Exchange

Kogod School of Business, American University, Washington, DC, USA, and The Darden Graduate School of Business Administration, University of Virginia, Charlottesville, Virginia, USA Purpose - To investigate how supply-chain partners can achieve collaboration under varying circumstances (transactional types) by developing trust-based social foundations and by utilizing electronically mediated exchange. Design methodology approach - A conceptual framework illustrates the roles of trust and...

The value of longterm relationships

Although it is recognized that little research has been done within the area of online value creation, scholarly research in B2B settings is focusing more and more on the importance of doing so, as this assists organizations in building and maintaining long-term relationships (Beverland and Lockshin, 2003). Even though relationships in B2B settings Journal of Business & Industrial Marketing 20 4 5 (2005) 245-252 e Emerald Group Publishing Limited ISSN 0885-8624 DOI 10.1108 08858620510603927...

References About Industrial Marketing

Anandarajan, M., Anandarajan, A. and Wen, H.J. (1998), Extranets a tool for cost control in a value chain framework, Industrial Management & Data Systems, Vol. 98 No. 3, pp. 120-8. Anderson, J.C., Hakansson, H. and Johanson, J. (1994), Dyadic business relationships within a business network context, Journal of Marketing, Vol. 58 No. 4, pp. 1-15. Arnott, D.C. and Bridgewater, S. (2002), Internet, interaction and implications for marketing, Marketing Intelligence & Planning, Vol. 20 No. 2,...

Capitalizing on the internet opportunity

Opinions about the impact of the internet on customer relationships have evolved along three lines. Some firms still hold to the view that prevailed in the 1990s, that the resulting market transparency would cause margins to shrink and loyalty to become even more transient (Porter, 2001). As firms gained experience with the internet, some replaced their anxiety with enthusiasm over the possibilities for cutting customer service costs while tightening connections with customers. More recently, a...

References

Anderson, E., Day, G.S. and Rangan, V.K. (1997), Strategic channel design, Sloan Management Review, Vol. 38, pp. 59-70. Barney, J.B. (1991), Firm resources and sustained competitive advantage, Journal of Management, Vol. 16, pp. 99-120. Bloch, N. and Catfolis, T. (2001), B2B e-marketplaces how to succeed, Business Strategy Review, Vol. 12, pp. 20-8. Carr, N.G. (2003), IT doesn't matter, Harvard Business Review, p. 27. Caulfield, J. (2001), Facing up to CRM, Business 2.0, August September, pp....

Overview of MDSS and related literature

This section briefly reviews the marketing DSS literature and also examines related. IT support for marketing planning can aid in the use of marketing tools, facilitate group planning, and support moves towards continuous planning based on a live marketing model of the business. But, amongst other factors, achieving these benefits depends on the style of support provided by the system. And a review of relevant DSS literature was seen (Wilson and McDonald, 2001). Marketing was the first...

A case study approach

The methodology employed to collect the data to answer the research questions stated above was an in-depth, longitudinal, multiple-case study approach. This longitudinal approach is recommended by the authors of one of the more recent and extensive studies done to date on technology-mediated communication in a B2B context (MacDonald and Smith, 2004). Longitudinal research is also used when focusing on Volume 20 Number 415 2005 245-252 value creation in seller-buyer relationships (Beverland and...

Methodology

This study was exploratory in nature and was conducted in two stages depth interviews (stage one) and case studies (stage two). During the depth interviews stage, interview protocol was developed and was structured into three sections that consisted of 20 questions, aimed at addressing the relevant issues and objectives. Interviewees for the depth interviews were selected based on their extensive experiences in the agribusiness industry (either in the private or in the public sector) as well as...

Differences in response

The findings suggested that there were differences in responses for ten of the 16 factors based on organisational size, current state of e-business model adoption and management perspective. Respondents from large enterprises agreed that the types of business strategy and the type of industry as two important factors in their choice of B2B e-business models, as they acknowledged the importance of the inclusion of e-business activities in the business plan and recognised that specific industry...

Conclusions and limitations

Based on our learning to date it would appear that despite the consultative and learner focused nature of many of the theories of situated learning, the adoption of such an approach does not necessarily lend itself to virtual project work relying on collaboration. As researchers and practitioner working within this field, we have been keen to learn from the lessons of ESeN as we carry out new projects. Particular project management styles which involve strong facilitation and personal influence...

Influence of partner coordination on market performance of the firm

HPCa 0.431 LPCb 0.421 HPC 0.209 LPC 0.169 HPC 0.672 LPC - 0.037 HPC - 0.237 LPC 0.402 Notes Structural model goodness of fit indices chi-square 251.973 on 146 df CFI 0.941 TLI 0.926 SRMR 0.085 RMSEA 0.063.a High partner criticality b low partner criticality. p lt 0.01 p lt 0.05 Figure 2 The results of two-group-model estimation Figure 2 The results of two-group-model estimation supply chain members improve their productivities by investing in information technology. The study results further...