Exploring the Influence of Collaborative Capabilities on Focal Firm Product Outcomes ;the Mediating Role of Supplier Capabilities

As markets become more turbulent, dynamic, and competitive, and as customers become more sophisticated and demanding, the scope of capabilities and resources needed to meet customer needs, wants, and desires are less likely to be found in any one firm. Instead, firms must develop strong collaborative capabilities. Though the benefits of interfirm collaboration for focal firms (the firms responsible for the final offering) and suppliers are reasonably well understood, effectiveness and efficiency in collaboration remain elusive for many firms. It is likely that the collaborative capabilities of both focal firms and key suppliers contribute to effective collaboration, and that the collaborative capabilities of focal firms may influence the collaborative capabilities of suppliers, which in turn influence product-market outcomes. This dissertation proposes an integrative model drawing on three prominent streams in collaboration and supply chain research. In the proposed model, supplier collaborative capabilities mediate the association between focal-firm collaborative capabilities and operational product-market outcomes (closeness of the final offering to end-user needs and delivery performance). The model is founded in the knowledge-based and dynamic capabilities views of the firm, and tested empirically with data from a sample of managers from focal firms in industries producing relatively complex final products. Evidence is found of a relationship between focal-firm collaborative capabilities and supplier capabilities, and between supplier capabilities and product-market outcomes. This study contributes to scholarship and practice in interfirm collaboration by testing an integrative model drawn from three prominent streams of collaboration and supply chain research, by clarifying the dimensions of the collaborative communications construct and investigating its relationship with operational outcomes, by investigating the mediating role of supplier capabilities on product-market outcomes, and by extendi

Corporate Entrepreneurship, Customer-Oriented Selling, Absorptive Capacity, And International Sales Performance In The International B2B Setting: Conceptual Framework And Research Propositions

In the international business-to-business (B2B) setting, a firm\u27s salespeople often have more direct, prolonged, and intimate contact with the customer and market environments than any other employees of the firm. In fact, for customers in many B2B markets, the salesperson is the face of the firm. The sales function can be characterized as an inherently entrepreneurial activity. Entrepreneurship is founded on knowing or seeing something others do not see, and the sales force has long been recognized as an important source of knowledge about a firm\u27s customers and environment. However, there has been relatively little work linking entrepreneurship to international sales performance, especially in the B2B context. This paper focuses on the intelligence-gathering role of salespeople to firms practicing corporate entrepreneurship in the international B2B setting. More specifically, drawing on the theories of corporate entrepreneurship and the knowledge-based view of the firm, the authors develop a conceptual model that proposes international sales performance for firms practicing corporate entrepreneurship will be enhanced when salespeople practice customer-oriented selling and the firm\u27s absorptive capacity is stronger. Recommended methodology for testing the proposed model is a single-informant survey of sales managers with firms in the domain of interest, using structural equation modeling with moderator tests. The paper concludes with implications and directions for future research

Corporate Entrepreneurship, Customer-Oriented Selling, Absorptive Capacity, And International Sales Performance In The International B2B Setting: Conceptual Framework And Research Propositions

In the international business-to-business (B2B) setting, a firm\u27s salespeople often have more direct, prolonged, and intimate contact with the customer and market environments than any other employees of the firm. In fact, for customers in many B2B markets, the salesperson is the face of the firm. The sales function can be characterized as an inherently entrepreneurial activity. Entrepreneurship is founded on knowing or seeing something others do not see, and the sales force has long been recognized as an important source of knowledge about a firm\u27s customers and environment. However, there has been relatively little work linking entrepreneurship to international sales performance, especially in the B2B context. This paper focuses on the intelligence-gathering role of salespeople to firms practicing corporate entrepreneurship in the international B2B setting. More specifically, drawing on the theories of corporate entrepreneurship and the knowledge-based view of the firm, the authors develop a conceptual model that proposes international sales performance for firms practicing corporate entrepreneurship will be enhanced when salespeople practice customer-oriented selling and the firm\u27s absorptive capacity is stronger. Recommended methodology for testing the proposed model is a single-informant survey of sales managers with firms in the domain of interest, using structural equation modeling with moderator tests. The paper concludes with implications and directions for future research

Development and application of an acceptance testing model

The process of acceptance testing large software systems for NASA has been analyzed, and an empirical planning model of the process constructed. This model gives managers accurate predictions of the staffing needed, the productivity of a test team, and the rate at which the system will pass. Applying the model to a new system shows a high level of agreement between the model and actual performance. The model also gives managers an objective measure of process improvement

Excavations at 41LK67 a Prehistoric Site in the Choke Canyon Reservior, South Texas

In 1977-1978 excavations were conducted at 41 LK 67 in Live Oak County, south Texas, by the Center for Archaeological Research, The University of Texas at San Antonio. The investigation of this prehistoric archaeological site was part of an extensive program of reconnaissance and excavation necessitated by the construction of the Choke Canyon Reservoir on the Frio River by the Bureau of Reclamation. The site is situated in shallow colluvial deposits capping an old terrace remnant of the Frio River. The excavations involved 193 m2 in three separate areas and revealed Late Prehistoric and Late Archaic components. Recognizably older artifacts (including patinated chert flakes) from the surface and from excavations may represent older disturbed components or artifacts collected prehistorically from nearby sites. Radiocarbon dates, with medians ranging from 1590 to 660 B.C. (MASCA correction) are available only from the Late Archaic component. The principal kinds of debris recovered from the excavations are fire-cracked rock, cores and chipping debris, shells of snails and freshwater mussels, plainware potsherds, and chipped stone tools. Mussel shell was surprisingly abundant; more than 9000 specimens, including 3000 specimens identified taxonomically, were recovered. Fish otoliths were the only animal bones preserved, except for a few recent, intrusive elements. Debris frequencies from the two larger excavation blocks (Areas A and B) were factor analyzed. In most cases the analysis showed the strongest covariation occurring among different classes of chipping debris. For Area C factor analysis indicated that the strongest spatial patterning occurred in the upper part of the deposits. Unfortunately, the analysis was not particularly successful in defining activity sets. The small collection of chipped stone tools was examined microscopically. Two tool classes in particular, distally beveled tools (gouges) and quadrilateral bifaces (beveled knives) seem to represent more functionally specific tool forms, but other hafted bifaces (projectile points) show a wide range of use wear mostly unrelated to projectile use

Design and assembly sequence analysis of option 3 for CETF reference space station

A design and assembly sequence was conducted on one option of the Dual Keel Space Station examined by a NASA Critical Evaluation Task Force to establish viability of several variations of that option. A goal of the study was to produce and analyze technical data to support Task Force decisions to either examine particular Option 3 variations in more depth or eliminate them from further consideration. An analysis of the phasing assembly showed that use of an Expendable Launch Vehicle in conjunction with the Space Transportation System (STS) can accelerate the buildup of the Station and ease the STS launch rate constraints. The study also showed that use of an Orbital Maneuvering Vehicle on the first flight can significantly benefit Station assembly and, by performing Station subsystem functions, can alleviate the need for operational control and reboost systems during the early flights. In addition to launch and assembly sequencing, the study assessed stability and control, and analyzed node-packaging options and the effects of keel removal on the structural dynamics of the Station. Results of these analyses are presented and discussed

From Isotopes to TK Interviews: Towards Interdisciplinary Research in Fort Resolution and the Slave River Delta, Northwest Territories

Evolving research in Fort Resolution and the Slave River Delta, Northwest Territories, aims to improve understanding of how the natural ecosystem functions and responds to various environmental stressors, as well as to enhance the stewardship of natural resources and the capacity of local residents to respond to change. We seek to integrate approaches that span the natural and social sciences and traditional knowledge understandings of change, employing a research design developed in response to the concerns of a northern community. In doing so, we have strived for a research process that is collaborative, interdisciplinary, policy-oriented, and reflective of northern priorities. These elements characterize the new northern research paradigm increasingly promoted by various federal funding agencies, northern partners, and communities. They represent a holistic perspective in the pursuit of solutions to address complex environmental and socioeconomic concerns about impacts of climate change and resource development on northern societies. However, efforts to fulfill the objectives of this research paradigm are associated with a host of on-the-ground challenges. These challenges include (but are not restricted to) developing effective community partnerships and collaboration and documenting change through interdisciplinary approaches. Here we provide an overview of the components that comprise our interdisciplinary research program and offer an accounting of our formative experiences in confronting these challenges

Accurate PpT Data for Methane from (300 to 450) K up to 180 MPa

This paper reports PFT data measured with a high-pressure, single-sinker, magnetic-suspension densimeter (MSD) from (300 to 450) K up to 180 MPa. Our MSD technique yields accurate data, with less than 0.05 % relative uncertainty, over the pressure range of (10 to 200) MPa. The experimental data compare well to the Setzmann and Wagner equation of state as implemented in RefProp 8.0. These methane density data are consistent with the low range of pressure predicted by RefProp 8.0 that has a relative uncertainty of 0.03 % up to 12 MPa and 0.07 % up to 50 MPa. The density predictions of this model agree well with previous data at higher pressures. The equation predicts data with almost the same uncertainty as the experimental data up to 180 MPa. These PFT data also allow reliable determination of both second and third virial coefficients