Thomas O'Toole

Affirming Communication's Primary Role in a Manufacturer-Retailer Context

Contrary to most extant relationship research which has relegated communication to a minor relational role, we found communication to be a central relationship variable. Communications importance arose in a qualitative stage of our research which involved four manufacturer-retailer case studies. To affirm communications central relational role, we tested the link between relationship governance and communication in a quantitative study of 280 retailers of the manufacturers product, and found a positive link. Additionally, to aid future research in this area, this study brought together measures of communication from several U.S. studies and tested them in their totality.

On the meanings of structure in the international business discourse

Purpose – This paper seeks to examine the meaning and nature of the structure metaphor in the social sciences, and the consequent implications for the academic activity of describing and substantiating new structural forms of multinational corporations (MNCs) in the international business discourse.Design/methodology/approach – The papers approach is primarily conceptual, but also introduces some fieldwork. The paper contrasts generalist work in the social sciences on structure with a close reading of the foundational texts on structure in MNCs along with a broader reading on the considerable attempts to describe new structures for MNCs. By interrelating these literatures with fieldwork that deconstructs stories from actors within MNCs, it opens a broader criticism on the discourse on structuring the MNC.Findings – The paper suggests that the phalanx of new MNC structures could, perhaps, be better understood as a criticism of using the structure metaphor to describe the MNC. On safer ground, it suggests ...