Kenneth J. Roering

Bargaining in distribution channels

Abstract This study empirically assesses the impact two fundamental dimensions of distribution channels have on channel member bargaining behavior, namely, (1) the expected duration of the channel bargaining relationship and (2) the channel member dependence on the bargaining. The following findings were observed from a laboratory study using 160 business students: low dependence produced fewer bargaining sessions ending in agreement compared to high dependence among buyer-seller dyads. Low dependence bargainers made more extreme initial offers, conceded less, and used the pronoun we less than did high dependence bargainers. The sellers emerged better off than the buyers from the negotiations. Sellers achieved this advantage by making more extreme initial offers than buyers, conceding more than buyers, but emerging with the better deal.

Essentials of consumer behavior

Professors Block and Roering state that their purpose in writing this book was . . . to provide the beginning student with a clear, interesting and systematic treatment of what is known about consumer behavior. To achieve this objective the authors drew upon the basic organization of the second edition of Engel, Kollat, and Blackwells highly successful textbook, Consumer Behavior. Consequently the two textbooks share the same consumer behavior model and the same basic organizational format. The authors indicate in the preface of their text that the book is written primarily for the beginning student of consumer behavior. Therefore, they have tried to write a text which provides clear and interesting reading of the essentials of consumer behavior. They deliberately omit exhaustive literature reviews, extensive summaries of empirical studies, theoretical refinements, and methodological issues in the belief that these areas are more properly suited to a more advanced consumer behavior textbook. In-

Social structures and the flow of scientific information in public agencies: an ideal design

Abstract Despite widespread dissatisfaction with the quality of scientific information employed in planning and policy-making in public agencies, relatively little is known about the scientific information acquisition behaviors of public managers. The purpose of this paper is to facilitate research on scientific information acquisition in public agencies by suggesting that: (1) planning and policy-making are ‘policy technologies’ and share certain attributes with more traditional technologies; (2) many propositions developed in the literature on information flows in RD and (3) it may be possible self-consciously to design social and organizational structures so as to enhance informal flows of scientific information. After gleaning some of the propositions concerning scientific information flows from the R&D management literature, an ‘ideal design’ approach is employed to develop a model in which the social and organizational structures of a public agency optimize scientific information flow.

Commitment to Future Interaction and Relative Power Under Conditions of Interdependence

A 2 (committed or uncommitted) × 2 (high power or low power) × 3 (structure: Prisoners Dilemma or Chicken or No Conflict) factorial design was used to examine the effects of commitment to future interaction, relative power, and the structure of interdependence. The dependent variable was the proportion of cooperative choices on a series of single-play game matrices. Data were collected from 120 undergraduate students in a laboratory situation. The task consisted of responding either cooperatively or competitively to 18 game matrices. Each matrix was presented individually and without feedback concerning previous outcomes. As hypothesized, the results showed an interaction between commitment and power. Low reward power subjects were more cooperative when uncommitted than when committed in Chicken and the No Conflict game. High power subjects were more cooperative when committed than when uncommitted in the Prisoners Dilemma. These results suggest caution when generalizing from the prevalent propositions that low power and commitment to future interaction have a cooperative effect.

Relationships between Modes of Social Interaction

The increased emphasis on improved middle range theories in social science represents a response to the theoretical and practical limitations of broad, general theories (see for example, Weick, 1974). In the spirit of this movement toward middle range theories, we argue that three distinctive modes of social interaction can be identified. Moreover, it is further argued that behavior within a given mode is best explained by application of a unique middle range theory. However, the central focus is on a different, but closely connected issue. This issue concerns how movements occur between interaction modes. In effect, we are asking how linkages can be built between middle range theories of social interaction. For convenience, the analysis is limited to the simplest form of interaction — the dyad. However, either one or both parties to the dyad can be conceptualized as an individual, group, or organizational entity. Since our current concerns are speculative and exploratory, social interaction is examined abstractly without specifying a certain type. Later, the adequacy of this abstract approach can be tested by reference to more specific cases.

Designing a scientific and technical information system: Organizational dimensions and administrative decisions

Abstract A series of interrelated questions are examined regarding the acquisition and utilization of scientific and technical information among public and private organizations concerned with urban affairs. These questions provide a framework for synthesizing current research in organization and administrative theory. The concern for scientific information is not limited to those situations where special technical problems arise or particular technical departments are involved. Rather. it is assumed that sophisticated administration in most complex organizations requires appropriate scientific information. Special emphasis is placed on analyzing those administrative decisions which have the greatest potential for improving the scientific information acquisition and utilization process. For example, organization structure, boundary spanning. task structure, personnel staffing, and information system design are considered. The basic analytical tool is a general systems model which provides a broadened managerial perspective.

Population density and type of purchase as explanatory variables in consumer information search

The principal purpose of this study is to bring empirical evidence to bear upon several aspects of consumer prepurchase information search. Particular attention is given to determining the extent to which observable variation in search patterns can be explained by population density and type of products purchased.Attention was drawn to these areas because of what appears to be fundamental weakness in modern regulatory policies and practices directed toward promotional strategies used in the consumer goods market and also because of the increase in the incidents of intervention by both state and federal regulatory bodies in the market place.