The ‘transaction X-ray’: understanding construction procurement

This paper presents the results of a case study, the Construction Case, which examines procurement practices within the UK construction supply chain and compares these with a more general UK sample taken from non-construction sectors. Using a qualitative methodology, the approaches to relationship management and buyer value perception are graphically mapped, using an innovative ‘transaction X-ray’ technique. The Construction Case considers procurement transactions conducted at various points along the construction value chain: the client, the construction firm and the specialist contractor. Recognising that the research design favours a small sample size, and thus limits generalisability beyond the boundaries of the case, the paper finds that construction industry procurement operates in an adversarial and largely arm’s-length manner. While procurement practice is found to share common aspects with other industrial sectors, the case demonstrates that the construction industry is more adversarial and less collaborative than is the average found across the other sectors examined. The paper outlines a useful framework whereby construction practitioners can evaluate elements of procurement practice within their own organisations, and also signposts the required direction for future research in order to reflect the gap, suggested by the case, between current normative theory and construction procurement practice

Professional buyers and the value proposition

Lusch (2011) considers Service-Dominant Logic (S-DL) to be an appropriate lens through which to view supply chain research, and suggests it be used to better understand value. The authors, accepting a founding premise of S-DL that value is phenomenologically determined by the recipient, adopt a qualitative methodology to penetrate the inherent complexity and commercial confidentiality of the buyer-seller relationship. In particular the authors make a comparative evaluation as to how the wider, psychological needs of the buyer interact with the effects of the organisational goals of their businesses. The study uses a longitudinal research design, involving web-based diaries and follow-up interviews to develop the empirical understanding of the dominant patterns of buyer value perception that, within the context of the investigation, both challenge extant thinking and informs the debate regarding the approaches to combining value creation and value capture (Skilton, 2014). The explanations offered suggest that exchange value achieves a greater buyer focus than utility value, and acknowledges the relative importance of buyer value perceptions that are not directly aligned with organisational objectives. These findings, it is argued, may cause organisations to reflect on their procurement policies and procedures as they seek to engage with potential suppliers

The periodic table and other wallcharts in the teaching of chemistry in St Andrews, 1884–1919

The teaching of the chemistry of the elements at the University of St Andrews by Professor Thomas Purdie FRS is examined with reference to selections from a collection of recently discovered historic wallcharts and extracts from his detailed hand-written lecture notes. Together these reveal a comprehensive and exciting programme of lectures incorporating numerous practical demonstrations which were continually updated to reflect the latest state of knowledge in what was a rapidly changing field.PostprintPeer reviewe

The solid-state structures of cyclic NH carboximides

The patterns adopted in the solid state structures of over 300 cyclic NH carboximides as determined by X-ray diffraction are reviewed. While the analysis shows that the majority of these fit into just a few common patterns, a significant number exhibit more complex and interesting patterns involving the other functional groups present in addition to the cyclic imide.Publisher PDFPeer reviewe

Online sexual grooming: Exploratory comparison of themes arising from male offenders' communications with male victims compared to female victims.

The majority of current grooming research makes no distinctions between male and female targets. This study therefore aims to provide an initial attempt to rectify this state of affairs. Thematic analysis was used to analyse eight transcripts from the Perverted Justice website, revealing five main themes: positivity, emotional connection, self-protection, sexual content, and arranging to meet offline. Unlike O’Connell (2003) themes were not consecutive. While no thematic differences between target genders were found, it was clear that more sexually related words were used towards male targets. It was concluded further investigation of target gender differences was warranted

Professional buying: A pre-sales interaction study of buyer behaviour and value perception

This thesis examines, from the perspective of the professional buyer, value perceptions and approaches to relationship management. Research relating to the professional buying process is often hampered by issues relating to commercial confidentiality which impacts upon access to both the pre-sales interaction and also to details of the final terms of trade. Nevertheless, both researchers and practitioners continue to call for a better understanding of the purchaser/supplier interface. This thesis endeavours to penetrate the commercial sensitivity by adopting a qualitative research stance focusing on perceptions of transactional value and buyer behaviour. Support for such an approach is to be found across a range of literature and through this methodology the research aims to provide a more holistic understanding of the professional buying process and the related social interactions and relationships. The study centres on transactions in which the prevailing power balance dictates that there is significant interdependence between the parties. These transactions are characterised by buyers having the incentive to be proactive in their choice of sourcing behaviours, but also by their recognition that they do not possess the power advantage that would allow them to simply dictate the terms of trade. The transactions examined involve rebuys which are seen to include either an upgrade or are otherwise perceived as important by the buyer. In such situations not only are buyers most likely to be focussed on the presales interaction, but literature also shows that they have more flexibility in their choice of relationship management approach. Conducting an initial literature review suggested that buyer behaviour is likely to conform to broad perspectives whose objective is either to appropriate value through building cooperative relationships or to capture value by maximising transactional power. However, in order to better inform the research effort, an exploratory study was undertaken which showed that while the initially expected underpinning principles and practices are evident; they do not fully explain buyer behaviour throughout the transactional process. Through a further review of literature, including that from the emergent school of Service-Dominant Logic (S-DL), consideration of the professional buyer’s value perception appeared to offer a theoretical platform from which those wider aspects of buyer behaviour may be better understood. While S-DL is premised on the notion of value-in-use, and recognises Exchange Value, the exploratory study suggested that a further value perception may be present. Buyer Specific Perception of Value (BSPV), which is phenomenologically determined by the buyer’s wider psychological needs, may be a significant driver of buyer behaviour. In order pursue the research objectives, the adopted method of data collection involved engaging professional buyers in a contemporary interpretation of the ‘Diary - Diary Interview Method’ (after Zimmerman and Wieder, 1977). A web based diary was initially used to collect the thoughts of buyers as they progressed through the pre-sales and immediate post-sale interaction associated with an appropriate transaction. On completion of the diary, semi-structured interviews were conducted with the buyers to develop the themes raised. The interviews were transcribed and the resulting texts examined using Qualitative Content Analysis (QCA), which involved detailed examination of the textual data in an attempt to identify recurrent themes. These themes were then systematically grouped with the intention of developing a deeper and more complete understanding of the text. In order to present the QCA results in a manner that minimises the effects of decomposition and decontextulisation, a graphical format was developed to represent both the buyer’s adopted relationship management approach and also the buyer’s value perceptions. The term ‘Transaction X-Ray’ is used to describe the resulting graphic. The results are initially presented in the form of individual ‘Transaction X-Rays’ then, through the aggregation of individual results that share specific common characteristics, composite ‘X-Rays’ are formed. Analysis of these composite ‘X-Rays’ gives rise to the emergent themes from which the research contribution is derived. The dominant behaviour pattern to appear from the X-Ray analysis is that of the ‘T-Shaped’ Buyer, who characteristically adopts an Adversarial commercial approach to relationship management while simultaneously seeking, to a somewhat limited extent, the means for operational collaboration. Secondary behaviour patterns are also identified. ‘Transaction X-Rays’ also demonstrate that the dominant value perception held by buyers is that of Exchange Value, while also confirming the significance of Buyer Specific Perception of Value (BSPV). Recognising the limitations that are implicit in findings based on empirical evidence derived from a relatively small sample, it is nevertheless suggested that the dominance of the ‘T-shaped’ Buyer profile has a significance that resonates far beyond the confines study. For example, the findings appear counter to the philosophy advanced by those who suggest that by building a relationship, and openly sharing information, the buyer-seller dyad will develop in a manner that would not be possible via Arm’s Length approaches. A further significant contribution made by the thesis relates to the application of Service-Dominant Logic in respect of the Buyer Specific Perception of Value (BSPV) which is created for the buyer, during the pre-sales interaction. This point occurs much earlier in the value co-creation process than has previously been considered within the S-DL School, and identifies a source of value that has been largely ignored within S-DL. The thesis concludes with a discussion as to the significance of the wider findings of the study and suggests where further research may extend the contribution

Thiophene-3-carbonyl chloride

The X-ray structure of the title compound has been determined for the first time. It shows the ring flip disorder common among thiophene-3-carbonyl derivatives and the occurrence of this phenomenon in the structures of such compounds is discussed.Publisher PDFPeer reviewe

4-Chlorobenzyl chloride

The X-ray structure of the title compound has been determined for the first time. Its molecular structure is in good agreement with those previously determined for similar benzyl halides and the angles between the ring–Cl bonds in adjacent molecules show values in good agreement with an early Zeeman quadrupole spectroscopy study.Publisher PDFPeer reviewe