Exploring the Family Identity as a Unique Competitive Advantage to Family Businesses in Developing a Relationship Marketing Orientation

2020 ◽  
pp. 331-347
Author(s):  
Silvia L. Fotea ◽  
Ioan Ş. Fotea
Keyword(s):  
Competitive Advantage ◽  
Relationship Marketing ◽  
Family Businesses ◽  
Family Identity ◽  
Marketing Orientation ◽  
The Family

scholarly journals Hospitality in the image of small family accommodation businesses

2019 ◽  
Vol 15 (1) ◽  
pp. 13-29
Author(s):  
Maciej Dębski ◽  
Łukasz Sułkowski
Keyword(s):  
Young People ◽  
Empirical Study ◽  
Competitive Advantage ◽  
Family Businesses ◽  
Family Accommodation ◽  
Literature Research ◽  
Tourist Destinations ◽  
Small Family ◽  
The Family

Small and micro businesses form the largest group of entities offering services to tourists in tourist destinations. A majority of them are family businesses accommodation facilities. The study tests the hypothesis that the family nature of a business offering accommodation services can be a source of real competitive advantage being of significance for a certain group of clients. The advantage can be shaped by creating an image based on the owner’s involvement and hospitality. As the literature research indicated, in the case of the businesses described, it is relatively easy to develop a bond between the facility’s manager and their clients. The deliberations were extended by an empirical study conducted on a group of young people from Poland and Ukraine. Its results have indicated that accommodation services are significant elements of the satisfaction among the clients surveyed, and that in the group surveyed, the key reason for a trip is the intention to “experience and learn” and not comfort. It has also been confirmed that the determinants of accommodation services related to broadly defined hospitality are significant, however, not key in the group analyzed.

scholarly journals Building Innovation Capabilities on Collaboration and Market Orientation for Improving Marketing Performance of Wood Furniture Craft

2021 ◽  
Vol 9 (4) ◽  
pp. 439-451
Author(s):  
Maryono ◽  
Naili Farida ◽  
Ngatno ◽  
Bulan Prabawani
Keyword(s):  
Competitive Advantage ◽  
Market Orientation ◽  
Relationship Marketing ◽  
Relational Marketing ◽  
Marketing Performance ◽  
Marketing Orientation ◽  
Collaborative Innovation ◽  
Innovation Ability ◽  
Wood Furniture ◽  
Small Industries

This research aims to test the direct influence of market orientation and innovation capabilities collaboration, with relationship marketing orientation and excellence as mediating variables, on the marketing performance of the micro industry of wood furniture handicrafts. The data was collected using questionnaires submitted by 242 people, and the analysis was carried out using SmartPLS software. The significant impact of collaborative innovation ability and relational marketing orientation on market orientation was shown to have no effect on competitive advantage. The innovation capabilities of collaborating are known to have no significant impact on marketing performance. Competitive advantage has a relationship with marketing performance, and relational marketing orientation has a significant impact on the ability of collaborative innovation. It was also found that relationship marketing orientation has a significant effect on marketing performance. This study is related to improving the marketing performance of the micro industry of wood furniture handicrafts, which has a limited scope, so the results of this study can't be generalized. It was also difficult to determine if there was any bias from the respondents. The marketing orientation of relationships and competitive advantages have contributed significantly to marketing performance. The wood furniture handicraft micro industry must improve collaboration capabilities with dealers and customers and use this as a strategic component to improve the marketing performance of the woodcraft industry. The novelty of this research is related to the capability of collaboration innovation, which is able to improve the marketing performance of small industries.

The influence of relationship marketing orientation on brand equity in banks

2015 ◽  
Vol 26 ◽  
pp. 14-22 ◽  
Author(s):  
Dhanushanthini Yoganathan ◽  
Charles Jebarajakirthy ◽  
Paramaporn Thaichon
Keyword(s):  
Relationship Marketing ◽  
Brand Equity ◽  
Marketing Orientation

The innovation and internationalisation processes of family businesses

2017 ◽  
Vol 27 (2) ◽  
pp. 231-247 ◽  
Author(s):  
Vitor Braga ◽  
Aldina Correia ◽  
Alexandra Braga ◽  
Sofia Lemos
Keyword(s):  
Family Business ◽  
Family Firms ◽  
Family Businesses ◽  
Family Management ◽  
Multivariate Statistic ◽  
Content Type ◽  
Business Innovation ◽  
The Family ◽  
Internationalisation Strategies ◽  
Innovation Processes

Purpose The success of the family firms cannot be detached from the current paradigm where, within the present economic conditions, economic agents struggle to exploit the existing opportunities and need to take into account the risks associated to the international arena and the innovation processes. The internationalisation and innovation processes may trigger resistance within family business due to their relatively higher difficulty to take risks and to invest in industries outside the scope of their original core business. Innovation and internationalisation processes become relevant strategies for the family firms’ continuity and success. In line with such fact, the aim of this paper is to contribute with insights regarding the processes of innovation and internationalisation within family businesses. In particular, this paper aims to assess the propensity of such firms to apply such strategies, to identify the particular business behaviour and to assess the extent to which the particulars of family firms may constraint or lead to the implementation of innovation policies, and thus its internationalisation. Design/methodology/approach The data were collected through questionnaires within family business aiming to understand the scope and characteristics of internationalisation and innovation processes within these firms. The 154 replies from such data collection were analysed using different multivariate statistic procedures, although this paper is based on factorial and correlation analysis. Findings The analysis of the results shows that there is an association between the processes of innovation and internationalisation within family business. In addition, the results also suggest a typology of firms regarding their innovation and internationalisation strategies and motivations. Research limitations/implications The results of this paper are, to some extent, limited because they did not allow comparing the findings with data from non-family business. However, the authors’ aim was not to distinguish family firms, but rather to characterise them. Practical implications This paper expects to contribute with lessons for the management of family business and to raise awareness of the constraints faced by family business. It is important to highlight that family business performance may be affected by a lower propensity to risk-taking attitudes, by the lack of non-family management and to the necessity of separating the family and the business in the business dimensions that the family limits the business growth. Originality/value Although there is a significant amount of the literature devoted to explore family business, innovation and internationalisation studies, very few draw on the relationship between internationalisation and innovation processes within family business. This paper explores such a relationship within a particular business context – the family dynamics that strongly affect management and business development.

Calibrating management control technologies and the dual identity of family firms

2017 ◽  
Vol 14 (2) ◽  
pp. 157-188 ◽  
Author(s):  
Tarek El Masri ◽  
Matthäus Tekathen ◽  
Michel Magnan ◽  
Emilio Boulianne
Keyword(s):  
Family Firms ◽  
Management Control ◽  
Mental Maps ◽  
Family Identity ◽  
Content Type ◽  
Empirical Level ◽  
The Family ◽  
Management Controls ◽  
Dual Identities ◽  
Control Technologies

Purpose Family firms possess dual identities, being the family and the business, which can be segmented and integrated to various degrees. This study examines whether and how management control technologies are calibrated to fit into the dual identities of family firms. Design/methodology/approach A qualitative study of 20 family firms was conducted using semi-structured, in-depth interviews with owner-managers, drawings of mental maps and publicly available information. The notion of calibration was developed and used, with its three components of graduation, purpose and reference, as an organizing device for the interpretive understanding of the management control usage and its relation to family firms’ dual identities. Findings The study finds that the use of calculative, family-centric and procedural management controls – in sum the pervasive use of management control technologies – are associated with a professionalization of the family firm, a foregrounding of the business identity and a reduction of the disadvantageous side of familiness. In comparison, the pragmatic and minimal use of management control technologies are found to be associated with an emphasis on family identity. It transpires as liberating, engendering trust and unfolding a familial environment. Research limitations/implications Because results are derived from a qualitative approach, they are not generalizable at an empirical level. By showing how the use of management control technologies is calibrated with reference to family firms’ dual identities, the paper reveals the perceived potency of control technologies to affect the identity of firms. Practical implications The study reveals how family firms perceive management control technologies as strengthening their business identity while weakening their family identity. Thereby, this study provides an account of how management control technologies are expected to change the identity of firms. Originality/value This paper contributes to the management control and family business literatures because it uncovers how management control technologies are calibrated in reference to family firms’ dual identities. It shows that calculative, family-centric and procedural management controls are used to professionalize the firm and strengthen its business identity as well as to reduce the negative effects of the family identity. The paper also illustrates how the liberating force of using pragmatic and minimal control technologies can serve to give prominence to the family identity.

Formation of a Personal-Professional Position as the Basis of Technology Design Career Guidance Practices

2021 ◽  
pp. 64-73
Author(s):  
Valery Ilyich Tarlavsky ◽  
◽  
Marina Viktorovna Shakurova ◽  
Keyword(s):  
Career Guidance ◽  
Modern Society ◽  
Vocational Guidance ◽  
Self Determination ◽  
Theoretical Research ◽  
Family Identity ◽  
A Value ◽  
The Family ◽  
Professional Self ◽  
Research Analysis

The article considers the need for a broad view on the technologization of career guidance practices, the importance of which is increasing due to the spread of early professionalization in modern society. The purpose of the article is to identify and substantiate the semantic foundations for the technologization of vocational guidance practices, determined taking into account the process of forming a personal-professional position in the conditions of early professionalization. Research methodology: systemic personality-developing, subjective and technological approaches; methods of theoretical research (analysis, synthesis, generalization, analogy, interpretation, concretization). Attention is drawn to the essential features of personal-professional positioning, the focus is on the attitude to work, profession, personal and professional self-determination. Semantic supports for the design of vocational guidance technologies are identified and justified: the differentiating basis of the stage of life activity; immersion in accessible roles in the field of professional and labor activity and the formation of a value attitude to them; attention to work, the pattern of work of any profession, the formed attitude to work as a value; professional and labor traditions of the family, related features of family identity and family socio-professional trajectory; definition and implementation of personal and professional prospects; preservation and strengthening of personal-professional position.

Family succession, professionalization and internationalization: a study of Brazilian family businesses

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Augusto Dalmoro Costa ◽  
Aurora Carneiro Zen ◽  
Everson dos Santos Spindler
Keyword(s):  
Family Business ◽  
Family Members ◽  
Secondary Data ◽  
Family Businesses ◽  
Three Dimensions ◽  
Content Type ◽  
The Family ◽  
Two Generations ◽  
Internationalization Strategies ◽  
The Relationship

PurposeThe purpose of this paper is to investigate the relationship between family succession, professionalization and internationalization in family businesses within the Brazilian context.Design/methodology/approachThe paper presents a multiple-case study method with three Brazilian family businesses that have at least two generations of the owning family involved in the business and an international presence of at least three years. In-depth interviews and secondary data were undertaken with family and non-family members of each case.FindingsThe authors' results show that a family business can boost its internationalization by introducing both succession planning and professionalization on international activities. As family members tend to be more risk-averse and focused on keeping the family business within the family, professionalization is a way of improving the firm's ability to expand internationally. This process tends to lead to lower performance by the firm for the first few months or the first year after the investment, but afterward, international performance tends to grow exponentially.Originality/valueOnly a few studies have been concerned on the relationship of these three dimensions. Thus, the research takes into account that professionalization and succession lead family businesses to improve their internationalization strategies.

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