That discussion addresses the issue that an increasing number of manufacturing and service firms rely on fewer suppliers and thus are becoming more closely involved with those remaining suppliers ( Cannon and Perreault, 1999). In addition, there is an ongoing academic discussion about “customer attractiveness” and “preferential customer treatment” which has not yet been transferred to the defense context. This literature often applies management concepts such as strategic alliance, service contracts or performance-based contracting to the defense context to improve the efficiency and effectiveness of the buyer–supplier relationship in defense ( Bishop and Williams, 1997 Kapletia and Probert, 2010 Glas et al., 2013). The most recent research on the interplay between the military and the defense industry addresses the fact that many nations were forced to outsource tasks, hitherto performed by the military, to industrial (logistics) providers ( Hartley, 2004 Tchokogué et al., 2015). In the early 1990s, economic analysis addressed “conversion,” which means the substitution of military production by civilian production, due to reduced military production and development budgets ( Nironen, 1995). The literature is focused on the “military-industrial complex” ( Mills, 1956 Dunne, 1995) with the aim of enhancing efficiency by better understanding the interplay between the administration, the military and industry. The cooperation between the military and defense industry suppliers has been a long-standing subject of economic research. The full terms of this licence may be seen at Anyone may reproduce, distribute, translate and create derivative works of this article (for both commercial and non-commercial purposes), subject to full attribution to the original publication and authors. This article is published under the Creative Commons Attribution (CC BY 4.0) licence. Published in Journal of Defense Analytics and Logistics. In this way, categorization based on preference can result in specific brands being thought of as distinct.Copyright © 2017, Andreas Herbert Glas. These findings are particularly relevant for consumer psychology because consumers often seek out new kinds of products related to positive earlier experiences. The authors suggest that when we like something, we will spend more time thinking about it, poring over its finer details and this will result in more specific categorization. The participants in the positive group sorted the symbols into finer, more specific categories compared to participants in the negative group. Next, the participants sorted a deck of 20 cards (each card depicting a neutral symbol they were shown earlier) into meaningful categories.Īccording to results published in Psychological Science preference by itself can influence categorization. During the experiment, a neutral symbol was paired with either a positive (a pleasant scene), negative (an unpleasant scene) or neutral image. Roese from the University of Illinois at Urbana-Champaign wanted to examine the role of preference, not expertise, in categorization.Ī group of students were divided into two groups: positive or negative preference. Psychologists Rachel Smallman and Neal J. In addition, research has focused on expertise as being the main factor in categorization. Previous research has indicated that positive feelings towards an item or topic result in broader, more general categorizations of it. However, it is less clear how we categorize and sort all of those facts related to things that interest us. It will not be long before you are being lectured on different grape varietals and schooled in the different soil compositions of neighboring vineyards.
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