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

ATM automation: guidance on human technology integration

© Civil Aviation Authority 2016Human interaction with technology and automation is a key area of interest to industry and safety regulators alike. In February 2014, a joint CAA/industry workshop considered perspectives on present and future implementation of advanced automated systems. The conclusion was that whilst no additional regulation was necessary, guidance material for industry and regulators was required. Development of this guidance document was completed in 2015 by a working group consisting of CAA, UK industry, academia and industry associations (see Appendix B). This enabled a collaborative approach to be taken, and for regulatory, industry, and workforce perspectives to be collectively considered and addressed. The processes used in developing this guidance included: review of the themes identified from the February 2014 CAA/industry workshop1; review of academic papers, textbooks on automation, incidents and accidents involving automation; identification of key safety issues associated with automated systems; analysis of current and emerging ATM regulatory requirements and guidance material; presentation of emerging findings for critical review at UK and European aviation safety conferences. In December 2015, a workshop of senior management from project partner organisations reviewed the findings and proposals. EASA were briefed on the project before its commencement, and Eurocontrol contributed through membership of the Working Group.Final Published versio

Research and Applications of the Processes of Performance Appraisal: A Bibliography of Recent Literature, 1981-1989

[Excerpt] There have been several recent reviews of different subtopics within the general performance appraisal literature. The reader of these reviews will find, however, that the accompanying citations may be of limited utility for one or more reasons. For example, the reference sections of these reviews are usually composed of citations which support a specific theory or practical approach to the evaluation of human performance. Consequently, the citation lists for these reviews are, as they must be, highly selective and do not include works that may have only a peripheral relationship to a given reviewer\u27s target concerns. Another problem is that the citations are out of date. That is, review articles frequently contain many citations that are fifteen or more years old. The generation of new studies and knowledge in this field occurs very rapidly. This creates a need for additional reference information solely devoted to identifying the wealth of new research, ideas, and writing that is changing the field

A human factors methodology for real-time support applications

A general approach to the human factors (HF) analysis of new or existing projects at NASA/Goddard is delineated. Because the methodology evolved from HF evaluations of the Mission Planning Terminal (MPT) and the Earth Radiation Budget Satellite Mission Operations Room (ERBS MOR), it is directed specifically to the HF analysis of real-time support applications. Major topics included for discussion are the process of establishing a working relationship between the Human Factors Group (HFG) and the project, orientation of HF analysts to the project, human factors analysis and review, and coordination with major cycles of system development. Sub-topics include specific areas for analysis and appropriate HF tools. Management support functions are outlined. References provide a guide to sources of further information

Development of methodologies and procedures for identifying STS users and uses

A study was conducted to identify new uses and users of the new Space Transporation System (STS) within the domestic government sector. The study develops a series of analytical techniques and well-defined functions structured as an integrated planning process to assure efficient and meaningful use of the STS. The purpose of the study is to provide NASA with the following functions: (1) to realize efficient and economic use of the STS and other NASA capabilities, (2) to identify new users and uses of the STS, (3) to contribute to organized planning activities for both current and future programs, and (4) to air in analyzing uses of NASA's overall capabilities

Aerospace medicine and biology: A continuing bibliography with indexes (supplement 352)

This bibliography lists 147 reports, articles and other documents introduced into the NASA Scientific and Technical Information System during July 1991. Subject coverage includes: aerospace medicine and psychology, life support systems and controlled environments, safety equipment, exobiology and extraterrestrial life, and flight crew behavior and performance

Understanding Behavioral Sources of Process Variation Following Enterprise System Deployment

This paper extends the current understanding of the time-sensitivity of intent and usage following large-scale IT implementation. Our study focuses on perceived system misfit with organizational processes in tandem with the availability of system circumvention opportunities. Case study comparisons and controlled experiments are used to support the theoretical unpacking of organizational and technical contingencies and their relationship to shifts in user intentions and variation in work-processing tactics over time. Findings suggest that managers and users may retain strong intentions to circumvent systems in the presence of perceived task-technology misfit. The perceived ease with which this circumvention is attainable factors significantly into the timeframe within which it is attempted, and subsequently impacts the onset of deviation from prescribed practice and anticipated dynamics

Social Media and the Public Sector

{Excerpt} Social media is revolutionizing the way we live, learn, work, and play. Elements of the private sector have begun to thrive on opportunities to forge, build, and deepen relationships. Some are transforming their organizational structures and opening their corporate ecosystems in consequence. The public sector is a relative newcomer. It too can drive stakeholder involvement and satisfaction. Global conversations, especially among Generation Y, were born circa 2004. Beginning 1995 until then, the internet had hosted static, one-way websites. These were places to visit passively, retrieve information from, and perhaps post comments about by electronic mail. Sixteen years later, Web 2.0 enables many-to-many connections in numerous domains of interest and practice, powered by the increasing use of blogs, image and video sharing, mashups, podcasts, ratings, Really Simple Syndication, social bookmarking, tweets, widgets, and wikis, among others. Today, people expect the internet to be user-centric