Search results

1 – 10 of 578
Content available
Book part
Publication date: 7 November 2018

Abstract

Details

Race, Identity and Work
Type: Book
ISBN: 978-1-78769-501-6

Open Access
Article
Publication date: 18 August 2022

Jonna Pauliina Koponen and Saara Maria Julkunen

This paper aims to explore how and why salespeople enhance or hinder long-term business-to-business (B2B) customer relationships at the interpersonal level by considering…

3615

Abstract

Purpose

This paper aims to explore how and why salespeople enhance or hinder long-term business-to-business (B2B) customer relationships at the interpersonal level by considering self-disclosure and relational cost and reward evaluations.

Design/methodology/approach

Data from interviews (N = 47) with B2B sales professionals were analyzed, focusing on the shift of the phases in long-term B2B customer relationships.

Findings

Long-term B2B customer relationships evolve at the interpersonal level through a process of continuous relational cost and reward evaluation, self-disclosure and business disclosure in three phases: becoming business partners, collaborative partners and collaborative and personal partners. The reward evaluations progress from being business related to including even more relational benefits. Disclosure progresses through general business disclosure and general self-disclosure; strategic business disclosure and personal life self-disclosure; and synergistic business disclosure and private self-disclosure.

Research limitations/implications

The long-term B2B customer relationships could be studied at the interpersonal level from the customer’s perspective. Self-disclosure could be studied in cross-cultural settings as well as gender differences should be considered in future studies. Business and social penetration theory could be applied to investigate different types of relationships and other professional relationships, such as those between employers and employees. It would be important to test whether the business-related and self-disclosure subtypes apply to the development of other types of professional relationships or whether other disclosure subtypes exist. The authors recommend exploring salespeople’s and customers’ privacy management strategies in multiple communication channels.

Practical implications

Managers may apply the results of this study in their customer relationship management and sales training.

Originality/value

The findings outline a contextual extension of social penetration theory.

Details

European Journal of Marketing, vol. 56 no. 13
Type: Research Article
ISSN: 0309-0566

Keywords

Abstract

Details

Management Decision, vol. 59 no. 11
Type: Research Article
ISSN: 0025-1747

Open Access
Article
Publication date: 14 August 2018

Xuemei Li, Ya Zhang and Kedong Yin

The traditional grey relational models directly describe the behavioural characteristics of the systems based on the sample point connections. Few grey relational models can…

Abstract

Purpose

The traditional grey relational models directly describe the behavioural characteristics of the systems based on the sample point connections. Few grey relational models can measure the dynamic periodic fluctuation rules of the objects, and most of these models do not have affinities, which results in instabilities of the relational results because of sequence translation. The paper aims to discuss these issues.

Design/methodology/approach

Fourier transform functions are used to fit the system behaviour curves, redefine the area difference between the curves and construct a grey relational model based on discrete Fourier transform (DFTGRA).

Findings

To verify its validity, feasibility and superiority, DFTGRA is applied to research on the correlation between macroeconomic growth and marine economic growth in China coastal areas. It is proved that DFTGRA has the superior properties of affinity, symmetry, uniqueness, etc., and wide applicability.

Originality/value

DFTGRA can not only be applied to equidistant and equal time sequences but also be adopted for non-equidistant and unequal time sequences. DFTGRA can measure both the global relational degree and the dynamic correlation of the variable cyclical fluctuation between sequences.

Details

Marine Economics and Management, vol. 1 no. 1
Type: Research Article
ISSN: 2516-158X

Keywords

Content available
Book part
Publication date: 22 October 2020

Randal Joy Thompson

Abstract

Details

Proleptic Leadership on the Commons: Ushering in a New Global Order
Type: Book
ISBN: 978-1-83867-799-2

Open Access
Article
Publication date: 27 August 2021

Caroline Emberson, Silvia Maria Pinheiro and Alexander Trautrims

The purpose of this paper is to examine how first-tier suppliers in multi-tier supply chains adapt their vertical and horizontal relationships to reduce the risk of slavery-like…

Abstract

Purpose

The purpose of this paper is to examine how first-tier suppliers in multi-tier supply chains adapt their vertical and horizontal relationships to reduce the risk of slavery-like practices.

Design/methodology/approach

Using Archer’s morphogenetic theory as an analytical lens, this paper presents case analyses adduced from primary and secondary data related to the development of relational anti-slavery supply capabilities in Brazilian–UK beef and timber supply chains.

Findings

Four distinct types of adaptation were found among first-tier suppliers: horizontal systemisation, vertical systemisation, horizontal transformation and vertical differentiation.

Research limitations/implications

This study draws attention to the socially situated nature of corporate action, moving beyond the rationalistic discourse that underpins existing research studies of multi-tier, socially sustainable, supply chain management. Cross-sector comparison highlights sub-country and intra-sectoral differences in both institutional setting and the approaches and outcomes of individual corporate actors’ initiatives. Sustainable supply chain management theorists would do well to seek out those institutional entrepreneurs who actively reshape the institutional conditions within which they find themselves situated.

Practical implications

Practitioners may benefit from adopting a structured approach to the analysis of the necessary or contingent complementarities between their, primarily economic, objectives and the social sustainability goals of other, potential, organizational partners.

Social implications

A range of interventions that may serve to reduce the risk of slavery-like practices in global commodity chains are presented.

Originality/value

This paper presents a novel analysis of qualitative empirical data and extends understanding of the agential role played by first-tier suppliers in global, multi-tier, commodity, supply chains.

Details

Supply Chain Management: An International Journal, vol. 27 no. 4
Type: Research Article
ISSN: 1359-8546

Keywords

Content available
Book part
Publication date: 11 August 2017

Abstract

Details

Core-Periphery Patterns Across the European Union
Type: Book
ISBN: 978-1-78714-495-8

Open Access
Article
Publication date: 23 March 2021

Ida Okkonen, Tuomo Takala and Emma Bell

The purpose of this paper is to provide insight into the reciprocal relations between the caregiving imparted by immigration centre managers and the role of the researcher in…

1303

Abstract

Purpose

The purpose of this paper is to provide insight into the reciprocal relations between the caregiving imparted by immigration centre managers and the role of the researcher in responding to the care that is given by managerial caregivers. To enable this, we draw on a feminist theory of care ethics that considers individuals as relationally interdependent.

Design/methodology/approach

The analysis draws on a semi-structured interview study involving 20 Finnish immigration reception centre managers.

Findings

Insight is generated by reflecting on moments of care that arise between research participants and the researcher in a study of immigration centre management. We emphasise the importance of mature care, receptivity and engrossment in building caring relationships with research participants by acknowledging the care they give to others. Our findings draw attention to the moral and epistemological responsibility to practice care in organizational research.

Originality/value

The paper highlights the relationality between practicing care in immigration centre management and doing qualitative organizational research, both of which rely on mature care, receptivity and engrossment in order to meet the other morally. We draw attention to the moral responsibility to care which characterises researcher–researched relationships and emphasise the importance of challenging methodological discourses that problematise or dismiss care in qualitative organizational research.

Details

Qualitative Research in Organizations and Management: An International Journal, vol. 16 no. 2
Type: Research Article
ISSN: 1746-5648

Keywords

Open Access
Article
Publication date: 13 November 2023

Ayobami Adetoyinbo and Dagmar Mithöfer

Effective and flexible organizational models have become an avenue for driving smallholder competitiveness in the agricultural sector. However, little is understood about the…

Abstract

Purpose

Effective and flexible organizational models have become an avenue for driving smallholder competitiveness in the agricultural sector. However, little is understood about the processes by which resource-constrained actors deploy their organizational networks to generate and retain value in rapidly changing agrifood environments. This study examines the moderating effects of business contingencies on the interplay between organizational relationships and the resource-based performance of small-scale farmers in a developing country.

Design/methodology/approach

The authors propose a novel conceptual framework grounded in the relational view, netchain and contingency theories. Cross-sectional data obtained from 330 maize farmers in rural Zambia were analyzed using variance-based structural equation modeling, which involves mediation-moderation analysis.

Findings

The results show that all relational networks – vertical, horizontal and lateral – positively mediate the effects farm resources and social capital have on farmers' performance. However, these effects change depending on the predominant agency situations. Specifically, asymmetric power from customers and reputable competitors weakens the positive effect of closer horizontal relationships on business performance, while the positive effect of tighter informal vertical relationships on farmers' performance weakens under conditions of high affective trust. Moreover, the gender-based multigroup analyses highlight variations in the contingent relational view of men- and women-headed households.

Research limitations/implications

The study relies on cross-sectional data from one agribusiness sector in Zambia, thus generalizations should be cautious.

Originality/value

The uniqueness of this study lies in the proposed theoretical framework and new empirical insights, which extend the scope of the relational view to small-scale farming households in developing countries.

Details

Journal of Agribusiness in Developing and Emerging Economies, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2044-0839

Keywords

Content available
Book part
Publication date: 4 March 2024

Frank Fitzpatrick

Abstract

Details

Understanding Intercultural Interaction: An Analysis of Key Concepts, 2nd Edition
Type: Book
ISBN: 978-1-83753-438-8

1 – 10 of 578