The R&D system for industrial development in Taiwan

The research and development (R&D) system for industrial development in Taiwan is made up of three parts: industrial firms, government-supported institutes (GSIs), and academic institutes and universities. The Taiwanese experience showed that the effective interaction of the GSIs and the industrial firms has successfully supported the development of its industry. The Industrial Technology Research Institute (ITRI) played the key role in industrial development during recent decades. This study provides a comprehensive analysis of ITRI and the way in which it fulfills its role through an examination of its major tasks. The implications for developing countries are also discussed.     

Order, positioning, scope and outcomes of market entry

This research aims to analyze the relationships between three dimensions of the market entry strategy for new products - order, positioning and scope - and four dimensions of performance - customer satisfaction, competitive position, costs and profitability. The consideration of internal links between the entry dimensions, together with their effect on the different performance variables, will enable us to determine the existence of mediating effects, which up until now have barely been examined in the literature. We test our model on a cross-sectional sample of 136 manufacturing firms, applying structural equation modeling based on the Partial Least Squares (PLS) methodology. Our findings reveal that all the three strategic decisions included in our model of market entry do affect performance, although their influence changes according to the performance dimension being measured.     

A functional approach for studying technological progress: Application to information technology

This paper develops and assesses a broad functional category approach to arriving at metrics for assessing technological progress. The approach is applied to three functional categories of information technology — storage, transportation and transformation by first building a 100 plus year database for each of the three functional categories. The results indicate generally continuous progress for each functional category independent of the specific underlying technological artifacts dominating at different times. Thus, the empirical results reported in this study indicate that the functional category approach offers a more stable and reliable methodology for assessing longer time technological progress trends. Therefore, this approach offers the promise of being more useful in technological forecasting for large-scale change even as its ability to forecast specific dominant technological trajectories has been compromised.     

The significance of trust and renqing in the long-term orientation of Chinese business-to-business relationships

While business relationships with China are receiving increased attention in both practitioner and academic discourse, very little empirical work however, has been undertaken to isolate and examine measures that focus on business-to-business relationships, and as such, research in this area is somewhat scant. In an attempt to bridge this gap, and add to the knowledge in this emerging discipline, the research aims to develop a conceptual framework to explore the relationship between trust and the long-term orientation in Chinese business-to-business market relationships. Based on a survey with Hong Kong companies that have a buyer-seller relationship with Chinese companies, the empirical findings indicate the mediating role and significance of ‘renqing’ for enhancing trust and contributing towards the long-term stability in relational exchange. The results highlight several implications for practicing managers to consider when aiming to establish and develop relationships in a Chinese business-to-business context.     

Brownian agent-based technology forecasting

Today's innovation process is best characterized by nonlinearity and interaction. Agent-based models build on these concepts, but have not been useful in practice because they are either too complex or too simple to make a good match with reality. As a remedy, we employ a Brownian agent model with intermediate complexity to produce value-added technology forecasting. As an illustration with Korea's software industry data, computer simulation is carried out. Attracted by higher technology value, agents concentrate on specific technology regions, and form co-existing major technology regions of high density. A rough comparison with actual software production data exhibits a fair reflection of reality, and supports the underlying idea that economic motivation of agents should be considered.     

The multi-channel challenge: A dynamic capability approach

The maturing of e-commerce, the diffusion of call centres into the B2B space and purchaser demands on price and service are leading to rapid change in the route to market in many B2B sectors, with shifting combinations of channels being offered to the customer in the search for advantage. In this situation managers can no longer rely on the channel resources that they have assembled to provide their extant competitive position. Instead they must be able to combine resources in new ways, gain additional resources and dispose of superfluous resources, and to do this repeatedly and rapidly if they are to compete successfully. The term ‘dynamic capabilities’ has emerged in the strategic management literature for these activities. Using four case studies and the analytic induction approach to data analysis, we identify seven dynamic capabilities for channel transformation.     

How buyers' expected benefits, perceived risks, and e-business readiness influence their e-marketplace usage

The main objective of this study was to investigate how buyers' usage of electronic marketplaces was influenced by their perceived risks and expected benefits associated with such markets. A large scale survey involving 359 professional buyers was performed. Results indicated that buyers' perceived risks and expected benefits had an influence on their usage extent of electronic marketplaces. In addition, buyers' e-business readiness moderated the relationship between expected benefits and usage of electronic marketplaces. Managerial and theoretical implications of these results are discussed.     

The impact of strategic account managers' behaviors on relational outcomes: An empirical study

This paper explores the impact of some behaviors of strategic account managers on the relational outcomes of the relationships they are in charge of. Based on a review of literature on personal selling and strategic account management, we contribute to a greater understanding of the role of specific strategic account managers' behaviors in fostering synergistic solutions, role performance and customer trust. Results of the empirical study clearly show that the use of customer orientation has a strong influence on customer trust by increasing strategic account managers' role performance and stimulating synergistic solutions. Conversely, a selling orientation negatively affects synergistic solutions, thus decreasing customer trust. Finally, team selling has a positive impact on the attainment of synergistic solutions, thereby fostering customer trust. Based on these findings, managerial and research implications are discussed.     

Internet integration into the industrial selling process: A step-by-step approach

The Internet has evolved into an outstanding tool for industrial salespeople. Reps use the Internet to prospect new accounts more efficiently, serve existing customers more effectively, and build more enduring business buyer relationships. This paper examines these practices and possibilities in detail while offering ways to facilitate and augment WWW usage. Each phase in the selling process is addressed by proposing specific websites, web-based tools, and techniques that industrial salespeople can use to further enhance their selling competitiveness and effectiveness. Examples of how the Internet is used by salespeople in a variety of industries are described. A series of propositions and a new conceptual model summarizes the positive effects of the increased Internet utilization on individual selling effort. The paper concludes with a discussion of managerial implications for sales management and recommendations for future research.