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Article
Publication date: 5 October 2020

Chen Qian, Stefan Seuring, Ralf Wagner and Paul A. Dion

This paper aims to examine how trust and communication at the personal level relationships conform to trust and communication at the organizational level relationships and…

Abstract

Purpose

This paper aims to examine how trust and communication at the personal level relationships conform to trust and communication at the organizational level relationships and which role do the two different level relationships play in influencing firms’ commitment, performance and propensity to stay in long-term relationships.

Design/methodology/approach

A face-to-face questionnaire study was conducted using a sample of 209 in Mainland China companies, which were surveyed in nine exhibitions. The data were analyzed using structural equation modeling.

Findings

The results support the bottom-up effect of interpersonal trust and communication on inter-organizational trust and communication. Interorganizational trust has a more powerful total effect on firm commitment. Interpersonal communication has a more powerful total effect on inter-organizational trust and communication and firms’ operational performance. Interpersonal communication, inter-organizational trust and communication have comparably high impacts on firms’ propensity to stay in long-term relationships.

Research limitations/implications

This paper selects Mainland China as the research context and targets a single boundary spanner in each respondent firm to evaluate both the interpersonal and inter-organizational relationships. A cross-sectional approach was used.

Practical implications

This paper suggests that business people should pay attention to the role of human factors in a firm’s relational exchanges with SC partners and effectively use the positive effects of these factors to create relationship-building benefits.

Originality/value

This paper conducts cross-level research, which has been called for in recently published inter-organizational literature. It develops and provides empirical evidence for a bottom-up model from interpersonal relationships to inter-organizational relationships and identifies their impacts on organizational outcomes simultaneously.

Details

Supply Chain Management: An International Journal, vol. 26 no. 1
Type: Research Article
ISSN: 1359-8546

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Article
Publication date: 25 April 2008

James M. Barry, Paul Dion and William Johnson

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…

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6361

Abstract

Purpose

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.

Design/methodology/approach

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.

Findings

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.

Research limitations/implications

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.

Practical implications

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

Originality/value

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.

Details

Journal of Services Marketing, vol. 22 no. 2
Type: Research Article
ISSN: 0887-6045

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Article
Publication date: 1 March 2011

Michael S. Pepe, Russell Abratt and Paul Dion

The purpose of this study is to investigate the influence of private label resources possessed by a supermarket retailer on the shopping behavior of loyal customers. The…

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9120

Abstract

Purpose

The purpose of this study is to investigate the influence of private label resources possessed by a supermarket retailer on the shopping behavior of loyal customers. The study examines whether or not private label products can help in the overall enhancement of product category performance.

Design/methodology/approach

The paper examines the performance of a supermarket retailer in the Northeast United States that operates over 100 stores and generates a total yearly sales volume in excess of $3 billion. Data obtained from the Supermarket's point of sale information were used. The paper then developed a research model from the literature review and used structural equation modeling to analyze the data.

Findings

The findings show that overall dollars spent by loyal customers significantly impacted overall profitability.

Research limitations/implications

The data collected pertained to the supermarket's grocery department that is comprised of center store dry grocery products, frozen food products, and refrigerated dairy products. Perishable departments such as deli, seafood, meat, bakery, floral, general merchandise, health and beauty care, etc. were not researched in this study. Also, data obtained were from one individual supermarket chain.

Practical implications

Although private label products may represent increased profitability for retailers, consumers prefer a full assortment of merchandise; an over emphasis on private label brands may result in diminishing category performance.

Originality/value

The paper examines the performance of a supermarket retailer in the Northeast United States that operates over 100 stores and generates a total yearly sales volume in excess of $3 billion. The use of scanner data has value as it measures actual shopping behavior.

Details

Journal of Product & Brand Management, vol. 20 no. 1
Type: Research Article
ISSN: 1061-0421

Keywords

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Article
Publication date: 1 August 2008

Lori K. Molinari, Russell Abratt and Paul Dion

The aim of this article is to provide an understanding of how satisfaction, quality, and value affect repurchase and positive word‐of‐mouth in a business‐to‐business (B2B…

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11589

Abstract

Purpose

The aim of this article is to provide an understanding of how satisfaction, quality, and value affect repurchase and positive word‐of‐mouth in a business‐to‐business (B2B) setting. Most previous studies in this area apply to business‐to‐consumer (B2C) situations.

Design/methodology/approach

A survey of 382 users of freight services was undertaken in the USA. An exploratory pilot study was undertaken to gain a better understanding of these users and to test the research instrument. Structural equation modeling was used to test the constructs.

Findings

The results showing the best‐fit model identified a number of relationships that were unexpected. These are discussed in detail.

Practical implications

Managers have a model, survey instrument and methodology that service firms can use to establish what they are doing right or wrong to retain customers. Managers are also given guidelines on how to increase customer satisfaction in B2B services.

Originality/value

This paper deals with these constructs in a B2B service environment.

Details

Journal of Services Marketing, vol. 22 no. 5
Type: Research Article
ISSN: 0887-6045

Keywords

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Book part
Publication date: 4 August 2016

Ruth Walker and Liezl van Zyl

In this chapter we address the problematic nature of altruistic motivation, commonly required of surrogate mothers, live organ donors, clinical research participants and…

Abstract

In this chapter we address the problematic nature of altruistic motivation, commonly required of surrogate mothers, live organ donors, clinical research participants and health professionals. Altruism, understood as involving a desire to help others, often to a self-sacrificing degree, gives rise to various conceptual and ethical difficulties. We argue that encouraging the virtue of generosity is preferable to requiring altruistic motivation, because generosity is consistent with reciprocation as well as legitimate concern for self. A correct understanding of generosity also alleviates concerns about exploitation and commodification. Our focus in this chapter is on surrogacy, but our arguments apply to other domains as well.

Details

Contemporary Issues in Applied and Professional Ethics
Type: Book
ISBN: 978-1-78635-443-3

Keywords

Content available
Article
Publication date: 22 February 2013

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117

Abstract

Details

Journal of Product & Brand Management, vol. 22 no. 1
Type: Research Article
ISSN: 1061-0421

Content available
Article
Publication date: 12 June 2009

Jaqueline Pels

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735

Abstract

Details

Journal of Business & Industrial Marketing, vol. 24 no. 5/6
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 5 October 2012

Kamal Lochan Jena, Dillip K. Swain and K.C. Sahoo

The purpose of this paper is to investigate the scholarly communications in Journal of Financial Crime (JFC) during the last five years and to study the key dimensions of…

Abstract

Purpose

The purpose of this paper is to investigate the scholarly communications in Journal of Financial Crime (JFC) during the last five years and to study the key dimensions of its publication trends.

Design/methodology/approach

For the analysis of the study, five volumes containing 20 issues of Journal of Financial Crime during the years 2006 to 2010 have been taken up for evaluation. The authors employ necessary bibliometric measures to analyze different publication parameters.

Findings

It is found that the contribution of articles to each volume of JFC is very consistent and the journal has published around 30 articles per year. Single authored papers are found to be the highest, followed by two‐authored and then three‐authored papers. The degree of collaboration in JFC is found to be 0.246. In regards to ranking of country productivity, the UK topped the list followed by the USA, Canada and Australia. Journal of Financial Crime, which is the source journal, leads the table followed by Journal of Business Ethics, Crime Law and Social Change and Journal of Money Laundering Control.

Research limitations/implications

This paper focuses on the publication traits of Journal of Financial Crime over a five‐year period. Patterns of research output in 155 publications are analyzed. Further studies can include other journals in the field of economics.

Practical implications

Scholars can benefit from insights into the scholarly contributions of Journal of Financial Crime that has accommodated 220 authors from 41 different countries of the world.

Originality/value

The paper provides valuable insights into the nature of academic publishing of Journal of Financial Crime. It can help JFC readers to understand the most striking contributions, highly cited journals, the most prolific authors, country productivity, and assorted parameters.

Details

Journal of Financial Crime, vol. 19 no. 4
Type: Research Article
ISSN: 1359-0790

Keywords

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Article
Publication date: 7 August 2007

Katherine Tyler, Mark Patton, Marco Mongiello and Derek Meyer

The purpose of this article is to review the emerging literature of services business markets (SBMs) from 1974 to 2007 and analyse main themes that indicate the…

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3000

Abstract

Purpose

The purpose of this article is to review the emerging literature of services business markets (SBMs) from 1974 to 2007 and analyse main themes that indicate the development of the literature. It also aims to provide an introduction to the special issue on services business‐to‐business markets by examining the context.

Design/methodology/approach

The literature of SBMs from 1974 through 2007 was searched in relevant databases. The articles were analysed using Glaser's grounded theory. The constant comparison method was used with in vivo coding to reveal themes in the literature. These themes were then analysed contextually.

Findings

The literature revealed seven themes which followed a trajectory from implicit to explicit consideration of SBMs, as well as to multi‐ and cross‐disciplinary focus with integration of variables from consumer services marketing. The landscape for SBMs has become blurred due to deregulation, globalisation and information technology, particularly the internet and e‐commerce. The complexity and diversity of the literature reflects this new, blurred reality.

Research limitations/implications

This research is limited to indicative literature about SBMs as an introduction to the special issue on services business‐to‐business markets. The literature would benefit from a full critical review and research agenda.

Practical implications

The integration of theories coupled with the focus on specific service sectors and contexts, provide useful, applicable and transferable concepts which may be helpful to managers who are working in new contexts.

Originality/value

This article surveys the emergence of the literature on SBMs and defines its trajectory, themes and characteristics. It provides a useful background for academics and practitioners who would find a guide to the fissiparous literature on SBMs useful.

Details

Journal of Services Marketing, vol. 21 no. 5
Type: Research Article
ISSN: 0887-6045

Keywords

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Article
Publication date: 1 August 1995

Cary L. Cooper and Sue Lewis

Reviews some of the issues that prevent men and women workingtogether effectively in organizations. Explores the impact of genderstereotypes and the perception of women as…

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2632

Abstract

Reviews some of the issues that prevent men and women working together effectively in organizations. Explores the impact of gender stereotypes and the perception of women as the “weaker sex”. In addition, attempts to highlight organizational strategies that would ensure the successful working practice of men and women in organizations.

Details

Leadership & Organization Development Journal, vol. 16 no. 5
Type: Research Article
ISSN: 0143-7739

Keywords

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