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The objective of this study is to analyze how cross-functional integration contributes to the development of market-oriented strategies in the context of food and beverage manufacturers in Latin America.

A multi-case study was conducted in two multinational companies in Costa Rica and Brazil. Twenty-four semi-structured interviews were carried out with managers, leaders and supervisors.

The results showed four market-oriented processes: product launch, product delivery, customer complaints solution and improvement and innovation projects. Within these processes, 12 integration factors that impact market orientation were characterized. They also indicate that the concepts of market orientation and cross-functional integration should be integrated in the organizational culture to facilitate the understanding of the different needs and levels of urgency.

The studied literature does not emphasize the way integration is operationalized to allow organizations to be market oriented. According to our findings, responsive strategies depend on the integration of various internal functions to generate market intelligence. Managers must realize that when the workers are motivated and informed, they become more willing to take on a group vision and commit to organizational goals. This paper presents seven propositions on the operationalization of market orientation through cross-functional integration.

The present study aims to identify the resources and capabilities that enable logistics service providers (LSPs) to create sustainable value through Logistics 4.0.

A multiple case study was conducted with five LSPs operating in an emerging market context. Data were analyzed using the content analysis technique with the support of NVivo software.

Drawing on the resource-based view theory, the study elucidates the resources and capabilities necessary for the successful adoption of Logistics 4.0 by LSPs. The findings highlight the significance of integrating Logistics 4.0 technological resources with other organizational assets, including human capital, an innovative culture, leadership and strategic partnerships. This integration can enable companies to optimize the sustainable value derived from their digital transformation initiatives.

The present research focused on LSPs, potentially overlooking insights that could be gained from other segments of the supply chain. The study paves the way for future studies to examine resources and capabilities in a range of other supply chain management functions.

The study offers unique theoretical and practical insights by identifying key resources for the adoption of Logistics 4.0 among LSPs, emphasizing its potential for sustainable value creation. It highlights the environmental, economic and societal impacts of 4.0 technologies, outlining the implications for policymakers to drive the successful adoption of Logistics 4.0 in emerging markets while also promoting social inclusion and professional development of logistics workers.

The purpose of this paper is to present an analysis of the cognitive relationship between personal values of buyers and attributes of automobiles.

In total, 60 interviews were performed with buyers of sporty and compact cars. The qualitative laddering technique guided data collection and analysis, resulting in two cognitive value maps (HVM). The results were interpreted based on three theoretical approaches: Schwartz (1994), Allen (2000) and Gutman (1982).

The dominant chains from the two models indicate connection between “design and hedonism,” “internal finishing and hedonism” and “security items and safety as a value.” Therefore, these customers are predominantly characterized by individualistic values: by the pursuit of personal pleasure and concern for personal safety.

Due to qualitative techniques having been used, future research could validate some presented results through surveys based on the connections between the set of attributes and values presented in this research.

Results from this study can help to develop segmentation and advertising strategies, as well as marketing aftermarket actions based on the psychographic profile provided by the HVMs. They may also assist integration between the initial and final phases of new vehicles’ development which have concepts similar to those studied here.

The extant literature provides few studies with the specific objective of identifying connections between vehicle attributes and the personal values of the consumers. This paper presents an interpretation of the cognitive relationships between vehicle attributes and personal values through three theoretical perspectives, providing multidimensional profiles to explain consumers’ values.