Kyriakos Drivas and Andreas Panagopoulos
The authors argue that the patent term change introduced in Trade Related Aspects of Intellectual Property Rights (TRIPS) in the USA inadvertently offered a metric of…
Abstract
Purpose
The authors argue that the patent term change introduced in Trade Related Aspects of Intellectual Property Rights (TRIPS) in the USA inadvertently offered a metric of self-valuation of patents at the time of filing, affirming the ability of Drugs and Chemical patents to offer greater R&D incentives than other technology fields. As renewals also offer a metric of self-valuation, the authors find that upon renewal Computer patents are found to offer greater R&D incentives than Drugs and Chemicals. The purpose of this paper is to inquire as to why Computer patents are considered as more valuable in the post grant period, even though they were not considered as valuable upon filing. The authors advance the idea that patents can increase in value if encompassed in a patent portfolio.
Design/methodology/approach
The authors employ the introduction of the TRIPS agreement in the USA. In order to facilitate the move to TRIPS, the USPTO (unexpectedly) allowed applicants who filed prior to June 8, 1995 a patent length that was equal to the maximum of two regimes. Therefore, applicants that filed before the deadline were given a possible small extension of their patent’s time length. The authors use this change and renewal data to infer firms’ self-valuation of patents. For this reason, the authors acquire information for all utility patents that were filed around June 8, 1995 data project.
Findings
The authors offer an additional explanation that is related to the increasingly commonplace build up of patent portfolios: patents can increase in value if encompassed in a portfolio. Such portfolios are bundles of patents whose means to an end lays in their strength in numbers. As Lanjouw and Schankerman (2004) note, when a patent is added to a portfolio the cost of defending a technology against infringement allegations decreases. To rephrase, a patent is regarded as the additional foot-soldier who aids the firm, arm-in-arm, in defending its technological territory and in fulfilling its strategic goal.
Originality/value
The originality stemming from the paper is that policy makers that aim to tackle patent proliferation should not focus their attention to individual patents. Instead, they should target policies toward patent portfolios, because they provide the means of endowing patents with the extra weight that makes filing and renewing irrelevant patents worthwhile.
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Michael Rodriguez and Kevin Trainor
Many organizations still struggle with sales force technology implementation because of low user adoption rates. The ubiquity of mobile computing devices, such as smartphones and…
Abstract
Purpose
Many organizations still struggle with sales force technology implementation because of low user adoption rates. The ubiquity of mobile computing devices, such as smartphones and tablets, and the proliferation of mobile customer relationship management (mCRM) applications, may lead to increased CRM adoption and higher returns on CRM technology investments. The purpose of this study is to attempt to extend the current literature by developing a model of mCRM antecedents and outcomes by incorporating the idiosyncratic mCRM characteristics that have not yet been examined in the sales technology literature.
Design/methodology/approach
This research utilizes the technology acceptance model and the technology-to-performance chain as the foundation of a conceptual model of the drivers and outcomes of mCRM adoption.
Findings
This conceptual study provides several contributions to both the sales technology literature and to practitioners within sales organizations. The proposed conceptual model outlines the benefits of providing mCRM capabilities to sales professionals. These benefits include increased productivity, sales activity and collaboration among both internal stakeholders (management and peers) and external stakeholders (prospects and customers).
Originality/value
Despite the increased use of mobile applications in sales, research on this particular form of technology is limited, and sales researchers have yet to examine mCRM or its relationship to sales performance. Therefore, the purpose of this research is to forward a conceptual model that allows researchers to explore the drivers of mCRM use and how mCRM influences individual and organizational-level outcomes.
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Stefan Sleep, Andrea L. Dixon, Thomas DeCarlo and Son K. Lam
This study aims to explore the changing nature of the inside sales role and the individual capabilities required for success. Additionally, it examines the influence of…
Abstract
Purpose
This study aims to explore the changing nature of the inside sales role and the individual capabilities required for success. Additionally, it examines the influence of organizational structure on inside sales force capabilities. Although business-to-business firms are investing heavily in inside sales forces, academic research lags behind this evolution.
Design/methodology/approach
Using a two-study qualitative approach, the authors examine contemporary inside sales forces’ responsibilities and operational configurations. Study 1 uses a cross-industry sample of sales leaders and professionals to examine roles and responsibilities. Study 2 used the second sample of sales leaders and professionals to explore the impact of various organizational configurations.
Findings
The study identifies important differences between inside and outside salespeople in terms of job demands and resources; inside salespeople’s greater reliance on sales technology and analytics than outside counterparts; and existing control systems’ failure to provide resources and incentives to match with inside salespeople’s increasing strategic benefits and job demands. The study also explores four distinct inside–outside configurations. The differences among these configurations help to explain the distinct benefits and costs of each configuration regarding the company, customer and intra sales force processes, which, in turn, determine inside salespeople’s strategic benefits and job demands.
Research limitations/implications
The authors discuss the theoretical implications of these findings for research on the evolving roles and capabilities of the inside sales force; antecedents and consequences of firms’ choice of inside–outside sales force configurations; and the impact of technology and the inside sales force. They propose a research agenda that includes a series of specific future research questions.
Practical implications
This study informs managers of the unique role of the inside sales force and how it differs from their outside counterpart. The results inform managers of the issues inherent to various inside sales configurations, helping them determine, which configuration best addresses their customers’ needs.
Originality/value
This research provides a detailed, updated account of the differences between inside and outside sales forces and the benefits/costs of major inside–outside sales force configurations. Drawing from job demands-resources, organizational structure and strategy-context fit theories, the authors develop research propositions about the underlying structural differences of inside-outside sales force configurations; how these differences drive the inside sales force’s increasing strategic benefits and job demands; and organizational choice of inside sales force configurations. A research agenda is then presented.
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Marta Giovannetti, Silvio Cardinali and Piyush Sharma
This paper aims to explore the impact of salespeople’s goal orientation and self-regulatory mode on their performance through sales ambidexterity and sales technology infusion…
Abstract
Purpose
This paper aims to explore the impact of salespeople’s goal orientation and self-regulatory mode on their performance through sales ambidexterity and sales technology infusion (STI) using a sales technology ecosystem approach.
Design/methodology/approach
This paper adopts a qualitative methodology, through in-depth interviews with salespeople from a diverse range of industries, age profiles and contexts, to explore the narratives and original meanings related to their goal orientation, self-regulatory mode, ambidexterity, STI and performance.
Findings
Sceptics are salespeople who may fear or hesitate to fully use the sales technology, whereas enthusiasts are ambidextrous salespeople with high STI, who are more open to change and able to face uncertainty, regardless of the differences in their background in terms of industry, age and experience.
Practical implications
STI may be influenced by individual factors, such as the salesperson’s goal orientation and self-regulatory mode. Hence, sales organizations should try to foster and facilitate further STI and sales ambidexterity, which are key to achieving positive outcomes in today’s technology-intensive sales settings.
Originality/value
This paper extends the current literature on sales technology and sales ambidexterity within a sales technology ecosystem perspective and provides new insight on the combined impact of these variables on the salesperson’s performance.
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Keith E. Niedermeier, Emily Wang and Xiaohan Zhang
The purpose of this study is to explore the role of social media usage among business-to-business sales professionals in China. Specifically, the authors seek to define and…
Abstract
Purpose
The purpose of this study is to explore the role of social media usage among business-to-business sales professionals in China. Specifically, the authors seek to define and explore the unique ways in which Chinese salespeople use social media, with a special emphasis on the role of guanxi. Guanxi is a complex cultural construct that revolves around the exchange of favors to build trust and connection for business purposes.
Design/methodology/approach
Three in-depth interviews of sales managers from two industries along with survey data from 42 pharmaceutical sales representatives were collected to gain an understanding of the general usage and attitudes toward social media in the sales process in China.
Findings
Results indicated that virtually all the salespeople in the sample were highly familiar with social media and integrated it into the sales process. Furthermore, all participants indicated that their companies were highly supportive of the use of social media with their customers. More importantly, salespeople in China view social media as a critical tool in building guanxi with their customers. Findings from this exploratory study are used to create a conceptual framework for understanding the important role of social media in building guanxi in China.
Research limitations/implications
While the sample is limited to three managerial interviews and 42 survey responses, the data indicated a near universal acceptance and use of social media among Chinese salespeople. Most importantly, social media appears to be the modern gateway to the ancient and culturally unique construct of guanxi that is absolutely indispensable to successful business-to-business sales performance in China.
Practical implications
The structural challenges within China make trust and emotional connection essential to any potential business relationship. Trust is at the core of guanxi. Any firm hoping to succeed in China must understand guanxi and the use of Chinese social media to help build it. This study adds to the knowledge and understanding of guanxi and begins to elucidate the uses of social media as a tool to build and maintain it.
Social implications
Social media appears to be the modern gateway to the ancient and culturally unique construct of guanxi that is absolutely indispensable to successful business-to-business sales performance in China. This study deepens our understanding of not only guanxi but also how the modern phenomenon of social media is affecting it.
Originality/value
This is one of very few studies to investigate the use of social media among salesforces in China. More importantly, the authors know of no other study linking social media with guanxi.
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Iordanis Katemliadis and Andreas Papatheodorou
The tourism industry in Greece has come a long way since its beginning as a distinct economic activity to reach the recent impressive results. It is a sector that has grown…
Abstract
The tourism industry in Greece has come a long way since its beginning as a distinct economic activity to reach the recent impressive results. It is a sector that has grown remarkably and became a major source of growth for the Greek economy. As such this chapter aims to discuss the importance and the potential of the sector, the unique characteristics of the Greek tourism industry and the future challenges ahead. Tables and suitable graphics are provided to visually enhance and inform the discussion. A wide range of articles, journals, books, and electronic sources has been reviewed to present as accurately and up to date information as possible. This chapter can therefore prove useful for academics and non-academics to use it as a reference point for the tourism sector in Greece.
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Paraskevi Karanikola, Thomas Panagopoulos, Stilianos Tampakis and Aikaterini Karipidou-Kanari
The purpose of this paper is to investigate residents’ perceptions, preferences and satisfaction concerning the urban green infrastructure of Kalamaria, Greece, to evaluate the…
Abstract
Purpose
The purpose of this paper is to investigate residents’ perceptions, preferences and satisfaction concerning the urban green infrastructure of Kalamaria, Greece, to evaluate the importance of urban parks for residents’ well-being and to suggest management improvements.
Design/methodology/approach
Following a random sampling method, 385 residents were interviewed. Green infrastructure number and size, design suitability, safety, variety and care of plants, noise pollution, facilities for people with disabilities and duration and frequency of visits to green areas were among the considered parameters. Factor and hierarchical log-linear analyses were conducted.
Findings
The existing green spaces were insufficient in number, size and design, and their distribution was unsatisfactory. The facilities and equipment in the green spaces were evaluated as rather mediocre, and most respondents were unsatisfied with the overall planning and management of the green infrastructure in the municipality of Kalamaria. The results indicate that resident’s well-being relates to their satisfaction with urban green infrastructure. Frequent and longer visits of green spaces significantly improved the perceived well-being. The residents expressed an intention to pay 20-40 percent more than the average price for a house with a view of a green area.
Originality/value
Public perception surveys enable green infrastructure managers to identify preferred management alternatives and to use this information in an urban planning framework. Local authorities can use the results of the present survey to manage the city’s green infrastructure, enhance the city’s resilience and anticipate climate change challenges and the future needs of residents.
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Andrea Romi, Kirsten A. Cook and Heather R. Dixon-Fowler
The purpose of this paper is to examine whether B corps’ (for-profit entities whose owners voluntarily commit to conduct business in a socially responsible manner, beyond…
Abstract
Purpose
The purpose of this paper is to examine whether B corps’ (for-profit entities whose owners voluntarily commit to conduct business in a socially responsible manner, beyond traditional CSR, that generates profits, but not at the expense of stakeholders) commitment to social issues influences two aspects of financial performance: employee productivity and sales growth.
Design/methodology/approach
This paper is an exploratory analysis of B corps. This paper examines B corps with B Lab’s B Impact Assessment reports and PrivCo financial data, for descriptive information. This paper also analyzes the financial impact of obtaining and reporting on excellence in both employee and consumer focus, as well as the differences in financial growth between B corps and non-hybrid peers.
Findings
Overall, results suggest that, among B corps whose treatment of employees (consumers) is recognized as an “area of excellence,” employee productivity (sales growth) is significantly higher. Additionally, sales growth is significantly higher for B corps relative to their peer, non-hybrid, matched firms.
Practical implications
Results from this study inform states considering the adoption of the B corp legal status – this legal status does not hinder firm profitability, but instead enhances long-term firm value while allowing firms to beneficially affect their communities, consumers, employees and the environment.
Social implications
Results from this study provide important insights regarding the current paradigm shift from the traditional business focus on profit maximization to a fruitful coexistence of profits with social interests and initiatives, within a structure of dissolving national boundaries and increasingly divergent logics.
Originality/value
This paper provides an initial empirical examination of B corp performance.
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Paola Andrea Ortiz-Rendon, Jose-Luis Munuera-Aleman and Luz Alexandra Montoya-Restrepo
Management is constantly looking for ways to show how exactly the competitive advantage can be enhanced to achieve the desired results. As such, control mechanisms that are…
Abstract
Purpose
Management is constantly looking for ways to show how exactly the competitive advantage can be enhanced to achieve the desired results. As such, control mechanisms that are designed to ensure that the desired results are achieved play an important part in the successful implementation of a business strategy, which is why, in this study, the authors analyze how formal and informal control levels are deduced from the marketing decisions that operationalize the organizational strategy.
Design/methodology/approach
The authors conducted a cross-section survey among 301 marketing managers. To determine which types of strategies are prevalent, the authors performed a hierarchical cluster analysis using the IBM SPSS Statistics 24 software and then constructed an ANOVA table to see whether there are differences in the characteristics of the different clusters. To determine the configuration of marketing control across strategy typologies, the authors conducted a mean difference test, aligning marketing control mechanisms with the strategies under study, significantly changing the intensity levels from one to another.
Findings
It is worth emphasizing that higher levels of control are related to prospector strategic business units (SBUs) and that informal control was significantly more prevalent than formal control for all the strategy typologies the authors' studied.
Originality/value
This research provides empirical evidence to gain a better understanding of the role marketing decisions play on formal and informal control mechanisms.