Creating research collaboration among the global community of sales scholars:key takeaways from the 2013 AMA faculty consortium

Within the contemporary business milieu, the discipline of selling and sales management has taken on a more prominent role in recent years. Myriad factors have contributed to the rise of interest in sales including globalization, technology, more sophisticated analytical approaches and new opportunities for co-creation of value between organizations and their customers. Over the past three decades, seven faculty consortia in sales have served as milestones to document the progress 2of the field, particularly the evolution of academic research. This article provides key takeaways from the most recent American Marketing Association (AMA) Faculty Consortium in Selling and Sales Management, which had the overarching goal of fostering new opportunities for building intercontinental research teams to effectively address the substantive issues for the future of the field. © 2014 Pi Sigma Epsilon National Educational Foundation.

E-Perakendecilik ve Gelişimi Engelleyen Dirençler

Günümüzde e-perakendeciler tüketicilerin isteklerine cevap verdiklerini iddia ederken, acaba tüketicilere yegane seçenekleri sunmakta olduklarini göz ardi mi ediyorlar? Özellikle gelisen pazar sartlarinda, kamusal alanlarin özellestirilmesi ve güvenlikli sitelerin insasi ile tüketicilerin geo-demografik özellikleri degisirken vakti kisitli ama alim gücü yüksek bireylerin katma degerli farkli hizmet seçenekleri beklentisi içerisine girmelerine yol açiyor. Ancak, günümüzde perakendecilerin yeni e-market uygulamalarina gösterdikleri direnç, modern e-tüketicilerin nitelikli ürün ve servis firsatlarindan faydalanmasini engelliyor. Bilgi ve iletisim teknolojilerindeki son gelismeler, e-kanallar söz konusu oldugunda lojistik aginin küçük ölçekli nitelikli ürünlere yönelik mikro düzeyde degerlendirilmesi gerekmekte ve kentsel yenilenme, e-perakende firmalari, lojistik saglayicilar ve kentsel planlamacilar arasinda bir isbirligi ihtiyaci dogurmaktadir. Ancak öte yandan hizla degisen perakende yapisi içerisinde, yerel cografyanin etkisini ve çoklu iliskileri anlama konusunda e-kanallarda varlik gösteren bu üç oyuncunun gösterdigi karsilikli direnç de önemli bir role sahip olarak ortaya çikmakta. Süreci yöneten üç aktörün dinamik bir pazar yapisi içerisinde e-market dagitim planlama ve uygulama süreçlerine gösterdikleri direnç detayli olarak incelenmelidir. Peki, ucunda daha iyi hizmet verebilmek, daha çok kazanç elde etmek de olsa çoklu entegrasyona ve isbirliksel ortakliga gösterilen bu çift tarafli direncin sebepleri acaba nedir?

Effects of relational policies in export channels

Two key causes of failure for exporters are (1) the availability of adequate resources at the point of entry, and, (2) the quality of the exporter-foreign distributor relationship. Generally, export research has found that, as foreign distributor relationship-specific investments increase and as relational bonds are established, performance improves (e.g., Bello and Gilliland 1997). However, investments and the quality of the relationship are challenged by the foreign distributor’s motivation to participate in the relationship. One way exporters deal with this issue is by developing trade policies, which we refer to as “relational policies,” that are intended to motivate relational behaviors on the part of the foreign distributor.

Exploring the dimensions and transactional outcomes of incomplete business contracts

With an increased emphasis on outsourcing and shortening business cycles, contracts between firms have become more important. Carefully written contracts contribute to the efficiency and longevity of inter-firm relationships as they may constrain opportunism and are often a less costly governance mechanism than maintaining complex social relationships (Larson 1992). This exploratory examination adds to our understanding of how incomplete contracts affect interorganizational exchange. First, we consider the multiple dimensions of contract constraints (safeguards). We also investigate the extent that constraints affect decisions to enforce the relationship by delaying payments, and whether the decision is efficient. Finally, we examine the extent the constraints are effective (and ineffective) at reducing transaction problems associated with enforcement. Based on 971 observations of transactions using explicit, written terms and other secondary data in the context of IT transaction in The Netherlands we test our research propositions.