The Study on Digital Marketing Influences on Sales for B2B Start-Ups in South Asia

South Asia has seen a digital revolution in recent years. The number of persons who use the internet has risen drastically. They use it for shopping, social media and online sales. However, there exists a literature gap as far as the effect of outbound digital marketing in B2B markets is concerned. The research builds a model based on brand and consumer interactions in Indian B2B markets using a vector autoregressive model to systemically analyze the cost and outcome of digital marketing efforts by the start-ups operating in South Asia. The multivariate time series analyzed in identifying simultaneous and consistent impacts by the start-ups. We use Vector autoregressive model as it allows us to analyse the relationship among the factors as it changes over time. The research finds evidence for the conceptual framework in South Asian markets. The results prove that sales are greatly influenced by digital media, and outbound marketing efforts, predominantly word of mouth, has a huge impact in building a brand image as it spread over in the social media platforms. It is observed that the digital marketing strategies and consumer interaction are the same across South Asia, but its effect varies from country to country within South Asia thus suggesting a need of developing a new strategy in digital marketing for B2B markets.

Experimentation and Start-up Performance: Evidence from A/B Testing

Recent scholarship argues that experimentation should be the organizing principle for entrepreneurial strategy. Experimentation leads to organizational learning, which drives improvements in firm performance. We investigate this proposition by exploiting the time-varying adoption of A/B testing technology, which has drastically reduced the cost of testing business ideas. Our results provide the first evidence on how digital experimentation affects a large sample of high-technology start-ups using data that tracks their growth, technology use, and products. We find that, although relatively few firms adopt A/B testing, among those that do, performance improves by 30%–100% after a year of use. We then argue that this substantial effect and relatively low adoption rate arises because start-ups do not only test one-off incremental changes, but also use A/B testing as part of a broader strategy of experimentation. Qualitative insights and additional quantitative analyses show that experimentation improves organizational learning, which helps start-ups develop more new products, identify and scale promising ideas, and fail faster when they receive negative signals. These findings inform the literatures on entrepreneurial strategy, organizational learning, and data-driven decision making. This paper was accepted by Toby Stuart, entrepreneurship and innovation.

Conflict Management in the Workplace

Conflict is a component of interpersonal interactions, and therefore natural in the workplace. While neither inevitable nor intrinsically bad, conflict is commonplace. Conflicts may arise in different forms, exist between and among different levels of the organizational hierarchy, and involve supervisors, peers, or subordinates, as well as customers, clients, suppliers, and other stakeholders. The central idea of conflict management is that organizations can improve in the way conflict is managed by accepting conflict as part of organizational dynamics and by learning to deal with it effectively and efficiently. Given the ubiquity of conflict, it is perhaps unsurprising that the study of its management and resolution has become a popular topic in the last decades, particularly in the fields of management, human resources, and psychology. The aim of this article is to cover current topics in the area of conflict management in the workplace. To do so, the article is divided into different sections. In the different sections of the article, the reader will find academic sources on conflict and conflict behavior, types of conflict in the workplace at different levels, such as interpersonal, team, and intergroup, and a variety of resolution strategies, particularly negotiation and mediation, covering interventions by supervisors, colleagues, and (internal and external) third parties. Further, studies on the link between diversity, culture, and conflict, mistreatment in the workplace, and conflict in specific contexts, such as family business or start-ups, are presented. This article concludes with a collection of works on conflict management systems and tools to measure and evaluate conflict behavior in organizations. The sections included were chosen given the relevance from an academic point of view as well as from a practitioner perspective, where these aspects all are inevitable parts of the understanding of organizational conflict at different levels of complexity, and from understanding these conflicts and the conflict behavior to third parties. Complexity also adds in specific types, as harassment and bullying, often related to diversity and inclusion in organizations, and in specific contexts, as start-ups or family businesses, both rapidly growing fields of academic interest and of high importance to the global economy. Conflict management should also be understood as a system, as the alignment of different possible actors and interventions is essential for effective prevention and intervention. The article ends giving a closer look at validated instruments of use in research and practice to assess conflict behaviors. Regarding the methodology, a systematic approach was followed to select the works appearing in this bibliography. The following keywords were included in the search: “conflict resolution,” “conflict management,” “workplace conflict,” “conflict resolution,” “relationship conflict,” “leader conflict,” “conflict process,” “interpersonal conflict,” “conflict dynamic,” “negotiation,” and “mediation.” Articles were gathered from the academic databases Scopus and Web of Science, and their titles and abstracts were reviewed against the authors’ selection criteria.

Research on the Influence Mechanism of Consumers’ Purchase Intention of Electric Vehicles Based on Perceived Endorsement: A Case Study of Chinese Electric Vehicle Start-Ups

During the last decade, a number of electric vehicle start-ups have emerged in China. Although there have been quite a lot of studies on consumers’ purchase decision of electric vehicles, it is not common in the case of electric vehicle start-ups. This paper puts forward the concept of perceived endorsement and discusses the relationship among perceived benefit, perceived risk, range anxiety, attitude and consumers’ purchase intention and establishes a theoretical model of consumers’ purchase intention towards electric vehicles from start-ups. A structural equation model was used to test the research model and the hypotheses of the model. The results indicate that perceived endorsement has a significant positive influence on perceived benefit and attitude, which then affects consumers’ purchase intention, but range anxiety and perceived risk have no impact on purchase intention.

Network Strategy for Entrepreneurs

Networks are an emerging area within the literature related to how entrepreneurs transfer knowledge, seek partnerships, and ultimately interact with others. Some terms with which this area has been defined are Business Networks, Knowledge Networks & Collaboration Networks. It is a cross-cutting phenomenon in various areas of knowledge, such as open innovation and entrepreneurship. However, the relevance of the use of networks for entrepreneurs and the development of global start-ups leads us to the need to propose a conceptual framework for the planning and administration of these business networks. It is an analytical investigation with a case study methodology. They are cases of the cities of Sao Paulo (Brazil) and Santiago (Chile) mainly of consulting and software services. From the models usually used in entrepreneurship, those with integrated tools and methodologies for the development of business networks by founders or administrators of start-ups.

Student entrepreneurship ecosystems at Australian higher education institutions

PurposeDespite the significance, university student start-ups and student entrepreneurship ecosystems (SEEs) have been subject to little research. This study aims to apply a qualitative emergent enquiry approach to explore best practice SEEs in Australia, complimented by narratives from leading scholars in higher education institutions with the aim of delineating the integrative components of SEEs.Design/methodology/approachAdopting the entrepreneurial ecosystem framework and aligned to the social cognitive theory, this paper explores the components and dynamics of SEEs, contributing to an understanding of how such components can better support the growth, sustainability and success of student start-ups. The authors extend entrepreneurship research on social construction using narrative research.FindingsThe findings provide guidelines for researchers, entrepreneurship scholars and educators, entrepreneurship students, policymakers and practitioners to enhance the impact and success of university student start-ups by adopting a student ecosystem approach.Research limitations/implicationsThe narratives represent a limited number of universities with an opportunity for further research to empirically measure the impact and outcomes of SEEs. The research is exploratory, inherently conceptual and emergent, providing an opportunity for validation of narrative frameworks in future studies.Practical implicationsThe findings may assist university managers to be more aware of their own subconscious preferences to student entrepreneurship and start-up initiatives, which may be useful in refining their impact and offerings regarding a quest toward the entrepreneurial university.Social implicationsFrom social perspectives, the alignment of the components of SEE has the ability to enhance and shift the entrepreneurial mindset of entrepreneurship students, notwithstanding enhancement of intentionality and self-efficacy.Originality/valueThis is the first study of SEEs in Australia, highlighting the importance of the integration of entrepreneurship education programs, entrepreneurship education ecosystems, the entrepreneurial university and specific start-up initiatives such as university accelerators. Furthermore, students may enhance their entrepreneurial mindset by actively engaging in such ecosystems.