What to Expect After the Honeymoon: Testing a Lifecycle Theory of Franchise Relationships

This research examines the evolution of interorganizational relationships in a franchising context. Using U-curve theory, we develop three hypotheses and contrast them with traditional lifecycle theory. Three groups of constructs are affected by lifecycle: cooperation variables, dependence variables, and relationship variables. Four distinct stages emerge, with highest levels of variables in the honeymoon stage, lower levels in routine and crossroad stages, and increasing levels in the stabilization stage. Franchisors should strive for “stability on high levels” before operational realities influence the franchisees. Franchisees’ intermediate lifecycle phases are most critical for the system, since opportunistic behavior and switching are most likely.     

Technology management and collaboration profile: virtual companies and industrial platforms in the high‐tech biotechnology industries

In this paper we discuss collaboration in the area of technology management. We propose the concept of collaboration profile to describe various forms of networks along key differentiating characteristics. The collaboration profile is then applied using two examples to illustrate different forms of collaboration in the biotechnology industries, the ‘virtual company’ and the ‘industrial platform’. Based on interviews with members of a virtual company as well as members of industrial platforms and drawing conclusions from theoretical insights, the advantages and disadvantages of these forms and their suitability for different stages of the technology life cycle will be discussed. Specifically, we address the following questions: What kind of collaboration profile applies to virtual companies and industrial platforms? How does the suitability of collaboration forms vary with the stage of technology development? Furthermore, we demonstrate the usefulness of the collaboration profile for analysing features and potential problems of collaborations by describing two examples. Focusing on the key characteristics of a collaboration helps to check the appropriateness of the collaboration form and to identify and manage respective problems.     

Henry George's Ingenious Tax

A bstract . Henry George (1839–1897) has left an intellectual legacy which is shrouded under a cloak of controversy. "Professional economists who focused attention on the single-tax proposal and condemned Henry George's teaching, root and branch, were hardly just to him." (Schumpeter 1954, p. 865). This essay tries to do justice to Henry George from the point of view of economic theory and relevant economic practical questions in 1997. The single tax proposal is looked at from the point of view of constitutional economics, and the wider applicability of Henry George's basic notions is emphasized.     

Fiscal Sociology: What For?

In discussing the question, Fiscal sociology: What for? we shall first give a short sketch of the history of thought of the field. We will next identify main issues. In discussing the concept of the tax state, we emphasize issues in constitutional public finance. One of the fields in which fiscal sociology has been most important is taxation, and notably income taxation. In citing applications and issues, we identify an entire alphabet of fiscal sociological issues. We conclude by discussing the future of the field in both instruction and research.     

Changing requirements and mental workload factors in mobile multi‐locational work

Working in multiple locations creates continuously changing physical, virtual and social settings for mobile employees. This paper shows, by exploring locally and globally moving employees, that changing environments arouse varying perceptions of both well‐being and stress. The identification of mental workload factors is necessary both for working in and managing mobile, multi‐locational work.     

So macht’s die Schweiz

Einheitliche Bildungssystematik für die Gesundheitsberufe - Nicht nur Deutschland – auch die Schweiz steht vor gro?en Herausforderungen im Gesundheits wesen: Demografische und andere Entwicklungen bewirken, dass der Bedarf an Pflegefachkr?ften in den kommenden Jahren markant steigt. Eine schweizweit einheitliche Bildungssystematik für die Pflegeberufe soll dazu beitragen, die Situation zu entsch?rfen.     

Value creation and firm sales performance: The mediating roles of strategic account management and relationship perception

Research on relationship management has extolled the virtue of sellers creating value for their customers. Indeed, loyal relationships, defined as repeated business exchanges, tend to flourish when firms create and deliver value to their customers. While few argue this premise, questions remain regarding the precise delineation of a firm's value creation competence and the mechanism by which it influences the firm's performance. In the current study, the authors define the value creation competence concept and find empirical evidence for its positive effects on firm sales performance (e.g., new customer leads, close rates, retention, revenue, etc.). Interestingly, the results suggest this effect is mediated by strategic account management and the perception of the relationship held between buyer and seller. Both of these findings have implications in establishing that a firm's value creation competence translates into improved sales performance, mediated by strategic account management and relationship perceptions.     

Making Trade-Offs in the New Product Development Process: A German/US Comparison

Using a conjoint analysis experiment, Ashok Gupta, Klaus Brockhoff and Ursula Weisenfeld present how R&D, marketing, and manufacturing managers in Germany make trade-offs among three critical variables in the new product (NPD) process: development schedule, development costs, and product performance. The findings are compared with a similar study of US firms. This comparison underscores the basic problem: US managers do not emphasize product development speed to the same extent as do German managers.