A framework for monitoring relational quality in B2B technology partnerships

The purpose of this paper is to propose a framework for the monitoring of new technology introduction in a B2B environment. We focus on B2B environments, i.e. on projects where a new technological solution is implemented (and often jointly developed) with a client being either a company or an organization. In such a situation, where a supplier and its client agree to implement a new technology, both are exposed to a risk. The management of these risks can be handled through a couple of approaches: control or trust. The management literature has put a lot of attention on these two modes that play an important role because they drive the quality of the relationship between partners. We will explore their respective roles and build a methodology to monitor them along the life of a buyer-supplier relationship aiming at implementing new technology.technology partnerships, trust, relational quality

Industrial buying during the coronavirus pandemic : a cross-cultural study

With the onset of the 2020 coronavirus pandemic, industrial suppliers are increasingly challenged to close their open sales opportunities and keep generating business. Against this backdrop, the authors of this study investigate which offerings industrial customers are most likely to purchase as the pandemic progresses. Drawing on positive decision theory and empirically investigating 31,353 sales opportunities across 57 countries, the authors show that the coronavirus pandemic significantly decreases industrial customers' purchase probability, especially for high-priced offerings. In countries with low uncertainty avoidance and strong long-term orientation (e.g., China, India, Singapore), purchase probability is less affected by the pandemic. The coronavirus pandemic even increases purchase probability for offerings with low prices in countries where cultures are simultaneously uncertainty-avoidant and short-term oriented (e.g., Argentina, Brazil, Mexico). This is presumably because customers safeguard their operations in the face of impending supply shortages. Consequently, this helps suppliers focus on the right sales opportunities to secure their business during exogenous global shocks such as the coronavirus pandemic

Wie vertrauenswürdig können ISPs sein?

Alle Daten, die Nutzerinnen und Nutzer aus dem Internet abrufen, gehen durch die Hände ihres Internet Service Providers (ISP). Dieser wird in der Literatur häufig als vertrauenswürdig angenommen. In dieser Arbeit wird aus technischer und juristischer Sicht hinterfragt, ob dieses Vertrauen gerechtfertigt ist. Weiterhin werden Transparenztechniken vorgestellt, die den Nutzerinnen und Nutzern helfen können, ihr Recht auf informationelle Selbstbestimmung gegenüber dem ISP zu stärken