From Instrumental to Normative Relational Strategies: A Study of Open Buyer-Supplier Relations

2020 ◽  
Vol 2020 (1) ◽  
pp. 17403
Author(s):  
Sergio Giovanetti Lazzarini ◽  
Dirk Boehe ◽  
Leandro Simões Pongeluppe ◽  
Michael L. Cook
Keyword(s):  
Supplier Relations ◽  
Relational Strategies

scholarly journals A Narrative Approach to Corporate Relations: The Historical Background on Telenor’s Success

2021 ◽  
pp. 1-36
Author(s):  
SVERRE A. CHRISTENSEN
Keyword(s):  
Business Strategy ◽  
Historical Background ◽  
Narrative Approach ◽  
Societal Values ◽  
Self Interest ◽  
Equipment Supplier ◽  
Supplier Relations ◽  
Telecom Sector ◽  
Public Telephone

This article examines the development of buyer-supplier relations in the telecom sector. The literature on telecoms in Scandinavia has been dominated by the narrative praising the trusting and collaborative relations between Telia, the Swedish public telephone operator (PTO), and Ericsson, the equipment supplier. The Norwegian PTO, Telenor, diverted from this path and was a pioneer in preferring competitive tenders and arm’s length relations with its suppliers starting in the 1970s. The article argues that Telenor’s history and nationality had a significant impact on its business strategy. In addition, the article examines why some business narratives persist while others remain unknown. One finding is that shareholder-friendly narratives have a handicap because they focus on self-interest and money, and not societal values.

Subcontracting Flexibility? Changes in Buyer‐Supplier Relations

1989 ◽  
Vol 12 (3) ◽  
pp. 13-14
Author(s):  
T. Rutherford ◽  
J. Morris ◽  
R. Imrie
Keyword(s):  
Supplier Relations

Classroom Management Actions of Beginning Urban Teachers

2018 ◽  
Vol 54 (3) ◽  
pp. 339-367 ◽  
Author(s):  
Andrew Kwok
Keyword(s):  
Classroom Management ◽  
Beginning Teachers ◽  
Management Strategies ◽  
First Year ◽  
Urban Teachers ◽  
First Year Teachers ◽  
Management Actions ◽  
Classroom Management Strategies ◽  
Video Recordings ◽  
Relational Strategies

This descriptive, mixed methods study of one interim certification program explores first year urban teachers’ classroom management actions. This study investigates what strategies teachers implement to manage the classroom from programmatic surveys of 87 first-year teachers and interviews, field visits, video recordings, and journals of five case participants. Results indicate that teachers used behavioral, academic, and relational strategies to manage the classroom and they tend to refine several of these actions over time. Findings suggest that teacher preparation should promote beginning teachers to implement a range of classroom management strategies and support teachers in how to refine their actions.

Manufacturer price reduction pressure and supplier relations

2008 ◽  
Vol 23 (5) ◽  
pp. 287-300 ◽  
Author(s):  
John W. Henke ◽  
Ravi Parameswaran ◽  
R. Mohan Pisharodi
Keyword(s):  
Price Reduction ◽  
Supplier Relations

‘Never let a good crisis go to waste’ – The 2020 Business Information Review Survey: Part III

2021 ◽  
pp. 026638212110328
Author(s):  
Stephen Phillips
Keyword(s):  
Information Services ◽  
Client Engagement ◽  
The Third ◽  
Business Information ◽  
30Th Anniversary ◽  
Supplier Relations

Part III of the 2020 Business Information Review survey, this is the world’s longest running conversation about business information services and their management, which is celebrating its 30th anniversary. The third installment of the 2020 survey captures the participants’ reflections on a range of topics that are shaping their operations including supplier relations, client engagement as well as providing a summary of their 2021 priorities.

The different shades of innovation emergence in smart service systems: the case of Italian cluster for aerospace technology

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Orlando Troisi ◽  
Anna Visvizi ◽  
Mara Grimaldi
Keyword(s):  
New Technologies ◽  
Service Systems ◽  
Constructivist Grounded Theory ◽  
Structured Interviews ◽  
Social Rules ◽  
Content Type ◽  
Novel Technologies ◽  
Aerospace Technology ◽  
Smart Service ◽  
Relational Strategies

Purpose The purpose of this paper is to explore the emergence of innovation in smart service systems to conceptualize how actor’s relationships through technology-enabled interactions can give birth to novel technologies, processes, strategies and value. The objectives of the study are: to detect the different enablers that activate innovation in smart service systems; and to explore how these can lead dynamically to the emergence of different innovation patterns. Design/methodology/approach The empirical research adopts an approach based on constructivist grounded theory, performed through observation and semi-structured interviews to investigate the development of innovation in the Italian CTNA (Italian acronym of National Cluster for Aerospace Technology). Findings The identification and re-elaboration of the novelties that emerged from the analysis of the Cluster allow the elaboration of a diagram that classifies five different shades of innovation, introduced through some related theoretical propositions: technological; process; business model and data-driven; social and eco-sustainable; and practice-based. Originality/value The paper embraces a synthesis view that detects the enabling structural and systems dimensions for innovation (the “what”) and the way in which these can be combined to create new technologies, resources, values and social rules (the “how” dimension). The classification of five different kinds of innovation can contribute to enrich extant research on value co-creation and innovation and can shed light on how given technologies and relational strategies can produce varied innovation outcomes according to the diverse stakeholders engaged.

scholarly journals International Market Entry Strategies: Relational, Digital, and Hybrid Approaches

2018 ◽  
Vol 26 (1) ◽  
pp. 30-60 ◽  
Author(s):  
George F. Watson ◽  
Scott Weaven ◽  
Helen Perkins ◽  
Deepak Sardana ◽  
Robert W. Palmatier
Keyword(s):  
Market Entry ◽  
New Technologies ◽  
International Market ◽  
Business Environment ◽  
Internet Technology ◽  
Global Business ◽  
The Past ◽  
Hybrid Approaches ◽  
Entry Strategies ◽  
Relational Strategies

The adoption of digital communications, facilitated by Internet technology, has been among the most significant international business developments of the past 25 years. This article investigates the effect of these new technologies and the changing global business environment to understand how relational approaches to international market entry (IME) are changing in light of macro developments. Despite substantial resources in business practice dedicated to combining relational strategies in digital settings, this analysis of extant literature reveals that fewer than 3% of peer-reviewed research articles in the international marketing domain examine digital contexts. To address this gap, the authors assess 25 years of literature to provide (1) a description of the evolution of IME research; (2) a review and synthesis of pertinent literature that adopts relational, digital, and hybrid approaches to IME; (3) a taxonomy of IME strategies; and (4) directions for further research.

Combining goods and service-dominant logics in purchasing strategies

2018 ◽  
Vol 33 (8) ◽  
pp. 1087-1099
Author(s):  
Tale Skjølsvik
Keyword(s):  
Future Research ◽  
Management Consulting ◽  
Content Type ◽  
Industrial Marketing ◽  
Knowledge Based ◽  
Consulting Services ◽  
Alternative Approaches ◽  
Knowledge Intensive ◽  
Relational Strategies ◽  
Practical Implications

Purpose While goods- and service-dominant logics are separated in most research as alternative and often incompatible paradigms, this paper aims to show how these logics can be and are combined in purchasing strategies in organizations. The paper also illustrates that multiple logics exist in addition to purely goods- or service-based logics. Design/methodology/approach The paper is based on empirical data on the purchasing of management consulting services, which represent an extreme context for understanding the combination and intersection of goods- and service-dominant logics. In particular, four in-depth case studies and interviews with 51 sellers and 30 buyers of management consulting services are used to develop a typology of purchasing approaches that combines goods- and service-dominant logics. Findings The study shows that goods- and service-dominant logics are combined in two main purchasing phases: supplier set selection and assignment selection. In both these phases, parallel and knowledge-based, embedded and experience-based approaches were identified as ways of combining goods- and service-dominant logics in the purchasing context. Research limitations/implications The research presented in the following adds to our existing understanding of possible purchasing strategies under multiple logics in buying organizations. Future research should explore the conditions under which different strategies are and should be applied in organizations. Practical implications This paper gives practitioners alternative approaches to choose from in their purchasing and sales of knowledge-intensive services, in addition to transactional and relational strategies. Originality/value The research adds to existing research on business and industrial marketing by identifying particular purchasing strategies on a continuum between goods- and service-dominant logics.

scholarly journals RELATIONAL STRATEGIES AS A FACTOR OF THE INDUSTRIAL POLICY OF ENTERPRISES OF THE RUSSIAN NORTH AND ARCTIC

2020 ◽  
Vol 68 (2/2020) ◽  
pp. 83-94
Author(s):  
V. A. Leventsov ◽  
◽  
V.V. Gluhov ◽  
Keyword(s):  
Development Strategy ◽  
Industrial Policy ◽  
Far East ◽  
Economic Recession ◽  
Arctic Region ◽  
The Arctic ◽  
Industrial Enterprises ◽  
The North ◽  
In The Beginning ◽  
Relational Strategies

In the beginning of this year, key development priorities of the Arctic region of Russia were presented, which should become the basis for the Development Strategy of the Russia Arctic until 2035 prepared by the Ministry of the Far East and Arctic Development. Its main goal is to improve the level and quality of life through development of human capital, balanced spatial development, development of the economy of renewable natural resources (local production), implementation of large investmentand infrastructure projects, environmental management, etc.Accordingly, industrial enterprises of the North and the Arctic of Russia are faced with the most important task of producing competitive, innovative products, which requires consolidation of allkinds of resources that are always lacking, especially during the economic recession, low oil prices and the coronavirus pandemic.The purpose of the article is to show the role of the use of the relational strategy by industrial enterprises of the Northand the Arctic of Russia as an important factor in their industrial policy.Relational strategies of enterprises mean strategies aimed at forming their relational space as a set of links between them that create partnership advantages in order to obtain relational profit for participants.The article presents the authors’ model for forming relational strategies, consisting of five stages with their description, an algorithm for assessing relational interaction, and also considers the use of relational strategy as an important factor in the industrial policy of enterprises of the North and the Arctic of Russia.

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