The mediating role of key supplier relationship management practices on supply chain orientation—The organizational buying effectiveness link

The role of key supplier relationships and their link with purchasing performance are poorly recognized in current business-to-business marketing literature. Given the predominance of collaborative supply chain relationships, purchasing must be considered to be providing value, thereby implying its effective nature. This study introduces a conceptual model of the relationship between supply chain orientation (SCO) and key supplier relationship management (KSRM) with organizational buying effectiveness (OBE) as a measure of effective purchasing behavior. To extend the model's nomological network, we link OBE with firm profitability. We find that SCO and KSRM have a strong positive influence on OBE. Furthermore, KSRM is demonstrated to be a significant mediator in the SCO–OBE relationship. Finally, OBE significantly and positively influences firm profitability, suggesting that it adequately addresses the aspects of effective purchasing behavior. We also discuss theoretical and managerial implications as well as future research directions in light of the limitations of this study.     

Client–consultant interaction: Capturing social practices of professional service production

Based on the investigation of seven consultancy projects within an international technical consulting firm, we identify three major practices that characterize client–consultant interaction – shaping impressions, problem-solving, and negotiating expectations – and discuss their respective characteristics, activities, and contingencies. Our discussion of these practices provides not only a more differentiated picture of client–consultant interaction but also uncovers the critical role that clients play in these practices.     

Return,volatility spillovers and dynamic correlation in the BRIC equity markets: An analysis using a bivariate EGARCH framework

This paper examines the level of integration and the dynamic relationship between the BRIC countries, their respective regions and the world. We find that India shows the highest level of regional and global integration among the BRIC countries, followed by Brazil and Russia and lastly by China. There is a negative relationship between the location conditional volatility of India with that of the Asia-Pacific region and of China with the world, which indicates a presence of diversification opportunities for portfolio investors. Portfolio investors can continue to receive sound returns from taking positions in the index of these countries, however for an outstanding investment performance, they should consider investing in specific areas of growth within the economy rather than the country index.     

Risk identification in product innovation projects: new perspectives and lessons learned

The paper addresses the improvement of innovation project (IP) risk identification by applying the RBS (Risk Breakdown Structure) method, and represents a follow-up analysis of the subject (a case of IP before and after applying the method). The activities of risk identification are an initial phase in most of risk management processes and classifications. High-level risk-taking is one of the key characteristics of IPs, due to the fact that this type of projects is related to implementation of new ideas. An example illustrates the combination of RBS/WBS for evaluating the risk concentration, called Risk Breakdown Matrix. This research has proven that implementation of the presented approach in the context of the Serbian market can improve efficiency of all phases of the project, especially those related to planning phase.     

Cognitive and Information‐Based Capabilities in the Internationalization of Small and Medium‐Sized Enterprises: The Case of Croatian Exporters

The purpose of this study was to explore the impact of information and cognitive‐based capabilities on the international performance as the main rationale behind successful internationalization. The study was conducted on a sample of 125 Croatian exporting small and medium‐sized enterprises (SMEs), and results indicate that there is a significant influence of the cognitive and information‐based capabilities on the SME export performance. The results implicate the role of cognitive complexity as a platform for successful processing of foreign market intelligence which has value‐added impact on the SME's export performance.     

GLOBAL OIL PRICES,OIL INDUSTRY AND EQUITY RETURNS: RUSSIAN EXPERIENCE

The purpose of this paper is to promote a greater understanding of the implications of oil price changes on the equity investment climate in Russia. A dynamic bivariate exponential general autoregressive conditional heteroscedastic (EGARCH) analysis shows that global oil price returns have significant impact on Russian equity returns and volatility. At the same time, a dynamic correlation analysis highlights Russia's importance in the international geopolitical scene and its positioning as a reliable supplier of oil during times of turmoil in the Middle East. There are a number of challenges, however, that threaten to slow down the performance of the oil industry in Russia and compromise the country's future economic growth and stock market performance.     

Consumers' response to promotional gifts: The role of gender,transactional value,and reciprocity

Gifts received with the purchase of a focal product are widely used as a tool aimed at incentivizing sales. Yet, marketers still face many questions related to the effectiveness of this promotional technique. In this paper, we examine whether customer's gender—a variable that is managerially relevant and often collected for targeting and positioning purposes—influences the success of gift promotions. Using novel data from a car rental company, we show that promotional gifts have a stronger positive impact on subsequent purchase behaviors for women (vs. men). Two follow‐up experiments demonstrate that this gender effect is driven by the fact that women obtain greater transactional value from the promotional purchase than men do, leading to enhanced reciprocity motivation among women. Taken together, these findings first argue for a more targeted use of promotions involving gifts and second, raise questions about whether we should carefully consider potential gender differences in predicting the effects of many common marketing tactics that are presently discussed as if universal.     

A double life cycle: determining tourism development in Macedonia

This article investigates the symptoms of tourism development in Macedonia by applying the Tourism Area Life Cycle (TALC) model. The study explores the political context and the government's role in policy-making and implementation at each TALC stage. It also attempts to assess key arenas of governmental influence on tourism, such as privatization, legislation, tourism promotion, and fiscal policy. To this end, we conducted an analysis of secondary data sources with the aim of assessing the current stage of tourism development. Our analysis indicates that tourism in Macedonia is presently in the development stage but that future decline is still possible. Our general findings indicate an insufficiently developed tourist supply, underlining the importance of taking action as a prerequisite for a well-established tourism planning process. Finally, the study reviews and offers a better understanding of the manner in which Macedonia's tourism policies are changing in a complex region, with the aim of blending top-down decision-making with elements of grass roots involvement in a bid to create a solution to the country's search for a new future.