Developing an Inter-Organization Relational Management Perspective

Abstract

Relationship marketing has become a frequently used strategy to increase the efficiency and effectiveness of an organization's marketing efforts. In order to manage relationships effectively over time, the domain (i.e., type of relationship) and the relational linkage (i.e., richness of interaction and communications) must be determined. In this paper, a process for establishing virtual management perspectives is developed illustrating the steps necessary for managing relationships between organizations and individuals within organizations. Taking a proactive approach to the management of relationships appears to be an essential dimension in insuring their success.     

Towards understanding who makes corporate venture capital investments and why

This study examines when established firms participate in corporate venture capital (CVC). We build on the resource-based view of interfirm collaboration and emphasize the strategic flexibility of CVC relationships. We use longitudinal data on 477 firms from 1990 to 2000 to test our hypotheses. We find that firms in industries with rapid technological change, high competitive intensity and weak appropriability engage in greater CVC activity. We also show that firms that possess strong technological and marketing resources and resources developed from diverse venturing experience engage in greater CVC activity. Finally, we find that these firm resources moderate the influence of the observed industry effects in paradoxical ways.     

Globalization,Coordination, and Subsidiary Performance-Evidence from Companies in an Advancing Country

ABSTRACT

We investigate an important issue in globalization, the relationship between production capacity of a global company's subsidiary and its performance, where the subsidiary's relative size of production capacity is regarded as its globalization level. Analyzing the field data on 42 Korean companies engaged in global operations, we reached preliminary conclusions. First, the optimal level of subsidiary globalization represented by its relative production capacity does not exist. This lack of significance subsides when we associate the globalization level with global coordination between the headquarters and its subsidiary. Global coordination turns out to be a significant factor, either direct or moderating in relation to the globalization level, in determining the subsidiary's performance. We also found that the type of coordination supporting the subsidiary's innovation is different from that enhancing its operational efficiency: for the subsidiary's innovation capability, indirect coordination is effective, whereas direct coordination can be detrimental. In addition, we report effects of other factors such as global experience, host country and target market characteristics on the subsidiary performance.     

Is brand alliance always beneficial to firms?

In this research, we develop a fresh analytical model to examine the impact of brand quality on the firms’ performances when two firms selling substitute products form a brand alliance. Our results indicate that when two products have equal brand qualities, brand alliance is always a beneficial strategy for two firms to employ. However, when two products have different brand qualities, brand quality differential shows a positive relationship with the profit of the firm with the low-quality brand but demonstrates a negative relationship with the profit of the firm with the high-quality brand in the brand alliance. Our results also show that brand quality differential has a greater effect on the profit of the firm with the high-quality brand than on that of the firm with the low-quality brand. In addition, we find that brand alliance becomes much more valuable to the firm with the high-quality brand when the brand quality differential decreases, but the value of brand alliance has a concave relationship with the profit of the firm with the low-quality brand when the brand quality differential increases.     

协调城乡中的生态合作问题研究

城市本身并非是一个完整的生态系统,只有与其周围的乡村环境统筹考虑,才能实现各种生态流的循环和生态平衡,因此城乡间的生态协调具有十分重要的意义。只有通过城乡的生态合作,才能遏制并改善日益恶化的乡村生态环境,在农村生态服务的庇护下,城市的生态安全才会得到保障。要促进城乡的生态合作,需要提高城乡居民的生态环境保护意识,建立有效的绿色食品市场,发展生态旅游业,建立城市转移支付及生态补偿机制,对进城农民给予优待,改革现行的政绩考核体制。     

Organizational Trust and Interfirm Cooperation: An Examination of Horizontal Versus Vertical Alliances

Over the past decade, trust has emerged as the central means of achieving cooperation in interorganizational relationships. Past empirical inquiries have largely focused on the role of trust within the context of vertical relations between channel members or service providers and their clients. Thus, little is known about the nature or the role of trust in horizontal relations. A number of interorganizational scholars suggest that the nature and the effect of behavioral norms such as trust may be widely different in horizontal versus vertical relationships. This study examines the effect of relationship form on organizational trust using data from a survey of 106 U.S. firms who have recently participated in either horizontal or vertical R&D alliances. The results of this survey indicate that participants in vertical alliances display higher levels of organizational trust than participants in horizontal alliances. In addition, while organizational trust enhances cooperation in vertical alliances, trust is unrelated to cooperation in horizontal alliances.     

Social media celebrities and new world order. What drives purchasing behavior among social media followers?

Social media celebrities (SMCs) and social media platforms (SMPs) have become indispensable in today's business and marketing settings. Drawing on the celebrity influence model (CIM), this study examines the impact of SMCs on their followers' purchase intention and the moderating influence of SMP usage on the relationships between (a) SMCs and their followers' purchase intention, (b) para-social relationships (PSR) and purchase intention, and (c) identification and purchase intention. We collected 665 valid responses via an online questionnaire in China and then employed partial least squares structural equation modelling (PLS-SEM) to examine the proposed relationships between the variables. The findings revealed that SMCs do not significantly influence their followers' purchase intention directly; however, they do exert such influence through PSR and identification. The results further indicated that SMP usage moderates the effect of PSR and identification on purchase intention. Our study offers both theoretical and managerial contributions. Theoretically, the incorporation of CIM into this study's model augments the PSR and identification literature in the context of SMCs. Again, the moderating effect of SMP usage that we reveal is novel in the social media literature. In practice, marketers in China should consider the credibility and rapport a particular social media celebrity has with his or her followers before contracting that particular celebrity to endorse their products.     

The Impact of Shared IT on Efficiency and Learning

ABSTRACT

A growing percentage of enterprises around the world are implementing technologies and systems to support exchanges with suppliers. Through public and private networks, enterprises worldwide, particularly large enterprises, are increasingly connected to their suppliers. However, the role played by information systems and technologies in the context of exchanges with suppliers is not well known. Information technology (IT) has been presented as both a means for diminishing the importance of relationships with suppliers and as a means of enabling new forms of collaboration. We believe this apparent contradiction can be resolved by focusing on the impact of shared IT on firms' two key objectives: efficiency and learning. We hypothesize that shared IT increases both efficiency and learning, but through different mechanisms and under different conditions.     

基于社会资本理论的平台企业与合作伙伴的动态合作演化研究——菜鸟网络纵向案例研究

生态合作关系的建立与良性运转能够有效调动各方资源解决行业发展困境、共同互助提升。基于社会资本理论,研究探索了平台企业与合作伙伴如何识别不同阶段发展瓶颈、应对措施、产生结果等生态合作演化过程。以菜鸟平台作为案例研究对象,解锁了生态合作不同阶段的动态合作演化路径与规律。研究发现：（1）平台企业与合作伙伴共经历基于需求与供给的绑定、基于价值获取与能力提升、基于共生共赢的合作三个阶段;（2）三阶段分别着重于建立伙伴间连接与信任、提升伙伴能力与协同配合、增强伙伴责任共担、贡献自身的意识;（3）各阶段均形成以“瓶颈—策略—结果”为内在逻辑的合作演化路径,最终建立生态合作演化整合模型。研究通过拓展对社会资本理论的认知,深化了对平台生态系统领域内合作演化过程的理解。     

组织间关系研究进展及我国跨组织合作有效生成机制构建

组织间关系,特别是跨组织合作是当前组织研究和管理实践中的一个焦点问题。在对中外组织间关系内涵、类型、解释理论及进化过程相关研究进展进行梳理的基础上,本着厘清西方理论边界、探索本土自洽解释的原则,本文从组织社会学的理论视角,基于组织合作场域提出跨组织合作的综合分析模型,进而围绕制度与技术二维环境,构建了跨组织合作有效生成与运行机制。     

东亚区域汇率合作与协调：基于一般均衡模型的分析

研究东亚货币合作和汇率协调的理论模型在20世纪80年代初期以后获得较快的发展．其中早期的理论模型多是局部均衡分析,或者是应用博弈论建立的理论模型。通过建立三个国家的一般均衡理论模型,我们可以看到东亚各经济体对美元或者日元的单一钉住不如钉住一篮子货币。在东亚汇率合作中,钉住以贸易为权重的货币篮子是一种纳什均衡,它可以缓冲美元与日元汇率变动对各经济体的宏观经济所带来的冲击。     

An integrated approach to managing extended supply chain networks

In an effort to improve their competitive position in a rapidly changing marketplace, many companies have replaced their traditional supply chains with extended supply chain networks built on a foundation of supply chain collaboration. These extended networks require the use of decision support tools and technologies to improve both operating efficiencies and customer service, but many companies have struggled to realize the expected benefits of these tools and the increased collaboration. This article recommends that companies adopt an integrated strategy of people, processes, and technology to achieve their competitive supply chain goals. Our recommendation is backed by the results of a survey we conducted of senior-level practitioners concerning the importance and challenges of supply chain collaboration. The article concludes with a set of managerial recommendations to improve a company’s collaborative efforts within its supply chain.     

东亚共同体及其共同货币问题的探讨

东亚的金融合作,使得预防金融危机,确保东亚经济稳定持续增长成为了中心课题,而确保经济稳定持续增长所必要的是汇兑市场稳定和构建强大的金融系统。在经济相互依赖越来越深的环境下,区域间所要具备的,首先是区域内金融当局之间交换必要的信息,加深通货和金融层面的对话与协调,创建一种区域内的共同货币,此外,加强与美国的协调及与IMF等国际金融机构的调和也是必不可少的的手段,借此也参考欧洲的共同货币—创建欧元的经验。