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1.
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
2.
Economic development has become a prominent issue for stategovernments. Nevertheless, states vary in the economic policiesthey choose. Two general approaches to the issue are discussed:the maintenance/attraction strategy and the creation strategy.Factor analysis allows us to gauge state effort on these twocriteria. Regression analysis shows that political culture isan important factor in predicting which approach a state chooses,with traditionalistic states favoring the maintenance/attractionstrategy, and moralistic states favoring the creation alternative.Other predictors of state policy choices include the conditionof the economy and the diffusion of innovations. Also discussedis the interaction of political culture with other relevantvariables in shaping state policies. 相似文献
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Small City Autonomy in the Federal System: A Study of Local Constraint and Opportunity in California
How severe have been the restrictions on the autonomy of localgovernments, as state and federal mandates and grant programsproliferated in the 1970s? This study of mandate and grant impactsin nine, small California cities suggests that local controlhas not been reduced as much as the recent literature of federalismargues. Municipal officials in these communities perceived arange of effects according to program areas. Clean water standardswere negatively viewed, while state planning mandates actuallyserved to further local goals. Most of the cities did not hesitateto compete for grants, despite their many strings. Based onthe "hard case" of small citieswhich are relative newcomersto grant and mandate programs, and generally change-resistantin attitudethis study points out some positive localgovernment impacts of federal-and state-local entanglements.
1 As associate investigator of the project on which this paperis based, Joan Hogan of the Institute of Governmental Affairs,University of California at Davis, contributed significantlyto the research. 相似文献
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H C Lee E M Pagliaro K M Berka N L Folk D T Anderson G Ruano T P Keith P Phipps G L Herrin D D Garner 《Journal of forensic sciences》1991,36(2):320-330
Deoxyribonucleic acid (DNA) was isolated from a number of spongy and compact human bone tissue specimens, and the yield was estimated on a "per milligram of starting tissue" basis. DNA was, in addition, isolated from a number of corresponding blood and bone tissue specimens. Spectrophotofluorometry and ethidium bromide visualization on minigels were used to estimate the quantity and degree of degradation of DNA. The DNA from several blood-bone pairs is shown to give concordant restriction fragment length polymorphism (RFLP) typing results by two different typing protocols with five different single-locus probes. DNA from several additional blood-bone pairs is shown to give concordant results for human leucocyte antigen (HLA)-DQ alpha phenotypes following polymerase chain reaction (PCR) amplification and hybridization to specific allele-specific oligonucleotide (ASO) probes, and for the variable numbers of tandem repeats (VNTR) length polymorphisms 3' to the human apolipoprotein B (APOB) gene following PCR amplification with specific primers and analysis of the products by electrophoresis and ethidium bromide visualization. 相似文献
8.
Social Choice and the Grammar of Rights and Freedoms 总被引:1,自引:0,他引:1
Keith Dowding 《Political studies》2004,52(1):144-161
The techniques of social choice and game theory are increasingly being used to analyse concepts in political theory. Although these techniques may prove invaluable for teasing out contradictory formulations, puzzles and problems with traditional concepts, formal writers often begin their analysis with simplistic intuitive accounts rather than building on earlier traditions in analytic political theory. This is no more obvious than with the social-choice and game-theory analysis of rights and freedoms. This paper reviews these approaches and demonstrates that by ignoring the grammar of rights and freedoms, social-choice and game-theory analysis goes wrong from the very beginning. Formal writers need to take more account of the history of their subject, as developed in the analytic theory tradition. 相似文献
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World Risk Society and War Against Terror 总被引:1,自引:0,他引:1
Keith Spence 《Political studies》2005,53(2):284-302
I interpret the 'war against terror', declared following September 11 2001, as adopting concepts drawn from the work of Ulrich Beck, as a projection of world risk society. Despite its global character, war against terror is constructed through outmoded vocabularies of national security and sovereignty, within which the reasoned negotiation of risk is marginalized. This exclusion contributes to the intensification rather than reduction of terror and terrorism. In so doing the moment of violence inscribed within the concept of the political resurfaces in the constitution of war against terror, Homeland Security, and the identities and anxieties that they reproduce. Contrary to Slavoj Žižek's claim that risk society is incapable of resolving the dilemmas that it exposes, Beck's approach cuts across established ideological and methodological boundaries, anticipating key transformations of discourse required to address the prevailing global predicament through the vocabularies and logic of cosmopolitan risk, rather than those of absolute security, terror and war. 相似文献