Exercising power in asymmetric relationships:the use of private rules

This study investigates the use of private rules in exercising power in asymmetric business relationships. In asymmetric business relationships, the stronger party is likely to be able to dominate and exercise power over the conclusion of contracts and, thereby determine the processes and outcomes of the relationship. The study demonstrates how companies exercise their power in asymmetric relationships through private rules. Private rules are typically expressed in the General Terms and Conditions of Trade (GTCT) of the more powerful actor in a business relationship and are continually adapted to changing business and market requirements. Drawing on an empirical investigation in the German grocery retail business conducted in the years between 2011 and 2013, the present study demonstrates that power is exercised by the stronger parties through intervention-enforcement-sanctioning practices that are codified in private rules. Private rules frame, standardize and legitimize the terms and conditions under which exchanges among counterparts may take place thus institutionalizing the inherent power asymmetry

The Mediating Role of Consent in Business Marketing

The study deepens our understanding of business marketing by looking beyond the individual choices of business actors to the role of consent between interacting actors. Based on an empirical investigation of manufacturers and retailers in Germany and drawing from previous research on business relationships, the paper develops a theoretical structure for the analysis of consent in business marketing. The paper argues for a shift from a view of individual choice as the basis of business marketing towards the idea of choice being part of an evolutionary discursive practice of consent. The study detects the mediating role of consent at four levels: 1) as a stratifying process, 2) as recursive practice, 3) as energizing interaction, and 4) as economizing activities, resources and actors; it elaborates significant theoretical implications and highlights managerial lessons

A proposed taxonomy of contracts

We propose a classification of contracts based on their real-life usage. Recognizing that there are a number of different and overlapping ways of classifying contracts, we can identify at least seven ways of doing this: 1) by the subject matter, 2) by the way the contract is made, 3) by the function of contracts, 4) by the time-horizon, 5) by the ability to re-negotiate terms, 6) by the involvement of consumers, 7) by the existence of mutual trust. The proposed taxonomy draws our attention to a hitherto neglected area of contract scholarship by revealing an underlying order in which multiple elements in a contract are related to each other

Inter-cognitive representations in business networks

This study aims at conceptualizing the different outcomes of inter-cognitive representations, such as manifestations of agreements between business actors, legally binding contracts, and industry standards and regulations which are developed through interactions between actors in business networks. Inter-cognitive representations inscribe shared understandings and thus prove an objectified basis for further interactions within the business network. To advance the study of inter-cognitive representations in business networks, we develop conceptual framework that integrates two conceptual dimensions, namely, 1) ‘shared understanding of rules’ and 2) ‘interaction among interdependent actors’. The framework allows us to formulate four theoretical propositions that provide alternative hypotheses, which deserve further research and empirical testing

Going beyond customers - a business segmentation approach using network pictures to identify network segments

Existing approaches to segmentation, in particular business segmentation, are often conceptualized and applied in a limiting way, providing a narrow interpretation of the surrounding business network. This could be attributed to a rather myopic view of the multiple complexities and indirect links inherent in networks of business exchange relationships. The task for companies developing innovative segmentation approaches is to simultaneously enhance the company’s understanding of downstream as well as upstream preferences and resources, while going beyond immediate interaction partners to include relevant indirect business partners. The challenge is therefore not to identify attractive customer segments, but attractive network segments. As such, the managerial challenge becomes one of creating a business network segmentation from the perspective of a focal company within this network, taking a far wider interpretation of the concept of segmentation. Using the concept of network pictures, we outline the different dimensions that are important within a business network segmentation, and exemplify their use through a case study of an entrepreneurial company. Our study contributes to the literature by providing a detailed example of a practical application of abstract concepts, in this case the translation of the network picture concept into a way to apply a business network segmentation to an entrepreneurial context

Value dimensions and relationship postures in dyadic 'key relationship programmes'

Business-to-business marketing is often concerned with the way in which companies manage strategically important relationships with their counterparts: their Key Relationship Programmes (KRPs). These relationships can be managed through the implementation of specific managerial and organisational structures, commonly implemented via Key Account Programmes (on the supplier side) or Key Supplier Programmes (on the customer side). Underlying this managerial process is an implicit assumption that these important relationships bring some form of additional value to one or both parties involved. However, a dyadic view of how this value is created and shared between the parties remains an under-researched area. In this conceptual paper, we use the multi-faceted value construct introduced in Pardo et al. (2006) and posit that the buyer's or seller's value strategies can be best understood as being internally, exchange, or relationship based. This in turn allows us to analyse the value gained as being the outcome of one of nine generic key relationship postures within any dyadic KRP. We focus on an analysis of so-called "managed" relationship postures and identify a number of dyadic activities and competencies that we hypothesise are important in managing such KRPs, and which can form the basis for further empirical research

Performance based contracting in long-term supply relationships

The study investigates performance-based contracting in long term-supply relationships. Evidence in the context of supply relationships involving manufacturers of consumer and pharmaceutical products, service providers and grocery retailers indicates that the performance that companies buy and sell can be analyzed as specific combinations of effectiveness, efficiency and risk. While firms engage in a complex and time-consuming process to design and agree upon performance targets, incentive mechanisms and involved risks of buying and selling future performance, they often fail in achieving excellence in all performance targets

Exploring the agreement between diagnostic criteria for IBS in primary care in Greece

<p>Abstract</p> <p>Background</p> <p>Irritable Bowel Syndrome (IBS) is frequently diagnosed in primary care. Its diagnosis is based on diagnostic criteria but their use is limited in primary care.</p> <p>We aimed to assess the diagnostic agreement between the older (Manning's and Rome II) and the new (Rome III) criteria for the diagnosis of IBS in primary care in Greece.</p> <p>Methods</p> <p>Medical records of 5 Health Centers in rural Crete, Greece, were reviewed for a four-year period and patients with the diagnosis of IBS were invited to a structured interview. Kappa agreement of the Rome III criteria with the criteria of Manning and Rome II was estimated. One hundred and twenty three patients were eligible for interview and 67 (54.5%) participated. Forty-six (69%) fulfilled the Manning, 32(48%) the Rome II, and 16(24%) the Rome III criteria. Twenty-seven (40%) patients were identified as IBS according to the questionnaire for the identification of functional gastrointestinal diseases (FGIDs). The agreement of Rome III with Manning criteria was poor (kappa = 0.25). The agreement between the FGIDs questionnaire and the Manning, Rome II and Rome III criteria was: kappa = 0.30, 0.31 and 0.24 respectively. Moderate agreement was found between the Rome II and III criteria (kappa = 0.51).</p> <p>Conclusion</p> <p>Questionnaires and criteria deriving from expert's consensus meetings or tertiary hospitals are not easy to apply in rural primary care where symptoms are often underestimated by patients and complicated questions can be confusing.</p

Diesel has to go : Making the case for gas and biogas engines

This study explores the commercialization process of small to medium enterprises (SME’s), using the case study method to delve into the unique experiences of one firm who are currently in the process of commercialising their innovative low emission engine solutions. The study reviews the existing literature, exploring the challenges associated with commercialization, focusing on the specific challenges of commercialising high technologies into the market, and how the firm can aim to address the market’s needs and preferences. The gaps in the literature include a lack of knowledge on how SME’s can use their network during the commercialization process. The principal theories used to underpin this study include Teece’s Technological Commercialization Theory (Teece, Pisano , & Shuen, 1997), and the Network Theory (Ford & Mouzas, 2010). The SME is then situated within the context of industry, and the markets of interest are outlined, specifically the small power generation markets in Sub-Saharan Africa, India, and the United Kingdom. The study uses semi-structured interviews to gain qualitative data on the experiences of those in industry and within the SME. Through thematic analysis, the data was coded, and themes emerged. The analysis revealed a strong market need from the industry for low emission solutions to reduce carbon emissions, and a willingness to adopt high technologies, whilst also outlining the potential roadblocks of new innovations entering the market. The analysis from the participants within the SME indicate strong expertise in technological capabilities to meet the market need, whilst the challenges facing the SME surrounded financial resources and strategic direction. The study concludes by addressing the gaps in the literature through discussion of how the SME can navigate its associated challenges and access the market through its network