bluuebunny/crossref_metadata_2025_split huggingface dataset:
In‐group preference as opportunism governance in a collectivist culture: evidence from Korean retail buyer‐supplier relationships
Authors: Chung Jae‐Eun , Jin Byoungho 
Published: April 2011

PurposeThe purpose of this paper is to examine whether preference toward in‐group members can serve as opportunism governance in channel relationships in a collectivist culture. This study proposes a model of opportunism incorporating in‐group preference and trust as antecedents of opportunism. Based on Transaction Cost Economics and Social Exchange Theory, transaction‐specific investment and relationship length are employed in the model as confounding variables of in‐group preference for opportunism and trust.Design/methodology/approachData were collected from 109 Korean department store buyers and analyzed using Structural Equation Modeling (EQS 6.0).FindingsThe results showed that buyers' in‐group preference increased buyers' trust toward suppliers and decreased suppliers' opportunistic behavior. Buyers' increased trust toward suppliers was found to reduce suppliers' opportunistic behavior. Further, Trust was significantly influenced by supplier TSI, but not by length of relationship. On the other hand, opportunism was significantly influenced by length of relationship, but not by supplier TSI.Research limitations/implicationsThis study examined only the positive side of in‐group membership. Some criticisms of in‐group preference are favoritism, interference with fair competition, and collective blindness, any of which might decrease the efficiency of business operations. These impacts should be examined to gain a balanced view of the implications of in‐group preference in business settings.Practical implicationsMultinational companies should understand that in‐group membership is an important source of building trust and oppressing opportunism in the Korean market. Multinational companies can strategically approach in‐group members of business partners to become members of those in‐groups.Originality/valueThis is the first empirical study to examine collectivists' tendencies toward in‐group preference as opportunism governance.
Suppliers' willingness of customization, effective communication, and trust: a study of switching cost antecedents
Authors: Yen Yu‐Xiang , Shih‐Tse Wang Edward , Horng Der‐Juinn 
Published: April 2011

PurposeThis study seeks to extend current research by testing a framework for understanding the impact of perceived suppliers' willingness for customization, effective communication, and trust regarding perceived switching costs.Design/methodology/approachResearch data were collected from electronics firms in Taiwan; 281 questionnaires were collected. Structural equation model (SEM) analysis was applied to the data.FindingsThe study suggests that perceived trust contributes to perceived switching costs. The perceived willingness of a supplier to customize for a buyer can indirectly impact on perceived switching costs by way of perceived trust toward the supplier. Furthermore, analysis of the direct and indirect effects reveals that effective communication plays a dominant role and has a significant influence on trust and perceived switching costs.Originality/valueWhile recent research increasingly examines customer switching costs in terms of antecedents, this study provides greater insight into switching costs from the trust‐forming perspective to ensure customer retention.
Development of customer value in a supply chain: managerial thinking about strategic marketing
Authors: Rundh Bo 
Published: April 2011

PurposeThe purpose of this paper is to describe and analyse how the main driving forces are affecting companies in a supply chain. The focus is on what managers expect will influence customer value from a strategic point of view.Design/methodology/approachThe paper is based on a qualitative study where managers at a division level have been interviewed.FindingsThe main driving forces have been identified. These driving forces have been found to affect the business and marketing strategy in the market among different actors, in the technology and due to external changes in the market, e.g. by changes in demography resulting in dissimilar market behaviour. Co‐operation among actors has been found to improve customer value.Practical implicationsThe managerial implications therefore indicate that managers need to assess the main driving forces and find a competitive and marketing strategy that can match competition and influence driving forces in the actual market area.Original/valueThe paper has a longitudinal approach. An important value of the paper is that actors at different stages in the supply chain have been interviewed during a longer period of time.
Compensation and control sales policies, and sales performance: the field sales manager's points of view
Authors: Küster Inés , Canales Pedro 
Published: April 2011

PurposeThe purpose of this paper is to analyse the relationship among the compensation system (fixed or commission) applied to salespeople, the system by which they are controlled, and the effects of both on individual performance and sales organization effectiveness. Previous research has been extended in a different country/context, and from the field sales manager's points of view.Design/methodology/approachFirst, a cluster analysis was used to obtain a set of groups of salespeople characterized by their main compensation system (salary and/or commission). Also, ANOVA is used to analyze the significance of the differences due to the different compensation system.FindingsThe empirical data reflect the results of research involving 108 field sales managers and show that the compensation system used for the salespeople has significant effects on individual salesperson performance and sales organization effectiveness and is related to the control system used by the company. Companies with a compensation system based on a fixed salary use behavior control more than companies with a compensation system based on commission; salespeople who receive a greater proportion of compensation as a fixed salary give better individual performance than those who are paid by commission; salespeople who receive a greater proportion of their pay as a fixed salary are more effective than those paid largely by commission. Results do not show relevant differences among countries.Research limitations/implicationsAny generalisation of results is limited by the characteristics of this study, in particular by the sample used and the particular situation of the country analysed (Spain). At the same time, and because the study relies on the subjective judgment of sales field managers' perceptions, the measurement of some concepts is subject to various cognitive biases.Practical implicationsCompensation for salespeople is one of the most important issues in saleforce management as it has a significant effect on motivation, which is critical, given the conditions of their working environment.Originality/valueThis paper analyzes the field sales manager's points of view and not that of the salesperson or the sales team. This provides a closer perspective because field sales managers operate between the salesperson and sales manager. This paper presents a framework based on Baldauf et al.'s and Piercy et al.'s previous research, with two main contributions. The first contribution is the proposed direct analysis of the relationships between various antecedents of effectiveness. The second contribution is the consideration of two dimensions of the effectiveness construct: financial efficacy and field sales manager satisfaction.
Complementor involvement in product development
Authors: Munksgaard Kristin B. , Freytag Per V. 
Published: April 2011

PurposeThe involvement of lead‐users in product development has been emphasised as a rewarding method for companies in various industries to strengthen their development efforts. The argument is that these leading edge customers can generate innovative and appealing new product concepts. In some industries, however, companies may not be able to make use of lead‐users. In such situations, a complementor may be a valuable alternative. Complementors may be defined as development partners “whose outputs or functions increase the value” of the company's own innovations. The purpose of this article is to compare and contrast the advantages obtainable from the lead‐user method and complementor involvement respectively in order to determine the interchangeable value from these different approaches.Design/methodology/approachA typical case is selected as the empirical foundation, describing a Danish food‐producing company's collaboration with a complementor.FindingsThe case analysis shows that complementor involvement may lead to output‐related, process‐related, and system‐related advantages comparable with advantages obtainable from the lead‐user method. The findings, however, reveal some variations in these advantages. Compared with the goals set by the Danish food‐manufacturing company, output‐related advantages are achieved, e.g. in terms of higher product novelty, whereas the company's goal for enhancing its market position is not reached. Several process‐related advantages are also accomplished in terms of enhanced internal collaboration and improved cross‐functional communication. However, the company faces challenges related to how close the complementor relation might become.Research limitations/implicationsThis research is based on a single case study in the food industry in Denmark.Originality/valueFrom this paper, new knowledge and insight into complementor involvement in product development as well as the related advantages and disadvantages can be derived. In academia, this knowledge contributes to deepening understanding of external partnering in product development in general. The managerial implications to be derived are associated with the potential value generated from complementor involvement in product development.
Changed governance of public sector organisations=challenged conditions for intra‐professional relations?
Authors: Jansson Anna , Parding Karolina 
Published: April 2011

PurposeEffects of NPM in professional work are often discussed on an overriding level, and professionals' own experiences of their working conditions in their specific work contexts have been less discussed (Hasselbladhet al.and Liljegren). In an attempt to consider this concern, this paper seeks to focus on individual professionals, exemplified by teachers and nurses, and their experiences of intra‐professional relations, i.e. teachers' relations with other teachers and nurses' relations with other nurses.Design/methodology/approachApplying a theoretical framework on professions and professional work, the aim is to discuss the meaning of intra‐professional relations, and how NPM‐influenced changes in the organisation of work affect these relations. Moreover, possible effects of the organisational changes for the professionals will be discussed. It is argued that intra‐professional relations are essential for professionals; at the same time the cases discussed illuminate how changes in the organisation of work influence intra‐professional relations, in ways that highlight the tension between profession and organisation.FindingsThe findings can be seen as an illustration of consequences of the adoption of NPM‐influenced governance ideals; this paper sees the organisational changes as deriving from the managements' focus on “the customer in centre of attention”, in the form of interdisciplinary work teams and TAS.Originality/valueThe paper shows that, through investigating how individual professionals experience their work, consequences of NPM‐related governance changes are unveiled.
Composite competitiveness indicators with endogenous versus predetermined weights
Authors: Bowen Harry P. , Moesen Wim 
Published: April 2011

PurposeThe purpose of this paper is to examine how the ranking of countries based on the World Economic Forum's (WEF') competitiveness index is changed when the underlying primitive data dimensions of this composite index are aggregated using weights that are endogenously determined for each country, instead of aggregated using the WEF's fixed set of weights applied to all countries.Design/methodology/approachThe paper presents a method based on data envelopment analysis to determine weights for aggregating the underlying primitive data dimensions of any composite indicator. The approach determines endogenously the “best” weights a given observational unit (e.g. country) on the basis of its revealed performance on each primitive sub‐dimension underlying a composite index. The ranking of countries based on the values of a composite competitiveness index that uses the proposed endogenous weight method is then compared to the ranking based on the WEF's competitiveness index for the year 2006. The rankings are then compared and assessed to determine if the observed difference in the rankings are statistically significant.FindingsA comparison of the ranking of countries on the basis of the value of each index reveals that countries do undergo a change in their competitiveness rank when endogenous weights are used. The results suggest the WEF's competitiveness index, which uses the same fixed weights applied to every country (or group of countries), creates a bias that favors countries that score high on the “technology” sub‐dimension of the index.Practical implicationsThe study presents an alternative to the current practice of using a fixed set of weights applied uniformly to the basic unit of analysis. The method serves as a starting‐point for further research on the biases created by different weighting schemes to construct a composite indicator that aggregates primitive data, with the resulting composite index values then used to rank entities.Originality/valueThe method to determine endogenously the weights to be applied to each unit of analysis when constructing a composite indicator is novel and has wide applicability to the general issue of comparing performance across different units of analysis based on a composite index of performance (i.e. benchmarking).
Competitiveness, globalization and technology development in Thai firms
Authors: Chaiprasit Sasiprapa , Swierczek Fredric William 
Published: April 2011

PurposeThe purpose of this paper is to identify the influence of competitiveness, strategic direction (SD), and competencies on the level of globalization and technology development in Thai firms from the executive perspective.Design/methodology/approachA pilot survey of 64 respondents in executive MBA programs was employed to identify the strategic factors that influence globalization and technology development.FindingsThe analysis specified important factors linked to SD, strategic management competencies, and global actions related to globalization performance and technology development. To achieve a better global performance and business development, Thai companies should adopt global standards, select potential international partners, use cross‐national projects, and focus more on the level of globalization of their operations. Top managers in strategy or business operations in high‐performing firms perceive a significantly higher globalization performance and technology development.Research limitations/implicationsThe survey was limited to the perceptions of executive participants in Thailand using a survey only in English.Practical implicationsThai executives need more effective strategic approaches to compete in the global marketplace and to determine the appropriate strategies to achieve a global level of performance and increased technology competence.Originality/valueThe paper shows that the strategic competencies and global competencies of executives play a significant role in firms' level of global performance and technology development. These competencies support effective strategies to improve the competitiveness of Thai companies on a global level.
Communications infrastructure and traditional determinants of inward foreign investment
Authors: Suh Taewon , Boggs David J. 
Published: April 2011

PurposeThis paper seeks to examine the effects of communications infrastructure and other traditionally‐investigated, market‐related factors on net investment inflows into developed versus emerging markets.Design/methodology/approachHypotheses are developed and tested empirically using auto‐regression analysis. Data are used from 38 countries (19 developing and 19 developed) over a ten‐year period (1995‐2004).FindingsFindings are consistent with the view that research models of the drivers of investment inflows should consider markets' levels of economic development, different time frames, and macro‐economic changes in the global market.Research limitations/implicationsCommunications infrastructure influences a country's ability to attract foreign investment. Extrapolation of the results to other places and times should be done with caution.Practical implicationsManagers should carefully examine the information and communications technology (ICT) infrastructure before investing in foreign countries to determine suitability to supporting achievement of company objectives. Policy makers that wish to attract foreign investment should strengthen country ICT capacity and, especially for emerging economies, complementary capabilities and telecommunications utilization.Originality/valueThe research highlights the importance of communications infrastructure for attracting inward foreign investment and suggests that technological infrastructure and human utilization of communications impact investment inflows, but only during a certain time frame in the development process of market economies.
Integrating foresight into government. Is it possible? Is it likely?
Authors: Erik Solem Knut 
Published: April 2011

PurposeThe purpose of this paper is to examine and explain the role of foresight in government, while making an attempt to ascertain why foresight is both necessary and rare. The paper aims to identify main areas where foresight is needed as well as the constraints that it faces. It also aims to provide some prescriptions and recommendations for improving both system and process.Design/methodology/approachThe methodology is based on case studies and literature search on futures/forecasting. Furthermore, analysis and observations are based on the author's own participation in different governmental and research environments; in several academic circles; within “think tanks” and on the international circuit (mostly at the UN, NATO, IAEA, IIASA and OECD) as well as within the Scandinavian scene.FindingsSeveral methodologies and techniques that are identified here may allow people to help perceive, evaluate and control the effects of their actions, present as well as future. However, they have, so far, only been used spasmodically. One reason for this state of affairs is that the difference between “well‐structured” (normal) and “ill‐structured” (futures type)problems has not been properly identified or satisfactorily solved. The political system faces three major problems: the problem of competence; the problem of deliverability; and the problem of legitimacy. All of these can be helped by the understanding and application of proper foresight methods and techniques.Originality/valueFrom the design/methodology point of view, this paper draws on the combined sources of international practice and theoretical implications. Its findings are easily comprehended and hence useful for their practical application for decision making on global as well as regional problems. The concept of fully “learning to unlearn” is of primary importance, as well as that of not “discounting the future”, for which several methods and techniques have been analyzed and suggested.
Assessment of corporate foresight project results: case of a multinational company in Turkey
Authors: Atilla Öner M. , Göl Beşer Senem 
Published: April 2011

PurposeThe overall aim of the research is to provide an assessment of the level of the reported success of foresight project results of a multinational company in Turkey.Design/methodology/approachThe model of assessment is based on an integrated framework characterized by approaching foresight as a project and associating it by the redefined pitfalls in, and success factors of, corporate foresight projects in order to facilitate better conversion of their results into actual changes in corporations. A multinational company in Turkey (Siemens Turkey) is chosen for the exploratory case study. The exploratory assessment model was designed via the use of a survey questionnaire, a case study, and interviews of managers (who were involved in the corporate foresight project).FindingsResults of the individual assessment of corporate foresight project at the company were labeled as “successful”. There needs to be given an overall attention to the process‐oriented elements of the foresight project. Pitfalls in the foundation phase accumulated the highest problem area, suggesting that the total project would eventually suffer.Research limitations/implicationsOne of the limitations of the study is the use of a single case with an attempt to assess the pitfalls of the foresight projects. The exploratory study may include premature conclusions about the assessment of corporate foresight project results, yet a single case can imply generalizable insights. The authors believe this research suggests some potentially significant insights for foresight studies and their applications.Practical implicationsThe study may help to support the reliability of the foresight studies as they have been implemented and might bring a new methodological challenge on the quality and success of the corporate foresight project results.Social implicationsThe approach described the factors affecting the success of corporate foresight activities with respect to understanding the pitfalls of foresight projects. Taking reference to such a framework, foresight results may be better delivered and disseminated in corporations with concrete results and actual changes in organizations. The model of assessment may be used to analyze the level of the reported success of foresight project results in companies implementing foresight activities.Originality/valueAlthough foresight studies within businesses has become more important and widespread with its systematic and continuous/participatory approach, based on a variety of methods, it is still a partially explored area in terms of research with mainly descriptive studies.
Managers' foresight matters
Authors: Amsteus Martin 
Published: April 2011

PurposeThe purpose of this paper is to assess the relationship between the foresight of managers and firm performance.Design/methodology/approachAn evolutionary perspective is deployed to specify the presumed relationship between managerial foresight and firm performance measures. A positive relationship between managerial foresight and firm performance is proposed. The hypothesis is tested through Spearman's rho, on Swedish managers, and firms in the computer programming industry. Managers' foresight as well as performance is assessed as indexes.FindingsThe paper finds a moderate and statistically significant positive relationship between managers' foresight and firm performance.Research limitations/implicationsThere is support for the theoretical relationship between managerial foresight and firm performance. There is a strong rationale for further studies.Originality/valueThe paper provides empirical evidence regarding the importance of managerial foresight for firm performance.