Cultural determinants of customer- and learning-oriented value systems and their joint effects on firm performance

Article Abstract:

The effects of firm-level reflections of two societal-culture factors, collectivism and power distance, as well as organizational cultural strength, on the development of customer- and learning-oriented value systems in organizations are examined. The results reveal that a customer- and learning-oriented organizational value system is more likely to develop and improve firm performance when, complemented by appropriate societal-culture factors, and supported by a 'strong' organizational culture.

Analysis, Corporate culture, Customer service, Support services

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Supplier fairness as a mediating factor in the supplier performance- reseller satisfaction relationship

Article Abstract:

The role of reseller perceptions of supplier fairness in the relationships between reseller evaluations of supplier role performance components and reseller satisfaction is examined. Specifically, reseller' perceptions of supplier distributive fairness and procedural fairness are posited as key factors, mediating the effects of reseller assessment of supplier delivery performance, operational support, boundary personnel performance, and financial and sales performance on reseller satisfaction.

Sales Management

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The role of monitoring in interfirm exchange: effects on partner unilateral cooperation

Article Abstract:

Interfirm exchange and their effect on industrial supplier relations and co-operation is evaluated.

Evaluation, Industrial organization, Vendor relations

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