Contracts, relationships and innovation in business-to-business exchanges

Purpose: – This paper aims to contrast two approaches to the study of contracts in business and industrial marketing: first, as a legal document in shaping at the outset exchanges and interactions, for instance in projects; and second, as relational norms in becoming integrated into a business relationship through interactions, for instance as a resource. Design/methodology/approach: – The paper draws on cross-case comparison of three projects, as actors develop an engineering service for optimizing the maintenance of large-scale capital equipment by analyzing real-time data from sensors and user records. Comparison is by coding interview and observational data as micro-sequences of interactions among actors. Findings: – Preparing contracts allows a project to commence and is an early form of interaction, intensifying new relationships or cutting into and recasting established ones. Relational norms augment and can supersede the early focus on the contract, thus incorporating incremental innovation and absorbing some uncertainties. Research limitations/implications: – The research approach benefits from detailed comparison and captures some variety across its three cases, but the discussion is limited to theoretical generalization. Practical implications: – The analysis and discussion highlights and focuses on when different approaches to understanding contracting are more apparent across durable business relationships. Transitions from a contractual document to a view of relational norms are subtle, vulnerable and not always made successfully. Originality/value: – This paper’s originality is in it comparison of overlapping approaches to understanding businesses’ uses of contacts in business and industrial marketing, of contract and relational norms. It develops a valuable research proposition, in the transition from a mainly contractual to a mainly relational uses of contracts, thus identifying contract as a particular business resource, to be deployed and embedded

Requirements analysis for decision-support system design: evidence from the automotive industry

The purpose of this paper is to outline the requirements analysis that was carried out to support the development of a system that allows engineers to view real-time data integrated from multiple silos such as Product Lifecycle Management (PLM) and Warranty systems, in a single and visual environment. The outcome of this study provides a clear understanding of how engineers working in different phases of the product-lifecycle could utilise such information to improve the decision making process and as a result design better products. This study uses data collected via in-depth semi-structured interviews and workshops that includes people working in various roles within the automotive sector. In order to demonstrate the applicability this approach, SysML diagrams are also provided

Learning to Innovate in Nigeria's cable and wire manufacturing sub-sector: inferences from a firm-level case study

Firm performance is known to be connected to firm-level innovation capability. Innovation capability, in turn, is an output of technological learning. This paper evaluates technological learning among firms in the Cable and Wire manufacturing sub-sector in Nigeria, using a purposively selected case firm. We developed a model of the relationship between the innovative activities of the firm - as evidence of its capability – and its knowledge acquisition methodology. These are discussed within the context of the firm’s stock of human capital. We found low technological innovation capability and high capability for organisational and marketing innovation. Preparedness for technological learning is relatively poor with staff training intensity of 5% and innovation intensity of 0.0075%. We therefore propose stronger interconnectedness of the National Innovation System and creation of industry specific structures that could enhance learning.Technological learning; sub-sector; Cable and Wire manufacturing industry

Face-to-Face, Buzz and Knowledge Bases: Socio-spatial implications for learning and innovation policy

While concurring with the new streams of literature in geography that highlight the importance of face-to-face and buzz in the globalizing learning economy, the article argues that this literature is misleading on three interrelated accounts. Firstly, it conflates face-to-face and buzz; secondly, it fails to distinguish between the importance of face-to-face and buzz for industries drawing on different knowledge bases, and thirdly, these conceptual inadequacies lead to an exaggeration of the importance of cities as sites for creativity and innovation, and hence regional competitiveness. By applying an industrial knowledge base approach the article seeks to reconstruct an alternative framework that allows for a systematic differentiation between the importance of both face-to-face and buzz for different industries. This provides a framework for developing a more nuanced understanding of the spatial implications of face-to face communication and buzz for learning and innovation.Innovation Policy; face-to-face; Buzz

Talents and Innovative Regions: exploring the Importance of Face-to-Face Communication and Buzz

This paper argues that face-to-face communication and buzz are becoming increasingly important in the regionalizing le arning economy. This reflects the importance of inn ovations as a means of enhancing regional competitiveness. While concurring with the new streams of literature in geography highlighting the importance of face-to-face and buzz, it is argued that this lite rature is misleading on three interrelated accounts. Firstly, it conflates face-to-face and buzz by e.g. looking at buzz as the result of positive effects of face-to-face. Secondly, it fails to distinguish between the importance of respectively face-to-face and buzz for industries drawing on different knowledge bases; being analytical, synthetic and symbolic. Thirdly, these conceptual inadequacies lead to exaggerating the importance of cities as sites for creation of innovations, hence regional competitiveness. Through unpacking the distinctions between face-to-face and buzz and applying an industrial knowledge base approach we seek to reconstruct an alternative framework that allows for a systematic differentiation between the importance of both face-to- face and buzz for industries drawing on the different knowledg e-bases. This provides a frame work for developing more realistic locational predictions, with respect to the attractiveness of cities and regions as sites for generating regional competitiveness.Face-to-Face Communication; Innovative regions

SCREEN: Learning a Flat Syntactic and Semantic Spoken Language Analysis Using Artificial Neural Networks

In this paper, we describe a so-called screening approach for learning robust processing of spontaneously spoken language. A screening approach is a flat analysis which uses shallow sequences of category representations for analyzing an utterance at various syntactic, semantic and dialog levels. Rather than using a deeply structured symbolic analysis, we use a flat connectionist analysis. This screening approach aims at supporting speech and language processing by using (1) data-driven learning and (2) robustness of connectionist networks. In order to test this approach, we have developed the SCREEN system which is based on this new robust, learned and flat analysis. In this paper, we focus on a detailed description of SCREEN's architecture, the flat syntactic and semantic analysis, the interaction with a speech recognizer, and a detailed evaluation analysis of the robustness under the influence of noisy or incomplete input. The main result of this paper is that flat representations allow more robust processing of spontaneous spoken language than deeply structured representations. In particular, we show how the fault-tolerance and learning capability of connectionist networks can support a flat analysis for providing more robust spoken-language processing within an overall hybrid symbolic/connectionist framework.Comment: 51 pages, Postscript. To be published in Journal of Artificial Intelligence Research 6(1), 199

Taking services seriously: how policy can stimulate the 'hidden innovation' in the UK’s services economy

Policy could have an important role in stimulating innovation in services. However, policymakers have lacked robust evidence showing how these sectors innovate. Drawing on a survey of more than 16,000 firms, this research reveals the high levels of ‘hidden innovation’ in some services sectors, especially in how they develop new business models and exploit technology. But the research also reveals that innovation is confined to a minority of service firms, and that many lack the skilled personnel or intelligence on markets and technology that would enable them to become more innovative. Because of their dominance in the economy, improved performance by the UK’s services sectors is necessary if we are to significantly close the productivity gap between the UK and other leading nations. However, if we are to take innovation in services seriously, we must recognise that they innovate differently from advanced manufacturing. We need policies to support increased training and development, and the effective dissemination and exploitation of technology