摘要:

AbstractThis research examines how competitive attacks can best reduce the chances of retaliation. An expectancy–valence model is developed that views retaliation as a function of the subtlety of an attack: that is, its visibility, the difficulty rivals might have in responding to it in kind, and the importance or ‘centrality’ to rivals of the market under siege. Motivational theories suggest that all three of these independent variables need to be in place in order to elicit a response—or conversely, that low visibility, substantial response difficulty, or minimal centrality would each by itself be enough to prevent retaliation. This notion was not supported. Each one of the independent variables could serve as the ‘weak link of the chain,’ increasing the chances of retaliation. However, as predicted by expectancy theory, these variables selectively demonstrated some interactions that compound the threat of retaliation. In combination, high visibility and low levels of difficulty were especially likely to evoke responses from rivals. Finally, there appears to be a real incentive to avoid retaliation given its negative associations with

ISSN:0143-2095    

DOI:10.1002/smj.4250150202

出版商:John Wiley&Sons, Ltd.    

年代:1994

数据来源: WILEY

摘要:

AbstractThis study analyzes the goal configuration of 126 firms, based in Japan, U.K. and U.S., competing in global industries. The results indicate that firm nationality and internationalization do not affect the firm's goal configuration. The breadth of the firm's reward system was found to be related positively to a dispersed goal configuration and, within global and multifocal industry segments, a congruence between goal configuration and industry position was found to be associated positively with performance.

ISSN:0143-2095    

DOI:10.1002/smj.4250150203

出版商:John Wiley&Sons, Ltd.    

年代:1994

数据来源: WILEY

摘要:

AbstractAn empirical study based upon a sample of 645 small businesses assesses the relationship that life cycle stage and level of competition exhibit with the problems perceived to constrain small business strategic planning. Problems have been identified as either internal (cash flow) or external (competition); they have further been classified as either situational or core problems. Among the most prevalent problems reported by decision makers are customer contact, market knowledge, marketing planning, location, and adequacy of capital. A total of 16 problem areas were identified. Traditional wisdom offers the scenario where problems faced will vary as the organization progresses through the life cycle. Much of this research refutes conventional wisdom in that level of competition was determined to have more of an impact on problem perception.

ISSN:0143-2095    

DOI:10.1002/smj.4250150204

出版商:John Wiley&Sons, Ltd.    

年代:1994

数据来源: WILEY

摘要:

AbstractThe formation of partnerships between firms is becoming an increasingly common way for firms to find and maintain competitive advantage. While the antecedents of partnership formation and the characteristics of the resulting cooperative working relationship have been explored in the literature, an understanding of characteristics associated with partnership success is lacking. Such an understanding is important in reconciling the prescriptions to form partnerships with the reality that a majority of such partnerships do not succeed. We hypothesize that partnership attributes, communication behavior, and conflict resolution techniques are related to indicators of partnership success (satisfaction and sales volume in the relationship). The hypotheses are tested with vertical partnerships between manufacturers and dealers. Results indicate that the primary characteristics of partnership success are: partnership attributes of commitment, coordination, and trust; communication quality and participation; and the conflict resolution technique of joint problem solving. The findings offer insight into how to better manage these relationships to ensure success.

ISSN:0143-2095    

DOI:10.1002/smj.4250150205

出版商:John Wiley&Sons, Ltd.    

年代:1994

数据来源: WILEY

摘要:

AbstractThis research addresses the question, do categorical and continuous measures capture the same construct of diversity? Using analysis of variance, cluster analysis, and discriminant analysis, we investigated whether continuous measures (entropy and product count) differentiate between diversification categories, whether continuous measures converted to categories and subjectively assigned categories classified companies similarly, and whether continuous and categorical measures predicted similar diversity–performance relationships. We concluded that the techniques were associated but did not yield the same performance predictions. For researchers investigating diversity–performance relationships, choice of measurement technique will influence research results. Our research results suggest that attempts to combine categorical and continuous techniques as a way to overcome the limitations of both methods is not appropri

ISSN:0143-2095    

DOI:10.1002/smj.4250150206

出版商:John Wiley&Sons, Ltd.    

年代:1994

数据来源: WILEY

ISSN:0143-2095    

DOI:10.1002/smj.4250150201

出版商:John Wiley&Sons, Ltd.    

年代:1994

数据来源: WILEY