Buyer and seller perceptions of transportation purchasing variables

The study in this article involved the investigation of 15 carrier selection variables over three dimensions by three groups with high involvement in the purchasing decision—traffic managers, sales representatives, and sales managers. The primary focus of the study was the identification of significant differences in the assessment of importance of the technical abilities of a carrier, the service orientation of a carrier and the image of a carrier as perceived by sales managers and sales representatives representing the selling systems, and traffic managers representing the buying systems.     

Organizational climate factors and the evaluation of technical ideas

Based on data obtained from 359 idea evaluators, canonical correlation analysis was used to examine the relationship between several organizational factors and a set of criteria used in the evaluation of technical ideas. In contrast to other studies, it was found that organizational factors—assessed in terms of organizational climate—could be explained in terms of two dimensions: organizational clarity and risk. Technical evaluation criteria could be explained in terms of professional self-gratification and organizational responsibility. In light of the multivariate relationship among the two sets of factors, a number of organizational design implications are outlined.     

A note on black economic well-being in the North and West

Conclusion These very positive gains in economic well-being for certain categories of black families do not surprise us. Those in which the head is under 35 and live in the North and the West have had relatively more opportunity open to them as a result of some of the strong enforcement policies of the late sixties and affirmative action programs. This group of the black population, by and large, is better educated, more mobile, and more job-ready. It is, therefore, in a position to be more productive and thereby earn relatively higher incomes when society relaxes some of its discriminating tendencies. No such advantages, however, are available to the households headed by females or older households which comprise the overwhelming members of families in poverty.     

Business suppliers' value creation potential : A capability-based analysis

Joint value creation through partnering and networking is a topic of current interest. This paper proposes that the dimensions of the supplier's value creation in a supplier-customer relationship could be classified according to efficiency, effectiveness and network functions. These functions are interrelated, but they are conceptually distinct. The value creation process could be described as a spectrum ranging from core value, to added value, to future value. The value-producing potential of a supplier can be assessed reasonably well only in the case of the core value, where there is sufficient benchmarking information in the form of existing alternative offerings and solutions. A priori evaluation of the costs and benefits of added value and, especially, future value projects is problematic, because the realisation of the value is dependent on the development of multiple partners, technologies and industries. In these cases, we suggest that a customer could use a supplier's capability profile as an indicator of how suitable that particular supplier is for specific value creation projects. A framework connecting specific capabilities to different types of value production is suggested, and its managerial implications are discussed.