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Purpose The purpose of this paper is to study the relational impact of using win-win or win-lose negotiation strategies within different types of buyer-supplier relationships. Design/methodology/approach A multi-method approach is used. Qualitative interviews with supply chain managers reveal that relationship-specific assets and cooperation are important relational factors in buyer-supplier negotiations. Framing interview insights within the social exchange theory (SET), hypotheses are tested using a scenario-based behavioral experiment. Findings Experimental results suggest that win-lose negotiators decrease their negotiating partner’s commitment of relationship-specific assets and levels of cooperation. In addition, the use of a win-lose negotiation strategy reduces levels of relationship-specific assets and cooperation more in highly interdependent buyer-supplier relationships than relationships that are not as close. Research limitations/implications Buyer-supplier relationships are complex interactions. Negotiation strategy choice decisions can have long-term effects on the overall relationship. As demonstrated in this study, previous research focusing on one side “winning” a negotiation as a measure of success has oversimplified this complex phenomenon. Practical implications The use of a win-lose negotiation strategy can have a negative impact on relational outcomes like cooperation and relationship-specific assets. For companies interested in developing strong supply chain relationships, buyer and suppliers should choose their negotiation strategy carefully as the relational impact extends beyond the single negotiation encounter. Originality/value Previous research predominantly advocates for the use of a win-win negotiation strategy within interdependent relationships. This research offers evidence that the use of a win-lose strategy does have a long-term relational impact.

Purpose This study aims to develop a method of segmenting markets by using the functional approach to attitudes. The adopted approach identifies and groups individuals based on what functions their held attitudes serve for them. Specific marketing mixes can, thus, be designed for each functional profile. Design/methodology/approach The multi-method approach adopted consists of a qualitative assessment of consumers’ attitudinal functions in the physical fitness context and the development of an instrument to identify the distribution of attitudinal function segments in the same context. Findings A valid and reliable instrument that can be used to segment a market based on functional profiles is developed. Practical implications The outlined method provides a method for practitioners to identify existing functional segments, thus creating marketing mixes based on these functional segments and, ultimately, maximizing the value created for each segment. Originality/value The value in this research lies in the integration of old concepts (functional approach and scale development) to solving a new problem. The functional approach reaches deep to determine “why attitudes are held” vs simply “what attitudes are held”. Operationalization difficulties led to the abandonment of the approach. This research, thus, contributes theoretically by actually operationalizing the functional approach via a scale development, and using the operationalized form as a new means for segmenting markets.

Purpose– The purpose of this paper is to introduce a workshop process to enhance the learning of employee-driven innovating (LEDI) and to evaluate in multiple ways the practical effects of the LEDI process, which aimed to enhance the employee-driven innovation practices at workplace level in a public organisation. Although front-line employees are increasingly encouraged to participate in innovation, organisations lack multi-level knowledge on the practices, outcomes and effects of participation.Design/methodology/approach– A six-month development process (LEDI) was conducted to empower front-line hospital support service workers to learn to innovate and to apply this in the services they provide. The process consisted of different themes: future visions, current services, creating new services and evaluations of ideas and innovation embryos. The multi-method evaluation of the process included pre-evaluation of the generated innovation ideas, a developmental evaluation of the selected innovation embryos, a follow-up evaluation of the innovation ideas and an evaluation of the organisational level effect via a quantitative survey.Findings– The intervention process had positive effects on employee participation and learning to innovate. The conclusion of the four evaluations is that the LEDI process developed a new kind of agency among employees and enabled significant improvements to services. The evaluation of the organisation-level effect revealed that the process had also improved the views regarding preconditions for development.Originality/value– The intervention method is a practical application of employee-driven innovation conception that is validated as practical and effective at workplace level. The process is a viable method for enhancing workers’ innovation-related learning in service organisations. The novelty of the method is based on the multi-disciplinary combination of approaches that consist of theories of practice-based innovation, expansive learning and emphatic human-centred service design.

Purpose – The purpose of this paper is to assess the behavioral barriers to sustainable action in a campus community. Design/methodology/approach – This paper reports three different methodological approaches to the assessment of behavioral barriers to sustainable actions on a college campus. Focus groups and surveys were used to assess campus members’ opinions about the barriers that limit sustainable behaviors on campus. After identifying general barriers, behavioral assessment was used to assess specific barriers to energy conservation in a target location on campus and to develop an intervention to reduce energy use for that location. Findings – Across methodologies, four key behavioral barriers to sustainable actions were consistently reported: communication/awareness, inconvenience, financial concerns and lack of engagement. The intervention that was developed targeted the barriers of communication issues and lack of awareness and resulted in reduced energy use for a target campus location. Originality/value – This paper highlights the value of assessing barriers to ongoing sustainability efforts using multiple methods and using this information to develop an intervention to foster behavioral change. The paper also highlights strategies that have been implemented to address some of the barriers which were identified.

Purpose – The purpose of this article is to show how the application of multiple qualitative methods reveals insights into grocery shopping that cannot be captured via traditional survey methods. Design/methodology/approach – A mixed-method approach was applied where the results of one technique provided the guidelines for the next as a way to understand how decisions are made within a grocery store. A mail survey started the process which subsequently presented input for the focus group, leading to videographic observations, depth interviews and consumer diaries. Findings – The results show that many decisions in the grocery store are not driven by the store environment but rather by emotional connections to the brand. This suggests that using behavioral and attitudinal surveys to understand this perspective may not adequately capture important aspects of grocery buying. Instead, consideration must be given to alternative methods which offer the shopper freedom to discuss what is important to them in terms of product selection. Research limitations/implications – This study is unique in applying multiple qualitative methods to an environment that is often overlooked as a source for meaningful insights into consumer decisions. The ability to use methods such as videography and self-assessment provides consequential reasons behind consumer behaviour rather than just statistical measurements of this. Practical implications – The results make a note of caution for retailers. Radical changes to brand offerings (e.g. deleting lines) and accessibility to preferred products (e.g. out of stocks, store layouts) runs the risk of potentially isolating regular customers. Our research shows that when a favorite product is not available, a substitute is not likely. Instead respondents tend to go to another store that does stock their brand, or they buy a smaller, cheaper product to “make do” until the next shop. Neither option is a good outcome for the consumer, the manufacturer or the store. Originality/value – This study will show that for grocery buying, not all decisions are rational where the use of available information is what drives the final brand choice. Instead, consumers display evidence of emotion that one research method in isolation is unlikely to adequately capture.

Purpose – The purpose of this paper was to examine on a national scale how academic business librarians are working with community organizations and other libraries to assist local entrepreneurs with their information needs. Design/methodology/approach – A multi method approach was used to gather information. In spring 2012, a survey and follow-up interviews were conducted with academic business librarians. Additionally, business consultants who have worked with librarians were interviewed. Findings – The survey had 53 respondents. Of those, 40 percent indicated that they collaborate to assist entrepreneurs. Five interviewees confirmed the findings of the survey and discussed their collaborative arrangements. The consultants discussed best practices in working with entrepreneurs. Research limitations/implications – This research studied academic business librarians and reached those who monitor the buslib-l and brass-l listservs. Not all librarians have the time or take the time to respond to a survey. Additionally, this research only explored collaborations to assist local entrepreneurs and did not specifically focus on campus entrepreneurs and outreach to business schools. Practical implications – This study provides information on academic business librarians' efforts to assist community entrepreneurs. It also provides some information on lessons learned. Originality/value – A national study of academic business librarians' outreach to entrepreneurs has not been conducted in the past.

Purpose – This research aims to investigate how individuals' perceptions and reallocation of resources due to a life transition uniquely affect their responses to marketing activities. Design/methodology/approach – A multi-method approach is undertaken, with Study 1 being qualitative in nature and Study 2 consisting of a quantitative experimental design. Study 1 consists of in-depth interviews with both newlyweds and empty nesters. Study 2 incorporates a survey design with 412 respondents; data is analyzed via structural equation modeling, multivariate analysis of variance (MANOVA) and post hoc multiple comparison tests. Findings – Findings reveal that consumer appraisal of a transition event is a key predictor of response to marketing activities, and that consumers have an inverted-U shape response to advertising across three transition stages (anticipatory, liminal, re-established). Practical implications – Because appraisal is not generally captured by market research, companies may be able to estimate appraisal by combining resource availability information with existing demographic data. Because resources are found to be a significant predictor of appraisal, by anticipating resource levels, a firm may be able to estimate appraisal and thus be able to forecast advertising responsiveness. Originality/value – Researchers have not investigated how changes in the availability of time and other resources during life events affect consumers' appraisal of products, adaptation to new roles, or response to marketing efforts. As such, examining the influence of resources and transition stage on attitudes toward marketing activities during life transitions makes a meaningful contribution to the literature.

Purpose – The central goal of this research is to understand the effects of organizational culture and organizational resilience over the riskiness versus non-riskiness categorization of subcontractors. The paper aims to discuss these issues. Design/methodology/approach – This study utilizes multiple sources of data collected in two different time setting. At time one, data were collected from the subcontractors (n=50) of a leading services providing company in Turkey. In order to validate these findings, second wave of data collection was followed one year later. This time, the data were collected from the subcontractors (n=59) of another services providing company in Turkey. Cluster approach was applied. Findings – Results from the cluster analyses revealed interesting insights. Subcontractors that were characterized by high-performance orientation, high uncertainty avoidance and high future orientation were categorized as non-risky. Therefore, the hypotheses found support. Furthermore, in terms of the organizational resilience dimensions, subcontractors having high structural reliance, organizational capability and processual continuity were also categorized as non-risky. The validation study carried out with different subcontractors also revealed the same patterns of findings. Research limitations/implications – This study revealed that organizational culture and organizational resilience carry critical implications during the subcontractor selection process. Focal companies that seek to expand their work with subcontractors should seek cultural fit and resilience. Originality/value – This study is the first study to examine the effects of organizational culture and organizational resilience over subcontractor riskiness in the same framework. Furthermore, data were collected from different sources, in two different times and using different approaches.

PurposeThe purpose of this paper is to explore a specific multi‐method approach with which to detect and analyze professional practices in order to support organizational reflection and change.Design/methodology/approachBased on a case study, the paper describes the methodological choices made during the research process. The qualitative potentials of narrative and ethnographic orientations, and a package of data gathering tools, are analyzed in depth.FindingsThe paper presents the advantages and drawbacks of tools to articulate practices and to develop hypotheses for change. It emphasizes the approach's innovative value and potential in contributing to knowledge sharing in organizations, and the implications for researchers and participants.Practical implicationsThe paper furnishes concrete suggestions on how practitioners and researchers/consultants can be induced to pay particular attention to aspects of the operational knowledge that should accompany change processes. This appears even more strategic in healthcare organizations, characterized by the constant need to update the operational system in response to the introduction of new technologies, procedures, and protocols.Originality/valueThe paper discusses how research dimensions and results can be linked with action practices, while at the same time reducing the divide between researcher and practitioner. The value of the paper is that it presents tools known in the literature but analyzes them in regard to their use in real settings concerned with real‐world problems.

PurposeThere are two goals of this study. First, it seeks to offer a cultural perspective with regard to the aspects of conflict in strategic decision making in Egypt. Second, it aims to examine the impact of conflict on decision effectiveness, taking into account the moderating effect of environmental uncertainty and environmental munificence.Design/methodology/approachThe study is a multi method one in which both semi‐structured interviews and survey questionnaires were utilized. In total, 36 semi‐structured interviews were conducted and 135 usable questionnaires were collected from manufacturing firms. Various statistical techniques were used to validate the instrument and analyze the data.FindingsThis article offers new insights into the perception of conflict in Egypt. It also corroborates prior research in that conflict was found to significantly influence decision outcomes and strategic decision‐making process matters.Practical implicationsBoth task and affective conflicts are treated in the context of their cultural and economic underpinnings and thus enable managers and researchers to have realistic views on the nature and impact of conflict in strategic decision making.Originality/valueThis article is designed to address a management concept which may be perceived differently across cultures – conflict. It also contributes to fill a gap in the strategic management literature by examining the perception of conflict and its impact on decision effectiveness considering the effects of setting and environment.

PurposeThis paper aims to add insights on consumers' price knowledge in food retailing using a theory‐based multi‐method approach.Design/methodology/approachThe paper provides data from one questionnaire and two experimental studies. The aim of the first study was to address price recall. To do so, data were collected on the accuracy of grocery‐shopper price knowledge for 20 carefully selected products. Using the mall intercept method, three trained interviewers queried 300 randomly selected people in the store, but prior to shopping. After a period of four weeks the subjects were contacted by phone and asked whether they would like to participate in a second two‐step experiment. A total of 105 of the original 300 shoppers agreed to take part in the second study, in which a recognition task in terms of a computer experiment was accomplished with and without financial incentives.FindingsThe results of these studies confirmed the authors' expectations, based on theoretical considerations that: the level of price recall is lower than the level of price recognition; incentives have no influence on price‐knowledge in the recognition task; and price‐knowledge for private labels is significantly higher in the recall, as well as in the recognition task. Moreover, in regression analyses it was found that there was no significant influence of age, gender, price‐consciousness, duration of customership, and shopping transactions per week on price recall and/or price recognition.Research limitations/implicationsThe findings are limited with respect to branch, time period, and culture.Originality/valueThis paper is the first using a multi‐method approach to measure price‐recall and price‐recognition in food retailing. Moreover, it adds evidence concerning the differences of price‐knowledge due to the nature of the brand. Finally, it is shown that incentives and certain demographics have no influence on price‐knowledge.

PurposeThe purpose of this paper is to describe a multi‐method approach for examining collaborative relationships.Design/methodology/approachCollaborative relationship performance is examined by combining narratives, structured questionnaires, and perceptual mapping within a case‐based approach.FindingsDetails associated with case selection and subsequent analysis are discussed. Themes emerging from the study are used to illustrate the depth of insights that were gained.Research implications/limitationsThe findings demonstrate the value of the approach in discovering insights that would not have emerged from more commonly utilised methodologies.Practical implicationsThe methodology described in this paper captures the detailed dynamics of collaborative business relationships. As such, it allowed us to identify specific steps that managers can take to improve the performance of their collaborative relationships: in particular by ensuring that everyone involved in the relationship shares an understanding of the purpose of the relationship, and the roles of the participating individuals and organisations.Originality/valueThe paper describes a new approach to studying collaborative business relationships, which is needed since the overall performance of collaborative business relationships is not improving in spite of extensive previous research trying to uncover the factors that influence performance.

This study provides data on elder abuse and neglect in German nursing homes. It uses a multimethod approach to analyse conditions leading to abusive and neglectful behaviour.

This study used both qualitative and quantitative data to test hypotheses related to consumers’ motivations to engage in impulse buying. A grounded theory approach was used to develop hypotheses from in‐depth interviews. These hypotheses were tested by the collection and analysis of survey data. Data support the theory that impulse buying is a common method of product selection, in part, because the shopping act and impulsive product selection provide hedonic rewards. Further information‐processing overload confounds product selection, reinforcing the rewards to be obtained from alternative section heuristics, like impulse buying.

Why do casual academic staff stay with an organization and why do they leave? Does a three factor model of organizational commitment fit their situation? This paper reports on a study of women academic staff in casual employment at an Australian Tertiary Institution. Major variables included the three factor organizational commitment scale—affective commitment, normative commitment, and continuance commitment of Allen and Meyer (1990), Burke's (1991) intention to quit scale. Results indicate that both the three and four factor models of commitment are adequate but that the four‐factor model provides a better explanation of intention to quit, which is consistent with the employment circumstances of the sample.