Does salesperson's customer orientation create value in B2B relationships? Empirical evidence from India

Although value creation in business relationships has taken an important position in the literature, yet scant attention has been paid to the precise nature of creation or destruction of value in b2b customer-oriented selling. Moreover, very few empirical studies in the b2b customer value research have focused on emerging markets, especially the BRIC countries. This study carried out in the context of small and medium sized firms in India, empirically examines from the SOCO perspective (Saxe and Weitz, 1982), value creation in customer-oriented selling, and value destruction in sales-oriented strategies. We model value creation, relationship development, and customer satisfaction as direct and indirect consequences of salesperson's customer orientation. Based on a sample of 249 small and medium sized Indian firms, we show that salesperson's customer orientation directly leads to value creation and relationship development with customers. On the other hand, a sales orientation destroys value, although it may lead to relationship development in the short-term. We also found that customer satisfaction was unrelated to both types of salesperson's orientations. Our study has considerable impact for small and medium sized businesses in emerging BRIC markets such as India, as it throws light on how supplier firms can leverage their salesforce to create value creation with their customers.     

BOT项目特许权期公平性博弈研究

依据合作博弈理论,探讨了投资者与公共部门谈判BOT项目特许权期的公平原则,推导出双方合作达到均衡的特许权期纳什讨价还价解,确定了投资者在BOT项目建设运营中为了规避投资风险的谈判线,同时也提出了公共部门在确定公平利益分割应掌握的原则.从而就公共部门与投资者合作BOT项目时如何公平合理签订特许权期合同提供了理论依据.     

香港:CAFTA框架下泛珠三角与东盟经济合作的平台

在CAFTA框架下，充分发挥香港在区域合作中的独特作用，使香港成为泛珠三角和东盟两个经济板块对接的平台，既有助于加强内地与东盟的经济交往，也有助于进一步促进香港繁荣。     

技术标准——企业协作研发的新动力

通过对以往协作研发的动力的回顾,作者提出了技术标准是企业协作的新动力,并用理论与实证的方法进行了论证。     

Corporate Identity,Ethics and Reputation in Supplier–Buyer Relationships

Multi-national corporations (MNCs) have been criticised for not behaving ethically in some situations, which could have a negative effect on their reputation. This study examines the ethics of a large MNC in its relationship with its suppliers. A brief literature review of corporate identity, business ethics and buyer–supplier relationships is undertaken. The views and perceptions of the buying staff and the suppliers to a large South African MNC are obtained and discussed. The results indicate that this MNC has a good corporate reputation among both its suppliers (an important stakeholder) and its own buying department. The existence and implementation of formal codes of ethics was found to be a necessary, but not sufficient condition for good ethical practice. Candid relationships with suppliers emerged as a second and important factor. Ethical perceptions of buyers by suppliers are driven by the management of corporate identity, through the elements of ethical standards and candid relationships. We present a model of corporate identity/reputation in Buyer–Supplier Relationships. Michael Bendixen is a Professor of Research Methodology and Statistics at the H. Wayne Huizenga School of Business at Nova Southeastern University, Florida. His research interests include business ethics, governance and culture. His articles have appeared in the European Journal of Marketing, Industrial Marketing Management, Journal of Business Research, Journal of International Business Studies and Journal of Marketing Management amongst others. Russell Abratt is a Professor of Marketing at the H. Wayne Huizenga School of Business at Nova Southeastern University, Florida. His research interests include corporate identity management and business ethics. His articles have appeared in the Journal of Business Ethics, Journal of Business and Psychology, European Journal of Marketing, Journal of Marketing Management, Industrial Marketing Management, and Business Horizons amongst others.     

Corporate Integrity and Public Interest: A Relational Approach to Business Ethics and Leadership

This paper approaches the question of corporate integrity and leadership from a civic perspective, which means that corporations are seen as members of civil society, corporate members are seen as citizens, and corporate decisions are guided by civic norms. Corporate integrity, from this perspective, requires that the communication patterns that constitute interpersonal relationships at work exhibit the civic norm of reciprocity and acknowledge the need for security and the right to participate. Since leaders are members of corporate relationships, their integrity will be determined by the integrity of these interpersonal relationships, and by their efforts to improve them.     

金融支持农民专业合作组织发展现状、问题及对策——以吉林省通化市为例

随着金融支持农民专业合作组织力度的持续增强,农民专业合作组织迅速发展,从而有效地提高了农民收入、推动了农村经济发展。然而,金融支持与农民专业合作组织发展现状还不能完全相适应,制约了农民专业合作组织进一步向高层次、规格化、专业化、产业化方向的发展。为此,本文以吉林省通化市为例,深入分析金融支持农民专业合作组织发展存在的问题及成因,并提出相关政策建议。     

Managing interaction for learning and value creation in exchange relationships

Firms create value by establishing and maintaining appropriate exchange relationships. However, beyond the generally recognized importance of trust and commitment, there is a lack of specific cues as to how such value creation can be managed. In an attempt to gain more insight this study examines the success formulas in three different types of interactions in exchange relationships. The purpose is to investigate how different types of interactions can be managed so that buyer firms make important contributions to the development of their suppliers' capabilities. The study empirically examines how inter-organizational management facilitates value creation in three different types of interactions in exchange relationships: unilateral learning, unilateral development, and bilateral learning. This study uses a partial least squares analysis (PLS) to analyze survey data from 142 exchange relationships in the seafood industry. The main contribution to the literature is the assessment of how various types of inter-organizational management promote value-creation initiatives (such as information supply and coaching), and ultimately, value creation.     

网络嵌入性、粘滞知识转移与企业合作创新

以企业合作创新为研究对象,引入粘滞知识转移作为中介变量,分别从关系嵌入、结构嵌入的网络嵌入性维度,构建影响企业合作创新的概念模型。研究发现:企业通过关系嵌入和结构嵌入能很好地推动合作创新所需要的粘滞知识转移,从而成功实现企业合作创新。粘滞知识转移在关系嵌入对合作创新的影响过程中发挥着部分中介的作用,而粘滞知识转移在结构嵌入对合作创新的影响过程中发挥着完全中介的作用。