Richard P. Vlosky

A conceptual model of US consumer willingness‐to‐pay for environmentally certified wood products

Global industrialization and the subsequent dwindling of many natural resources have become elements for product differentiation in marketing. Environmental certification programs are increasingly being recognized as significant market‐based tools for linking manufacturing and consumer purchases. This research examines the relationships between intrinsic environmental motivations and the willingness‐to‐pay a premium for environmentally certified wood products. A conceptual model is proposed that captures the effects of perceptions, awareness and price on consumer willingness to purchase and pay a premium for environmentally certified forest products. The data suggest that there are positive correlations between the willingness‐to‐pay and the independent variables in the model, environmental consciousness, certification involvement and perceived importance of certification. A cluster of US consumers was identified that has a proclivity to purchase certified wood products and may be a logical target market.

Partnering relationship activities: Building theory from case study research

Abstract Both qualitative and quantitative techniques are used to gain an understanding of partnering activities in manufacturer-distributor relationships. This article is a meta-analytic summary of data gained from semi-structured interviews conducted by multiple teams of researchers. The process of building theory from case study research is illustrated in the context of business marketing relationships using guidelines developed by Eisenhardt (1989). Based on the results of our analyses, partnering activities are generally geared more toward marketing, planning, and communication between firms. Surprisingly, there were few reported incidences of partnering activities in logistics and information exchange (i.e., electronic access to information between firms).

Interorganizational information system technology and buyer‐seller relationships

Interorganizational information systems (IOS), the computer based communication between buyers and sellers, can improve inventory management and control as well as reduce costs for all participants. However, stable relationships have been found to be disturbed when IOS is implemented. The objective of this study is to refine our understanding of the differences in perceptions and expectations of benefits from developing IOS as well as changes in the relationship structure. Results support previous research that identified gaps in relationship satisfaction between buyers and sellers when IOS technology is implemented.

Extranets: impacts on business practices and relationships

Extranets are extended intranets connecting organizations, which may include personnel, customers, suppliers and strategic partners. An extranet is one way in which a firm can improve their offering and remain competitive. This paper explores extranet linkages and examines how extranets impact business practices and business relationships. Also explores traditional relationship constructs function in an extranet context.

Electronic Data Interchange Implementation Strategies

Home center retailers are adopting interorganizational information system (IOS) technologies to reduce order cycle time and improve inventory management. One such technology is electronic data interchange (EDI). Examines EDI adoption in the wood products supplier – home center buyer channel. Discusses management implications and presents recommendations.

Partnering and traditional relationships in business marketing: An introduction to the special issue

Abstract Many theoretical and empirical articles about channel relationships have been published in the literature. However, Weitz and Jap (1995) highlight the lack of systematic research on the specific activities that comprise a partnering relationship in the business market. This Special Issue represents the programmatic work of many scholars who have addressed this question using a case study approach. In this introduction, background information about the project is provided along with specification of the research domain. The outcome of the issue is the development of a grounded theory (Strauss and Corbin, 1994) of partnership structure as defined by the activities of successful partnering firms in contrast to traditional/typical interfirm relationships.

Work opportunities in a non-traditional setting for women exiting welfare : A case study

The purpose of this research is to explore key issues regarding the need to provide jobs for women who are making the transition from welfare to wage work. A traditionally male-dominated industry, the secondary wood products industry, in a ten-parish rural region in northern Louisiana is used as a case study. One goal of the project is to explore barriers to expanding job opportunities for women in this industry, which is located in an economically disadvantaged region of the state. In-depth personal interviews were conducted with employers and business owners in this industry, and focus group discussions were conducted among employees at selected sites. Potential barriers to employing women in this industry are discussed, and recommendations for reducing barriers are made.

Closing the interorganizational information systems relationship satisfaction gap

The adoption of communication technologies that link marketing channel members has modified the way buyers and sellers interact. These technologies, termed interorganizational systems (IOS), are electronic buyer‐seller information exchanges that are implemented to facilitate business transactions and increase efficiency, competitiveness and profitability for participant companies. Shows how differences in buyer and seller perceptions and benefits IOS exist in early stages of implementation. Describes the IOS induced “Relationship Satisfaction Gap” and then offers thoughts and recommendations on how to close this gap. Believes that this gap is minimized when exchange partners are co‐operative and exhibit a high degree of understanding and commitment to the other party as implementation occurs. Additional factors that minimize the gap include trust that has evolved in the relationship over time, the existing mutually accepted power balance, the level of importance that the exchange partner represents from a strategic perspective and the general relationship structure.

Gaining Competitive Advantage in the New Normal

ABSTRACT The financial crisis that started in mid-2008 has led to a subsequent economic recession. Although officially declared over, global financial degradation may result in a “double-dip” recession with no substantive relief in the near future. Consequently, fundamental shifts within global forestry and the forest industry sectors have taken place with disruptions, dislocations, and uncertainties felt through the entire chain from the forest to markets. This is the worst downturn for forest products markets since the first oil crisis in the 1970s. Manifestations have included decreased demand, fluctuating prices and changed exchange rates, increased competition, overcapacity, low profitability, wood supply problems, and competition for raw materials exacerbated by the emerging bio-based energy sector. Although the ability of the forest sector as a whole to experience strong growth during the recession and when recovery begins is doubtful, there are many actions that individual companies can take to cr...

Motivational and Behavioral Profiling of Visitors to Forest-based Recreational Destinations in Sri Lanka

The tourism industry plays a key role in regional and destination development. As negative environmental and socio-cultural impacts of mass tourism become more common, the appeal of alternative forms of tourism, especially ecotourism, continues to increase. With rising demand, ecotourism operators are facing the task of meeting expectations of diverse consumers of ecotourism products. Accordingly, the need to define and distinguish ecotourists from other types of tourists has become important. The importance of using a behavioral approach to distinguish ecotourists from other types of tourists is emphasized by tourism scholars. This study developed distinct motivational and behavioral profiles of visitors to forest-based ecotourism sites in Sri Lanka. Results identified four different types of tourists based on their behavioral and motivational characteristics: ecotourists, picnickers, egoistic tourists, and adventure tourists. Broad implications of visitor profiling are also discussed. This approach can help ecotourism operators to better tailor marketing strategies and increase visitor satisfaction.