Communication Quality in Business Negotiations

The quality of a business negotiation process is usually assessed by its economic outcome, e.g. in terms of Pareto efficiency or distance to Nash equilibrium. We argue that this assessment method is insufficient in that it fails to provide a comprehensive analysis of business negotiations. Negotiators engage in highly complex communication tasks, and these communication processes should be analysed along with the outcome in the overall evaluation of a business negotiation. To this end, we will introduce Communication Quality as a new construct for analyzing the negotiation process. Furthermore, it will be argued that Communication Quality itself can affect economic negotiation outcomes both short- and long-term. We will present relevant aspects of Communication Quality, outline a scheme for its operationalisation and measurement, and discuss its probable impacts on business negotiations.     

The Value of Product Attributes,Brands and Private Labels: An Analysis of Frozen Seafood in Germany

It is well known that the price of a food in general and fish in particular is a function of a number of attributes such as species, product form, processing form and size. However, limited attention has been given to the influence of private labels, production method, eco‐labels and promotions. We use a unique dataset which identifies these attributes in the German seafood market. We estimate a hedonic price function, and our results highlight the importance of brand and labels for seafood prices in Germany. Our results also suggest that private label products are discounted by 20%, while branded products achieve substantial price premiums, as do fish products from aquaculture.     

Culture and personal values: How they influence perceived service quality

This research analyzes the effects of culture and personal values on perceived service quality. Data on bank service quality are collected from 509 Canadian and 216 French users. The results confirm that power distance and uncertainty avoidance influence perceived service quality. Personal values such as self-fulfillment, self-respect, sense of accomplishment, and security also influence perceived service quality. The study findings show that the effects of personal values (micro-level variables) and culture (macro-level variable) on perceived service quality are distinct.     

Candidate gene studies and the quest for the entrepreneurial gene

Candidate gene studies of human behavior are gaining interest in economics and entrepreneurship research. Performing and interpreting these studies is not straightforward because the selection of candidates influences the interpretation of the results. As an example, Nicolaou et al. (Small Bus Econ 36:151?C155, 2011) report a significant association between a common genetic variant in the DRD3 gene and the tendency to be an entrepreneur. We fail to replicate this finding using a much larger, independent dataset. In addition, we discuss the candidate gene approach and give suggestions to avoid the publication of false positives.     

Supply Chain Management Competency and Firm Financial Success

Supply chain management (SCM) plays a major role in creating (or destroying) shareholder value by influencing the three major drivers of firm financial performance: revenue, operating costs, and working capital. Yet, the relationship between SCM competency and firm financial performance is not well‐established. Drawing on the resource‐based view of the firm, this study assesses this relationship using Delphi‐style opinion data from AMR Research’s Supply Chain Top 25 rankings to assess SCM competency and Altman’s (1968) Z‐score statistic as the measure of financial success. The study findings show that firms recognized by industry experts for SCM competency have significantly higher Z‐scores than their close competitors and industry averages.     

Pflegeberatung ist Vertrauenssache

M?ngeln in der h?uslichen Pflege pr?ventiv begegnen – Vertrauen ohne Kontrolle, Routine, überforderung oder das Nichtbeachten des Beziehungsgeflechtes zwischen Pflegenden und Gepflegten führt oft zu Problemen. Der Gesetzgeber verpflichtete deshalb die Pflegekassen und Tr?gerverb?nde von ambulanten Pflegeeinrichtungen zur Erarbeitung von Richtlinien und standardisierten Verfahren für die Pflegefachberatung. Leider gibt es bislang keine verbindliche Umsetzung.     

Developing a Leadership-Rich Culture: The Missing Link to Creating a Market-Focused Organization

Much has been written about the need for organizations to be more market-focused. Authors have addressed a myriad of constructs which promote the realization of the marketing concept. This article examines leadership and its development in the context of creating a market-focused organization. It links the areas of leadership development, leadership skills, and internal customer culture to the strategy development process. The emphasis in a leadership-rich culture is on the relationships between leaders, followers, and customers. This idea parallels existing thought in the relationship marketing literature touting the benefits of relationships in buyer-seller partnerships and network structures. In addition, this article offers a leadership deployment process to create a market-focused organization from top to bottom.     

Accession of the Czech Republic,Hungary and Poland to the European Union: Impacts on Agricultural Markets

We analyse the consequences on agricultural markets of enlargement of the European Union (EU) to include the Czech Republic, Hungary, and Poland. We produce a market outlook up to 2010 for two enlargement scenarios assuming different policy restrictions on grain and dairy production in the acceding countries. Accession of the three Central and Eastern European countries (CEECs) leads to a permanent but moderate decrease in EU prices for most commodities. In the three acceding CEECs, domestic prices increase drastically, final consumption of agricultural products decreases in most instances, while production increases. Higher domestic prices in the CEECs reduce exports of most commodities to non‐union countries. Consequently, excess supplies are placed in stocks or exported to the original 15 member countries. Supply management mechanisms in the dairy and grain sectors would reduce the build‐up of surpluses in the new member states, but limit their ability to take advantage of the expanded market. Accession of the three CEECs would increase the CAP budget over its proposed maximum if area payments are extended to incoming crop producers.     

An Epistemic Analysis of (Un)Sustainable Business

Michel Foucault famously analysed orders of knowledge, ‘epistemes’, in past European ages. In this study, his analytical method is fruitfully applied to gaining a better understanding of business sustainability within and beyond the Modern episteme. After an introduction to the contextual background for the study, this article provides (i) a justification for the use of a Foucauldian epistemic analytical method, (ii) an outline of the method, (iii) an application of the method to identify four sets of questions (morality, specialisation, anthropologization and mathematicization) that are both direct derivatives of the Modern episteme and problematic for sustainable development, and finally (iv) an application of the method to consider evidence for the emergence of a new episteme. Conclusions are also provided.