scholarly journals Business relationships during project afterlife: antecedents, processes, and outcomes

2015 ◽  
Vol 30 (5) ◽  
pp. 572-583 ◽  
Author(s):  
Ilkka Tapani Ojansivu ◽  
Kimmo Alajoutsijärvi ◽  
Jari Salo
Keyword(s):  
Empirical Research ◽  
Social Exchange ◽  
Marketing Research ◽  
Comparative Case Study ◽  
Business Relationships ◽  
Research Attention ◽  
Content Type ◽  
Research Framework ◽  
Research Stream ◽  
Conceptual Research

Purpose – The purpose of this research is to increase understanding of post-project business relationships in service-intensive projects, a topic unexplored to date. This research contributes to the project marketing research focusing on post-project interaction, by building a conceptual research framework capable of illustrating the path from the initiation of a relationship through the project’s afterlife. Design/methodology/approach – A comparative case study is used across four different service-intensive project contexts to highlight the conceptual research framework, derived from the IMP-related interaction research, in practice. Findings – According to the research findings, there are at least four potential post-project business relationships associated with service-intensive projects. Furthermore, the findings indicate that these relationships embody certain antecedent and process characteristics, enabling us to compile four distinct development paths. Research limitations/implications – The four cases of the empirical research were chosen on theoretical grounds to highlight the conceptual research framework in practice, and thus the purpose was mainly descriptive. The findings should be generalized only with caution, as more empirical research is needed in this emerging project context. Practical implications – For managers, the findings provide practical guidance to deal with different post-project relationships. They will help managers to initiate, maintain and develop post-project relationships and to avoid a mismatch between relationship antecedent, processes and outcomes. Originality/value – Post-project buyer – seller interaction has been studied by the project marketing research stream, but mainly from the perspective of social exchange and sleeping relationships. With the advent of service-intensive projects, however, a whole new breed of post-project business relationships is unfolding and demanding research attention. This research is a step toward understanding the different post-project business relationships associated with service-intensive projects.

The knowledge interconnection process: evidence from contract manufacturing relationships

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Tibor Mandják ◽  
Zsuzsanna Szalkai ◽  
Erika Hlédik ◽  
Edit Neumann-Bódi ◽  
Mária Magyar ◽  
...  
Keyword(s):  
Empirical Research ◽  
Knowledge Creation ◽  
Business Relationships ◽  
Business Relationship ◽  
Contract Manufacturing ◽  
Content Type ◽  
Types Of Knowledge ◽  
Body Of Knowledge ◽  
New Knowledge ◽  
Different Types

Purpose The main goal of the paper is to describe the knowledge interconnection process embedded in an interactive business relationship. The purpose of this study is to understand the knowledge interconnection inside the supplier-buyer relationship in the field of contract manufacturing. The knowledge interconnection process is defined by the authors as a process linked to business relationships, which contains different types of knowledge and various sub-processes related to them. Design/methodology/approach The Industrial Marketing and Purchasing Group (IMP) research framework has been applied and the contribution is a better understanding of the role of knowledge in the interactive business world. The empirical evidence is based on a case study of a Hungarian contract manufacturing company. This paper describes empirical, qualitative research about knowledge interconnection processes applying an abductive research design. Findings The knowledge interconnection process is linked to business relationships. It is a complex process, which contains three types of knowledge and five sub-processes. The knowledge evolution indicates the links between the different types of knowledge. The sub-processes relate to different types of knowledge and allow the flow of knowledge between the supplier and the buyer. In the business relationship, this flow of knowledge makes possible the new knowledge creation. A model of the knowledge interconnection process has been developed. Research limitations/implications Single case studies can create rich descriptions of complex phenomena, but the possibility for generalization is limited. Another limitation is that the knowledge interconnection process has been studied only from the supplier’s perspective. The present research extends IMP’s knowledge of embedded knowledge. In addition, empirical research contributes to the emerging field of IMP research that explores knowledge as a resource but lacks an empirical foundation. Practical implications The knowledge interconnection process is a decisive factor in the development and maintenance of long-term customer relations in the field of contract manufacturing. The evolution of knowledge types – from the body of knowledge to knowledge in use – demands the management of different sub-processes. Knowledge selection, knowledge recombination, knowledge mobilization and new knowledge creation processes are more strongly related to the supplier-customer dyad, while the knowledge relocation process has a network character. The knowledge interconnection process influences the company’s body of knowledge and its relationship management capability. Originality/value The originality of the study is, on the one hand, an empirical examination of the process of knowledge interconnection. On the other hand, the development of a model of the knowledge interconnection process. A further feature is that empirical research has been conducted in the field of contract manufacturing.

Dissolving the paradox: toward a Yin–Yang perspective on the power and trust antagonism in collaborative business relationships

2018 ◽  
Vol 23 (6) ◽  
pp. 573-590 ◽  
Author(s):  
Sven Horak ◽  
Chris P. Long
Keyword(s):  
Supply Chain ◽  
Automotive Industry ◽  
Business Relationships ◽  
Apparent Contradiction ◽  
Content Type ◽  
Trust Relationships ◽  
Yin Yang ◽  
Management Paradigms ◽  
Research Stream ◽  
Practical Implications

PurposeBy challenging the typical antagonistic view of the informal institutions power and trust, this paper aims to explore the interrelatedness of the two through the Yin–Yang lens.Design/methodology/approachThe data for this research stem from extensive group and one-to-one interviews with Toyota and its domestic and international suppliers.FindingsContrary to the conventional antagonistic view of power and trust, the study finds a different relationship between power and trust in Japan, namely, a rather natural, mutually integrative and dependent one. The paper assumes that Taoist ideals, in particular the forces of Yin–Yang, explain this apparent contradiction.Practical implicationsGuided by the Yin–Yang perspective on power and trust balancing, the study proposes six management paradigms regarding how power and trust relationships can be developed and managed to increase collaboration performance.Originality/valueWhile this research contributes to the research stream considering power and trust as complements rather than substitutes, it introduces the Yin–Yang view of business collaboration into the field of supply chain management in the automotive industry. Furthermore, it proposes practical measurements for the management of collaborative business relationships in a supply chain by taking advantage of the Yin–Yang view of putative contradictions.

When marketing is everyone’s business

2015 ◽  
Vol 31 (1) ◽  
pp. 24-26 ◽  
Keyword(s):  
Social Practice ◽  
Small Firms ◽  
Practice Theory ◽  
Marketing Research ◽  
Entrepreneurial Firms ◽  
Social Practice Theory ◽  
Content Type ◽  
Entrepreneurial Marketing ◽  
Doing Business ◽  
Research Stream

Purpose – The purpose of this paper is to draw attention to opportunities for further research into the marketing practices of small entrepreneurial firms. Design/methodology/approach – This study reviews the academic literature and identifies a gap in the existing research. It proposes the use of social practice theory in researching entrepreneurial marketing. Findings – Entrepreneurship and marketing have a lot in common – especially in small firms (small to medium-sized enterprises [SMEs]). When there’s nobody with a dedicated marketing role, then people all over the organization typically do things that contribute to the firm’s marketing effort. And, when marketing becomes the sum of activities carried out by different individuals at different levels within the SME, it becomes “an all-pervasive way of doing business”, rather like entrepreneurship, in fact. Research limitations/implications – This study provides a conceptual overview of the benefits of applying social practice theory to the study of entrepreneurial marketing. Practical implications – This study shows how social practice theory can be applied to the study of entrepreneurial marketing practices. Social implications – This study explains how these marketing practices can be conceptualized to provide insights into the significance of marketing-related activities in small firms. Originality/value – This study has the potential to facilitate the development of a new marketing research stream based on social practice theory.

What good soldiers are made of: the role of personality similarity

2015 ◽  
Vol 30 (8) ◽  
pp. 1003-1018 ◽  
Author(s):  
Jennifer YM Lai ◽  
Simon SK Lam ◽  
Cheris WC Chow
Keyword(s):  
Social Integration ◽  
Social Exchange ◽  
Organizational Citizenship Behavior ◽  
Positive Impact ◽  
Future Research ◽  
Research Attention ◽  
Content Type ◽  
Personality Similarity ◽  
The Impact ◽  
Role Behaviors

Purpose – Previous studies have often yielded mixed results in relation to the similar-to-me effect on extra-role behaviors. Based on social exchange theory, the purpose of this paper is to uncover the contribution of personality similarity to organizational citizenship behavior (OCB), a type of extra-role behaviors. Design/methodology/approach – Questionnaire surveys were conducted in a multinational bank in Hong Kong. The participants were matched sample of 403 customer service representatives from 81 teams and their corresponding team supervisors. Findings – Personality similarity to peers and supervisors had a positive impact on individual OCB (OCB-I) and organizational OCB (OCB-O), respectively, through better communication and social integration. Moreover, personality similarity to peers was related only to OCB-I, whereas personality similarity to supervisor was associated only with OCB-O. Research limitations/implications – Subordinates perform different facets of OCB depending on the subjects they are similar to in terms of personality. Being similar to others could facilitate communication and social integration, which in turn promote OCB targeted at similar individuals. The importance of distinguishing the similarity effects of peers and supervisors separately as well as scrutinizing the effects of different forms of OCB warrants future research attention. Practical implications – Managers can promote OCB by enhancing communication and social integration among employees and supervisors. Social implications – As OCB enhances organizational effectiveness, the economic development of society in general will eventually benefit from having more effective organizations. Originality/value – This study addresses the inconsistent findings of previous studies regarding the impact of similarity on OCB. It demonstrates the contribution of personality similarity to OCB beyond the confounding effects of judgment bias. It also advances theory by studying personality similarity to peers in addition to the commonly studied similarity to supervisors.

The internationalisation of social marketing research

2015 ◽  
Vol 5 (4) ◽  
pp. 357-376 ◽  
Author(s):  
V. Dao Truong ◽  
Nam V.H. Dang ◽  
C. Michael Hall ◽  
X. Dam Dong
Keyword(s):  
Social Marketing ◽  
Marketing Research ◽  
Developed Countries ◽  
International Perspective ◽  
Marketing Concept ◽  
Research Attention ◽  
Content Type ◽  
The Social ◽  
And Diffusion ◽  
Different Levels

Purpose – This paper aims to investigate the internationalisation of social marketing research. Since the social marketing concept was introduced, it has captured increased research attention of scholars. This is evidenced by a growing number of peer-reviewed publications and participation in academic conferences. Although the reasons behind the development of social marketing research have been suggested, its nature, significance and diffusion as a concept has not been examined from an international perspective. Design/methodology/approach – A review of the social marketing and related literature was conducted to identify the patterns, drivers and actors of the internationalisation of social marketing research. Findings – Different levels and dimensions of internationalisation were identified but the overall level of diffusion was relatively low. Growth is concentrated in developed countries. There appears to be a substantial gap with respect to the adoption of the concept by researchers based in the less developed countries. Originality/value – This is arguably the first paper to explore the nature and significance of the degree of internationalisation of social marketing research.

Is restaurant crowdfunding immune to the COVID-19 pandemic?

2022 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Yun (Yvonne) Yang ◽  
Yoon Koh
Keyword(s):  
Social Exchange ◽  
Social Exchange Theory ◽  
Quantitative Methods ◽  
Related Factors ◽  
Research Attention ◽  
Content Type ◽  
Logistic Regression Models ◽  
The Usa ◽  
Funding Success ◽  
New Perspective

Purpose In 2020, the COVID-19 pandemic had a devastating impact on global health care and the economy. The restaurant industry has been especially hit hard by the statewide “stay-at-home” orders. To get back on track, many of these businesses need capital. A new and effective form of fundraising for business startups is crowdfunding (CF). However, there has been little research on the pandemic impact on CF. This study aims to fill this gap by investigating the pandemic-related impact on restaurant CF. Design/methodology/approach This study extracted all 2,686 restaurant CF projects in the USA from the Kickstarter platform from April 2010 to January 2021. By conducting descriptive analyses and multiple logistic regression models, this study examined the pandemic impact on CF success. Findings This study finds that, while controlling the effects of other determinants, businesses in the midst of the pandemic are more likely to be successfully funded than businesses unaffected by the pandemic. Findings also reveal that restaurant startups lowered their funding goals and posted more updates/comments/pledge levels during the pandemic, which made projects more likely to be selected as a “Project We Love” and increased the odds of funding success. However, mentioning COVID-19-related information or locating projects in “red zones” are not found to have any significant direct or moderating impact on the funding success. Research limitations/implications This study pioneers the research topic restaurant CF and attempts to raise the research attention of small- and medium-sized enterprises and entrepreneurial financing. Using quantitative methods, it provides a new perspective on pandemic-impact research. Social exchange theory is extended to the context of reward-based CF under crisis. Finally, to the best of the authors’ knowledge, this is the first investigation of the possible moderating effect of project location on the relationship between restaurant CF characteristics and success. Practical implications The findings of this study suggest restaurateurs to be confident about the fundraising of their startup business through reward-based CF, even when located within so-called pandemic red zones, and perform appropriate communication strategies while using the reward-based CF. Originality/value This study is one of the earliest to examine the main and moderating effects of the pandemic-related factors on business CF in the hospitality realm. The findings are reference for researchers and restaurateurs on fundraising in a crisis context.

Theoretical perspectives on information sharing in supply chains: a systematic literature review and conceptual framework

2014 ◽  
Vol 19 (5/6) ◽  
pp. 609-625 ◽  
Author(s):  
Joakim Kembro ◽  
Kostas Selviaridis ◽  
Dag Näslund
Keyword(s):  
Literature Review ◽  
Supply Chains ◽  
Conceptual Framework ◽  
Information Sharing ◽  
Empirical Research ◽  
Social Exchange ◽  
Relational Governance ◽  
Content Type ◽  
Theoretical Perspectives ◽  
The Impact

Purpose – The purpose of this paper is to explore what theoretical lenses have been used to analyze and understand information sharing in supply chains. The paper elaborates on the predominant theories and discusses how they can be integrated to research different aspects of information sharing. Design/methodology/approach – The paper carried out a structured literature review by using a combination of selected keywords to search for peer-reviewed articles in ten journals. Findings – The findings suggest that four out of ten reviewed articles explicitly apply one or more theoretical lenses. The predominant theories used include transaction cost economics, contingency theory, resource-based view, resource dependency theory and relational governance theories such as the relational view and social exchange theory. Research limitations/implications – These theories can be applied to analyze different aspects of information sharing. By using the theories in a complementary way, it is possible to increase our understanding of information sharing between companies related to: why and what information to share with whom, how to share and the impact of antecedents, barriers and drivers. Practical implications – The results of the paper highlight the importance of tailoring information sharing structures and mechanisms to the context of the transaction and the business relationship. Originality/value – This paper addresses how theoretical perspectives inform empirical research on information sharing in supply chains. It puts forward an integrative conceptual framework based on cross-disciplinary theories and makes specific suggestions for future empirical research in this area.

scholarly journals An assessment of the literature on cause-related marketing: implications for international competitiveness and marketing research

2020 ◽  
Vol 37 (5) ◽  
pp. 977-1012
Author(s):  
Demetris Vrontis ◽  
Michael Christofi ◽  
Constantine S. Katsikeas
Keyword(s):  
Research Evidence ◽  
Academic Research ◽  
Marketing Research ◽  
Journal Articles ◽  
Content Type ◽  
Cause Related Marketing ◽  
Current State ◽  
International Perspectives ◽  
Growing Domain ◽  
Research Stream

PurposeA substantial, albeit scattered, body of research evidence is accumulating in the cause-related marketing (CRM) research stream. Thus, there is a need of a systematic overview of extant literature to map and holistically understand the CRM domain.Design/methodology/approachTo address this issue and make progress in this important area, the authors systematically review and critically examine the state of academic research on CRM.FindingsBased on a systematic review of 105 journal articles published over the past 30 years, the results reveal that CRM research is a vibrant and rapidly growing domain in the broader marketing field. This assessment exercise also shows that the current state of knowledge about CRM is characterized by persisting knowledge gaps, conflicting empirical results, theoretical inconsistencies, as well as by the absence of international marketing research on the CRM domain.Originality/valueTherefore, the authors critically evaluate the extant CRM research with the aim of increasing its coherence, quality, scope, impact and international dimension. Based on this evaluation, the authors develop an ambitious research agenda that addresses a number of promising research paths embracing different international perspectives. Finally, the authors discuss the contributions to the literature and the implications for both academics and practitioners.

scholarly journals Placing social capital in business networks: conceptualisation and research agenda

2018 ◽  
Vol 33 (8) ◽  
pp. 1100-1113 ◽  
Author(s):  
Julia V. Bondeli ◽  
Malena Ingemansson Havenvid ◽  
Hans Solli-Sæther
Keyword(s):  
Social Capital ◽  
Social Exchange ◽  
Economic Sociology ◽  
Business Networks ◽  
Business Relationships ◽  
Content Type ◽  
Novel Approach ◽  
The Social ◽  
Social Side ◽  
Original Interpretation

Purpose This paper aims to refine conceptual treatment of the social facet in business relationships and reinforce its significance in the industrial marketing and purchasing (IMP) research tradition by integrating the concept of social capital in its original interpretation into the actor-resource-activity (ARA) model. Design/methodology/approach The paper begins by indicating some typical conceptual challenges associated with application of social capital in IMP. This is followed by a conceptual clarification that explores the origin and the essence of social capital in economic sociology. Finally, the paper proposes integrating social capital in its original interpretation into IMP’s ARA model and presents four propositions on how social capital is created in interaction between business actors. Findings The paper shows how bridging Bourdieu’s theory of social capital with the IMP approach may solve the identified conceptual challenges. This paper’s main contribution is a cyclical model depicting how social capital is created in business networks. It is integrated into the ARA model and designed specifically for studying the social facet of business relationships. Research limitations/implications The paper is expected to aid IMP researchers in empirical contexts where the social component in business relationships is particularly prominent. As such, the novel approach presented could be used to further understand how social exchange processes are related to relationship governance, relationship initiation and development. Originality/value The proposed model shows how social capital is generated through the dynamic interplay in the social facets of actor, activity and resource dimensions, emphasising its creation dynamics. The model integrates insights from the classic works in economic sociology to strengthen the social side of IMP’s socioeconomic interface and is intended to be used as a tool for empirical application.

Considerations in the design of WBL settings to enhance students’ employability

2016 ◽  
Vol 6 (2) ◽  
pp. 131-145 ◽  
Author(s):  
Louisa Feldmann
Keyword(s):  
Empirical Research ◽  
Influencing Factors ◽  
Situated Learning ◽  
Learning Experience ◽  
Student Perspective ◽  
Content Type ◽  
Research Framework ◽  
Beneficial Effects ◽  
The University ◽  
The Impact

Purpose – A central aim of higher education is employability, in order to enable graduates to act in dynamic working environments. Internships as the prevalent work-based learning (WBL) settings offer such an opportunity during the studies; they are commonly used and broadly researched as interventions to improve students’ skills and competences. The purpose of this paper is to examine the influencing factors on students’ skills and competences that lead to employability in WBL settings. Design/methodology/approach – The paper provides a synthesis of relevant international empirical research on beneficial effects of the very common WBL setting, internship, to create a research framework across disciplines. Findings – The current research is characterized by a search for “best practices,” rather than a holistic and systematic view, acknowledging and taking into account different perspectives and their influence. It cannot sufficiently explain why employability in some WBL settings is enhanced more than in others. Therefore, it is necessary to expand the current understanding and evaluation of WBL as an experiential and situated learning experience. It is essential to take promotive factors from the university, the practical partner and the student perspective into account to understand employability enhancement. Based on these findings, a research framework for a holistic perspective on influencing factors of students’ employability is designed. Research limitations/implications – There is no empirical proof for the findings yet. Future empirical research may, therefore, be directed toward empirical testing of the impact of WBL settings. Originality/value – It is possible to infer recommendations for improving WBL settings from the three parties involved by interlinking situated and experiential theory.

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