Imprinting, honeymooning, or maturing: Testing three theories of how interfirm social bonding impacts suppliers’ allocations of resources to business customers

In business markets, does strength of social bonds that a supplier perceives with a specific customer influence the supplier’s allocations of resources relative to other customers? If social bonding does uniquely impact supplier allocation of resources to customers, does the impact vary by relationship duration? Relationship marketing and Homans’ framework for social behavior are the theoretical bases for the study, which uses survey data to examine three alternative models that indicate how suppliers’ perceptions of social bonds with customers influence the suppliers’ allocations of resources over time. Analysis of data from sales and marketing managers confirms that two of these models, the imprinting theory and the maturity theory, are relevant. The findings indicate that relationship managers need to take into account the clear effect that creation of strong social bonds in buyer–seller relationships, as distinct from financial bonds, has on the way in which suppliers allocate resources to those relationships and how relationship duration affects the way in which they do so. The study strengthens the argument, on a strong theoretical base, to adopt a collaborative, as opposed to a transactional, approach to buyer–seller relationships

Does technology and Innovation Management improve Market Position? Empirical Evidence from Innovating Firms in South Africa

There is a growing recognition of the central role of technology and knowledge management for market success of organizations. Little is empirically know, however, about this relationship. Drawing on the South African Innovation Survey, a unique dataset on innovative behavior of South African firms in manufacturing and services, this paper investigates the question to what extent and in which ways do technology and innovation management activities affect firms’ market position. Findings show that conducting technology strategy activities pays out. Moreover, especially a combination of internal and external technology audits seems to be beneficial for organizational performance

Internationalization Process of Spanish Small Firms: Strategies, Transactions and Barriers

The purpose of this article is to provide theoretical and empirical evidence to offer a more integrative vision of the internationalization process of SMEs. Traditionally the literature on the internationalization process has been based on two perspectives, the process theory and the international new ventures model. Combining both approaches and based on empirical data collected from 250 Spanish SMEs, the article explores two possible internationalization strategies (proactive and reactive), identifying the international transaction forms (market and cooperation agreements) and the obstacles and barriers that SMEs meet in internationalization. Our results suggest the complementariness of two theoretical perspectives to explain the internationalization process. Further, that strategic positioning of SMEs is the outcome of a 'learning cycle' that allows firms to overcome internal and external obstacles.When SMEs have a high commitment and control of their international activities, our results also show that firms tend to prefer alternative governance mechanisms such as cooperation. The implications of these results, both for managerial and public policy, are discussed as well as suggestions for future research

An analysis of adverse selection, entrepreneurial activity, and the decision to go public

Asymmetric information, Entrepreneur, Initial public offering, Investment bank, Uncertainty, L26, R11, D81,

The Role of Internal and External Sources of Knowledge in the Product Lifecycle in Biotechnology Sector

Part 1: Knowledge ManagementInternational audienceIn today’s highly competitive environment, addressing product management throughout its lifecycle in a more comprehensive way has become a necessity. A lot of attention has been paid to the decisions taken within the early stages of product development, which can have a great effect on the entire product life. Knowledge provides a firm with valuable and unique capabilities essential for the successful product development during its early stages. Therefore, a firm must understand how to manipulate its various knowledge sources to enhance its own performance. This article examines the dynamic behavior of the interactions and feedback mechanisms between different sources of knowledge. Using System Dynamics simulation we identify the impacts of a firm’s innovation policy on its innovative performance later in the lifecycle, and find that, in general, focusing on the exploitation of external knowledge sources is a suitable strategy, but various internal factors should be considered as well