bluuebunny/crossref_metadata_2025_split huggingface dataset:
New industrial service pricing strategies and their antecedents: empirical evidence from two industrial sectors
Authors: Indounas Kostis , Avlonitis George 
Published: January 2014

PurposeThe purpose of this paper is to investigate the conditions that led to the adoption of the three new industrial service‐pricing strategies, namely skimming pricing (i.e. a high initial price), penetration pricing (i.e. a low initial price), and pricing similar to competitive prices.Design/methodology/approachIn order to achieve the study's research objectives, data were collected through a mail survey from 129 transportation and 48 information technology companies. Moreover, 20 in‐depth personal interviews were conducted in the initial phase of the research.FindingsAnalyzing data from two industrial sectors, the study concludes that skimming pricing and penetration pricing relate to the company's corporate and marketing strategy and the service characteristics, while market conditions influence the adoption of pricing similar to competitive prices.Research limitations/implicationsGiven the limited number of the sectors investigated in the current study, the research results may not be easily applicable to other industrial service contexts.Practical implicationsThe findings reflect the complexity and multidimensionality of new industrial service pricing. Thus, a single mode for pricing decisions does not seem to exist. Given the uncertainty facing industrial firms when making price decisions, especially with reference to new services, a balanced approach paying attention to both inward‐ and outward‐looking determinants can ensure the effective price determination.Originality/valueThe originality of the paper lies in the fact that it constitutes the first attempt to examine empirically the aforementioned conditions in an industrial service context.
Pricing, purchasing and product performance factors associated with the relational exchanges of different sized customers
Authors: Fink Robert C. , James William L. , Hatten Kenneth J. 
Published: January 2014

PurposeThe purpose of this research is to understand what pricing, purchasing, product defect and late deliveries factors are associated with the decisions of small, medium and large size customers to enter into closer customer‐supplier relationships with their suppliers.Dessign/methodology/approachThe study involves a survey of 372 professionals in the paper industry to investigate the linkage between pricing, purchasing efficiencies and reductions in product defects and later deliveries and relational exchanges across customers of different sizes and resources.FindingsThe results indicate that the pricing, purchasing, product defect and late delivery factors associated with relational supply chain exchanges are different for small, medium and large size customers.Research limitations/implicationsData were collected from individuals’ perspectives of the customer‐supplier relationships within customer organization only and involved the exchange of one type of product. Similar studies need to be conducted in other industries involving other types of product exchanges that capture both customer and supplier perspectives to verify these findings.Practical implicationsSupplier sales and marketing managers need to understand that different sized customers with different resources may have different performance objectives when entering into relational exchanges. These varying customer performance objectives should help supplier marketing managers to better segment their relational exchange customers and help them in assessing their ability to satisfy varying customer relational exchange performance goals.Originality/valueWhile the linkage between closer customer‐supplier relationships and pricing, purchasing, product delivery has been studied in prior research, this is one of the first studies to show that different customer performance factors are associated with different sizes of customers and their relational exchanges. This paper also suggests that further research grounded on a resource‐based theory (RBT) of the firm would be valuable in better understanding the factors associated with different customers' relational exchanges.
The antecedents of salespeople's relational behaviors
Authors: Guo Lei , Ng Irene C.L. 
Published: January 2014

PurposeThis paper aims to examine the driving factors of salespeople's relational behaviors in the business to business marketing context.Design/methodology/approachThe hypotheses were tested through a quantitative study via an online survey. Data were collected from 224 salespeople dealing with business customers in manufacturing as well as service industries in China.FindingsThe results showed that perceived consequences, affect‐based judgment and salespeople's communal or exchange orientation influenced their relational behaviors. In particular, communal orientation, perceived reciprocity from the customer, and a liking for the customer positively affected relational behaviors, whilst exchange orientation had a negative impact on those behaviors.Originality/valueThis paper provides a framework of the antecedents to salespeople's relational behaviors in the business to business marketing context, filling in the gaps found in previous research by studying the driving factors, not the outcomes, of individual salespeople's relational behaviors.
The role of mobile technology in a buyer‐supplier relationship: a case study from the steel industry
Authors: Salo Jari 
Published: January 2014

PurposeThe impacts of information technology on business relationships have been of interest to managers for decades, and this stream of research has also steadily gained recognition among academics. However, the emergence of mobile technologies and the use of mobile solutions within business relationships is a less well studied area. Thus, the purpose of this research is to show how mobile solutions can be deployed within industrial buyer‐supplier relationships to enhance processes, coordination and overall value creation.Design/methodology/approachThe empirical part of the research presents an in‐depth case study in the context of the steel industry.FindingsIt is shown that mobile technology usage has a central role in key business relationships to improve internal and inter‐organizational coordination. Mobile technology usage grid was conceptualized from the literature to categorize the possible impacts of mobile technology deployment on coordination.Practical implicationsAs a practical result, this research shows that a wi‐fi infrastructure based system that uses handheld devices like PDAs can be used to shorten and cut costs of internal and interfacing processes between buyer and supplier. In practice, the steel hardness test report measurements and transmissions from one organization to another are made more effective.Research limitations/implicationsThe limitation of the research is the use of only one case study and the resulting lack of generalizable results. Future studies could include case studies in other contexts, and later a quantitative study could be conducted to validate and broaden the findings.Originality/valueThe paper presents how mobile technology is used in a business relationship and what kind of impacts the usage has on the relationship. The paper contributes to the evolving bonding discussion in business relationships as well as indicates ways to use mobile technology effectively in a business relationship.
The relationship between academic accounting research and professional practice
Authors: Parker Lee D. , Guthrie James , Linacre Simon 
Published: January 2014

PurposeThis editorial aims to consider the relationship between academic accounting research and professional practice.Design/methodology/approachThe paper takes the form of an editorial review and argument.FindingsThe paper acknowledges that accounting academic research is important to the higher education system, careers and publishers. However, its impact on teaching, professional practice, and the professions and society is a hotly debated issue.Research limitations/implicationsThe editorial offers scope for accounting academics to engage with the profession and society as to the impact of their research, an important issue in higher education, not only in Australia, but internationally.Originality/valueThe paper provides important commentary on the relationship between accounting research and practice as represented in academic journals.
The plural form from the inside
Authors: Perrigot Rozenn , Herrbach Olivier 
Published: January 2014

PurposeThe purpose of this paper is to examine franchisee perception of company‐owned outlets within their network.Design/methodology/approachThe paper uses a qualitative approach, based on 38 interviews of franchisees belonging to plural form networks from various industries.FindingsThe interviews show that franchisees generally perceive the advantages of the plural form in terms of network development and management, but they also perceive some limitations, mainly in terms of network culture and cohesion, as well as potential conflicts and costs.Research limitations/implicationsLimitations mainly concern the exploratory nature of this research.Practical implicationsWhile they should keep on emphasising the benefits of the plural form, franchisors also have to reduce the perception of its limitations. They have to reinforce network culture and minimise internal conflicts.Originality/valueThe paper contributes to the existing literature on the plural form by using a franchisee‐based approach. In addition, contrary to most previous literature, it also highlights some limitations of the plural form.
The fruit and vegetable marketing chains in Thailand: policy impacts and implications
Authors: Srimanee Yanee , Routray Jayant Kumar 
Published: January 2014

PurposeThe main objective of this paper is to identify and study the marketing chains of fresh fruit and vegetables (FFV) in Thailand, the linkages of FFV farmers with supermarkets, and an evaluation of supermarket procurement systems. Another aim is to discuss the policies and implications relating to FFV and the connection of farmers with supermarkets in the context of Thailand.Design/methodology/approachThe paper uses both secondary and primary data. Public agencies' documents and published reports were used to describe retailing and FFV policy of Thailand. The supermarket managers and chain stakeholders were interviewed about the FFV marketing chains and supermarkets' procurement system. Policy issues were discussed with policymakers, and extracted from relevant documents.FindingsThe government has made various attempts to improve the FFV market by promoting both domestic and export markets simultaneously thus improving production efficiency. Supermarkets play important roles in connecting farmers to markets through direct procurement while improving cultivation practices of participating farmers in order to enhance quality of produce. A number of policy gaps still exist to protect the interests of the farmers in maximizing their benefits, and in the areas of participation between public and private sectors.Practical implicationsThe findings, which are derived from FFV stakeholders and comparative studies in developing countries, are that FFV policy gaps exist.Originality/valueThis paper can help policymakers, private sector and researchers to formulate appropriate policies in the future and catalyse the FFV marketing through supermarket channels while protecting farmers' interests.
Analyzing trajectories of information security awareness
Authors: Tsohou Aggeliki , Karyda Maria , Kokolakis Spyros , Kiountouzis Evangelos 
Published: January 2014

PurposeRecent global security surveys indicate that security training and awareness programs are not working as well as they could be and that investments made by organizations are inadequate. The purpose of the paper is to increase understanding of this phenomenon and illuminate the problems that organizations face when trying to establish an information security awareness program.Design/methodology/approachFollowing an interpretive approach the authors apply a case study method and employ actor network theory (ANT) and the due process for analyzing findings.FindingsThe paper contributes to both understanding and managing security awareness programs in organizations, by providing a framework that enables the analysis of awareness activities and interactions with the various organizational processes and events.Practical implicationsThe application of ANT still remains a challenge for researchers since no practical method or guide exists. In this paper the application of ANT through the due process model extension is enhanced and practically presented. This exploration highlights the fact that information security awareness initiatives involve different stakeholders, with often conflicting interests. Practitioners must acquire, additionally to technical skills, communication, negotiation and management skills in order to address the related organizational and managerial issues. Moreover, the results of this inquiry reveal that the role of artifacts used within the awareness process is not neutral but can actively affect it.Originality/valueThis study is one of the first to examine information security awareness as a managerial and socio‐technical process within an organizational context.
Dynamic weights approach for off‐line sequencing of supplier selection over a finite planning horizon
Authors: Herbon Avi , Moalem Shalom , Shnaiderman Haim , Templeman Joseph 
Published: January 2014

PurposeThe purpose of this paper is to develop a user‐oriented decision‐supporting applicable tool for selection of a single supplier out of a group of potential suppliers in a dynamic business environment over a finite planning horizon.Design/methodology/approachA qualitative and quantitative description of the impact of a change in one or several business environment parameters on current and future supplier choice; the methodology is accompanied by a visual representation of those impacts for the decision maker. The paper presents extended simulation experiments to test the proposed methodology.FindingsA strategy of replacing suppliers over a definite planning horizon based on a forecast of the business environment is significantly (2‐9 per cent) more efficient than a strategy of relying on a single leading supplier throughout the planning horizon. This efficiency gain is greater the more the business environment is dynamic.Practical implicationsThe proposed methodology is applicable to a broad range of service and manufacturing organizations that operate in dynamic business environments and rely on complex purchasing systems. Thanks to its simplicity, it can be applied to very large systems with a broad range of selection and/or environmental parameters.Originality/valueAlthough the supplier selection process has been extensively studied, the literature still lacks appropriate reference to the effects of a dynamic business environment on this process.
3PL factories or lernstatts? Value‐creation models for 3PL service providers
Authors: Prockl Günter , Pflaum Alexander , Kotzab Herbert 
Published: January 2014

PurposeThe purpose of this paper is to identify and systematically discuss generic forms of contract logistics services and their distinct underlying approaches for fulfilling their respective value propositions. A general frame of reference is developed that addresses the value proposition, as well as the value creation architecture that leads to generic business model configurations for contract logistics services. The framework is built upon the basic notions of service theory, competence research and the resource based view.Design/methodology/approachThe paper combines service theory with work of organizational theory and develops an analytical framework based on conceptual considerations. First empirical results are additionally used to support and illustrate the key outcomes.FindingsCombining the dimensions of integration power and intangible knowledge creation, the authors are able to specify generic types of contract logistics services. Thereby the authors deducted for every type the distinct requirements for service fulfilment and present this in a specific frame of reference.Research limitations/implicationsThe illustrated empirical results are still limited due to a limited sample size for the interviews. Additional empirical work on the whole third party logistics (3PL) market is suggested.Practical implicationsThe paper provides generic types of 3PL services and a characterization of properties and architectures of respective business models. Combined with first empirical results, the paper's results offer insights for practitioners to rethink their value propositions and potentially redesign their service architectures.Originality/valueThe paper delivers a set of distinct business models for 3PL services reflecting the customer's, as well as the service provider's point of view. It addresses specific aspects of the generation/production of required services that are so far mostly neglected.
Perceived variance and preference for sequences of outcomes
Authors: Dolansky Eric , Vandenbosch Mark 
Published: January 2014

PurposeThe purpose of this paper is to propose a new explanation for the well‐documented preference among individuals for sequences of increasing utility. It is put forward here that while there may be a preference for ascending‐utility sequences, this relationship is mediated by perceptions of variance. Specifically, there is reason to believe that sequences of ascending utility (e.g. receipt of payments) are perceived to be less variable than sequences of descending utility (e.g. prices).Design/methodology/approachPast and present price research supports the idea that perceived variance plays a key role in preference, which fits with established theory. This theory is examined and applied to a hypothetical scenario involving sequences of uncertain outcomes. The predicted effect is tested in two experimental studies.FindingsThe two studies lend support to the proposed explanation of sequence preference. Study one demonstrates that the effect of sequence direction on preference is mediated by perceptions of variability, and that individuals perceive a sequence of ascending utility to be less variable than an equivalent descending sequence. Study two shows that individuals prefer a sequence when it represents wages (ascending utility) than when it does prices (descending utility).Originality/valueThe paper provides a sound theoretical framework, as well as supporting evidence, for how sequences of outcomes, such as prices, are perceived by consumers. Given that such sequences are increasingly available thanks to information technology, and the increased use of yield management systems (leading to more price fluctuation), how they affect decisions is of obvious importance.
Country‐of‐origin (COO) brand preferences and associated knowledge levels of Japanese wine consumers
Authors: Bruwer Johan , Buller Courtney 
Published: January 2014

PurposeThere has been no significant research undertaken in the Japanese market on wine knowledge level and its relationship with brand loyalty and preference for specific country‐of‐origin (COO) wine brands. This exploratory study seeks to investigate these aspects and how wine knowledge is acquired and used in buying decisions.Design/methodology/approachA highly structured, self‐administered questionnaire in the Japanese language was used to collect data over a three‐week period. Data include consumers from six of the eight major regional divisions across Japan. The sample population was female‐weighted with moderate levels of education and medium income. A ten‐item objective wine knowledge scale was developed to measure consumers' knowledge levels and to form the basis for segmentation.FindingsJapanese wine consumers with higher levels of objective knowledge were shown to use more intrinsic cues than extrinsic cues in their purchase decisions, with the importance attributed to intrinsic cues increasing as objective knowledge increases. The study showed consumers with higher levels of objective knowledge do not use the COO cue more than consumers with lower knowledge. Wine consumers view taste, variety and price as the most important buying cues and are influenced by the recommendations of people around them.Practical implicationsThis research provided insights into the Japanese wine market and the nature of the Japanese wine consumer. It is recommended that wine exporters focus greater marketing efforts on Japanese women, including greater wine education.Originality/valueThis study is of value to academic researchers, wine educators, industry practitioners such as restaurant owners/sommeliers and wine exporters alike, as it provides insights into the direction and extent of COO preferences and hence wine (country) brand loyalty. It has a specific focus on wine knowledge and the educational aspect thereof highlighting how this can be used for the benefit of stakeholders.
King of the hill
Authors: Medeiros Norm 
Published: January 2014

PurposeThis article seeks to highlight patron‐driven acquisitions (PDA) of e‐books.Design/methodology/approachThe article discusses an important new book devoted to PDA. It also describes a PDA pilot in the author's library consortium, and discusses some of the early findings.FindingsThe article suggests that PDA has numerous benefits, but challenges longstanding practices and beliefs about traditional collection building. It also assumes that e‐book access will become increasingly accepted by users.Originality/valueThe article provides theories about the effects of sustained PDA programs.
Understanding the elements of a digital library project plan: part 2
Authors: Cervone H. Frank 
Published: January 2014

PurposeIn part one of this article, the project plan aspects related to purpose, goals, and objectives as well as scope and risk assessment were explored. In this second part, the aim is to investigate the second two aspects: project products and deliverables and assumptions and constraints that will affect the project.Design/methodology/approachThe methodology of this article is based on a review of the literature as well as best practice in the field.FindingsProject products and deliverables must be accurately defined and described to ensure a successful project plan. Additionally, an often overlooked aspect of project management is defining the assumptions and constraints (both internal and external) that will affect the environment of the project implementation.Originality/valueProject managers who follow the recommendations and practices outlined in this article will help ensure the ultimate success of their project plans.