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This study aims to identify and analyze factors affecting the business-to-business (B2B) relationship between Sri Lankan telecommunication operators and vendors. The authors conduct a survey and develop models to explain relationship strength and satisfaction. The authors find that telecommunication operators and vendors value trust, commitment, adaptation and communication. Operator satisfaction varies by perception of product quality, service support, delivery performance, supplier know-how and value for money. The vendor’s relationship strength is impacted by trust and commitment; vendor satisfaction is affected by economic factors and referencing. The authors suggest formulating management strategies using these results to strengthen business relationships.

The authors develop two conceptual models to analyze the supplier and customer perspectives. This study’s drafted models were drawn from established models and were presented to experts in the industry, both telecommunication operators and vendors. Models were modified based on experts’ feedback, and hypotheses were developed from the conceptual models, developed separately for the two perspectives. Data collection was done via questionnaires; 150 questionnaires were sent via email to identified telecommunication operators and 100 questionnaires were sent via email to identified telecommunication vendors, with follow-up emails and telephone calls to improve response rates.

This study’s findings show that employees in the telecommunication industry recognize the importance of B2B relationships. Employees of both telecommunication operators and vendors agree that stronger relationships are advantageous. The correlation and regression analysis results identify factors that affect the B2B relationship. The following factors impact the strength of B2B relationships irrespective of view point: trust, commitment and satisfaction. The following factors were found to significantly affect the strength of B2B relationships between telecommunication operators and vendors from the operator perspective: adaptation and communication.

To enhance relationship strength, the management of operator organizations should take action to improve trust, commitment and satisfaction. Demonstrating honesty and integrity when dealing with vendors and exhibiting concern for the other party’s interests can help establish trust or enhance trust in existing relationships. Displaying commitment toward the vendor will also facilitate stronger relationships. Reasonable profits for both parties and sizeable business volume will also help satisfy vendors, increasing relationship strength. Positive referencing of the vendor in industrial and public forums will improve vendor satisfaction, enhancing relationship strength. Reputational capital can be built and maintained for both operators and vendors by keeping promises and defending the other party to outsiders. For managers of telecommunications operators and vendors in other emerging markets, this study’s results are important and can inform internal business practices to support trust, commitment and satisfaction.

This study contributes to the existing literature in two ways, a focus on the telecommunication industry and a previously unexplored emerging market, Sri Lanka. In addition, this study includes an analysis of the relationship from both the operator and vendor perspectives.

This study aims to examine how the role of peripheral knowledge changes along with the perspectives of vendor and client in inter-organizational IT outsourcing. To this end, this study tests the effects of the peripheral knowledge of vendors and clients on IT outsourcing performance under three different combinations of performance-assessing views from both parties.

To contrast the effects of the peripheral knowledge of vendors and clients based on their views, this study collects matching data on 107 projects from both parties. The survey method is adopted to measure the peripheral knowledge levels of vendors and clients and IT outsourcing success. The associations between peripheral knowledge and IT outsourcing performance are then assessed when the views match, cross and agree to a certain level.

The peripheral knowledge of vendors plays a more significant role than that of clients in most IT outsourcing cases. Moreover, the agreement between the peripheral knowledge of vendors and clients shows a moderating effect only when the performance is assessed by clients than by vendors.

This study contrasts the peripheral knowledge of vendors and clients by altering performance-assessing views in IT outsourcing. This study also rationalizes why the peripheral knowledge of vendors is more important than that of clients, as well as explains whose perspective is more significant when the performance is assessed.

The purpose of this paper is to study sustainability of the global business model of software outsourcing with perspective of Indian vendors.

In order to obtain results as per the stated purpose, the authors have done an extensive literature review search in the e‐journals databases: ABI/INFORM Complete, EBSCO Business Source Complete, Emerald Management Xtra and Science Direct. Over and above these databases and journals, NASSCOM reports, survey and some books were also referred for literature review. Finally 59 references listed at the end of the paper were used for the stated purpose.

The paper studies trends in software industry and outsourcing models, which Indian vendors are offering to their global clients. Each model is evaluated analytically for its advantages and shortcomings subsequently the paper concludes by stating the need for a sustainable global business model in software outsourcing from Indian perspective.

The paper studies business of software at a global level and subsequently narrows its focus on the models being provided by the Indian vendors. It identifies need for a sustainable model to be used by the Indian vendors; the limitation of the paper is it concludes with the need identification and is from an Indian vendor perspective. The needs identified can be further used as a basis for hypothesis formulation, questionnaire design, data survey and analysis so that blue print of the proposed model can finally emerge, also the study can be expanded to include global vendors.

The following paper analytically studies current trends in global business of software sourcing, and identifies pros and cons of the models adopted by Indian vendors. It identifies the need for a sustainable global business model for software outsourcing; in case the need is fulfilled it will definitely add value to India as a software sourcing destination and lead to more revenue generation which will eventually culminate into a large‐scale and long term economic and social impact. The study also has several research and public policy formulation implications.

The paper is completely original work of the authors where the value addition is clearly seen by studying the advantages and shortcomings of the existing models of software outsourcing adopted by Indian vendors and identifying the need for sustainability therein.

With the growth in outsourcing it is imperative to understand the vendor’s satisfaction with IT outsourcing relationships since contractual and relationship factors affect the ability of vendors and clients to work together over time. A recent study demonstrated that relational factors such as trust and information exchange dominated in their ability to explain client satisfaction when compared to contractual factors. The purpose of this paper is to further examine how the relational factors work together to lead to vendor satisfaction in an outsourcing relationship.

A survey was developed and pre-tested with vendors in India and client firms in the USA that used international IT vendors. Using data collected from 214 vendor firms in the Indian subcontinent the paper examines the main effect of two client focused variables, namely, competence-based trust and client dependence on vendor satisfaction; it also explores whether social control moderate the main effect relationships.

The findings indicate that client dependence and competence-based trust were significant direct predictors of vendor satisfaction. Social control or the ability to resolve conflicts positively moderated the effect client dependence on vendor satisfaction. But it did not impact the effect of competence-based trust on vendor satisfaction.

The authors identify three limitations: a dyadic analysis using both the client and the vendor perspective would have provided a richer understanding of the relationship; since the data were collected on a cross-sectional basis, it is hard to make predictive assessments; and a limited response rate.

These findings help us understand the factors that impact vendor satisfaction in an outsourcing relationship and this is one of the keys to maintaining a long-term relationship between transacting parties.

Previous studies have explored the relational aspects of a vendor-client interaction from the client’s point of view and, here, the authors take the vendor’s perspective, which is increasingly important due to the increasing complexity of work outsourced. Besides exploring the direct effect competence-based trust and client dependence on vendor satisfaction, the authors also analyze the role of social control as a moderator.

The purpose of this paper is to build on both the theoretical work concerning the co-creation of experiences, and the need for micro-businesses to adopt a consumer-friendly orientation. The researchers examined the compatibility of vendors’ views of their visitors’ perspectives and the visitors’ own assessments of two Hong Kong night markets. Using a large sample survey with over 1,900 tourists and 120 vendors, and examining the data through mean difference testing and factor analysis, the comparability of the views was examined. Key findings were that vendors consistently overestimated the positivity of the visitors’ views. Value for money, trustworthiness of the vendors and product variety were items indicating strong differences where vendors assumed visitors perceived night markets more favorably than did the visitors themselves. The work challenges some assumptions of service design logic and speculates that the durability of night markets is at risk without better vendor understanding of the visitors’ perspectives.

The study builds on both the theoretical work concerning the co-creation of experiences, and the need for micro-businesses to adopt a consumer-friendly orientation. The researchers examined the compatibility of vendors’ views of their visitors’ perspectives and the visitors’ own assessments of two Hong Kong night markets. Using a large sample survey with over 1,900 tourists and 120 vendors and examining the data through mean difference testing and factor analysis, the comparability of the views was examined.

Key findings were that vendors consistently overestimated the positivity of the visitors’ views. Value for money, trustworthiness of the vendors and product variety were items indicating strong differences where vendors assumed visitors perceived night markets more favorably than did the visitors themselves. The work challenges some assumptions of service design logic and speculates that the durability of night markets is at risk without better vendor understanding of the visitors’ perspectives.

For the present work, it would be desirable to ascertain that the figures reported apply to other night markets in Hong Kong and China. Further, the generalizability of the results for different market types, those that offer food or cater to specific interests needs examination. The possibility exists that the general night market will fold as specific tailored options, such as craft, art, flower and homewares themed spaces replace the basic all-purpose format.

The implications from this work are that vendors may have to form new group alliances to understand and then deliver the overall atmosphere, quality of goods and service interactions prized by tourists. Vendors need to sustain their appeal and sales through maintenance of these overall night market characteristics. The vendors may be able to escape individual censure and rejection for a while due to the transient customer base, but broader destination and attraction image concerns are likely to be a longer-term force requiring attention.

The implications from this work are that vendors may have to form new group alliances to understand and then deliver the overall atmosphere, quality of goods and service interactions prized by tourists. Vendors need to sustain their appeal and sales through maintenance of these overall night market characteristics. The vendors may be able to escape individual censure and rejection for a while due to the transient customer base, but broader destination and attraction image concerns are likely to be a longer-term force requiring attention.

The broad aim of the study can be identified as the desire to examine the compatibility of vendor and tourists’ views, and the more specific aims of this broad agenda will be articulated after reviewing the core conceptual ideas driving the work.

The purpose of this paper is to unravel and assess current nearshoring practices and their outlook in the Baltic region.

The authors draw on the offshoring and outsourcing literature and use mixed methods of enquiry, including case studies, survey techniques and secondary statistical data. Part of the empirical base of the study is an examination of three Scandinavian firms that offshore their operations to vendors in the Baltics. To provide a more complete view of the practices and processes of offshoring in the region, the authors complement the case studies of Swedish and Danish manufacturers with a survey of 55 Lithuanian vendors and other statistical data.

The paper outlines the main drivers of nearshoring for Scandinavian manufacturing firms. Based on in‐depth insights into nearshoring initiatives, the authors elucidate how the initiatives evolved and what factors affected them. The survey results reveal the perspective of Lithuanian vendors regarding their relationships with Scandinavian partners. These findings are used in assessing the future prospects of nearshoring in the Baltic region.

The study relates the key attributes of Scandinavian companies' nearshoring practices to the perspectives of Lithuanian vendors. While the authors' discussion concentrates on how companies organise their operations in an increasingly global context, it also points to broader policymaking implications for the Baltic region.

The paper addresses the topic of nearshoring, which has thus far received limited attention in the management literature. By incorporating both the perspectives of offshoring and vendor companies, the paper provides a more complete view on the phenomenon and presents the main dilemmas underpinning it.

The purpose of this paper is to explore the underlying mechanisms through which integration capability and learning capability influence IT outsourcing performance from vendor’s perspective.

This paper develops a moderated mediation model to explain the underlying influence processes of integration capability and learning capability on vendor’s performance. A sample of 237 vendor firms was obtained from China through two separated surveys. The hypotheses were tested with the partial least squares method and bias-corrected bootstrapping method.

The empirical results indicate that external integration capability (EIC) mediates the effect of internal integration capability (IIC) on vendor outsourcing performance, and the relationship between EIC and vendor performance is positively moderated by learning capability, while learning capability has a negative moderating effect on the link between IIC and vendor performance. Further, the conditional indirect effect is suggested. The indirect effect of IIC on vendor performance through EIC becomes non-significant when learning capability is low.

This study highlights the counterintuitive notion that learning capability may not always have uniformly positive effects and figure out the mechanism through which integration capability and learning capability can effectively improve IT outsourcing performance.

This paper aims to expose techniques that telco vendors use for maximising revenue from their clients. Although the five-point strategy unearthed was based on the Canadian telco industry, it is interpreted as generic to the digital-age.

Findings are based on focus groups with telco vendors and client perception data. Inductive reasoning is used to generalise findings to other distinctively digital-age industries.

This paper finds five generic techniques that are used within the Canadian telecommunications (telco) industry to ensure that customers cannot control the cost of a smartphone. These techniques are described as an array of telco hybrid offerings, each with its own cost-structure and pricing strategy; the underestimation problem; devices are not geostationary; third-party agreements; and death-by-a-thousand-qualifications.

The research develops theory about modularity and platform technologies.

Findings and insights have implications for strengthening consumer protection arrangements in the teleco industry, as well as other distinctively digital-age industries.

This paper elaborates theory (particularly with respect to platform technologies and modularity). It interprets the flexibility that comes with modern technology as having a specific downside for consumers, namely, the removal of their capacity to control cost. As far as the authors have been able to ascertain, such an interpretation has not hitherto been presented. It is hoped that the classification of findings will become something of a public policy template for ensuring consumer protection.

This study creates new knowledge that addresses issues significant enough to warrant intellectual engagement. It fills a gap in the academic and practitioner literature by examining a profitable yet understudied cottage industry (artisan vendors). It examines marketing concepts that influence dedication to authentic craftsmanship and artisans' willingness to continue in the industry.

This study examines historical evidence and connects it with subjective and interpretive analyses from 29 in-depth interviews of today's US artisan vendors to identify sustainable marketing best practices for the industry.

Researchers uncovered factors behind artisan vendors' willingness to stay committed to their craft and remain in the industry. From the findings of this study, marketing best practices (branding, brand communities and product adaptation while remaining authentic to their craft) were identified as tools for resilience and remaining a viable competitor in the marketplace.

Historically, artisan vendors have been engaging in marketing practices before terms defined their activities. Thus, this study is original in that it contributes to the academic literature by first conducting an analysis of the history of an understudied cottage industry (artisan vendors) starting in the Mesopotamian Era. The key marketing factors discovered in the historical study contributing to the resilience of this industry were then used to conceptualize a qualitative study of the highly profitable US artisan vendor industry.

The information technology (IT) industry has been continuously expanding. This has resulted in promoting outsourcing of work by clients to vendors. Most of the published research has focussed on when clients should start outsourcing, what to outsource, criteria for vendor selection, etc., however the vendor side of the relationship has been mostly ignored. The purpose of this paper is to delve deep into the vendors’ side and what aspects a vendor needs to consider in order to maintain a good relationship with the clients.

The research design of the paper is to use literature survey to define the components of the client vendor relationship (CVR), identify the parameters impacting the relationship, establish correlation between the independent variables and the dependent variable; subsequently to propose a framework for the CVR.

The findings have been that – communication, technical value addition, knowledge sharing and client vendor adaptability are vital to any outsourcing engagement and if the vendor is able to get good knowledge transfer of the application at hand and the business domain, it can perform better. Vendors, which proactively resolve issues, ensure stable deliveries before time and identify improvements in the software outside the work assigned maintain better relationship. Further a vendor must be adaptable to clients, cultural, time zone differences, should provide a good project manager and be ready to change tools, resources as per client needs. As long as the vendor is able to ensure the above, the stability of the client country and need for information security is not as important to vendors.

The study has limitations as it focusses on the vendors’ side and is inclined toward Indian vendors’ perspectives. Future research can include client as well and can be conducted for a different geography.

The research work is original and adds value to the IT service outsourcing industry by identifying the parameters which need to be monitored for a sustainable CVR.