Search results

The purpose of this paper is to analyse how the use of governance mechanisms in buyer-supplier relationships in the supply chain (SC) are related to the maturity of relationships and the generation of relational rents.

Several studies have analysed interorganisational governance in SCs. However, to the best of the knowledge, no study has focussed on the use of different types of governance mechanisms through maturity stages in buyer-supplier relationships and as a consequence, its relational rents. The aim of this paper is to analyse how the use of governance mechanisms in buyer-supplier relationships in the SC are related to the maturity of relationships and the generation of relational rents. To achieve this goal, this paper carried out multiple case studies.

The results show that changes in the use of formal and informal governance mechanisms contribute to the generation of relational rents and relationship continuity. This paper identified that a reduction in power asymmetry by the buyer may allow for the greater use of informal governance mechanisms and greater relational rents. Moreover, the paper highlights that a relationship might advance or regress throughout the maturity stages, according to the commitment of the buyer to maintain the relationship with the supplier.

The study has the limitation of having chosen polar case studies in the organic sector in Brazil to illustrate the theoretical discussion and propose a model to be tested via further research. This study considered institutional factors in the analysis that might not affect dyadic relationships in other sectors and countries.

As a managerial contribution, the results indicate that when the buyer uses both kinds of mechanisms complementarily and encourages the utilisation of informal mechanisms, relationships become more resilient to adverse events.

The study also contributes towards valuing the role of organic farmers and encourages the government and business community to reflect on the challenges and opportunities in the sector.

Based on four propositions created by evaluating both the empirical data and previous literature, this paper proposes a buyer-supplier relationship maturity model rather than an overall SC maturity model. This paper also elaborated on the arguments of Dyer et al. (2018), proposing a causal explanation of how a relationship might advance or regress throughout the maturity stages, according to the commitment of the buyer to maintain the relationship with the supplier using governance mechanisms. This change in maturity stages, in turn, affects relational rents for the dyad.

The purpose of this paper is to introduce an alternative approach of measuring construction industry performance using maturity modeling. The focus is on introducing a newly developed maturity model referred to as the construction industry macro maturity model (CIM3) and highlighting its use by assessing the maturity of the construction industry of the Province of New Brunswick, Canada.

Current methods of construction industry performance measurement such as labor productivity and competitiveness are briefly reviewed, highlighting their weaknesses. The theoretical underpinnings of the CIM3 are discussed and the implementation of the CIM3 to measure the cost and quality management maturity of the New Brunswick construction industry is presented.

An assessment of the construction industry's maturity using the CIM3 provides a leading indication of performance. This is based on the industry being structured according to key practices areas that contain key practices. The industry's key practices are linked to objectives that lead to the achievement of performance goals. The maturity of the construction industry with respect to its key practices is a function of the relative importance of the key practices and the capabilities of the industry in implementing the key practices. Based on this, the implementation of the CIM3 in New Brunswick found that the NB construction industry is more mature in cost management than in quality management.

This paper contributes to the existing body of knowledge on industry performance measurement, and more particularly, construction industry performance measurement. The concept of maturity modeling applied here promotes and demonstrates the use of leading indicators of performance, as recommended in most performance measurement literature.

The purpose of this paper is to investigate the effect of service quality and relationship quality on customer loyalty in different stages of the relationship life cycle in online banking services.

A total of 651 Iranian online banking customers participated in the research by completing questionnaires. The research hypotheses were tested using structural modeling technique.

The results showed that the relationship quality on customer loyalty in online banking services is affected by the relationship life cycle. The results also showed that online service quality, in the form of Utilitarian quality and Hedonic quality, has a positive effect both directly and indirectly on customer loyalty through online relationship quality.

In this paper, the relationship dynamics was achieved through adding the relationship life cycle variable to the model. However, the study was a cross-sectional research and different results might be obtained if data was collected longitudinally.

In an online banking service, the role of relationship quality in the prediction of customer loyalty is reduced as the relationship ages. Therefore, marketers need to consider other marketing actions to continue their relationship with the customer in the long run.

This paper examines customer loyalty to online banking services from dynamic perspective by introducing relationship life cycle as a moderating variable for the first time. Therefore, the main contribution of this paper is to develop the relationship marketing literature in the field of relationship dynamics and to challenge the effectiveness of relationship marketing in the long run.

This paper aims to investigate the alignment between the information‐processing needs and capabilities during interorganizational relationships through the lenses of both the product and the business relationships life cycle concepts, and the types of information exchanged.

This paper follows up on a previous empirical study conducted in the automotive sector, investigating the electronic collaboration within the supply chain of a large European Automotive Supplier (EAS). Out of the 61 respondents from this previous study, four illustrative cases are selected to further investigate their information alignment, where each case involves one specific relationship between EAS and its business partners based on the supply chain collaboration classification provided by the German Association of the Automotive Industry (VDA).

The conclusion is that the phenomenon is bimodal and requires that the different information‐processing needs and capabilities associated with each stage of both the product and the business relationships life cycles should be considered.

The small number of illustrative cases and the specificity of the chosen sector limit the generalizability of the results. Without considering the various types of information‐processing needs and capabilities as well as the stage of both product and business relationships life cycles, a biased conclusion could lead to inappropriate information and communication technology investments and business decisions.

The richness of the cases and the genuine integration of the life cycle concepts and the type of information with the notion of alignment help to identify some key aspects of interorganizational relationships.

Each year, the US defense industry outsources nearly $400 bn of domestic goods and services through competitive bids. These procurement activities are quite often complex and specialized in nature because of a highly regulated federal acquisition contracting environment. Ongoing calls to improve supplier management and drive innovation in the defense industry offers an opportunity to adopt Early Supplier Integration (ESI) initiatives that have proven successful in the private sector. This paper identifies critical ESI activities and acquisition practices that the defense industry should adopt to ensure enhanced effectiveness in new product development.

Leveraging a conceptual ESI model derived from the research, an in-depth case study of 12 product development projects from a major defense contractor was performed. In the context of project performance, critical ESI activities and moderating effects were assessed.

Three key ESI activities have the greatest impact on aggregate project performance: system design involvement, design adjustment opportunities and design for manufacturability/assembly/testability involvement. Use of formal supplier agreements also significantly impacts project performance during the development phase. In addition, project complexity and product team maturity were identified as environment moderators; higher complexity projects tended to negatively moderate the impact of ESI upon performance, and higher team maturity levels tended to positively moderate the impact of ESI upon performance.

The results provide a sound framework for empirical validation through future quantitative studies and defense industry analyses. In addition, insights and recommendations for interpretation and adaptation of federal acquisition regulations to allow increased utilization of ESI within the defense industry are substantiated.

The potential of a probabilistic developmental model of leadership with a possible vast array of organisational applications, suggested by a recent study, is evaluated in light of the historical development of the leadership construct and to suggest directions for the future. The historical development of leadership theories is explored, the model presented, and its potential and limitations discussed.

Explores the challenges faced by principals of one‐teacher schools in the New South Wales Department of School Education as they attempt to implement departmental policy changes during a time of unprecedented structural and organisational change. It examines the substantial international transformations which have taken place in the public sector over the last two decades and their influence on state education in Australia. Highlights the changing relationships between the principals of small schools and senior managers of the department. The study found that over a period of five years the approach to change employed by senior management to have principals implement departmental policy changes altered significantly from an authoritarian approach to one of involvement and partnership.

The purpose of this paper is to provide a better understanding of the factors that can influence the availability of cost information to support design and production decision making at the early stages of project team formation.

An investigation of the current practice of the exchange of financial information between supply chain organisations in the UK construction industry that was undertaken using a portal survey with 710 estimators. The survey sought data on the extent and maturity of the relationships that existed between contractors and their supply chain, and the effect this had on the gathering of subcontract price information.

The data analysis established that a significant difference existed in the approaches adopted by respondent organisations to the collection of subcontract price data for three different procurement approaches, and that main contracting organisations were developing closer relationships with their supply chain.

The paper concludes by suggesting that the use of supply chain price information for pre‐contract negotiation and post‐contract governance can influence the propensity of the supply chain to provide “richer” information on the costs assumptions made within their estimates to improve the empirical basis for future decision making.

The paper takes an original approach to the construction estimating process by considering supply chain price information available to the estimator.

The paper presents an aiding model to support the management of a high quality e‐commerce service. The approach focuses on the service quality aspects related to customer relationship management (CRM). Knowing the individual characteristics of a customer, it is possible to supply a personalised and high quality service. A segmentation model, based on the “relationship evolution” between users and Web site, is developed. The method permits the provision of a specific service management for each user segment. Finally, some preliminary experimental results for a sport‐clothing industry application are described.

This paper aims to investigate what drives the decision of small non-food store retailers to develop a relationship with the bank financing them. The analysis addresses the banking industry and quantifies the extent to which a decision to develop a relationship is influenced by satisfaction, trust and by two different kinds of values, namely, monadic and dyadic.

The analysis is based on data collected from more than 400 small business by means of a questionnaire, and develops a structural equation model to estimate the impact of satisfaction, trust and value constructs on the intention to develop the relationship.

The results show that satisfaction and trust do not exert a direct effect on the decision to develop the relationship that is directly determined by dyadic value (i.e. the comparison between the cumulated value given through time and the cumulated efforts sustained by the partner). In turn, dyadic value stems from monadic value (i.e. the self-centred comparison of the costs and benefits experienced within the relationship). In a nutshell, considering value perceptions by the business partner and the relational dimension of value provides a better understanding of the intention of small firms to develop their relationship with a financing bank.

This study contributes to shaping a picture of the motivations that lead small firms to develop a relationship with their financing bank. Drawing from a heterogeneous literature and considering individual-level variables, a theoretical model is developed to include the relational dimension of value and value perceptions by the business partner in the relationship. The empirical analysis provides useful indications to practitioners to understand and effectively manage the partner’s decision to develop the relationship, suggesting where to intervene.