Inactivity and the dynamics of relationship development : a proposed model

Much of the relationship development literature assumes that business relationships evolve along a standard path that often ends in failure. However, this overly restrictive assumption ignores that firms can reactivate dormant relationships. To relax this assumption, we focus on this dormant stage and posit that it reflects either naturally occurring pauses or consecutive shifts – first divergent and then convergent – in partnering needs. Ultimately, we proffer an inactivity-inclusive model that augments current dynamic process models and may help firms to manage all their relationships, active and inactive.

The roles of social bonds in the Australian tourism network

There is limited published research on the social bonds between employees in two organizations. This paper aims to examine 1) relationships in the Australian tourism industry, 2) the nature and role of social bonds and commercial friendships, 3) the nature and roles of the investments in economic and social resources, and 4) the nature of personal relationships in the tourism network. The perspective and attitudes of the tourism network participants become clear and their vested interests are highlighted. Network pictures are developed for the 5 key sectors of this industry. The adaptations of these sectors are also discussed. The nature and role of social bonds and commercial friendships is examined. The Leximancer program is used to qualitatively analyze interview transcripts. Findings show the centrality of relationships in this industry and the importance of social bonds to the travel agency sector. This study provides additional insight into the nature of social bonds in the development of successful business to business relationships. A discussion of antecedents and outcomes of social bonds will be further developed.

Reasons why dissatisfied customers exhibit behavioral loyalty

The development of supplier loyalty and its potential application to the business-to-business settings has not been widely explored. Day (1969) cautions that loyalty viewed in terms of purchase decisions may not distinguish between loyalty and spurious loyalty. This study follows the composite loyalty approach providing both behavioral aspects (purchase intentions) and attitudinal loyalty in order to fully explain the concept of supplier loyalty. This framework has not been previously applied in the B2B literature.The objective of this research is to identify reasons why B2B customers do not show consistency between attitudinal and behavioral loyalty and why dissatisfied customers do not switch suppliers. A survey was conducted during 2006 with a sample of executives from 240 SME companies in a large Asian city. A range of measures was obtained including attitudinal loyalty, behavioral loyalty, satisfaction and open ended responses on nature of current problems. Following Dick and Basu (1994), customers are classified into loyalty groups. Customers having high and low attitudinal loyalty are compared on satisfaction, switching attitudes and problems within the relationship. Constraints to switching by the dissatisfied customers are discussed. A profile of the "Spurious Loyal" customer is provided. This study seeks to better understand the nature of dissatisfaction and loyalty within these long term focal relationships.

Structural equation modelling : tips for getting started with your research

At a time when numerical expression of data is becoming more important in the business of obtaining grant money research tools such as structural equation modelling (SEM) are becoming more popular. Structural equation modelling enables researchers to show relationships between variables numerically. It is of particular use to educational researchers who are interested in developing or using standard questionnaires in their research. This session will introduce SEM and explore its uses in educational research to enable the reader to decide whether it is a tool to use to add an extra dimension to their research findings.

International sport marketing : practical and future research implications

Purpose – Sport is a global product and service that many people around the world enjoy playing, watching and participating in. Whilst there has been an abundance of global media attention on sporting events such as the Olympics and World Football Cup, there seems to be a lack of integration between the sports marketing and international business disciplines both from a practical and also academic standpoint. This paper aims to discuss international sport marketing and why it is an important attribute of business-to-business marketing.

Design/methodology/approach – The aim of the paper is to provide practical implications and research avenues for those seeking to further investigate international sport marketing as a unique area of academic research. The introduction to the paper focuses on the importance of sport to the global economy and how entrepreneurship is ingrained in many sport businesses and organizations. Next, different areas of international business management that relate to entrepreneurial sport marketing ventures are discussed in terms of future research directions and practical implications. These include how entrepreneurial sport ventures affect internationalization, branding, corporate social responsibility, tourism, regional development, marketing and action sports.

Findings – The paper concludes by finding that there are numerous research avenues for future research on international sport marketing that combine different areas of marketing together with the sport marketing and international business literature. In addition, there is enormous potential for linking the sports marketing and international business literature through focusing on entrepreneurial sport ventures that occur worldwide.

Research limitations/implications – The authors demonstrate the need to take an international perspective of sports marketing and business-to-business relationships.

Practical implications – The paper discusses how and why sport firms interact in the international marketplace and how future competition will benefit from more sport-based business-to-business partnerships.

Originality/value – The paper examines the important area of international sports marketing and how businesses that are both profit and non-profit orientated collaborate. The paper explores the concept of international sports marketing, and discusses the practical and future research implications of this exciting new field of marketing research.

Podcasting and pedagogy

This chapter explores the engagement of tertiary students in interviewing “green” experts. Using Engeström’s expansive activity model, the study finds that integrating podcasting into a course with strong links to other activities and resources helped students assimilate and develop the concepts of the course. The project promotes functionalist values of independent, experimental learning and deep engagement with learning material, it invokes authentic field experience, accommodates different learning styles and it provides considerable motivation.

The study suggests that mobile learning embodies the means to change relationships between learner and expert and that such connecting is a key attribute of contemporary subjective association and recontextualization. The chapter provides a brief review of the literature on podcasting in education, followed by the teaching and learning context and the application of Engeström’s “expansive activity model” (1994, 2001, 2002, 2004, 2008, 2010). I describe the student group undertaking the exercises in a Level 5 Sociology course, and the project (which subsequently extended into a later course: “The Sustainable Business Environment”, because many of the podcast students had pre-enrolled in that course).

The paper discusses the methodological approach that was used, offering two strands of analysis: students’ use of the podcasts and how the latter were placed in their learning about sustainable development. The discussion section elaborates the model and offers suggestions for advancing the educational use of podcasts. Last, I offer some thoughts on how Engeström’s model might be extended in education to develop not just new objects, but also the new use of objects.

The role of attention in the academic attainment of children with autism spectrum disorder

Academic attainment in children with Autism Spectrum Disorder (ASD) is under-studied, with associated factors largely undetermined. Parent-reported attention symptoms, attentional-switching and sustained-attention tasks were examined to determine relationships with mathematics and reading attainment in 124 children aged 7–12 years; sixty-four with high-functioning ASD, half girls, and sixty age- and gender-matched typical children (TYP). With full-scale IQ controlled there were no differences in mathematics, reading, attentional switching or sustained attention. In regression analysis, attentional switching was related to mathematics achievement in ASD but not TYP children. Findings highlight attentional switching difficulties are linked with poorer mathematics outcomes in ASD.

Relationships between vocational interests and learning approaches to advance the quality of student learning in accounting

This study investigates the influence of vocational interests on the learning approach of accounting students at the undergraduate level. It brings together two theoretical models: vocational interests and approaches to learning, to investigate student learning in the accounting discipline. The research focus is supported by more general findings from the education literature which suggest that interest-oriented learning leads to superior approaches to learning. The research was tested using 917 tertiary accounting students across two universities. The associations between vocational interests and learning approaches provide support for the theoretical model linking vocational interests (e.g. conventional) with deep learning approaches in a tertiary accounting environment. There are practical implications for the teaching of accounting with particular reference to whether the current curriculum reinforces the values of those individuals with conventional interests.

Vulnerabilidade situacional afetando a intenção comportamental: um estudo no setor de serviços automotivos

Considerando os avanços da pesquisa e teoria da psicologia do risco e, em particular, da perspectiva do risco como sentimentos, ressaltando a interação entre cognição e emoção na análise de ameaças, esta tese propõe e testa um modelo conceitual sobre o efeito da vulnerabilidade (risco como sentimento) em intenções comportamentais de serviços relacionados a automóveis. Este estudo teve como hipótese que a autoeficácia percebida pelo consumidor diminui ou elimina o efeito da vulnerabilidade nas intenções comportamentais de perpetuidade de relacionamento com a empresa de serviço. Estimularam o interesse de pesquisa tanto a carência de pesquisas sobre o papel da vulnerabilidade no consumo de serviços não relacionados à área da saúde ou ao corpo do consumidor, quanto a carência de pesquisas sobre a relação entre a vulnerabilidade e as intenções comportamentais. Testou-se em um único modelo, o impacto previsto pelos processos cognitivos e afetivos que envolvem a análise de ameaça (sentimentos de vulnerabilidade, risco e severidade das falhas) e de capacidade de enfrentamento (autoeficácia) na intenção comportamental, no contexto específico de consumo de serviços relativos a automóveis. O modelo de mensuração proposto foi avaliado quanto à dimensionalidade, validade e confiabilidade pelo uso de análise fatorial confirmatória; posteriormente, avaliou-se a relação causal proposta nas hipóteses pelo modelo completo de equações estruturais. O modelo de mensuração proposto foi avaliado quanto à dimensionalidade, validade e confiabilidade pelo uso de análise fatorial confirmatória; posteriormente, avaliou-se a relação proposta nas hipóteses pelo modelo completo de equações estruturais, usando-se o software Amos e a estimativa por máxima verossimilhança. O modelo foi estimado em uma amostra de 202 respondentes. Os dados foram coletados por meio de um levantamento eletrônico transversal e os achados da pesquisa apontam para a confirmação das hipóteses de que (1) o risco percebido cognitivamente, sentimentos de vulnerabilidade e a autoeficácia influenciam as intenções comportamentais. Não foi possível suportar a hipótese de que (2) a severidade das possíveis falhas de serviço tem relação com risco ou com sentimentos de vulnerabilidade. Esses achados ajudam a compreender a relação entre intenções comportamentais e sentimentos de vulnerabilidade. Implicações para o desenvolvimento teórico da pesquisa na área e implicações gerenciais são discutidas. Os resultados auxiliam a compreensão dos resultados de estudos realizados nos EUA nas últimas décadas. Os achados oferecem uma contribuição teórica ao entendimento do fenômeno da vulnerabilidade, a adaptação de uma escala de medida para o fenômeno no contexto brasileiro e aplicado a serviços que não sejam de saúde e cuidados com o corpo. Do ponto de vista gerencial, o estudo alerta para o fato de a vulnerabilidade exercer influência no desempenho comercial de empresas de serviços automotivos, visto que ela influência negativamente a recomendação positiva e a manutenção de relacionamentos de negócios. Os achados sugerem que os gestores de empresas de serviços devem empreender esforços para reduzir a vulnerabilidade do consumidor por meio de informações que o auxiliem na negociação e avaliação do serviço ao minimizar incertezas.

Creating buyer-supplier commitment in food supply chains at the base of the pyramid

Esta pesquisa analisa o papel dos aspectos relacionais tais como confiança, comprometimento, interdependência e uso de poder âmbito das estratégias de negócios inclusivos que envolvem pequenos agricultores nas cadeias de valor de multinacionais dos agronegócios no Brasil. Os negócios inclusivos de abastecimento direto por empresas com pequenos agricultores em países em desenvolvimento têm sido reconhecidos como uma abordagem economicamente viavél e promissora para criar impacto social e melhorar as condições de vida de produtores rurais da "base da pirâmide", ao mesmo tempo permitindo que as empresas reforçar as suas posições nos mercados locais e adquirir matérias primas de qualidade a custos mais baixos. Estudos sobre este tema focam amplamente sobre as vantagens comerciais e competitivas que as empresas derivam do abastecimento direito com pequenos fornecedores, apresentando modelos de cadeia de valor customizados e ajustados estratégias globais de negócios, no entanto ainda há pouco conhecimento teoricamente fundamentado sobre os desafios organizacionais e relacionais da relação entre o comprador multinacional e o fornecedor de baixa renda. Além disso, pouco foco tem-se prestado sobre como assimetrias entre multinacionais e produtores de baixa renda, em questão de poder, dependência e de valores pode afetar a evolução dessas relações de negócios. O objetivo do estudo foi descrever os fatores que permitem a esses parceiros assimétricos de construir relacionamentos comerciais de longo prazo e mutuamente benéficos. A metodologia da teoria fundamentada foi usada e foi particularmente adequada para examinar as relações entre comprador e fornecedor e para recolher experiências de campo em três setores principais dominados pela agricultura familiar no Brasil, ou seja laticínios, avi-suinocultura e produção hortícola. Os principais conceitos teóricos da área de Relationship Marketing foram usados para apoiar os resultados da pesquisa de campo. A principal conclusão desta pesquisa é a importância de ir além da construção de confiança na estratégia de gestão do relacionamento entre comprador e fornecedor e de criar parcerias diádicas baseadas na interdependência mútua, a fim de reduzir as assimetrias e melhorar o comprometimento entre a empresa e o pequeno agricultor.

Anatomy of relationship significance: a critical realist exploration

Markets-as-networks (MAN) theorists contend, at least tacitly, the significance of business relationships to the firm – that is, business relationships contribute somewhat to corporate survival or growth. One does not deny the existence of significant business relationships but sustain, in contrast to the consensus within the MAN theory, that relationship significance should not be a self-evident assumption. For significance cannot be a taken-for-granted property of each and every one of the firm’s business relationships. The authors adopt explicitly a critical realist metatheoretical position in this conceptual paper and claim that relationship significance is an event of the business world, whose causes remain yet largely unidentified. Where the powers and liabilities of business relationships (i.e., relationship functions and dysfunctions) are put to work, inevitably under certain contingencies (namely the surrounding networks and markets), relationship effects ensue for the firm (often benefits in excess of sacrifices, i.e., relationship value) and as a consequence relationship significance is likely to be brought about. In addition, relationship significance can result from the dual impact that business relationships may have on the structure and powers and liabilities of the firm, that is, on corporate nature and scope, respectively.

Markets-as-networks theory: a review

This paper exposes the development of markets-as-networks theory from formal inception in the mid-1970s until 2010 state-of-the-art, en route presenting its historical roots. This largely European-based theory challenges the conventional, dichotomous view of the business world as including firms and markets, arguing for the existence of relational governance structures (the so-called ‘‘interfirm cooperation’’) in addition to hierarchical and transactional ones.

Meta-theories in research: positivism, postmodernism, and critical realism

No scholar or researcher is able to provide robust evidence that counters the scant reflection on metatheory – mostly ontology and epistemology – underlying management studies in general, and industrial marketing and purchasing research in particular. This paper is a contribution to the indispensable discussion of metatheoretical alternatives in research, and most importantly, the strengths and shortcomings thereof, and respective implications on research questions, objectives, and findings.

Mercado de São Brás e seu entorno: tramas e sentidos de um lugar

Esta dissertação pretende analisar a constituição da história urbana do entorno edificado do Mercado de São Brás, em Belém do Pará, no período de 1950 a 1970, uma construção eclética que remonta ao final do ciclo da borracha na Amazônia e da gestão do Intendente Antonio Lemos. O mercado é um monumento pertencente ao acervo patrimonial do Estado e se encontra em atividade, nos dias atuais. A partir da noção de trama urbana, buscou-se estabelecer relações entre os fatos históricos e arquitetônicos, no sentido de investigar como se processaram ao longo do tempo, resultando num espaço onde a arquitetura contribui para o desenvolvimento das relações sociais e comerciais. Partindo da hipótese de que a proximidade geográfica e a importância econômica de dois equipamentos urbanos, o Mercado de São Brás e a Estação de Ferro Belém-Bragança gerou uma dinâmica que atraiu outras arquiteturas, foi investigada a influência das políticas públicas de modernização e progresso, com reflexos para o surgimento do entorno edificado e relações tipológicas com o mercado. Utilizando a metodologia de estudo de caso com estratégias combinadas entre história interpretativo-qualitativa, o trabalho busca mostrar que as funções intrínsecas às construções cumpriram seu papel e que eventos realizados em seus espaços produziram fenômenos perceptivos no lugar existencial. O mercado público e seu entorno condensam práticas sociais que aliadas a estes fenômenos asseguram sua permanência na cidade, face ao contexto da sociedade contemporânea.

O twitter enquanto ferramenta de Relações Públicas para construir relacionamento: um estudo multicasos

Technological development in the IT and telecommunications sectors have transformed the way organizations communicate with their audiences. Social Media allow the exchange of information instantaneously, in a communication from many to many. With few studies in the area, many companies venture into the social media without a strategy and a generally end up denigrating their image itself. Thus, this study was conceived from the idea of contributing, analytically, based on the main concepts of Public Relations so the organizations effectively take advantage of their online presence to generate relationships, more specifically, on Twitter.Twitter is a social media with a mature public, requiring dynamics of information and quick answers, based on dialogue, referring to the idea of text messages (SMS). To better expose the results of this research, three organizations with expertise in twitter were chosen: Bradesco , Positivo Informática and Ponto Frio. The choice of case studies was based on the different segments that each one operates and that they are large companies with reputable commercial operations in the Brazilian scenario. To analyze their profiles, several authors were studied, like Fábio França, Maria Aparecida Ferrari, Margarida Kunsch e Marlene Machiori.The intent of the analysis of the Twitter profiles of these organizations is to understand whether they are using strategies for creating and maintaining relationships with your followers and how this occurs from specific categories, as other companies have committed serious errors and impairing their business because of mismanagement in social media. Therefore, the profiles were analyzed from the netnográfica methodology. As a result, it was observed that organizations have not yet developed the character of relationships in social media , treating this channel as another advertising channel It was observed that Positivo Informática has no specific strategy for Twitter...