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• 31. [Article] Interpersonal Dependence and Efficiency of Interfirm Exchange: A Cross-national Study of Industrial Distributor – Supplier Relationships

  A glaring hole exists between academic marketing literature and anecdotal observations on the effect of interpersonal ties for interfirm exchange. Academic marketing literature, economic perspective in ...

  Citation × Citation Citation Abstract Copy Title: Interpersonal Dependence and Efficiency of Interfirm Exchange: A Cross-national Study of Industrial Distributor – Supplier Relationships Author: Kim, Keysuk Year: 2001 A glaring hole exists between academic marketing literature and anecdotal observations on the effect of interpersonal ties for interfirm exchange. Academic marketing literature, economic perspective in particular, either frowns on or belittles the impact of interpersonal ties for interfirm exchange. In contrast, we often hear street-smart people say that it is “who you know, not what you know,” that counts for the success in business. This study aims to clarify the role of interpersonal ties in interfirm exchange by examining the effect of interpersonal dependence on interfirm-level issues in industrial distributor – supplier relationships. Specifically, we propose that interpersonal dependence has differential effects on the elements of interfirm relationships (distributor dependence, trust, and commitment) and that, in return, these exchange elements have differential effects on the efficiency of interfirm exchange. The proposed hypotheses were tested with data collected through a survey of industrial distributors in the United States and Japan. The hypotheses on the effects of interpersonal dependence on interfirm relational elements received a mixed support, while the hypotheses on the effects of interfirm relational elements on the efficiency of exchange received support. Title: Interpersonal Dependence and Efficiency of Interfirm Exchange: A Cross-national Study of Industrial Distributor – Supplier Relationships Author: Kim, Keysuk Year: 2001 A glaring hole exists between academic marketing literature and anecdotal observations on the effect of interpersonal ties for interfirm exchange. Academic marketing literature, economic perspective in particular, either frowns on or belittles the impact of interpersonal ties for interfirm exchange. In contrast, we often hear street-smart people say that it is “who you know, not what you know,” that counts for the success in business. This study aims to clarify the role of interpersonal ties in interfirm exchange by examining the effect of interpersonal dependence on interfirm-level issues in industrial distributor – supplier relationships. Specifically, we propose that interpersonal dependence has differential effects on the elements of interfirm relationships (distributor dependence, trust, and commitment) and that, in return, these exchange elements have differential effects on the efficiency of interfirm exchange. The proposed hypotheses were tested with data collected through a survey of industrial distributors in the United States and Japan. The hypotheses on the effects of interpersonal dependence on interfirm relational elements received a mixed support, while the hypotheses on the effects of interfirm relational elements on the efficiency of exchange received support. Close

• 32. [Article] Managers’ Network in the Norwegian Fishing Industry – Do Organizational Size and Structure Matter?

  Managers play an important role in strategic decision making. One important objective of strategic leadership is that of linking the organization to its environment. In this paper we ask the question: ...

  Citation × Citation Citation Abstract Copy Title: Managers’ Network in the Norwegian Fishing Industry – Do Organizational Size and Structure Matter? Author: Iversen, Audun, Foss, Lene Year: 2001 Managers play an important role in strategic decision making. One important objective of strategic leadership is that of linking the organization to its environment. In this paper we ask the question: To what degree are managers' external network contingent on organizational design, i.e. the internal characteristics of the organization? With the assumption that managers' networks are purposively created within the limits and the needs of the organization, we discuss what determines the range of network of managers. We find that size and vertical differentiation are the most important of the tested organizational characteristics, while horizontal differentiation had somewhat less influence. We did not find support for the hypothesis that administrative capacity contributes positively to manager networks. Our results indicate that to view organizational characteristics as conducive to managers network range is a fruitful approach. Title: Managers’ Network in the Norwegian Fishing Industry – Do Organizational Size and Structure Matter? Author: Iversen, Audun, Foss, Lene Year: 2001 Managers play an important role in strategic decision making. One important objective of strategic leadership is that of linking the organization to its environment. In this paper we ask the question: To what degree are managers' external network contingent on organizational design, i.e. the internal characteristics of the organization? With the assumption that managers' networks are purposively created within the limits and the needs of the organization, we discuss what determines the range of network of managers. We find that size and vertical differentiation are the most important of the tested organizational characteristics, while horizontal differentiation had somewhat less influence. We did not find support for the hypothesis that administrative capacity contributes positively to manager networks. Our results indicate that to view organizational characteristics as conducive to managers network range is a fruitful approach. Close

• 33. [Article] Fishery Industry' s Confidence towards the near Future in Different Levels of Production Chain in Finland

  The idea of this study is to follow general economic fluctuations and try to foresee how confident fishery industry is towards the near future and simultaneously indicate the relative development in the ...

  Citation × Citation Citation Abstract Copy Title: Fishery Industry' s Confidence towards the near Future in Different Levels of Production Chain in Finland Author: Honkanen, Asmo, Ahvonen, Anssi Year: 2001 The idea of this study is to follow general economic fluctuations and try to foresee how confident fishery industry is towards the near future and simultaneously indicate the relative development in the near past. A trend-and-confidence indicator describing the overall economic trend and expectations of enterprises was calculated from the means of balance figures of questions concerning change in financial standing, turnover and investments of an enterprise. The results can be divided into fishing, aquaculture, processing, wholesale and retail trade, i.e. to the whole production-processing-commerce chain. In February 2000, the confidence towards coming 12 months in the Finnish fishery enterprises was encouraged. The only sector that had deteriorated during the past year was fishing, however the outlook of fishing for the coming year was more promising. The results are based on a sample of about 300 enterprises representing a survey population of about 1070 fishery enterprises. The reliability of the results is discussed. Title: Fishery Industry' s Confidence towards the near Future in Different Levels of Production Chain in Finland Author: Honkanen, Asmo, Ahvonen, Anssi Year: 2001 The idea of this study is to follow general economic fluctuations and try to foresee how confident fishery industry is towards the near future and simultaneously indicate the relative development in the near past. A trend-and-confidence indicator describing the overall economic trend and expectations of enterprises was calculated from the means of balance figures of questions concerning change in financial standing, turnover and investments of an enterprise. The results can be divided into fishing, aquaculture, processing, wholesale and retail trade, i.e. to the whole production-processing-commerce chain. In February 2000, the confidence towards coming 12 months in the Finnish fishery enterprises was encouraged. The only sector that had deteriorated during the past year was fishing, however the outlook of fishing for the coming year was more promising. The results are based on a sample of about 300 enterprises representing a survey population of about 1070 fishery enterprises. The reliability of the results is discussed. Close

• 34. [Article] Cross-Cultural Understanding

  This case-study is about the cross-cultural management and how it affects the employee relations and ultimately impacts their performance, if not handled properly. The case delves into different situations ...

  Citation × Citation Citation Abstract Copy Title: Cross-Cultural Understanding Author: Haider, Sajjad Year: 2016 This case-study is about the cross-cultural management and how it affects the employee relations and ultimately impacts their performance, if not handled properly. The case delves into different situations where understanding of the other cultural values, norms, work practices and human behavior is critical for foreign managers to succeed. The case entails how a foreign FMCG company faced with the difficult and challenging situation in China. In order to fix the problems, the corporate headquarter sent three of their bright personnel; Janet, Peter and William to China. They were tasked to improve the HR, marketing & sales and distributions channels. Nonetheless, when they landed in the host country, they grappled with a number of challenges arising out of cultural, communication and situational differences. This case talks about these challenges and how to handle them. Title: Cross-Cultural Understanding Author: Haider, Sajjad Year: 2016 This case-study is about the cross-cultural management and how it affects the employee relations and ultimately impacts their performance, if not handled properly. The case delves into different situations where understanding of the other cultural values, norms, work practices and human behavior is critical for foreign managers to succeed. The case entails how a foreign FMCG company faced with the difficult and challenging situation in China. In order to fix the problems, the corporate headquarter sent three of their bright personnel; Janet, Peter and William to China. They were tasked to improve the HR, marketing & sales and distributions channels. Nonetheless, when they landed in the host country, they grappled with a number of challenges arising out of cultural, communication and situational differences. This case talks about these challenges and how to handle them. Close

• 35. [Article] Determinants of Preferences for Suppliers in an Industrial Value System: An Interactionist Perspective

  In this paper, we use an interactionist perspective to study inter-industry variation in buying behavior. We argue that individual purchasers’ preferences for suppliers depend on three broad classes of ...

  Citation × Citation Citation Abstract Copy Title: Determinants of Preferences for Suppliers in an Industrial Value System: An Interactionist Perspective Author: Lines, Rune Year: 2001 In this paper, we use an interactionist perspective to study inter-industry variation in buying behavior. We argue that individual purchasers’ preferences for suppliers depend on three broad classes of variables: (1) The structure of the value chain stage in which the firm competes, (2) the firm’s competitive strategy and (3) individual level work experience from the fisheries and other sectors. Structure is related to preferences because a highly transparent market with many homogeneous suppliers forces buyers to emphasize prize over other supplier selection criteria. Competitive strategy is believed to exert influence on preferences because strategy defines areas in which the firm has to outperform its competitors. As competitive advantage partly stems from an adaptation of suppliers, strategically important areas translate into criteria for supplier selection. A purchaser’s experience from work within or outside this sector is partly stored as cognitive structures that are used for making decisions and interpretation of information in complex and ambiguous environments. Present use of criteria for selecting suppliers, thus, partly reflects such experiences, in particular what has led to goal achievement in the past. A set of supplier selection criteria was identified based on a literature review and a qualitative prestudy. A set of theory-driven hypotheses are tested using data from a sample of respondents from UK, Spain and France (n = 99). Data were obtained from both traditional coast based importers-wholesalers and regionally based wholesalers. A conjoint approach was used in order to measure relative importance of supplier selection criteria at the individual purchaser level. Substantial support was found for a relationship between the three sets of variables and perceived relative importance of supplier selection criteria. Title: Determinants of Preferences for Suppliers in an Industrial Value System: An Interactionist Perspective Author: Lines, Rune Year: 2001 In this paper, we use an interactionist perspective to study inter-industry variation in buying behavior. We argue that individual purchasers’ preferences for suppliers depend on three broad classes of variables: (1) The structure of the value chain stage in which the firm competes, (2) the firm’s competitive strategy and (3) individual level work experience from the fisheries and other sectors. Structure is related to preferences because a highly transparent market with many homogeneous suppliers forces buyers to emphasize prize over other supplier selection criteria. Competitive strategy is believed to exert influence on preferences because strategy defines areas in which the firm has to outperform its competitors. As competitive advantage partly stems from an adaptation of suppliers, strategically important areas translate into criteria for supplier selection. A purchaser’s experience from work within or outside this sector is partly stored as cognitive structures that are used for making decisions and interpretation of information in complex and ambiguous environments. Present use of criteria for selecting suppliers, thus, partly reflects such experiences, in particular what has led to goal achievement in the past. A set of supplier selection criteria was identified based on a literature review and a qualitative prestudy. A set of theory-driven hypotheses are tested using data from a sample of respondents from UK, Spain and France (n = 99). Data were obtained from both traditional coast based importers-wholesalers and regionally based wholesalers. A conjoint approach was used in order to measure relative importance of supplier selection criteria at the individual purchaser level. Substantial support was found for a relationship between the three sets of variables and perceived relative importance of supplier selection criteria. Close

• 36. [Article] Sustainable Management of Fishery Resources and Development in Africa: Sustainable Management of Artisanal Fisheries and Local Development in Senegalese Coast Facing The Globalization of Fish Market

  Abstract only.

  Citation × Citation Citation Abstract Copy Title: Sustainable Management of Fishery Resources and Development in Africa: Sustainable Management of Artisanal Fisheries and Local Development in Senegalese Coast Facing The Globalization of Fish Market Author: Astou, Niang Ndeye, Michel, Lesourd Abstract only. Title: Sustainable Management of Fishery Resources and Development in Africa: Sustainable Management of Artisanal Fisheries and Local Development in Senegalese Coast Facing The Globalization of Fish Market Author: Astou, Niang Ndeye, Michel, Lesourd Abstract only. Close

• 37. [Article] An assessment of domestic market outlook and export market potentials for U.S. wood windows and doors

  The U.S. wood window and door industry has experienced much growth for the past decade. However, to date, little information on factors that could affect marketing strategies exists. This research represents ...

  Citation × Citation Citation Abstract Copy Title: An assessment of domestic market outlook and export market potentials for U.S. wood windows and doors Author: Lee, Jun-Yen The U.S. wood window and door industry has experienced much growth for the past decade. However, to date, little information on factors that could affect marketing strategies exists. This research represents an initial step for providing this information. A mail survey of U.S. wood window and door manufacturers was used to collect primary information on market characteristics, entry barriers, distribution channels used, and export decision factors. Also, an economic model was built to assess the domestic market sensitivity to changes in the residential construction price, construction costs, and raw material prices. The results of mail survey indicated that the key characteristics of the domestic window and door market were strong competition and a price sensitive market, while the future growth potential was identified as a key market characteristic in the Pacific Rim markets. The key entry barriers in domestic window and door markets are viewed as non-tariff barriers (building codes, regulations, etc.), but in the Pacific Rim markets business peoples' attitudes and the complexity of distribution channels are viewed as the key entry barriers. In general, the Pacific Rim markets are perceived as more difficult to penetrate than the domestic wood window and door markets. The key factor affecting the export decision with wood windows and doors is quality. There exist gaps in the views of exporters and nonexporters in the importance of technical support, consistency of supply, and familiarity/tradition. Intermediaries such as wholesalers, retailers, and distributors were commonly used in domestic wood window and door markets. The results of econometric analysis have shown that demand for wood windows and doors is sensitive to the change in residential construction price with an elasticity of 3.54%. The aggregate demand appears insensitive to own price; this finding ignores some of the substitution with door and window types that the survey results helped highlight. Title: An assessment of domestic market outlook and export market potentials for U.S. wood windows and doors Author: Lee, Jun-Yen The U.S. wood window and door industry has experienced much growth for the past decade. However, to date, little information on factors that could affect marketing strategies exists. This research represents an initial step for providing this information. A mail survey of U.S. wood window and door manufacturers was used to collect primary information on market characteristics, entry barriers, distribution channels used, and export decision factors. Also, an economic model was built to assess the domestic market sensitivity to changes in the residential construction price, construction costs, and raw material prices. The results of mail survey indicated that the key characteristics of the domestic window and door market were strong competition and a price sensitive market, while the future growth potential was identified as a key market characteristic in the Pacific Rim markets. The key entry barriers in domestic window and door markets are viewed as non-tariff barriers (building codes, regulations, etc.), but in the Pacific Rim markets business peoples' attitudes and the complexity of distribution channels are viewed as the key entry barriers. In general, the Pacific Rim markets are perceived as more difficult to penetrate than the domestic wood window and door markets. The key factor affecting the export decision with wood windows and doors is quality. There exist gaps in the views of exporters and nonexporters in the importance of technical support, consistency of supply, and familiarity/tradition. Intermediaries such as wholesalers, retailers, and distributors were commonly used in domestic wood window and door markets. The results of econometric analysis have shown that demand for wood windows and doors is sensitive to the change in residential construction price with an elasticity of 3.54%. The aggregate demand appears insensitive to own price; this finding ignores some of the substitution with door and window types that the survey results helped highlight. Close

• 38. [Article] Quota Market Efficiency: The New Zealand Annual Catch Entitlement (ACE) Market

  Presentation. Note: data featured in this presentation was subsequently published in Marine Policy Volume 55, May 2015, Pages 11-22 http://www.sciencedirect.com/science/article/pii/S0308597X15000160...

  Citation × Citation Citation Abstract Copy Title: Quota Market Efficiency: The New Zealand Annual Catch Entitlement (ACE) Market Author: Leaver, Jonathan, Stewart, James Presentation. Note: data featured in this presentation was subsequently published in Marine Policy Volume 55, May 2015, Pages 11-22 http://www.sciencedirect.com/science/article/pii/S0308597X15000160 Title: Quota Market Efficiency: The New Zealand Annual Catch Entitlement (ACE) Market Author: Leaver, Jonathan, Stewart, James Presentation. Note: data featured in this presentation was subsequently published in Marine Policy Volume 55, May 2015, Pages 11-22 http://www.sciencedirect.com/science/article/pii/S0308597X15000160 Close

• 39. [Article] An application of one-factor and two-factor information channel models to marketing research problems

  This thesis presents an introduction to Marketing Research concepts, relates Operations Research to Marketing Research and discusses the limitations of each. An Information Theory approach based on Shannon's ...

  Citation × Citation Citation Abstract Copy Title: An application of one-factor and two-factor information channel models to marketing research problems Author: Shirland, Larry Elwyn This thesis presents an introduction to Marketing Research concepts, relates Operations Research to Marketing Research and discusses the limitations of each. An Information Theory approach based on Shannon's fundamental theorems and extended by Kunisawa is applied to one-factor and two-factor marketing problems. The objective of one-factor information channel models is to use a single factor such as price, tonnage, utility, or other measurable quantity to explain the behavior habits of consumers. The two-factor model may be used when two independent factors can be isolated and used to describe a particular situation. Two FORTRAN computer programs are presented, one for solving one-factor information channel problems, and the other for solving problems involving two factors. The Information Theory analysis as discussed in this thesis is intended for use as a mathematical model and should prove beneficial in establishing ground rules and guidelines for decision making. Title: An application of one-factor and two-factor information channel models to marketing research problems Author: Shirland, Larry Elwyn This thesis presents an introduction to Marketing Research concepts, relates Operations Research to Marketing Research and discusses the limitations of each. An Information Theory approach based on Shannon's fundamental theorems and extended by Kunisawa is applied to one-factor and two-factor marketing problems. The objective of one-factor information channel models is to use a single factor such as price, tonnage, utility, or other measurable quantity to explain the behavior habits of consumers. The two-factor model may be used when two independent factors can be isolated and used to describe a particular situation. Two FORTRAN computer programs are presented, one for solving one-factor information channel problems, and the other for solving problems involving two factors. The Information Theory analysis as discussed in this thesis is intended for use as a mathematical model and should prove beneficial in establishing ground rules and guidelines for decision making. Close

• 40. [Article] Communicating with audiences: The strategic marketing of music festivals

  53 p. Examining committee chair: Dr. Doug Blandy

  Citation × Citation Citation Abstract Copy Title: Communicating with audiences: The strategic marketing of music festivals Author: Park, HyunHee Year: 2010 53 p. Examining committee chair: Dr. Doug Blandy Title: Communicating with audiences: The strategic marketing of music festivals Author: Park, HyunHee Year: 2010 53 p. Examining committee chair: Dr. Doug Blandy Close