Alliance competence, resources, and alliance success: Conceptualization, measurement, and initial test

This research examines the effect of an alliance competence on resource-based alliance success. The fundamental thesis guiding this research is that an alliance competence contributes to alliance success, both directly and through the acquisition and creation of resources. Using survey data gathered from 145 alliances, empirical tests of the hypotheses provide support for the posited explanation of alliance success. The findings indicate that an alliance competence is not only antecedent to the resources that are necessary for alliance success but also to alliance success itself. C. Jay Lambe (Ph.D., The Darden School at University of Virginia) is an assistant professor of marketing in the Pamplin College of Business at Virginia Tech. For 10 years prior to entering academe, he was engaged in business-to-business marketing for both Xerox and AT&T. His research interests include business-to-business marketing, relationship marketing, marketing strategy, and sales management. He has publications in theJournal of the Academy of Marketing Science, theJournal of Product Innovation Management, theEuropean Journal of Marketing, theJournal of Personal Selling and Sales Management, theInternational Journal of Management Reviews, theJournal of Business-to-Business Marketing, and theJournal of Relationship Marketing. He also serves as a reviewer for theJournal of Business-to-Business Marketing. Prior to joining the faculty at Virginia Tech, he was one of five Texas Tech University faculty members chosen in 1999 from the entire university for the annual Outstanding Faculty Member Award by the Mortar Board and Omicron Delta Kappa (Texas Tech University student organizations that recognize excellence in teaching). Robert E. Spekman is the Tayloe Murphy Professor of Business Administration at the Darden School at the University of Virginia. He was formerly a professor of marketing and associate director of the Center for Telecommunications at the University of Southern California. He is an internationally recognized authority on business-to-business marketing and strategic alliances. His consulting experiences range from marketing research and competitive analysis, to strategic market planning, supply chain management, channels of distribution design and implementation, and strategic partnering. He has taught in a number of executive programs in the United States, Canada, Latin America, Asia, and Europe. His executive program experience ranges from general marketing strategy, to sales force management, to channels strategy, to creating strategic alliances, to business-to-business marketing strategy, to a number of single-company and senior executive management programs. He has edited and/or written seven books and has authored (coauthored) more than 80 articles and papers. He also serves as a reviewer for a number of marketing and management journals, as well as for the National Science Foundation. Prior to joining the faculty at the University of Southern California, he taught in the College of Business at the University of Maryland, College Park. During his tenure at Maryland, he was granted the Most Distinguished Faculty Award by the MBA students on three separate occasions. Shelby D. Hunt is the J. B. Hoskins and P. W. Horn Professor of Marketing at Texas Tech University, Lubbock. A past editor of theJournal of Marketing (1985–87), he is the author ofModern Marketing Theory: Critical Issues in the Philosophy of Marketing Science (South-Western, 1991) andA General Theory of Competition: Resources, Competences, Productivity, Economic Growth (Sage, 2000). He has written numerous articles on competitive theory, macromarketing, ethics, channels of distribution, philosophy of science, and marketing theory. Three of hisJournal of Marketing articles—“The Nature and Scope of Marketing” (1976), “General Theories and Fundamental Explananda of Marketing” (1983), and “The Comparative Advantage Theory of Competition” (1995) (with Robert M. Morgan)—won the Harold H. Maynard Award for the best article on marketing theory. His 1985Journal of Business Research article with Lawrence B. Chonko, “Ethics and Marketing Management,” received the 2000 Elsevier Science Exceptional Quality and High Scholarly Impact award. His 1989 article, ”Reification and Realism in Marketing: in Defense of Reason,” won theJournal of Macromarketing Charles C. Slater Award. For his contributions to theory and science in marketing, he received the 1986 Paul D. Converse Award from the American Marketing Association, the 1987 Outstanding Marketing Educator Award from the Academy of Marketing Science, and the 1992 American Marketing Association/Richard D. Irwin Distinguished Marketing Educator Award.     

When consumers complain: A path analysis of the key antecedents of consumer complaint response estimates

When do consumers complain? This study probes this question by developing a conceptual framework that includes multiple theoretical perspectives, empirically testing a portion of the proposed model, and using dissatisfaction/complaint data from three different service industries. The hypothesized model uses multidimensional consumer complaint response estimates including voice, private, and third-party responses as dependent variables. Results support several proposed relationships, provide a high level of explained variance, and indicate a moderating role for dissatisfaction intensity. The complaint response estimates are characterized by disparate influence pathways, and expectancy value judgments emerge as critical determinants with positive and negative crossover effects. Attitude toward complaining is more dominant under low dissatisfaction intensity than it is under the high dissatisfaction condition. Important differences emerge across service categories. Implications of this work for managers and researchers in understanding when consumers complain are enumerated.     

Buyer-seller relationships in the procurement of logistical services

This study presents a two-phase model of interfirm exchange in the logistical supply industry. The first phase uses transaction cost analysis to identify conditions leading to market-based transactions, unilateral agreements, and bilateral alliances. The second phase illustrates how formal controls and relational norms yield performance in market, unilateral, and bilateral governance systems. A test of the model with data from 189 logistical supply relationships suggests that bilateral alliances emerge through the interaction of user investments in the logistics supplier, supplier logistical services, and marketplace uncertainty. Bilateral alliances attain desired outcomes through participative management and flexibility. By contrast, market-based transactions yield desired outcomes through formalization and solidarity. Unilateral agreements gain performance through formalization, participation, information sharing, and solidarity. Implications for logistics management and theory are discussed. He received his Ph.D. in marketing from the University of Cincinnati. His research interests include relationship marketing and marketing channels. His articles have appeared in theJournal of Retailing, Journal of Personal Selling and Sales Management, Marketing Letters, Omega: The International Journal of Management Science, and elsewhere. She received her Ph.D. from the University of North Carolina, Chapel Hill. Her research has concentrated on business-to-business marketing relationships, with a focus on means to improve coordination, and on sales management, with an emphasis on ways to enhance diversity, improve performance, and reduce turnover. Her articles have appeared in theJournal of Personal Selling and Sales Management, Journal of Business Research, Marketing Letters, Journal of Business-to-Business Marketing, and elsewhere. He is also the director of the Warehousing Research Center (WRC). He received his Ph.D. from Michigan State University. Industrial marketing strategy, marketing and logistics interfaces, logistics and warehousing management are his primary areas of expertise and interest. He has published articles in theJournal of Marketing, Journal of Retailing, Journal of Business Logistics, Industrial Marketing Management, and elsewhere. He has also written a leading industrial marketing text and a variety of warehousing and logistics monographs.     

Estimating profit performance from similar profit centers

A decision model involving discriminant analysis provides a method by which both upper and middle managers can avoid some pitfalls that are likely to result in the substantially subjective process of pertbrmance evaluation of profit centers. It is designed to provide more objective, more timely, and possibly more accurate information. The model is not designed to estimate the return on investment for a profit center. The resulting discriminate score provides a direct evaluation of a profit center’s management.     

电力施工企业工程项目全过程成本管控策略

在电网体制改革以及国家政策调整的双重背景下,电力建设市场已经逐渐打破以往的格局,这使电力施工企业不得不参与越来越激烈的市场竞争.但是,由于电力施工企业长期采用粗放的管理模式,人员、材料、机械等各个方面的成本均相对较高,导致其在市场竞争中缺乏优势.对于市场经济来说,企业要想获取竞争优势,主要依靠产品功能和成本两个方面,电力施工企业的产品具有显著的同质性特征,所以成本控制成为电力施工企业提升自身竞争力的主要因素.因此,为了提升电力施工企业的市场竞争力,必须根据实际情况有效落实并不断强化成本管控工作.     

浅谈农业科研院所的内部控制

农业科研院所在我国经济和社会发展中发挥着重要作用,建立并完善农业科研院所的内部控制系统,对内部资源的合理配置及推进农业科研工作的有序运行具有重要意义.文章针对农业科研院所的特点,从加强内部控制意识、完善内部控制体系、加深业务和财务融合、提高信息化程度等方面分析了内部控制存在的问题及对策.     

互联网金融时代我国银行财务管理的改革问题研究

对于商业银行来说,财务管理至关重要.尤其在互联网发展迅速的情况下,财务管理要适应形势发展需求,积极推动财务管理的改革与创新,以更好地帮助商业银行发展.互联网金融的快速发展,给商业银行财务管理带来了极大影响,文章对此进行了研究与探讨,在分析互联网金融对商业银行财务管理影响的基础上,找出互联网金融时代商业银行财务管理存在的问题,最后提出改革措施,旨在为促进商业银行财务管理取得更好的成效提供参考与借鉴.     

新预算法对事业单位财会工作的影响及对策探讨

随着我国市场经济体制的日益完善,事业单位对内部财务工作提出了新的要求.近几年,新预算法与现代财务体系的融合备受关注,在事业单位财会人员的创新驱动下,各项工作趋向透明化、优质化发展,因此建立预算平衡机制显得十分重要.基于此,文章立足于事业单位发展的视角,在介绍新预算法基本特点的基础上,重点阐述了其对事业单位财会工作的影响以及优化策略,以期为事业单位财会工作的有效落实提供参考.     

对企业财务管理中业财融合的思考

新时代背景下,业财融合是企业战略发展的需要,也是财务人员转型的方向.在传统的会计核算中,一般是先由公司各业务部门将业务数据交给财务人员,财务人员及时进行核算,进而核算出企业的收入、成本和利润等财务数据.在这一过程中,财务人员并不能起到监督作用.原有的财务工作模式已经不再适合当前企业的发展,甚至可以说,在这样的环境下企业很难跟上同行业的步伐.企业要想发展,就必须有效管理企业内外部环境,而财务管理是企业的命脉.因此,实施业财融合是当前环境下财务人员的新方向,更是促进企业精细化管理的有效举措.文章通过分析当前企业存在的问题,提出了业财融合的重要作用和意义,以及打破当前业财融合瓶颈的措施,以供相关人员参考.