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Contents of IMP Journal issue 2, volume 6

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TYPOLOGY OF BUSINESS RELATIONSHIPS USING BUYERS’ AND SUPPLIERS’ PERCEPTIONS



Authors


Tibor Mandják, Jörg Henseler, Judit Simon, Zsuzsanna Szalkai

Abstract


This paper focuses on the perception of the business relationship values in a dyadic approach. An overview of the related literature provides a good basis for conceptualization. The Integrated Business Relationship Value Model was chosen as a concept of the research; therefore, this paper presents the validation of the constructs of this model using the PLS-SEM software for the sample of 174 respondents. Based on the model, a survey regarding the economic and social values of the relationship was conducted with the supplier and buyer side of the dyads. The results of the analysis provide a description of the perceptions of both sides of the relationship based on the economic and social value constructs. The results also provide a segmentation of the sample based on value perceptions. We found three segments of behavior using the dual perception approach: (1) In “matching segment” relationships, the perception of the relationship is similar on the both sides; (2) In “happy supplier segment” relationships, the perceptions are different, and the relationship is more valuable for the supplier; (3) In “happy buyer segment” relationships, the relationship is more valuable for the buyer. This article contributes both the conceptualization and the typology of dyadic relationships. The results show that approximately 48 percent of the investigated relationships are mismatched, which indicates a need for greater focus on the evaluation of relationships in practical business management processes.


Contribution of Hungarian researchers to the IMP philosophy: summary of the papers written by Hungarian authors or co-authors for the annual IMP Conferences between 1996-2009



Authors


Zsuzsanna Szalkai, Barbara Jenes, Edit Neumann-Bódib, Mária Magyar, Tímea Tóthb

Abstract


The Industrial Marketing and Purchasing (IMP) Group is an international community of academic reserachers dealing with business-to-business marketing. This international atmosphere is supported by a conference which has been held every year since 1984 – except in 1987 - in different countries of the world (Henneberg et al., 2009).The aim of this article is to introduce the works of Hungarian researchers who are fully or partly engaged to the IMP philosophy. Altogether 32 papers were published by Hungarian authors or co-authors between 1996-2009. Although the papers represent a large variety of topics we tried to set up the main themes of the studies. These key areas are: value, network, logistics and matching.The papers are presented by emphasizing their theoretical background, the research method and the conclusions of the papers respectively.


Business relationships and relationships with stakeholders – Perception of Hungarian executives



Authors


Bálint Esse; Richárd Szántó; Ágnes Wimmer

Abstract


Relationships are crucial concepts in numerous management theoretical frameworks. Both stakeholder theory and IMP’s business network approach put business and non-business relations in the forefront. However, the two theories – stakeholder and business network – are seldom discussed together, and stakeholder theory rarely appears in the IMP literature. In this paper although we want to focus on supply chain relations we strive to conduct our analysis within a more general framework of stakeholder theory. In our research we observed and analyzed the mutual expectations related to various stakeholder groups – business partners (suppliers and buyers) among them.


UNCERTAINTY-REDUCING PROJECT-COMPETENCES AS ORGANIZATIONAL CAPABILITIES



Authors


Zoltán Veres

Abstract


The concept of perceived risk has been conceptualised as corresponding to situations when there are potentially negative outcomes. Later studies distinguished between uncertainty before the outcome and the outcome itself, which points to the timing of the perceived risk. This study focuses on how project-competences impact perceived uncertainty/risk, and further, how interactive communication can neutralise the unfavourable impact of uncertainties in project transactions. Intangible resources (like most of competences) on both sides can be one of the key determinants of actors’ risk perception. In a two-phase qualitative research conducted among project actors the structure of project competences has been outlined.




Capability-based value creation in Hungarian automotive supply ch



Authors


Andrea Gelei

Abstract


In this paper, the conceptual and hypothetical model of capability-based value creation of supplier firms, developed by Möller and Törrönen (2003), is analyzed and elaborated. Möller and Törrönen address the problem of evaluating the value-creation potential of a supplier by discussing the types of customer value dimensions that may be achieved through or with a supplier and by proposing a conceptual framework for the assessment of a supplier’s capability-based, value-creating potential. Möller and Törrönen argue that a feasible alternative to an a priori assessment of the supplier’s value-creation potential is to examine suppliers’ existing organizational capabilities. Although Möller and Törrönen do not create a direct link between specific customer value dimensions and the capabilities needed to create them, the model of capability-based value creation and the developed relational value spectrum denote that such a link may exist. The basic objective of the research exposed in this article was to empirically investigate Möllers’ proposed conceptual model, in the case of supplier firms active in Hungarian automotive supply chains, and to test the hypothesis behind it — that coherent sets of specific customer value dimensions and capabilities responsible for creating them may exist. Based on qualitative research, the paper describes the relevant, specific customer value dimensions for supplier firms active in one of Hungary’s automotive supply chains; it also maps those specific capabilities and their sub-capabilities, which are needed to create and supply these value dimensions. The term competence is proposed for linking the two sides of a supplier firm’s competitiveness: relevant customer value dimensions and their needed, aligned capabilities. Based on qualitative research findings, the competence portfolios of the analyzed firms are also given.