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Full-Text Articles in Business
The Power Of Trust In Manufacturer-Retailer Relationships, Nirmalya Kumar
The Power Of Trust In Manufacturer-Retailer Relationships, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
Manufacturers and retailers traditionally have seen each other as adversaries, but the benefits generated by trusting relationships between such old foes as Procter & Gamble Company and Wal-Mart Stores show that fear and intimidation may not be the most effective way for manufacturers and retailers to deal with each other after all. Studies of manufacturer-retailer relationships in a variety of industries reveal that exploiting power has three major drawbacks. it can come back to haunt a company if the balance of power changes; victims will ultimately seek ways to resist such exploitation; and working as partners allows retailers and manufacturers …
The Effects Of Trust And Interdependence On Relationship Commitment: A Trans-Atlantic Study, Inge Geyskens, Jan-Benedict E. M. Steenkamp, Lisa K. Scheer, Nirmalya Kumar
The Effects Of Trust And Interdependence On Relationship Commitment: A Trans-Atlantic Study, Inge Geyskens, Jan-Benedict E. M. Steenkamp, Lisa K. Scheer, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
In recent years, interorganizational relationship management has become of paramount interest in marketing channels research. Marketing managers and researchers have identified mutual commitment among exchange partners in a marketing channel as central to successful relationship marketing and as key to producing significant benefits for firms. We consider two types of commitment that may characterize interfirm relationships. Affective commitment expresses the extent to which channel members like to maintain their relationship with specific partners. Calculative commitment measures the degree to which channel members experience the need to maintain a relationship. After conceptualizing commitment, we offer a set of hypotheses concerning the …
Trading Networks Of Chinese Entrepreneurs In Singapore, Thomas Menkhoff, Chalmers E. Labig
Trading Networks Of Chinese Entrepreneurs In Singapore, Thomas Menkhoff, Chalmers E. Labig
Research Collection Lee Kong Chian School Of Business
The entrenchment of entrepreneurs in local, regional, or global business networks based on kinship, clanship, territorial, or ethnic ties has often been cited as characteristic of Chinese business communities in Southeast Asia. Qualitative interviews with Singaporean Chinese merchant-exporters were conducted in order to examine this thesis. The findings reveal that there is a strong tendency among Chinese entrepreneurs in Singapore to rely on external commercial relationships with ‘outsiders’ and ‘friends’ rather with those related by blood or marriage. It is suggested that kinship reciprocity may under some circumstances curb the autonomy and freedom of the transacting actors, thus limiting their …
The Management Guru As Organizational Witchdoctor, Timothy Adrian Robert Clark, Graeme Salaman
The Management Guru As Organizational Witchdoctor, Timothy Adrian Robert Clark, Graeme Salaman
Research Collection Lee Kong Chian School Of Business
This paper suggests that the work of management gurus resembles the performance of a witchdoctor. Central to the work of management gurus is the achievement of transformations of consciousness among their audiences of managers. The view of management gurus offered in this paper has three elements: (1) the key to understanding the power and impact of gurus is to see what they do as a performance; (2) that this performance is of a particular kind-that of a witchdoctor; (3) that management gurus act as the functional equivalents to witchdoctors in modern organizations. The paper argues that at the heart of …
Organization Structure And Structural Change In European Manufacturing Organisations, Derek Pugh, Timothy Adrian Robert Clark, Geoff Mallory
Organization Structure And Structural Change In European Manufacturing Organisations, Derek Pugh, Timothy Adrian Robert Clark, Geoff Mallory
Research Collection Lee Kong Chian School Of Business
The paper considers two approaches to thestudy of the impact of national cultures on thestructure of organizations; viz: culture free andculture bound approaches. Af ter a discussionof the problems of obtaining comparable datain cross-cultural research, the preliminary results of a comparative study of large manufacturing organizations in six countries in Europeare presented. The results suggest that whileformal organizational authority structures appear to be culture free reflecting the impact ofstrategic contingencies, use of coordinationtechniques, such as regular top managementmeetings and task forces, is more affected bycultural factors.