A conceptual framework for understanding the antecedents and consequences of social selling: a theoretical perspective and research agenda

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Barbara Barney-McNamara ◽  
James Peltier ◽  
Pavan Rao Chennamaneni ◽  
Keith Eric Niedermeier

Purpose The purpose of this paper is to provide a detail review of the social selling literature and to offer future research needs. Social selling has gained the attention of sales researchers. Rather than merely a new tool, social selling redefines the traditional sales process. However, the literature is spread across topics of social media and sales, social customer relationship management, salesforce automation and social selling, and does not provide an agreed-upon definition or tested construct for implementation. Design/methodology/approach The paper presents a comprehensive literature review of social selling and all related terminology. Findings The authors propose a social selling framework that includes personal branding, information exchange, networking and social listening to define and outline the construct while suggesting the antecedents and outcomes to guide future research. Findings from a literature review include outlining key theories used in social selling research. Originality/value This review offers a conceptual framework of social selling, including both antecedents and outcomes, to inform future research and guide academics and practitioners.

2018 ◽  
Vol 16 (4) ◽  
pp. 429-451 ◽  
Author(s):  
Martijn C. Vos ◽  
Mirjam Galetzka ◽  
Mark P. Mobach ◽  
Mark van Hagen ◽  
Ad T.H. Pruyn

Purpose The purpose of this paper is to present a systematic literature review on stimulus, organism and response variables related to actual and perceived cleanliness and develop a conceptual framework to encourage future research on cleanliness. Design/methodology/approach The PRISMA statement methodology for systematic literature review was applied. After analysing 926 articles, 46 articles were included and reviewed. Findings Stimulus, organism and response variables related to cleanliness were identified and integrated in a conceptual framework. A distinction was made between articles evaluating the relationship between stimulus and organism variables; stimulus and response variables; and organism and response variables. First, actual cleanliness, staff behaviour, condition of the environment, scent and the appearance of the physical environment were identified as stimuli variables influencing perceived cleanliness and service quality. Second, the presence of litter, behaviour and presence of others, scent, disorder, availability of trash cans and informational strategies were identified as stimuli affecting littering and other kinds of unethical behaviour. Third, the effect of perceived cleanliness (and other organism variables) on satisfaction, approach behaviours, physical activity and pro-social behaviour was registered. Practical implications The findings of this review allow in-house and corporate facility managers to better understand and identify most effective interventions positively influencing actual and perceived cleanliness. Originality/value No systematic literature review on antecedents and consequences of a clean environment has previously been conducted.


2019 ◽  
Vol 14 (2) ◽  
pp. 559-568 ◽  
Author(s):  
Zejun Li ◽  
Chengyuan Wang ◽  
Qiong Wang ◽  
Biao Luo

Purpose This paper aims to summarize antecedents and consequences of risk-taking in tournaments and show the development of tournament optimization considering risk-taking. Moreover, further expansion expectations related to antecedents and consequences of risk-taking in tournaments and tournament optimization considering risk-taking are discussed. Design/methodology/approach A comprehensive bibliographic retrieval and further literature review and systematics re-organization are used to build the framework with respect to risk-taking in tournaments. Then, qualitative analysis is used to present conclusions of existing research. Findings By summarizing various antecedents, different consequences and tournament optimizations with regard to risk-taking in tournaments of existing research, the authors present a series of research opportunities regarding risk-taking in tournaments that can propel the advancement of tournament theory. Originality/value The studies on risk-taking in tournament have been recently received wide attention and are growing vigorously. Based on the summary and re-organization, the framework of literature studying risk-taking in tournaments is built. This literature review also helps researchers learn the advance of risk-taking in tournament and provides fruitful direction for future research on this topic.


2015 ◽  
Vol 36 (4) ◽  
pp. 40-47 ◽  
Author(s):  
Rakhi Thakur

Purpose – The purpose of this paper is to acknowledge the importance of community networks in distribution of services and to present a conceptual framework outlining the antecedents and consequences of community marketing. Developing countries represent large untapped markets at the bottom of economic pyramid which is not serviced by conventional products using traditional marketing channels. Organisations are increasing looking at involving local community and broad range of partners called “Community Marketing” in this paper as a viable channel to expand their market by reaching out to this segment. Design/methodology/approach – The methodology for this paper involves in-depth study of the relevant literature on role of community networks and highlighting the noteworthy findings of other researchers. Although role of community networks has been widely studied in consumer goods, little has been researched on services. The study draws from cases of mobile financial services in India to develop a framework. Findings – The findings include the conceptual framework and the pre-requisites for adoption of community marketing for achieving business sustainability. Originality/value – This paper presents the framework and the steps pertaining to community marketing that can be adopted by organisations to reach out to a large under-served market at the base of economic pyramid. This paper synthesises extant knowledge on the subject and provides a foundation for future research by building a discussion on construct’s domain and developing research propositions.


Author(s):  
Florian Findler ◽  
Norma Schönherr ◽  
Rodrigo Lozano ◽  
Daniela Reider ◽  
André Martinuzzi

PurposeThis paper aims to conceptualize impacts of higher education institutions (HEIs) on sustainable development (SD), complementing previous literature reviews by broadening the perspective from what HEIs do in pursuit of SD to how these activities impact society, the environment and the economy.Design/methodology/approachThe paper provides a systematic literature review of peer-reviewed journal articles published between 2005 and 2017. Inductive content analysis was applied to identify major themes and impact areas addressed in the literature to develop a conceptual framework detailing the relationship between HEIs’ activities and their impacts on SD.FindingsThe paper identifies six impact areas where direct and indirect impacts of HEIs on SD may occur. The findings indicate a strong focus on case studies dealing with specific projects and a lack of studies analyzing impacts from a more holistic perspective.Practical implicationsThis systematic literature review enables decision-makers in HEIs, researchers and educators to better understand how their activities may affect society, the environment and the economy, and it provides a solid foundation to tackle these impacts.Social implicationsThe review highlights that HEIs have an inherent responsibility to make societies more sustainable. HEIs must embed SD into their systems while considering their impacts on society.Originality/valueThis paper provides a holistic conceptualization of HEIs’ impacts on SD. The conceptual framework can be useful for future research that attempts to analyze HEIs’ impacts on SD from a holistic perspective.


2020 ◽  
Vol 24 (6) ◽  
pp. 1315-1342
Author(s):  
Peter Heisig ◽  
Selvi Kannan

Purpose This paper aims to review for the first time existing research literature about the role of gender in creating, sharing and using knowledge in organizations and proposes a conceptual framework to guide future research directions. Design/methodology/approach Based on the systematic literature review method this study collects, synthesizes and analyses articles related to knowledge management (KM) and gender published in online databases by following a pre-defined review protocol. The paper analyses 41 papers published in peer-reviewed journals. Findings The role of gender in KM has been rarely addressed in KM journals and journals with specific emphasis on gender. The existing literature is fragmented, but existing research suggests that knowledge sharing might be influenced by gender. Based on the analysis and synthesis, a conceptual framework is proposed to guide further research on determining if gender matters in KM. Research limitations/implications Academic researchers should aim to include gender-related variables into their KM research to further explore if gender matters in KM. Practical implications The practical implication suggests that managers and knowledge managers should raise awareness about how stereotypes and gendered expectations about role behaviour affect how knowledge and experiences are created and shared within the organization. Social implications The authors believe that a better understanding of knowledge handling and gendered role expectations at the workplace could also have an impact beyond organizational boundaries. Originality/value The paper presents the first comprehensive systematic literature review of the article published on knowledge creation, sharing and usage and gender and provides a conceptual framework for future research.


2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Laura Aibolovna Kuanova ◽  
Rimma Sagiyeva ◽  
Nasim Shah Shirazi

Purpose This paper aims to study the main trends of scientific research in Islamic finance’s social aspects to clarify place, role and functions, especially in the context of increasing social problems. To achieve this goal, this paper focuses on the social component of Islamic finance, analyzes publications on social Islamic finance in the Web of Science database, covering the period from 1979 to 2020, specify the geographical localization of research networks, determines the most cited authors and their scientific position. Design/methodology/approach The authors have applied several literature review techniques, a bibliometric citation and co-citation analysis, a co-authorship analysis and a review of the most cited papers. The analyzes’ results allow us to offer five future questions in Islamic social finance, zakat and waqf, which have not been investigated before and could influence Islamic social finance and Islamic finance research. Findings The authors also derive and summarize five leading future research questions. Research limitations/implications This is a limitation of using only the Web of Science Core Collection database as the premier resource and the most trusted citation index for the world’s scientific and scholarly research. Further study might expand the types of analyzed units, include more keywords and include other databases, such as Scopus. Originality/value This paper can be considered as an inspirational one to future researchers and policymakers in Islamic social finance.


Author(s):  
Jan Knocke ◽  
Tassilo Schuster

Purpose Repatriation continues to be a current challenge for many international firms. While this topic has received only limited attention in literature in the past, it has aroused an increased academic interest since the 2000s. Until now, however, thorough analyses of advancements in this field, which go beyond a pure content-related review, are still scarce in research. To address this gap, this study provides a systematic and comprehensive literature review of repatriation from an ecological systems perspective. The purpose of this paper is threefold: to analyze where and when repatriation research has been published, what aspects (e.g. topics, theories, and contexts) have been considered in the repatriation literature, and how the research has been conducted (e.g. employed methodologies). Based on the findings implications for future research are developed. Design/methodology/approach This study is based on a systematic literature review of 96 peer-reviewed articles from 1973 to 2016. Findings The results of the study reveal that repatriation has found its way into journals of different disciplines. By employing an ecological systems theoretical perspective, the study shows that research on repatriation covers a broad set of ecological systems to explain repatriation outcomes. Quantitative approaches are fairly prominent in repatriation research, whereas the use of qualitative approaches has increased lately. Mixed-methods approaches, however, are still scarce in the repatriation literature. Moreover, the results outline that the majority of scholars collected data on the individual level. With regard to methodological rigor (both design and analysis), a steady use of linear regression modeling in quantitative articles was found, whereas more sophisticated methodological approaches such as structural equation modeling and longitudinal studies have only recently found their way into repatriation research. Finally, by considering that the expatriate literature addresses a variety of types of expatriation, this study highlights that research on repatriation should differentiate more thoroughly between types of repatriates to provide target-group-oriented recommendations and to deepen the understanding of the repatriation phenomenon. Originality/value This study contributes to the repatriation research in several ways. First, it provides a systematic analysis of the repatriation literature from an ecological systems theoretical lens. By combining this content-related analysis with an investigation of methodological issues, the study outlines which ecological systems have been covered in the literature on repatriation, where the strengths and weaknesses of this literature stream lay, and in which direction future avenues of research should move. Moreover, the study highlights which methodological shortcomings are still existent in the repatriation literature and shows that a differentiated viewpoint on repatriates like in the expatriation literature is still in an embryonic stage in repatriation research. Finally, it contributes to the repatriation research by deducing valuable recommendations for future research.


2019 ◽  
Vol 23 (5) ◽  
pp. 860-888 ◽  
Author(s):  
Adrian Klammer ◽  
Stefan Gueldenberg

Purpose Although still under-researched and characterized by a fragmented understanding, unlearning and forgetting have recently received increased scholarly attention. The purpose of this systematic literature review is to survey and evaluate key works in the field of organizational unlearning and forgetting. Through analyzing and synthesizing common themes, this paper aims to highlight research gaps and avenues for future research. Design/methodology/approach This paper follows a systematic approach of identifying, analyzing and synthesizing pertinent literature in the field of organizational unlearning and forgetting. In total, 63 works were thoroughly reviewed. Findings This paper highlights different levels and scopes, as well as antecedents and consequences of organizational unlearning and forgetting. Even though unlearning and forgetting has gained increased attention, researchers still need to provide robust conceptual and empirical evidence to advance the field. Originality/value By structuring the analysis and synthesis around various constructs, theories, typologies and related themes, this paper outlines several research gaps and proposes avenues for further research. Additionally, this systematic literature review resulted in the development of a framework based on the intentionality and depth of knowledge loss, which allows future researchers to position their research and differentiate themselves from other literature in the field.


2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Edson Luis Kuzma ◽  
Simone Sehnem ◽  
Ana Beatriz Lopes de Sousa Jabbour ◽  
Lucila M.S. Campos

PurposeThis article aims to analyze the specific indicators of the circular economy (CE) in terms of analytical aspects, scope and breadth of metrics and levels of innovation associated with CE.Design/methodology/approachA literature review was developed with a sample of 125 articles, extracted from Scopus, Web of Science, ScienceDirect, Emerald, Google Scholar, Online Library, Sage, Springer, Taylor and Francis and JSTOR databases.FindingsThe results indicate the lack of integration of the social dimension and predominance of environmental indicators, lack of indicators for the meso level and concentration of metrics for the product level. Methodological criteria of validity and reliability for measurement studies are recommended, as well as paths and proposals for future research in the CE.Research limitations/implicationsThe study’s limitations are linked to the content and method aspects. Although the search was performed in several databases, with a significant number of articles returned compared to other reviews of the topic, the possibilities are limited by the data source and the impossibility of a broader review. The theme is not yet consolidated and this affects the linearity of the revised results. As for the method, the analysis and coding in systematic reviews involve the authors’ capacity for exploration and cognition.Practical implicationsThe article proposes six theoretical propositions and the theoretical framework that portrays the main findings of the study and questions to drive future research in the topic.Social implicationsThe article points out opportunities for companies, universities and the government regarding the possibilities that can be explored to develop knowledge and practice about the field.Originality/valueThis research advances the CE literature by means of providing a review of the indicators, metrics and tools oriented toward the CE literature that contributes to the improvement and consolidation of the various researches in the field.


2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Mohammed Nuseir ◽  
Amer Qasim

Purpose This paper aims to systematically review how corporations are increasingly using social media to strategically disseminate information to investors, including different research tracks, then identify the gaps to propose future research opportunities. Design/methodology/approach The authors searched for relevant scholarly work on Scopus and Google Scholar databases published during the period 2000–2020 in English. Both quantitative and qualitative papers were reviewed. Articles were filtered based on their relevance to the study's goal, resulting in the selection of 84 articles. A total of 16 articles were selected for inclusion in the systematic review. Findings In light of the existing studies’ limitations, this paper derives and summarizes 16 leading future research tracks. Results indicated that corporations could use social media to reduce information asymmetry between managers and investors. Nevertheless, social media for information disclosure purposes is used in a strategic way, whereby only positive news and voluntary information are disseminated. Research limitations/implications The implications for investors are that they can make better decisions by engaging in the process of “the wisdom of crowd,” which is facilitated by reciprocal communication. The implications for corporations are that sharing earning information through social networking platforms presents them with an opportunity to effectively manage their investors by reducing negative perceptions and increasing market response. Originality/value As far as we know, this is the first paper that uses a systematic literature review over the social media research field.


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