James T. Simpson

Relationship management: A call for fewer influence attempts?

Abstract Using data from a nationwide survey of 349 beer distributors we test two sets of hypotheses: (1) frequency of coercive and noncoercive influence strategy use impacts the level of commitment, trust, and satisfaction in marketing distribution systems, and (2) influence strategy use interacts with relationship structure (relationalism) to determine channel commitment, trust, and satisfaction. The results of the first set of hypotheses suggest that, independent of relationship structure, a suppliers use of noncoercive strategies is associated with increased distributor commitment, trust, and satisfaction, while coercive strategies are associated with reduced levels of commitment and trust. The results also confirm the hypothesis that in highly relational systems, increases in noncoercive influence attempts negatively impact trust and satisfaction. Thus, high levels of relationalism reverse the initial positive impact of noncoercive influence attempts. These findings support the proposition that more communication is not always better. Once relational norms develop in a channel relationship, increases in the suppliers use of either coercive or noncoercive influence attempts negatively impact the relationship.

Software development risk and project performance measurement

As more US companies outsource their software projects overseas, they find that it is more challenging to control software development risk in countries with dissimilar IT capabilities. Using data collected from software projects developed in Korea, we investigate the impacts of specific risk management strategies and residual performance risk on objective performance measures such as cost and schedule overrun. Our results indicate that, unlike subjective performance measures, our objective cost and schedule overrun performance measures are positively associated with residual performance risk in Korea. We also investigate the impact of two alternative conceptualization of software development risk on both objective performance and subjective performance. Finally, we discuss relevant policy implications for software development and outsourcing.

The role of the quality of shared information in interorganizational systems use

This study develops and tests a three-stage model that examines the role of the quality of shared information in interorganizational systems (IOS) use. The model provides a more inclusive method of measuring quality of shared information in IOS use through a re-examination of the impact of top management support and IT infrastructure capability, and by assessing the mediating effect of operational supply chain performance on the relationship between quality of shared information and overall firm performance. Our results suggest that the impact of the quality of shared information in IOS use on overall firm performance starts with top management support and IT infrastructure capability, and that these success factors positively impact the quality of shared information in IOS use. Moreover, our results indicate that the quality of shared information positively impacts operational supply chain performance, which, in turn, leads to improvements in overall firm performance. Overall, our results highlight the importance of high quality of shared information in IOS use.

Uncertainty profile and software project performance: A cross-national comparison

Many software projects are inevitably associated with various types and degrees of uncertainty. It is not uncommon to see software project spiral out of control with escalated resource requirements. Thus, risk management techniques are critical issues to information system researchers. Previous empirical studies of US software firms support the adoption of development standardization and user requirement analysis techniques in risk-based software project management. Using data collected from software projects developed in Korea during 1999-2000, we conduct a comparative study to determine how risk management strategies impact software product and process performance in countries with dissimilar IT capabilities. In addition, we offer an alternative conceptualization of residual performance risk. We show that the use of residual performance risk as an intervening variable is inappropriate in IT developing countries like Korea where the role of late stage risk control remedies are critical. A revised model is proposed that generates more reliable empirical implications for Korean software projects.

Effects of Organizational Learning and Information-Processing Behaviors on New Product Success

Individual learning constructs were formulated in an organizational learning context and empirically tested for relationships with new product success. Two constructs, information recording-retrieving and information reviewing, were found to be positively related to new product success. The relevance of these constructs to organizational learning theory are discussed, along with the implication that managers should carefully record and review past information to improve future new product success rates.

Buyer-seller relationships in the wood products industry

Abstract During the past decade, organizational partnerships have emerged as a significant form of relationship structure, spawning a concomitant increase in the volume of marketing literature devoted to better understanding these relationships. While research has identified a number of factors thought to enhance partnership success, empirical and anecdotal evidence suggests that the ingredients for successful relationships may vary, even within remarkably similar channel systems. This article explores the relationships between one distributor and two operationally similar suppliers. While both relationships are characterized by joint marketing programs and coordinated activities, the norms and outcomes are vastly different. The results indicate that the key to understanding effective working partnerships is not necessarily the degree of formal interaction, but the norms developed within the relationship. A full discussion of study findings and the implications for partnership management are presented.

The combined effects of dependence and relationalism on the use of influence in marketing distribution systems

This study uses data from the automotive replacement tire industry to test the proposition that dependence and relationship structure interact to determine frequency of influence-strategy use in distribution systems. The findings support the expectation that dependence is positively associated with recommendations, information exchanges, promises, requests, legal pleas, and threats. However, increases in dealer dependence increase the use of requests, legal pleas, and threats only in systems characterized by trivial levels of relationalism.

New product development in German and US technology firms

This research tested a model in both Germany and the USA that contained marketing variables known to impact new product development success in high technology firms. We explore the link between national culture and new product development. A multi‐group LISREL analysis revealed that while the model structure is valid for both countries, the impact of certain marketing factors on commercial product success differed. The analysis revealed that the mean values of the marketing factors differed significantly in each country. The most important determinant of new product success in both countries is proficiency in product launch activities. Marketing skills also positively impact product success in both countries. Top management support and involvement was also an important predictor of new product success in Germany, but the impact was negative. The potential impact of culture on the findings is discussed.

The Differential Effects of the Uses of Power Sources and Influence Strategies on Channel Satisfaction

In recent years channel research has focused on the importance of developing and maintaining long term relationships. The purpose of this paper is to investigate the effects of the suppliers’ use of both power sources and influence strategies on distributors’ satisfaction with the exchange relationship. Two studies conducted in the beer industry compare the use of power sources and the use of influence strategies to explain variation in satisfaction. Both studies drew random samples from the same universe, and are comparable in terms of geographic representation and job titles represented. The results suggest that the use of power sources is a better predictor of satisfaction than the use of influence strategies.

Perceived Site Security as a Second Order Construct and Its Relationship to e-Commerce Site Usage

Understanding perceived site security has been identified as a critical issue in current B2C e-commerce practices and research. A literature review reveals that the perceived site security construct has been conceptualized as a multi-dimensional construct; yet, all empirical studies have used uni-dimensional measures. Based on the CIA triad framework, we posit that perceived site security is a second order construct consisting of three distinct aspects of perceived site security: (1) perceived site confidentiality, (2) perceived site integrity, and (3) perceived site availability. The results from this study reveal that the new second order structure of perceived site security measure is superior to both the group factor structure and one factor structure. The results of the structural model also support the nomological validity of the newly conceptualized perceived site security measure.