Louis W. Stern

Conducting Interorganizational Research Using Key Informants

In this article, we examine the use of the key informant methodology by researchers investigating interorganizational relationships. Authors have advocated the use of multiple informants to increase the reliability and validity of informant reports. However, interorganizational research still tends to rely on single informants. We investigated informant selection and obtaining perceptual agreement among multiple informants, two problems that may have inhibited widespread use of multiple informants. We suggest procedures for dealing with those problems and provide an illustrative application of our proposals.

Relational Exchange Norms, Perceptions of Unfairness, and Retained Hostility in Commercial Litigation

Relational Exchange Theory suggests that the norms that govern commercial exchange behavior in discrete transactions are markedly different from those in relational exchange. When parties to commercial exchange become involved in a manifest conflict episode, it might be expected that the types of norms that govern their relationship will affect their characterization of each others conflict behavior. This article proposes a model of conflict in commercial exchange relationships. The model focuses on how the prevailing exchange norms of solidarity, role integrity, and mutuality impact a partys perception of unfair treatment, and how causal attributions mediate those effects. The perception of unfairness is then linked to the level of hostility that is retained after the conflict episode ostensibly has been terminated. Several hypotheses are tested using a sample of firms engaged in contract litigation. The norm of solidarity and its interaction with the causal attribution measure are found to be significantly related to the level of perceived unfairness. Perceived unfairness is also significantly related to retained hostility.

Assessing reseller performance from the perspective of the supplier

The objective of the authors’ study was to develop a reliable and valid scale to assess reseller performance from the perspective of the supplier. To specify the domain of reseller performance, fou...

An Assessment of the Functionality of the Superordinate Goal in Reducing Conflict

This study suggests that the superordinate goal retards the development of felt conflict even if the frustrating antecedent conditions remain and, although a nonachieved superordinate goal does not...

Product differentiation and market performance in producer goods industries

Abstract We examine the relationship between product differentiation strategies and profitability for different categories of producer goods industries classified according to the extent of buyer search. Models developed using the structure-conduct-performance paradigm of industrial economies are estimated with FTC Line of Business data. The results indicate that product differentiation is based on “custom services” (technical and information services) provided by manufacturers for high-search producer goods and on “intermediate services” (assortment and inventory services) provided by merchant wholesalers for low-search producer goods.

Promotion of Information Services: An Evaluation of Alternative Approaches.

This article deals with the promotion of information services, specifically the formation and subsequent evaluation of different promotional programs for selective dissemination of information (SDI) services provided by the Mechanized Information Center (MIC) at The Ohio State University. Three programs—opinion leadership, “blitz,” and telephone solicitation—were developed. Data were collected to show, for each of the programs: (1) the level of market penetration achieved; (2) the level of user satisfaction generated from the service; (3) the effect in terms of influence, of the various media employed; and (4) cost effectiveness. Data analysis focused on a determination of the most effective methods to promote SDI services.

Elektronische Datenaustauschsysteme in ausgewählten Konsumgüterbranchen: Ein betriebsübergreifender Ausblick

Sollen bestimmte Absatzwege ihr volles Leistungsvermogen erreichen, mussen Mechanismen zu Verfugung stehen, die einen reibungslosen, schnellen und zuverlassigen Informationsflus zwischen den Beteiligten ermoglichen. Diese Mechanismen konnen vielfaltige Erscheinungsformen annehmen. Innerhalb des Kommunikationsprozesses konnen beispielsweise Bestellungen per Post, Telex, Telefon oder auch uber den Verkaufer aufgegeben werden. Sie konnen schriftlich, mundlich oder elektronisch getatigt werden. Jede Form der Ubermittlung und jedes Kommunikationsmittel ist Ausdruck eines bestimmten technologischen Niveaus.