14 research outputs found
The influence on export performance of performance ambiguity among foreign sales agents
Purpose â 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 â 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 questionnairesâa response rate of 24.6%. Structural equation modelling is used for data analysis and hypothesis testing.
Findings â 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 â 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 â 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 â foreign-sales-agent relationships.acceptedVersio
Emosjoner i kundedrevet samskaping av tjenester
Digitalisering av markedsfĂžringskanaler sammen med ny teknologi gjĂžr kunder i stadig stĂžrre grad i stand
til selv Ä velge ulike leverandÞrer av tjenester og skape en opplevelse som er tilpasset egne Þnsker. Kunden blir den aktive part i en interaksjonsprosess med bÄde forskjellige leverandÞrer og andre brukere av samme type tjenester (Vargo & Lusch, 2004; Boysen mfl., 2015).
Med utgangspunkt i en undersÞkelse gjennomfÞrt 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 strÞmmetjenester og intensjon om Ä dele bÄde tjenester og erfaringer med andre kunder. Med andre ord hvordan emosjoner i opplevelsen av musikk pÄvirker brukerens intensjoner om aktiv kontakt med andre kunder nÄr det gjelder bÄde deling av innhold og vareprat.
Resultatene har betydning utover musikkbransjen, bÄde med henblikk pÄ prioriteringer av ressurser i markedsfÞring, 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 â 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 â By surveying organizations, the paper attempts to extend and validate previous research in ethical branding by proposing an additional empirically grounded conceptual model of âthe conscientious dimensionâ of corporate brands.
Research limitations/implications â 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 â 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 â 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 markedsfĂžringskanaler sammen med ny teknologi gjĂžr kunder i stadig stĂžrre grad i stand
til selv Ä velge ulike leverandÞrer av tjenester og skape en opplevelse som er tilpasset egne Þnsker. Kunden blir den aktive part i en interaksjonsprosess med bÄde forskjellige leverandÞrer og andre brukere av samme type tjenester (Vargo & Lusch, 2004; Boysen mfl., 2015).
Med utgangspunkt i en undersÞkelse gjennomfÞrt 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 strÞmmetjenester og intensjon om Ä dele bÄde tjenester og erfaringer med andre kunder. Med andre ord hvordan emosjoner i opplevelsen av musikk pÄvirker brukerens intensjoner om aktiv kontakt med andre kunder nÄr det gjelder bÄde deling av innhold og vareprat.
Resultatene har betydning utover musikkbransjen, bÄde med henblikk pÄ prioriteringer av ressurser i markedsfÞring, 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