Environmental factors influencing the management of key accounts in an Arab Middle Eastern context

Within the sales and marketing literature, it is recognised that a range of external factors can influence how companies in the business-to-business field manage business relationships within national and across international borders. However, there have been very few studies that explore the influence of the external environment on key account relationships, especially within the context of emerging economies. This study draws on the network approach and contingency theory to identify and highlight the influence of external environmental factors on the management of inter-organisational relationships with key customers in emerging economies in the Arab Middle East region. It is based on an extensive qualitative enquiry that utilises 50 in-depth semi-structured interviews conducted in Jordan with endogenous and Western firms. It concludes that key account practices within an Arab context are shaped by a number of contingencies that are embedded in broader institutional contexts and the business environment, which may challenge the adoption of company-wide universal key account management policies across borders.     

The impact of reverse logistics process coordination on third party relationship quality: A moderated mediation model for multichannel retailers in the fashion industry

Multichannel retailing is a widely adopted strategy in the fashion industry. Companies in this industry find it a source of competitive advantage to invest in reverse logistics infrastructure. However, limited empirical studies investigate the enablers of the relationship quality between the retailers and their reverse logistics service providers. This study quantifies the impact of reverse logistics process coordination between retailers and logistics service providers on relationship quality. Moreover, it tests the mediating role of reverse logistics service quality and the moderating role of conflict frequency in this relationship. Data were collected through a survey using a purposive sample of 241 retail store managers from the fashion retail industry of Pakistan. For this purpose, a self-administered questionnaire was developed using a five-point Likert Scale to gauge the responses. Conditional process analysis was used to evaluate the moderated mediation model. The findings showed a significant positive impact of reverse logistics process coordination on the relationship quality with a logistics service provider, a significant positive mediation effect of reverse logistics service quality, and a significant moderation effect of conflict frequency on the indirect relationship. However, conflict frequency, contrary to the hypothesis in the study, strengthened the indirect relationship. Furthermore, the moderation effect of conflict frequency on the direct relationship was insignificant. This study will help managers better understand the best practices leading to effective management of reverse logistics processes, particularly product returns.     

机电一体化设备的故障维修特点和可靠性分析

随着我国经济的发展和科学技术的进步,各种机电一体化设备产品也逐渐走进了人们的生活,这就需要相关单位加强对机电一体化设备的故障维修,优化设备性能。为此,论文就机电一体化设备的故障维修特点和可靠性做了简单分析。     

高管团队异质性、团队冲突与企业绿色绩效——差异化CEO领导风格调节下的整合分析框架

基于高阶梯队等理论，从高层管理团队异质性等要素整合分析视角切入，在探讨高层管理团队驱动企业绿色绩效作用机制的基础上，尝试构建差异化CEO领导风格调节下高管团队（TMT）异质性、团队冲突与企业绿色绩效的理论模型；通过层次回归分析、Bootstrap等方法实证检验异质性高层管理团队的作用机理和边界。研究结果显示：①TMT异质性、任务冲突能显著提升企业绿色绩效，且任务冲突在TMT异质性与企业绿色绩效的关系中起部分中介效应，而关系冲突显著降低企业绿色绩效。多元化构成的高层管理团队拥有更多差异化思想，这些观点通过高层管理团队成员不断分析整合后作用于绿色绩效，而成员间“对人不对事”的关系冲突会弱化该过程，进而对绿色绩效产生负向影响；②变革型CEO领导风格负向调节任务冲突与企业绿色绩效的关系，表明CEO适度简政放权，指导、关怀和保障高管团队成员充分表达观点非常重要。交易型CEO领导风格负向调节关系冲突与企业绿色绩效的关系，说明CEO通过奖惩激励，降低高层管理团队情绪冲突，提升团队凝聚，是推动绿色转型的重要举措。     

校企关系与企业R & D投入研究

校企关系被看作是企业与高校交换创新资源的重要纽带,备受国内外学者关注，但其对企业的影响尚未得到一致结论，校企关系是否促进企业技术创新能力提升、降低企业创新投入成本有待进一步研究。以我国2009—2014 年高校上市公司为研究样本，建立回归方程模型，研究了高校和企业间关系对公司R&D投入的影响。实证研究表明，我国高校上市公司中不同属性的校企关系对企业研发投入的影响不同。其中，以高校持股比例为指征的校企关系与公司研发投入呈正相关关系，高校股权可以促进企业研发投入；以高校股东分红比例和高校从业经历高管比例为指征的校企关系与研发投入呈负相关关系，以政府补助为指征的校企关系对高校控股上市公司和非控股上市公司研发投入的影响不同。     

A relationship strategy perspective on relationship portfolios: Linking customer profitability,commitment, and growth potential to relationship strategy

The paper develops a three-dimensional portfolio model for business relationships which distinguishes among six different categories. Based on assessments of customer profitability, customer commitment, and growth potential, the positioning of a given customer relationship in the portfolio allows managers to determine appropriate customer relationship strategies and appropriate performance indicators. Results from applying the portfolio model are reported and managerial implications and future research are discussed.     

Violation behavior in vertical restraint: Empirical analyses in the case of retail price maintenance

An extensive body of work within the marketing and economics literature has been devoted to studying vertical restraints, yet only a few researchers have investigated the violation behavior of retailers. In this paper, we investigate violation behavior in the context of retailer price maintenance. We investigate this behavior using a unique data set from a subsidy program in China, which includes transaction-level information that shows retail price maintenance (RPM) practices in multiple product categories by multiple manufacturers across multiple markets. The results from our fixed effects regression show that retailer violations are more likely to occur when intra-product competition is high. However, how retailer violation likelihood varies with inter-product competition may depend on the product category. We find that inter-product competition, is negatively associated with the likelihood of violation, for “less popular” product categories in the program such as washing machines, air conditioners, etc., but is positively associated with the likelihood of violation for “popular” product categories such as refrigerators, televisions, and cell phones. Our research provides some of the first empirical evidence about retailer violation behavior under RPM in the world’s largest emerging market by focusing on the relationship between violation behavior and market structure. We discuss the implications for monitoring efforts of manufacturers and regulators.     

数控机床在大学生实践教学中的应用及存在的问题

随着科技和数控技术的不断发展,我们对数控人才的要求和考核标准也在不断的上升,目前的数控人才培养还存在着很多的问题。本文就目前高校在进行数控维修教学和实训中存在的主要问题做了系统的研究和分析,并着重阐述了虚拟数控机床在数控维修不同教学模块中的作用。     

铁路企业股权出资的风险防范

当前，资金难题困扰着大量的铁路企业，新的出资形式将不断步入铁路领域。结合股权出资的特点，重点研究股权出资对“资本制度的三原则”形成的冲击，分析股权出资的潜在风险，提出铁路企业股权出资的运用和风险防范建议。     

地方政府政策变迁对跨国公司企业社会责任的影响

笔者运用合作博弈的谈判模型研究地方政府政策对跨国公司企业社会责任合约的影响。模型推导出在宽松、适度、严格三种政策下,地方政府收益最大时对跨国公司社会责任履行合约的取值要求,研究认为政策的选择取决于地方政府谈判成本大小和声誉损失系数以及跨国公司在当地的社会责任履行成本系数,并就三种政策下跨国公司企业社会责任的影响因素进行分析。