Published Article / Increased diversity in the agricultural sector in South Africa is forcing farmers to focus on the production of value-added commodities in the face of mounting global competitive pressures. However, many farmers, by operating individually, are unable to expand operations to the scale necessary to become involved in value-adding processing. This requires too much capital, skills, and time. By pooling resources and forming integrated small and medium sized agricultural enterprises even small producers can enter the processing arena successfully. This paper focuses on the specific driving forces, pitfalls and strategies that agricultural SMEs need to pursue in order to survive.

The current literature indicates that research concerning the area of industrial interorganisational relationships (lORs) and relationship marketing (RM) in an international context is growing in size as well as importance, and is regarded by many as constituting a paradigmatic shift in contemporary marketing thought. The study of lORs, however, has suffered from empirical neglect, particularly in an international context. The extant literature is unclear concerning the development process of relationships. In particular, the antecedents of commitment in affectively committed relationships (positive attachment) and calculatively committed relationships (negative attachment) and their performance outcomes, the causes of dissolution in previously committed relationships and the impact national culture has on the process when it traverses national borders is not well understood. Therefore, the primary objectives of this study were to investigate the stages of the development process of international lORs, and to determine the level of influence national culture exerted on this process. Two stages of empirical research using a mixed methodology were conducted. The first stage of fieldwork -an exploratory case study approach -used seven in-depth interviews with UK. import/export executives in charge of relationship development within their respective companies. The first stage of fieldwork was used to examine the stages of international lOR development and the influence national culture exerts on it in order to develop a set of hypotheses for subsequent testing. Stage two -a mail survey approach was mailed to 3000 UK import/export executives and used data from 322 questionnaires to test a set of hypotheses developed from the first stage of fieldwork. The study had significant findings in three key areas. Firstly, the research identified that the antecedents of commitment in affectively and caculatively committed relationships differed significantly and furthermore, relationships based on affective commitment enjoyed relatively greater levels of performance outcomes in comparison to relationships based on calculative commitment. Secondly, the study identified the causes of dissolution in previously committed relationships in four categories: buyer factors, supplier factors, competitor factors, and environmental factors. The findings also indicated that relationship dissolution could be classified in three ways: full exit, partial exit and temporary exit, and that dissolution was influenced by the motive for commitment prior to dissolution. The period of time spent in dissolving relationships was often found to be lengthy and was influenced by five categories of factors that impede partners' speed of exit. Finally, the study applied the assumptions of Hofstede (1980; 1991) to examine the extent to which national culture affects relationship development when it crosses national borders. The findings revealed little concrete evidence to suggest that national culture has a strong influence on international business relationships. International business relationships were, however, susceptible to factors such as infrastructure barriers and political barriers that were obstacles to foreign market success. The thesis contributes to current knowledge by offering the first empirically supported model of lOR development from pre-formation to dissolution in the extant literature; principally, identifying the antecedents of effective and ineffective relationships and also the stages of dissolution when relationships dissolve. The national culture literature within the domain of Marketing, and in particular, the literature concerning lORs, is advanced by suggesting that Hofstede's (1980; 1991) cross-cultural assumptions may not impact significantly on international lORs in a manner prescribed by Hofstede. In order to achieve the primary research objectives a number of scales were operationalised including scales to measure the influence of national culture on lORs, and aspects of relationship development including a multi-dimensional scale to measure trust. The study offers a number of recommendations for practitioners, and presents a number of future research directions. These are principally, to identify the antecedents of calculative commitment (that are hitherto unknown), and incorporate variables that may legitimately act as antecedents of commitment not examined in this study.

It is well-recognised that companies are under pressure to take responsibility for the environmental impact of their operations. Logistics service providers (LSPs), who through their transport and logistics operations have a large negative impact on the environment, are one type of supply chain actor that is under such pressure. However, in order for LSPs to be able to lower their environmental impact sufficiently, their customers, the shippers, also need to take responsibility. This thesis takes its starting point in the relationships between LSPs and shippers and argues that in order for LSPs’ environmental activities to reach their full potential, the shippers must be included in the activities. The purpose of this thesis is to describe and explain how supply chain actors, with a specific focus on logistics service providers and shippers, can include environmental activities in their relationships with each other. This comprises identifying those environmental activities that are relevant for relationships between LSPs and shippers, as well as describing the extent to which environmental activities are included in such relationships. By means of the theoretical perspective of power between supply chain actors, the thesis also sets out to further understand how power balances between LSPs and shippers can influence the extent to which they include environmental activities in their relationships with each other. Finally, the use of the theoretical perspective of coordination aims, through the analysis of coordination mechanisms, to shed light on how environmental activities are included in LSP-shipper relationships. The research in this thesis has mainly descriptive and explanatory aims, although due to the novelty of research into LSPshipper relationships in an environmental context, the research process as such is mainly exploratory. Following an abductive approach, the insights from literature are combined with empirical data from two cases studies, a homepage scan, a survey and a study of city logistics projects. Most of the applied research methods take a dual perspective of relationships between supply chain actors and thus include both LSPs and shippers. One conclusion from the research conducted for this thesis comprises the identification of environmental activities as well as a suggestion for a classification based on the activities’ role in the business between LSPs and shippers. With a starting point in the identified activities, a comparison of a market perspective and a relationship perspective of environmental activities in LSP-shipper relationships indicates that LSPs are able to fulfil the requirements set by shippers and that shippers’ requirement thus are met. The research does, however, point to a passiveness among LSPs in their relationships with shippers, who in turn would like the LSPs to be more proactive. Further, based on an analysis of power balances in LSP-shipper relationships, it is suggested that in an LSP-shipper relationship in which the shipper has a power advantage, the shipper’s environmental ambitions for logistics sets the agenda for the environmental activities in that relationship. An analysis of coordination of environmental activities in LSP-shipper relationships indicates that the mechanisms of direct supervision, which is when one actor tells the other actor in the relationship what to do, and mutual adjustment can be chosen to be used in order to include environmental activities in LSP-shipper relationships. While direct supervision is suggested to be a coordination mechanism that is easy for shippers to apply, mutual adjustment appears to hold greater potential for the development of environmental activities. Finally, these findings in combination are suggested to have implications for the coordination of environmental activities in LSP-shipper relationships. More specifically, this thesis offers a categorisation of different types of LSP-shipper relationships and the involved actors’ environmental ambition. Depending on whether the environmental ambition of the LSP and shipper in a specific relationship is high or low appears to have implications for the possibility to work towards greener supply chains for each type of relationship. / Många företag känner av pressen av agera för att minska sin miljöpåverkan. Flera företag har också insett att ett sådant agerande även har affärsmässiga fördelar. När det gäller miljöpåverkan så tillhör logistikföretagen, till stor del på grund av sina transporter, de företag som insett att något måste göras. Möjligheten för dessa företag att göra olika miljöåtgärder påverkas av varuägarna som köper logistikföretagens tjänster. Som en följd av detta blir länken mellan dessa företag – relationen – viktig för att möjliggöra förbättringar när det gäller påverkan från logistiken. Denna avhandling har som syfte att beskriva och förklara hur aktörer i försörjningskedjan, med ett speciellt fokus på relationer mellan logistikföretag och varuägare, kan inkludera miljöåtgärder i sina relationer med varandra. För att över huvud taget kunna diskutera miljöåtgärder i relationer mellan logistikföretag och varuägare så är det viktigt att veta vad för typer av miljöåtgärder detta kan röra sig om. Första forskningsfrågan i avhandlingen behandlar detta och i avhandlingen identifieras ett antal sådana åtgärder. Det kan röra sig om relativt tekniska åtgärder så som alternativa bränslen, olika typer av fordon och energieffektiv körning, till åtgärder som handlar om styrning av logistiken, så som design av logistiksystemen, till åtgärder som är väldigt relationsspecifika som exempelvis specifika projekt eller miljögrupper. Med avstamp i de identifierade åtgärderna analyseras sedan relationerna mellan logistikföretag och varuägare i några olika steg. En jämförelse mellan logistikföretagens och varuägarnas perspektiv på de miljöåtgärder som erbjuds, efterfrågas samt ingår i relationerna dem emellan visar att logistikföretagen ofta kan tillgodose sina kunders önskemål. Samtidigt som detta visar att varuägarnas önskemål verkar vara uppfyllda, så finns det en frustration från varuägarnas sida över att logistikföretagen inte är mer proaktiva. En av anledningarna till detta kan vara maktbalansen mellan logistikföretag och varuägare. Resultaten i avhandlingen pekar nämligen på att varuägarna oftast har makten över logistikföretagen, vilket verkar leda till att varuägarens ambitioner gällande miljö ofta är det som sätter agendan för vilka miljöåtgärder som inkluderas i relationen mellan dessa företag. Vidare så kan de miljöåtgärder som ingår i en relation mellan logistikföretag och varuägare koordineras på olika sätt och flera sådana tas upp i avhandlingen. Resultaten pekar även på att maktbalansen i relationerna påverkar i vilken grad miljöåtgärder inkluderas i relationer mellan logistikföretag och varuägare samt hur dessa koordineras. En matris, som bygger på logistikföretagets och varuägarens ambitioner gällande miljö för en specifik relation, sammanfattar resultaten i avhandlingen. Beroende på om denna ambition är hög eller låg för de båda aktörerna påverkar i sin tur möjligheten för varje typ av relation att arbeta mot gröna försörjningskedjor.

This research investigates the relationship between guanxi and Corporate Community Involvement (CCI) in the Chinese business environment. The thesis provides valuable insights into the motivation and management of CCI in China where the institutional and cultural context is radically different from the Western contexts. This thesis also places CCI in the context of guanxi and thus bridges the literatures on CCI and guanxi. Strategic motivation and management of CCI has been studied extensively in the context of Western countries. However, the extant literature offers limited insights into the motivation and management of CCI in the Chinese business environment. The Chinese business environment is characterised by a comparatively poor legal system and weak property rights. In such an environment guanxi – a system of personal connections that carry long-term social obligations – are held to play a significant role in business relationships in China. Earlier studies have found that guanxi is able to influence a variety of corporate behaviours. Nevertheless, no attempt has been made to investigate how CCI may have been influenced by guanxi in China. This research develops a conceptual model and six propositions, which explain how CCI is strategically tailored to initiate guanxi, and furthermore, facilitate inter-organisational relationship development through such guanxi in China. Based on an empirical case analysis of 148 CCI projects from three types of company; foreign, state-owned, and private, this research explores the relationship between CCI and guanxi and tests the conceptual model and propositions. The empirical data was collected deploying face-to-face, semi-structured interviews with 65 companies (30 foreign companies, 9 state-owned companies, and 26 private companies) in China. The findings indicate that foreign companies’ and private companies’ CCI are motivated by guanxi development. Their CCI behaviours are strategically tailored to initiate guanxi with key stakeholders, and in particular with stakeholders who possess strong governmental backgrounds; and Chinese state-owned companies’ CCI behaviours are subject to little influence of guanxi development. While foreign companies used guanxi to facilitate their inter-organisational relationship development, private companies used guanxi to obtain formal institutional supports. From the findings, the conclusion is drawn that guanxi plays a significant role in motivating CCI engagement and shaping CCI behaviours in China, and, through such guanxi, CCI can be employed to facilitate inter-organisational relationship building and obtain formal institutional support.

Supply chain literature has increasingly argued that supply chains are being used by a wide range of industries to generate innovations which deliver competitive advantage, and that social factors such as trust and collaboration play a key role in making effective supply chain management (SCM). Closer examination of the research suggests that much of this literature is based on studies of industries which deliver consumer products and these studies are predominantly conducted within a positivist research framework. This research bias has resulted in far less attention being paid to studies of mature industrial markets. This case study seeks to redress such bias by posing an overall question regarding the role of social factors in innovation within a well established supply chain which existed across three mature, capital intensive industries � steel manufacturing, transport and railroad track construction and working outside the positivist paradigm by using a m ultidisciplinary research approach within a �critical realist framework�. In responding to the overall research question, three subordinate questions were explored. Firstly, how well suited are present corporate governance structures of individual organisations to deal with the newly emerging interconnected organisational structures in order to support the generation of innovations within supply chains? Secondly, what has been the impact of the widespread adoption of information technology in generating innovation in supply chains? And thirdly, what is the role played by interorganisational social networks in generating innovations within supply chains? The overall findings were that the social factors played a far more important role than had hitherto been acknowledged in either supporting or inhibiting innovation within supply chains. Corporate governance was seen to generally inhibit innovation between organisations. The claims of much of the SCM literature which asserts a strong link between IT and innovation in supply chains was not supported. In fact, it was found that the majority of subjects preferred to get information through social systems. The role of interorganisational networks (IONs) was found to be most effective at generating incremental innovations aimed at maintaining operational efficiency. A critical realist research approach was able to uncover some difficulties associated with a purely positivist research paradigm which restricts investigation to the empirical level of ontology. The critical realist approach was able to explore social causal mechanisms and structures which were not as readily accessible at the empirical level of inves tigation. It was found that multiple realities existed across the supply chain, and that the positivist assumption of a mono reality which underpins much of the enterprise resource planning (ERP), process management and governance approaches was in fact inhibiting the ability of the social system to be innovative and ultimately driving up costs. In fact a process management approach supported by information technology and operating within present corporate governance structures created conflicting goals which increased complexity. A key finding of this study was how the open social system of the supply chain used dynamic relationships to overcome the rigidities and complexity of a closed systems logic embedded in the formal governance and information systems.

Individual businesses from a variety of sectors network and work together to create a successful tourist experience. The interdependencies of organisations producing this experience make cooperation a necessity in destination marketing. Despite the centrality of cooperation and networking in tourism marketing relatively little empirical research has been conducted in this area. This thesis uses the case of the development of the official NZ website www.purenz.com (purenz) to examine the role, form and process of inter-organisational cooperation in destination marketing. Drawing on in-depth interviews with thirty- five industry members involved in establishing and managing www.purenz.com between 1999 and 2006 this thesis makes a number of contributions to both the marketing and tourism literature. The thesis confirms that there are considerable difficulties in broadening the marketing role of the national tourism organisation (NTO) beyond destination promotion. The study also finds that destination marketing and destination management are still perceived as separate processes in the NZ tourism industry. In addition, the results of this study provide support for the view that the social networks in which firms are embedded have a considerable influence on inter-organisational alliance formation. This thesis contributes to the development of theoretical approaches to the study of cooperation in destination marketing by identifying five levels of cooperation in destination marketing: passive acceptance, support, alignment, contribution and pooling. The levels are based on the different types of input that may be required from stakeholders by the NTO. The level of cooperation desired in a particular context is a strategic choice to be made by the destination marketing management. This choice is affected by the existing characteristics of the tourism network; the NTO leaders’ perception of the need for and value of cooperation in destination marketing and also by the extent of shared understanding of the scope of destination marketing management among tourism stakeholders. The research points to the need to develop further the network characteristics affecting cooperation in destination marketing. Further work is also needed to develop a more complete profile of the five levels of cooperation identified by this study and the investment required to achieve each level of cooperation.

Background: Inter-organisational ways of working have become more and more common during the last decades. In order to attain efficiency and productivity, such inter-organisational relationships need to be governed and controlled. However, studies have shown that inadequate control is one of the main reasons for why inter-organisational relationships fail. One of the means that can be used for governing and controlling a business is management control. The use of management control in inter-organisational contexts is a quite unexplored area of research at the present time, which might seem somewhat surprising considering the fact that inadequate control is a common explanation for why inter-organisational relationships fail. Purpose: The purpose of this thesis is to describe management control in horizontal inter-organisational relationships, as well as to analyse the design of inter-organisational management control systems, using relation specific characteristics as a starting point. Delimitation: The possible influence that trust might have on inter- organisational management control will not be discussed in this thesis. Realisation: A case study of a network consisting of three companies that jointly develop a fuel cell air supply system for vehicle applications. The empirical data was gathered through visits at each of the three companies, including an interview with each company’s general manager. Conclusions: The character of inter-organisational relationships can change over time, which might make it necessary to change inter-organisational management control systems. Some aspects that should be kept in mind when designing an inter-organisational management control system are: the match between the relationship and the control system, the openness within the relationship, the balance between control and commitment, as well as the trade- off between the costs and the benefits of a certain system. The possible effect that external factors might have on inter-organisational management control is yet another aspect that should be considered.

Temporary Work Agencies (TWAs) are an example of a trend towards flexibility in the labour market. By hiring staff from TWAs organisations can keep their staff numbers down. This however, refers to the client companies´ use or temps, and omits the intermediary, the TWA, which also needs various flexibility strategies in its activities. The main purpose of this thesis is to study the organising of TWAs supply of manpower to different clients companies, and how managers and temps experience their terms of employment, working conditions and relationships with regular employees at the client companies. Two qualitative case studies were conducted. In study one, interviews have been carried out with managers and temps in a TWA and a client company in Jämtland. In the second study, managers and temps in an international TWA in Sweden were interviewed. The results show that both managers and temps work under complex conditions and demands on flexibility. The managers shall, by flexible prioritising, satisfy demands from the TWA on profitability, demands from client companies´ for an adaptable workforce and temps need of employment and community. The results also indicate that temps have to balance between a position as stranger and outsider, and handle insecurity of the assignments duration and spatial location. They have to be able to manoeuvre between the power inequalities, stigmatisation and exclusion they encounter in working conditions and social interactions in client companies. To handle such situations the ideal temp and manager have to be able to vary between distance and nearness in spatiality and indifference and involvement in social relations.

Background: For manufacturing suppliers, careful handling of business relationships with dealers is an essential function required for business success. End consumers rely on dealers for product information, advice and after sales support; all of which being factors capable of enhancing their perceived value of the product. The importance of the dealers for the end consumers implies that it is in the interest of suppliers to manage their relationship with the dealers in a satisfactory manner in order of gaining their support and commitment. In the case of suppliers in the Swedish market for outdoor power equipment, managing this relationship with servicing dealers is of great importance to their business success and viability. Successful management of such relationships requires coordination and cooperation. Thus, it is in the interest of suppliers to understand how long-term cooperation with dealers can be enhanced. Purpose: Our research focuses on identifying determinants that enhance sustainable cooperation between manufacturers and servicing dealers in the Swedish outdoor power equipment market. Method: A survey was conducted among servicing dealerships in Sweden testing eight hypotheses developed through an adaption of Morgan and Hunts’ (1994) Commitment-trust theory together with an extensive literature review. The results were ana-lysed and tested with correlation analysis. Conclusions: Trust and commitment were found to be determinants in fostering sustainable cooperation between dealers and manufacturers in the Swedish market for outdoor power equipment. Furthermore, four important antecedents for dealer commitment were identified; supplier commitment, support, termination costs and participation. Whereas, communication was found to be an important precursor for trust.

<p>Background: Information technology (IT) has drastically changed the traditional way to do business. In theory, coordinating information sharing among organisational partners offers notable advantages through cost savings, productivity, improved decision making, and better customer service. Supported by modern information technology, business processes can change and be developed into new more effective forms, both internally and externally. However, as IT facilitates new business opportunities, it requires a steady flow of information and information exchange, both within intra- and inter-organisational contexts where a consensus on terms and definitions coordinating the uniform communication is vital.</p><p>Purpose: With the focal point on inter-organisational information exchange, the purpose of the thesis is to define a set of guidelines for AI that can be used and adjusted according to the needs of a specific situation or context.</p><p>Method: The thesis was carried out with a Multi Grounded Theory approach. Interviews were conducted at a local IT-company and with an associate professor of Informatics at Jönköping International Business School.</p><p>Results: Five categories were discovered which impact AI: integration governance, project management, context, integration content, and testing. The result also implied the importance to distinguish between an operational and strategic level when working with Application Integration.</p>