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1 – 10 of over 8000This study re-evaluates the criteria in the choice of exchange partners from the buyer’s and seller’s perspective within the context of inclusive tour production and reveals…
Abstract
This study re-evaluates the criteria in the choice of exchange partners from the buyer’s and seller’s perspective within the context of inclusive tour production and reveals priorities to such criteria among the business actors, providing theoretical frameworks for a wider understanding of the criteria within a tourism context. The study is based on a study of cooperative relationships between European tour operators and Norwegian sub-suppliers. It deploys a qualitative research approach (personal interviews) inspired by grounded theory. The resultant data present critical three consideration embracing (1) market capacity (its ability to acquire customers), (2) purchase price and the attaching conditions and (3) confidence/reliability as criteria of selecting the exchange partners. Lastly nine future agendas are suggested in a bid to theory development.
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Strategic Alliances (SAs) have become widely used by global businesses for pursuing strategic goals.1 Because of the special nuances that can make these kinds of joint ventures…
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Strategic Alliances (SAs) have become widely used by global businesses for pursuing strategic goals.1 Because of the special nuances that can make these kinds of joint ventures (JVs) effective means for achieving challenging strategic goals, they are generally more difficult to establish and manage. Some of the larger, more successful users of SAs recognize the special nature of these relationships and some such as Cisco and Pfizer have even created high-level divisions or departments in their organization explicitly focused on planning, pursuing, and managing outside strategic partnerships. These units not only monitor the alliances (in some cases, dozens at a time) but also develop tools and insights that will allow the organization to engage in SA more successfully.
Katarzyna Czernek-Marszałek, Patrycja Klimas, Patrycja Juszczyk and Dagmara Wójcik
Social relationships play an important role in organizational entrepreneurship. They are crucial to entrepreneurs’ decisions because, despite the bleeding-edge technological…
Abstract
Social relationships play an important role in organizational entrepreneurship. They are crucial to entrepreneurs’ decisions because, despite the bleeding-edge technological advancements observed nowadays, entrepreneurs as human beings will always strive to be social. During the COVID-19 pandemic many companies moved activities into the virtual world and as a result offline Social relationships became rarer, but as it turns out, even more valuable, likewise, the inter-organizational cooperation enabling many companies to survive.
This chapter aims to develop knowledge about entrepreneurs’ SR and their links with inter-organizational cooperation. The results of an integrative systematic literature review show that the concept of Social relationships, although often investigated, lacks a clear definition, conceptualization, and operationalization. This chapter revealed a great diversity of definitions for Social relationships, including different scopes of meaning and levels of analysis. The authors identify 10 building blocks and nine sources of entrepreneurs’ Social relationships. The authors offer an original typology of Social relationships using 12 criteria. Interestingly, with regard to building blocks, besides those frequently considered such as trust, reciprocity and commitment, the authors also point to others more rarely and narrowly discussed, such as gratitude, satisfaction and affection. Similarly, the authors discuss the varied scope of sources, including workplace, family/friendship, past relationships, and ethnic or religious bonds. The findings of this study point to a variety of links between Social relationships and inter-organizational cooperation, including their positive and negative influences on one another. These links appear to be extremely dynamic, bi-directional and highly complex.
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Paul Matthyssens and Wouter Faes
Channel management deals with the establishment of an efficient and effective distribution channel. It implies the stepwise development of channel leadership and channel…
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Channel management deals with the establishment of an efficient and effective distribution channel. It implies the stepwise development of channel leadership and channel relations. International channel management and the establishment of cross-border relations between exporting suppliers and their foreign subsidiaries and intermediaries are key in international marketing performance (Madsen, 1989; Cavusgil & Zou, 1994; Solberg & Nes, 2002). Li (2003) proves that an export channel is a very complicated phenomenon and a number of factors, both contextual and historical, affect simultaneously the exchange modes and their operation.
Inka Hedman and Thao Phuong (Le) Orrensalo
The chapter focuses on brand image and its role in business relationship initiation. The chapter takes the perspective of personal brands, CEO branding in particular, and…
Abstract
The chapter focuses on brand image and its role in business relationship initiation. The chapter takes the perspective of personal brands, CEO branding in particular, and discusses how brand image of the CEO affects the establishment of new relationships. The corporate brand image provides a first insight into, for instance, perceived quality, while the CEO brand is a strategic combination of the CEO image and CEO reputation. An empirical case study exemplifies and illustrates how the corporate brand and the CEO brand interlink. The reader learns that a strong CEO brand may outperform the corporate brand in the initial stage of establishing new business relationships. Trust and commitment are highlighted through the case, inducing that business relationship performance is dependent on personal interaction and network bonds between the actors. The personal brand of the CEO is an important element in branding strategies and a strategic tool for organizations active in the B2B domain. This relates specially to partner selection and the stage of initiating business relationships. Furthermore, both rational and emotional factors are considered when business partners evaluate each other, in search for information and cues as regards the history of the partner. Eventually, trust is created between the partners, and the relationship is initiated.
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Douglas A. Schuler, Reginald Young, Asiya K. Kazi and Jeffrey de Groot
This chapter explores Food for Change, a social entrepreneurial program created by the Houston Food Bank. Food for Change explicitly considers the interlinkages of social problems…
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This chapter explores Food for Change, a social entrepreneurial program created by the Houston Food Bank. Food for Change explicitly considers the interlinkages of social problems within an individual. Food for Change collaborates with educational and training organizations and healthcare providers to use supplemental food resources to address clients' needs antecedent to food insecurity. We propose a model to conceptualize how food insecurity is influenced by multiple levels of social determinants. We then describe the Food for Change program and offer lessons about the holistic nature of clients, the productivity and challenges of interorganizational collaborations to address the roots of social problems, and the forethought and courage of organizational leadership to try to create self-sufficient clients who might become liberated from their services.
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Scholars have been conducting serious research on the human, organizational, and cultural aspects of mergers and acquisitions (M&A) for 30 years. Yet, over this period, there have…
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Scholars have been conducting serious research on the human, organizational, and cultural aspects of mergers and acquisitions (M&A) for 30 years. Yet, over this period, there have only been modest improvements in the M&A success rate. In this chapter, the author examines corporate combinations, describes how human factors contribute to their failure or success, and identifies key research questions whose answers can help to improve the M&A success rate in both financial and human terms. The author proposes research questions for the key phases of a deal, including buying a company and putting companies together. And, reflecting an emerging trend among some frequent acquirers to build an internal competence in M&A execution, the author also proposes research questions for how to accelerate the process of learning from past combinations to better manage future ones.
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Indu Ramachandran, Kim Clark, Derrick McIver and Stewart R. Miller
The present study develops an international joint venture (IJV) partner selection framework to explain the choice between state-owned or privately owned local partners in the…
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The present study develops an international joint venture (IJV) partner selection framework to explain the choice between state-owned or privately owned local partners in the context of emerging economies. We suggest that once an IJV is selected as the mode of entry, a multinational enterprise's strategic motivations – that is, efficiency seeking, market seeking and knowledge seeking – will influence its choice of IJV partner type: state-owned enterprise or privately owned firm. We argue that liability of foreignness and rule of law moderate the multinational enterprise's selection of IJV partner type.