The assignment game: core bounds for mixed-pair coalitions

In the assignment game framework, we try to identify those assignment matrices in which no entry can be increased without changing the coreof the game. These games will be called buyer¿seller exact games and satisfy the condition that each mixed¿pair coalition attains the corresponding matrix entry in the core of the game. For a given assignment game, a unique buyerseller exact assignment game with the same core is proved to exist. In order to identify this matrix and to provide a characterization of those assignment games which are buyer¿seller exact in terms of the assignment matrix, attainable upper and lower core bounds for the mixed¿pair coalitions are found. As a consequence, an open question posed in Quint (1991) regarding a canonical representation of a ¿45o¿lattice¿ by means of the core of an assignment game can now be answered

All assignment games with the same core have the same nucleolus

There exist coalitional games with transferable utility which have the same core but different nucleoli. We show that this cannot happen in the case of assignment games. Whenever two assignment games have the same core, their nucleoli also coincide. To show this, we prove that the nucleolus of an assignment game coincides with that of its buyer-seller exact representative

All assignment games with the same core have the same nucleolus

There exist coalitional games with transferable utility which have the same core but different nucleoli. We show that this cannot happen in the case of assignment games. Whenever two assignment games have the same core, their nucleoli also coincide. To show this, we prove that the nucleolus of an assignment game coincides with that of its buyer-seller exact representative

The assignment game: core bounds for mixed-pair coalitions

In the assignment game framework, we try to identify those assignment matrices in which no entry can be increased without changing the coreof the game. These games will be called buyer¿seller exact games and satisfy the condition that each mixed¿pair coalition attains the corresponding matrix entry in the core of the game. For a given assignment game, a unique buyerseller exact assignment game with the same core is proved to exist. In order to identify this matrix and to provide a characterization of those assignment games which are buyer¿seller exact in terms of the assignment matrix, attainable upper and lower core bounds for the mixed¿pair coalitions are found. As a consequence, an open question posed in Quint (1991) regarding a canonical representation of a ¿45o¿lattice¿ by means of the core of an assignment game can now be answered

Luottamus sankareihin. Case: Intensium Ltd

Tässä pro gradu-tutkielmassa tutkitaan pienen suomalaisen yrityksen edustamien arvojen vaikutusta luottamuksen syntymiseen kaupankäynnin osapuolten välille. Tutkimus on tapaustutkimus Tutkimuksen teoriaosassa tutkitaan kirjallisuuden pohjalta, arvojen ja luottamuksen suhdetta. Tutkielmalla pyritään selvittämään tarkasti se välittyykö case-yrityksen sisältä luottamusta synnyttäviä arvoja yrityksen asiakkaille, sekä mitkä arvot synnyttävät luottamusta. Teorian pohjalta laadituilla teemahaastattelu aiheilla, tutkitaan asiakkaiden käsityksiä, suhtautumista ja arvojen välittymistä luottamuksen suhteen. Tutkielman avulla pyritään myös generoimaan neuvoja case-yrityksen työntekijöille, sekä antamaan suuntaa yrityksessä käytävälle arvokeskustelulle.

The role of power relations in strategic supply management – A value net approach

Supplier relationships are key elements of supply management and thus have attracted substantial research interest among academics and practitioners. The collaborative nature of relationships has been the focus of the mainstream research, and limited interest has been channelled towards power in buyer–supplier relationships. However, power is one of the key factors determining the outcomes in many business relations. Hence, one of the main objectives of this dissertation is to clarify how power may influence the nature of buyer–supplier relationships and, moreover, the depth of collaboration. Another main objective is to clarify the role of power relations in strategic supply management. Given the different nature of relationships, the firm needs divergent strategies in its supply management in order to handle them efficiently. Power has been identified as one of the factors that affect the nature of buyer–supplier relationships, and firms should thus develop strategies for handling power relations. Three research questions are addressed in pursuit of these objectives, the aim being to clarify the sources of power, the influence of power on collaboration, and the role of buyer–supplier relationships in the firm’s supply strategy. This dissertation has two parts. The first part provides a synthesis of the overall dissertation, and the second part comprises five complementary research papers. The qualitative research method is applied in an empirical case study from the Finnish food industry. The main contribution of this dissertation is that it clarifies the role of power relations in strategic supply management in value nets, and discloses the nature of power as an influencing factor in supplier relationships. It extends the discussion on power in buyer– supplier relationships in highlighting the context of networks and raising the question of network effects on power relations. It also illustrates how power positions and power relations in value nets can be determined based on the sources of power of the network actors, and shows their influence on collaboration.

Supplier codes of conduct: Acting responsibly in global supply chains

Nowadays the Western companies are considered responsible for the social and environmental issues in their whole supply chains. To influence the practices of their suppliers the Western companies have created suppliers codes of conduct (SCCs) which express their requirements. Suppliers’ compliance with the SCCs is checked through audits. The purpose of this thesis is to analyze SCCs as a means for Western companies to ensure socially and environmentally responsible actions in their global supply chains, and the sub-objectives are to find out 1) how well do the SCCs and their auditing work at suppliers’ production sites and 2) how can possible problems related to SCCs and their auditing be solved. This is a qualitative research carried out in the form of a case study with two case companies. In this study both primary and secondary data is used. The primary data is collected in the form of interviews of the case company representatives and three external experts. Based on a theoretical framework of previous research in the fields of corporate social responsibility and supply chain management, a model with eleven factors, which influence the success of SCC implementation and the auditing of SCC –implementation, is drafted. Also several different best-practices to help to solve and avoid possible problems related to SCC -implementation and auditing have been identified from previous research. Based on the findings of this study the theoretical model has been updated adding two new influential factors. It seems that how well the SCC and its auditing work at suppliers’ production sites depends on the joint effect of thirteen influential factors: buyer’s purchasing policy, supplier’s motivation, buyer’s commitment, the solving of agency problems, the contents of the SCC, supplier’s role and the buyer-supplier –relationship, complexity of supply chain, the limitations of the smaller buyers, cooperation through a business association or multi-stakeholder system, the role of supplier’s employees, SCC –related communication and supplier’s understanding, cheating in audits and the auditors. The possible problems related to SCCs and their auditing can be solved by adopting best-practices. Nine of the theoretical best-practices stand out from the findings of this study: 1) two-way communication and collecting feedback from suppliers, 2) the philosophy of continuous improvement, 3) long-term business relationships with the supplier, 4) informing the supplier about the advantages of SCC –compliance, 5) rewarding code-compliant suppliers, 6) building collaborative, good buyer-supplier relationships, 7) supporting and advising the supplier, 8) joining a business association or multi-stakeholder system and 9) interviewing supplier’s employees as a part of the audits.

Estrategia organizacional y su relación con la adopción de prácticas saludables

Las organizaciones asumen en el mundo en el que vivimos el reto de transformarse permanentemente para evolucionar y prolongarse en el tiempo, y una alternativa es a través de actividades dirigidas hacia los distintos grupos de interés y hacia la propia organización. Es así, como surge el interés de realizar este estudio analizando la estrategia, desde los conceptos de algunos pensadores representativos, las tipologías y modelos existentes, así como el concepto de organizaciones saludables, las cuales a través de prácticas saludables logran llevar a cabo acciones dirigidas hacia el bienestar de los empleados, el medio ambiente, proveedores, compradores, y la comunidad. Con el propósito de establecer la relación existente entre las prácticas saludables y la estrategia empresarial, se tienen en cuenta algunos estudios académicos y empíricos relacionados con la aplicación de las prácticas saludables para contribuir a la estrategia de la organización. Para estudiar dicha relación, se llevó a cabo un trabajo de campo en una empresa de salud tomando como muestra a 134 empleados de la organización. Los resultados arrojados señalan que tres de las cuatro prácticas saludables, a saber: plan de desarrollo, empleados, medio ambiente, no poseen una relación significativa con la estrategia, siendo la práctica referente a la comunidad, proveedores y compradores la más relacionada con ésta. Resulta importante continuar con otras investigaciones acerca del tema, con el fin de seguir analizando cómo las prácticas saludables están o no relacionadas con la estrategia de la organización.

Criação de valor no relacionamento entre empresas químicas e seus clientes

Relacionamentos entre fornecedores e compradores são fatores importantes para a melhoria do desempenho das empresas. A literatura nem sempre confirma que a relação entre relacionamento e desempenho é positiva. Alguns estudos demonstram que uma empresa pode ter vantagem competitiva e não apresentar desempenho financeiro superior. A falta de um modelo integrativo para os benefícios do relacionamento, as diferentes formas de captura de valor pelas partes e a influência do contexto no relacionamento podem ser apontadas como causas destes resultados inconclusivos. Para contribuir nesta discussão, o presente estudo propõe e testa um modelo de criação e captura de valor como forma de avaliar os benefícios dos relacionamentos de forma integrada, na presença de incerteza e competição. O uso do valor como variável dependente em estudos sobre relacionamentos comprador-fornecedor é uma inovação, mas mostra-se mais adequado, pois é mais abrangente que a medição de desempenho, a qual enfoca somente a captura de valor pelas partes, e não o valor total criado no relacionamento. Para o teste do modelo, a Visão Relacional da Estratégia foi adotada como perspectiva teórica. Ela tem grande aderência aos conceitos de criação de valor, embora a operacionalização de seus quatro construtos, chamados de recursos relacionais, não encontre um padrão na literatura. Desta forma, outra contribuição a que o estudo se propôs foi testar esses construtos separadamente. Uma survey foi conduzida junto a empresas químicas com operação no Brasil. Foi testada uma nova forma de operacionalização da criação de valor, com três variáveis dependentes distintas (valor capturado pelo fornecedor, valor capturado pelo comprador e valor gerado ao longo do tempo). Este modelo possibilitou observar a existência de benefícios capturados pelas partes e advindos do relacionamento, além de fornecer evidências de que há diferenças entre a captura de valor pelo comprador e pelo fornecedor. Não foi possível comprovar a validade discriminante de três dos construtos da visão relacional, o que confirma a necessidade de uma evolução de sua operacionalização. Por fim, observou-se que os recursos relacionais impactam na criação de valor e que a incerteza e a competição influenciam a captura de valor pelas partes e o valor criado no relacionamento.

Market clearing sealed-bid auctions for non-identical objects with single-unit demands

We consider a version of the cooperative buyer-seller market game of Shapley and Shubik (1972). For this market we propose a c1ass of sealed- bid auctions where objects are sold simultaneously at a market c1earing price rule. We ana1yze the strategic games induced by these mechanisms under the complete information approach. We show that these noncooperative games can be regarded as a competitive process for achieving a cooperative outcome: every Nash equilibrium payoff is a core outcome of the cooperative market game. Precise answers can be given to the strategic questions raised.

Interações de relacionamentos interorganizacionais: projetos complexos na indústria petrolífera brasileira

Este trabalho buscou investigar a interação entre os mecanismos de governança contratual e relacional na relação comprador-fornecedor e seus impactos sobre os resultados de projetos complexos. A governança dos relacionamentos interorganizacionais e sua importância estratégica para o desempenho das firmas e para a obtenção de vantagens competitivas têm sido tema de muitas pesquisas recentes na área de estratégia, bem como em áreas correlatas. Mais especificamente, é crescente a importância de tais relacionamentos na literatura de gestão, especialmente em contextos envolvendo economias emergentes. A literatura apresenta uma convergência acerca de dois tipos principais de governança nos relacionamentos interorganizacionais: a governança contratual, que se refere aos contratos e regras formalmente estabelecidas entre as firmas para geralmente coibir comportamentos oportunistas, e a governança relacional, que se baseia principalmente na confiança e em normas relacionais para coordenar tais relacionamentos. Embora diversos estudos tenham investigado a interação entre essas governanças, não há um consenso na literatura sobre a natureza dessa interação. Este estudo teve por objetivo investigar a interação dos mecanismos de governança contratual e relacional por meio de um estudo de caso sobre a implantação de um megaprojeto na indústria brasileira do petróleo offshore, envolvendo tecnologia inovadora. Os resultados indicam que os mecanismos de governança contratual e relacional desempenham importantes funções no relacionamento comprador-fornecedor e que a interação entre eles impacta os resultados do projeto em termos de prazo, custo e qualidade. Tais mecanismos atuam de forma simultânea e influenciam uns aos outros em grande medida. Percebe-se ainda que o nível de influência de cada um desses mecanismos varia ao longo do tempo, a depender do contexto. Por fim, conclui-se que os resultados do projeto, no contexto estudado, não podem ser plenamente explicados apenas pela interação entre esses mecanismos. Tais resultados precisam ser contextualizados, uma vez que diversos fatores do ambiente institucional atuam como moderadores da interação entre governanças.

Criação e apropriação de valor nos relacionamentos com fornecedores e clientes

Uma das áreas tradicionais da literatura de Operações é o estudo dos relacionamentos entre fornecedores e clientes. Essa literatura defende que a gestão desses relacionamentos pode gerar benefícios e até mesmo vantagem competitiva para as empresas focais. Apesar de ser uma área tradicional, ainda existem indefinições e lacunas quanto ao que sejam estes benefícios, suas formas de medição e aos processos e teorias que podem explicar o seu surgimento. A presente proposta de pesquisa objetiva contribuir para esse campo de estudo na medida em que busca identificar e medir o valor criado a partir dos relacionamentos colaborativos, e como ele é apropriado pelas partes envolvidas, impactando o desempenho financeiro das mesmas. A Visão Relacional da Estratégia e a Teoria dos Custos de Transação constituem as bases teóricas dessa pesquisa. O trabalho pretende integrar estas abordagens teóricas com o conceito de valor criado pela empresa (definido como a diferença entre a disposição a pagar dos clientes e o custo de oportunidade dos fornecedores). Esta definição de valor tem sido a base conceitual para a emergente definição de vantagem competitiva em estratégia. Tal fundamentação conceitual representa uma das principais contribuições do trabalho na área de Operações. Será utilizada tanto a abordagem qualitativa quanto a quantitativa. Para isso, serão desenvolvidos estudos de casos e um survey. A análise dos dados qualitativos será feita através da técnica de análise de conteúdo e dos dados quantitativos através de equações estruturais e outras técnicas multivariadas

A confiança interorganizacional nas compras

This research is part of the field of organizational studies, focusing on organizational purchase behavior and, specifically, trust interorganizational at the purchases. This topic is current and relevant by addressing the development of good relations between buyer-supplier that increases the exchange of information, increases the length of relationship, reduces the hierarchical controls and improves performance. Furthermore, although there is a vast literature on trust, the scientific work that deal specifically at the trust interorganizational still need further research to synthesize and validate the variables that generate this phenomenon. In this sense, this investigation is to explain the antecedents of trust interorganizational by the relationship between the variable operational performance, organizational characteristics, shared values and interpersonal relationships on purchases by manufacturing industries, in order to develop a robust literature, most consensual, that includes the current sociological and economic, considering the effect of interpersonal relationships in this phenomenon. This proposal is configured in a new vision of the antecedents of interorganizational trust, described as significant quantitative from models Morgan and Hunt (1994), Doney and Cannon (1997), Zhao and Cavusgil (2006) and Nyaga, Whipple, Lynch (2011), as well as qualitative analysis of Tacconi et al. (2011). With regard to methodological aspects, the study assumes the form of a descriptive, survey type, and causal trace theoretical and empirical. As for his nature, the investigation, explicative character, has developed a quantitative approach with the use of exploratory factor analysis and structural equation modeling SEM, with the use of IBM software SPSS Amos 18.0, using the method of maximum verisimilitude, and supported by technical bootstraping. The unit of analysis was the buyer-supplier relationship, in which the object under investigation was the supplier organization in view of the purchasing company. 237 valid questionnaires were collected among key informants, using a simple random sampling developed in manufacturing industries (SIC 10-33), located in the city of Natal and in the region of Natal. The first results of descriptive analysis demonstrate the phenomenon of interorganizational trust, in which purchasing firms believe, feel secure about the supplier. This demonstration showed high levels of intensity, predominantly among the vendors that supply the company with materials that are used directly in the production process. The exploratory and confirmatory factor analysis, performed on each variable alone, generated a set of observable and unobservable variables more consistent, giving rise to a model, that needed to be further specified. This again specify model consists of trajectories was positive, with a good fit, with a composite reliability and variance extracted satisfactory, and demonstrates convergent and discriminant validity, in which the factor loadings are significant and strong explanatory power. Given the findings that reinforce the model again specify data, suggesting a high probability that this model may be more suited for the study population, the results support the explanation that interorganizational trust depends on purchases directly from interpersonal relationships, sharing value and operating performance and indirectly of personal relationships, social networks, organizational characteristics, physical and relational aspect of performance. It is concluded that this trust can be explained by a set of interactions between these three determinants, where the focus is on interpersonal relationships, with the largest path coefficient for the factor under study

RP979-56 Long-Term Installment Land Contracts

The installment land contract is both an instrument of transfer and a method of financing sales of land. If properly drawn, it can have a number of advantages for both the buyer and seller. Both parties should contact their attorneys to be sure that the terms of the contract are clearly stated and understood. This research publication discusses how long-term installment land contracts are used in the agricultural community.

The precursors and impacts of BSR on AMT acquisition and implementation

This paper reports on the results of research into the connections between transaction attributes and buyer-supplier relationships (BSRs) in advanced manufacturing technology (AMT) acquisition and implementation. The investigation began by examining the impact of the different patterns of BSR on the performance of the AMT acquisition. In understanding the phenomena, the study drew upon and integrated the literature of transaction cost economics theory, BSRs, and AMT, and used this as the basis for a theoretical framework and hypotheses development. This framework was then empirically tested using data that were gathered through a questionnaire survey with 147 companies and analyzed using a structural equation modeling technique. The results of the analysis indicated that the higher the level of technological specificity and uncertainty, the more firms are likely to engage in a stronger relationship with technology suppliers. However, the complexity of the technology being implemented was associated with BSR only indirectly through its association with the level of uncertainty (which has a direct impact upon BSR). The analysis also provided strong support for the premise that developing strong BSR could lead to an improved performance in acquiring and implementing AMT. The implications of the study are offered for both the academic and practitioner audience.