American Keiretsu:

ABSTRACT

This paper explores the cultural dimension of organizing international buyer-seller relationships. Based on studies of national cultures, it is argued that economic actors will reproduce their social order when interacting across cultural boundaries. Differences in the organization of international buyer-seller relationships can thus be explained by cultural differences. When testing the hypotheses of cultural differences in the context of international distribution channels for Norwegian farmed salmon, only minor cultural differences were detected. This may be due to the fact that the fisheries is a very international industry, and a specific culture within the international fisheries industry may exist.     

Co-operation and Collusion: Making the Distinction in Marketing Relationships

Co-operative relationships between organisations may create added value for the partners involved, but they can also pose a threat to the competitiveness of markets. This paper reviews the economic and legal frameworks of co-operative marketing relationships and seeks to distinguish these from collusive relationships. A model of development from competition to co-operation to collusion is proposed, in which definitions of collusion are continually evolving in response to environmental change. This paper seeks to reconcile the benefits accruing to businesses involved in co-operative relationships, with the possible welfare loss resulting from restrictive relationships. Conceptual frameworks underlying buyer-seller relationships are evaluated from the perspective of models of economic efficiency and legal frameworks. A number of recent cases are evaluated in the context of this discussion.     

Loyalty or lethargy? Keeping sellers committed,not entrenched

While business sellers frequently enjoy long-term relationships with their buyers, not every extended association is based on a genuine sense of customer loyalty. Many organizations remain in relationships with providers for too long; while the seller has stopped providing value, the buyer sticks to the routine. Building from empirical research and theory on buyer-seller relationships, this research extends our understanding of customer complacency and seller entrenchment and introduces the concept of customer lethargy. Synthesizing theory from multiple domains with exploratory interviews conducted with business customers, this article offers insight into the functioning of organizational buying centers, the evolution of business exchanges over time, and how some exchanges can be undermined by various forms of relational dysfunction. I define customer lethargy, explore its root causes and offer business buyers a strategy which aims to help them self-audit their loyalty, avoid complacency and lethargy, and keep sellers committed, not entrenched.     

Strategic agility,dynamic relational capability and trust among SMEs in transitional economies

Rapid growth and urbanizing populations are transforming Africa, despite environmental turbulence, uncertainty and relational complexity. Research highlights how small firms rely upon trust-based buyer-supplier relationships in such contexts. Our study adopts a micro-foundational perspective and builds on dynamic capabilities literature and psychological trust theory. Our conceptual model shows how relational dimensions (i.e. communication, social bonds, and knowledge), influenced by meta-capabilities (strategic sensitivity, resource fluidity and leadership unity) embedded in micro-foundational activities build trust in small business cross-border buyer-seller relationships to support dynamic relational capability and enhance strategic agility in transitional economies.     

Determinants of Search for Nondurable Goods: An Empirical Assessment of the Economics of Information Theory

This paper examines the usefulness of Stigler's (1961) Economics of Information Theory in the study of consumer search in a market for frequently purchased, nondurable grocery items. The empirical model examines antecedent (pre-store) and point of purchase (in-store) search. It incorporates and contrasts economic incentives for search with noneconomic involvement-based motivations and perceived versus actual costs associated with search. Data used in the analysis were collected in a large midwestern city during 1990. Results indicate that Stigler's cost-benefit model provides a better fit for pre-store rather than in-store search activities. Pre-store search activities were found to be driven by time, monetary, and mobility constraints. Pre-store search activity was not found to be significant in explaining in-store search activities. In-store search activities were significantly explained by only household size. Shopping involvement was not found to be related to pre- or in-store activities. A comparison of objective and subjective measures of search costs rendered comparable results.     

Exploring the governance mechanisms of quasi-integration in buyer-supplier relationships

This article deals with quasi-integration governance mechanisms in the context of business-to-business buyer-seller relationships. Based on transaction cost analysis and resource dependence theory, the authors identify four key elements of quasi-integration: legal contract, joint problem solving, joint planning, and collaborative communication. From the perspective of resource dependence theory, the authors examine the effects of interdependence on these four elements. Empirical evidence derived from a study of 398 Chinese companies indicates that (1) the four governance mechanisms of quasi-integration are driven by inter-firm dependence; and that (2) legal contract serves as an important foundation of joint problem solving. In addition, the authors examine the distinct effects of the four elements on two critical exchange outcomes: supplier performance and buyer commitment. Their analysis shows that legal contract, joint planning, and collaborative communication positively affect supplier's performance, while joint problem solving and collaborative communication significantly enhance the buyer's commitment to the relationship.     

Using guanxi-style buyer-seller relationships in China: Reducing uncertainty and improving performance outcomes

Recent marketing literature has recommended that companies employ either long-term relationship marketing or short-term transactional approaches to buyer-seller relationships depending on the value of the customer to the company. This article found that in China, guanxi-style buyer-seller relationships similar to relationship marketing were strongly related to reduced levels of perceived uncertainty about the business environment and a variety of improved performance outcomes. The use of transactional relationships was related to higher uncertainty and lower performance. The use of gifts and favors seemed more characteristic of transactional relationships and were not related to positive outcomes. Both quantitative evidence from American sellers and qualitative evidence from Chinese buyers supported these conclusions. It is argued that guanxi-style buyer-seller.     

Game theory in marketing science uses and limitations

This paper reviews some major concepts in game theory and indicates how they may apply to marketing science. The theory of games provides a framework for addressing problems of competitive strategies and of buyer-seller interactions. These issues are important in studying industrial markets where there are a small number of buyers as well as for studying how to incorporate knowledgeable, active competitors into consumer marketing mix models.Few marketers have seen much benefit in the past from developments in game theory. This is partly because of the historical preoccupation of game theorists with complete information, zero sum games. The richer area of games of incomplete information may have much more to offer the marketing scientist.In this paper we review how game-theoretic approaches (interactive models) differ from most previous approaches, which are optimizing and asymmetric. We then look at how these alternative approaches apply to two problem areas - competitive entry and bargaining. Then we review potential applications of game theory in marketing and the value of applying marketing science approaches in game theory. We conclude with a perspective on future developments in this field.     

Mapping out the Field of Gender and Buyer-Seller Relationships: Developing a New Perspective

Buyer-seller relationships have long been of intense interest to marketing academics and practitioners, most particularly within the domain of business-to-business markets, but also more recently within the purview of business-to-consumer markets. This paper looks at the role of gender in buyer-seller relationships. Covering the literature from sales and from consumer behaviour, the general lack of a specific gender perspective in the interactions between buyers and sellers is identified and weaknesses in the current literature are highlighted. It identifies an opportunity to develop and apply feminist research practice to this increasingly important area. The benefits, opportunities, and limitations of the feminist research approach are specified and some initial conclusions presented.     

The Strategic Role of the Salesperson in Established Buyer-Seller Relationships

When the ordering function is governed by administrative arrangements and sales are regulated by long-term contracts, managers may question the necessity and the tasks of the sales function within established customer relationships. The authors examine three issues related to the role of the salesperson in established industrial buyer-seller relationships: (1) appropriate measures of salesperson performance within a relationship, (2) behaviors and skills affecting salesperson performance, and (3) the effect of salesperson performance on the relationship. The results from a survey of industrial buyers suggest that the salesperson has a significant and substantial effect on relationship continuity. They also show that the salesperson contributes to perceptions of the supplier's reliability and supplier services. The key attributes of an effective salesperson are ability to resolve conflicts, ability to develop a personal relationship with customers, and ability to facilitate exchange of information between the supplier and buyer firms.     

Journal of Business to Business Marketing Part III: JBBM Book Reviews

ABSTRACT

A total of 131 books were reviewed over the period, 1993–2003 in the Book Review Section of the Journal of Business to Business Marketing. The books encompassed a broad array of topics, including the basic marketing mix elements of business-to-business marketing, purchasing, buyer-seller relationships, global marketing, Internet and e-commerce, organization studies, research methodology, strategy and general management and education. During this period, 5 review essays provided thematic and comparative evaluation of a set of books.

This cumulative index is divided into two sections. The first provides a subject listing of books reviewed and the second is a chronological listing. All book reviews are located at the end of each issue of the journal.     

Law and industrial buyer-seller relationships: The privatization of a Mexican State-Owned steel company

This article examines the impact of privatization on the purchasing practice of a state-owned steel company in Mexico. It looks first at the changes in the law which affect the relationships of state-owned enterprises with their suppliers. It then presents possible implications of these legal changes for buyer-seller relationships drawn from transaction-cost and institutional theory. Finally, it compares the predicted and actual impact of privatization and draws some preliminary conclusions. © 1993 John Wiley & Sons, Inc.     

产业集群研究的方法选择与工具应用

产业集群自从20世纪90年代以来一直是经济地理学、空间经济学与区域经济学研究的热点领域,国内外学者针对全球和地方产业集群现象从理论与实证方面进行了大量的深入研究。与以往学者在产业集群的综述研究中只是针对研究内容进行总结归纳不同,文章致力于从产业集群研究过程中的方法选择和工具运用两个新的角度,以产业集群理论的逻辑演化与研究进展为依托,全面系统地对产业集群的研究现状和趋势进行归纳总结,以期能将国内外的相关研究进行分类进而形成一个框架,并希望该研究能给现有的及未来的研究者提供必要的研究思路与启发。     

论西方经济学效用理论的基本问题

西方经济学效用理论的基本问题包括:效用函数的存在性并没有得到严格的证明;其序数效用与基数效用实际上是一回事,序数效用不仅具有基数效用所具有的一切问题,还具有基数效用所不具有的问题;其个人的主观的边际效用之比等于相对客观的市场价格之比并不必然成立,即使成立也存在客观取决于主观还是主观取决于客观的问题。更为重要的是,当效用相等时,商品交换将不会发生,从而商品的交换比例无法由效用来决定,这表明效用理论无法解释市场上的商品交换行为,更无法确定或衡量商品的价值。     

中国流通理论研究与学科建设

文章运用比较分析方法,通过阐明流通理论与"商科"、"产业经济学"、"商业经济学"等学科范畴之间的区别与关系,对流通理论进行重新定位;从历史的角度,以渠道组织、流通费用、商业资本与产业资本关系等为研究基点,得出在社会主义市场经济体制下流通理论研究可以通过整合价格机制、供求机制、竞争机制等经济理论,将价值实现提高到新的战略高度;最后,对定位于"中观经济学"的流通理论在应用经济学范畴下的学科建设问题提出了若干设想。     

The Role of Perceived Product Importance in Organizational Busyer-Seller Relationships

The focus of industrial marketing is shifting toward buyer-seller partnership and greater emphasis is being placed on nurturing these relationships. Partnerships imply intensive ties and complex interaction processes between buyers and sellers. This paper focuses on the affect that perceived product importance has on the complexity of partnership interaction processes. The findings indicate the perceived product importance leads to high levels of cooperation, information exchange and social exchange, in addition to extensive interoranganizational networks involving many functional areas and hierarchical levels. On the other hand, in the industry studied, it did not lead to a mutual commitment of resources. The seller made substantial investments in the relationships with their customers, whereas, in general, the buyers were not perceived as having done so     

流通理论在经济学中的回归:一个学说史的考察

国内一些学者一直致力于流通理论或流通经济学的构建,并取得了积极的进展,积累了宝贵的经验,但仍未能摆脱流通理论的贫困状态。对于如何构建流通理论,学界有不同的观点,尤其对于流通理论的一些基本问题依然存在争论。文章主要沿着古典经济学、新古典经济学、制度经济学和新兴古典经济学的发展脉络,探寻流通理论在经济学中的踪迹,以期对诸如流通理论的存在性、流通理论的研究对象或核心范畴、流通理论与新兴经济学派之间的关系等问题做进一步的探讨。     

Consumer Policy in a Market Economy Considerations from the Perspective of the Economics of Information,the New Institutional Economics as well as Behavioural Economics

The question concerning when a governmental intervention in the market system is justified has occupied economists from the very beginning and has been a controversial discussion topic for just as long. Against this background, with respect to modern consumer policy, which still represents a relatively young field in the theory of economic policy, it is vital to find sound economic reasons for governmental regulations in order to protect consumers. Therefore, the article attempts to assess what the various economic literatures have added to our understanding of good consumer policy. For this reason, those policy implications that might flow from different theoretical approaches in order to broaden the foundation of an economic justification for consumer policy will be analysed. For this purpose, the consumer policy implications of the Economics of Information will be described, including a denomination of some certain problems all of which are not covered satisfactorily by this approach. Subsequently and in order to amend the informational economics framework, further economical approaches from New Institutional Economics, Behavioural Economics as well as Behavioural Consumer Research, which provide a complementary analysis of consumer behaviour in consideration of the respective decision-making situations and determining constraints (formal and informal rules, cognitive and emotional boundaries), will be discussed comparatively with respect to their consumer policy implications.     

How and when does co-production facilitate eco-innovation in international buyer-supplier relationships? The role of environmental innovation ambidexterity and institutional pressures

Eco-innovation is an important element of a firm's environmental sustainability strategy and provides both competitive and environmental benefits, resulting in a win-win solution. Although previous studies have examined the influence of co-production on innovation, little is known about how and when co-production affects eco-innovation in the context of international buyer-seller relationships. Building upon the resource-based view, the dynamic capability perspective, and institutional theory, this study develops a conceptual model focusing on the effects of co-production on eco-innovation, the mediating effects of environmental innovation ambidexterity, and the moderating role of institutional pressures. The research was carried out using a survey-based quantitative study and the proposed hypotheses were tested using the hierarchical regression analysis. The results of a survey of 124 OEM suppliers in Taiwan show that co-production has a positive effect on environmental innovation ambidexterity. Our findings also show that the direct relationship between co-production and environmental innovation ambidexterity is stronger when institutional pressures are high as opposed to when they are low and that environmental innovation ambidexterity mediates the relationship between co-production and eco-innovation. This study contributes to a theoretical understanding of why some firms develop more environmental innovation ambidexterity than others, by analyzing co-production as a predictor and institutional pressures as a moderator. We discuss the theoretical and managerial implications of our findings.     

Marketplace and personal space: Investigating the differential effects of attachment style across relationship contexts

An individual's tendencies in purely personal relationships seem to lead to related tendencies in consumer relationships. The following article presents a study that illustrates how individual differences in personal relationship attachment style can be used to predict the likely success of consumer relationships. In addition, it illustrates how the success of consumption versus nonconsumption relationships can be explained by the effect of attachment style on the individual's perception of qualities of the relationship. © 2006 Wiley Periodicals, Inc.