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Trading soft commodities has become increasingly challenging with less liquidity in the market, making it very risky and even more costly. Ongoing geopolitical instability, climate change, complex supply chain and fluctuation in demand and supply resulted in a continued price volatility and market uncertainty. Soft commodity trading businesses are under an increasing pressure to adapt to political, economic and social changes. Therefore, this study explores the relationship between brokers and their buyers in the Algerian soft commodities market, with a particular focus on cereals (wheat) products. This study is based on the analysis of secondary data collected from various sources and anecdotal evidences from brokers of soft commodities in Algeria. The overall strategy of Algeria is to limit its reliance on imports. However, political dysfunction coupled with economic instability appears to discourage domestic and foreign investment and inhibit the development of this soft commodities sector. The brokerage firms of soft commodities (wheat, oils, milk powder, rice, coffee, etc.) are operating in a niche market within an environment of intense competition and highly demanding buyers. The striking success of the brokerage function depends on a close relationship formed between the actors (broker, seller and buyer).

The paper identifies the need for a portfolio approach to the management of real estate assets, and sets out its key components as a ‘macro’ level process. Portfolio management is positioned within an overall model of the corporate real estate function, from which a definition is developed. The main generic components of real estate portfolio management are described, and the most significant findings from a survey of current practices among a group of corporate organisations are presented. The paper concludes that in overall terms a more robust approach to the portfolio management of real estate assets is required to maximise the portfolio’s functional and financial value to the business.

VFP Fluid Power Ltd has established a specialist sales division to serve the company's growing business in hydraulic systems. Barry Johnson, who joined VFP earlier last year as worldwide sales executive, has been promoted to systems sales manager. Mr Johnson will be responsible for all hydraulic systems including those for the automotive, aerospace, mining and steel industries and large civil engineering projects.

In today’s highly charged economic environment, all organisations have to make the most of all of the resources and assets at their disposal. Within corporate real estate this increasingly means adopting a portfolio approach to the management function. This paper assesses the adoption of performance management processes at this level through the review of practising leading corporate real estate teams. In documenting the measures deployed and how they are used, it identifies shortcomings and proposes an improved approach. The practical application of this is illustrated using a hypothetical case example, together with a list of potential measures.

This article aims to analyze the strategic work of Polish entrepreneurs in the furniture industry following the political changes in 1989. The authors examined how these entrepreneurs transitioned from local craftsmen or importers into leaders of international manufacturing companies and how their strategizing contributed to the unprecedented growth of the Polish furniture sector.

The authors examined extant data, specifically biographical interviews conducted with 11 prominent leaders in the Polish furniture industry (Hryniewicki, 2015, 2018). They analyzed within a theoretical framework that integrates J.C. Spender’s theory of strategic management with Barry Johnson’s concept of polarity management. Polarity is a way of understanding and managing interdependent, opposing pairs of values or perspectives that give rise to conflict.

The analysis reveals key patterns of strategic challenges at the level of human agency, history and sense-making. The authors identified four key polarities: life and business, knowledge presence and absence, concordance and discordance, and instrumental and non-instrumental sense-making.

The polarity concept illuminates the interplay of agency and determinism in strategic decision-making, offering valuable insights for methodology and a deeper understanding of Poland’s furniture industry.

Describes a workshop recently conducted by the author, at which managers were introduced to polarity management. Outlines a model and a set of principles which can be useful to executives in looking at their own, personal ways of leading, at their system′s functioning, and at the relationship between their system and influences outside it.

The purpose of this paper is to specify and test factors surrounding relationship strength between buyers and suppliers in a global, business‐to‐business (B2B) services context. In so doing, the paper helps extend relationship marketing theories to this under‐researched domain.

A literature review, along with results of field interviews and surveys, provide a conceptual framework for the relationship strength formation process in the context of multi‐cultures. The research then tests a model of hypothesized relationships using structural equation modeling.

The paper confirms the influence of perceived value, switching costs and relationship quality (satisfaction, trust and affective commitment) on relationship strength. As predicted, relationship quality mediates the influence that perceived value has on relationship strength. Switching costs further mediate the influence that relationship quality has on relationship strength which, in turn, influences substitution scarcity. No support, however, was offered for the proposed moderating influence that national culture (as measured by a buyer's country masculinity and individualism) has on quality/strength linkages and value/strength linkages.

The sample of buyers in 42 countries includes a higher share of buyers from individualist than collective countries. Consequently, a more balanced cultural sample may have supported the otherwise rejected proposition that culture has a moderating impact on relationship building.

The study provides managerially relevant (“actionable”) results which may help buyers execute customer retention strategies that lead to higher customer profitability.

This study adds to the limited literature on building B2B service relationships in a global context. The paper seeks to provide a balanced account of the social and economic aspects of relationship strength formation.

The main purpose of the study is to examine the intellectual structure of academic studies on blue-collar workers. In this context, (1) productivity and evolution of the field, (2) conceptual dimensions, (3) citation density and (4) structure of academic networks related to blue-collar workers were analyzed. The findings of the study produced results covering all fields of science, not just management and organization. As a result of the study, blue-collar studies by years, the most cited blue-collar studies, the researchers who published the most frequently about blue-collar workers, the researchers who conducted the longest research on blue-collar workers, the most frequently used keywords and academic networks in blue-collar studies are determined. The most important finding is that the blue-collar issue is the common intersection point of different fields of science such as health, medicine, finance, management and organization, marketing, psychology and sociology.