Chanchai Tangpong

A review of buyer-supplier relationship typologies: progress, problems, and future directions

Purpose – The purpose of this study is to review the existing typologies of buyer-supplier relationships (BSRs) in the literature, to critically assess their dimensions and underlying assumptions, and to propose a more complete BSR typology and future directions for BSR typology research. Design/methodology/approach – This study takes a conceptual approach in highlighting the limitations of existing BSR typologies and synthesizing their key typology-defining variables when proposing an alternative BSR typology. Findings – The proposed BSR typology is based on alternative behavioral assumptions: bounded rationality and choice-determinism, and uses relationalism, supplier dependence and buyer dependence as the typology-defining variables. This BSR typology captures four prominent BSR types in the extant literature (i.e. market/discrete relationship, captive-buyer/supplier-dominant relationship, captive-supplier/buyer-dominant relationship and strategic/bilateral partnership) and four new BSR types developed...

The Emergence of Business-to-Consumer E-Commerce New Niche Formation, Creative Destruction, and Contingency Perspectives

This study examines the emergence of business-to-consumer (B2C) e-commerce from new niche formation, creative destruction, and contingency perspectives. Based on multiretail-sector data, this study supports the contingency perspective. The findings suggest that in digitally related sectors, B2C e-commerce has emerged through a creative destruction process whereby B2C e-commerce expands at the expense of traditional retailing; thus, addressing the e-commerce trend becomes traditional firms’ strategic imperative. Conversely, in digitally unrelated sectors, B2C e-commerce has emerged through a new niche formation process whereby B2C e-commerce coexists with traditional retailing; thus, embracing the e-commerce trend becomes the traditional firms’ strategic choice.

The role of interfirm reciprocity norm and agent's conscientiousness in supply contract adjustment decision

Purpose – The purpose of this paper is to better understand the main effects of agent conscientiousness and reciprocity norm and the interaction effect of these two factors on contract adjustment decisions in buyer-supplier relationships. Design/methodology/approach – Two scenario-based experiments with college students and business professionals were conducted. Three regression models were run to test three hypotheses proposed in the paper. Research limitations/implications – The limitations of this study are the use of single-agent decision scenarios and the specific focus on one aspect of agent personality – i.e. conscientiousness and its collective influence on contract adjustment decisions. In a broader picture, the results of this study support the cross-level analytical approach to investigating marketing channel relationships, in which individual-level and organizational-level factors interact and determine decision outcomes in business exchanges. Practical implications – Recruiting and promoting ...

Employee Primacy and Corporate Slogans in Japanese and American Firms’ Communication in Times of Crisis

Given the frequency and severity of crises faced by organizations, the question of how managers can best lead their organizations through times of crisis is important. Communication plays a particularly critical role in such situations. We perform a multistage content analysis study using letters to shareholders appearing in publicly traded Japanese and U.S. firms during the economic downturn following Lehman Brothers bankruptcy in 2008. In our initial exploratory study, we identify employee primacy and the existence of corporate slogans as relevant constructs. We then develop hypotheses and test them in a larger sample confirmatory study. We find that firms concurrently exhibiting both employee primacy and corporate slogans in their communication outperformed their peers. To aid in interpreting our results, we also provided three examples of qualitative descriptions of such firms. Our Japanese and U.S. sample increases the generalizability of our results.

Ethical receptive capacity and teaching business ethics

In this study, we proposed the ethical receptive capacity (ERC) perspective on teaching business ethics. The ERC perspective was developed on two premises: the separation of personal moral values and professional ethics, and the path dependent nature of professional ethics, such that individuals in the early stage of their profession have higher ERC (i.e., individuals’ capacity to receive ethical contents) and thus are more receptive to new ethical contents prescribed to them. The experimental results in this study supported the ERC perspective, suggesting that business ethics education should be introduced to students as early as possible in their business programme.