Emerging market orientation: advertising and promotion in the French telecommunications sector: 1952-2002

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Marie Carpenter ◽  
Patrick Luciano
Keyword(s):  
Market Orientation ◽  
Organizational Transformation ◽  
Emerging Market ◽  
Primary Source ◽  
Historical Study ◽  
Content Type ◽  
Secondary Sources ◽  
Telecommunications Sector ◽  
Contextual Elements ◽  
Advertising And Promotion

Purpose The purpose of this paper is to analyze the level and forms of advertising in the French telecommunications sector between 1952 and 2002 in order to understand the transformation of the leading organization in the sector and its succesful adoption of increasingly sophisticated practices. The context of increased market orientation is examined to investigate how such practices emerge. Design/methodology/approach Extensive historical study of primary source material and secondary sources was conducted to develop acomparison of three eras. For each era, major changes in relation to advertising and promotional practices are identified along with key contextual elements to understand the relative importance of internal or external influences on the adoption of market-oriented practices. Findings Initially, advertising and promotional practices studied were introduced gradually within the state-run organization (1952–1973). They subsequently became increasingly important and systematic (1974–1985) before finally becoming those of a modern organization (1986–2002) in the competitive sphere. In addition to single institutional messages aimed at either consumer or business markets, more abstract forms of communication were used over time and publicity was increasingly targeted at different segments.The French telecommunications sector was aware of the necessity to engage in advertising and promotional activities prior to the existence of competition in its main consumer market. Adoption of such customer-oriented practices was more pronounced initially in the business segment. Advertising and promotional activities to consumers became increasingly significant as the administration modernized and developed innovative services. This growth in promotion and in its sophistication accelerated within the new competitive environment following deregulation and, in particular, with the growth of the mobile sector. Both the external environment and internal organizational transformations thus need to be taken into account when analyzing growing adoption of advertising and promotion. Originality/value This systematic study of the introduction of advertising and promotional practices in the French telecommunications sector highlights how public organizations can introduce practices linked to market orientation. In the organization studied, the fact that increased advertising and promotional activity was driven by organizational transformation in the second of the three eras studied indicates the importance of investigating internal influences and external factors such as competition.

scholarly journals Lessons on a novel integration approach of emerging market acquisitions in developed countries

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Sandra Figueira ◽  
Rui Torres de Oliveira ◽  
Daniel Rottig ◽  
Francesca Spigarelli
Keyword(s):  
Emerging Market ◽  
Developed Countries ◽  
Research Approach ◽  
Content Type ◽  
Secondary Sources ◽  
Integration Approach ◽  
Acquisition Integration ◽  
Multiple Case ◽  
The Creation ◽  
Context Specific

PurposeThis paper constitutes an explorative study into post-acquisition implementation of emerging market acquisitions in developed countries. More specifically, the study aims to better understand how low capability Chinese firms are able to capture value when acquiring high-capability targets in developed countries through a novel post-acquisition integration approach. In so doing, we set out to contribute to the literature on, and managerial insights into, the factors that determine the success of emerging market acquisitions, in general, and the context-specific use of post-acquisition implementation approaches, in particular.Design/methodology/approachThe study follows a qualitative analysis and multiple case study design based on a phenomenon-based research approach. Data and information were collected through semi-structure executive interviews, observations, secondary sources, company report and media accounts.FindingsBased on institutional theory, this study develops a conceptual framework for a tacit value approach toward the integration of acquisitions of developed market targets by emerging market acquirers.Originality/valueThe proposed tacit value approach of post-acquisition integration, which refers to the creation of intangible value over time, differs from the explicit value approach that is associated with the transaction-cost literature and more focused on the creation of tangible value in the short-term.

Coming together after a tragedy: how the S.S. Eastland disaster of 1915 affected welfare capitalism and helped shape the Hawthorne studies

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jeff Muldoon ◽  
Yaron J. Zoller
Keyword(s):  
Crisis Management ◽  
Traumatic Event ◽  
Historical Study ◽  
Welfare Capitalism ◽  
Content Type ◽  
Secondary Sources ◽  
The Social ◽  
Plant Site ◽  
Western Electric

Purpose This paper aims to conduct a historical study using both primary (archival data) and secondary sources to evaluate the social conditions of the community of employees at Hawthorne Works between 1907 and 1933. Design/methodology/approach This paper evaluates the historical and social context of the 1915 Eastland disaster, specifically, the effects of the Eastland disaster on the community and the company to improve understanding of the contextual background and conditions which influenced the Hawthorne studies. This will also serve as a case study of crisis management. Findings The findings of the paper argue that the Eastland disaster likely contributed to the expansion of welfare capitalism practices by Western Electric in the 1920s–1930s and established the social and communal conditions which made the Hawthorne studies (1924–1933) possible. Originality/value Rather than evaluating the Hawthorne studies themselves, this paper focuses on social factors which made the Hawthorne Works plant site and the community serving it an ideal locale to host the famous studies as part of Western Electric’s practice of welfare capitalism and a distraction from the traumatic event which scarred the community and urged the Western Electric company to react. This study also provides an early example of crisis management.

The Indian Kattalio Game: mapping the counterfeit currency network in India

2016 ◽  
Vol 23 (3) ◽  
pp. 542-558
Author(s):  
Balasubramaniyan Viswanathan
Keyword(s):  
Low Cost ◽  
Primary Source ◽  
Fund Raising ◽  
Law Enforcement Agencies ◽  
Content Type ◽  
Secondary Sources ◽  
Terror Attacks ◽  
Currency Note ◽  
Right To Information ◽  
The Right

Purpose The purpose of this paper is to study the counterfeit currency network in India. This research is an endeavour to bring out various layers which act as source, collection and distribution points in a counterfeit currency network in India. This paper also deals with the fake currency network and its linkages to terrorism. Design/methodology/approach Methodology adopted is a descriptive one which conducts a content analysis on materials derived from secondary sources supported by information from primary source data acquired through the Right to Information Act. Findings This paper argues that the existing measure of calculating the incidence of counterfeit notes per million is understated by the relevant stakeholders in India. This measure changes drastically when other factors such as high denomination notes and police seizures are taken into account, which has not been attempted, though it is duly acknowledged by the stakeholders. This paper has attempted to map the locations in India which act as ingress, distribution and circulation points based on evidentiary data derived from the seizure records. This paper also highlights the fact that criminal gang-operated networks of fake currency are compartmentalised, while the networks operated by terror groups are de-compartmentalised. Practical implications In the process, this paper attempts to enlighten stakeholders like law enforcement agencies, banking regulators and counter terrorism community on the penetration levels of the fake Indian currency note (FICN) networks in India and the need to target these important nodes or points or layers to break up the FICN network. This also highlights fund-raising mechanisms of terror groups, where FICN acts as the main funding resource for groups like the Indian Mujahideen for carrying out low-cost terror attacks. Originality/value The key findings of this research lie in its originality of presentation of facts in a systematic fashion.

Nineteenth century public relations: Siam's campaign to defend national sovereignty

2020 ◽  
Vol 25 (4) ◽  
pp. 623-638
Author(s):  
Napawan Tantivejakul
Keyword(s):  
Public Relations ◽  
19Th Century ◽  
The Body ◽  
Historical Study ◽  
Late 19Th Century ◽  
Content Type ◽  
The Public ◽  
Secondary Sources ◽  
Close Observation ◽  
International Diplomacy

PurposeThis research aims to identify the use of the public relations (PR) methods implemented by King Rama V and his administration to counter the threat to Siam of imperialism in the late 19th century. It also seeks to demonstrate the interplay of the communication strategies used in international diplomacy to enhance Siam's visibility among major European nations.Design/methodology/approachThis is a historical study using both primary and secondary sources. It is a development of the national PR history methodology using a descriptive, fact-based and event-oriented approach.FindingsThe main findings are that (1) a PR strategy drove international diplomacy under the administration of Siam's monarch incorporating strategies such as governmental press relations activities; (2) the strategy in building Siam's image as a civilized country was successfully communicated through the personality of King Rama V during his first trip to Europe; (3) with a close observation of the public and press sentiments, the outcome of the integrated PR and diplomatic campaigns was that Siam defended its sovereignty against British and French imperialists’ pressures and was therefore never colonized.Research limitations/implicationsThis research adds to the body of knowledge of global PR history by demonstrating that PR evolved before the 20th century in different countries and cultures with different historical paths and sociocultural, political and economic contexts.Originality/valueThis study from an Asian nation demonstrates that PR was being practiced in the late 19th century outside the Western context, prior to the advent of the term. It is a rare example of PR being developed as a part of an anti-colonization strategy.

Marketing capabilities for small and medium enterprises that supply large companies

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Emerson Wagner Mainardes ◽  
Gabriela Pessoa de Oliveira Cisneiros ◽  
Carlos Jorge Taborda Macedo ◽  
Amilson de Araujo Durans
Keyword(s):  
Competitive Advantage ◽  
Market Orientation ◽  
Structural Equation ◽  
Emerging Market ◽  
Equation Modeling ◽  
Marketing Theory ◽  
Marketing Capabilities ◽  
Online Questionnaire ◽  
Content Type ◽  
Sustained Competitive Advantage

Purpose The purpose of this study is to examine the effect of marketing capabilities on market orientation and sustained competitive advantage from the viewpoint of managers of small and medium-sized enterprises (SMEs) that supply large companies. This paper also analyzes the moderating role of exposure to external turbulence in the relationship between marketing capabilities and sustained competitive advantage, and between marketing capabilities and market orientation for SMEs. Design/methodology/approach Based on the literature, this study develops a model to verify the proposed relationships. An online questionnaire collected data from 423 managers of SMEs that supply large companies to test the model. This paper analyzes the proposed model using structural equation modeling with partial least squares. Findings According to the surveyed managers, marketing capabilities tend to play a significant role in the market orientation and perceived sustained competitive advantage of SMEs that supply large companies. Better-developed marketing capabilities can strengthen the market orientation of SMEs, helping to achieve and maintain a sustained competitive advantage. They will, thus, attract more clients and minimize their risk, regardless of the environment in which they operate. Research limitations/implications This research contributes to marketing theory by highlighting the marketing capabilities of SMEs that supply large companies and demonstrating the importance of such capabilities for their survival. Originality/value The study investigated the views of the SME managers that supply large companies about their company’s marketing capabilities. Traditionally, these companies have had little concern for marketing. This research focuses on an emerging market, that is not usually addressed.

Origins of sports car marketing: early 20th Century British cycle-cars

2017 ◽  
Vol 9 (4) ◽  
pp. 329-358 ◽  
Author(s):  
D.G. Brian Jones ◽  
Alan J. Richardson
Keyword(s):  
Twentieth Century ◽  
Content Analysis ◽  
Primary Source ◽  
Design And Technology ◽  
Historical Study ◽  
Content Type ◽  
Early Twentieth Century ◽  
Personal Transportation ◽  
The Uk ◽  
The Impact

Purpose The aim of this study is to explore the attempts by early twentieth century cyclecar manufacturers in the UK and USA to segment the personal transportation market and to position early cyclecars through the development of unique product attributes and advertising. More specifically, the authors speculate about early twentieth century British cyclecar marketing strategies that implicitly recognized a sports car segment and positioned cyclecar brands to meet the needs of that segment. Design/methodology/approach The primary source material for this research is a sample of 205 print ads and articles from the early twentieth century (1912-1921) specialty magazines devoted to cyclecars in the UK and USA. We combine the content analysis of the sample of ads with a critical reading and interpretation of a sub-sample of those same ads. Findings Between 1910 and 1921, a new form of personal transportation was developed that combined the technology of motorcycles with the utility of automobiles. Known as “cyclecars”, these vehicles were typically constructed from off-the-shelf motorcycle parts and assembled in small batches by a myriad of manufacturers. Current scholarship suggests that the cyclecar craze of the 1910s ended with the introduction of low cost “real” automobiles such as the Ford Model T, Austin 7 and Morris Oxford. We use the content analysis of cyclecar advertisements to construct a brand-positioning map of this emerging segment of the transportation market. We argue that while the core cyclecar positioning was in direct competition with small economically positioned cars such as the Ford Model T, a significant part of the market, primarily centered in the UK, could be considered as for sports cars. That segment of the cyclecar market, along with the development of cyclecars into urban delivery vehicles, continued over time and has re-emerged today in a range of three-wheeled sports cars, including the updating and continuation of the British Morgan 3 Wheeler model which was launched during the heyday of cyclecars. Research limitations/implications The authors can only speculate about the impact of the Ford Model T in this study. Further research on that issue is needed. Originality/value This is the first historical study of cyclecar marketing. Most of what little has been published about cyclecars focuses on their design and technology.

Imaging Goa’s B2B sales dilemma: provoke or justify

2021 ◽  
Vol 11 (1) ◽  
pp. 1-20
Author(s):  
Pravat Surya Kar ◽  
Meeta Dasgupta
Keyword(s):  
Emerging Market ◽  
Primary Source ◽  
Western India ◽  
Flat Panel Display ◽  
Indian Government ◽  
Model Case ◽  
Content Type ◽  
Academic Level ◽  
Work From Home

Learning outcomes Appreciate changing contours of business to business (B2B) purchase and how sellers should adapt their selling style and promotions. Case overview/synopsis In the past two decades, imaging Goa (IG) and Azim Shaikh had weathered many business crises. However, as the COVID 19 pandemic unfolded, he became aware of critical fault lines in his B2B selling model. IG offered customised digital display solutions, but its primary source of revenue was B2B selling of interactive flat panel display (IFPD) devices. It, respectively, controlled about 35% and 3% of the market share of IFPD sales, respectively, in Goa and western India. IG’s success in the B2B segment was because of Shaikh’s ability to build strong relationships and customised solutions in an emerging market context. To deal with the COVID pandemic, the Indian Government had imposed a country-wide lockdown, which forced organisations to adopt work from home. This, in turn, created a pull for IFPDs. Yet, very soon Shaikh realised, in the new normal, there was a growing mismatch between his selling efforts and outcomes. Though overall revenue had not fallen much, but the veteran seller had started doubting his tried and tested relational solution selling model. Case dilemma involves the selection of appropriate selling approaches e.g. solution, insight or tiebreaker selling for different situations. This case also offers an opportunity to discuss, how to use online channels to complement B2B selling. Complexity Academic Level This teaching case study is suitable for the graduate-level programme in marketing management. Supplementary materials Teaching Notes are available for educators only. Subject code CSS 8: Marketing

Spit guards, ethical policing and the need for an evidence-based approach

2018 ◽  
Vol 17 (3) ◽  
pp. 145-155 ◽  
Author(s):  
Peter Joyce ◽  
Wendy Laverick
Keyword(s):  
Police Officers ◽  
Grey Literature ◽  
Primary Source ◽  
Evidence Base ◽  
Evidence Based ◽  
Content Type ◽  
Secondary Sources ◽  
Advantages And Disadvantages ◽  
Wide Range ◽  
The Uk

Purpose The purpose of this paper is to assess the advantages and disadvantages of the use of spit guards by police forces in the UK and to make recommendations regarding an evidence-based approach to decisions related to the use of such equipment. Design/methodology/approach The paper is based upon an examination of a range of primary source material, secondary sources and grey literature. Findings Although the use of spit guards can be justified by factors that include the need to protect police officers from contracting serious infectious diseases, there are a number of problems that concern ethical policing and human rights. Concerns arise when spit guards are deployed against vulnerable individuals, are used offensively rather than defensively and when such equipment is deployed disproportionately against persons from Black and Minority Ethnic (BME) communities. Additionally, the image of the police may suffer if spit guards are accompanied by the use of excessive force which may be perceived as an abuse of police power. Practical implications The paper makes recommendations that a comprehensive evidence base is required to assist practitioners to make informed decisions regarding the deployment of spit guards. This evidence base should include the extent to which officers are spat at, medical evidence relating to spitting and the transmission of serious diseases, the views of the public concerning the deployment of spit guards and estimations as to whether such equipment will deter spitting by suspects of crime. Originality/value This paper provides an original academic contribution to the ongoing debate on the use of spit guards within policing. In particular, it brings together a wide range of material that relates to this topic and presents it as a coherent set of arguments located in a single source.

Service quality in utility industries: the European telecommunications sector

2014 ◽  
Vol 24 (1) ◽  
pp. 2-22 ◽  
Author(s):  
Vicente Pina ◽  
Lourdes Torres ◽  
Patricia Bachiller
Keyword(s):  
Service Quality ◽  
Labour Force ◽  
Primary Source ◽  
Paper Test ◽  
Content Type ◽  
Telecommunications Sector ◽  
Market Competitiveness ◽  
Long Run ◽  
Telecommunications Services

Purpose – The purpose of this paper is to analyse the economic and technological factors that determine the quality of European telecommunications services. The paper test whether the privatisation, the efficiency and the labour factor of telecommunications operators are determinants of service quality and whether competition, technology and infrastructure investment in the telecommunications sector influence that quality. Design/methodology/approach – The paper use the panel data methodology to analyse the factors that determine the quality of service of telecommunications. Findings – The results indicate that the more efficient the company is, the more quality it will deliver. However, the paper finds no evidence that the privatisation and the restructuring of the labour force of the main telecommunications operators, or the competition, technology and investments in the sector, lead to greater quality. Practical implications – In order to foster higher quality, effective market competitiveness has to be established to avoid benefitting the incumbent company and to make the development of competition possible in the long run. Originality/value – Although previous literature assumes a positive relationship between the performance of privatised companies and quality, this study shows that the privatisation and liberalisation processes do not bring about quality improvements by themselves. The research finds that the efficiency of privatised companies is the primary source of quality.

Market orientation, entrepreneurial orientation and performance in emerging markets

2015 ◽  
Vol 10 (3) ◽  
pp. 560-571 ◽  
Author(s):  
Tina Gruber-Muecke ◽  
Katharina Maria Hofer
Keyword(s):  
Firm Performance ◽  
Emerging Markets ◽  
Market Orientation ◽  
Entrepreneurial Orientation ◽  
Emerging Market ◽  
Cross Sectional Study ◽  
Research Literature ◽  
Future Research ◽  
Cross Sectional ◽  
Content Type

Purpose – The purpose of this paper is to examine how market-oriented and entrepreneurial-oriented behaviour drives firm performance in an emerging markets context. Design/methodology/approach – Using data from 170 Austrian exporters to Central and Eastern Europe, the authors test a conceptual model including market-oriented and entrepreneurial-oriented practices as predictors of performance. Findings – Results indicate that both market-orientated and entrepreneurial-oriented strategies have positive performance effects in emerging markets. Research limitations/implications – A limitation is that firms were not examined longitudinally, as this is a cross-sectional study. Future research may include longitudinal studies or focus on other markets/regions. Practical implications – Firms are encouraged to adopt a market-oriented and entrepreneurial-oriented strategy to achieve better results in international, emerging market operations. Originality/value – The authors add to the emerging economy research literature by studying the relevance of market orientation and entrepreneurial orientation in determining firm performance in emerging markets. Furthermore, this study supports the generalizability of findings from an advanced to an emerging economies research setting.

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