. The Galanz model suggests strong strategic implications for both Chinese firms and incumbent multinational corporations.

Service transition strategies of industrial manufacturers

Manufacturers are increasingly adopting service based strategies to maintain competitiveness in the face of commoditization, slower growth, and declining profitability in core product markets. The objective of this study is to explicate the transformation process towards services in more detail. We find that manufacturers develop product related services through a dedicated service division designed to exploit the commercial opportunities of servicing an installed base of equipment. At the same time, the strategy of integrated solutions is utilized to enhance the competitiveness of their core product offering under industry conditions which make it difficult to maintain competitive advantage purely through technological leadership. These logics are investigated through case studies of two industrial manufactures.     

The inverse association between the margins of manufacturers and retailers

The margins of manufacturers and retailers are largely determined by the absolute and relative magnitudes of two cross-elasticities that define the willingness of consumers to switch brands within store and to switch stores within brand. When one of these cross-elasticities is high and the other low, margins of firms at the two stages are inversely associated. This phenomenon is widespread but not universal in industries whose retailing segments are imperfectly competitive, as is typically true. The inverse association is inconsistent with “single stage” models which assume that retailing is perfectly competitive and that the derived demand theorem holds. This article explores the dynamics that produce the negative correlation between margins at the two stages, summarizes the empirical evidence and identifies some important areas in which accepted conclusions should be re-examined in light of this relationship.     

Large European manufacturers and the management of R&D

At the end of 1984, for the third consecutive year, a research team from INSEAD administered a survey of the largest manufacturers in Europe. This survey attempts to provide an insight into the technological and manufacturing strategy designed and implemented by these large manufacturers.
Each year since 1982 about 150 companies have completed the questionnaire, and of these 150 replies about one third are repeat answers. The database thus covers about 350 companies. As a consequence this allows us not only to analyse the static picture for a single year, but also to draw a dynamic picture of how thinking about technological and manufacturing strategy is changing within the European Manufacturing Industry.
An analysis of the questionnaire's results allows us to assert some hypotheses about:
a. Changes in the length of the product lifecycle.
b. The importance of process engineering and proprietary process know-how.
c. The interface between manufacturing and research and development as perceived by the manufacturing side.
Since a similar survey is conducted for North America and Japan at the same time, it is possible to posit the European manufacturers vis-à-vis their global competitors for some of these issues.     

部分欧洲玩具厂商撤离亚洲

玩具商们糊口度日的艰难岁月终于过去：德国玩具生产商,特别是传统玩具生产厂的生意又兴隆了起来。越来越多的玩具生产商把生产线从亚洲撤回欧洲。德国玩具工业协会的武尔西·布赫白（UlrlchBrobel]）表示,5年前美泰召回事件并非个案：“那件事情发生之后,欧洲玩具安全条例进行了修改,新的安全条例覆盖的范围更为广泛。     

美玩具巨头申请破产殃及中国制造商

日前，美国最大玩具零售商之一--KBToys宣布申请破产保护，并打算在假期进行清货大减价，随后将关闭450家连锁店。KBToys倒下后，玩具制造商们成为最大债权人，据外电报道，KBToys的供应商被拖欠达2700多万美元，利丰集团是最大债权人，其次是玩具巨头美泰。利丰集团在公告中称，     

A Typology of Japanese Enterprise Unions

Are Japanese enterprise unions similar, or are there substantial variations among these unions in relation to their dependence on management and their structures for member involvement? Using a survey of unions conducted in 1991 and detailed interviews with union officials in 1993, a typology of enterprise unionism is developed. A preliminary assessment of the model is then made with reference to a range of industrial relations practices and behaviour.     

A flexible approach to determining financial terms of sale

With high inflation and interest rates the financial or credit terms of a sale are an increasingly important source of foods for buyers and an expensive cost for sellers. This article proposes some guidelines for setting terms of sale policies which may benefit both buyers and sellers. A method for determining the best terms alternative from the buyers perspective is also described.     

玩具与iOS设备结合成趋势厂商推相关产品

新浪科技讯北京时间2月11日上午消息，今年美国国际玩具展览会将于本周日在纽约举行。在去年圣诞季中，玩具厂商已经发现，随着iPad、iPhone和iPodTouch的兴起，传统玩具的销售正出现滑坡趋势，因此它们正在开发与这些数码产品相结合的玩具。     

Strategic action generation: A comparison of emphasis placed on generic competitive methods by U.S. And Japanese managers

The paper identifies similarities and differences in the emphases and patterns that U.S. and Japanese managers attribute to a set of 22 generic competitive methods. It highlights the different ways that Japanese and American managers combine these methods to form general business strategies. Using factor analyses and smallest space analyses, the study shows differences in business strategy patterns between managers in Japan and the U.S. Such differences reflect the organizing principles underlying the strategy approaches in U.S. and Japanese firms. The organizing principle underlying U.S. responses is the desire to find way to differentiate a firm from its competitors. In contrast, the organizing principle underlying Japanese responses is a desire to establish a comprehensive, stable and defensible position. The paper discusses the implications of these results for strategic management and suggests directions for future U.S. and Japanese comparative strategy research.     

The influence of brand image and company reputation where manufacturers market to small firms: A customer value perspective

Branding research has largely focused on consumer goods markets and only recently has attention been given to business markets. In many business markets the company's reputation has a strong influence on buying decisions which may differ from the more specific product related influence of the brand's image. In this paper we investigate these differences by testing the hypotheses about the influences of brand image and company reputation on customers' perceptions of product and service quality, customer value, and customer loyalty in a business market where there are three manufacturers marketing their brands directly to a large number of small firms. The results indicate that the brand's image has a more specific influence on the customers' perceptions of product and service quality while the company's reputation has a broader influence on perceptions of customer value and customer loyalty.     

A new measure of US residential broadband availability

The only comprehensive published indicator of residential broadband availability in the US is number of providers in each ZIP code, as reported by the Federal Communications Commission (FCC). This measure has been widely used in academic and policy research to assess availability and to identify under-served areas, but it is acknowledged to be flawed and is often misinterpreted.