Value creation in the relationship life cycle: A quasi-longitudinal analysis

Among the growing literature on value creation in collaborative buyer-seller relationships, most researchers examine relationship value at a single point in time. In the present research, we explore whether different stages of the relationship life cycle moderate the relative importance of value-creating dimensions. To shed light on the dynamic nature of value in B2B relationships, we present the results of a survey among purchasing managers using a quasi-longitudinal research design. Our findings confirm the moderating role of the relationship life cycle in value creation. More precisely, our results indicate that a key supplier's potential for value creation in customer's operations increases in relative importance as relationships move through the life cycle. In turn, supplier's capabilities to create superior value at the level of the customer's sourcing process display a decreasing role over the life cycle of a business relationship. No significant link was found in the present study between value creation through a supplier's core offering and different stages of a buyer-seller relationship.     

The customer value proposition: evolution,development, and application in marketing

The customer value proposition (CVP) has a critical role in communicating how a company aims to provide value to customers. Managers and scholars increasingly use CVP terminology, yet the concept remains poorly understood and implemented; relatively little research on this topic has been published, considering the vast breadth of investigations of the value concept. In response, this article offers a comprehensive review of fragmented CVP literature, highlighting the lack of a strong theoretical foundation; distinguishes CVPs from related concepts; proposes a conceptual model of the CVP that includes antecedents, consequences, and moderators, together with several research propositions; illustrates the application of the CVP concept to four contrasting companies; and advances a compelling agenda for research.     

Transparenz im Journalismus

The transparency that journalists and newsrooms can produce for their audience has long been regarded as a rather marginal criterion for journalistic quality. But new transparency models??due to the interactivity, immediacy, archiving capacity and the absent limitation of space in the internet??offer greater potentials than classical instruments in print and broadcasting. In comments, web videos, blogs, twitter feeds and social networks, journalists discuss with users and publicly account for editorial decisions. Transparency is fashionable in the digital public sphere; its evaluation, however, is not clear, but ambiguous and complex. This paper conceptualizes (self-)transparency and qualitatively classifies the available instruments in a three-dimensional matrix model. This is to facilitate the analysis of problematic areas and potential conflicts: Newsrooms demonstrating open self-reflection dismiss the ideal of ??objective journalism??. Yet, transparency is not only an ethical demand, but is also supposed to strengthen trust in journalistic products because it permits quality evaluations by the audience. An experiment shows, for the first time, that self-transparency has an effect on trust in some aspects but not as a basic principle. Analysing this interdependency, we have to distinguish between transparency of process and of product as well as between different media.     

Partition ratios, Pareto optimal cake division, and related notions

We consider the problem of partitioning a ‘cake' C among n players. Various criteria have been considered for deciding whether a partition P₁,P₂,…,P_n of C, where piece P_i goes to player i, is a ‘good' partition. See, for example, Barbanel (1996) [Barbanel, J.B., 1996. Super envy-free cake division and independence of measures. J. Math. Anal. Appl. 197, 54–60] or Brams and Taylor (1996) [Brams, S.J., Taylor, A.D., 1996. Fair Division: From Cake-Cutting To Dispute Resolution. Cambridge Univ. Press]. In this paper we study certain real numbers (the ‘partition ratios' of this paper's Section 2) which can be associated in a natural way with any partition. We show that various types of products of these numbers provide us with useful information about certain trades and transfers between players.     

Eine Untersuchung der Gossenschen Gesetze

Ohne ZusammenfassungMit 6 Textabbildungen     

Bioeconomic Analysis and Management

This article discusses bioeconomic analysis and different management strategies in fisheries. It reviews recent developments, which show the need to expand the analysis to multispecies fisheries and management. Significant gains can be made if the interdependencies between species and/or jointness in inputs for many fisheries are identified. Both common property resource management and individual transferable quotas (ITQs) can be fruitful strategies in different settings. The article suggests that there is scope for the development of a multiple use management approach of marine resources. Besides the aim of an efficient use of fish stocks, equal attention should be given to other values from aquatic ecosystems, like ecological services, biodiversity and recreation possibilities.     

OPENNESS AND STRUCTURAL LABOR MARKET REFORMS: EX ANTE COUNTERFACTUALS

In this paper we examine plausible macroeconomic responses to the ex ante (planned but not implemented yet) reforms in the labor market, taking a currently proposed Social Model in Lithuania as an example. We contribute not only to the current debate on the efficacy of announced structural reforms, but also to the literature on policy evaluation, by assessing reforms from a global perspective. Taking trade linkages and openness into account, we demonstrate macroeconomic reactions to shocks in unemployment benefits, active labor market policies, and tax wedge on the reforming economy. In particular, we show that the omission of an international dimension could lead to seriously biased results on policy effects for any open and small economy. Using a satellite model for the intermediate trade, we link the global framework with the sectoral extensive margin, which changes some of the results derived from the aggregate data. (JEL C33, C54, E62, J38)     

Backing out of private pension provision: lessons from Germany

Financing pensions in the EU is a challenge. Many EU countries introduced private pension schemes to compensate declining public pension levels due to reforms made necessary by demographic change. In 2001, Germany introduced the Riester pension. Ten years after introduction the prevalence rate of this voluntary private pension scheme approximates 37 %. However, numerous criticisms raise doubts that the market for Riester products is transparent. Using the 2010 German SAVE survey, this article investigates terminated and dormant Riester contracts on a household level for the first time. Respectively 14.5 and 12.5 % of households who own or have owned a Riester contract terminated or set dormant their contract. We find that around 45 % of terminated or dormant Riester contracts are caused at least partly by product-related reasons, which is significantly higher than for endowment life insurance contracts. The uptake of a new contract after a termination is more likely if a termination is product-related. Nevertheless, after a termination 73 % of households do not sign a new contract, which can have serious long-term consequences for old-age income. Households with low income, low financial wealth or low pension literacy are more likely to have terminated or dormant contracts. Low income and low financial wealth households also have the lowest prevalence rate of Riester contracts and are at higher risk of old-age poverty.     

Means-end chain analysis explains soil fertility management decisions by peri-urban vegetable growers in Kenya

Past studies of the use of soil fertility management strategies by farmers usually model input use decisions based on the neoclassical utility/profit maximization principle in which farmers use soil fertility management inputs primarily to increase revenues and profits. However, there is, to date, no study that explains exactly how this decision-making process occurs and the role which personal values play in driving the choice of soil fertility management inputs. This article systematically maps the relationship between choice of soil fertility management strategy (attributes), its outcomes (consequences) and the personal values that motivate the choice. It specifically uses the means-end chain approach to construct hierarchical value maps that relate the attributes to consequences, and ultimately to the personal values. The study finds that the use of soil fertility management strategies by peri-urban fresh vegetable growers is driven by five personal values, namely happiness, comfortable life, independence, good/healthy life and achievement of life goals. It also finds that while farmers seek to increase profit (hence incomes), profit maximization is not the end driver of the use of soil fertility management inputs. It concludes that a lot more goes into farmers’ decision-making process relating to the use of soil fertility management practices than can be explained by the neoclassical profit/utility maximization principle. The study discusses the policy implications of these findings.