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Article
Publication date: 1 February 2021

Jose Novais Santos and Cristina Sales Baptista

Several studies have focused on the development of relationships between buyers and sellers; however, we still have a limited understanding of the interaction processes of the…

334

Abstract

Purpose

Several studies have focused on the development of relationships between buyers and sellers; however, we still have a limited understanding of the interaction processes of the relationships between competitors over time. This paper aims to explore the development of relationships between competitors adopting an interaction and network approach.

Design/methodology/approach

This study examines nine relationships between competitors that are part of two multi-actor alliances in the pharmaceutical industry. The study builds on nine longitudinal case studies supported by 24 in-depth interviews.

Findings

The findings reveal that the development of the relationships between competitors within the alliances comprises exchange and coordination processes. The cases show that relationship development is a “never-ending process” within the alliance that includes five phases: co-existence, formation, development, dormancy and dissolution. A third party is identified as having a catalyst role in relationship development.

Originality/value

Supported by a comprehensive literature review on relationship development models, this study highlights the value of applying an interaction and network approach for studying relationships between competitors.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 7
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 16 January 2014

Cristina Sales Baptista

The aim of this paper is to characterize adaptation processes in business relationships. The nature of adaptive behavior is described by outlining activities and events in these…

1520

Abstract

Purpose

The aim of this paper is to characterize adaptation processes in business relationships. The nature of adaptive behavior is described by outlining activities and events in these relationships. The role of perceived product importance and complexity in the character of the adaptations processes is sought.

Design/methodology/approach

A case study approach is adopted and two long-term relationships between buyers and sellers of capital equipment in the mining industry are investigated. Perspectives from both sides of the dyad (buyer and seller) were attained through in-depth interviews.

Findings

Findings show that supplier-based adaptations occur more frequently than customer-based adaptations. The market antecedents of concentration and resource dependency are identified as drivers of adaptive behavior. Furthermore, product importance and complexity are key drivers to adaptation processes and the development of long-term relationships. Supplier's brand name and the choice of a direct channel strategy are identified as indicators of long-term commitment to the market. Moreover, two-task related factors were extremely relevant as selection criteria for capital equipment: the functional suitability and the degree of standardization/customization of the equipment.

Research limitations/implications

The findings are specific to the market environment and recommendations are given for the realm of the mining industry. Multi-case studies in multi-contexts should be conducted to enable generalization and potential theory-building.

Practical implications

A number of important managerial implications for buyers and sellers of capital equipment in the mining industry are given.

Originality/value

This paper contributes to knowledge by providing rich descriptions of adaptation processes. This real life evidence enables the identification of major drivers of adaptive behavior and, consequently, the development of long-term successful relationships.

Details

Journal of Business & Industrial Marketing, vol. 29 no. 1
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 19 October 2015

Jose Novais Santos and Cristina Sales Baptista

The purpose of this paper is to understand the intercompetitor relationships response to the contextual developments, the interaction processes between participants and the…

862

Abstract

Purpose

The purpose of this paper is to understand the intercompetitor relationships response to the contextual developments, the interaction processes between participants and the relationship nature and outcomes.

Design/methodology/approach

A model to study intercompetitor strategic alliances, within the theoretical realm of business relationships and industrial networks, is proposed. Methodological challenges related to this phenomenon are put forward and manners to overcome them are suggested.

Findings

The proposed model encompasses four components: interaction context, relationship nature, interaction processes and relationship outcomes. The specificities of intercompetitor interaction are considered, leading to the inclusion of the relationship nature’s dimension that tackles the coopetition character of such relationships. Further, since the relational aspects of the relationship are highlighted, in relation to the economic exchanges’ characteristic of vertical relationships, it is expected, in the horizontal business interactions, that coordination processes prevail over adaptation processes.

Originality/value

Strategic alliances established between competitors are a growing phenomenon that may entail many benefits to those involved in these relationships. Still, business interactions between competitors are not sufficiently investigated and conceptualized. It is argued that an enlarged view of intercompetitor relationships is attained by using a dyadic and network perspective.

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Article
Publication date: 8 February 2016

– This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies.

499

Abstract

Purpose

This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies.

Design/methodology/approach

This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context.

Findings

When Apple launched its new iPad Pro product in 2015, there was a moment of bravura in the presentation that had most people raising at least one eyebrow, technology writers slack-jawed in amazement and many Apple fanboys shaking their heads in disbelief. It wasn’t the size of the new product, the fact it could run two apps side-by-side on its screen, or the way its special pen worked.

Practical implications

The paper provides strategic insights and practical thinking that have influenced some of the world’s leading organizations.

Originality/value

The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Details

Strategic Direction, vol. 32 no. 2
Type: Research Article
ISSN: 0258-0543

Keywords

Available. Content available
Article
Publication date: 19 October 2015

Roberta Bocconcelli, Simone Guercini and Håkan Håkansson

315

Abstract

Details

IMP Journal, vol. 9 no. 3
Type: Research Article
ISSN: 2059-1403

Available. Open Access. Open Access
Article
Publication date: 14 May 2021

Alba García-Milon, Cristina Olarte-Pascual, Emma Juaneda-Ayensa and Jorge Pelegrín-Borondo

In a context where retail stores are closing down and high streets are declining, the purpose of this paper is to analyse on-site shopping by tourists. This work identifies the…

3288

Abstract

Purpose

In a context where retail stores are closing down and high streets are declining, the purpose of this paper is to analyse on-site shopping by tourists. This work identifies the drivers that lead tourists to use digital information sources at the beginning of the shopping process. Understanding these drivers can help destination managers and retailers encourage tourists to shop.

Design/methodology/approach

A personal survey was conducted in a Spanish city noted for its shopping facilities (Logroño), using a sample of 430 tourists with purchase intention. The survey was designed based on the extended unified theory of acceptance and use of technology (UTAUT2) model. A multivariate analysis, based on structural equation modelling, was carried out using partial least squares (PLS), based on variance.

Findings

The study’s finding is that performance expectancy, effort expectancy, social influence, facilitating conditions and habit influence intention to use digital sources of information to make purchases in a destination. Tourists prioritise utilitarian over hedonic motivations in the intention to use digital sources of information in tourist shopping.

Originality/value

It has been recognised that tourists are the perfect target to revitalise on-site shopping and, therefore, destinations must provide attractive shopping experiences from the outset. Prior to purchase, the search for available information is the first stage of the tourist shopping journey. Although many studies have analysed tourist shopping behaviour, none have focused, using the UTAUT2, on the digital information sources tourists consult pre-purchase. This research develops understanding of tourist shopping behaviour in this new technological context. This can help retailers/destinations provide better services and optimise the shopper's experience from the first stage of the process.

研究目的

零售商店陸續倒閉,商業街的經營業務逐漸式微;本文旨在分析遊客在這背景下的現場購物活動。本文擬確定遊客在購物過程的初期驅使他們使用數位資訊來源的誘因;了解這些誘因,將有助目的地管理經理和零售商推動遊客購物活動。

研究設計/方法/理念

研究人員在一個以購物設施馳名的西班牙城市(洛格羅尼奧) 進行個人調查,樣本為430名有意購物的遊客。調查是以整合性科技接受使用理論的延伸模型(UTAUT2)為基礎而設計的。研究人員使用以方差為基礎的偏最小平方,來進行以結構方程模型為基礎的多變數分析。

研究結果

績效期望、付出期望、社群影響、促成條件和習慣均影響遊客為目的地購物而使用數位資訊來源的意慾。而就這意慾而言,功利動機在優先次序上比享樂動機佔更高的位置。

原創性/價值

我們承認,要使現場購物得以復甦,遊客是最適當的目標。因此,旅遊目的地必須從一開始就要給遊客提供愉快的購物體驗。遊客購物前、尋找有關的購物資訊便是這個旅遊購物旅程的第一個階段。分析遊客購物行為的研究為數不少,唯使用第2代整合型科技接受理論(UTAUT2) 、重點探討遊客購物前使用數位資訊來源來尋找資訊的研究則從未見過。本研究讓我們更深入了解遊客在這個新技術背景下的購物行為,這有助零售商/目的地經營者為遊客提供更佳的服務、及優化遊客從購物過程首階段開始的購物體驗。

Details

European Journal of Management and Business Economics, vol. 30 no. 2
Type: Research Article
ISSN: 2444-8451

Keywords

Available. Content available
Book part
Publication date: 30 May 2017

Abstract

Details

Brazil
Type: Book
ISBN: 978-1-78635-785-4

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Article
Publication date: 14 August 2017

María-del-Mar Camacho-Miñano and Cristina del Campo

The purpose of this paper is to analyse the creativity level of business administration undergraduates who have attended an entrepreneurship seminar in contrast to those that have…

1896

Abstract

Purpose

The purpose of this paper is to analyse the creativity level of business administration undergraduates who have attended an entrepreneurship seminar in contrast to those that have not.

Design/methodology/approach

Using two samples of Spanish students, the factors that condition the creation of new start-ups are analysed. A survey following the creativity items from the Kirton Adaption-Innovation (KAI) inventory was employed for a start-up seminar students and a control sample. Non-parametric tests were carried out on the responses.

Findings

The results show that Spanish business students’ entrepreneurial intentions are not conditioned by entrepreneurial courses, parental self-employment or by their creativity level. However, there are differences in creativity level by genders for their future ability to start-up a company.

Practical implications

There are no external constraints on not being an entrepreneur, who plays a fundamental role in the future of a country and it is a way to reduce current youth unemployment rates. Social and educational implications are also presented.

Originality/value

The use of the KAI inventory as a proxy of creativity index is original in the research. Moreover, this study contributes to a better understanding of the factors in becoming an entrepreneur, through exposure to creativity, growing up around businesses and awareness of individual creativity index. Integration of university courses with entrepreneurship actions will be of interest to the society development.

Details

Education + Training, vol. 59 no. 7/8
Type: Research Article
ISSN: 0040-0912

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Article
Publication date: 31 May 2013

Paulo Sérgio Almeida‐Santos, Andréia Carpes Dani, Débora Gomes Machado and Nayane Thais Krespi

The purpose of this paper is to identify if the open Brazilian companies that have family control manage their accounting results in a negative way, and if this influence is in a…

1495

Abstract

Purpose

The purpose of this paper is to identify if the open Brazilian companies that have family control manage their accounting results in a negative way, and if this influence is in a positive sense of pushing the results down, that is, worsening their present profits due to future results.

Design/methodology/approach

The empirical investigation is developed using as a sample 123 Brazilian companies listed on BM&FBovespa, totaling 1.353 observations for a period of 11 years (2000‐2010). Data analysis is conducted by means of regression with panel data, method of ordinary least squares (OLS), and random effects.

Findings

First, it was found that family‐type companies show lower profits compared to profits earned by non‐family companies. Nevertheless, it was observed that family businesses have negative discretionary accruals higher than those submitted by non‐family firms, and that family control has a positive influence on this type of earnings management.

Research limitations/implications

The article provides an extension to earlier work focused on the relationship between family ownership and earnings management results.

Practical implications

The paper provides a more critical look at family property, especially as regards the quality of their accounting information.

Originality/value

The study not only investigates whether family control is positively related to discretionary accruals of Brazilian companies; it also checks the influence of family property on the production of negative accruals – “take a bath”.

Details

Management Research: Journal of the Iberoamerican Academy of Management, vol. 11 no. 1
Type: Research Article
ISSN: 1536-5433

Keywords

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Article
Publication date: 4 December 2023

Maria Cristina Longo, Calogero Guccio and Marco Ferdinando Martorana

This paper aims to assess whether incubation affects the technical efficiency of innovative firms after entering the market. The study of efficiency allows firms to understand how…

102

Abstract

Purpose

This paper aims to assess whether incubation affects the technical efficiency of innovative firms after entering the market. The study of efficiency allows firms to understand how well resources have been used in production processes. The research intends to contribute to the literature on the performance of incubated firms.

Design/methodology/approach

This study estimates the relative efficiency of innovative firms adopting a DEA-based two-stage semi-parametric method. Incubation, firm age and initial capital are used for explaining the relative performance of previously incubated firms compared to non-incubated ones over a six-year period of activity. This research focuses on Italian innovative firms using a large sample of companies.

Findings

Results show that incubators have a positive and significant effect on efficiency for firms that have been in the market for more than two years. Efficiency also improves with age and with the level of initial capital of the firm.

Research limitations/implications

This analysis is limited to the quantitative dimension of inputs as reported in the balance sheets, without qualitative considerations.

Practical implications

Findings enhance firms' understanding of the role of incubators as neutral places to develop a business culture of efficiency. From an empirical standpoint, this study provides useful insights to start-uppers who intend to attend incubation programs. Overall, incubators matter to the extent that they enable new firms, net of those that fail to survive in the first two years of activity, to improve their efficiency in the use of inputs. This research also suggests incubators consider the start-ups’ potential of being efficient.

Social implications

Findings provide tips to policymakers when they are called upon to propose funding programs to support prominent firms entering the business scalability.

Originality/value

This study contributes to the literature on the relative performance of post-incubated firms, highlighting the efficiency frontier analysis. This methodological approach is relatively new in this field. It allows researchers to study the innovative firms' performance in relative terms, that is with respect to the input level. It integrates the performance-based with efficiency frontier analysis. Also, this study reinforces the idea that incubators prepare start-ups to develop capacities and managerial skills, which will be useful in post-incubation life to improve their cost competitiveness.

Details

European Journal of Innovation Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1460-1060

Keywords

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