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This article examines the effects of negotiation practices, such as coercion and contract formality, on how suppliers and customers perceived the resulting business relationship. We conducted a purchasing negotiation simulation with students in a classroom setting in which participants competed for resources in a mock supply-chain context. The participants were surveyed at key stages of the ongoing negotiation in order to measure their behaviors as a customer–supplier relationship developed. The data were used to test several hypotheses developed from the marketing and purchasing literature. The hypotheses were analyzed using structural equation modeling.
Results demonstrated that the use of coercive techniques by negotiators during negotiation had a negative effect on satisfaction. In addition, the findings showed that, as expected, negotiators entering a negotiation with a cooperative orientation would tend to avoid the use of coercive practices during negotiation. The cooperative orientation also exhibited an unexpected positive effect on the formalization of the design of the contract between the parties. This study contributes to the current knowledge base focusing on the creation of agreements between companies and will, we hope, encourage the integration of suppliers and customers in an operating context within a supply-chain setting. 相似文献
Results demonstrated that the use of coercive techniques by negotiators during negotiation had a negative effect on satisfaction. In addition, the findings showed that, as expected, negotiators entering a negotiation with a cooperative orientation would tend to avoid the use of coercive practices during negotiation. The cooperative orientation also exhibited an unexpected positive effect on the formalization of the design of the contract between the parties. This study contributes to the current knowledge base focusing on the creation of agreements between companies and will, we hope, encourage the integration of suppliers and customers in an operating context within a supply-chain setting. 相似文献
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Stephen M. Bauer 《The Journal of Technology Transfer》2003,28(3-4):285-303
Technology transfer has generally had little impact on the assistive technology industries serving small, highly fragmented “disability markets.” Persons with disabilities often require specialized, relatively sophisticated technology. Third-party payer reimbursement rates and the low levels of disposable income among disability populations often cap product pricing. Transferring technology to these industry segments therefore poses special challenges. In October 1998, the Rehabilitation Engineering Research Center on Technology Transfer initiated the “Demand-Pull Project on Wheeled Mobility.” Successful transfers resulting from this project demonstrate that a systematic technology transfer process can be successfully applied to industries serving specialized and underserved niche markets. 相似文献
36.
Bjorn G. Hansen Mark Blainey 《Review of European Community & International Environmental Law》2006,15(3):270-280
The EU has regulated chemicals since the late 1960s using both general and sectoral legislation, and exposure-based, hazard-based and risk-based decisions. A new proposal from the European Commission – on the Registration, Evaluation and Authorization of Chemicals (REACH) – will build on the experiences of the existing legislation and introduce some new concepts in the management of chemicals. This article is aimed at assessing the current chemical control mechanisms in the EU and those put forward in REACH to demonstrate how REACH is a new paradigm in chemicals management. REACH will carry forward today's experience and approach to the management of chemicals in the EU and introduces some novel aspects, such as utilizing market-based mechanisms and putting into operation the 'substitution principle'. 相似文献
37.
G. Robert Blakey 《Trends in Organized Crime》2006,9(4):8-34
In 1970, the Congress enacted the Organized Crime Control Act. Title IX of the 1970 Act is the Racketeer Influence and Corrupt
Organization Act or RICO. This Act had its origins in legislation going back as far as 1934, but coming forward to 1961. The
1970 Act borrowed ideas from this earlier legislation, principally “enterprise,” but also the use predicate statutes to define
“racketeering activity.” The ideas are not new, but their combination affects how prosecutors and law enforcement agents investigate,
try, and sanction violations of the Act. RICO’s drafting also reflects organizational theory and economic analysis. The investigation
and prosecution of a single crime committed by an individual on a single day and in a single place maybe done using one set
of procedural and evidentiary rules. Nevertheless, the investigation and prosecution of patterns of diverse offenses committed
by, through, and against licit and illicit enterprises require sophisticated procedures, evidentiary rules, and criminal sanctions.
In addition, antisocial conduct is more than a challenge to the administration of criminal justice; it also requires the full
panoply of civil sanctions, including public injunctions as well private enforcement of injunctive relief and treble damages.
RICO has had a profound effect on the prosecution of organized crime, white-collar crime, and other forms of similar criminal
behavior.
William J. & Dorothy K. O’Neill Professor of Law, Notre Dame Law School; A.B. 1957, University of Notre Dame; J.D. 1960, Notre
Dame Law School. Professor Blakey was the Chief Counsel of the Subcommittee on Criminal Laws and Procedures of the United
States Senate Committee on the Judiciary in 1969-70 when the Organized Crime Control Act of 1970, Pub. L. No. 91-542, 84 Stat.
922 (1970) was processed, Title IX of which is the Racketeer Influence and Corrupt Organization Act or RICO. For a general
treatment of the statute from a variety of perceptive, see the collection of law review literature in G. Robert Blakey & Kevin
Roddy, “Reflections on Reves v. Ernst & Young: Its Meaning an Impact on Substantive, Accessory, Aiding, Abetting and Conspiracy
Liability under RICO,” 33 Amer. Crim. L. Rev. 1345, 1348 n. 3(1996). 相似文献
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Ellen K. Marshall Ph.D. 《Journal of Police and Criminal Psychology》2006,21(1):62-71
The present study measured the existence of traumatic stress symptomatology as reported by certified law enforcement officers
within the State of Delaware. A questionnaire was devised which documented age, sex, race, education, years of service, marital
status, children, rank, position, and shift work. The questionnaire was divided into parts which assessed the exposure and
the frequency of specific traumatic incidents experienced in the line of duty, and the frequency of experienced traumatic
symptomatology criteria: re-experiencing, numbing, and arousal. 相似文献