Reinventing strategic management: New theory and practice for competence-based competition

Sanchez, Ron; Heene, Aimé

doi:10.1016/s0263-2373(97)00010-8

Cited by 257 publications

(185 citation statements)

References 8 publications

Supporting

Mentioning

170

Contrasting

Unclassified

Order By: Relevance

“…Social exchange theory may well become a dominant theory in attractiveness studies, complementing resource-based arguments. The resource-based view is well suited for the discussion of consequences of resource allocation issues, particularly if an extended approach is adopted that addresses the resource environment external to the firm (Dyer & Singh, 1998;Sanchez & Heene, 1997); in contrast, social exchange theory is better suited for discussing relationship continuation issues. One reason for the popularity of social exchange theory, and the choice of this theory here, is that the core issues that are discussed by social exchange theory include questions of relationship initiation, termination and continuation (Kelley & Thibaut, 1978).…”

mentioning

confidence: 99%

Customer attractiveness, supplier satisfaction and preferred customer status: Introduction, definitions and an overarching framework

Schiele¹,

Calvi²,

Gibbert³

2012

Industrial Marketing Management

144

247

View full text Add to dashboard Cite

International audienceIndustrial markets are frequently characterized by an oligopolistic market structure. As a result, suppliers may become highly selective with respect to decisions that involve collaborating with certain customers. Buying firms must therefore be more attractive than their rivals to obtain opportunities to collaborate with these selective suppliers. This apparently counterintuitive inversion of the classical marketing approach (that is, relationships that involve buyers competing for suppliers rather than the other way round) constitutes the foundation of the special issue that is introduced in this paper. In this paper, we present key terms and propose a model of preferred customership that uses a social exchange perspective to link customer attractiveness, supplier satisfaction and preferred customer status. The papers that contribute to this special issue are introduced within the context of this framework. Finally, this paper concludes with suggestions for future research directions

show abstract

mentioning

confidence: 99%

Customer attractiveness, supplier satisfaction and preferred customer status: Introduction, definitions and an overarching framework

Schiele¹,

Calvi²,

Gibbert³

2012

Industrial Marketing Management

144

247

View full text Add to dashboard Cite

show abstract

“…Prior studies (Del Canto and Gonzalez); [30,43] emphasize internationalization capability to improve firm performance. In Korea, although many software firms are interested in the global market, they have funding difficulties, insufficient support systems, and so on [20].…”

Section: Discussionmentioning

confidence: 99%

The impact of technology capability, human resources, internationalization, market resources, and customer satisfaction on annual sales growth rates of Korean software firms

2018

View full text Add to dashboard Cite

This study investigates the competitive factors of software firms that participated in the Korea Software Firm Competitiveness Awards, a nationwide project supported by the Ministry of Knowledge Economy that studies the performance of software firms in Korea. The study applies concepts from hierarchical multiple regression analysis to develop a model to assess the relationship between the competitive factors of software firms and firm performance. The developed model was validated through a field survey of 79 software firms in Korea. The survey results show a significant relationship between competitive factors and firm performance, as well as the relative influence of significant variables. The findings provide two important implications: first, from a management perspective, software firms in Korea focus on human resources based on technology development in the domestic market, and second, from a policy perspective, the government supports the establishment of external capabilities (internationalization and partnerships) for software firms. These findings are available to researchers, policy makers, software developers, and other market players, and contribute to the literature on the importance of competitive factors.

show abstract

“…Desta forma, capacidades e seus valores são fenômenos construídos socialmente, consumindo tempo, adicionando e rearranjando conexões entre os componentes. Assim, deve-se repensar os aspectos culturais e de hábito dos envolvidos de forma a promover o efetivo desenvolvimento das rotinas da capacidade (Amit & Schoemaker, 1993;Becker, 2008;Bingham et al, 2007;Bitar & Hafsi, 2007;Helfat & Peteraf, 2003;Kogut & Zander, 1992;Nelson & Winter, 1982;Pandža et al, 2003;Sanchez & Heene, 1997;Stevens, 1998) …”

Section: Componentes De Capacidades Organizacionais E Combinaçãounclassified

Gestão baseada em capacidades para novas empresas de base tecnológica: framework para Gestão do Processo de Conversão de Tecnologias

et al. 2015

View full text Add to dashboard Cite

show abstract

Reinventing strategic management: New theory and practice for competence-based competition

Cited by 257 publications

References 8 publications

Customer attractiveness, supplier satisfaction and preferred customer status: Introduction, definitions and an overarching framework

Customer attractiveness, supplier satisfaction and preferred customer status: Introduction, definitions and an overarching framework

The impact of technology capability, human resources, internationalization, market resources, and customer satisfaction on annual sales growth rates of Korean software firms

Gestão baseada em capacidades para novas empresas de base tecnológica: framework para Gestão do Processo de Conversão de Tecnologias

Contact Info

Product

Resources

About