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Article
Publication date: 29 May 2020

Phillip McGowan

The purpose of this study is to investigate the efficacy and impact of effectual logic used by owner-managers of established micro firms when making buying decisions.

Abstract

Purpose

The purpose of this study is to investigate the efficacy and impact of effectual logic used by owner-managers of established micro firms when making buying decisions.

Design/methodology/approach

Semi-structured interviews were conducted with 13 owner-managers of micro firms, concerning their decision-making processes when selecting suppliers. Interviews were transcribed verbatim, then analysed thematically.

Findings

This study contributes to the literature in respect of effectuation by considering its use by a micro firm owner-manager to develop relationships with trusted suppliers. The findings suggest effectuation positively promotes flexibility and reduces loss potential, thus positively affecting the price that the owner-manager is willing to pay. Furthermore, it also appears to necessitate effectual selling, with an ongoing iterative process, in which effectual selling leads to effectual buying. In contrast to extant literature, this study suggests that application of effectual logic to buying and selling decisions, by a micro firm owner-manager can create, rather than reduce, uncertainty.

Research limitations/implications

This study is based on single interviews with a sample of owner-managers of micro firms that operate within the same industry and within a single country. The subjective nature of qualitative research, homogeneity and size of sample may prevent generalisation of the findings.

Practical implications

Effectual buying and selling appears to provide a micro firm with the ability to engage with flexible suppliers so as to offer a heterogeneous array of products and services to its customers, thus promoting sales success. Yet, the lack of homogeneity of customer needs and need for supplier flexibility may lead to overall costs being greater than those that could be achieved if the micro firm specialised in a smaller range of products and services and developed internal resources to meet the needs of its customers.

Originality/value

In contrast to extant literature that states that effectuation is a way to reduce uncertainty to a level at which a decision can be made, this study suggests that continual use of effectual logic by owner-managers of micro firms when making buying and selling decisions can instead create more uncertainty in the longer term.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 20 November 2020

Phillip McGowan, Chris Simms, David Pickernell and Konstantios Zisakis

The purpose of this paper is to consider the impact of effectuation when used by small suppliers within key account management (KAM) relationships.

Abstract

Purpose

The purpose of this paper is to consider the impact of effectuation when used by small suppliers within key account management (KAM) relationships.

Design/methodology/approach

An exploratory longitudinal case study approach was used to examine a single small supplier operating in the snack foods sector of the UK foods industry, as it entered into a new KAM relationship with a major retailer and undertook four new product development projects.

Findings

Findings suggest effectuation may positively moderate the ability of a small supplier to enter into a KAM relationship by enabling it to obtain resources and limit risk. However, once within the relationship, the use of effectuation may negatively impact success by increasing the potential for failure to co-create new product development, leading to sub-optimal products, impacting buyer confidence and trust. Furthermore, a failed KAM relationship may impact other customers through attempts to recover revenues by selling these products, which may promote short-term success but, in the long-term, lead to cascading sales failure.

Research limitations/implications

It cannot be claimed that the findings of just one case study represent all small suppliers or KAM relationships. Furthermore, the case presented specifically concerns buyer-supplier relationships within the food sector.

Practical implications

This study appears to suggest caution be exercised when applying effectuation to enter into a KAM relationship, as reliance on effectual means to garner required resources may lead to the production of sub-optimal products, which are rejected by the customer. Additionally, a large customer considering entering into a KAM relationship with a small supplier should take care to ensure their chosen partner has all resources needed to successfully deliver as required or be prepared to provide sufficient support to avoid the production of sub-optimal products.

Originality/value

Findings suggest the use of effectuation within a KAM relationship has the potential to develop a dark side within business-to-business buyer-supplier relationships through unintentional breaches of trust by the selling party.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 24 October 2018

Phillip McGowan

The purpose of this paper is to consider the effect of effectuation logic on the buying intentions of small firm owner-managers.

Abstract

Purpose

The purpose of this paper is to consider the effect of effectuation logic on the buying intentions of small firm owner-managers.

Design/methodology/approach

Literature relating to organisational buying, marketing and personal selling and entrepreneurial decision making was synthesised.

Findings

This paper presents a conceptual model based on propositions relating to how effectuation logic may explain the predilection of small firm owner-managers to select trusted suppliers from within personal and business networks, and to engage on flexible terms. It suggests that supplier relationship decisions made using effectuation logic may enable wider choice of suppliers than the formal processes of large firms.

Research limitations/implications

The findings were developed from a narrative review of literature and are yet to be empirically tested.

Originality/value

By synthesising research findings on small firm buyer behaviour, the IMP interaction approach and effectuation, it has been possible to develop a predictive model representing buyer–seller relationships in the context of small firms which suggests that owner-managers select suppliers in line with the principles of effectuation means and effectuation affordable loss.

Details

IMP Journal, vol. 12 no. 3
Type: Research Article
ISSN: 2059-1403

Keywords

Book part
Publication date: 26 March 2020

Dean Bowman

This chapter seeks to reassess the film GoldenEye (Campbell, 1995), and its highly successful (Impellizeri, 2010) videogame adaptation GoldenEye 007 (Rare, 1997), in light…

Abstract

This chapter seeks to reassess the film GoldenEye (Campbell, 1995), and its highly successful (Impellizeri, 2010) videogame adaptation GoldenEye 007 (Rare, 1997), in light of the concept of the Hegemony of Play (Fron, Fullerton, Morie, & Pearce, 2007), which seeks to critique the dominance of the hypermasculine ‘gamer’ identity in videogame culture (a persona GoldenEye anticipates in its problematic character Boris Grishenko).

Since the gamer is bound up in the very technological materiality of videogames as a medium and an industry (Dyer-Witheford & de Peuter, 2009), central to this discussion is the significant yet highly ambivalent role technology continues to play in the Bond films, both extending and threatening (Leach, 2015; Nitins, 2010) Bond’s natural male skill and intuition (McGowan, 2010). Indeed, GoldenEye is a particularly salient study since many suggest Brosnan to be the most technologically adept (or dependent) of the Bonds (Rositzka, 2015; Willis, 2003), and I will argue that the film and game together explore just what happens when Bond’s implacable force meets the immutable technological object, providing a fascinating lens through which to read the larger technocultural shifts embodied in the transition to the immaterial economies of cognitive capitalism (Hardt & Negri, 2001) and their potential to disrupt traditional, patriarchal gender configurations (Haraway, 1991; Hayles, 2005; Plant, 1998; Wajcman, 2004).

Core to this is a critical reading of the game’s popular multiplayer mode, where exploration of whether technology can be understood to potentially level the gender playing field (Jones, 2015) or whether the fact that such technology is always already encoded as masculine (Chess, 2017) ultimately undercuts this ambition.

Details

From Blofeld to Moneypenny: Gender in James Bond
Type: Book
ISBN: 978-1-83867-163-1

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Article
Publication date: 14 October 2006

Wayen S. McGowan

This paper is derived from a larger study that explored how the rationality of freedom became inscribed in educational practices that shaped and reshaped limits that…

Abstract

This paper is derived from a larger study that explored how the rationality of freedom became inscribed in educational practices that shaped and reshaped limits that constitute the responsible parent. Here, I draw on part of the study to diagnose how romantic discourse on childhood, which rewrote religious and secular discourse in the eighteenth century, was refashioned in the nineteenth century to rewrite the responsible parent. In this historical inquiry, I follow Foucault’s lead and analyse thoughts of freedom not as a value that we cannot live without or an illusion that hides the truth of our oppression but as a political tool for producing the ‘other’ as a means of inciting the autonomous parent to recognise the self as an ethical subject responsible for educating the child. What this exposes is how the writing and rewriting of the responsible parent in terms of educating the child within liberal government is reliant on fabricating ‘otherness’ as a threat to freedom.

Details

History of Education Review, vol. 35 no. 2
Type: Research Article
ISSN: 0819-8691

Keywords

Article
Publication date: 4 September 2019

Hakan Göçerler, Bernhard Pfeil, Friedrich Franek, Christoph Bauer, Eugenia Niculescu-Morzsa and Stefan Nehrer

The paper aims to focus on the individual contribution of water to the lubrication regimes in articular joints because understanding of these regimes is crucial not only…

Abstract

Purpose

The paper aims to focus on the individual contribution of water to the lubrication regimes in articular joints because understanding of these regimes is crucial not only for the treatment of diseases like osteoarthritis but also for the development of new implants to have a longer service cycle.

Design/methodology/approach

Cartilage specimen and the synovial fluid were both isolated from bovine knee joints that are enclosed by a synovial membrane under sterile conditions of a biosafety Level 2 (BSL2) cabinet. Subchondral bone was removed from the cartilage because it not only creates a stable base to place the specimen on the holder, but it also acts as a primary shock absorber protecting the overlaying cartilage under high-impact loads. A specimen holder specially designed for tests and was attached to the linear oscillation (SRV) test machine. The SRV test machine provides a reciprocating sliding motion between the cartilage samples that are submerged into the selected biological media. The entire system can be mounted on the BSL2 cabinet, sealed with the convoluted gaiter and transported to the SRV machine with a specifically designed handle for the entire system. The process ensures sterile conditions for tests on biological samples that are highly sensitive to the environmental conditions.

Findings

A remarkably low coefficient of friction value for distilled water constitutes more evidence to support the assumption of the impact of water in the friction behaviour of the cartilage-against-cartilage contact. As the fluid in articular cartilage (AC) effectively serves as a synovial fluid reserve and 70-80 per cent of its composition is distilled water, it can be stated that the tribotest system mimics the natural working conditions of an actual knee joint adequately.

Research limitations/implications

Time and limited availability of the animal-driven samples led to a focus on certain parameters mentioned in the approach. A planned scan of parameter matrix, such as variation of load and speed, would allow deeper knowledge on the lubrication regimes.

Practical implications

Study of relevant tribological contact in human joints might give ideas on new designs for artificial joints.

Social implications

Understanding of lubrication regimes is crucial not only for the treatment of diseases like osteoarthritis but also for the development of new implants to adapt motion of related joint.

Originality/value

Exclusion of water and application as the primary lubricant in the test system brings a new perspective to joint lubrication.

Details

Industrial Lubrication and Tribology, vol. 72 no. 1
Type: Research Article
ISSN: 0036-8792

Keywords

Book part
Publication date: 4 November 2021

Jayne Price

This chapter draws on data from young men1 interviewed on two occasions; first as ‘children’ aged 17 years within juvenile Young Offenders’ Institutions (YOIs); and then…

Abstract

This chapter draws on data from young men1 interviewed on two occasions; first as ‘children’ aged 17 years within juvenile Young Offenders’ Institutions (YOIs); and then again as ‘adults’ aged 18 years within young adult/adult prisons about their experiences of transitions. Ethical reviews typically reflect age-determined constructions of child/adult status and those aged under 18 years are deemed to be more ‘vulnerable’, thus attracting more scrutiny from research ethics committees (Economic and Social Research Council [ESRC], 2020). This concern heightens the methodological difficulties of prison research, as incarceration renders children ‘doubly vulnerable’ (Jacobson & Talbot, 2017). Such institutions may be obstructive and access must be obtained from a series of gatekeepers. Negotiating the balance between participants’ rights and their best interests (Heptinstall, 2000; Thomas & O’Kane, 1998), along with gatekeepers’ priorities can be challenging. This chapter outlines how tricky ethical tensions were balanced with participants’ best interests in line with the United Nations Convention on the Rights of the Child (CRC) (United Nations, 1989). Despite the difficulties encountered, the researcher (J.P.) took the view that there would be ‘ethical implication[s] of NOT conducting the research’ (Girling, 2017, p. 38). The chapter offers recommendations for how researchers might conduct ethically sensitive research with similar cohorts of young people.

Details

Ethics and Integrity in Research with Children and Young People
Type: Book
ISBN: 978-1-80043-401-1

Keywords

Book part
Publication date: 17 August 2016

Christine Riordan and Paul Osterman

This paper explores organizational restructuring in corporate law firms. We review recent changes in law firms’ business models and structures, specifically as they relate…

Abstract

This paper explores organizational restructuring in corporate law firms. We review recent changes in law firms’ business models and structures, specifically as they relate to the externalization of work – or the unbundling of work and its placement with outside entities, which redefines the division of labor and the nature of the employment relationship. We draw from the extensive scholarship on the legal profession to raise empirical and theoretical implications of market-driven change to the careers of lawyers as well as the shifting patterns of stratification within corporate firms and the profession at large.

Details

The Structuring of Work in Organizations
Type: Book
ISBN: 978-1-78635-436-5

Keywords

Book part
Publication date: 30 October 2009

Barbara J. Stites

Changes in the format of library materials, increased amounts of information, and the speed at which information is being produced have created an unrelenting need for…

Abstract

Changes in the format of library materials, increased amounts of information, and the speed at which information is being produced have created an unrelenting need for training for library staff members. Additionally, library employees are retiring in greater numbers and their accompanying expertise is being lost. The purpose of this study was to document evaluation practices currently used in library training and continuing education programs for library employees, including metrics used in calculating return-on-investment (ROI). This research project asked 272 library training professionals to identify how they evaluate training, what kind of training evaluation practices are in place, how they select programs to evaluate for ROI, and what criteria are important in determining an effective method for calculating ROI.

Details

Advances in Library Administration and Organization
Type: Book
ISBN: 978-1-84950-580-2

Article
Publication date: 1 January 2003

CLAIRE G. GILMORE and GINETTE M. McMANUS

This paper examines bilateral and multilateral cointegration properties of the German stock market and the three most credible Central European candidates for membership…

Abstract

This paper examines bilateral and multilateral cointegration properties of the German stock market and the three most credible Central European candidates for membership in the European Union. The cointegration tests cover the time period of July 5, 1995, to March 27, 2002. The DAX is used to represent the German equity market and the IFCI indices represent the Central European equity markets. Application of the Johansen (1988) cointegration procedure indicates that there is no long‐term relationship between the German market and the Central European markets, either individually or as a group. The Granger‐causality test does reveal some short‐term effects running from the German to the Polish market but no reverse causality. Overall, the results suggest that neither trade, financial liberalization, nor the introduction of the Euro has yet had sufficient impact to bring these markets into a long‐term relationship.

Details

Studies in Economics and Finance, vol. 21 no. 1
Type: Research Article
ISSN: 1086-7376

1 – 10 of 141