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Article
Publication date: 1 February 2003

Santiago González‐Hernando, Víctor Iglesias Argüelles and Juan A. Trespalacios Gutiérrez

Inter‐firm channel relationships have recently attracted great interest in academic research. This paper attempts to make a study of the governance mechanisms in…

1851

Abstract

Inter‐firm channel relationships have recently attracted great interest in academic research. This paper attempts to make a study of the governance mechanisms in manufacturer‐distributor relationships and the role played by the relationalism perceived by channel members. In particular, the aim is to account for why exclusive dealing and exclusive territories agreements frequently appear in association. Two theories are compared regarding this question. In one of the theories relationalism plays a mediating role between both vertical restraints, whereas according to the other theory the relation between the two is independent of the degree of relationalism. A sample of 96 Spanish manufacturers was used to test the hypotheses proposed, obtaining empirical support for both theories.

Details

Journal of Business & Industrial Marketing, vol. 18 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 3 January 2019

Ilgım Dara Benoit, Thomas Brashear Alejandro, Jeffrey Foreman, Christian Chelariu and Shawn Bergman

This paper aims to examine the role of social norms of justice and relationalism in salesperson–sales manager relationships, and their role in developing salesforce…

Abstract

Purpose

This paper aims to examine the role of social norms of justice and relationalism in salesperson–sales manager relationships, and their role in developing salesforce commitment and turnover.

Design/methodology/approach

This study uses structural equation modeling to analyze survey data from 402 business-to-business salespeople.

Findings

As discrete foundational norms, distributive, procedural and interactional (interpersonal, informational) justice develop higher-order norms of relationalism, which then reflect on increased commitment and reduced turnover intention of the salesforce. Among the justice norms, interpersonal justice has the strongest impact on relationalism.

Research limitations/implications

The paper shows how each justice norm has a distinct impact in shaping relational norms, and that interpersonal justice has the highest impact. In addition, with enhanced relationalism salespeople become more committed and have lower turnover intentions. Future research could use a longitudinal study, present manager’s side in the model and measure and compare the impact of supervisor- versus organization-focused justice.

Practical implications

To enhance relationalism, and thus in turn increase commitment and decrease turnover intention of salesforce, sales managers should pay attention to the salespeople’s perceptions of justice norms (distributive, procedural, informational and interpersonal justice), especially interpersonal justice, as it has the highest impact on relationalism. The specific ways to enhance justice perceptions are discussed.

Originality/value

This paper is the first to show how each justice norm is unique in its importance to shape the relationship between sales manager and salespeople in a way that increases the quality of relational norms, governing the relational process into a highly committed one. It also shows that among the four justice norms, interactional justice has the highest impact on relationalism. In addition, this is the first study to show that relationalism decreases turnover intention of salespeople.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 5 April 2011

Audhesh K. Paswan, Charles Blankson and Francisco Guzman

The purpose of this paper is to examine the relationship between marketing strategy types – aggressive marketing, price leadership and product specialization strategies …

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Abstract

Purpose

The purpose of this paper is to examine the relationship between marketing strategy types – aggressive marketing, price leadership and product specialization strategies – and the extent of relationalism in marketing channels.

Design/methodology/approach

Data were collected using a self‐administered survey from managers responsible for marketing and channels management in US pharmaceutical firms. The responses to the questions capturing focal constructs were measured using a five‐point Likert type scale. Data were analyzed using Principal Component Analysis and Structural Equation Modeling procedures.

Findings

Aggressive marketing strategy and price leadership strategy are positively associated with the level of relationalism in marketing channels. In contrast, product specialization (focus) strategy is negatively associated with the level of relationalism in marketing channels.

Originality/value

The relationship between marketing strategy and the emergent relationalism among marketing channel intermediaries is critical for the firm's ability to meet objectives. This relationship has not been investigated so far and, from a managerial perspective, managing marketing channels is critical for successful implementation of marketing strategies.

Details

European Journal of Marketing, vol. 45 no. 3
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 December 2001

Angela Hausman

Develops a summary construct, relationship strength, composed of interfirm trust, relationship commitment, and relationalism and supports the role of relationship strength…

3796

Abstract

Develops a summary construct, relationship strength, composed of interfirm trust, relationship commitment, and relationalism and supports the role of relationship strength in achieving positive relational outcomes, like relationship satisfaction and performance. The survey sample comes from a national population of hospital material managers who make decisions regarding purchases from a small group of large medical/surgical supply firms. Structural models support improved fit provided by relationship strength over a model containing the individual constructs comprising relationship strength. Managerial and academic implications of relationship strength include improved strategic planning and actionable information on improving relational outcomes.

Details

Journal of Business & Industrial Marketing, vol. 16 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 December 1999

Audhesh K. Paswan and Joyce A. Young

Empirically examines the validity of three of Macneil’s relational norms within the context of Indian buyer‐seller relationships. Finds initial evidence to suggest that…

830

Abstract

Empirically examines the validity of three of Macneil’s relational norms within the context of Indian buyer‐seller relationships. Finds initial evidence to suggest that the underlying structure of relationalism between buyers and sellers in India possesses both an immediate and a long‐term perspective, tangible and intangible monitoring, and general versus specific performance expectations. Indicates that both the current degree of trust and long‐term relational perspective are positively associated with more strategic and marketing‐related support mechanisms offered to channel members. Conversely, only long‐term orientation and tangible monitoring concerns manifest themselves through tactical support to channel members. The remaining three sub‐dimensions which are more related to performance aspects of relational norms are not directly associated with channel member support.

Details

Journal of Business & Industrial Marketing, vol. 14 no. 5/6
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 13 March 2017

Gabrielle Durepos and Albert J. Mills

This paper develops and provides insights on how researchers can use ANTi-History with a focus on one of its constitutive facets, relationalism. The purpose of this paper…

Abstract

Purpose

This paper develops and provides insights on how researchers can use ANTi-History with a focus on one of its constitutive facets, relationalism. The purpose of this paper is to, first, develop a central facet of ANTi-History called relationalism and to outline how researchers interested in doing organizational history can use ANTi-History insights to undertake relational histories.

Design/methodology/approach

The authors propose four phases of the historic turn literature and situate ANTi-History and relationalism as an outcome of the fourth phase. The facet of relationalism is then explained and explored through five types of relations that the authors suggest act as sites of oscillation, where the past becomes (an immutable) history.

Findings

A central implication of the paper involves disrupting conceptualizations of the past and history as fixed. Instead, history is explained as a relational outcome of its constitutive social and political relationships.

Originality/value

The paper theoretically develops ANTi-History and relationalism while providing practical implications and tools for researchers to use it. Researchers are introduced to the notion of the site of oscillation. They are encouraged to focus their attention on five sites of oscillation: past-history, actor-network, human-nonhuman, researcher-traces of the past, and historical inscription-reading formation. These sites of oscillation are places where politics is at play and history is shaped or transformed.

Details

Qualitative Research in Organizations and Management: An International Journal, vol. 12 no. 1
Type: Research Article
ISSN: 1746-5648

Keywords

Article
Publication date: 4 August 2021

Jin Li, Linlin Chai, Chanchai Tangpong, Michelle Hong and Rodney D. Traub

This study aims to examine empirically the existence of four classical and four emerging buyer–supplier relationship (BSR) types and how they differ in terms of behavioral…

Abstract

Purpose

This study aims to examine empirically the existence of four classical and four emerging buyer–supplier relationship (BSR) types and how they differ in terms of behavioral dynamics and performance measures.

Design/methodology/approach

This study uses an online survey to collect data from 371 purchasing managers in the USA.

Findings

A cluster analysis statistically supports the existence of five of these eight BSR types, including strategic/bilateral partnership, market/discrete, supplier-led collaboration, captive supplier/buyer dominant and captive buyer/supplier dominant BSRs. Further, ANOVA tests show that these five BSRs differ in terms of behavioral outcomes and performance measures.

Research limitations/implications

This study is based on a cross-sectional survey so it cannot examine how these BSR types may evolve over time, and it is not suitable to examine some rare types of BSRs. In addition, this study does not consider contextual factors that may moderate the influence of BSR types on the behavioral dynamics and performance measures.

Practical implications

Managers should consider the potential to be able to develop and enhance a strategic/bilateral relationship with their supply chain partners, which in at least some circumstances can lead to superior performance results. Similar observations can be made with respect to supplier-led and, to a lesser degree, buyer-led collaboration.

Originality/value

Most existing research of the BSR types is largely a product of theoretical classifications, and there is also a lack of research of their performance implications. This study fills these gaps in the literature.

Details

Journal of Business & Industrial Marketing, vol. 37 no. 4
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 December 1999

Terence L. Holmes and Rajesh Srivastava

Though the popular business press and many EDI industry practitioners have repeatedly heralded the explosive growth of EDI, the diffusion of this technology has never…

1120

Abstract

Though the popular business press and many EDI industry practitioners have repeatedly heralded the explosive growth of EDI, the diffusion of this technology has never reached predicted levels. Seeks to fill this gap in the EDI literature by investigating how two variables (relational norms and readiness to do EDI) affect the EDI initiating firm’s implementation strategy and how these variables and strategy affect EDI performance. Develops testable hypotheses. Indicates the measures constructed to test the hypotheses empirically in a sample survey of EDI‐knowledgeable informants. Shows that when greater relationalism is present between the firms more collaborative (i.e. supportive) implementation strategies are used. Suggests that collaborative strategies and readiness to do EDI lead to better outcomes. Discusses the managerial implications of these findings and future research opportunities.

Details

Journal of Business & Industrial Marketing, vol. 14 no. 5/6
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 March 2001

Tsz‐kit Cheng, Domenic Sculli and Fiona Shui‐fun Chan

Questions the universality of theories of management and organizational behaviour on the ground that they have not adequately addressed the factor of culture…

3799

Abstract

Questions the universality of theories of management and organizational behaviour on the ground that they have not adequately addressed the factor of culture. Traditionally, these theories consider political, regulatory, social, economic, and technological forces on behaviour, without taking into account the cultural context within which such forces operate. Neglecting the culture factor may be traced to an ideological bias that there is regularity or invariance in human behaviour regardless of cultural variation. Another issue concerns the ideology of methodological individualism. The inadequacy of existing literature and research directions is reviewed first. In conclusion, it is suggested that the traditional research paradigm, which relies on the methodological individualism, employed in decades of management and psychological research should be balanced by a more holistic approach, such as methodological relationalism, which recognizes the individual’s embeddedness in the social network.

Details

Journal of Managerial Psychology, vol. 16 no. 2
Type: Research Article
ISSN: 0268-3946

Keywords

Article
Publication date: 2 March 2015

Chanchai Tangpong, Michael D. Michalisin, Rodney D Traub and Arlyn J. Melcher

The purpose of this study is to review the existing typologies of buyer-supplier relationships (BSRs) in the literature, to critically assess their dimensions and…

13823

Abstract

Purpose

The purpose of this study is to review the existing typologies of buyer-supplier relationships (BSRs) in the literature, to critically assess their dimensions and underlying assumptions, and to propose a more complete BSR typology and future directions for BSR typology research.

Design/methodology/approach

This study takes a conceptual approach in highlighting the limitations of existing BSR typologies and synthesizing their key typology-defining variables when proposing an alternative BSR typology.

Findings

The proposed BSR typology is based on alternative behavioral assumptions: bounded rationality and choice-determinism, and uses relationalism, supplier dependence and buyer dependence as the typology-defining variables. This BSR typology captures four prominent BSR types in the extant literature (i.e. market/discrete relationship, captive-buyer/supplier-dominant relationship, captive-supplier/buyer-dominant relationship and strategic/bilateral partnership) and four new BSR types developed in this study (i.e. supplier-led collaboration, buyer-led collaboration, competitive/win–lose partnership, and free will/voluntary collaboration).

Research limitations/implications

The performance implications of the new BSR types have yet to be empirically tested; however, empirical approaches for future research are discussed.

Originality/value

As BSR typology research has been conducted over the years, a thorough review and systematic assessment of the extant research in terms of fundamental assumptions, typology-defining variables, overall progress and limitations becomes an important reflective task in guiding future research efforts toward the collective advancement in this line of inquiry. Departing from the existing literature, this study also uses more realistic BSR assumptions and a more complete set of typology-defining variables in developing an alternative BSR typology, arguably more complete and more theoretically sound than the previous BSR typologies in the literature.

Details

Journal of Business & Industrial Marketing, vol. 30 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

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