The influence on export performance of performance ambiguity among foreign sales agents

Purpose – This study examines the extent to which exporter difficulties in evaluating foreign sales agent performance affect export performance, either directly or as mediated by opportunism. Methodology – In developing the hypotheses, the study integrates transaction cost theory and principal-agent theory. The proposed relationships between the constructs (performance ambiguity, opportunism, and export performance) are examined for a multi-industry sample of Norwegian exporters in their dealings with foreign sales agents. A survey of 410 qualified key informants yielded 101 usable questionnaires—a response rate of 24.6%. Structural equation modelling is used for data analysis and hypothesis testing. Findings – The analysis finds support for the hypothesis that sales agent performance ambiguity relates negatively to export performance. While performance ambiguity is positively related to sales agent opportunistic behavior, opportunism does not significantly influence export performance. It seems that the adaptation costs created by the evaluation problem are of greater importance in reducing export performance than the costs created by opportunistic behavior. Research limitations and implications – In focusing on the core dimensions of sales agent performance in foreign markets, other factors influencing export performance are not included. The fact that small Norwegian firms dominate the sample, further limits application and generalization of the findings. Nevertheless, the study provides export managers and scholars with a more thorough understanding of basic potentially deteriorating dimensions in the relationship between exporter and foreign independent sales agent. Originality/value – To the best of our knowledge, this study is the first to examine how performance ambiguity and opportunistic behavior among foreign sales agents impact on export performance. By concentrating on basic deteriorating dimensions, the study adds to the few that focus on inhibiting drivers of exporter – foreign-sales-agent relationships.acceptedVersio

Emosjoner i kundedrevet samskaping av tjenester

Digitalisering av markedsføringskanaler sammen med ny teknologi gjør kunder i stadig større grad i stand til selv å velge ulike leverandører av tjenester og skape en opplevelse som er tilpasset egne ønsker. Kunden blir den aktive part i en interaksjonsprosess med både forskjellige leverandører og andre brukere av samme type tjenester (Vargo & Lusch, 2004; Boysen mfl., 2015). Med utgangspunkt i en undersøkelse gjennomført i forbindelse med musikklytting, hvor ny teknologi og digitalisering preger tilbud av tjenester og kundeatferd, viser resultatene en signifikant sammenheng mellom kundens emosjoner i bruk av strømmetjenester og intensjon om å dele både tjenester og erfaringer med andre kunder. Med andre ord hvordan emosjoner i opplevelsen av musikk påvirker brukerens intensjoner om aktiv kontakt med andre kunder når det gjelder både deling av innhold og vareprat. Resultatene har betydning utover musikkbransjen, både med henblikk på prioriteringer av ressurser i markedsføring, for segmentering, tjenesteutforming og kommunikasjon. Praktiske og teoretiske implikasjoner blir utdypet mot slutten av artikkelen.publishedVersio

Towards a Model of Conscientious Corporate Brands: A Canadian Study

Purpose – This paper attempts to validate a conceptual model for conscientious corporate brands (CCB) by exploring environmental and climate change issues together with perceptions of the internal and external effectiveness of corporate codes of ethics as dimensions of CCBs. Design/methodology/approach – By surveying organizations, the paper attempts to extend and validate previous research in ethical branding by proposing an additional empirically grounded conceptual model of “the conscientious dimension” of corporate brands. Research limitations/implications – The CCB model was tested on a sample of small-, medium- and large-sized companies in Canada, which may indicate less generalizability to larger companies or in other countries and contextual settings. Practical implications – The CCB-framework provides insights into the relationship between the natural environment, climate change and corporate codes of ethics, which organizational managers might relate to their organization. Originality/value – This empirical study extends previous research by studying the willingness among business managers to support aspects of conscientious corporate brands (CCBs) in business-to-business relationships: when considering the impact of their brands on the natural environment and climate change, and when considering their corporate codes of ethics. Such findings imply that ethical conscientiousness is not just a rider to brand value; rather, it is an integral dimension in the manufacturer-supplier relationship

Emosjoner i kundedrevet samskaping av tjenester

Digitalisering av markedsføringskanaler sammen med ny teknologi gjør kunder i stadig større grad i stand til selv å velge ulike leverandører av tjenester og skape en opplevelse som er tilpasset egne ønsker. Kunden blir den aktive part i en interaksjonsprosess med både forskjellige leverandører og andre brukere av samme type tjenester (Vargo & Lusch, 2004; Boysen mfl., 2015). Med utgangspunkt i en undersøkelse gjennomført i forbindelse med musikklytting, hvor ny teknologi og digitalisering preger tilbud av tjenester og kundeatferd, viser resultatene en signifikant sammenheng mellom kundens emosjoner i bruk av strømmetjenester og intensjon om å dele både tjenester og erfaringer med andre kunder. Med andre ord hvordan emosjoner i opplevelsen av musikk påvirker brukerens intensjoner om aktiv kontakt med andre kunder når det gjelder både deling av innhold og vareprat. Resultatene har betydning utover musikkbransjen, både med henblikk på prioriteringer av ressurser i markedsføring, for segmentering, tjenesteutforming og kommunikasjon. Praktiske og teoretiske implikasjoner blir utdypet mot slutten av artikkelen

Balancing the sequential logic of quality constructs in manufacturing-supplier relationships -- Causes and outcomes

Manufacturers in business markets are experiencing a strong trend towards close versus distant relationships with suppliers. Three key relationship constructs in academic research are trust, commitment, and satisfaction. Although the relevant literature holds some evidence that trust and commitment are antecedent to satisfaction, the possibility that satisfaction plays a key mediation role between trust/commitment and other important outcomes (i.e., coordination, cooperation, and continuity) receives scant examination. This study tests this conceptual model by examining the relationships between manufacturers and suppliers. A random sample of small-to-medium-sized Norwegian manufacturers was contacted by phone in order to identify potential key informants. Shortly thereafter, a total of 581 surveys were mailed to the key informants. Two hundred and twelve surveys were returned, representing a response rate of 36.5%. Results support the conceptual model presented; trust and commitment relate positively to satisfaction; and satisfaction, in turn, relates positively to all three outcomes of coordination, cooperation, and continuity.Satisfaction Trust Commitment Coordination Cooperation Continuity Relationship marketing Norway