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Available. Open Access. Open Access
Article
Publication date: 21 February 2025

Grzegorz Leszczyński, Marek Zieliński, Piotr Gaczek and Jędrzej Kociński

This article aims to explain how organizations create and integrate medical knowledge to develop AI-based medical solutions. The study resulted from a discussion on value…

13

Abstract

Purpose

This article aims to explain how organizations create and integrate medical knowledge to develop AI-based medical solutions. The study resulted from a discussion on value co-production with digital technologies and the capabilities needed for it.

Design/methodology/approach

The study explores the case of value co-production with the digitalization of traditional medical stethoscopes. It considers integrated resources to create AI-based medical solutions, actors engaged in co-production and activities related mainly to knowledge embodiment.

Findings

This article presents operand and operant resources integration when AI is implemented in innovative medical solutions. Furthermore, it shows which activities are undertaken for value co-production and what roles actors from various fields play in resource integration.

Originality/value

Our article discusses the integration of knowledge and the role of knowledge embodiment among resource integration in value co-production when working on AI.

Details

Central European Management Journal, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2658-0845

Keywords

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Article
Publication date: 16 August 2024

Grzegorz Leszczyński and Sofía De-León Almaraz

While some hydrogen (H2) products are available in the industrial market, new clean H2 applications are considered critical alternatives in decarbonization efforts. As suppliers…

146

Abstract

Purpose

While some hydrogen (H2) products are available in the industrial market, new clean H2 applications are considered critical alternatives in decarbonization efforts. As suppliers need to understand how business customers conceive the value of hydrogen, this paper aims to investigate how the value of hydrogen is described in the published evidence and to identify or propose specific tools to assess its value.

Design/methodology/approach

An integrative literature review is developed to synthesize studies on the value of hydrogen to identify the main value categories. Then, the authors create a novel guideline by linking three value dimensions: 1) the product-oriented value (including sustainability), 2) the elements of B2B value and 3) the concept of goal-oriented value.

Findings

This paper categorizes the aspects of value discussed so far in the literature, suggesting conceptualizing the value of H2 value-in-use based on economic, environmental, social and technological categories. The missing value categories from the marketing perspective are related to perceived value. A comprehensive guideline for assessing the value of H2 for business customers was developed to address that gap. The guideline can evaluate hydrogen from a multicategory perspective and compare new hydrogen products with alternatives.

Originality/value

First, the authors present the value of hydrogen in the B2B marketing discussion. Second, the authors propose four hydrogen value categories based on the current state-of-the-art. Third, the authors developed the multicategory guideline for assessing the value of hydrogen products for business customers (VH2-BC).

Details

Journal of Business & Industrial Marketing, vol. 39 no. 11
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 11 October 2021

Grzegorz Leszczyński, Tibor Mandjak, Tihamér Margitay and Marek Zieliński

This paper aims to introduce the concept of business paradigm to conceptualize and explain differences in business interaction patterns in the IMP research.

708

Abstract

Purpose

This paper aims to introduce the concept of business paradigm to conceptualize and explain differences in business interaction patterns in the IMP research.

Design/methodology/approach

The concept of the interaction and the concepts related to and driven from it describe the business at both a general level. At the same time, the IMP points out the uniqueness of business interactions. This paper addresses the specific lies between the general and the particular by referring to various patterns of interactions. To close that gap, this paper implies the Kuhnian philosophy of science to conceptualize the business paradigm.

Findings

The business paradigm is a socially constructed collective term. It simultaneously captures the cognitive (what business is and what rules it has) and social (business community) dimensions of the actor’s behavior and actions. It has two interdependent dimensions: cognitive and social. It determines how the actors view and do business, and it explains the variations of interactions.

Research limitations/implications

Not applicable as it is a conceptual paper.

Practical implications

Not applicable as it is a conceptual paper.

Social implications

Not applicable as it is a conceptual paper.

Originality/value

The concept of the business paradigm is a theoretical extension of the IMP actor’s theory. The dimensions of the business paradigm capture the psychological and sociological characteristics of the business actor. The business paradigm application provides an opportunity to find that business can be different because actors in various communities have various views on what business is and how it should be properly run. Adding the business paradigm concept to the IMP theory implies strengthening the theory explanation power because the interaction explains the business’s general characteristics. The business relationship explains the business’s unique features, and the business paradigm explains the various interaction patterns.

Details

Journal of Business & Industrial Marketing, vol. 37 no. 4
Type: Research Article
ISSN: 0885-8624

Keywords

Available. Open Access. Open Access
Article
Publication date: 21 February 2020

Mateusz Tomasz Kot and Grzegorz Leszczyński

Interactions are fundamental for successful relationships and stable cooperation in a business-to-business market. The main assumption in research on interactions, so obvious that…

3303

Abstract

Purpose

Interactions are fundamental for successful relationships and stable cooperation in a business-to-business market. The main assumption in research on interactions, so obvious that usually not stated by researchers, is that they are set between humans. The development of artificial intelligence forces the re-examination of this assumption. This paper aims to conceptualize business virtual assistants (BVAs), a type of intelligent agent, as either a boundary object or an actor within business interactions.

Design/methodology/approach

Reference is made to the literature on business interactions, boundary objects and identity attribution to problematize the process of interpretation through which BVA obtains an identity. The ARA model and the model of interaction process is used to create a theoretical framework.

Findings

This paper contributes to the literature on business interactions, and to the core of the IMP discussion, in three aspects. The first provides a framework to understand the phenomenon of an artificial entity as an interlocutor in business interactions. While doing that a new type of entity, BVA, is introduced. The second contribution is the exploration and augmentation of the concept of a business actor. The third calls attention to BVA as a boundary object. These issues are seen as essential to move forward the discussion about the meaning of business interaction in the near future.

Originality/value

This paper conceptualizes the presence of a new entity – BVA – in the business landscape.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

Available. Open Access. Open Access
Article
Publication date: 12 June 2023

Christine Falkenreck, Grzegorz Leszczyński and Marek Zieliński

Customer value perception of Internet of Things (IoT)-based services has not been studied in the context of a company’s readiness to adopt IoT technology. The purpose of this…

1464

Abstract

Purpose

Customer value perception of Internet of Things (IoT)-based services has not been studied in the context of a company’s readiness to adopt IoT technology. The purpose of this paper is to address this gap by indicating a research framing that combines insights from the IoT business model literature and customer perception of the value of such models and their drivers.

Design/methodology/approach

The interplay between a company’s IoT readiness and its perception of the value of IoT services is tested using a sample of 90 Eastern European business customers in a competitive business field. The conceptual framework described also examines relationships among constructs that refer to relationship quality. This study evaluates its quantitative sample using partial least squares path modeling.

Findings

Customers’ perceived value of IoT business models strongly relates to their digitalization capabilities and their own company’s innovativeness. When referring to disruptive technical offerings, existing trustful and satisfactory relationships cannot enhance the customer’s value perception.

Research limitations/implications

The sample of Eastern European buyers is not representative of the majority of manufacturing companies. A randomized sample using other sources such as large industry databases could be useful. In addition, a replication of the study in other countries would allow for a cross-border validation of this study’s results.

Practical implications

This study suggests a detailed process that is based on a careful preselection of test customers working for innovative companies. A marketing communication approach must state clearly the benefits the buyers get in return for their sacrifice of sharing data.

Originality/value

Technology readiness refers to the user’s propensity to embrace and use new technologies. The results indicate that IoT readiness influences the successful launch of IoT-related business models. For managers, this study proposes a process to implement IoT-related business models.

Details

Journal of Business & Industrial Marketing, vol. 38 no. 13
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 29 October 2018

Piotr Gaczek, Grzegorz Leszczynski and Marek Zielinski

The purpose of this paper is to identify the interplay between the characteristics of trustee and trustor in trust formation at the initial stage of a relationship in the B2B…

267

Abstract

Purpose

The purpose of this paper is to identify the interplay between the characteristics of trustee and trustor in trust formation at the initial stage of a relationship in the B2B context.

Design/methodology/approach

The study was experimental. A situation was simulated in which sales managers choose prospective customers on whom his or her company should concentrate after entering the new market. A total of 108 managers participated in the study.

Findings

The results indicate that during the pre-relationship stage salespeople declared trust toward a prospective customer despite having no previous interactions with the other party. Salespeople start the trust-development process by gathering clues about the trustworthiness of the potential partner organization. The cognitive information provided to salespeople impacts interpersonal trust to a greater extent than effective communication. This influence is moderated by trustor trust propensity. There is no difference in the type of information about a trustor when it comes to organizational reliance.

Originality/value

This paper provides a new insight into research on trust in interorganizational relationships as the authors adopted the perspective of the supplier who is most frequently perceived as a trustee, rather than a trustor. It directs attention to the pre-relationship stage, which precedes the interaction that may lead to a relationship developing but also links the object of trust (trustee) with the subject of trust (trustor) and integrates two separate approaches to the ascendance of trust with its multi-dimensional and multi-level nature. Moreover, an experimental design that is rare in research on business relationships was implemented.

Details

IMP Journal, vol. 12 no. 3
Type: Research Article
ISSN: 2059-1403

Keywords

Available. Content available
Article
Publication date: 22 November 2018

Antonella La Rocca, Ivan Snehota and Alexandra Waluszewski

705

Abstract

Details

IMP Journal, vol. 12 no. 3
Type: Research Article
ISSN: 2059-1403

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