Reprint of “Green Supply Chain Collaboration implementation in China: The mediating role of guanxi”

This study aims to understand how buyer–seller relationship, competitive environment and guanxi affect Chinese manufacturers’ decision to implement Green Supply Chain Collaboration (GSCC). We also examine whether guanxi is able to mediate the buyer–seller relationship and GSCC implementation. Data collected from 222 Chinese manufacturing organizations were analyzed using the partial least squares method of structural equation modeling. The result shows that buyer–seller relationship influences Green Supply Chain Collaboration through asset specificity, volume uncertainty, transaction frequency and competitive environment. The results also showed support for our hypotheses that guanxi mediates the effect of asset specificity, volume uncertainty and environmental competition on GSCC.     

Influence of perceived service fairness on relationship quality and switching intention: an empirical study of restaurant experiences

Restaurants and dining out are an important part of the tourism industry and are a major business in their own right. The purpose of this study was to examine the relationship between perceived service fairness, relationship quality, and switching intention in fine dining restaurants. Data were collected through a convenience sampling method from 164 customers from only fine dining restaurants in the northern region of West Malaysia (Kedah, Perak, Penang, and Perlis States). Unlike all previous studies which have focused exclusively on the role of justice in service failure and recovery, this study considers all-inclusive service delivery contexts. The results of this study showed that all the dimensions of perceived service fairness have a significant relationship with switching intention. In addition, perceived service fairness has a positive relationship with trust in all dimensions except for outcome fairness. Moreover, the results found that among the perceived service fairness dimensions, only procedural fairness and interactional fairness had a positive relationship with commitment and price fairness; outcome fairness was not related to commitment. Finally, the results confirmed the negative and significant relationship between relationship quality (trust and commitment) on switching intention. Managerial implications of these findings are briefly discussed.     

先收费后服务对消费者心理的影响

收费时机是定价策略的一个重要组成部分,企业采用先收费的定价策略容易忽略消费者的感受,对品牌关系、态度及行为、甚至对企业的长期利益都可能带来不利影响。本文探讨了先收费对消费者心理的影响机制,并从消费者和企业关系规范的角度提出先收费具体契合哪种社会规范,发现当先收费不符合预期惯例时,消费者的感知风险提高、感知价值（包括感知体贴和感知信任）受损,且便利感受下降,进而影响其态度和行为意愿。所以,先收费被更多地认为是传递了企业想要与消费者建立交易型关系而非互惠型关系的信号。     

职业认同与组织认同关系研究

在分析组织认同和职业认同概念的基础上,着重从个体特征和组织环境层面分析组织认同与职业认同的影响因素,从环境评估-情绪反应-应对行为的逻辑路径出发,论证职业认同与组织认同之间的相互关系,建立职业认同与组织认同关系的理论模型,旨在为组织管理者提升成员的组织认同提供新的思路和途径。     

Expectations of Working Relationships in International Buyer–Seller Relationships: Development of a Relationship Continuum Scale

This study is an attempt to develop a scale to measure expectations of buyer–seller working relationships on a cross-cultural basis in the hospitality industry. The focus is on North American and Asian hotel salespeople. The scale development drew from previous research in guanxi relationships, purchasing, and selling strategies. While the results did not support a reliable unidimensional scale that could distinguish between transactional and collaborative working relationships, the methodology did create a framework for further scale development.     

From Selling to Relationship Marketing at International Trade Fairs

Abstract

The role of international trade fairs in establishing and developing buyer-seller relations has been overlooked by most marketing scholars. Based on a survey of sellers at international trade fairs, relationship marketing at trade fairs is analyzed. Using an interaction approach, some propositions are developed. The article suggests that international trade fairs play a significant role in reducing uncertainty and distance for industrial marketers and in demonstrating commitment to the buyer-seller relationship development process. The implications for practitioners, as well as for future research, are discussed.