A study of Hong Kong Businessmen's perceptions of the role “Guanxi” in the People's Republic of China

Guanxi is perceived as a major determinant for successful business in China. This research paper investigates the importance of Guanxi from the Hong Kong Businessmen's viewpoint. It confirms previous findings in this area and adds on new dimensions. Therefore, practitioners and academics may further refine their knowledge in this subject.Leung, T. K. P. is an Assistant Professor of Hong Kong Polytechnic University. He specializes in industrial marketing and marketing in China. His current research interests include issues in Guanxi, networking in China, and Chinese negotiation. He has published in referred journals related to the PRC market.Wong, Y. H. is an Assistant Professor at Hong Kong Polytechnic University. He teaches courses in sales management and international marketing. His current research focuses on issues of relationship marketing and Guanxi model. His recent publications include articles in preferred journal and books.Wong, Syson was a lecturer of Hong Kong Polytechnic University and is now a business consultant. She specializes in quantitative methods and China business. Her current consultancy works include a big project in China.     

Corporate social responsibility in the European Communities — The Scandinavian viewpoint

Two of the Scandinavian countries, Sweden and Finland have recently joined the European Communities. Together with a third Scandinavian country, Denmark, which joined the Communities two decades ago it seems likely that Scandinavian views and attitudes will make a great impact on the future work of the European Communities — including the on-going harmonisation in the field of corporate social responsibility.This article provides an examination of the Scandinavian view on the five best known models for achieving corporate social responsibility and it shows the likely impact of the admittance of the Scandinavian countries on the future work in the European Communities with regard to corporate social responsibility.The article concludes that the most likely impact of the increased Scandinavian participation in the European Communities is that the regulation and enforcement model is given significantly increased support and that the non-shareholder interest representation model is given increased support at least with regard to employee representation.Mr. Broberg is a research scholar in the Faculty of Law of the University of Copenhagen.     

Ethical decision making: An investigation of services marketing professionals

This study investigates the relative influences of professional values and selected demographic variables on the ethical perceptions of services marketing professionals. The relationship between ethical perceptions and ethical judgments of service marketers is also examined. The data were obtained from a mail survey of the American Marketing Association's professional members of service industries. The survey results indicate a positive relationship between a service professional's professional values and his/her perceptions of ethical problems. The results also suggest that ethical judgments of a service professional can be partially explained by his/her perceptions of ethical problems. Implications of the research findings were discussed. Anusorn Singhapakdi is Associate Professor of Marketing at Old Dominion University. His research has been primarily in the areas of marketing/business ethics. He published in various journals such as Journal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Macromarketing, Journal of Personal Selling & Sales Management, and Journal of Public Policy & Marketing. He has presented papers at various professional conferences including the American Marketing Association and the Academy of Marketing Science.C. P. Rao is Eminent Scholar and William B. Spong Chair in Marketing and International Business at Old Dominion University. He has also served on the Marketing faculty at the University of Arkansas and at the Indian Institute of management. He participated in the ICAME program at Stanford University. Dr. Rao was awarded the C.P.M. (Certified Purchasing Manager) by the National Association of Purchasing Manager. Dr. Rao is a frequent contributor to many leading journals and has received the Distinguished Faculty Research Award in the College of Business Administration at the University of Arkansas three times. Scott J. Vitell is Associate Professor and Phil B. Hardin Chair of Marketing at the University of Mississippi. His work has appeared in the Journal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Business Research, Journal of Macromarketing, Journal of Personal Selling & Sales Management, and Research in Marketing as well as various other journals and proceedings.     

Comparing vertical restraints

When faced with the need to protect dealer provision of promotional services for their products, manufacturers have continued to impose resale price maintenance (RPM) in preference to providing exclusive territories, even though the latter are legal while RPM is not. This paper compares RPM and territories, finding that RPM raises retail prices by less, but also supports less service provision than the exclusive territories alternative. Indeed, exclusive territories raise prices and generate more services than full manufacturer integration into distribution. This result calls into question the current contrasting legal treatment of territories and RPM.     

The impact of prior firm financial performance on subsequent corporate reputation

This study links corporate reputation, as measured byFortune magazine's Most Admired list, with firm financial performance. Seven measures of financial risk and return were collected for a sample of 149 firms from two time periods, 1981 and 1986. The mean score of four attributes from the 1993Fortune Most Admired list for the sample was then analyzed with the financial data through regression analysis. Two financial variables, Standard Deviation of the Market Return of the Firm and Return on Sales, explained between 0.12 and 0.14 of subsequent reputation. The implication for management is that they can affect a firm's subsequent reputation by lowering financial risk and controlling costs.Sue Annis Hammond is an Organizational Development Consultant based in Dallas, Texas. She has over ten years of internal consulting experience from her work at Meredith Corporation and Principal Financial Group. After taking time off from paid employment to complete a Masters of Organizational Development, she founded Kodiak Consulting, which specializes in the area of corporate culture change.John W. Slocum, Jr. holds the O. Paul Corley Chair in Management at the Cox School of Business at Southern Methodist University. He has received the Nicholas Salgo Distinguished Teaching and the Rotunda Outstanding Faculty Awards while on the faculty of SMU. He serves as a consultant to numerous organizations in the area of human resources management.     

Estimating choice models in data-sparse environments: Taking advantage of perceived similarity

Research suggests that choice models conditioned on correctly identified consideration sets outperform choice models conditioned on the awareness set (Hauser, 1978; Roberts and Lattin, 1991). However, in data-sparse environments, where purchase history information is not available or not relevant, choice models conditioned on the consideration set often yield nonunique or nonsignificant solutions. In these environments, we propose the use of similarity information to improve the performance of choice models. Support for this position is found in an empirical application involving automobiles.     

Estimating the Equilibrium Effective Exchange Rate for Potential EMU Members

In this study, we attempt to examine the possibility of emergence of significant fluctuations of the exchange rates in the future for the candidate EMU countries. In doing so, we estimate the equilibrium rate of the nominal effective exchange rate for Poland, Hungary, Slovak Republic and Malta through the BEER and PEER approaches. While the PEER-based estimation implies a large misalignment rate for the Hungarian forint, the BEER-based analysis shows that the present exchange rates of the countries considered do not deviate significantly from their equilibrium rates. As a consequence, based on BEER analysis, we do not expect large fluctuations in the effective exchange rates among the currencies considered. Hence, the relevant effective exchange rates are expected to be relatively stable. As a matter of fact, the entry of those countries into EMU is not expected to weaken the stability of Euro.

Measuring Market Orientation: Generalization and Synthesis

This paper reports on an integrative, cross-nationalstudy which synthesizes and retests work of three separate groupsof researchers who in the late 1980s developed measurementsof a firm's Market Orientation. The projects resulted in threedifferent but syntactically similar Market Orientation scaleswhich, along with other measures, were used to support substantiveconclusions, particularly those involving firm Performance. Basedon a new study of 82 managers in 27 European and U.S. companies,we show that all three scales are reliable and valid. The scalesalso seem to generalize well internationally, both in terms ofreliability and prediction of Performance. We also show thatthe scales are similar to one another in terms of various validitymeasures and in terms of correlations with Performance measures.Finally, we synthesize a 10-item scale based on a more parsimoniousdefinition of Market Orientation as: the set of cross-functionalprocesses and activities directed at creating and satisfyingcustomers through continuous needs-assessment.     

How Australian organizations use global communications

Global communications technology offers those organisations that embrace it many strategic advantages in conducting business overseas. Despite this, it has not been a technology that Australian organisations have rushed to implement.This paper investigates several Australian organisations and looks at their use of global communications technology. The organisations chosen are a mix of those that are Australian owned and foreign companies. Some of the organisations have been exporting their products or services for a number of years, whilst others are new to business operations on a global scale.Whilst the number of organisations researched is small, there appears to be a clear indication that global communications is a technology that all the Australian organisations (included in the research) have investigated. However they have then only proceeded to implement the technology, provided that it offers some definable form of competitive advantage when conducting business overseas.The organisations included in the research may not have had a definite management strategy in place for global communications initially, but, as the technology has become more efficient, has proven to be advantageous or has been accepted by an organisation's competitors, it has been included in management's strategic planning.The results also show that the implementation of global communications has enhanced profitability. However, the additional profit is not always derived from an increase in revenue but often a reduction in costs.The research shows that those foreign organisations with headquarters overseas have been much quicker to implement the technology for one or more of the following reasons: to increase their competitive advantage to improve company reporting to lower the costs of communication to provide more efficient methods of sharing common information.