An Examination of Interorganizational Relationship Magnitude and Its Role in Determining Relationship Value

As the business environment becomes more complex, organizations within a supply chain realize that in many instances they can benefit from closer, long-term relationships. However, researchers in this area agree that there is no one relationship that is appropriate or necessary for all situations. Since there exists a wide range of relationships within a supply chain, businesses need to manage the development and maintenance of each relationship in their “portfolios.” This entails recognizing the motivating factors that drive companies to a particular relationship, determining the appropriate amount of resources that will be dedicated based on the targeted relationship, and measuring the benefits to ensure they are achieving value from the relationship. Although there is a great deal of research on interorganizational relationships in the marketing and logistics literature, little empirical research has been conducted on the concept of relationship magnitude (the extent or degree of closeness or strength of the relationship) and none has addressed how to determine and select the “optimal” relationship magnitude for particular business situations. This dissertation strives to fill this gap by understanding and explaining the phenomenon of relationship magnitude and its relationships with situational drivers (i.e., how companies determine the level of intensity), the type of relationship chosen, and the value of the relationship (i.e., how the level of intensity affects the evaluation of value). Using the extant literature along with qualitative interviews, a theoretical model was constructed and then tested through a mail survey sent to 588 customers of transportation providers. The survey data were analyzed using structural equation modeling to simultaneously test the five hypotheses and the contention that relationship magnitude is a second order construct comprised of the dimensions of trust, commitment and dependence. The fit of the second order model was good (RMSEA of .073, CFI of .905, CMIN of 2.715) and all hypothesized paths were significant, thus supporting the theory of this dissertation

Value-driven partner search for <i>Energy from Waste</i> projects

Energy from Waste (EfW) projects require complex value chains to operate effectively. To identify business partners, plant operators need to network with organisations whose strategic objectives are aligned with their own. Supplier organisations need to work out where they fit in the value chain. Our aim is to support people in identifying potential business partners, based on their organisation’s interpretation of value. Value for an organisation should reflect its strategy and may be interpreted using key priorities and KPIs (key performance indicators). KPIs may comprise any or all of knowledge, operational, economic, social and convenience indicators. This paper presents an ontology for modelling and prioritising connections within the business environment, and in the process provides means for defining value and mapping these to corresponding KPIs. The ontology is used to guide the design of a visual representation of the environment to aid partner search

Sustainability through Resilience. The very essence of the Wine Industry

Abstract= -Purpose: The current environment surrounding the wine industry is extremely volatile. This paper, therefore, examines how Old World wine producers use marketing and supply chain management to sustain their business in the current business environment. -Design/methodology/approach: Seventeen employees from ten Italian wine producers were interviewed using a grounded theory approach to determine how they are dealing with the current economic conditions and competitive landscape. -Findings: Leaders of successful Italian wineries, those large and small who achieve sustainability in the face of intense competitive pressures, engage in detailed assessments of the marketplace and adopt specific and focused strategies to become resilient. Two discovered in this study include (1) focusing what it means \u201cto be Italian\u201d as in culture and history and (2) adapting to the marketplace and innovating. - Practical implications: The research offers prescriptive marketing strategy for wine producers to become and/or remain sustainable

Supply market uncertainty:exploring consequences and responses within sustainability transitions

Often it is commercial, not technological, factors which hinder the adoption of potentially valuable innovations. In energy policy, much attention is given to analysing and incentivising consumer demand for renewable energy, but new technologies may also need new supply markets, to provide products and services to build, operate and maintain the innovative technology. This paper addresses the impact of supply constraints on the long-term viability of sustainability related innovations, using the case of bioenergy from organic waste. Uncertainties in the pricing and availability of feedstock (i.e. waste) may generate market deadlock and deter potential investors. We draw on prior research to conceptualise the problem, and identify what steps might be taken to address it. We propose a research agenda aimed at purchasing and supply scholars and centred on the need to understand better the interplay between market evolution and supply uncertainty and 'market shaping' - how stakeholders can legitimately influence supply market evolution - to support the adoption of sustainability related innovation

Gaining Managerial Commitment to Sustainable Supply Chain Management Projects

Most companies are under pressure to improve the environmental sustainability of their supply chains. However, there is considerable variance in companies’ ability to successfully deploy environmental management projects. One important factor, according to articles in the academic and business press, is the ability of champions of sustainable supply chain management projects within organizations to gain the commitment of colleagues (e.g., other managers from a variety of functions) to help these projects succeed. Therefore, this paper examines variables that affect a project champion’s ability to gain this commitment from colleagues. In particular, building on existing research from supply chain management and beyond, this research employs a video-based experimental design to examine the effect of the influence approach that the project champion employs, the values of the person the champion is trying to influence, and the organizational climate. The results suggest that organizational climate and certain individual values directly affect commitment. There are also interactions between values and influence tactics. The research adds to the field’s growing knowledge on the antecedents of sustainable supply chain management within companies while providing valuable guidance for environmental champions and for top managers

Inside the Buying Firm:Exploring Responses to Paradoxical Tensions in Sustainable Supply Chain Management

An instrumental perspective still dominates research on sustainable supply chain management (SSCM). As an alternative, this study presents a paradox perspective and argues that sustainability and other business aims are not always compatible, particularly in an emerging market context. Often, paradoxical tensions originate in conflicts between the socioeconomic environment of emerging market suppliers and their Western customers' demands for both cost competitiveness and sustainability. We argue that Western buying firms can play a key role in moderating such tensions, as experienced by emerging market suppliers. Specifically, we explore how purchasing and sustainability managers within buying firms make sense of and respond to paradoxical tensions in SSCM. We conduct an in-depth case study of a Western multinational company that sources substantially from Chinese suppliers. While we found strong evidence for a persisting instrumental perspective in the sensemaking and practices of purchasing and sustainability managers, we also observed an alternative response, primarily by sustainability managers that we labeled as "contextualizing." Contextualizing can alleviate the tensions otherwise present in SSCM by making sustainability standards more workable in an emerging market context, and it can help individual managers to move toward paradoxical sensemaking. We outline the value of paradoxical sensemaking in bringing about changes toward "true sustainability" in SSCM

Entrepreneurial orientation, environmental sustainability and new venture performance: Does stakeholder integration matter?

Previous research has theorised that the link between entrepreneurial orientation (EO) and performance is mediated by environmental sustainability orientation (ESO). However, firmlevel factors that may moderate this relationship are lacking. This paper attempts to fill this gap by examining how and when EO enhances new venture performance by considering ESO as mediator and stakeholder integration as an important contingent factor. Using primary data obtained from 242 chief executive officers (CEOs)/entrepreneurs, we found that the indirect relationship between EO and new venture performance is strengthened at high levels of stakeholder integration. Theoretical and practical implications are discussed

Building bridges: toward alternative theory of sustainable supply chain management

We contend that the development of sustainable supply chain management (SSCM) theory has been impaired by a lack of paradigmatic dive rsityin the field. The contested nature of the concept of sustainability has been repressed in SSCM theory, which has led to SSCM cutting itself off from debates that could be the source of inspiration for the development of interesting theory. We adopt the problematization approach proposed by Alvesson and Sandberg (2011) in order to unveil some of SSCM’s unquestioned assumptions, propose an alternative assumption ground, and in this way move toward stronger theory in SSCM. We use paradoxical framing to make sense of the inherent tensions between the different levels of sustainability and between the different types of theory being produced in response to the challenges of sustainability. We articulate a number of foundational assumptions for an alternative theory of SSCM that emerge from the various tensions identified between the different paradigms of sustainability. Finally, we identify a number of ideas for future research that would enable researchers to empirically explore the alternative assumptions

Dynamic capabilities in the context of Brexit and international wine business: An exploratory two-country study

This exploratory study proposes a conceptual framework based on the dynamic capabilities approach (DCA) to advance the understanding of firms' responses to turbulence, illustrated by the Brexit phenomenon. The case of wine producers is examined, with a particular focus on perceived impacts of and responses to Brexit among wineries predominantly involved in exports. Data from 281 mainly micro and small exporting Italian and Spanish winery firms were gathered. Various differences emerged in how both groups of businesses perceived Brexit's impacts, and how they planned to respond. Some of these ways revealed principles associated with the DCA, such as possessing critical organizational resources, notably, tangible, intangible, and human to create capabilities. Furthermore, while various comments denoted indecisiveness and uncertainty, others underscored the vital need to exploit opportunities through engaging with new international consumer markets. Overall, the proposed framework facilitates an in‐depth understanding of winery entrepreneurs' strategic behavior in response to turbulent situations