Bill Schroder

How smaller born-global firms use networks and alliances to overcome constraints to rapid internationalization

The authors identify the following key constraints that smaller born-global firms face: lack of economies of scale, lack of resources (financial and knowledge), and aversion to risk taking. The authors explore how such firms overcome these constraints by using technology to achieve competitive advantage and by networking competencies to develop a range of alliances and collaborative partnerships. Thus, the article focuses on a particular aspect of business-to-business marketing, namely, how small firms achieve rapid growth internationally through alliances with suppliers, distributors, and joint-venture partners and how these relationships change over time to meet the changing needs of the partners.

Internationalizing the curriculum: the implementation experience in a Faculty of Business and Economics

Curriculum internationalization is a strategy adopted by many universities as they prepare their graduates for employment in the global economy. This paper is a case study of the organizational change involved in one institutions (Monash University, Melbourne, Australia) attempts to implement curriculum internationalization in the foundation subjects in the six core business disciplines. The Faculty of Business and Economics at Monash, in encompassing five Australian and two offshore campuses and three families of degrees, presents both an opportunity and a challenge in implementing curricula change. The multicampus structure provides the opportunity, while the challenge is the number and geographic dispersion of the teaching staff, along with differing academic cultures. In this paper, we discuss organizational change as it accompanies the curriculum internationalization process, and the responses of the discipline‐based teams to the curriculum internationalization objective. We identify significant staff and faculty issues requiring consideration in the change that accompanies curriculum development, such as the powerful effect of the traditional notion of academic autonomy, and the need for continued resources to support the changes.

Influence strategies in organizational buying decisions

Abstract This study examines the effectiveness of seven influence strategies in influencing purchasing decision outcomes in the selection of the services of an advertising agency. Findings from 150 purchasing decisions provide an insight into the effectiveness of influence strategies. Managerial implications for both buyers and sellers are presented.

Power and influence in the buying centre

Builds on work in organisational buying. Examines the relationship between power bases and influence strategies in an organisational buying situation, specifically, the decision to purchase the services of an advertising agency. Hypothesises the influence strategies of consultation, coalition, legitimating pressure, exchange, rational persuasion, inspirational appeals and personal appeals, related to source characteristics (power bases). Findings from 150 organisational buying decisions support findings from a recent study in the USA. Suggests that the use of an influence strategy is positively related to the corresponding type of power.

The Chinese steel industry in transition: Industry perspective on innovation policy

There is little empirical research on how the Chinese Government should function in innovation management, particularly during its critical period of economic transition. This study explores and investigates the Chinese Governments innovation management structure, procedures and functions by interviewing government R&D management officials and industrial innovation managers and users. Questionnaires were distributed to industrial innovation practitioners and users of new steel products to solicit their perspectives on innovation policy issues. Findings indicate that current government innovation management procedures have received a tepid welcome from industry. While there was general agreement that the government should maintain some involvement in industrial innovation, opinions regarding just how the government should intervene differed significantly between producers and users. Producers generally favoured more indirect government involvement. Policy implications are discussed.

Strategy/performance/environmental linkages in agribusiness: Conceptual issues and a developing country example

Business strategy is concerned with the “fit” between an organisations strengths and weaknesses and its external environment. A successful match should result in better performance. The strategy|environment|performance relationship is complex and poses significant analytical problems. This paper discusses alternative approaches to investigating the relationship and presents examples from a study of the Zimbabwean food processing industry. ©1994 by John Wiley & Sons, Inc.

Cooperatives, statutory marketing organisations, and global business strategy

The article discusses the globalisation of food production and marketing, focussing on cooperatives and statutory marketing organisations (collectively called Producer Marketing Organisations, PMOs). Examples of globalisation strategies adopted by agribusiness companies are given, barriers to globalisation in PMOs are discussed, and a case study of how one PMO overcame these barriers is presented.

The Effect of Power Bases in the Selection and Purchase of Advertising Agency Services

Abstract This paper examines the power bases used by the most influential person in the buying centre established for the selection of the services of an advertising agency. Findings suggest that expert power and referent power are important determinants of manifest influence. Kohlis (1989) measure of information power is found to be inadequate, and may require a new scale to measure possession and use of information, as opposed to the process of obtaining information.