Leslie S.C. Yip

Relationships and performance of trade intermediaries: an exploratory study

Purpose – The purpose of this study is to examine the impact of relationship coordination on the performance of trade intermediaries.Design/methodology/approach – This study uses a model of interfirm governance involving multiple members – customers, suppliers and a firms internal members. In supply chains involving more than two members, the dyadic approach to studying business relationships is inadequate. Dyadic relationships are often influenced by other connected relationships. Thus, this study provides a broader understanding of relationship management in the supply chain.Findings – A major task of intermediaries is to facilitate the flow of materials, information and resource along the supply chain. Growth in outsourcing and competition between supply chains have created a need for intermediaries to manage relationships with other members in the supply chain. How should intermediaries manage these relationships for success? Are there positive linkages between supplier relationship management, custo...

International marketing and the Asia‐Pacific Region

This study is motivated by the theme of this special issue of International Marketing Review, which highlights the enormous economic success of Asia‐Pacific nations and their emergence as global marketers of the twenty‐first century. The success of firms situated in these nations has been even more pronounced since the 1990. This study highlights international marketing developments, opportunities, and research issues that warrant closer attention. In examining the topic, highlights a number of important developments including technological innovations, the penetration and influence of the Internet and electronic commerce in the region, the emergence of Asian multinational companies, the development of Asian brands, the importance of relationships and networks for firms in this region, and their greater international integration and cooperation with the rest of the world. International marketing research considerations pertaining to the Asia‐Pacific Region are explored in each section, as well as in the conclusions.

Managing Intraorganizational Diffusion of Innovations Impact of Buying Center Dynamics and Environments

Abstract Companies often introduce organizational innovations into their corporate environment with the aim of improving their operational efficiencies. While this practice has become a well-accepted percept among both practitioners and academics over the years for its intuitive appeal, there is an increasing evidence to suggest that companies often fail to fully capitalize on the adopted innovation throughout their organizations. To this end, this study sets out to identify the factors that play a tangible role in facilitating the intraorganizational diffusion of innovations. In this context, we not only examine the roles of buying center dynamics and environments in the intraorganizational diffusion process but also assess the impact on the innovation-adopting firm through the high level of intraorganizational diffusion.

Cooperate “and” compete: coopetition strategy in retailer‐supplier relationships

Purpose – This study aims to examine the strategic implications and managerial outcomes of the concurrent use of cooperation and competition in vertical channel relationships.Design/methodology/approach – This study employs a structured questionnaire to gather data regarding vertical channel relationships in China.Findings – Whereas the academic literature has emphasized cooperation between channel members because of the interdependence between them, in reality, retailers may accept competition as just another part of doing business with suppliers.Research limitations/implications – The outcome variables used may not be comprehensive. In particular, the authors choose the flexibility of channel resources to stand for private benefits and joint benefits to represent common benefits, and though these variables certainly represent the intended benefits of the ambidextrous strategy, it remains to be seen whether other benefits may emerge for the exchange parties in vertical relationships.Practical implication...

International marketing in Southeast Asia: Retailing trends and opportunities in China

The aim of this study is to highlight developments and opportunities in the retail and distribution sectors of China. In particular, we focus on the entry of international retailers into this rapidly growing market and classify various forms of retailing in China. The emerging Southeast Asian markets are still dependent on traditional and inefficient distribution and retailing systems. These markets are ripe for cultivation by international retailers whose advanced systems, processes, and management and marketing skills can bring added levels of efficiency and enhanced performance to these markets.

Time buying and time saving: effects on service convenience and the shopping experience at the mall

Purpose – The domain of service convenience remains relatively unexplored. However, as time pervades all aspects of consumption, the value placed on time is likely to influence the importance of convenience. Prior studies call for the investigation of convenience beyond the store context; and malls being a one-stop shopping destination, present an ideal environment for investigation. Design/methodology/approach – A conceptual model delineating the relationships between service convenience, shopping trip value, customer satisfaction and several retail outcomes is developed. This model is empirically tested using survey data collected from 619 mall shoppers; and analyzed using structural equation modelling. Findings – For shoppers who place high economic value on time, the effects of service convenience are greater on hedonic value. Conversely, those who place low economic value on time, effects of service convenience are greater on utilitarian value. Effects of shopping value on retail outcomes also vary a...

Guest editorial International marketing in the Asia‐Pacific region

Presents and discusses areas for future research into international marketing in the Asia‐Pacific region based on recent trends and gaps in the literature. Continues and develops the themes presented in the first Special Issue on international marketing in the Asia‐Pacific region (International Marketing Review, Vol. 20 No. 5).

The Strategic Functions of Advertising Agencies in China: A Networking Perspective

This exploratory study investigates both marketing and strategic functions of advertising agencies in China. The results of factor analysis identify four categories of strategic functions: product development, relationship maintenance, company strength, and knowledge and adaptation. The findings indicate that advertising agencies in China cannot perform a wide range of advertising! marketing activities; but, with their networks with government and other business entities, they can contribute to non-advertising strategic functions. This suggests that international marketers should pay special attention to the agency selection issue when competing in China. In particular, a broader perspective is required when defining the selection criteria for advertising agencies.

Shanghai GM's Marketing Strategy for the China Market

Demand for passenger cars in China had been growing at more than 10% annually. Changing buyer expectations, increasing competition and an inefficient distribution system were challenges that car manufacturers faced as they sought to expand into China. This case describes the socio-economic developments in China, the competition and government policies affecting the passenger car industry. This case explores how Shanghai General Motors (SGM) adapted their brand and channel strategies to respond to these changes in the environment.

Value Creation in International Electronic Markets: A Conceptual Framework

The emergence of electronic markets in the 1970s fostered the development of numerous processes in business-to-business (B2B) markets that, in turn, led to greater efficiencies in distribution channels. Although the Internet has further fueled the growth of electronic markets during the 1990s, the primary objectives of firms in deploying electronic forms of exchange essentially remain unchanged. These goals include becoming more competitive by virtue of enhancing customer value and service, increasing market scope, and improving efficiency. Such objectives are consistent with the marketing philosophy, particularly the notion of creating greater customer value which has been the cornerstone of marketing theory and practice since the 1950s (Drucker, 1954; Day, 1990, 1994; Mizik and Jacobson, 2003). Given the potential benefits of leveraging off electronic media as a means of developing more efficient supply chain (SC) systems, and the high costs associated with logistics and supply chain management (SCM), the value creation potential of electronic media, such as the Internet, is an important topic for investigation.