Jon Henrich Hanf

Measuring Asymmetrical Power Distribution in Supply Chain Networks: What Is the Appropriate Method?

The research topic of asymmetrical power relationships has been receiving increasingly more attention lately. However, only a few scientific works have studied power in the context of supply chain networks. Consisting of collaborative interactions among numerous firms, such networks possess a focal actor represented by a well-branded company. The other network actors are dependent on the focal company because of long-lasting explicit or implicit contracts. Hence, asymmetrical power relationships are observable. On one side, such asymmetry can lead to opportunism by the other network actors and can hinder the development of effective supply chain relationships. On the other side, power can be used by the focal actor as an effective tool in coordinating and promoting harmonious relationships, resolving conflicts, and, therefore, enhancing performance of the whole network and its individual members. In this context the aim of our work is to identify how capable existing power measurement efforts are of producing complete and objective measures. Considering the fact that power is a complex construct, fulfillment of our aim should provide an understanding of how strongly it is conceptualized and empirically tested. Thus, we review the literature on power measurement efforts undertaken in political, sociological, management, and marketing studies.

A multi-theoretical perspective on power in managing interorganizational relationships

Purpose - The purpose of this paper is to examine power from a multi-theoretical perspective by comparing and analyzing different views and definitions of power in order to use the findings for further studying this construct as a key element for managerial purposes in the interorganizational context. Design/methodology/approach - An overview of the literature is conducted examining the power from sociological, psychological and managerial perspectives specifying views on power, its sources and consequences of its use offered by selected theories. Findings - This paper presents the opinion that the definitions of power by different theories resemble each other and the main differentiations in conceptualizations of power stem mostly from the differences in capturing sources and consequences of power. Power generally refers to the ability, capacity or potential to get others do something, to command, to influence, to determine or to control the behaviors, intentions, decisions or actions of others in the pursuit of ones own goals or interests despite resistance, as well as to induce changes. Originality/value - The fact that power can be used as an effective tool to coordinate and manage others appears to be largely ignored in the literature. In order to understand how to use it for these purposes, it is necessary to define power, which is an elusive concept that has a variety of meanings and definitions, and there seems to be much disagreement to the precise meaning of power.

Foreign direct investment as an agent of change in Russian agrifood business – consequences of the export of chain management concepts by foreign investors

The internationalisation of food retailing and manufacturing that has swept through the agrifood system in industrialised countries is now moving into Russia. When retailers as well as processors enter a new country they face the challenge to build up their procurement and distribution systems. In this way modern management concepts are exported. This article analyses the influence of FDI on Russian agrifood business. First, we outline the features of Russian agrifood business describing the current situation. Second, we discuss FDI in Russian agrifood business. Third, we elaborate on the influence of FDI on Russian agrifood business at different stages (agricultural producers, food processing, food retailing including the fast food sector). We further discuss the future prospects of the Russian food sector.

Managing supply chains successfully: an empirical testing of success of supply chain networks in the German fish sector.

Abstract Increasing consumer requirements for quality, safety, and environmental sustainability of seafood products are recognized as the driving forces of vertical cooperation in the fish sector. Cooperation among the participants of the fish chain becomes apparent in the formation of so-called supply chain networks (SCNs) that obviously address more than just the goals of individual organizations. This requires that SCNs are successfully managed. Yet, it is not clear up to now what the success of SCNs is and how it can be measured. Therefore, we develop and test the model of the SCN success in this study. We test the model empirically using Partial Least Squares Structural Equation Modeling based on the survey of leading specialized fish retailers in Germany. We discuss our results and derive implications for fish chain management.

Impact of Retail Internationalization on Agribusiness: The Case of Ukraine

This article aims to reveal the impact of the retail internationalization process on the Ukrainian agribusiness. Building on an in-depth survey, we delineate major changes that occur owing to the process. Talking about global retailers, an essential part of their business is connected with selling high-quality products. Because (food) quality and thereby food safety processes are considered to be the highest priority, we concentrate on the agri-food business. Our interest in Ukraine is kindled by ongoing verticalization addressed by foreign retailers and imitated by local firms. As a result, overall quality improvements are observed.

Retail internationalization and its impact on the Russian agri - food business

The internationalization process of the retailing sector is still in its turbulent starting phase. The present process of retail internationalization has created new trends in the agri-food sector such as global sourcing and retail branding. The example of Metro Group Russia underlines this point. The introduction and implementation of supply chain management concepts affect Russian agri-food business. Therefore, the aim of our article is to analyze this development. We outline the internationalization process of the retail business,and then we elaborate on the structural changes. Second, we apply this knowledge to the Russian agri-food business. We also discuss the future prospects and outlook on further development of the Russian food sector in the context of retail internationalization.

Unshakable loyalty in the food sector: sustainable customer retention. Empirical study of organic food consumers in Germany

Because of high competitive pressure in the food sector producers and retailers constantly increase their marketing efforts to convince consumers of their own products, services, brands or stores. One of the main goals is to generate loyal consumers because they are less likely to switch to competitors and more tolerant of price increases than non-loyal consumers. But what is true consumer loyalty? Repurchases are often used as an approximate indicator of loyalty. But the marketing literature emphasises that to identify “true loyalty” it is important to consider both consumers’ purchasing patterns as well as consumers’ underlying attitudes. Thus, true loyalty includes both a behavioural component, which results in repeated purchases, and an attitudinal component, which results in a dispositional commitment to a product, brand, or company and associates a unique value with it. However, regarding the food sector and the characteristics of food products, the question arises whether the above mentioned strict definition of true consumer loyalty can be applied to the food sector. Our paper aims to empirically test this question. To do so we conducted 27 semi-structured in-depth interviews with regular customers of a German organic food retailer in March/April 2009.ZusammenfassungAufgrund des starken Wettbewerbs im Lebensmittelsektor sehen sich Hersteller und Händler zu stetig steigenden Ausgaben für ihre Marketingaktivitäten veranlasst, um die Konsumenten an ihre eigenen Produkte, Dienstleistungen, Marken oder Geschäftsstätten zu binden. Eines der wichtigsten Ziele ihrer Marketingaktivitäten ist dabei die Generierung von Kundentreue, da bei treuen Kunden ein Wechsel zur Konkurrenz weniger wahrscheinlich ist und sie nachweislich eine geringere Preiselastizität der Nachfrage als nicht treue Kunden aufweisen. Doch welche Merkmale zeichnen einen treuen Kunden aus? Oftmals werden Wiederholungskäufe als ein Treueverhalten angesehen. Die Marketingliteratur betont jedoch, dass bei „echter Kundentreue“ sowohl die quantifizierbaren Kaufverhaltensmuster der Kunden wie auch die diesem Verhalten zugrundeliegende Einstellung zu berücksichtigen ist. Entsprechend beinhaltet „echte Treue“ beides: eine Verhaltenskomponente, die sich in Wiederholungskäufen äußert und eine Einstellungskomponente, die in einer freiwilligen positiven Bindung an das Produkt, die Dienstleistung, Marke oder Geschäftsstätte resultiert und einen besonderen Wert zuschreibt. Es stellt sich jedoch die Frage, ob diese strenge Definition von echter Kundentreue auch unter Berücksichtigung der Gegebenheiten im Lebensmittelsektor und den Eigenschaften von Lebensmitteln anwendbar ist. Ziel dieses Artikels ist es, diese Frage empirisch zu überprüfen. Hierfür wurden im März/April 2009 insgesamt 27 teilstandardisierte Tiefeninterviews mit Stammkunden eines deutschen Bio-Lebensmittelhändlers durchgeführt.

Strategic challenges facing South African wine co-operatives: upgrading or bulk production?

Emerging from decades of regulation and international isolation in the early 1990s, investment flowed into the South African wine industry, new vineyards were established, co-operatives modernized themselves, process and product ‘upgrading’ took place, wine quality improved, and export volumes increased dramatically, much of it sold in bulk. While this has inevitably stimulated innovation, the financial rewards for ‘basic’ quality are limited. Thus after two decades of upgrading, where do South African wine co-operatives, who produce most of the exports, go from here? Conventional global value chain theory (GVC) suggests that improving quality and adding further value is the way forward. However, given the classical constraints of co-operatives, is the higher quality trajectory a realistic option? Drawing on detailed case studies the paper argues that it is not only remnants of traditional principles that stand in the way of South Africas ‘new generation’ co-operatives moving up the value chain, but also the high costs involved.

Bio-Handelsmarken als strategisches Instrument zur Positionierung und Imagebildung eines Lebensmittelhändlers – Chancen und Risiken

Zusammenfassung:Handelsmarken sind schon seit längerem ein Instrument zur Positionierung und Differenzierung des Lebensmitteleinzelhandels. Verglichen mit der Schweiz und Großbritannien ist in Deutschland allerdings noch ein Steigerungspotential zu erkennen. Um dieses Potential zu erschließen, sind insbesondere seit dem Jahre 2001 Bemühungen des Handels zu erkennen, Bio-Handelsmarken zu etablieren bzw. bestehende zu intensivieren. Da Bio-Produkte aufgrund von Lebensmittelskandalen gegenüber konventionell produzierten Produkten einen Vertrauensvorschuss besaßen und als qualitativ hochwertig erkannt wurden, eignete sich die Bio-Handelsmarke zur Positionierung als Premiummarke. Eine solche Handelsmarke eignet sich auch zur Positionierung des Handelshauses selbst, so dass es sich wirkungsvoll von der Konkurrenz differenzieren kann und sich dem andauernden Preiskampf entzieht.

Does Power Oppose Trust? The Implications for Supply Chain Management.

Much of scientific works have been written about power and trust as constructs of business-to-business relationships separately. However, most of the existing literature studies power and trust in relation to conflict or satisfaction, and the links between power and trust and their role in supply chain networks appear to be largely ignored as a research topic. Thus, the aim of our paper is twofold. Firstly, we would like to conduct a comprehensive literature review on power and trust in supply chain networks. Secondly, we intend to use our findings in order to develop a conceptual framework of how power and trust can possibly be used as mechanisms for achieving successful coordination and cooperation within supply chain networks.