Forum for Science, Industry and Business

Sponsored by:     3M 
Search our Site:

 

Kenneth H. Wathne wins international award

29.01.2008
Professor Kenneth H. Wathne from BI Norwegian School of Management has won the 2008 Louis W. Stern Award which is given for an outstanding article which has had a great impact in the research literature on marketing and distribution channels.

It is far from every day that Norwegian researchers achieve the feat of getting into print in the Journal of Marketing, which is reckoned to be the foremost and most prestigious publication for the study of marketing.

BI professor Kenneth H. Wathne has not only managed to pass through the eye of the needle, he has also won a highly esteemed research prize, the 2008 Louis W. Stern Award, which is given for an outstanding article which has had a great impact in the research literature on marketing and distribution channels.

The articles under consideration by the jury must have been published in an international professional journal at least three years and maximum of eight years ago. The prize will be awarded during the American Marketing Association Winter Conference, which will be held on 15-17 February 2008 in Austin, Texas.

Wathne has won the 2008 Louis W. Stern Award for an article he published together with Jan B. Heide in the Journal of Marketing in October 2000, which looks at opportunistic behaviour in inter-firm relationships.

Active and passive opportunism

In this article, the authors present a totally new analysis of what opportunistic behaviour is, being one of the most widespread concepts in research into collaborative relationships in business. Companies are driven by economic self-interest, and may therefore behave opportunistically in relation to one another.

Kenneth H. Wathne and Jan B. Heide from the University of Wisconsin-Madison identify two main types of opportunistic behaviour: passive and active.

An example of passive opportunism is a situation in which a franchise dealer fails to comply with the franchise giver’s quality requirements (for example, with regard to hygiene) in order to save money.

Active opportunism may manifest itself as a dealer breaking a distribution contract which forbids him from selling in a particular geographical area.

Active or passive opportunism may take different forms depending on whether the opportunism occurs under new or existing circumstances.

Strategies to counteract opportunism

Wathne and Heide use two dimensions (active/passive and new/existing circumstances) to describe four different types of opportunistic behaviour.

The researchers take this as the starting point for developing four different strategies that companies can use to control active and passive opportunistic behaviour in relation to the partners with whom they collaborate.

“However in some cases,” maintains Wathne, “it can be more effective for companies working together to tolerate a certain amount of opportunism rather than try to eliminate it completely.”

Impressive work

In giving the reasons for its decision, the jury considering the candidates for the 2008 Louis W. Stern Award said that they had been impressed by the originality of the work and by the great influence it had had on the literature on collaborating relationships between companies.

The jury maintained that the article had forced both researchers and practitioners to rethink completely what opportunism is. They also emphasised that Wathne and Heide gave clear illustrations of how opportunism occurs, as well as making various suggestions on how to deal with the different types that may be encountered.

The prize jury consisted of Shankar Ganesan from the University of Arizona, Yunchuan Frank Liu from the University of Illinois at Urbana-Champaign, and Aric Rindfleisch from the University of Wisconsin-Madison.

Audun Farbrot | alfa
Further information:
http://www.bi.no

More articles from Awards Funding:

nachricht Ultrasound Connects
13.11.2018 | Albert-Ludwigs-Universität Freiburg im Breisgau

nachricht Improving the understanding of death receptor functions in cells
07.11.2018 | Goethe-Universität Frankfurt am Main

All articles from Awards Funding >>>

The most recent press releases about innovation >>>

Die letzten 5 Focus-News des innovations-reports im Überblick:

Im Focus: A Chip with Blood Vessels

Biochips have been developed at TU Wien (Vienna), on which tissue can be produced and examined. This allows supplying the tissue with different substances in a very controlled way.

Cultivating human cells in the Petri dish is not a big challenge today. Producing artificial tissue, however, permeated by fine blood vessels, is a much more...

Im Focus: A Leap Into Quantum Technology

Faster and secure data communication: This is the goal of a new joint project involving physicists from the University of Würzburg. The German Federal Ministry of Education and Research funds the project with 14.8 million euro.

In our digital world data security and secure communication are becoming more and more important. Quantum communication is a promising approach to achieve...

Im Focus: Research icebreaker Polarstern begins the Antarctic season

What does it look like below the ice shelf of the calved massive iceberg A68?

On Saturday, 10 November 2018, the research icebreaker Polarstern will leave its homeport of Bremerhaven, bound for Cape Town, South Africa.

Im Focus: Penn engineers develop ultrathin, ultralight 'nanocardboard'

When choosing materials to make something, trade-offs need to be made between a host of properties, such as thickness, stiffness and weight. Depending on the application in question, finding just the right balance is the difference between success and failure

Now, a team of Penn Engineers has demonstrated a new material they call "nanocardboard," an ultrathin equivalent of corrugated paper cardboard. A square...

Im Focus: Coping with errors in the quantum age

Physicists at ETH Zurich demonstrate how errors that occur during the manipulation of quantum system can be monitored and corrected on the fly

The field of quantum computation has seen tremendous progress in recent years. Bit by bit, quantum devices start to challenge conventional computers, at least...

All Focus news of the innovation-report >>>

Anzeige

Anzeige

VideoLinks
Industry & Economy
Event News

“3rd Conference on Laser Polishing – LaP 2018” Attracts International Experts and Users

09.11.2018 | Event News

On the brain’s ability to find the right direction

06.11.2018 | Event News

European Space Talks: Weltraumschrott – eine Gefahr für die Gesellschaft?

23.10.2018 | Event News

 
Latest News

The dawn of a new era for genebanks - molecular characterisation of an entire genebank collection

13.11.2018 | Life Sciences

Fish recognize their prey by electric colors

13.11.2018 | Life Sciences

Ultrasound Connects

13.11.2018 | Awards Funding

VideoLinks
Science & Research
Overview of more VideoLinks >>>