The purpose of this research is to study organizational purchasing and relationship formation in interactions between customers and suppliers of capital equipment and the factors…
Abstract
Purpose
The purpose of this research is to study organizational purchasing and relationship formation in interactions between customers and suppliers of capital equipment and the factors affecting the ability of reference marketing programs to deliver their expected purchasing benefits.
Design/methodology/approach
This work adopts an inductive research strategy and combines a critical realist approach with a qualitative research method consisting of in-depth interviews with purchasing managers from the energy industry.
Findings
By presenting a new theoretical model that aims to explain the referencing phenomenon, this study offers a deeper understanding of referencing and thus new perspectives on how and under what circumstances the customer–supplier relationship can be leveraged.
Research limitations/implications
Because of the qualitative nature of the research, no claim to statistical significance can be made. The model presented here helps the authors to understand the empirical phenomena as exhibited in the recorded interviews, but it does not allow for statistical generalization. The model allows for a certain degree of analytic inference but only within the study’s boundaries and limitations because the above findings are specific to the electric power industry.
Practical implications
A deeper understanding of this phenomenon allows suppliers to pursue strategies based on efficient reference marketing programs. The paper ends by presenting useful recommendations for reference marketing best practices and suggestions for improving the use of references in organizational purchasing.
Originality/value
The available literature on referencing does not clarify the factors that affect the ability of reference marketing to deliver its purchasing benefits. Thus, the facts and circumstances associated with the influence that reference marketing programs have on purchasing behavior have yet to be determined.
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The purpose of this paper is to describe a case that looks at how an innovative plastics packaging company in Portugal integrates itself into the value chain of company clients…
Abstract
Purpose
The purpose of this paper is to describe a case that looks at how an innovative plastics packaging company in Portugal integrates itself into the value chain of company clients. The pedagogical objectives are: to present a success case in technological, processes and business innovation; to present a success case in business strategy, based on the build‐up of partnerships; and to construct a platform for discussion of a first mover strategy, and precautions to be taken in its pursuit.
Design/methodology/approach
A range of evidence, including primary and secondary data, was used in the writing of this case, namely: direct observation, interviewing, press releases and press cuttings, annual reports, customer records and organization charts.
Findings
Logoplaste has gained a leadership position and has successfully managed to achieve a relevant position in the international landscape by seeking a vertical integration of its activities, in order to obtain a better value proposal for its clients, which, at the same time, allows it to capture a part of that value for itself. This practice has permitted this company not only to grow overseas but also to reveal a customer loyalty performance of 100 per cent. These results are deeply connected with their innovative value proposal, e.g. product innovation, process innovation, marketing innovation and business model innovation.
Originality/value
This study provides insights into the nature of a company, which has successfully developed its activity based on a strong investment in innovation since its genesis. Logoplaste's strategy can be considered distinctive as it combines and integrates the following strategic vectors: integration of the client's logistical and value chains, based on a process of partnership developments; investing in R&D of packaging engineering, with the offer of an “vend‐to‐end” solution; and production process based on a “wall‐to‐wall” model.
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Paolo Saona Hoffmann and Eleuterio Vallelado González
Our aim is to analyze the type of lender and the debt maturity of Chilean firms as a function of their ownership structure and their growth opportunities. We perform the empirical…
Abstract
Our aim is to analyze the type of lender and the debt maturity of Chilean firms as a function of their ownership structure and their growth opportunities. We perform the empirical analysis using an unbalanced panel data of 169 firms from 1990 to 2001. Our results show that Chilean firms with growth opportunities, ownership concentration, and a need for external funds issue short‐term bank debt to finance their new investments. This financing source is an efficient mechanism in Chile to alleviate agency and asymmetric information problems. The Chilean institutional environment influences firms’ decisions on banking debt.
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Suvendu Kumar Pratihari and Shigufta Hena Uzma
The purpose of this paper is to understand the perception of the bankers towards an integrated approach to corporate social responsibility (CSR) initiatives in a strategic way of…
Abstract
Purpose
The purpose of this paper is to understand the perception of the bankers towards an integrated approach to corporate social responsibility (CSR) initiatives in a strategic way of achieving sustainable growth of the banking sector. The paper additionally provides insights into different CSR initiatives and their implementation process in the context of scheduled commercial banks (SCB) of India.
Design/methodology/approach
The study is exploratory and endorses the qualitative approach of primary research methodology by adopting a non-random stratified sampling method. The localist approach of the face-to-face interview has been applied to collect the data from 26 elite class respondents from 13 SCBs. The interview method was semi-structured and open-ended. The conformity, trustworthiness, credibility, transferability, dependability test of the study have ensured the quality of the data.
Findings
The study reveals that the bankers perceive CSR as a moral obligation for the benefit of the society, beyond the regular banking operations. Further, the study comprehends that the CSR initiatives play a vital role in establishing the bank's image, brand and reputation, as well as, building a strong bond of trust among the employees and the bank management. Besides, CSR activities facilitate to cultivate a better culture by improvising in the quality of customer service for achieving competitive advantages.
Research limitations/implications
The findings of the study represent a significant contribution to CSR theory from the interface of banking and society. Significantly, the results confirm that CSR initiatives play a vital role in building trust and minimise the gap between the employees and the management of the bank. The banks can increase its acceptance in the society and achieve competitive advantage by integrating CSR objectives with the business objectives to strengthen the corporate personality and brand.
Practical implications
The study will help practitioners to develop the social identity of their firm to achieve competitive advantages in long-run. The bankers can channelise their limited resources while planning, designing and the implementation of different CSR activities with the overall goal of the bank in a cost-effective way. The study is confined only to public and private SCBs and limited to the geographical scope of one state in India. Therefore, further exploration may be carried out by considering other banks and geographic regions in India and different cross-cultural settings.
Originality/value
The originality of the study lies with the in-depth analysis and quality check of the data. The results can contribute significant value to the qualitative method of conducting research.
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Paolo Saona and Eleuterio Vallelado
The purpose of this paper is to determine whether bank debt‐maturity decisions are conditioned by growth opportunities, the firms’ ownership structure, or the institutional…
Abstract
Purpose
The purpose of this paper is to determine whether bank debt‐maturity decisions are conditioned by growth opportunities, the firms’ ownership structure, or the institutional environment.
Design/methodology/approach
The empirical analysis is undertaken using an unbalanced panel data of Chilean and Spanish firms.
Findings
The results indicate that when banks are not allowed to become stockholders, managers use bank debt‐maturity as a corporate governance mechanism. When banks can participate in the ownership of the firms that they finance, short‐term bank debt can serve as a substitute for a governance mechanism.
Originality/value
The main contribution of this paper is the analysis of how differences in financial development among countries modify financial decisions by firms.
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Kasmad Ariansyah and Wardahnia
Digitization of terrestrial television enables government to reallocate a portion of spectrum to satisfy the 5G low-band spectrum demand. To accelerate the digitization process…
Abstract
Purpose
Digitization of terrestrial television enables government to reallocate a portion of spectrum to satisfy the 5G low-band spectrum demand. To accelerate the digitization process, the Indonesian Government has distributed digital terrestrial television (DTT) decoders for households in several DTT trial areas so that the recipients are able to experience DTT broadcasts on their analogue television. To ensure that the DTT is adopted sustainably, this study aims to provide evidence-based policy recommendations by first understanding underlying factors of the intention to purchase a new DTT receiver, either a new DTT decoder or an integrated digital television (DTV).
Design/methodology/approach
This study uses 2018 survey data collected by Badan Aksesibilitas Telekomunikasi dan Informasi. The samples consist of 433 DTT decoder recipients in nine DTT trial locations in Indonesia. Two logistic models are used, one model for the DTT decoder and the other for integrated DTV. The two models have identical predictors, including respondents' demographics, television media use, technology cluster and DTT-related factors as innovation attributes.
Findings
The results indicate that the two models share some relevant variables but varying in sign and magnitude, namely, respondents' geographical location and the DTT picture and sound quality. The results also show that pay-television subscription, TV viewing and the difficulty of using the DTT decoder are other factors significantly associated with the intention to purchase a new DTT decoder.
Research limitations/implications
This study has several limitations. First, the coefficients of determination are low, indicating that more independent variables should be included in the estimation models to obtain better insight about DTT adoption so that a better policy can be stipulated accordingly. Second, even though most of the predictors and proposed recommendations can be applied in general, all respondents of this study were DTT decoder recipients. Thus, future research can be more inclusive. Third, this study is designed based on the correlational model. This might cause the inability of the results to provide a conclusive direction of the relationship.
Practical implications
Demand-side and supply-side approaches are proposed to drive sustainable adoption of DTT, including the provision of subsidy or free DTT decoder for low-income households, increasing competition intensity among DTT devices manufacturers and distributors by allowing more players enter the Indonesian market, driving nationwide DTT infrastructure deployment and stipulating a national standard of the DTT devices.
Originality/value
This study enriches the understanding of the DTT adoption by incorporating geographical location variables for the proxy of infrastructure availability into the diffusion of innovation model, which has never been addressed by previous studies in the context of DTV adoption. In addition, this study focuses on a specific context in which all samples are free decoder recipients so that they have the same chance to experience DTT broadcasts.
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Henner Andrés Solarte, Hendrys Fabián Tobar, Jorge Hernán Mesa, Helmuth Trefftz and Diana María Osorio
This study aims to find empirical evidence on how video games can foster innovation skills and change perceptions about entrepreneurship and general aspects related to the…
Abstract
Purpose
This study aims to find empirical evidence on how video games can foster innovation skills and change perceptions about entrepreneurship and general aspects related to the industry in Colombia while innovative pedagogical processes in teaching entrepreneurship in higher education.
Design/methodology/approach
Based on design-based research, serious games (SGs), entrepreneurial education and the innovator DNA framework, the authors collected data from undergraduate students enrolled in two online entrepreneurship courses at a Colombian university. One course is used as a treatment group where students play a video game created for the purpose of this research while the other group is used as control where traditional learning activities are performed. A self-reported method was used on the perceptions of the students after participating in the activities through questionnaires to find differences between the mean scores reported by both groups.
Findings
The results indicate that students who participated in the video game reported a higher fostering of their innovation skills and a broader change in their perception of entrepreneurship and aspects related to the coffee industry, in contrast to the students of the control group.
Originality/value
Using a video game created by EAFIT University in Colombia, this study responds to an identified need for studying the adequate use of SGs in online class contexts and the need of fostering both innovation skills and positive perceptions on entrepreneurship among students.
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Danar Agus Susanto, Mokhamad Suef, Putu Dana Karningsih and Bambang Prasetya
This study’s main objective is to explore the ISO 9001 implementation model and identify a future research agenda. This is important because not all organizations find it easy to…
Abstract
Purpose
This study’s main objective is to explore the ISO 9001 implementation model and identify a future research agenda. This is important because not all organizations find it easy to implement ISO 9001, and not all organizations get positive benefits after implementing it.
Design/methodology/approach
The paper presents a comprehensive review of the literature on ISO 9001 implementation models using the preferred reporting items for systematic reviews (PRISMA) methodology to systematically review the existing literature on ISO 9001 implementation models. Relevant studies published from 2003 to early 2023 are explored to reveal the research landscape, gaps and trends.
Findings
Many ISO 9001 implementation methods have been developed for actual implementation in organizations, including models, frameworks, special variable considerations, application uses and integration. These methods were developed and applied to cover gaps regarding constraints, unbeneficial, special conditions, implementation objectives and organization types in ISO 9001 implementation. Current issues and future research on ISO 9001 implementation models were found, namely ISO 9001 implementation models specific to SMEs, ISO 9001 implementation levels, ISO 9001 implementation models that are agile to change, and affordable certification models.
Originality/value
Only a few researchers have systematically reviewed the literature or taken a bibliometric approach in their analyses to provide an overview of the current trends and links to ISO 9001 implementation models. The ISO 9001 standard is a general standard and can be applied by all organizations with the implementation method left to the implementer. Many implementation methods have been developed, but several implementation obstacles and disadvantages are still found. It is important to know the extent of current research and discover future research gaps regarding methods of implementing the ISO 9001 standard.
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Tihana Škrinjarić and Boško Šego
The purpose of this paper is to empirically evaluate risk spillovers between selected CESEE (Central, Eastern and South-Eastern Europe) stock markets in order to evaluate the…
Abstract
Purpose
The purpose of this paper is to empirically evaluate risk spillovers between selected CESEE (Central, Eastern and South-Eastern Europe) stock markets in order to evaluate the possibilities of an international diversification of a portfolio.
Design/methodology/approach
The VAR model and the Diebold and Yilmaz (2009, 2012) spillover index are used, with rolling indices estimation over time in order to observe dynamics, which is important for investment strategies. Data are monthly and include selected CESEE stock market indices which were available to the researcher.
Findings
The empirical analysis for the period of January 2012–June 2019 indicates that some country risks were the net emitter of shocks in the system (Slovenia and Czech Republic), whereas some were net receivers (Croatia and Ukraine). The results are robust with respect to changing the length of the rolling window analysis, which means that investors could utilize such an approach in a dynamic portfolio selection.
Research limitations/implications
Observing only selected markets due to data (un)availability.
Practical implications
The paper shows how international investors can utilize the aforementioned methodology in order to make a more detailed analysis of the dynamics of stock markets connectedness so that international portfolios can be rebalanced according to the results and investors’ preferences.
Originality/value
This is the first such research which focuses on CESEE countries, since existing research is focused on more developed stock markets. Moreover, the empirical analysis extends to commenting the pairwise net indices over time, which is important for the dynamic portfolio rebalancing over time.