Gary L. Frankwick

Supply chain B2B e‐commerce and time‐based delivery performance

The research empirically investigates the relationships among supply chain B2B e‐commerce, environmental uncertainty, organizational structure, and time‐based delivery performance. The results show that B2B e‐commerce enhances time‐based delivery performance. The process turbulence component of environmental uncertainty has direct influence on B2B e‐commerce implementation and an indirect influence as mediated by the integration dimension of organizational structure. Process turbulence thus indirectly has a positive effect on time‐based delivery performance, whereas demand unpredictability has no effect. Integration within the firm associates with B2B e‐commerce implementation, while decentralization and formal control are unrelated to B2B e‐commerce.

The moderating effect of selling situation on the adaptive selling strategy–selling effectiveness relationship

Abstract Sales practitioners and researchers have recognized that “one-size-fits-all” selling strategies may not be appropriate for all customers. In this study, we employ the Weitz [J. Mark. 45 (1981) 85] Contingency Model to investigate the effect of the selling situation encountered by a salesperson on the relationship between selling strategy and sales performance. More specifically, we investigate the moderating effect that the selling situation has on the adaptive selling strategy–sales performance relationship. Results of the study suggest that an adaptive selling strategy will generally enhance performance outcomes, and that this relationship is stronger in a modified rebuy and new buy situation.

Dynamics of Relationship Selling: A Longitudinal Examination of Changes in Salesperson-customer Relationship Status

Based on Webers theory of social hierarchies, we employ the “salesperson-customer relationship status” concept to characterize strength of the salesperson-customer bond. Different levels of relationship status are described, tracked over time, and empirically related to strategic goals of customer retention and enhancement. We examine relationship selling activities to explain changes in salesperson-customer relationship status. Survey results suggest greater contact by salespeople contributes significantly to maintenance or improvement in customer rated salesperson status, service retention rates, and additional service purchases. However, customers classifying salespeople in the second highest status are most likely to replace current products with competing products.

Group Knowledge Networks: A Framework and an Implementation

Recent strides in computing and telecommunications have provided managers with access to ever increasing amounts of data through higher speed computers and extensive connectivity. However, these advances have not solved the problems of getting the right information to the right person at the right time, and retaining that information in the organization for future use. This paper addresses the issues of information sharing, information overload, and organizational memory by first describing the concepts of knowledge networks. Then the conceptual architecture of a knowledge network to support a work group is presented. This is followed by a description of experiences encountered implementing a specific system for two new product concurrent engineering teams. Results of the implementation indicate that participants were quite satisfied with the new system.

Environment, Management Attitude, and Organizational Learning in Alliances

Purpose – The purpose of this paper is to develop a framework for organizational learning in an alliance‐based context. An interaction effect of environmental turbulence on the relationship between top management attitude towards learning and organizational learning is proposed.Design/methodology/approach – The paper begins with the notion that alliances provide an opportunity for organizations to learn from one another. The paper describes three basic tenets of organizational learning. It then proposes how top management attitude will affect these. It also proposes that these relationships will be affected by the environment in which the organizations are operating.Findings – The proposed framework makes clear that, for organizational learning to take place, both top management attitude toward learning and environmental turbulence will affect the way organizational learning takes place.Practical implications – The paper proposes an important relationship between top management attitude, environmental tur...

Exploring the Impact of Social Undermining on Salesperson Deviance: An Integrated Model

While most scholars debate the importance of doing things to improve the quality of the buyer–seller relationship and investigate the positive side of salesperson’s behavior, little is known about salesperson’s negative behavior or what causes it. In this study, social undermining theory is employed to investigate how a variety of social undermining behaviors influence salesperson deviant behavior. A sample of 469 frontline bank employees responded to a questionnaire. Structural equation modeling and moderated regression were used to test the model, which produced results suggesting that various types of social undermining affect deviant behavior by influencing employee emotional exhaustion. The results also show that salesperson motivation moderates the effect of emotional exhaustion on deviant behavior.

A classification schema of co-production of goods: an open-systems perspective

Purpose – A growing body of literature reveals that the domain of customer co-production of goods is expansive. Many research articles in the area of co-production of goods, however, have focused on specific sub-areas within the larger domain. One result of these multiple lines of inquiry is that they establish overlapping construct names and definitions. The purpose of this article is to propose a classification schema of customer co-production of goods based on general systems theory (GST). Design/methodology/approach – A logical partitioning approach was employed. Findings – A classification schema of co-production of goods is derived from two criteria: the nature of the customers input and the customers autonomy. The classification suggests six sub-areas of co-production of goods: restricted co-manufacturing, unrestricted co-manufacturing, co-ideation, co-design, mass customization, and participation loop. Practical implications – The distinction of activities involving co-production of goods guides...

Consumer Adoption Intentions Toward the Internet in China: The Effects of Impersonal and Interpersonal Communication Channels

ABSTRACT With the increasing growth of internet advertising revenues, it is important to understand what factors may have an impact on consumer intentions to adopt the Internet. This study investigates the effects of impersonal and interpersonal communication channels on consumer intentions to adopt the Internet. Through a stratified random sampling approach, a survey of 3,754 consumers in china was conducted. The structural equation model results suggest that demographic characteristics (age, education, personal income, household income); impersonal communication channels/mass media use (newspapers/magazines, television news); and personal communication channels (word of mouth, personal selling) influence consumer internet adoption intentions at home.ABSTRACT With the increasing growth of internet advertising revenues, it is important to understand what factors may have an impact on consumer intentions to adopt the Internet. This study investigates the effects of impersonal and interpersonal communication channels on consumer intentions to adopt the Internet. Through a stratified random sampling approach, a survey of 3,754 consumers in china was conducted. The structural equation model results suggest that demographic characteristics (age, education, personal income, household income); impersonal communication channels/mass media use (newspapers/magazines, television news); and personal communication channels (word of mouth, personal selling) influence consumer internet adoption intentions at home.

Evaluating the Relationship of Firm Strategic Orientations and New Product Development Program Performance

This research investigates relationships among organizational strategic orientations, namely, entrepreneurial, technological, and proactive market orientations and their effects on new product development (NPD) program performance. Employing a sample of 183 U.S. technology-based companies, the study evaluates three possible models and shows positive effects of technological and proactive market orientations on entrepreneurial orientation. Results also show a positive effect of entrepreneurial orientation on NPD program performance. This study explains the importance of various strategic orientations and underscores the importance of converting firm strategic orientations into NPD program performance.

Supply chain analytic capability: environment and performance

The research studies antecedents and consequences of enhanced decision-making capability fostered by advanced analytic software such as warehouse management systems and advanced planning and scheduling. The results show that analytic capability leads to better logistical performance (e.g. inventory turnover rates, length of the order cycle) and better operational stability (e.g. more consistent order cycles and warehouse throughput rates). The environment in the form of process turbulence and demand unpredictability affects analytic capability, logistical performance and operational stability. Process turbulence generally has a positive impact: it associates with greater levels of analytic capability, improved logistical performance, and more consistent operations. On the other hand, demand unpredictability has negative implications: it associates with a lower level of analytic capability, poorer logistical performance and inconsistent operations.