Key determinants of relationship value gap: a conceptual framework

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Value synergy and value asymmetry in relationship marketing programs

Prior research advocates a positive, linear association between relationship investments and relationship performance. Our study challenges this conventional wisdom and advances the extant literature by investigating the potential curvilinear effects of suppliers' different relationship marketing programs (i.e., social, financial, and structural) on dyadic perceptions of relationship value. From an analysis of 113 buyer-supplier dyads, we found that social programs enhance relationship value synergy, but their effect on relationship value asymmetry between suppliers and buyers follows a U-shaped curve. On the other hand, we observe a positive and increasing returns-to-scale effect of financial programs on relationship value synergy and its inverted U-shaped association with supplier's relationship value asymmetry. Interestingly, structural programs increase relationship value synergy and have a stronger effect on increasing relationship value for the supplier than for the buyer. In addition, we find that structural programs are more effective in creating value in long-term relationships than in short-term relationships; therefore, as the relationship with a buying firm ages, managers should consider investing more in structural programs to develop their relationship. However, in long-term relationships, managers should avoid investing too much in financial programs because financial programs are less effective in increasing creation of relationship value as a relationship ages

The dark side of formal and informal governance

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Creating Start-up New Ventures: A Conceptual Approach

There has been limited research into the creation process of new venture start up firms embedded in radical innovations such as the Internet. This study attempts to develop a theoretical perspective on this process that is primarily grounded in diffusion theory but also borrows from other disciplines. The objective is to develop theory rather than test theory. The study develops a number of working propositions and then demonstrates how these working propositions can be operationalized using case data. The result suggests that the process activities over time are dependent on macro and micro activities in line with a flexible master plan rather than a sequence of unrelated linier activities and static objectives

Governance mechanisms and total relationship value: the interaction effect of information sharing

Purpose: The objectives of this study are to examine how contractual and relational governance mechanisms influence total value created in a buyer-supplier relationship and to investigate how supplier's information sharing and information sharing asymmetry between two exchange parties differentially moderate these associations. Design/methodology/approach: The study is conducted with a sample of 110 buyer-supplier matched dyads in various industries in Vietnam. Findings: This study confirms that contractual governance and relational governance have curvilinear effects on total relationship value. Governance mechanisms have distinct interactions with supplier’s information sharing and information sharing asymmetry to influence total relationship value. Research limitations/implications: Future study could expand the sample to various countries to investigate the role of cultural factors in the effects of contractual and relational governance. Practical implications: The study draws implications for supplying managers about how to govern a relationship with a buying firm with which they are sharing information. It also provides implications about how to use contractual and relational governance to control the effects of supplier’s information sharing, information sharing asymmetry, on total relationship value. Originality/value: The study extends the information sharing literature by looking into the effect of supplier’s information sharing on both parties’ relationship value. It contributes to the governance literature by investigating curvilinear effects of contractual and relational governance on relationship performance

Coping with demand volatility in retail pharmacies with the aid of big data exploration

Data management tools and analytics have provided managers with the opportunity to contemplate inventory performance as an ongoing activity by no longer examining only data agglomerated from ERP systems, but also, considering internet information derived from customers' online buying behaviour. The realisation of this complex relationship has increased interest in business intelligence through data and text mining of structured, semi-structured and unstructured data, commonly referred to as "big data" to uncover underlying patterns which might explain customer behaviour and improve the response to demand volatility. This paper explores how sales structured data can be used in conjunction with non-structured customer data to improve inventory management either in terms of forecasting or treating some inventory as "top-selling" based on specific customer tendency to acquire more information through the internet. A medical condition is considered - namely pain - by examining 129 weeks of sales data regarding analgesics and information seeking data by customers through Google, online newspapers and YouTube. In order to facilitate our study we consider a VARX model with non-structured data as exogenous to obtain the best estimation and we perform tests against several univariate models in terms of best fit performance and forecasting

A closer look at the interface between the product lines of manufacturers and the assortments of retailers

Suggests that gaps exist between the product ranges or lines offered by manufacturers and the assortments selected and stocked by retailers. Looks at the extent to which differing levels of “product volatility” affect retailers’ selectivity in stocking items from a manufacturer’s line. Provides a limited test of several hypotheses about how the degree of product volatility of the category within which a manufacturer’s line belongs might affect the number of items in the line that will be stocked by a retailer. Analysis of stock‐planning data for two retailers in each of two product categories offers some support for the hypotheses. Interprets these results in light of theories of distribution channel co‐ordination and retailer expertise. They may reflect an alternative explanation for widely observed increases in retailer power.</jats:p