Concerning trust and information

Communication and the associated information exchanges are key drivers of the development of relationships and of the trust embedded within them. This paper considers the development of business relationships in terms of the continuing co-evolution of trust and information exchange and the issues associated with researching these processes. The interconnections of trust and information exchange are examined in a survey of business relationships involving information exchange (n = 355). Analysis of variance shows few, if any, of the aspects of the standard conceptualizations of information exchange are associated with increased levels of trust. It is information exchange norms that have the greatest (positive) association with the level of trust. These norms emerge as part of the long term co-production of the relationship itself. This has important managerial implications. We conclude there are few managerial actions involving managing communication that can “manufacture” trust and improve or develop relationships in the short term. The paper concludes with a discussion of alternative ways of envisaging communication and relationship management and the nature and future of research into the evolution of business relationships.     

Strategic responsiveness and Bowman's risk–return paradox

One of the most enduring puzzles in the strategy literature is the negative association between risk and return known as the Bowman paradox. This paper formalizes a model of strategic conduct based on the concept of strategic fit and the heterogeneity of firm strategic capabilities. This model is shown mathematically to yield the negative association of the Bowman paradox. Furthermore, the model makes several other testable predictions. To examine these predictions, simulated data from the model are compared with a large empirical study of 45 industries during 1991–2000. The predictions of the model are consistent with the empirical data. Copyright © 2007 John Wiley & Sons, Ltd.     

Supply Chain Citizenship: Investigating the Antecedents of Customer Interorganizational Citizenship Behaviors

Research has consistently established the strategic importance of supply chain collaboration. As a result, interfirm behavioral dynamics and relationships have emerged as key topics for both the academic and practitioner communities. This paper explores an interpersonal exchange tactic that is inherent to many collaborative initiatives—interorganizational citizenship behaviors (ICBs). The study specifically investigates why retail customers in business‐to‐business exchange relationships would exhibit ICBs, and explores how they assess and respond to the ICBs of suppliers. Findings of the study suggest that customers generally interpret and value the various types of ICBs differently, resulting in differential effects regarding the supply chain performance and relational implications of the behavior. These results not only inform managerial practice but also provide future research opportunities in the area of ICBs and the broader realm of interpersonal supply chain dynamics.     

The effect of social conflict on relationship loyalty in business markets

This study examines the impact of perceived social conflict on existing buyer-seller relationships. The results indicate that as the level of social conflict increases, perceptions about the loyalty of the relationship decrease. Perceived importance of the relationship had no impact on conflict or relationship loyalty. Ramifications of these findings for selling, sales management, and sales training are discussed.     

Shaping buyer–supplier relationships in manufacturing contexts: Design and test of a contingency model

Although the idea that buyer–supplier partnerships can yield considerable benefits to firms is largely diffused among researchers and practitioners, the approach adopted in this paper is that no “one best way” exists in buyer–supplier relationships, but rather a “best way” for each specific exchange context. Hence, this paper proposes a contingency model for shaping and managing buyer–supplier relationships in manufacturing contexts. In order to test the model, an empirical study was performed on a sample of 45 buyer–supplier relationships within the Italian white goods industry. A three-dimensional performance indicator was computed to compare supplier performance achieved within relations matching the model's suggestions with those set differently. The results strongly suggest that suppliers involved in relationships set accordingly to the contingency model are likely to enjoy superior performance.     

Crises in business markets: implications for interfirm linkages

In the global economy, firms link with customers and suppliers through a complex nexus of strategically critical interfirm relationships. Due to the diversity of environments and networks involved, these linkages are increasingly vulnerable to catastrophic disruptions, also referred to as “crises.” The authors offer an advanced conceptualization of crises and explicate the interplay of crises and interfirm relationships. On the basis of literature and qualitative data from 27 interviews with executives in 13 firms, the authors develop a process model of crisis that consists of five phases: (1) awareness and acknowledgment, (2) sensemaking, (3) response design, (4) response implementation, and (5) reconciliation in the aftermath. In discussing the model, the authors emphasize the influence of crisis on interfirm relationships and conversely highlight the role of the interfirm relationships in crisis management. The authors contributed equally and are listed alphabetically.     

Actors, resources, activities and commitments

A new concept, commitments, is introduced and defined as “agreements between two or more social actors to carry out future actions” and its incorporation into, and articulation of, the actors-resources-activities model described. Commitments are distinguished from the concept of commitment as traditionally used in inter-organisational relationships. The latter is mainly an affective measure at the level of an individual concerning the general relationship between buying and selling organisations. By contrast commitments are agreements made between actors and range from the specific and everyday to the general and strategic.The theoretical background and nature of commitments are described and how commitments relate to and enrich each of the elements of the ARA model demonstrated. The application of the concept to B2B relationships at the level of individual, group, organisational and net actors is set out and implications of the use of the commitments concept for researchers and managers are suggested.     

Know-how transfer: the role of social,economic/competitive,and firm boundary factors

Using policy capture methodology, this study examines the effect of different contextual cues upon the know-how transfer efforts reported by 79 biotechnology R&D scientists. Theoretically, these different cues are believed to affect the scientists' expectation of reciprocity, and thus their know-how transfer behavior. Three types of contextual cues between the know-how source and recipient were studied: competitiveness, social relationship, and within or across firm boundaries. We find these cues are associated, in the expected directions, with know-how transfer effort. The findings support a general theory of reciprocity whereby social, competitive, and firm boundary cues have a summative effect upon the expectation of reciprocity and know-how transfer. This is the first study to examine how these cues taken together influence the know-how transfer decision. Copyright © 2008 John Wiley & Sons, Ltd.     

专用性人力资本、信息结构及创新模式选择

文章探讨了企业人力资本专用性和信息结构两个企业情境因素对企业创新模式选择的影响以及企业间合作动机的调节作用。企业参与合作的动机包括三个方面：与研究开发有关的合作动机,与技术学习有关的合作动机以及与市场进入等战略目的有关的合作动机。以我国企业为样本,以企业规模、产品发展阶段和产业地位作为控制变量进行了理论分析及实证分析,研究发现：人力资本专用性越强,企业越倾向于选择内部创新模式;信息结构以横向为主导的企业倾向于选择内部创新模式;反之,人力资本专用性弱及纵向信息结构与外部创新相对应。并且,通过层次回归分析发现研究开发动机会增强信息结构与内部创新模式的正向关系,而技术学习动机会减弱人力资本专用性与内部创新模式的正向关系。     

高职院校思想政治理论课与专业课协同育人路径探析

思想政治理论课和专业课作为高职院校实施人才培养非常重要的两类课程,担任这两类课程的教师作为高职院校做好立德树人工作非常重要的两支队伍,二者是否能够在教育教学中同向同行、形成合力,不仅关乎两类课程自身建设质量、更与高职人才质量稳步提升息息相关,但是囿于二者过去在教育理念、教育方法等方面存在差异,导致二者在协同育人方面的效果不明显,为更好地贯彻落实国家大力倡导的"三全"育人理念,展现合力教育实效,需要高职院校积极探索出适合二者协同育人的制度和方法,为新时代的中国培养出更多更好的高素质技能型人才。