Towards a governance approach to determinants of reseller management success

2018 ◽  
Vol 33 (2) ◽  
pp. 153-163 ◽  
Author(s):  
Petri Parvinen ◽  
Essi Pöyry
Keyword(s):  
Business Performance ◽  
Channel Management ◽  
Global Business ◽  
Holistic View ◽  
Content Type ◽  
Sales Channel ◽  
Sales Channels ◽  
Grass Root ◽  
Grass Root Level

Purpose In mature global business-to-business (B2B) product markets, management of external sales channels, governed by contractual relationships, is a key determinant of business performance. However, existing sales channel management literature lacks focus on contractual governance and reseller management success. The purpose of the study is to systematically review different governance theories in relation to sales channel management and to show which factors are the most influential in making or keeping external sales channels effective. Design/methodology/approach A case study on a large B2B information and communication technology (ICT) company is used to reflect on the way the different theoretical governance perspectives explain sales channel management success. Interviews and mini-questionnaires were used to collect data. Findings Expressions of interdependence and equality alongside persevered personal relationships are important in managing daily business activities and in avoiding bad will at the reseller’s grass-root level. Future-oriented planning, long-term-oriented support and jointly set incentive systems are important for reseller management. Degree of professional management sets resellers apart through shifts in power balance. Research limitations/implications A multi-theory governance perspective offers a holistic view over reseller management and provides a comprehensive view over different sales channel management issues and their relative importance. Practical implications The findings highlight the importance of long-term orientation and cooperation in setting up a reseller management system to gain and nurture distributors’ trust and commitment towards the manufacturer. Originality/value The study is the first to comprehensively use governance perspective in studying reseller management.

Building a new resilience

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Peter Buell Hirsch
Keyword(s):  
Cyber Security ◽  
Design Methodology ◽  
Business Leaders ◽  
Human Potential ◽  
Global Business ◽  
Content Type ◽  
Business System ◽  
New Business ◽  
Practical Implications

Purpose The purpose of the viewpoint is to examine the various ways in which the pandemic has exposed structural vulnerabilities in global business infrastructures that have long existed and been long ignored. It urges business leaders not to return to a “new normal” but make fundamental changes to ensure that their businesses are truly resilient and can withstand future threats more effectively. Design/methodology/approach The viewpoint looks at the various kinds of vulnerability to which businesses are exposed – such as supply chain, human capital, cyber security and climate change – and proposes ways to ensure that businesses, as well as shareholders and government entities work together to build true resilience. Findings At its core, the viewpoint exposes the various ways in which businesses have turned a blind eye to vulnerabilities that have always lurked just below the surface and suggests. The argument is that to secure the long-term future of our global business system, we can no longer remain oblivious to fundamental weaknesses in our infrastructures. Research limitations/implications The viewpoint looks selectively at the available data and is, therefore, by definition, subjective and non-comprehensive. Practical implications If businesses and shareholders truly take the recommendations of this viewpoint to heart, we can build a more resilient future through long-term investments in risk management infrastructures of all kinds that will secure a more prosperous and stable future. Social implications Developing a more resilient and stable global business infrastructure will help reduce the business volatility deriving from last minute responses to predictable threats. This will, in turn, help provide more stable, fulfilling employment, especially in developing countries that will act as a fly wheel for the secure development of human potential around the world. Originality/value While there has been much speculation of what the “new business normal” will look like once the pandemic has been conquered, this is, the author believes, the first piece to look concretely on how we can not only “build back better” but build back more soundly for the long term.

Entrepreneurial-oriented strategic renewal in a Brazilian SME: a case study

2020 ◽  
Vol 27 (2) ◽  
pp. 219-236
Author(s):  
Débora Monteiro Moretti ◽  
Flávia Chaves Alves ◽  
José Vitor Bomtempo
Keyword(s):  
Business Performance ◽  
Quantitative Methods ◽  
Real Life ◽  
Holistic View ◽  
Content Type ◽  
Strategic Renewal ◽  
Real Life Situation ◽  
Resource Environment ◽  
New Framework

PurposeFirms around the world seek new paths to maintain competitiveness and renew their businesses. Although entrepreneurial-orientation (EO) is extensively researched, there is some ambiguity regarding different variables that mediate the effects of such strategy on business performance. Hence, current literature lacks in-depth studies that provide useful tools for companies to implement effective change, in contrast to the quantitative methods normally applied.Design/methodology/approachThrough an in-depth case study, the authors explored whether the implementation of an entrepreneurial-oriented strategy by an incumbent firm in Brazil would renew its business and potentially increase its performance.FindingsThe study showed that performance is achieved when the pervasiveness of EO activities spurs the company's boundaries, promoting not only intraorganizational changes but also multiple-stakeholder engagement.Research limitations/implicationsThis study reinforces the idea that EO alone may not be sufficient to increase firm performance and must be considered more comprehensively. Although case studies always suffer from the problem of generalization, the authors provide a good illustration of a strategy being implemented in a constrained-resource environment.Practical implicationsThis paper contributes to practice by discussing a real-life situation of a small company from an emerging economy.Originality/valueThe authors provide a holistic view of the firm, presenting the managerial changes in a new framework, which combines EO and inward- and outward-looking perspectives.

Exhibition destination attractiveness – organizers' and visitors’ perspectives

2016 ◽  
Vol 28 (12) ◽  
pp. 2795-2819 ◽  
Author(s):  
Xin Jin ◽  
Karin Weber
Keyword(s):  
Large Scale ◽  
Holistic View ◽  
Content Type ◽  
Key Stakeholders ◽  
Destination Attractiveness ◽  
Practical Guidelines ◽  
Second Tier ◽  
Business Events ◽  
Business To Business

Purpose The purpose of this study was to provide a holistic view of exhibition destination attractiveness by examining perceptions of two of the three key stakeholders (exhibition organizers and visitors) and contrasting them with those of exhibitors. Design/methodology/approach This research used a mixed method approach, collecting 535 responses from visitors attending nine business-to-business exhibitions in four major cities in China via structured surveys. In addition, eight in-depth interviews with CEOs/owners of leading global and Chinese exhibition companies were conducted. Findings The findings revealed that exhibitors may go almost anywhere where there is potential for successful business. In contrast, visitors prefer exhibition destinations with good accessibility to minimize travel time and an attractive leisure environment that offers a degree of enjoyment in addition to taking care of business. A destination’s “economic environment” and “cluster effects” were comparatively less important to them. Organizers were cognizant of these differences, contributing to their reluctance in taking large-scale, branded exhibitions to second-tier destinations, despite considerable efforts by these cities to improve their infrastructure. Practical implications This study offers practical guidelines for destination administrators and exhibition organizers with regard to evaluating destination resources for long-term exhibition development. Originality/value In contrast to prior studies, this research identifies significant differences in perceptions of exhibition destination attractiveness among all three key industry stakeholders. It also presents a persuasive case for the need to clearly differentiate between the attractiveness of a destination for attracting/hosting exhibitions versus conventions, rather than approaching the subject from a more generic meetings, incentives, conferences, and exhibitions (MICE) segment/business events perspective.

Value generation from industry-science linkages in light of targeted open innovation

2017 ◽  
Vol 21 (2) ◽  
pp. 295-307 ◽  
Author(s):  
Dirk Meissner ◽  
Elias George Carayannis
Keyword(s):  
Technology Transfer ◽  
Knowledge Transfer ◽  
Holistic View ◽  
Content Type ◽  
Knowledge And Technology Transfer ◽  
Science And Research ◽  
Desk Research ◽  
Transfer Channels ◽  
Science Technology And Innovation

Purpose This paper aims to provide a substantial overview of features and channels of knowledge and technology transfer in light of achieving impact from science and research. Design/methodology/approach The paper is conceptual with substantial desk research undertaken. A taxonomy of transfer channels is proved and levels of impact from STI proposed. Findings It is found that there are different levels of value generated from science, technology and innovation, each featuring different stakeholders with different agendas and expectations. It is argued that to make knowledge and technology transfer impactful and sustainable, a long-term and holistic view and approach is required. Originality/value Against most papers about technology and knowledge transfer, this work presents an overarching overview of objects, channels and features of partners involved in transfer. It is features technology and knowledge transfer from a holistic perspective and provides useful background for future empiric studies and impact assessments.

Millennial turnover intentions: how can B-schools make a difference?

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Pragnya Acharya ◽  
Joaquin Garcia-Tapial ◽  
Lalatendu Kesari Jena
Keyword(s):  
Turnover Intentions ◽  
Management Education ◽  
Long Term Results ◽  
New Thought ◽  
Content Type ◽  
Sustained Development ◽  
Moderating Factors ◽  
Grass Root ◽  
Grass Root Level ◽  
Management Institutions

Purpose The article intends to instigate a new thought process for management institutions to reshape their curriculum and design their teaching around mitigating the rising attrition among millennials. As there is a huge influx of millennials into the corporate world, it is much required that we concentrate on the quality of talent produced and ensure that this talent gives long term results for organizations aiming at a sustained development for both, the organizations as well as the millennial workforce. Design/methodology/approach A survey was carried out to seek views from academicians and senior practitioners, who often work as mediating and moderating factors in the process. Findings The managers need to understand that apart from developing retention strategies, the target employees should also have the intention to stay, which cannot be instilled by the organization and should be taught along with their management education. It is only to save the time and money of the organization and easing their struggles by developing at the grass-root level, which is in the classrooms where the managers are created. Originality/value Much research has been done on revamping teaching pedagogy and including more industry-specific skills into the management education. This article seeks to pin point the attitudinal development of the outgoing managers, which has a high intention towards job hopping.

Human capital challenges in the food and beverage service industry of Canada

2017 ◽  
Vol 9 (4) ◽  
pp. 411-423 ◽  
Author(s):  
Doris Miculan Bradley ◽  
Tony Elenis ◽  
Gary Hoyer ◽  
David Martin ◽  
James Waller
Keyword(s):  
Service Industry ◽  
Food Service ◽  
Contributing Factors ◽  
Holistic View ◽  
Content Type ◽  
Beverage Industry ◽  
Industry Collaboration ◽  
Food And Beverage ◽  
Taking Action

Purpose Challenged by a clear shortfall of available employees to be long-term members of the food service industry, this paper aims to establish reasons for the shortage of available employees and curate a number of strategies to improve the situation. Design/methodology/approach This paper draws on the perspectives of many industry stakeholders. These professionals collaborated to identify a number of contributing factors to the shortage of employees in the Canadian food and beverage industry. Corresponding solutions were assessed, prioritized and categorized by groups responsible for taking action. Findings There are many strategies that can be implemented in both the short and long term that can increase the draw for potential employees to join this industry. Practical implications Industry members, educators and government policymakers can all play a role in improving the worker shortage in the food service industry. The recommendations range from industry collaboration to redefinition of jobs and to redistribution of wages. Originality/value The co-authors of this paper include the President and CEO of Ontario Restaurant, Hotel and Motel Association and educators with strong industry experiences gained in the positions of food and beverage director, restaurant manager and executive chef. Given the diverse experiences of the author team, this paper creates a more holistic view of the recommendations to consider for this industry to see positive change.

Delineating entrepreneurial orientation efficacy on retailer’s business performance

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Palaniappan Sellappan ◽  
Kavitha Shanmugam
Keyword(s):  
Entrepreneurial Orientation ◽  
Business Performance ◽  
World Order ◽  
Analysis Data ◽  
Business Environment ◽  
Small Sample ◽  
Content Type ◽  
Five Dimensions ◽  
Grass Root ◽  
The Impact

Purpose In today’s technology-led volatile business environment all established businesses are trembling and retailing is no exception. Exploration of the entrepreneurial side of retailers will expose the essential attitudes to survive in the new world order. The present study is an endeavor towards this end. Design/methodology/approach In this descriptive research, a pre-tested entrepreneurial orientation questionnaire constructed by De Nobrega (2012) was adopted, and it was fine-tuned to suit for the retail environment. Initially, an exploratory study was organized, and it was followed by confirmatory factor analysis. Data collected were analyzed with SPSS 23.0, and the conceptual model was validated in AMOS 23.0. Findings The study evinces that the retailer’s entrepreneurial orientation is induced by five factors, namely, autonomy, risk-taking, innovation, competitive aggressiveness and pro-activeness. The study exposes the five dimensions and their ascendancy on business performance. Research limitations/implications The study is operationalized in a small sample, confined to two types of trade, limited to small and medium retailers in Chennai and all the constructs are measured with the help of perceptual self-reporting scales. Practical implications The study highlights that the art of spearheading retail business performance lies in attitude orientation. This work will propel retailers and trade bodies to nurture the entrepreneurial orientation. Social implications The study emphasizes that boosting entrepreneurial mindset of retailers will enable them to achieve business progress and protects the grass root sector of the society. Originality/value This work is the very first study to identify and evaluate the impact of five-dimensional entrepreneurial orientation construct on small and medium retailer’s business performance. The present study is a pioneering empirical contribution to the Indian context.

“They don't just cater, they care” – a case on Sakthi's Kitchen Pvt Ltd

2012 ◽  
Vol 2 (1) ◽  
pp. 1-9
Author(s):  
Varsha Manikandan ◽  
G. Swaminathan ◽  
Varsha Khattri
Keyword(s):  
Service Providers ◽  
Subject Area ◽  
Service Industries ◽  
Professional Service ◽  
Content Type ◽  
Economic Survival ◽  
Grass Root ◽  
Grass Root Level ◽  
Present Case Study ◽  
Available Resources

Subject area The given case deals with the fact that primary objectives of services producers and marketers are identical to those of all marketers: to develop and provide offerings that satisfy consumer needs and expectations, thereby ensuring their own economic survival. To achieve these objectives, service providers need to understand how consumers choose, experience, and evaluate their service offerings. It also talks about employing innovative techniques at the basic level by optimizing available resources offering quality service at value based pricing, thereby, increasing customer retention by developing the trust of the consumer. Study level/applicability Graduation or post graduation level students studying subjects pertaining to the services aspect of marketing, namely innovative service offerings, value for money, service experience and evaluation, challenge of integrating the 4 A's of services marketing and offering them in sustainable quality, promotional or communication mix for services and consumer behaviour. Case overview Today's dual-career couples, single-parent families, and two-job families are realizing a burning consumer need: more time. Individuals in these and other non-traditional family configurations are overstressed with their work and home obligations and find that dealing with many of life's everyday tasks is overwhelming. For many customers, all types of shopping have become “drudgery or worse.” The antidote to this time deficiency is found in many new services that recover time for consumers. One such professional service is catering. The present case study deals with grass root level innovations in this service offering that adds flavour to our lives. Expected learning outcomes Understanding the catering services offering and its features in evolving consumer's world; analyzing the importance of optimizing available resources and offering customer satisfaction, ensuring marketers own economic survival; realizing the significance of value offering and related value based pricing for services; comprehending the importance of word of mouth in post experience evaluation in services; the effect of quality and quantity consciousness in marketers while offering catering services; and understanding obstacles and challenges faced by small and medium service industries at the initial level. Supplementary materials Teaching notes.

scholarly journals Accelerating retail supply chain performance against pandemic disruption: adopting resilient strategies to mitigate the long-term effects

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Manu Sharma ◽  
Sunil Luthra ◽  
Sudhanshu Joshi ◽  
Anil Kumar
Keyword(s):  
Supply Chains ◽  
Business Performance ◽  
Business Strategies ◽  
Long Term Effects ◽  
Business World ◽  
Content Type ◽  
Consistency Model ◽  
Order Fulfilment ◽  
The Moment

PurposeCoronavirus disease 2019 (COVID-19) has disrupted global supply chains, revealing dreadful gaps and exposing vulnerabilities. Retailers are challenged to tackle risks and organise themselves to fit into the “new normal” scenario. This global outbreak has established a volatile environment for supply chains; it has raised the question of survival in the market, forcing companies to rethink resilient strategies to be adopted for the post-pandemic situation to mitigate the long-term effects of this virus. This study explores the priorities for retail supply chains (RSCs) to align their business operations and strategies for the post-pandemic world.Design/methodology/approachThis study has utilised integrated full consistency model (FUCOM) – best–worst method (BWM) for assessment of RSCs to enhance their business performance irrespective of pandemic disruptions. The FUCOM has been employed to identify the priorities of determinants enhancing business performance, whereas RSC strategies are evaluated using the BWM method.FindingsThe current study identifies “Collaboration Efficiency” as the main criterion for accelerating the performance of RSCs in a dynamic social environment. Also, the study concludes that “Order Fulfilment” and “Digital RSCs” are the most appropriate resilient business strategies to mitigate the long-term effects.Research limitations/implicationsSupply-demand balancing is a challenging task at the moment, but highly significant for the future. The pandemic disruptions have placed intense pressure on retailers to deliver products as per consumers' changing behaviours towards the purchase of essentials and other products. Hence, “Order Fulfilment” and “Digital RSCs” should be adopted for meeting customer requirements and to ensure sustainability in the post-pandemic business world.Originality/valueThis work sets out a comprehensive framework which will be helpful for accelerating RSCs performance against pandemic disruption by adopting resilient strategies to mitigate the long-term effects.

Brand outcomes in sales channel relationships: a guanxi theory perspective

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Weidong Rong ◽  
Mark J. Arnold ◽  
Brad D. Carlson
Keyword(s):  
Brand Loyalty ◽  
Business Success ◽  
Brand Attitudes ◽  
Content Type ◽  
Channel Relationships ◽  
Sales Channel ◽  
Proposed Model ◽  
Eastern Cultures ◽  
Brand Affect

Purpose Guanxi is the foundation of business success in Chinese and other Eastern cultures, but little is known about the extent to which guanxi influences brand outcomes in channel relationships. The purpose of this study is to propose a novel theoretical framework of interpersonal and interorganizational guanxi relationships in a sales channel context and how these relationships influence brand outcomes. Design/methodology/approach The authors conceptualize, develop and validate new scales measuring interpersonal and interorganizational guanxi and test the proposed model with a field study to validate the effects of guanxi on brand loyalty. The causal relationships between interpersonal guanxi and brand attitudes and affect are confirmed in a separate field experiment. Findings Findings show that interpersonal guanxi is antecedent to interorganizational guanxi, and these two constructs have significant and differential direct and indirect effects on brand attitudes, brand affect and brand loyalty. Originality/value New multidimensional scales measuring both interpersonal and interorganizational guanxi were developed. Both interpersonal and interorganizational guanxi are conceptualized as second-order reflective constructs measured by the reflective first-order guanxi elements of personal and firm trust, personal and firm long-term orientation, xinyong (integrity), reciprocity, interaction and face.

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