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Article
Publication date: 1 March 2011

Jeff Vanevenhoven, Doan Winkel, Debra Malewicki, William L. Dougan and James Bronson

We offer a theoretical account of how two types of bricolage influence the entrepreneurial process. The first type involves social relationships or physical or functional…

Abstract

We offer a theoretical account of how two types of bricolage influence the entrepreneurial process. The first type involves social relationships or physical or functional assets, and thus pertains to an entrepreneurʼs external resources used in the instantiation of operations of a new venture. The second type pertains to an entrepreneurʼs internal resources‐experiences, credentials, knowledge, and certifications‐which the entrepreneur appropriates, assembles, modifies and deploys in the presentation of a narrative about the entrepreneurial process. We argue that both types of bricolage are essential to the success of a venturing attempt.

Details

New England Journal of Entrepreneurship, vol. 14 no. 2
Type: Research Article
ISSN: 2574-8904

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Article
Publication date: 1 June 1989

James L. Webster, William E. Reif and Jeffrey S. Bracker

As more line managers are given primary responsibility for planning there is an urgent need to acquaint them with the spectrum of potent tools and techniques for…

Abstract

As more line managers are given primary responsibility for planning there is an urgent need to acquaint them with the spectrum of potent tools and techniques for developing and focusing strategy. This guide evaluates 30 established planning tools in terms of potential benefits and logistical requirements.

Details

Planning Review, vol. 17 no. 6
Type: Research Article
ISSN: 0094-064X

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Article
Publication date: 1 February 1991

John S. Hill and William L. James

This article sheds light on MNC product transfers to subsidiaries– whether from the US or from third‐party markets – and onpromotion transfers. Findings indicate that…

Abstract

This article sheds light on MNC product transfers to subsidiaries – whether from the US or from third‐party markets – and on promotion transfers. Findings indicate that consumer goods subsidiaries have product mixes with heavy US orientations, but that this orientation diminishes over time. Promotion synergies are also shown to decrease with time. Overall, this research confirms the Levitt thesis that US products can in many cases be globalised, and that MNCs perceive inter‐market similarities to be more important than differences in their formulating of international product strategies.

Details

International Marketing Review, vol. 8 no. 2
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 1 May 1993

Rachid Zeffane

In the past decade or so, workplace organisation and restructuring processes, have been subjected to the most intense scrutiny. Driven by rapidly intensifying competitive…

Abstract

In the past decade or so, workplace organisation and restructuring processes, have been subjected to the most intense scrutiny. Driven by rapidly intensifying competitive pressures, work organisations sought increased flexibility, especially from labour, as they struggled to maintain market shares in an economic environment increasingly characterised by excess in labour supply. Pressures for change were probably most evident in the public sector where economic and ideological forces combined to limit the growth of government services and increase their exposure to competitive forces.

Details

International Journal of Sociology and Social Policy, vol. 13 no. 5/6
Type: Research Article
ISSN: 0144-333X

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Article
Publication date: 31 January 2011

Robert C. Fink, William L. James and Kenneth J. Hatten

The purpose of this research is to understand what pricing, purchasing, product defect and late deliveries factors are associated with the decisions of small, medium and…

Abstract

Purpose

The purpose of this research is to understand what pricing, purchasing, product defect and late deliveries factors are associated with the decisions of small, medium and large size customers to enter into closer customer‐supplier relationships with their suppliers.

Dessign/methodology/approach

The study involves a survey of 372 professionals in the paper industry to investigate the linkage between pricing, purchasing efficiencies and reductions in product defects and later deliveries and relational exchanges across customers of different sizes and resources.

Findings

The results indicate that the pricing, purchasing, product defect and late delivery factors associated with relational supply chain exchanges are different for small, medium and large size customers.

Research limitations/implications

Data were collected from individuals’ perspectives of the customer‐supplier relationships within customer organization only and involved the exchange of one type of product. Similar studies need to be conducted in other industries involving other types of product exchanges that capture both customer and supplier perspectives to verify these findings.

Practical implications

Supplier sales and marketing managers need to understand that different sized customers with different resources may have different performance objectives when entering into relational exchanges. These varying customer performance objectives should help supplier marketing managers to better segment their relational exchange customers and help them in assessing their ability to satisfy varying customer relational exchange performance goals.

Originality/value

While the linkage between closer customer‐supplier relationships and pricing, purchasing, product delivery has been studied in prior research, this is one of the first studies to show that different customer performance factors are associated with different sizes of customers and their relational exchanges. This paper also suggests that further research grounded on a resource‐based theory (RBT) of the firm would be valuable in better understanding the factors associated with different customers' relational exchanges.

Details

Journal of Business & Industrial Marketing, vol. 26 no. 1
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 10 October 2008

Robert C. Fink, William L. James, Kenneth J. Hatten and Lynn Bakstran

The purpose of this research is to understand factors related to increased customer purchases from suppliers during different stages of the customer‐supplier relationship.

Abstract

Purpose

The purpose of this research is to understand factors related to increased customer purchases from suppliers during different stages of the customer‐supplier relationship.

Design/methodology/approach

A survey of 372 professionals in the paper industry was conducted to investigate how customer performance outcomes, supplier quality and delivery performance, the presence of relational norms and customer perspectives of environmental uncertainty vary in their influence on increasing customer purchases over time.

Findings

The results indicate the variables influencing increased customer purchases vary over the duration of the customer‐supplier relationship. It is also shown how the variables influencing increased customer purchases from suppliers are different from the variables leading to increased customer commitment to suppliers over time.

Research limitations/implications

Data were collected from the customer perspective only and involved the exchange of one type of product. Similar studies need to be conducted in other industries involving other types of product exchanges that capture both customer and supplier perspectives to verify these findings.

Practical implications

Supplier sales and marketing managers need to understand the factors related to increased customer purchases and how they change over time to create appropriate sales and marketing strategies for different stages of their customer relationships.

Originality/value

One of the most important sales and marketing objectives is to increase customer purchases; however, it has received limited attention in prior research. This paper adds value by focusing on both the variables related to increased customer purchases and how these factors change in their influence over the duration of the customer‐supplier relationship.

Details

Journal of Business & Industrial Marketing, vol. 23 no. 8
Type: Research Article
ISSN: 0885-8624

Keywords

Content available
Book part
Publication date: 17 September 2020

Abstract

Details

Continuing to Broaden the Marketing Concept
Type: Book
ISBN: 978-1-78754-824-4

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Book part
Publication date: 1 January 2008

Naresh K. Malhotra

Abstract

Details

Review of Marketing Research
Type: Book
ISBN: 978-0-85724-726-1

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Article
Publication date: 1 May 1988

N. Venkatraman and Liam Fahey

Information technology and information systems already rate acronyms that are quite portentous— IT and IS. Both are creating remarkable opportunities for some companies…

Abstract

Information technology and information systems already rate acronyms that are quite portentous— IT and IS. Both are creating remarkable opportunities for some companies, and awesome risks for others. Strategic planners are struggling to anticipate how these new technologies can be linked to their firm's business activities in innovative ways that create sustainable competitive advantage.

Details

Planning Review, vol. 16 no. 5
Type: Research Article
ISSN: 0094-064X

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Article
Publication date: 1 February 1974

Frances Neel Cheney

Communications regarding this column should be addressed to Mrs. Cheney, Peabody Library School, Nashville, Term. 37203. Mrs. Cheney does not sell the books listed here…

Abstract

Communications regarding this column should be addressed to Mrs. Cheney, Peabody Library School, Nashville, Term. 37203. Mrs. Cheney does not sell the books listed here. They are available through normal trade sources. Mrs. Cheney, being a member of the editorial board of Pierian Press, will not review Pierian Press reference books in this column. Descriptions of Pierian Press reference books will be included elsewhere in this publication.

Details

Reference Services Review, vol. 2 no. 2
Type: Research Article
ISSN: 0090-7324

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