Small medium enterprises represent the largest share of revenues in the apparel and fashion business, compared to larger integrated companies. Small companies however often have to rely on larger suppliers in order to efficiently produce their products. These larger suppliers however will often prioritize companies that place larger orders. In the impossibility to deliver larger orders, how can these buyers make sure that a producer complies with their requests? In this paper we try to answer this question by applying concepts from the marketing channels literature to the specific context of fashion buying. We conclude that despite that the peculiarities of the fashion business do not foster the formation of long-term commitment, dependent companies can develop sources of power based on knowledge and reputation, but also based on applying non-mediated ways to manage the buyer-seller relationship. Examples of possible power sources for a buyer are: establishing a strong brand that a business partner will use in promoting its proposition, forcing suppliers to make transaction specific investments (which are not redeploy able), specializing in new products and technologies that a supplier will want to understand and use, developing knowledge that can be exchanged in the form of specialized personnel, investing in standardization of communication before the relationship starts in order to reduce administrative costs for both parties. Power sources are most effective when non-mediated, i.e. informal and based on reciprocity; ‘hard’ contracts with punishments (coercive power sources) in case of non-compliance will diminish the willingness to collaborate.
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The sharing economy holds promise for the way we consume, work, and interact. However, consuming in the sharing economy is not without risk, as institutional trust measures (e.g. contracts, regulations, guarantees) are often absent. Trust between sellers and buyers is therefore crucial to complete transactions successfully. From a buyer ́s perspective, a seller ́s profile is an important source of information for judging trustworthiness, because it contains multiple trust cues such as a reputation score, a profile picture, and a textual self-description. The effect of a seller’s self-description on perceived trustworthiness is still poorly understood. We examine how the linguistic features of a seller’s self-description predict perceived trustworthiness. To determine the perceived trustworthiness of 259 profiles, 189 real buyers on a Dutch sharing platform rated their trustworthiness. The results show that profiles were perceived as more trustworthy if they contained more words (which could be an indicator of uncertainty reduction), more words related to cooking (indicator of expertise), and more words related to positive emotions (indicator of enthusiasm). Also, a profile’s perceived trustworthiness score correlated positively with the seller’s actual sales performance. These findings indicate that a seller’s self-description is a relevant signal to buyers, eventhough it is cheap talk (i.e. easy to produce). The results can guide sellers on how to self-present themselves on sharing platforms and inform platform owners on how to design their platform so that it enhances trust between platform users.
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accepted abstract Quis14 conference Field findings show that value dimensions in legal services are functional, social and emotional. The last category emerges not only within but also outside the interaction with the lawyer. Recommendation of others or the trackrecord of lawyers for example, which play a role before or after the service, contribute to emotional values like trust and reassurance and help clients to reduce the perceived purchase risk, which is inherent to the nature of credence services. Also due to the credential character of legal services we conclude that not only professional skills but also service aspects as client involvement play an important role in the emergence of value because professional skills are difficult to judge even by routine buyers.
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Strengthening sustainability in global supply chains requires producers, buyers, and nonprofit organizations to collaborate in transformative cross-sector partnerships (CSPs). However, the role played by nature in such partnerships has been left largely unattended in literature on CSPs. This article shows how strategizing nature helps CSPs reach their transformative potential. Strategizing nature entails the progressive revealing and reconciling of temporal tensions between “plants, profits, and people.” We show how a CSP took a parallel approach—recognizing the divergent temporalities of plants, people, and profits as interlaced and mutually determined—toward realizing their objective of implementing living wages in a sub-Saharan African country’s the tea industry, simultaneously driven by the revitalization of tea plantations. The promise of better quality tea leaves allowed partners to take a “leap of faith” and to tackle pressing issues before the market would follow. Our findings thus show the potential of CSPs in driving regenerative organizing.
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During the past years a lot of research has been done on measuring and analyzing the stated and re-vealed preferences of house buyers, in order to develop so called new product market combinations for the housing market. It has become clear from these studies that the choice of a house buyer for a cer-tain type of dwelling is based on both quantitative and qualitative criteria, derived from the quantita-tive and qualitative attributes he observes and perceives when confronted with the choice for a dwell-ing. A dwelling as such, can be regarded as a complex ‘product’, consisting of a varied amount of quantitative and qualitative attributes. A dwelling not only offers a place to eat, sleep and live, but also a place of comfort and safety. For a growing group of house buyers their dwelling seems to be-come more and more even like ‘a statement of life style’, in the same way a dwelling was regarded as ‘a statement of richness’ in the earlier days. The focus of researchers is gradually moving towards the qualitative criteria that determine the choice behaviour of house buyers. Or, more specifically, towards the relationships between the preferences, perceptions, emotions and beliefs of the house buyer and the quantitative and qualitative criteria he has in mind. And, secondly, they want to understand how these aspects are related to the actual choice for a dwelling. An intriguing question is how these preferences, perceptions, emotions and beliefs (i.e. psychological factors) can be measured and analyzed in such a way that they can be described and communicated unambiguously to different parties that are involved in the housing market. The aim of this conceptual paper is to make a start with the exploration of the expected added value of Conjoint Analysis and Rule Developing Experiment as tools for measuring and analyzing the combi-nation of quantitative and qualitative criteria that direct the choice behaviour of house buyers. Conjoint Analysis, which has originally been developed for marketing applications, analyzes the joint subjective and psychological factors that influence the choice behavior of consumers. Applying Con-joint Analysis as a method of research, will not only add to the measurement and analysis of stated and revealed preferences of house buyers. It may be also of help to develop knowledge on unstated and even innovative preferences, which will eventually lead to innovative, yet unknown dwelling concepts and dwelling market combinations. These unknown combinations might be found by adding the method of Rule Developing Experiment.
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Combining overview studies and adding own qualitative research on top of that, a questionnaire is developed to operationalize quality of digital matching platforms for sellers, buyers and advisors in SME business transfers and acquisitions
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This literature study reviews 300 academic publications on digital matching platforms, SME business transfers and the underlying drivers for success in matching and business transfers. How to build digital trust, how to select partners digitally and how to predict survival of digital matching platforms themselves? The outcomes are input to improve digitale matching of sellers and buyers of SME business transfers in Europe.
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In this chapter we discuss the main impediments to the adoption of reverse factoring (RF) by suppliers in the logistics services business. Although the usage of RF is ascending, empirical evidence on RF and its implementation, especially from the point of view of suppliers, is scarce. The project reported in this chapter provides in-depth insights from seven case studies based on 20 interviews. Employees representing different departments within seven logistics service providers (LSPs) were interviewed. Interviews were also conducted with shippers, financial service providers, industry associations and university experts. The LSPs included in our research are mainly SMEs. Our results show that the main impediments to adopting RF for LSPs result from a lack of knowledge of RF, obstacles related to the collaboration with buyers and inefficiencies in the payment process. This article clarifies the practical implications of adoption of RF for LSPs and suppliers in general. Our results show that LSPs need to improve their knowledge of RF and the quality and efficiency of their invoicing processes if they are to benefit from RF. Furthermore, this research shows a need to find solutions to lower the cost to buyers of onboarding suppliers, so that they can open up RF to more suppliers—not just those that are most significant strategically.
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Presentation by Rutger Leukfeldt on Financially motivated cybercriminal networks, during workshop on Cybercrime Offenders. Cybercrime perpetrators are as diverse and complex as the cybercrime that they commit. For example, they come from different backgrounds and have different (egotistical, technical, monetary, ideological, political, professional, vengeful, sexual or other) motivations. They may or may not be professional criminals, and individuals or part of organised groups or networks (example of Advanced Persistent Threats). Some may commit crime on their own account or make their services available to others, and some may be supported by or be state actors. A better understanding of the types of perpetrators and their motivations and techniques can be instrumental for the prevention of cybercrime and for a more effective criminal justice response. The aim of this workshop is to contribute to such a better understanding and to initiate steps towards a typology of offenders.
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ABSTRACT: Local homebuyers in the Groningen earthquake regionIr. Hieke T. van der KloetHanze University of Applied Sciences GroningenResearch Centre for Built Environment NoorderRuimteh.t.van.der.kloet@pl.hanze.nl0031-50-595-2015The earthquakes after the natural gas extraction in the Groningen region of the Netherlands have a significant impact on the housing market and sustainability of the communities in this region. Since the strongest earthquake around the community of Huizinge in August 2012, with an magnitude of 3.6 on the Richter scale, it became clear there is a relation between natural gas extraction and earthquakes due to soil subsidence. As a consequence houses in the region get damaged and after research it gets obvious housing prices decline and the region will become unattractive to potential buyers of houses, damaged or not. Therefore the Dutch Petroleum Company (NAM) since April 29th 2014 offers a compensation for the loss of the housing price before and after the earthquake of Huizinge to property owners who want to sell their home. They only get the compensation after a sales deal and only if they agree with the proposed compensation. Since the compensation for the decrease in house prices has been introduced, the number of participants of the regulation is lacking behind the actual sales of houses. Our study aims to contribute to the research on the consequences of earthquakes by natural gas mining on the real estate market in the northern part of the Netherlands, especially the Groningen region. First of all we want to declare why relatively a large part of the property owners (about 60% until 2015) don’t request for the compensation regulation. Our second question concerns the buyers of the (damaged) houses in the earthquake area. Why would they buy a home in a region full of risks? Who are these buyers? We use a mixed-method approach for data collection which leads to an analysis of a unique dataset on notarial deeds of house sales in nine municipalities in the Groningen earthquake region according to The Land Registry of the Netherlands during the period 2013 until the end of 2015 as well as discovering common patterns of interview results with residents and experts. First results show that the majority of the homebuyers originate from the local earthquake area in the Province of Groningen. Reasons why property sellers after the house sale don’t opt for the compensation regulation concerns the complexity of the regulation, the used valuation model and the expected long control time afterwards.From the first results we conclude that the Groningen earthquake region still has its attractiveness for local residents and buyers. Otherwise the regulation for compensation doesn’t reach enough property sellers in the nine municipalities of the Groningen earthquake region. Advise to the Dutch government should be to generously compensate the residents of the Groningen earthquake regions for the loss of value of their dwellings, damaged or not. This will help to improve the regional development and attractiveness of areas that are effected by earthquakes.
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