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Article
Publication date: 21 September 2020

Jose Novais Santos and Joao Mota

Several studies have focussed on new ventures and the development of their first business relationships. However, the understanding of the value functions and involvement in those…

469

Abstract

Purpose

Several studies have focussed on new ventures and the development of their first business relationships. However, the understanding of the value functions and involvement in those relationships remain inadequate. The purpose of this paper is to explore the relating process of a new venture by combining the value function framework and the notion of the degrees of involvement in business relationships.

Design/methodology/approach

The authors rely on two exploratory longitudinal case studies that focus on two start-ups. In both cases, the evolution of initial relationships with suppliers and customers over a period of time are studied.

Findings

The process of relating can occur through a diversity of business relationships manifested in both their value functions and their degree of involvement. The combination of value functions is not stable over time nor is the degree of involvement in business relationships. Moreover, specific interdependencies emerge between the value functions in the customer base and the supplier base of the new ventures over time.

Originality/value

This paper is among the few that explore the emergence of new ventures by considering both suppliers and customer relationships. From a business network perspective, the paper also shows that combining value functions and degrees of involvement provides a better understanding of the role of relationship diversity in the process of becoming a node in the business network.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 9
Type: Research Article
ISSN: 0885-8624

Keywords

Available. Open Access. Open Access
Article
Publication date: 10 January 2025

Francesco Petrucci, Francesco Mutignani and Jose Novais Santos

This study aims to explore how the business incubation industry (BII) is dealing with the emerging challenges posed by the on-going transition toward an environmentally…

168

Abstract

Purpose

This study aims to explore how the business incubation industry (BII) is dealing with the emerging challenges posed by the on-going transition toward an environmentally sustainable economy, from a business network perspective. Despite scholars and policymakers agreeing to emphasize the crucial role of the BII as a support sector for sustainability-driven new business development, it still needs to be determined how incubation organizations are dealing with the emerging priorities of sustainability.

Design/methodology/approach

The study relies on a qualitative interpretivist approach based on the data collected from 17 in-depth interviews with key informants from the BII of Emilia Romagna region, Italy. An industrial marketing and purchasing (IMP) analytical approach has been adopted to explore sustainability-driven changes in Incubation network contexts and dynamics.

Findings

This study shows that BII is increasingly exposed to the emergence of sustainability as a driving force in the development of new ventures. Main finding concerns the classification of incubation organizations in two macro groups, namely, local scouts and trendy scouts, according to their business incubation strategy and their approach to sustainability.

Originality/value

This study contributes to the IMP literature on the topic of sustainability by providing a filtered view through the eyes of incubators that are aware of the opportunities and obstacles to the development of new sustainable business models, resources and processes. Furthermore, this study lays the groundwork for analyzing the incubator ecosystem from an industrial perspective, highlighting the network of relationships used to support start-ups in their development.

Details

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

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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…

331

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: 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…

861

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

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Article
Publication date: 7 December 2021

José Manuel Guaita Martínez, Paula Serdeira Azevedo, José María Martín Martín and Rosa María Puertas Medina

This paper analyzes tourism competitiveness in Latin America, providing a country-level ranking of tourism competitiveness. The study also identifies which areas of management to…

389

Abstract

Purpose

This paper analyzes tourism competitiveness in Latin America, providing a country-level ranking of tourism competitiveness. The study also identifies which areas of management to focus on in order to increase competitiveness in each case.

Design/methodology/approach

The study is based on the variables used by the World Economic Forum (WEF) to measure tourism competitiveness. The DP2 distance method is used to create a synthetic indicator. This method helps identify which areas best explain differences in competitiveness between countries.

Findings

In tourism, the most competitive Latin American countries are Costa Rica, Chile, Panama, Mexico and Uruguay. The areas that best explain the differences between countries relate to cultural and natural resources, the implementation of information and communication technologies (ICTs), international openness and transport infrastructure. These are therefore priority areas for tourism managers.

Practical implications

This paper provides detailed analysis for each country. The situation in each country is presented in terms of the key areas highlighted by the analysis. This approach can aid the individual decisions of companies and public managers, thus enhancing tourism competitiveness. This greater competitiveness can strengthen the tourism sector, which is crucial in uncertain times.

Originality/value

Based on a synthetic indicator, this research offers the first country-level analysis of tourism competitiveness in Latin America. The study is also novel in its ability to detect the areas where action should be taken to improve tourism competitiveness. This analysis offers an alternative to the WEF Travel and Tourism Competitiveness Index (TTCI), which has certain weaknesses. The results can help enhance tourism competitiveness in Latin American countries through the specific recommendations presented in this paper.

Objetivos

Este documento analiza la competitividad del turismo en América Latina, proporcionando un ranking a nivel país. El estudio también identifica en qué áreas de gestión deben enfocarse los esfuerzos para aumentar la competitividad en cada caso.

Diseño/metodología/enfoque

La investigación se basa en las variables propuestas por el Foro Económico Mundial (WEF) para medir la competitividad del turismo. El método de distancia DP2 se utiliza para crear un indicador sintético. Este método ayuda a identificar qué factores explican en mayor medida las diferencias de competitividad entre países.

Resultados

Los países latinoamericanos más competitivos en cuanto a la actividad turística son Costa Rica, Chile, Panamá, México y Uruguay. Los factores que mejor explican las diferencias entre países se relacionan con los recursos culturales y naturales, la implementación de tecnologías de la información y la comunicación (TIC), la apertura internacional y las infraestructuras de transporte. Por tanto, estas serían las áreas prioritarias de trabajo para los gestores turísticos.

Implicaciones para la práctica

Este documento proporciona un análisis detallado de cada país. La situación individual se presenta mediante un análisis de las áreas clave destacadas como responsables en mayor medida de la competitividad. Este enfoque puede ayudar a las decisiones tomadas por los gestores de las empresas y los administradores públicos, mejorando así la competitividad del turismo. Esta mayor competitividad puede fortalecer el sector turístico, que es crucial en tiempos de incertidumbre.

Originalidad/valor

Basado en un indicador sintético, esta investigación ofrece el primer análisis a nivel país de la competitividad turística en América Latina. El estudio también es novedoso por su capacidad para detectar los ámbitos en los que se debe actuar para mejorar la competitividad turística. Este análisis ofrece una alternativa al Índice de Competitividad de Viajes y Turismo (TTCI) del Foro Económico Mundial (WEF), que tiene ciertas debilidades. Los resultados pueden ayudar a mejorar la competitividad del turismo en los países de América Latina a través de las recomendaciones específicas presentadas en este documento.

Details

Academia Revista Latinoamericana de Administración, vol. 35 no. 2
Type: Research Article
ISSN: 1012-8255

Keywords

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Article
Publication date: 10 August 2023

Beatriz Minguela-Rata, Juan Manuel Maqueira, Araceli Rojo and José Moyano-Fuentes

This study aims to examine the full mediating role of supply chain flexibility (SCF) between lean production (LP) and business performance (BP) found in the previous literature…

448

Abstract

Purpose

This study aims to examine the full mediating role of supply chain flexibility (SCF) between lean production (LP) and business performance (BP) found in the previous literature. This effect negates the direct LP-BP effect (the so-called “total eclipse effect”). The authors analyze the individual contributions that the different SCF dimensions (sourcing flexibility; operating system flexibility, distribution flexibility and information system [IS] flexibility) make to the “total eclipse effect” between LP and BP produced by SCF. The relational resources-based view and resource orchestration theory are used to support the theoretical framework.

Design/methodology/approach

Covariance-based structural equations modeling (CB-SEM) is used to test the SCF LP-BP total eclipse hypothesis and four additional mediation hypotheses, one for each of the SCF dimensions. Data obtained via a questionnaire given to 260 companies are analyzed with CB-SEM, and SPSS Process is used to evaluate the mediation effect.

Findings

Research results indicate that only one of the dimensions (operating system flexibility) has a full mediation effect between LP and BP and is, therefore, the main contributor to the eclipse effect. Two other dimensions (sourcing flexibility and distribution flexibility) have partial mediation effects, so they also contribute to developing the eclipse effect, although to a lesser extent. Finally, IS flexibility is neither a full nor a partial mediation factor and does not contribute to the eclipse effect.

Originality/value

These findings have some important implications. For academia, they generate new knowledge of the role that each of the SCF dimensions or components plays in the LP-BP relationship. For company management, the findings offer supply chain managers specific information on the individual effects that the different types of SCF flexibility have between LP and BP. This will allow companies to target their efforts to develop certain types of flexibility in LP contexts depending on the outcomes that senior managers want to achieve with their SCs.

Details

Supply Chain Management: An International Journal, vol. 29 no. 1
Type: Research Article
ISSN: 1359-8546

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Article
Publication date: 12 February 2025

Alfredo David Varea Calero, José M. Ramírez-Hurtado, Francisco Rejón-Guardia and Juan M. Berbel-Pineda

This study aims to analyse the influence of football fans' involvement on sponsor brand equity and their purchase intention toward the sponsoring brand. To achieve this, we…

25

Abstract

Purpose

This study aims to analyse the influence of football fans' involvement on sponsor brand equity and their purchase intention toward the sponsoring brand. To achieve this, we specified a structural model examining the relationships between engagement, brand equity and fans’ purchase intentions.

Design/methodology/approach

The data for this study were collected using a structured questionnaire. Three football teams from the city of Quito (Ecuador) that compete in the first division of Ecuadorian professional football were considered. For data collection, both personal interviews and a web link were used. The personal interviews were carried out directly with the fans of the three teams in the vicinity of the stadiums, prior to matches of the Ecuadorian League.

Findings

The study concluded that a greater involvement of fans with a football club positively influences both the valuation of the sponsoring brand and the intention to purchase the product and/or service of the sponsoring brand.

Practical implications

This work contributes to the literature on brand equity. On the one hand, from the companies’ perspective, it is important for brand managers to realise that football fans constitute an especially significant section of the public to strengthen the brand and even to buy the products of the sponsoring brand. On the other hand, from the point of view of the clubs, it should be borne in mind that the involvement of the fans with the clubs constitutes a major factor in strengthening the sponsoring brands.

Originality/value

Most of the research in the literature has studied purchase intention towards the club brand but not towards the sponsoring brand. The research, which is applied to the football industry, conceptually extends the customer-based brand equity (CBBE) model by including the perspective of football fans’ involvement with their clubs.

Details

Management Decision, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0025-1747

Keywords

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Expert briefing
Publication date: 14 October 2022

This follows the August 24 elections in which the ruling People's Movement for the Liberation of Angola (MPLA) won 51% of the vote, beating its main rival the National Union for…

Details

DOI: 10.1108/OXAN-DB273373

ISSN: 2633-304X

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