Cultural Competitiveness in Global Sourcing

This study integrates thought on entrepreneurship, innovation, and organizational learning and examines a framework of sustainable competitive advantage as it pertains to global sourcing. The study adopts a chain of customer perspective and focuses on entrepreneurship, innovativeness, and learning in an organization's long-linked chain of interrelationships within the global sourcing process. Using sourcing directors of 200 multinational corporations, entrepreneurship, innovativeness, and learning were found to function as first-order indicators of the second-order construct of sustainable competitive advantage (SCA). SCA, in turn, has a positive effect on cycle time of the global sourcing process and the organization's overall business performance.     

Innovativeness and capacity to innovate in a complexity of firm-level relationships: A response to Woodside (2004)

Woodside [Woodside, A. G. (2004). Firm orientations, innovativeness and business performance: Advancing a systems dynamics view following a comment on Hult, Hurley, and Knight's 2004 study. Industrial Marketing Management, in press.] has crafted a thoughtful paper that makes a number of contributions and raises several important issues regarding firm orientations, innovation constructs, and business performance. In this paper, we attempt to address the issues brought up by his close evaluation of our recent IMM paper [Hult, G. T. M., Hurley, R. F., & Knight, G. A. (2004). Innovativeness: Its antecedents and impact on business performance. Industrial Marketing Management, 33(5), 429-438.] in comparison with our thoughts in an earlier paper in the Journal of Marketing [Hurley, R. F., & Hult, G. T. M. (1998). Innovation, market orientation, and organizational learning: An integration and empirical examination. Journal of Marketing, 62(July), 42-54.].     

Adjusting inconsistency through learning in group decision-making, and its application to China's MBA recruiting interview

In group decision-making, because of limitations on individual knowledge and information bases, or because of the existing decision rule, an individual decision maker may not be capable of evaluating selected alternatives. Such circumstances can lead to inconsistencies across group decision matrices. These inconsistencies are difficult to remedy under existing approaches. Based on Rough Set Theory, we thus propose a new approach that integrates two types of learning techniques. It first applies a machine-learning procedure that extracts possible alternatives from other decision makers that are currently not included in a given decision maker's alternative set. It then applies a group knowledge-learning model to determine corresponding attribute values of those newly learned alternatives in meeting a group's consistency requirement. Efficacy of the approach is illustrated by its application to China's MBA recruiting interview.     

Paradigms of derived exchange value effects in market network

Customer consumption value ultimately derives from enterprise production the consumption benefits which originating from inter-organizational cooperation as well as the transferred and accumulated exchange value of the enterprise with external organizations. This study plans to clarify the effect of the derived exchange relationship on enterprise exchange value, and also to identify the network models of different derived effect relationships. An analysis of the Taiwanese public health system revealed both positive and negative exchange value effects that impacted relationships among actors in the overall health system. Four generic models were presented by analyzing the qualitative data from phenomenon of different types of inter-organizational exchange behaviors, and other more complex models deduced from four generic models were also proposed.     

Factors influencing the relative importance of marketing strategy creativity and marketing strategy implementation effectiveness

It seems logical that performance is maximized when a business produces a creative marketing strategy and achieves marketing strategy implementation effectiveness. However, cultural tensions and resource competition may make it difficult, or impossible, to achieve both. Contingency theory suggests that market and/or firm level influences may exist that make one or the other more important. Thus, it is important for researchers to investigate those conditions so that we can provide managers with guidance regarding where to allocate their resources. The study reported in this article assesses the impact that environmental conditions and business unit strategy have on the relative importance of marketing strategy creativity and marketing strategy implementation effectiveness. We discuss implications for managers and scholars.     

Effects of personalization and envelope color on response rate, speed and quality among a business population

The purpose of this experiment was to investigate the main and interaction effects of personalization (handwritten addresses versus computer-printed address label) and envelope color (brown versus white) on the response rate, response speed and response quality of a mail survey distributed to a business population. By examining multiple criteria of response speed and response quality as well as response rate, this study offers a more complete measure of effectiveness and expands on the majority of past research that has focused almost exclusively on the number of replies received. Moreover, it helps to redress the current paucity of research into the exploration of potential interaction effects among manipulated survey design features. No statistically significant main or interaction effects of personalization and envelope color on response rate, response speed or response quality were found. Practical implications of the findings for survey researchers are discussed.     

A multilevel investigation of factors influencing creativity in NPD teams

Understanding creativity in the context of a new product development (NPD) team is of paramount importance, especially in the high-technology industry where creativity is a key resource. Building on the mood-as-input model, this study examines how contextual factors (organizational support and organizational control) moderate the relationship between team affective tone and team creativity. The data collected comprise 343 sets of responses involving 106 NPD teams drawn from high-technology firms. The results of this study show that negative affective tone relates positively to team creativity when organizational support is high and organizational control is low, but the linkage between positive affective tone and team creativity as moderated by context factors is found to be insignificant. This article likewise includes research limitations, future research directions, and theoretical and managerial implications.     

Sales force social exchange in problem resolution situations

While sales managers spend much of their time resolving sales force-related problems, existing theory offers little insight into the social exchange processes which occur in problem resolution situations. Using a qualitative inquiry method rooted in grounded theory, we uncover three key social exchange contributions used by sales managers when dealing with problem situations in the sales force: sales manager responsiveness, caring, and aggressiveness. We then show that the extent to which managers use these exchange contributions in problem situations is a function of manager characteristics, problem-specific characteristics, and the situational context. We also show that the extent to which managers invest in these three social exchange contributions has implications for the quality for the interpersonal relationships between salespeople and their managers, and for the effectiveness of problem resolution activity.     

Relationship learning at trade shows: Its antecedents and consequences

In spite of the increasingly recognized role of trade shows as a highly cost-effective medium, there are few established guidelines on how to capitalize on these meeting occasions. The relational view of competitive advantage, however, identifies relationship learning as an important avenue for creating differential advantage and supernormal profits in relationships. The purpose of this study is to develop a theoretical model explicating relationship-based learning activities growing out of trade shows, its determinants and performance effect. Specifically, it examines the roles of relationship properties of trade show participants, and collective inquiry approaches used for trade shows, in fostering learning between exhibitors and visitors. The model was tested by a sample of 414 exhibitor-visitor relationship dyads identified at specific trade shows. The direct effect of relationship commitment, consensus, and collective inquiry on relationship learning at trade shows was confirmed. The powerful influence of relationship learning activities on relationship performance outcomes as perceived by exhibitors at trade shows was substantiated.     

The impact of the biotechnology industry on local economic development in the Boston and San Diego metropolitan areas

High-technology/knowledge-intensive industries have become of increasing importance as sources of job growth and revenue to communities seeking to develop their economies. Communities want these industries so that they can be as economically vigorous as possible. However, although high-tech industries such as biotechnology are coveted as drivers of economic development, the local development impact of these clusters of regional innovation is not entirely positive. This is especially true with regard to the impact upon the low and semi-skilled populations. In some regions, the new growth generated by high-tech clusters has converted relatively inexpensive open space into haphazard commercial and industrial use that has contributed to sprawl, transportation congestion, lack of affordable housing, and gentrification. These problems are particularly evident in the Boston and San Diego metropolitan areas, which rank as the second and third largest U.S. biotechnology clusters respectively. This paper seeks to gauge the local economic development impact—especially with regard to the labor and real estate markets—of the biotechnology clusters in the San Diego and Boston metropolitan areas.