scholarly journals It Takes Two To Tango Buyer-Supplier Relationship Building

2005 ◽  
Vol 1 (4) ◽  
pp. 67-76
Author(s):  
Sungmin Ryu ◽  
Ken Hung
Keyword(s):  
Common Ground ◽  
Marketing Channel ◽  
Research Literature ◽  
Marketing Channels ◽  
Relationship Building ◽  
Extensive Discussion ◽  
Relational Norms ◽  
7Th Edition ◽  
Cooperative Relationship ◽  
The Relationship

The purpose of this case is to demonstrate how industrial norms influence the relationship between exchange parties. Deeply entrenched industrial norms serve as guidelines for behavior within permissible limits for exchange parties in a given industry. They form a common ground for action and constitute an implicit understanding upon which a cooperative relationship can be built. Industrial norms therefore play an important role in reducing conflict in the early stages of the interfirm relationship as they help exchange parties develop successful relationships. In the absence of industrial norms, exchange parties at the initial stages of a relationship may be faced with conflict. Even a detailed contract is usually not sufficient to prevent conflict. However, a contract does help exchange parties pursue the relationship and this continuity will foster the development of relational norms. Relational norms tend to govern long-term relationships and they are unique to the specific relationship, as opposed to industrial norms, which hold for an entire industry. The contribution of this article is as follows: (1) It offers a more extensive discussion of the interfirm relation in a macro social context than has previously been explored in inter-organization research literature, and (2) presents a useful premise for understanding interfirm relationships. This case can be used in conjunction with discussion on marketing topics such as the design of marketing channels (Chapter 6, Designing the Marketing Channel, Marketing Channels: A Management View, 7th Edition by Bert Rosenbloom, South-Western College Pub, 2003) for senior level marketing seminar.

scholarly journals An Apparel Brands Channel Strategy: The Case of Oliver in Korea

2009 ◽  
Vol 5 (6) ◽  
pp. 13-22
Author(s):  
Hyejeong Cho ◽  
Yanghun Lim ◽  
Sungmin Ryu
Keyword(s):  
Distribution Channel ◽  
Marketing Channel ◽  
Marketing Channels ◽  
Department Stores ◽  
Internet Shopping ◽  
7Th Edition ◽  
Channel Strategy ◽  
Price Range ◽  
License Contract ◽  
Discount Stores

The purpose of this case study was to describe the development of a channel strategy for an apparel brand, BoKids, designed to distribute its brand, Oliver, efficiently to customers. Bokids launched its childrens apparel brand, Oliver, in Korea by signing a brand license contract with Oliver of USA. When the brand was launched in 2005, Oliver was positioned as a brand with a reasonable price and a high quality product, which was sold primarily through department stores. In 2007, Oliver was suffering from sluggish sales volumes, and switched its main distribution channel from department stores to discount stores, which are the number 1 retail format in Korea. Oliver was compelled to adjust the price range of its main products to $20 30 in order to satisfy the needs of discount store customers. However, Oliver has considered Internet shopping as another channel for the Oliver brand, as Internet shopping is rapidly gaining popularity in Korea. This case can be used in conjunction with discussions on marketing topics, such as the design of marketing channels (Chapter 6, Designing the Marketing Channel, Marketing Channels: A Management View, 7th Edition by Bert Rosenbloom, South-Western College Pub, 2007) for senior level marketing seminars.

A Comparative Longitudinal Analysis of Theoretical Perspectives of Interorganizational Relationship Performance

2007 ◽  
Vol 71 (4) ◽  
pp. 172-194 ◽  
Author(s):  
Robert W. Palmatier ◽  
Rajiv P. Dant ◽  
Dhruv Grewal
Keyword(s):  
Transaction Cost Economics ◽  
Relationship Building ◽  
Interorganizational Relationship ◽  
Relational Norms ◽  
Exchange Performance ◽  
Specific Investments ◽  
Theoretical Perspectives ◽  
Causal Ordering ◽  
Relationship Performance ◽  
The Relationship

Four theoretical perspectives currently dominate attempts to understand the drivers of successful interorganizational relationship performance: (1) commitment–trust, (2) dependence, (3) transaction cost economics, and (4) relational norms. Each perspective specifies a different set and distinct causal ordering of focal constructs as the most critical for understanding performance. Using four years of longitudinal data (N = 396), the authors compare the relative efficacy of these four perspectives for driving exchange performance and provide empirical insights into the causal ordering among key interorganizational constructs. The results demonstrate the parallel and equally important roles of commitment–trust and relationship-specific investments as immediate precursors to and key drivers of exchange performance. Building on the insights gleaned from tests of the four frameworks, the authors parsimoniously integrate these perspectives within a single model of interfirm relationship performance consistent with a resource-based view of an exchange. Managers may be able to increase performance by shifting resources from “relationship building” to specific investments targeted toward increasing the efficacy or effectiveness of the relationship itself to improve the relationship's ability to create value. Moderation analysis indicates that managers may find it productive to allocate more relationship marketing efforts and investments to exchanges in markets with higher levels of uncertainty.

Environmental Determinants of Decision-Making Uncertainty in Marketing Channels

1988 ◽  
Vol 25 (1) ◽  
pp. 36-50 ◽  
Author(s):  
Ravi S. Achrol ◽  
Louis W. Stern
Keyword(s):  
Decision Making ◽  
Marketing Channel ◽  
Marketing Channels ◽  
Future Research ◽  
Environmental Determinants ◽  
Factors Affecting ◽  
Four Dimensions ◽  
External Sources ◽  
The Relationship ◽  
Channel Theory

To function, a marketing channel must have a certain amount of consensus and coordinated decision making among its members. Marketing channel theory has emphasized the “internal” mechanisms of achieving integrated actions. However, channels consist of exchanging organizations that are affected not only by their collective interests, but also by forces “external” to the relationship. Internal coordination mechanisms are likely to be less effective to the extent channel members are faced with uncertainties emanating from external sources. The authors examine the external or environmental factors affecting decision-making uncertainty in channels. The findings indicate that four dimensions—diversity among consumers, dynamism, concentration, and capacity—should be included in future research on the effects of environments on intrachannel variables.

Managing Marketing Channel Opportunism: The Efficacy of Alternative Governance Mechanisms

2000 ◽  
Vol 64 (2) ◽  
pp. 51-65 ◽  
Author(s):  
James R. Brown ◽  
Chekitan S. Dev ◽  
Dong-Jin Lee
Keyword(s):  
Hotel Industry ◽  
Marketing Channel ◽  
Marketing Channels ◽  
Relational Exchange ◽  
Opportunistic Behavior ◽  
Governance Mechanisms ◽  
Relational Norms ◽  
Research Context ◽  
The U.S

The authors examine three governance mechanisms according to how well they mitigate opportunism in marketing channels. Using the U.S. hotel industry as the research context, the authors investigate how opportunism is limited by (1) ownership, (2) investment in transaction-specific assets, and (3) norms of relational exchange. They also investigate how various combinations of these governance mechanisms affect opportunistic behavior in hotel channels. Overall, the results generally support emphasizing relational norms in managing opportunism in marketing channels. The results also indicate that opportunism can be exacerbated when ownership or investments in transaction-specific assets are accentuated as governance mechanisms.

scholarly journals Examining Saffron Income and Choice of Marketing Channel Connection

2018 ◽  
Vol 7 (1) ◽  
pp. 25-30
Author(s):  
Binish Qadri
Keyword(s):  
Marketing Channel ◽  
Marketing Channels ◽  
Primary Data ◽  
Categorical Variables ◽  
Interview Schedule ◽  
Chi Square ◽  
Chi Square Test ◽  
The Relationship

The study identified the marketing channels involved in the marketing of saffron and revealed grower preference to various marketing channels. Furthermore, it found that the choice of marketing channel depends on income of the saffron grower. The primary data was collected from the respondents (201 saffron growers, 6 dalals and local traders, 17, retailers/wholesalers and 5 firms) in the three selected villages of Pampore namely Letpora, Ledhu and Konibal based on interview schedule framed in accordance with the objectives of the study. Proportional sampling framework was followed for selecting the respondents of the study. The chi-square test for association has been used to find the relationship between two categorical variables which in case of present study is income and channel.

JOHN LOUIS ESPOSITO TENTANG DIALOG PERADABAN ISLAM-BARAT

1970 ◽  
Vol 7 (1) ◽  
Author(s):  
Moh. Salman Hamdani
Keyword(s):  
Common Ground ◽  
Entry Point ◽  
The West ◽  
Strong Bond ◽  
Historical Fact ◽  
Muslim Intellectuals ◽  
Abrahamic Religions ◽  
Cultural Dialogue ◽  
The Relationship

This paper aims to provide explanation about John Louis Esposito’s insights on therelationship between Islam and The West. The relationship is a fluctuative one, some tensionsand even open conflict may occur. Some events become the entry point to the relationship, forinstance, the crusades that is not only happened physically but also, through this war, the meetingbetween Islam and The West establishes inter cultural dialogue among them.John Louis Esposito’s views on the relationship between Islam and The West ispositioned in view of some Muslim intellectuals and orientalists to emphasize its originality. Theintellectual positions do not put it on pros or cons side in the context of the relationship betweenIslam and The West.Historically, the relationship between Islam and The West actually has a theologicallystrong bond that there is common ground and similarities between Islam and The West. Islamand The west are inherited with Jewish and Christian traditions. Islam like Christianity andJudaism are religions ‘of the sky’ that are allied in Abrahamic religions. Therefore, according toJohn L. Esposito, based on historical fact, there were a real strong bond between Islam and theWest and it started centuries ago .

ANALISIS TATANIAGA TANDAN BUAH SEGAR KELAPA SAWIT DI DESA TEMPAKAN KECAMATAN BATU ENGAU KABUPATEN PASER (Marketing Analysis of Fresh Fruit Bunches of Oil Palm in Tempakan Village, Batu Engau Subregency, Paser Regency)

2019 ◽  
Vol 2 (2) ◽  
pp. 113
Author(s):  
SIMON SUTRADO SIMANJUNTAK ◽  
ACHMAD ZAINI
Keyword(s):  
Oil Palm ◽  
Sampling Method ◽  
Marketing Channel ◽  
Marketing Channels ◽  
Fresh Fruit ◽  
Snowball Sampling ◽  
Level Zero ◽  
Average Share ◽  
Marketing Analysis ◽  
Fresh Fruit Bunches

The purposes of this study were to know marketing channel, marketing margin, share, and marketing profit of fresh fruit bunches of oil palm in Tempakan Village, Batu Engau Subregency, Paser Regency. The study was conducted from June to August 2016. The sampling method was done with two ways as random sampling in farmer level and in marketing channel as snowball sampling. Data analysis were done by calculating marketing margin, share, and marketing profit. The results of this study showed that there are two marketing channels in reserach location are channel of level zero and channel of level one. Marketing margin in farmer level was Rp40.39 kg-1 and margin in whole trader level was Rp314.44 kg-1. The average share of farmer level was 97.58% and in trader level was 81.48%. Margin and share that profitable for farmer is at channel of level zero. The average of profit in whole trader level of fresh fruit bunches was 112.75%, that meant marketing by whole trader is profitable.

Religion and Toleration from the Enlightenment to the Post-Secular Era

2017 ◽  
Author(s):  
Rainer Forst
Keyword(s):  
Immanuel Kant ◽  
Recent Work ◽  
Common Ground ◽  
Fundamental Question ◽  
Modern World ◽  
Human Beings ◽  
Human Reason ◽  
The Enlightenment ◽  
Pierre Bayle ◽  
The Relationship

This chapter addresses the classical question of the relationship between enlightenment and religion. In doing so, the chapter compares Jürgen Habermas's thought to that of Pierre Bayle and Immanuel Kant. For, although Habermas undoubtedly stands in a tradition founded by Bayle and Kant, he develops a number of important orientations within this tradition and has changed his position in his recent work. The chapter studies this change to understand Habermas's position better. It also draws attention to a fundamental question raised by the modern world: what common ground can human reason establish in the practical and theoretical domain between human beings who are divided by profoundly different religious (including antireligious) views?

scholarly journals The Effects of External and Internal Factors on Competitive Advantage—Moderation of Market Dynamism and Mediation of Customer Relationship Building

2021 ◽  
Vol 13 (7) ◽  
pp. 4066
Author(s):  
Romina Cheraghalizadeh ◽  
Hossein Olya ◽  
Mustafa Tumer
Keyword(s):  
Competitive Advantage ◽  
Dynamic Capabilities ◽  
Capabilities Approach ◽  
Relationship Building ◽  
Customer Relationship ◽  
Mediation Effect ◽  
Organizational Capabilities ◽  
Validity And Reliability ◽  
Internal And External Factors ◽  
The Relationship

Using a resource-based view and dynamic capabilities approach, this study investigates both the internal and external factors influencing competitive advantage in the hotel industry. For this purpose, we examine how organizational capabilities may lead to customer relationship building and in turn to competitive advantage. We further test the moderation role of market dynamism on the relationship between organizational capabilities and customer relationship building, and also investigate the mediation effect of customer relationship building on the association between organizational capabilities and competitive advantage. A questionnaire-based study was conducted among hotel employees in Northern Cyprus to test the conceptual model. A set of approaches was applied to detect common method bias and test the validity and reliability of the questionnaire. Correlation and regression analyses were conducted to evaluate the relationships between the variables, and bootstrapping analysis was applied to assess the mediation and moderation effects. The results revealed that organizational capabilities enhance customer relationship building and competitive advantage. Market dynamism as an external factor moderates the relationship between organizational capabilities and customer relationship building. There is also an indirect association between organizational capabilities and competitive advantage through the mediation of customer relationship building. The theoretical and practical implications of the findings are discussed.

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