Industrial-buying research 1965-2015: review and analysis

2019 ◽  
Vol 34 (1) ◽  
pp. 205-229 ◽  
Author(s):  
Gitesh Dhairyashilrao Chavan ◽  
Ranjan Chaudhuri ◽  
Wesley J. Johnston
Keyword(s):  
Language Processing ◽  
Principal Component ◽  
Global Perspective ◽  
Future Projection ◽  
Content Type ◽  
Industrial Buying ◽  
Near Future ◽  
Business To Business ◽  
Practical Implications ◽  
Significant Factors

PurposeThe purpose of this paper is to investigate the underlying knowledge structure and evolution of industrial-buying research published between 1965 and 2015.Design/methodology/approachBibliometric analysis is performed on 357 relevant papers (using principal component analysis and natural language processing, using VantagePoint® tools, used to generate bubble maps, auto-correlation maps and Aduna cluster maps), demonstrating how various factors involved in industrial buying have evolved, their degree of correlation with each other and the interrelationships of multiple factors concerning their co-occurrences.FindingsThe systematic mapping of industrial-buying research would illustrate the development of the significant factors in industrial-buying research. This paper provides both a global perspective on the leading countries and journals in the field and a robust roadmap for further investigation in this field.Research limitations/implicationsThis paper is limited to the data considered for analysis and may, therefore, overlook or underestimate some work that has not been captured while filtering databases related to industrial buying.Practical implicationsThis paper facilitates near-future projection and trend analysis in industrial-buying research.Originality/valueThe methodology used is unique to the field of business-to-business marketing.

Serious games: leverage for knowledge management

2014 ◽  
Vol 26 (3) ◽  
pp. 235-252 ◽  
Author(s):  
Caroline Bayart ◽  
Sandra Bertezene ◽  
David Vallat ◽  
Jacques Martin
Keyword(s):  
Higher Education ◽  
Knowledge Acquisition ◽  
Serious Games ◽  
Design Methodology ◽  
Management Competencies ◽  
Content Type ◽  
Exploratory Investigation ◽  
Practical Implications ◽  
Research Show ◽  
Significant Factors

Purpose – The purpose of this paper is to investigate if the use of “serious games” with students can improve their knowledge acquisition and their academic performance. Design/methodology/approach – The research is an exploratory investigation resorting to the use of a serious game to evaluate the evolution of the students’ competencies in project management, through questionnaires processed using a structural “learning model.” Findings – This research shows indeed that the use of “serious games” improves the knowledge acquisition and management competencies of the students with the evidencing of significant factors contributing to this improvement. Practical implications – The findings of this research show that serious games can be an effective tool to be used in teaching students particularly as traditional methods are less and less accepted by today's students. Originality/value – Although the use of games is not something new in education, it is still limited in teaching practices in higher education. This experiment can help lecturers and trainers to resort to them in their pedagogy and to conceive them according to variables that can enhance their effectiveness.

Value co-creation in the B2B context: a diagnosis of knowledge management based on multiple case studies

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Andrei Bonamigo ◽  
Camila Guimarães Frech ◽  
Ana Carolina Custódio Lopes
Keyword(s):  
Empirical Studies ◽  
Structured Interviews ◽  
Content Type ◽  
Knowledge Based ◽  
Multiple Case ◽  
Multiple Case Studies ◽  
Knowledge Asymmetry ◽  
Business To Business ◽  
Practical Implications

Purpose This study aims to empirically investigate how organizations delivering services in business-to-business relations deal with the boundary paradox and knowledge asymmetry in value co-creation. Design/methodology/approach This study adopted a qualitative multiple case study strategy. Datas were gathered through 13 semi-structured interviews that were then analyzed through the content analysis. Findings The authors identified three mechanisms that organizations use to deal with the boundary paradox and two strategies to handle the knowledge asymmetry. Research limitations/implications First, no opportunities were afforded to involve more participants. Second, owning to confidentiality reasons, not all organizations provided us documents to be analyzed. Practical implications The findings guide managers in balancing the use of contracts and trust in inter-firm collaborations and fostering the learning of customers. Also, insights to protect knowledge based on the paradox of openness in value co-creation. Originality/value This study’s findings address the gap in value co-creation literature concerning the lack of empirical studies.

Assessment of the significance of factors affecting the growth of women entrepreneurs: study based on experience categorization

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Sucheta Agarwal ◽  
Veland Ramadani ◽  
Leo-Paul Dana ◽  
Vivek Agrawal ◽  
Jitendra Kumar Dixit
Keyword(s):  
Emerging Economies ◽  
Women Entrepreneurs ◽  
Uttar Pradesh ◽  
Sustainable Growth ◽  
Gender Orientation ◽  
Content Type ◽  
Factors Affecting ◽  
Emerging Nations ◽  
Practical Implications ◽  
Significant Factors

Purpose The ascent of women enterprising community (WEC) in a couple of decades draws the attention of various government and non-government bodies. Literature has mentioned various studies that focus on the factors affecting the success or failure of women entrepreneurs (WEs), but understanding of the ranking of the factors depending on the experiences of different WEs is needed. This study aims to identify the significant factors essential for the growth of WEC. Design/methodology/approach This study examines the factors through interview of 33 WEs having different entrepreneurial experiences (less than 1 year, more than 1 year but less than 10 years and more than 10 years of experiences) from different regions of Uttar Pradesh, India, and with the help of analytical hierarchical process, ranks the factors affecting the sustainable growth of WEs. Findings Through analysis, significant factors have been identified such as determination, education, entrepreneurial resilience, personal satisfaction and provide employment, and these factors have been analysed according to the different experiences of WEs. An investigation of ranking these factors of WEC, especially in the emerging nations, can assist policymakers in designing projects that improve the mindfulness associated with women enterprise and define the compelling methodologies. Practical implications The growth of the WEC is significantly affected by gender orientation ways of thinking as driven by entrepreneurship models. Originality/value This study gives a direction to policymakers by emphasizing on significant factors of various stages of enterprise development for the encouragement of WEs in the emerging economies.

The fluid power: constructing the concept of power in community-based tourism in Indonesia

2020 ◽  
Vol 14 (4) ◽  
pp. 515-537
Author(s):  
Cicilia Larasati Rembulan ◽  
Avin Fadilla Helmi ◽  
Bagus Riyono
Keyword(s):  
Social Situation ◽  
Fluid Power ◽  
Group Discussions ◽  
Community Based ◽  
Content Type ◽  
Business Context ◽  
Relationship Processes ◽  
Comprehensive Framework ◽  
Business To Business ◽  
Practical Implications

Purpose The concept of power in the literature is not conclusive yet and still contradictive. As contested concept, power have multi-definition in the literature. This study aims to construct a concept of power between organizations, state-owned enterprises (SOE) and communities in the context of community-based tourism in Borobudur, Indonesia. Design/methodology/approach Participants were 29 individuals representing SOEs (i.e. executive members) and local communities (e.g. village chiefs, community enterprise, managers and residents). Data collection was conducted through interviews, focus group discussions, field records and documents. Using grounded theory, the data were analyzed using open, axial and selective coding. Findings This study discovered that power was fluid. At first, power was a static resource then when it exchanged, it turned into relational/power interplay and at last, became output resource. There was a transformation of antecedent resources of power into a consequential source of power through relationship processes. Research limitations/implications This study should be replicated in other settings for further research, for example, in a business-to-business context and business-to-government to develop a general framework. Practical implications Policymakers should be aware of such fluid power to ensure that community-based tourism programs can benefit all parties involved. Originality/value Findings from this study make several contributions to current literature as follows: this study extends from the existing theories of power, the community-based tourism context where this study was conducted represents actual social situation allowing it to be transferrable to real environment and elaborating theory of power into a comprehensive framework.

scholarly journals Resource integration for co-creation between marketing agencies and clients

2018 ◽  
Vol 52 (5/6) ◽  
pp. 1329-1354 ◽  
Author(s):  
Tim Hughes ◽  
Mario Vafeas ◽  
Toni Hilton
Keyword(s):  
Relationship Marketing ◽  
Design Methodology ◽  
Resource Integration ◽  
Marketing Theory ◽  
Content Type ◽  
Integration Approach ◽  
Resource Enhancement ◽  
Operant Resources ◽  
Business To Business ◽  
Practical Implications

Purpose Resource integration is a central idea within service-dominant logic (S-D logic), but there has been little scholarly research on this aspect of theory. This paper aims to explore resource integration between marketing agencies and their clients. Design/methodology/approach In total, nine case studies have been developed using a dyadic approach of interviewing clients and members of their agency teams. This is followed-up with presentations and workshops with over 200 practitioners who validated the findings and added new perspectives. Findings The key operant resources in the client/agency context have been identified. The ways the operant resources of the actors developed during the course of resource integration, building potential resources for future co-creation are shown. The differing perspectives of the actors to each other’s contribution are highlighted. Research limitations/implications This study suggests that resource enhancement and development, as a result of integration, is important. For agency/client research, resource integration and development brings new perspectives complementing existing relationship approaches to research. The findings have implications for relationship marketing theory across business-to-business (B2B) contexts. Practical implications The findings suggest a resource integration approach that could be jointly addressed between agency and client in improving the way they work together. The discourse of co-creation suggests a way for them to talk about how to work together effectively. Suggestions are made for teaching. Originality/value This study develops the S-D logic theory through exploring resource enhancement and development in a B2B co-creation context. The dyadic nature of the research is novel in studying how marketing agencies and clients work together and new perspectives emerge from the approach.

Detecting sarcasm in customer tweets: an NLP based approach

2017 ◽  
Vol 117 (6) ◽  
pp. 1109-1126 ◽  
Author(s):  
Shubhadeep Mukherjee ◽  
Pradip Kumar Bala
Keyword(s):  
Language Processing ◽  
Social Issues ◽  
Customer Management ◽  
Function Words ◽  
Content Type ◽  
Management Perspective ◽  
Supervised Learning Algorithms ◽  
Practical Implications ◽  
Incorrect Classification

Purpose The purpose of this paper is to study sarcasm in online text – specifically on twitter – to better understand customer opinions about social issues, products, services, etc. This can be immensely helpful in reducing incorrect classification of consumer sentiment toward issues, products and services. Design/methodology/approach In this study, 5,000 tweets were downloaded and analyzed. Relevant features were extracted and supervised learning algorithms were applied to identify the best differentiating features between a sarcastic and non-sarcastic sentence. Findings The results using two different classification algorithms, namely, Naïve Bayes and maximum entropy show that function words and content words together are most effective in identifying sarcasm in tweets. The most differentiating features between a sarcastic and a non-sarcastic tweet were identified. Practical implications Understanding the use of sarcasm in tweets let companies do better sentiment analysis and product recommendations for users. This could help businesses attract new customers and retain the old ones resulting in better customer management. Originality/value This paper uses novel features to identify sarcasm in online text which is one of the most challenging problems in natural language processing. To the authors’ knowledge, this is the first study on sarcasm detection from a customer management perspective.

A framework to manage business-to-business branding strategies

2019 ◽  
Vol 14 (2) ◽  
pp. 110-122 ◽  
Author(s):  
Fabio Cassia ◽  
Francesca Magno
Keyword(s):  
Design Methodology ◽  
Specific Situation ◽  
Content Type ◽  
The Past ◽  
Branding Strategies ◽  
B2b Branding ◽  
Number Of Customers ◽  
The Relationship ◽  
Business To Business ◽  
Practical Implications

PurposeIn the past decades, a growing body of studies has assessed the importance of brands in business-to-business (B2B) markets. However, until date, a comprehensive understanding of B2B branding strategies is lacking. Hence, the purpose of this paper is to develop a framework to select and manage B2B branding strategies.Design/methodology/approachThis study’s arguments are developed in line with MacInnis’s (2011) guidelines on conceptual contributions in marketing.FindingsAs a result of the arguments of this study, a framework is developed to identify the relationships between the types of B2B contexts and effective B2B branding strategies.Research limitations/implicationsDespite deriving from an extensive analysis of the literature, the framework requires future empirical validation. Moreover, the relationship linking a supplier to its customer is unique, and hence, each supplier should carefully select a branding strategy depending on the specific situation.Practical implicationsThe suggested framework provides actionable insights to inform managers’ decisions about the most effective B2B strategy for their firm, based on the relational complexity (number of customers, intensity of co-production and co-creation, and dyadic vs multiple-actor view).Originality/valueThis is the first study to provide a comprehensive model of B2B branding strategies. Therefore, it contributes to both advance theoretical knowledge and managerial practice.

Meeting the needs of different business-to-business customers

2019 ◽  
Vol 35 (11) ◽  
pp. 21-23
Keyword(s):  
Design Methodology ◽  
Business Markets ◽  
Content Type ◽  
Branding Strategies ◽  
Customer Type ◽  
Pertinent Information ◽  
Business Customers ◽  
The Relationship ◽  
Business To Business ◽  
Practical Implications

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings Brands are playing an increasingly influential role in business-to-business markets. Suppliers can become better positioned to exploit the opportunities offered by devising and implementing branding strategies appropriate to the nature of the relationship with and requirements of each customer type. Originality/value The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Mixed Brazilian Cerrado fruits preserves without added sugar: the effect of bodying agents

2019 ◽  
Vol 121 (9) ◽  
pp. 1969-1981 ◽  
Author(s):  
Taísa Rezende Teixeira Farias ◽  
Maria Cecília Evangelista Vasconcelos Schiassi ◽  
Patrícia Aparecida Pimenta Pereira ◽  
Vanessa Rios de Souza ◽  
Amanda Maria Teixeira Lago ◽  
...  
Keyword(s):  
Design Methodology ◽  
Principal Component ◽  
Physicochemical Characteristics ◽  
Research Data ◽  
Regression Equations ◽  
Brazilian Cerrado ◽  
Added Sugar ◽  
Content Type ◽  
High Concentrations ◽  
Practical Implications

Purpose The purpose of this paper is to evaluate the effect of the bodying agents (erythritol, sorbitol, xylitol and polydextrose) and their mixtures on the preparation of mixed Brazilian Cerrado fruit preserves (marolo, soursop and sweet passion fruit). Design/methodology/approach The simplex mixture design was used for product optimization and the preserves evaluated by physical, physicochemical and sensory properties. The research data were analyzed using regression equations on SAS University and exploratory analysis by principal component analysis and parallel factors techniques on Sensomaker software. Findings The results show that erythritol and polydextrose bodying agents should not be used as pure components because they provoked changes in the properties of the final product and negatively influenced the sensory attributes. While the high concentrations of xylitol and sorbitol provided better sensorial acceptance, being considered, therefore, good substitutes for sucrose. Practical implications This research has shown it is feasible to use bodying agents in the preparation of mixed Brazilian Cerrado fruit preserves without added sugar. Social implications The development of mixed preserves could increase population access to the Brazilian Cerrado fruits. In addition, sugar-free preserves are a viable alternative for adding value to the product and satisfy all the consumers. Originality/value The combination of properties of two or more fruits and use of bodying agents can improve sensory, physical and physicochemical characteristics of the final product. However, there are technological challenges to evaluate in the preparation of mixed Brazilian Cerrado fruit preserves without added sugar.

“We’ve got a better situation”: the life and afterlife of virtual communities in Google Lively

2015 ◽  
Vol 71 (3) ◽  
pp. 526-549
Author(s):  
Isto Huvila
Keyword(s):  
Information Sharing ◽  
Virtual Communities ◽  
Virtual Community ◽  
Convenience Sample ◽  
Content Type ◽  
Community Platforms ◽  
The Impact ◽  
Practical Implications ◽  
Significant Factors ◽  
Comprehensive Study

Purpose – The purpose of this paper is to discuss the impact of unsustainable community platforms from community and information sharing perspectives using Google Lively as an example. The aim is to analyse what happens when a community platform is not sustainable and explore the reasons why Lively failed or succeeded as an arena of participation and information sharing. Design/methodology/approach – The study is based on an ethnographically informed analysis of texts on Google Lively mined from the web and gathered using two small qualitative surveys. Findings – The findings show that Lively fostered the emergence of several virtual communities that outlived the platform. Shared experience, experience of crisis and a distinct identity appeared to be significant factors that seemed to contribute to the success of analysed Livelian communities. Research limitations/implications – The study is based on a convenience sample and an analysis of one virtual community platform. Practical implications – The results inform the development of community strategies for situations when a platform is closing and plans are being made for the sustained existence of the virtual community in new contexts. Originality/value – This is the first comprehensive study on Google Lively. The findings can be expected to have relevance also in the context of comparable virtual community platforms.

Sign in / Sign up

Export Citation Format

Share Document